0001: Tony Bernard Contract Marketing Expert

Mario Fachini  [0:01]  

I am excited to be here with you tonight. I have a great guest and you’re going to learn so much from him. Tony Bernard, he is a contractor, marketing expert, Amazon #1 International Bestseller, certified Power Marketing Consultant. He’s going to come up right after the break. Let’s say thanks to our sponsor.

SPONSOR-Charity Music  [0:17]  

Charity Music has been providing musical instruments and music education to at risk and disadvantaged youth wishing to explore their hidden musical talents. To learn more information, go to charitymusic.org. Once again, that’s charitymusic.org.

Mario Fachini  [0:34]  

Well, everybody here is the man, the myth, the legend, Tony Bernard,

Tony Bernard  [0:39]  

How you doing today, Mario? Great to be here. Fantastic day today, and I want to give you and your clients and prospects value today. Help them in whatever business they may be in. This stuff is universal. Great to be here.

Mario Fachini  [0:52]  

Well, I’m excited to have you, Tony. Like I was saying when you know, we met a couple years ago, and you were launching your book and telling me all this stuff you did and the people you’re helping, like you had on the video. And I appreciate the shout out. I, ever since day one sincerely, always knew that you were great with business and you had a heart for giving. But you had a family, you know, you had a great family and great family values. Because one of my core values is surrounding myself with like-minded people. And, of course, you want to be around business movers and shakers, all the cool people and all of that. But some of them, it’s like they’re really great in business, but they’re kind of greedy, and they’re kind of freakish. And, that’s not the case with you so, I’m excited to have you on the show. And, let’s just jump into it. 

Tony Bernard  [1:38]  

All right, thank you. 

Mario Fachini  [1:40]  

So, I… one of my favorite questions I ask people is: Why? What is the inspiration behind Tony Bernard? What made you go ‘you know what I want to do my own thing’?  What made you want to start your company?

Tony Bernard  [1:55]  

So back in… I’ve always been in construction, I started in 1980, and, you know, it’s a great rewarding industry. And, it’s got… its cyclical, you know, goes up and down with the economy and such. And in 1991, I got laid off. That was a little blow, you know? Not been coming on and to get laid off. So I had some skills, and it was in the construction industry. So, I ended up becoming self-employed about that…. at that time, I just go for it. And I got a couple of good consulting gigs right off, and that… that’s what started it all off being self-employed. And I’ve been pretty much self-employed ever since. It’s been very rewarding. 

Mario Fachini  [2:39]  

And, you’ve got to help a lot of people. I was watching your video and looks like you’ve worked with some pretty big companies in over 18 billion in projects. What’s it like working on something like that? 

Tony Bernard  [2:51]  

It’s…I’ve been very fortunate. I don’t, you know, try to I don’t try to say it to be braggadocious. But, I just been fortunate from many different aspects to be able to work on such large… some large projects, actually some smaller projects. And, the beauty of that is you get to see the different size of companies and how different companies operate. And that’s just been all a plus for me, I use it as an asset. Some people will say, ‘Well, if you know, you need to be doing things the same way all the time’. No, no, that’s not the right way. Right? You’re doing the same thing every day in and day out, it’s going to get you the same results. And I’ve adopted that motto actually on my… one of my business cards. So…

Mario Fachini  [3:34]  

That’s the definition of insanity. If I’m not mistaken, isn’t it?

Tony Bernard  [3:38]  

Correct? Yeah. Doing the same thing day in and day out and expecting different results? That’s insanity. Yes, thank you.

Mario Fachini  [3:45]  

So, you’ve worked with all the companies and you are one of the most humble people I know, there’s… even if you were trying to brag and do that, there’s no way that it would even come off that way because, you know it’s not not about you, it’s about the people, you can help and the results you can get them. So, if you could, for a brief moment speak to that. Who do you help and how do you do it in a way that no one else does?

Tony Bernard  [4:08]  

So, you know, there’s actually… personally, I like to work with open-minded, action-taking people. But how do I help people? There’s a lot of great consultants out there. And in any industry, you’ve got some great ones and you got some not as great ones- I’ll just put it that way, okay. And, you need to figure out who you… who you would work with best when you want to hire someone. And that’s actually I’m going to kind of segway into… a different way of saying this is you need…. I look at it as you need to reframe some questions that we have in our mind, but… so I help open mi…I will come back to this… like help open-minded people who want to take action, that’s who I’m looking for because if they know it all, and they want to tell me how to help them, then then they’re not the right fit. And that’s okay, they’ll do their thing and I don’t really want to work with them, because they know it. And, that’s great. But they didn’t con…, you know, they contacted me for a reason. So, I just want open-minded people, and we can get them some tremendous results. That’s all. That’s what I’m looking for, bottom line.

