The Kollege Podcast
Are You Willing to Go ALL IN For Your Business? | Kollege Value Call 19
What you're about to listen to is an experiment. After selling his e-learning company, college founder Blake Lorange decided to host a $50,000 per year mastermind. But instead of charging, he did it for free. Anybody could show up. I mean, literally anybody could show up and ask any question they wanted, and Blake would show up and help them for free. What happened after that was insane. Some of the best entrepreneurs showed up asked questions tons of value was created, and what you're about to hear is a recording of that. He's being doing it for a year for free, and he's still doing it, and you can check out the link in the description if you want to join the conversation. Hey, guys. Hi there. Everybody's at the party. This is cool. Hello. Hey. I've got a few more people joining here at least we're having a hard time joining. There we go. They'll jump on. Um, everybody feeling okay today? Yeah. I'm good. Thanks for doing this. Of course. If you've never been on one of these, welcome, delighted that you're here, um, I would be just thrilled if you introduce yourself. If again, if you've never been on one of these, who, who you are, that is your name, where you are currently living, residing, and then like, what you're doing just briefly, and then we can sort of kick off around a discussion and questions if that's cool. So just jump in. If you've never been on one of these or haven't introduced up for, just jump in. Hello. It's my first time, um, yeah, thanks Blake for making this awesome group. I was recommended by a friend and very stoked to be here. Um, yeah. My name is Leah and I'm in Canada near Toronto and I'm a singer, songwriter, producer, filmmaker. Um, and right now I'm focusing on, uh, I made a course to help people find their voice in life and, uh, find their path. And so yeah, that's what I'm getting up and running now. I've run a few people through it already, but just figuring out the online, uh, marketplace is a whole other ball of being so that's why I'm here. Um, yep, is the, um, is the, uh, course centered, well, let me ask you this way, like what percent of it is, is related around music and production stuff and what percent is related around all, all sort of these, these other skill sets that you have. Like I'm trying to get a picture for how much you lean into that. Um, yeah, it's kind of like using the voice and other personal growth methods to, uh, find authenticity. So it's not so much like music as a trade, but using the voice as a, like healing modality. Wow. Like literally the voice. Literally the voice. Yeah. The voice and like some meditation and things along those lines. Very cool. Who else is like, he has Patrick's a singer, um, a little bit, you know, he's a brilliant singer. Um, cool. Well, any, that's awesome. Thanks, Leo. Um, yeah. Yeah. Anybody else who's never been here, who, who feels led to introduce themselves, where you're from and then what does you're doing? I'd love to know, um, since we're already on a little bit, I guess, um, so I am. Um, uh, Patrick Adams, I am outside the Nashville area, a little town called Columbia, just moved out here from San Diego, um, no Blake from way back when so good to see him. Um, and I, let's see, uh, so yeah, look at outside Nashville and right now I am running a revenue ops consulting firm. Um, kind of like, if you guys are familiar at all with Salesforce, um, we're doing like HubSpot consulting and, you know, I can get more into it later, but, uh, there's probably this most succinct way that I can explain what I do. Cool. Thanks, dude. Anybody else who's never been here, who wants to introduce themselves and say where they're from and what you're doing. Hello, everyone, my name is Jose, I'm from Columbia. I'm living here in the coast of Columbia. I am, uh, I have been publishing books on Amazon for the last years, uh, so I'm currently living off my royalty income, but about two years ago, I didn't feel connected to what I was doing. So, uh, I, I was doing it only for the money. So I, I, I actually also made a course on the topic of how to, how to make books and sell them on Amazon to make money, trying to become a millionaire that way, but I didn't feel that I was following my truth. So I thought, uh, applying my knowledge to, to, uh, painting, uh, my mother's a painter, so that, hey, I want, I want to make a painting course. I'm currently developing a painting for a beginner's course, which is done, and I am currently trying to, uh, create all the marketing, you know, the offer, the marketing aspect for that course is about to launch. So that, that's pretty much it. That's cool. Which part of Columbia? Uh, Barak, Barakiga, the same city as Czech Kita. Say the city again. Bar, barakiga, like V-A-R-B-R-A-N-Q. Oh, I found it. Okay. That is, there's a pretty good, let's see. Okay. There's a pretty good chance I'll be in Columbia on Monday. Awesome. Are you going to be in Medellini? Is that where I need to go? Well, that's where everybody goes, that comes to Columbia, pretty much. It's a great city. Yeah. Barakiga, I wouldn't recommend it to much, it's not, that's fun. Editing is way cooler. Why do you live there then? Oh, I just, I grew up here, you know, and, uh, all my family is here. Got it. Yeah. Oh. Yeah. Um, that's awesome, man. Yeah. So, oh, I'm sorry, I have a question. What you wrote books and then you sold them on Amazon, is that correct? No, I didn't write it, I, I just hired ghost writers and published them trying to make money and I published mostly audiobooks, so I, I published most and I also published mostly meditation books and hypnosis books, audiobooks, uh, so I, I just did it as a way to make money and, and it worked and I'm living off that income, but I, I tried to teach people how to do it. I made a course. I spent a year doing it. I published it on, on YouTube for free. I said that I'm not going to sell this. I was going to sell it for like $300 to the Spanish community and, uh, yeah, a lot of people have liked it, I grew up an audience there, but, but, uh, yeah, I just completely ignored that, uh, YouTube channel for two years, I've been focusing on, on the painting course. Okay. Interesting. And you hired ghost writers, but you were kind of like the author, basically still? I didn't use my name, I, I used a pen name, so I just put random names or random names. Okay. And you relied on the expertise of your research research or the ghost writers. Or the book writing, it was, it was the ghost writer and me, depending on the book topic. But for example, I hired a certified hypnotherapist to write the script and I hired a narrator that had experience in that topic. But for other types of books or other books that are more about a subject, let's say urban farming or gardening, I created the table of contents. It's kind of like creating a course. You investigate what's, how, how the courts organize, other books are organized. And then you, you know, you kind of get inspired of other books to create your own book. Anyway, they're not high quality books, but yeah, the, the topic, I chose it. So I chose the topic based on what's selling on Amazon, kind of like FBA, but for books. I see. Okay. And what you saw, the market one under needed, and then you made a product for that. Yeah. Okay. Is it, is it making much in royalties? Well, depends, you know, how much it's a lot. I, yeah, I have, well, I have a lot of audiobooks, but they were cheap to make because they were mostly a meditation and hypnosis, like the 80% of them. So I have like 100 audiobooks, let's say, and I made like $2,000 a month. So it's not that much for audiobook, but, you know, it's a good income living in Columbia. That's cool. Cool. Yeah. And so the painting thing is that your mother's a painter, is that what you're relying heavily on in terms of expertise? Yeah, exactly. Yeah. She's a painter for 30 years. She mostly paints abstract paintings, but I thought of making it a fundamentals course, like basic skills first, and then doing an abstract. And then I've been trying to figure out like, well, maybe I get it wrong because I've been thinking that, hey, I should have focused on what she's most expert in, but well, and then I'm thinking, well, now the course is already made, and it's a four-month course. There are paintings, and it is a, it includes group coaching and feedback on all the paintings, and it was recorded in 4K, and, you know, it's all very well made. But I'm thinking of doing the abstract course after as an upsell or as an alternative pathway because, you know, there's multiple pathways. It's a little bit more, I think it's a little bit different than people after this course would like to keep on learning, like keep on developing the fundamental skills, or maybe they would like to go into other styles of painting, like abstract or realism, kind of like that. Cool. So you're like an operator, integrator, marketer, type person who really likes that side of things, and partnering with, obviously, expertise is something that you're really good at, it sounds like. Is that fair to say? Yeah. Yeah, exactly. I, honestly, I was trying to be the teacher for the book course, and I think I'm a pretty good teacher, people loved my course, and I gained a good following on YouTube. Not too much, but it's really engaged following, and, but I love, I love the model. I love the, I've been listening to all your calls, I actually just chat GPT to get all the data of all your, all the calls, the value calls, and I've been learning a lot. And I, I, I, I'm the last fool where you talk with Juan Jose, and you said that people fall in love of the business model, and I, and I, I actually talk about it with the info product model, but experts, like that's a perfect combination. I love that idea that you have with college. I'm open even to, to working with you if that's something that, that's on the table as well. Interesting. What did you do with chat GPT? Well, I, I just, you know, when people were talking, let's say we are having a conversation for the third, first 20 minutes, I just divided like, let's say our conversation, and I gave it to Chad, and I said, Hey, uh, can you, can you give it a, can you summarize this in a bullet point style or step by step way depending on the type of information and separated by sections? When you like show us how you did that, well, sure, uh, you want me to share my screen and show you or, or you want me to, yeah, dude, show us how did you do that? Well, all right. I'll do it. Just give me a