Mario Fachini  [5:18]  

With the results, you aren’t getting them, what… what is something that someone can expect to… if they reach out to you and they go: ‘I’m a contractor, I need help with marketing my contractor business’, what type of results should they expect?

Tony Bernard  [5:39]  

Well, as you know, everybody’s different. You know, you can have… you and I can list… go listen to the same information and come back with a couple different interpretations of it. So you gotta… we gotta be careful about that. But, when you use something that’s kind of got a proven track record. And let me get into a couple of specific examples here. I got a company like one company A and I won’t even pick the industry. I utilize a thing called ‘strategic messaging formula’ and what that does is it grades, and can give you the likelihood success of a particular marketing piece are at. Now, most marketing pieces actually get a two out of 10 or 20. Now it’s not good.

Mario Fachini  [6:28]  

That’s like my grades in high school.

Tony Bernard  [6:31]  

Great, great point, if you your child came home or grandchild came home and they had a 20 on a report card, what would you do?

Mario Fachini  [6:40]  

I personally invited my friend over and ate an apple, I had an 18%. But most people would probably be pretty upset.

Tony Bernard  [6:46]  

Right? So, you’d want to get them some help you know your child or grandchild, yet most businesses except a 20. But it’s because they don’t realize that it’s that bad. They’re just going with the newspaper salesperson or the website design person and just going with it. They don’t that and that’s a whole other thing. But let’s continue on this here, as far as… I have this… this strategic messaging formula, and you grade your ads, or marketing pieces and when these people… when we revise the ads, and I’m going to look at the specifics here, a 2 went to an 8.8. From a 2 to like four times as better. Okay. Now, what does that really mean? No, we can grade this thing until the cows come home. But what that really meant was: the person was getting 39 calls a month from the ad, it went to 108. Once this formula was used. Exactly, exactly. And the profits increased about 277%. 277%. That’s tremendous, but that all was, I shouldn’t say the word ‘but’– and that was because they do increase the conversion ratio, they’ve decreased the time to get the clients on board. And, they were able to increase their price because of the demand for their services. So, that’s a win-win-win scenario.

Mario Fachini  [8:14]  

I mean, literally a win-win-win.

Tony Bernard  [8:16]  

One other example, if I may quickly here. Another ad for a different company scored again, at two out of 10 or a 20. The ad was rewritten using the strategic messaging formula and it went from their… ad went from 70 calls a month to 955 calls a month.

Mario Fachini  [8:36]  

Is that it?

Tony Bernard  [8:37]  

Yeah, that’s it. So, that’s only a 1,364% increase in call volume per month. So, obviously that… that… that did a tremendous amount for that single business. And this proven formula is it’s just, it’s unbelievable. Actually, that’s only one of the chapters in my book that we’ll talk about later, perhaps Oh…

Mario Fachini  [8:59]  

Wow, that’s phenomenal. 

Tony Bernard  [9:00]  

Yeah. 

Mario Fachini  [9:00]  

So, that’s really great. So you have your program, you have your training, and you follow those steps with your clients. That’s fantastic. So… what… who is your favorite… the best success? I mean, I don’t know who these people are and I know for privacy, you probably can’t say. It’s… these were specific results you’ve got for two people, but who’s your best success story? Is it one of these two you kind of alluded to or is there may be a third that you go, you know what the strategic marketing formula is just part of it, here’s what happened when we did the whole shebang.

Tony Bernard  [9:33]  

These are case studies that I use to show the power of marketing, because marketing is your greatest leverage tool. Where else can you get 10, 20,30, 40, 50, 100, 200, or even 1,000% increase? And oftentimes, it’s just with some minor tweaking of things. Now, we’re in the same mindset all the time. And we’re in a grind, and we’re doing things. That’s why it’s oftentimes good to hire somebody outside with a different mindset to just kind of make a couple adjustments, and bam, it happens. So, as far as the specifics, I really can’t get into that right now. But I use these case studies. And then in my book, I’ve got a couple things in there to help people because, again, it’s it’s not we don’t need to do life-changing events, it’s… I have another thing that I call the ‘slight edge theory’, or not slight edge theory, ‘slight edge marketing’, ‘slight edge concept’, and just I’ll just touch on that for a minute. The difference between first place in second place in golf, tennis, horse racing, is just minor, minute, little bit. Percentage wise, it’s oftentimes less than 1%. But yet, the reward is two, four, ten times as much. That’s what this… the same thing with marketing, just a slight edge advantage. And that’s what, you know, people, people like you and I can bring to the table.