moment. Maybe I'm the only one that's interested in this. Well, actually, I've been teaching a lot of people how to do it because I think it's a, it's a great way to, to learn. Mm. Yeah. Hey, no, you're too, I need to go. I need to go. All right. One second. Thank you. Does anybody else use that chat GPT thing? Okay. One, two, three, ish. Okay. Interesting. Yeah, chat GPT is like, that's like calling member back in like 2000, like the dot com boom or whatever it was, it wasn't fifth grade, um, but remember that was a thing. Like people would purchase like a domain name and be like, this is the internet. You know what I mean? Like you make money on the internet by buying domains and like doing things like that. It, and we were all blown away, you know, that you could like host something online. Like chat GPT is like, I just bought a domain name, but we all think it's like the main engine of AI. It's like barely scratching the surface. That's crazy. Yeah. So I'm curious to see how Jose, how you've took the value calls and then, well, how did you get the value calls in the first place? Did you like record them or something? No, no, I downloaded them of school. How do you download them off school? They put inspect, inspect, search, MP3, MP4, then put them on a platform called safe video dot me, and then yeah, yeah, because you thought that they couldn't be downloaded. Maybe. Yeah. Yeah. Well, no, most people wouldn't download it, be able to download it, but yeah, just find my way. I learned so much with chat GPT or did you ask chat GPT like, how do I do that? No, I just got to do that myself. Yeah. Yeah. I used to do that with music. All right. I'm about to share my screen, so can you see that? Yeah. All right. So this is about a value call recording, January, or I felt like another lifetime. Yeah. And then here's the, here's the calls, the, the call is like introductions. Then you're holding introductions. Could you start at like, so the first thing I did was downloaded the thing. Yeah. And then like, what's the next thing you did? I uploaded it to Rev. Okay. Rev is what, Rev is a platform where you transcribe, transcribe, or you can transcribe. So you can put in like video, how it transcribes it to text. Yeah. You upload video or audio and it transcribes it so you can upload it here and, okay, you can transcribe the, yeah. And so once you have it transcribed, you have like, I'm assuming a document. Like a text edit document or something. Yeah. For example, here, March 15th, for example, I'll show you an example of this. And then, all right. So let's say, for example, I have here the prompts. So the prompts, like chat GPT, the way that you're going to be able to maximize the use of chat GPT is through prompts. So the better the prompts, the better the response. Right. So, so if you, you know, if you take this, you know, and you copy this, for example, you copy 20 minutes, you know, copy as plain text and then you put it, send a message. You know, it's going to tell you the message you submitted was too long. So you can override this if you use it with an API. So I haven't done it, but this is something I was working on yesterday because, you know, that's how all of these other companies are doing it. They get the API of open AI, chat GPT, and they can create their own products so that they can charge you, you know, with their own company and all that and chat GPT kind of like sells the, that sells that in bulk, I guess, the prompting and the responses. So so what's, what happens here is what the way that I'm doing it is I just have a thing here that says like when the video is approximately 15 minutes or less. So what I do is I just, I just copy, let's say, for example, here, or 10 minutes or 15 minutes. And then I, and then I go here, I pay for a plus or GPT for, I pay, I put it here in the prompting, and then I actually copy it as plain text, not, not as normal. So that it doesn't include the timestamps and I copy the prompt. And then what I do is I put it in the, in the beginning. And then I just send it and it starts to do it. Could you go up to the prompt and tell us what the prompt says? And how did you know that that's the correct prompt? Yeah. So I wrote it myself, it's, it's, I wrote it this way. So I'm going to go step by step. So I said, write the following transcript in bullet points or step by step depending on, well, I put off, but it's on the type of information and separate by sections. Example, I put an example so that it understands how I want it and include any examples or metaphors that help the comprehension. And sometimes it just gives me a lot of sections with the little bullet points. So I say, by the way, the less sections, there are the better. So this is pretty, pretty much what I do. But for example, you know, if it's a question and answer session, I, I change it up like, yeah, like, um, include the entirety of the question and answer. So that's kind of what I did here with your calls because people ask a question. So for example, commercial real estate issues, like what's wrong with just doing this commercial real estate stuff and then working with the government for this. Sometimes it doesn't make sense, honestly, like sometimes it does. It's not a hundred percent, but it kind of gives you a guide of what's covered. No, go back to the, I'm still playing catch up. So go back to this thing. So you gave it the prompt, right? And so this first 15 minutes, this is what you have. So it's like meeting notes. Yeah. Yeah. Actually, there's a, I, I actually got into this thing called fireflies.ai. Yeah. I'm familiar with this. Oh, yeah. Well, that's kind of the same thing, but I tried it and it's not, it doesn't go to the notes like this. Yeah. So once you have the notes like this, now what, so what? I copy and then I go here, let's say, and I paste it like this, like normal text, I copy it. And I do this, clear formatting, and then I put it 14, and I select all the sections like this with holding control, and then I can be controlled alt one. And then I just start separating manually. And then what? And then why? Like, why? Yeah. What do you do now? And then I just do a page, gump, like this, that's it. And then what? And then I have it all organized, and then I can see if it's worth watching, studying, what should I focus on. So for example, I, I have all the notes, so I'm like, well, I want to go to the piano. So I want to, I want to learn from the questions that the, the, about the piano offer, the jazz offer. And I can see where they are, like, around what part of the collio that is, it's set. And then I can, yeah, that's pretty much, I spent a couple of days living there. So you want to see if it's worth, like, watching basically, too? Yeah. Well, like, yeah, because I mean, I, I don't have that much time to watch, like, 40 hours of video, but I guess I thought, well, you know, I, I vow, I, like, I value your knowledge sharing, and I want to absorb all of it so I can understand the best way to do this business. I'm like, well, maybe this whale, it's, it's also an experiment. I mean, I'm not 100% sure this is the best way to absorb information, but I thought, oh, let's try it out. Once you have all this information, by the way, it's definitely valuable. I didn't, you don't need to do this to know that it's valuable. I'm just kidding. So, um, so you have all this, like, this is an asset you can leverage. Why not leverage it in one way in so many ways, you know, like, like, well, like with your books and stuff, you know, imagine going to like a Joe Rogan interview on YouTube, getting the transcription and using three or four different AI tools to come up with some good deliverables and then productizing it in order to utilize leverage. You know what I mean? Like I could go into these value calls and operate with chat GPT differently instead of saying like, give me a summary of meeting minutes. I could say like this value call and this value call and this value call, find the common threads and different themes and frameworks and identify them in these sort of certain paragraph formats and then use different tools to build out like design frameworks where I could visualize them now and I can be beautiful. Yeah, now I can create like visual frameworks for things that I'm saying without having to hire a designer or like think of these things, you know, like that's a way of leveraging this stuff, it seems. Yeah, I'm trying to learn how to use it better so that I can do like what you just said. It sounds like that's possible, but the thing is how you get there, right? And that's a skill like developing that skill or how you prompt your way to that goal. That would be awesome. I would love to together there. That skill is very easy to learn like I'm not going to learn it because I got other things to do, but like that's something everybody should at least try to learn. Are you familiar with this website? Could I stop sharing it with you? Yeah, go for it. No, no, I never have never seen it. Oh, that's awesome. So this is how you do it, basically. Very cool. So like what I just imagined, I literally just imagined like I want to take four value calls, find the common frameworks and themes, and then develop that into like a visual thing. Okay, well, I need, I need some sort of like visual animation based off of text prompts, then I don't know who does that. So like visual animation text prompt. And then like boom, here's all the different like companies and projects working on this. So it's very cool. Yeah. I've never seen it before. I love it. And props, okay, so this one looks, whoops, this one looks good. Neuro flames, you know, I could, I don't know if it's good or not, but. And then it's like, here's a bunch of alternatives. If you like this, you'll love this. People also search this. So like chat GBT is like the little tiny surface of it. That's how you use and integrate all these tools and how you, how clever you are in terms of like how you connect all the dots as I think where the value is. Yeah. Yeah. I'm a beginner only with this thing, like I only use that prompt pretty much. I've been doing that to study courses and stuff. Pretty crazy, Vin. Yeah. Do you use it a lot? I'm, I personally don't, but we do. So like I just clicked on the first video I could possibly find. Camera eyes, preparing summary. Cool. Here's the entire summary of this video. Wow. Copy. Copy text. And like I have the entire thing now, like the 12 minutes, you know, and I can expand on it too, you know, on every single thing. And I can go to like chat, well, like even chat GBT is