Mario Fachini  [11:01]  

Yeah, I’ve told my clients that and especially, you know, when the Olympics are going on, they’re like, ‘well, how much of a difference does the website make’? Or the LinkedIn or the Facebook or this that the other thing. You know, I promote using live video and I go, it could be the difference between bronze… bronze, silver or gold. One tenth or one hundredth of a percent.

Tony Bernard  [11:21]  

Great point. Great analogy. Yes.

Mario Fachini  [11:21]  

So, you know, like we’re doing live right now and it’s awesome. And you know, nothing… It’s so smooth and seamless. But there’s people that don’t use video and I question myself, because I’ve been seeing people putting polls out there and everyone I saw that put a poll, it said, what would you rather have long form text, or video and it was a resounding 71 to 72% preferred video versus reading a whole lot. Now, that’s not to say it doesn’t have its place because, you know, if you do a long… I love doing long post on LinkedIn, because people will read them. But, you can also put video and um, how are you using video with your clients and your contractors to maximize their profits?

Tony Bernard  [11:21]  

And that’s a great point. Now video… but you can do a slide presentation, PowerPoint presentation, and just read it. Okay, because a lot of people obviously, being on camera, people can get nervous and stuff and… and it can be nerve wracking. But that’s… that… that comes over time and you just slowly get into it. But doing a PowerPoint presentation, it can help set you apart from the next person, whether it be whatever type of business you’re in, it doesn’t have to… we’re talking more about contractors here, but these principles that we’re talking about today are pretty much universal. So the video can be better utilized for you know, your clients, contractors, any type of brick and mortar business, local business, you’re just being seen on… In life, you know, you don’t have to be an actor and glamorous, just everyday stuff, show me how to how to do something, a quick video on how to do something as a great opportunity to show yourself and it gets you…when you… when you’re in that position, it helps you to get out of the mindset, well, I gotta speak perfectly and all this. What it does is it just…you’re in your element, you’re doing what you do, and you’re showing somebody how to do something that can be great. The video is like you said, like 71/72% it that are higher is that’s that much of a demand.

Mario Fachini  [13:34]  

I remember when I did my first book on video marketing years ago, right, I had some stats coming up, you know, in this year, you know, the stats are going to be higher, and it was two, three years down the road. And we’re past that now, but I mean, if you… hear a… here’s what I tell people when they go ‘well, which one’s better this or that’? What’s your power media? Like you’re saying, I love the tip you just shared. Because people go ‘I don’t want to be on video, I don’t want to be on video’, but like you said, you can just do a slide presentation and you because it’s nothing more than technically a moving picture, it doesn’t mean it has to be you; it doesn’t mean it has to be a Hollywood film, whatever you’re most comfortable there, you know, just pick up the phone, and ‘hey, I’m over here. I’m on a construction site. I’m on the job site. And you know, here’s something we ran into, you should consider before doing your next job’. 

Tony Bernard  [14:25]  

Exactly. 

Mario Fachini  [14:25]  

That’s… thanks for sharing that. So Tony, let’s get into some of the content from your book. Why don’t you take it away with your ‘profit pillars’.

Tony Bernard  [14:31]  

Profit Pillar number one in my book is ‘marketing mindset’. And, I got a couple different points that I talked about here. But, what I want to talk about is the use of ‘platitudes’. You know, people use platitudes, and I need to define that for you: words or phrases that are devoid of any real meaning a statement that expresses an idea that’s not new. So, when you look at Yellow Page ads, or Google ads, display type ads, typically, you’ll see like gets the construction industry, you’ll see gets the job done right the first time, 20 years of service, largest selection, highest quality, best price, number one, state of the art artist, and then this one here that I… that is a showstopper is ‘lowest price’, don’t ever go with that, you’re cutting your profits. That’s the least one you ever want to monkey with. And I alluded to this one earlier: ‘fragmented marketing’. That’s another thing. I’m presuming that these people are well- intentioned, the newspaper sales person, the website salesperson, the SEO salesperson, the Yellow Page sales person, they’re all coming in and trying to get your…get you to buy their services, but are they working on your behalf? For your best interest? No. And they got their own idea about marketing. You should have a core message that you want them to disseminate. And that’s where hiring someone who can come in set the same clear message is being brought to all these same people across all these different media types. So, it’s very important to have non-fragmented marketing, ‘concise marketing’

Mario Fachini  [16:23]  

You know, you’ve had… you said you started in nine… not started in ’91, but that’s when you started your company. You were in the industry before, correct?

Tony Bernard  [16:31]  

Yes. 

Mario Fachini  [16:31]  

So you had all these years of knowledge and expertise before you published a book? What…What made you want to publish the book and what has it done for you, since you have published it?

Tony Bernard  [16:43]  

I’ve read a bunch of marketing books. I was a student of Anthony Robbins, and still am. He turned me on to Jay Abraham back…..mid 80s, late 80s. And I’ve done a lot of his programs and studying. And then of course, is a bunch of others, more current people, Frank Kern, and stuff like that. Jimmy Harding is a great guy. And there’s a bunch of others as well. And the thing about marketing is, it’s such a leverage tool that you can use, by investing so much… a relatively small amount of money in marketing, and getting these huge returns that I spoke up just a little bit ago, it’s just massive. So, I thought about doing a book, and a lot of people think that we’re doing the book, right, but to just sit down and bang out a book, it’s… that’s monu…, it’s mind blowing. It’s… it’s overwhelming, right? So, there are people like yourself that can help people with that. And I decided that I needed to write a book. And the reason why is because all things equal, and anybody in this that is watching this, think about this: you have your product or service that you’re… you provide. If you give someone the product or service in a proposal format, or you advertising you’re saying, ‘hey, look, here’s my product or service, and here’s the price’. But then this other… well let me to reverse this. That’s what your competitor does. Now, you come along, and you give them the same basic product or service. But you give them a book with it. Okay, versus just a business card. Who’s, who do you think they’re going to buy from? Who’s in a better position? So what it does is, it makes you stand out light years, or way so much different than anybody else in your business, industry…. or industry. So, by just having a book, you can do that. And there’s a there’s, it’s not as difficult as you can… you would imagine. When you talk to someone, like Mario that can help you do a book.

Mario Fachini  [16:53]  

Okay. Love the knowledge you’re sharing. I’ll take a second and touch on what you were saying. When I did my first one, ‘Video Marketing for Business Owners’, I was not…remember when we are talking about the 20% and all that? I wasn’t joking about that. I had literally had an 18% in school, I failed English seven times. So what, the idea of writing books and everything, it wasn’t really the top of mind. I actually in one of my classes, we were supposed to do an English paper. I didn’t do anything the entire semester. And I was like, how can I still get credit? I convinced the teacher… Well, I asked and persuaded you can’t convince anyone of anything. I go, ‘you know, it’s been a busy semester. You know, that’s why the papers not done. How would you like if I gave a presentation to the class on the subject matter in place of the paper’, and he was thrilled. Actually put, he put me in touch to rewrite our chapter in the book, the class was on web design and I knew my strength was presentation. So, I totally didn’t have to write the paper, he gave me a double A plus. I pass the class. And I didn’t spend nine… nine weeks or 12, or whatever that I don’t even know is rarely there. But the point is, what is your power medium? And even if you aren’t good at writing, if you have a level of expertise, there’s… there’s things you can do to get it out there. So, I like what you’re suggesting with the frequently asked questions. And that is a good segue. We’re going to go to the sponsor. And then when we come back, we’re going to go and touch on your frequently asked questions, because I know you have them ready and people ask you the same ones, just like any business. Thank you for touching on that. So, stay tuned, and we’re going to go to Charity Music.

SPONSOR-Charity Music  [21:00]  

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Mario Fachini  [22:06]  

Guess who’s back? 

Tony Bernard  [22:07]  

All right.

Mario Fachini  [22:08]  

It’s us, you’re ready to rock and roll for the second half, Tony?

Tony Bernard  [22:12]  

Alright, so this is a slide that shows the information about ‘follow up’. And I work hard to help my clients understand things that are difficult. So, I make things easy for them. 48% of the time, there’s zero follow up by either the salesperson or the company. Okay, well, that’s fine information. And then it goes to 25%. There’s one follow up, and then it’s 10, 12% is two follow ups; 10% of the time is three follow ups. And then only 5% of the time is there, five or more follow ups. Okay, well, that’s… that’s information, obviously, it declines about 50% each time, zero follow up is 48% of the time yet, that’s when 2% of the sales happen. 2% of sales happen, 48% of the time is no follow up. Let’s take it to the other end of the spectrum. And, what that saying is 48% of time, there’s 2% of the sales, zero follow up all the way to the other end of the spectrum on the far right. If you follow up four more times, yet, that’s only when 5% of people do it, that’s when 80% of the sales happen. Think about that, 80%. So, if you’re in whatever type of business, you’re in brick and mortar or a contractor, or whatever you may be, if you have zero follow up, look at the money you’re leaving on the table by not following up. That’s what this says. And it really tells the story. I love doing graphs on data, things like this. And clients really love it too. So bottom line, and I like to use the extremes to show things, right? zero percent of the time, excuse me, 14% of the time, there’s zero follow up, that’s when 2% of sales happen. You go to the other end of the spectrum. Four more follow ups, that’s when 80% of sales happen, is that a no brainer, folks? Start following up. Now, what is follow up? It can be as easy as just calling up the people that you’ve given some information to and asking them if they have any questions. Don’t call them up and keep hounding them about buying and all this just call them up you have any questions we’d love to help you out, have love to help you make a decision, love to educate you, do you have any questions about this aspect of that aspect. It’s about continuing to educate them. That’s the raw and easy way of doing it. If you get more sophisticated, you can have automated follow up systems that’s not dependent upon your salesperson or your office person calling. It just happens automatically. And there’s all kinds of systems for that when you get to that level. But first, just picking up the phone and calling. That you’re greatest leverage starting tomorrow morning too as a matter of fact, or today, depending on when you listen to this.

Mario Fachini  [25:06]  

Wow, Tony, that is some great information and I appreciate you for sharing that with the audience. That reminds me of when I was starting off and trying to get my first couple of clients. And I was like I really, really want to help them. But I don’t want to be a pest and I think that’s everyone’s reservation. But, the fact of the matter is, if you can really, truly help them, it’s unethical not to help them and push through. And I’ll tell you that majority of the time I was like, they’re not going to get anything; that they’re not calling in. And you just think nothing’s going to happen. It took one phone call, one email, one just reaching out whatever may be stopping by whatever the case was. And it was like, ‘Oh my gosh, I am so glad you emailed, called, stop by whatever I was just thinking about you. Let’s go talk some more’ or you know, ‘let’s go finish that deal’. Or, you know, ‘let’s sit down’, it was never a hard sell. It was just people are busy. And they absolutely need to be doing that follow up. So, follow up is important. You know, you got to follow through, you got to follow up, and you will close the sale. But, let me ask you, Tony, what’s the number one way contractors could maximize their customer lifetime value?

Tony Bernard  [26:18]  

In my industry, in the construction and contracting industry, you want to build something that’s going to last, so we don’t really have a good lifecycle thing of… it’s not a consumable item, where you, you know, you’re going to come back and buy more of it later on and such. But, a good example of a lifetime value is in my industry, who would be the next person that would logically be involved. Now, say a roofer, you could have a gutter contractor, if you don’t include gutters with your roofing, you can refer them to a gutter contractor, gutter to green, get the drainage off the roof, a carpet installer, okay? Well, in a few years, you’re perhaps going to want to have those carpets clean, to make them look better, much longer. So, the initial contractor that did the installation of the carpet could refer a carpet cleaning company. So, that’s an example of getting more lifetime value out of a customer. Because as a referral, you may get a little percentage of the sale or something, I’ve got a way that a contractor can actually get paid to provide the estimate. Now, of course, you’re going to offer free estimates and you give that and you provide that, okay, I’m not saying don’t do that. But, in providing them more value, you can actually get paid for your estimate. And I’m not going to give that secret away. That’s kind of one of the bonus program, bonus items that I provide in the program, easy way that you can actually be paid to provide an estimate and it really helps the client, okay, that’s the key, they’re going to actually want to buy it from you. It’s not a profit center is just something to help pay for the gas and again, it’s about helping them. 

Mario Fachini  [28:16]  

So Tony, tell me about your book. What’s one strategy you’d recommend for anyone considering business book publishing?

Tony Bernard  [28:23]  

My book? Yeah, thank you Mario, you actually you gave me a nice testimonial for my book and I appreciate that. That’s something that you want to, you know, when… if you do a book, we spoke about that earlier, but get some testimonials and put it in the front of it. Right? Why not? You should actually have them for your proposals and stuff in your work and on your website, it’s a good place to display them. Not even actually on another tab. You can have them on another tab yet all and of themselves, however, but you’d want to put a little short quote every so often on your page. So, that’s a key – testimonials.

Mario Fachini  [29:02]  

All right, Tony, shortest path to the cash. What’s one thing contractors could and should do to increase their profits the fastest?

Tony Bernard  [29:12]  

Okay, so shortest path to cash? Again, I’m going to suggest that it’s follow up. And why? Because you, you… in my industry anyways, you’ve probably got some bids out there and you’ve got some stuff that you put out there- follow up with people. Okay, just call them up and ‘hey, you got any questions? Is there anything I can help you with? Clarify something for you?’ That is quick. It’s Hello, quickest path to cash. I want to provide them with a couple bonuses. I’m going to give you a copy of my book, a PDF copy. And actually a flip copy. It’s like a book. I’ve got two versions of it, a PDF and a book copy. Love to share with you. There. Yeah, there you go. Excellent Mario, Thank you. Tony@marketingblueprintforcontractors (with an s) .com. You email me there and you’ve got to say, ‘please PDF copy Mario’. I want to give Mario the credit here, so to speak. Great guy and I enjoy doing this with him and I want to give him the credit is due for promoting this as well. I want to give you another bonus here, if you qualify, that is. I just, I just love helping people. Would you rather do business with Company A, B or C? A has one star, one review? Company B has three stars, two reviews? Or would you rather do business with company see who has 241 reviews, and a star rating a 4.8? Google loves reviews and consumers do as well. 97% of consumers look for online reviews; 85 percent of consumers trust online reviews as much as personal recommendations. Can you believe that? 85% of consumers! And then the bottom 168% of consumers left a review when asked, I have a review tool that will help you get four and five star reviews. And, I want to give it to you for free for 30 days free trial, if you qualify. I can’t give it to everybody. I’ve only got a certain amount every month that I give out but when you request the book, I put that text information and put it in this graphical information. So, bottom line, I want to help you get good Google reviews. And I got a service that does it. I’ll give it to you for free, if you qualify. I’ve only got a certain amount each month and I’ve actually given some away to the Chamber of Commerce. For this month, though, I might be able to help… I can squeeze in a few more. Tony Brad ‘Marketing Blueprint for Contractors, the subject must be ‘Please PDF copy Mario’ – that’s kind of a weird way of writing, but in the body of it, please put ‘apply for Google review tool’. And then we’re going to talk and see if I can provide it to you for free, I most likely will be able to, but I need to make sure that you qualify and again, I’ve got a certainly certain amount I do each month for free. And this will help you get Google reviews. Who doesn’t want Google reviews? You need a consistent steady flow of four and five stars, one for Google juice to help you with searches and to to help you possibly get in the three pack, if you aren’t already there. That will work in your favor. Plus, consumers want to see current reviews not year or two old reviews because that doesn’t… that makes it look like you’re not… you’re not still on the top of your game. You need to be on the top of your game, both for Google and consumers.

Mario Fachini  [33:00]  

Tony, I want to say thank you for coming on the show. It’s been great to have you here. I love the information you shared. And, for anyone that wants it, you know they can get it and you provided it. Thank you so much for coming on.

Tony Bernard  [33:12]  

Awesome job. Yes, thank you, Sir. You did a great job and thank you. 

Mario Fachini  [33:13]  

Looking forward to talking with you again. Thanks again, and we’re going to go to the sponsor.

Tony Bernard  [33:16]  

Awesome job. Yes, thank you, Sir. You did a great job and thank you. 

SPONSOR-Charity Music  [33:27]  

Charitymusic.org does so many great things, but one of my favorites that they do is the sound booth which provides hands on opportunities nationwide for children of all ages to touch, feel and actually attempt to play over 50 different instruments. Under the supervision of the music mentor volunteers, participants can also learn about the various families of musical instruments. The music mentor volunteers typically consist of owners and employees from local music stores. Many of the sound booth participants actually advance into musical school programs and or private lessons. To learn more, check out charitymusic.org.