like, um, this is going to work even chat GBT is the wrong place to go to grab that. What's that? What, what plugin were you using? I was using what the hell is it called? Sam or summarize, it's just called summarize. It's a Chrome extension. And yeah, so if I do a etify a EIGHTI, I can just, I think it's the company. Yeah. Yeah. Yeah. Yeah. This one. Here you go. So it's again, it's like, it's like plugins for any product. It's not the tools itself. It's like how you use them, right? There's no, like for those in the music world, it's like, this plugin's great. You know, this EQ is awesome. No, it's not. Like how you use it is awesome. You see, so like I could do that. And then I could take that summary, that 15 minute long video about Theo Vaughn talking about addiction and put it, chat GBT is like the minor leagues, like there's other things I could put it into. And say, here are the prompts. Give me like a visual representation of this prompt or something. And then I could design that. So I could go, you know, design a 60, 160 word summary based off of, dude, actually no, expand. Would you please expand on the ideas below and develop a course curriculum outline. Oops. I didn't go to college, so I don't want to spell curriculum outline based on the summary below, there you go. So like, I just, I really like Theo Vaughn maybe and I don't know, I recover. I think they both did drugs or are doing drugs, I don't know. And so like it develops this whole thing based off of what they said. So it's expanding, not summarizing. So like, here's your course outline. And then if I wanted to do like, there's an AI for that, create custom images based off of prompts based off of text. So now what I could do is I could go like, hmm, maybe this one, yeah. That website and what I could do is I could go, I could take like the course outline and be like, here's the course, do you have like an idea for like what the image should be? And I'll use that as my cover art or something, you know, so I've never done this before. Oh, I have to friggin log in and stuff. You know what I mean? You know, so it's just tiny. It's like scratching the surface, basically. Yeah, I'll totally and I think if we are able to leverage these tools, we're going to be really capable of doing a lot of awesome things that would take more money capital time with, you know, hiring a designer or just getting ideas and stuff. So yeah, there's a lot of potential there, I know we're just scratching the surface. Yeah, I was like in the process of hiring an executive assistant and I stopped the process and I used, I basically now in like, my executive assistant doesn't need to know much, but they do need to know how to use AI better than anybody else, you know? So that if I give them like tasks, they can just get it done faster as opposed to like, do you know this? Do you know this? Do you know this? It's more like, are you a resourceful person? And do you know AI? Yeah, that's a good idea that there should be a course on that course since yeah dude tons. Yeah, cool dude, I'm glad you're here. Anybody else who hasn't been here before, sorry, we got that was that interesting. Maybe it was, maybe it wasn't, okay, mildly interesting, okay. Anybody else who has not been here, okay. This is my first time. Lucas, name where you're from, what you're doing, et cetera, et cetera, would be delighted to meet you. Perfect. Well, thank good to see you Blake and I'm happy to be part of the group. This is my first call. My name is Lucas Zylar. I do mental performance coaching for soccer players and yeah. Where are you from? Originally from Chicago, I'm in Naples, Florida now. What's your coaching soccer players thing look like? It's, you know, the core of it is basically personal development is basically personal development. And I'm sure many of us have seen like personal development courses or self help books and those types of things, but really just went all in on personal development for youth like high school kids that want to either play in college or become professionals. Okay. So you work with people who are like juniors, seniors in high school? I work with younger athletes as well. Okay. Yeah. And then do you help them get to a place where they can basically get on a team after high school and stuff too? Not really in terms of like recruiting and scouting like not really that stuff. Okay. So this whole thing started with just helping kids with confidence because that was like the main problem of the niche was kids with confidence and that kind of stemmed into this more broader like mental performance program. Yeah. Okay. How long have you been doing that? I started doing it informally. Like when I was coaching, my first job out of college was actually coaching college. So I was a college athlete and then I started coaching college players. And I started doing it informally and then I went and did my own thing, did in-person training with athletes, incorporated this mental component. And the mental, everyone kept like being drawn to the mental part and that piece organically kind of grew and grew and it snowballed into what I have today. Yeah. So that's awesome. What's the business look like, like how's it doing? When we launched it was unbelievable. You know, we, you know, I was doing the Sam ovens, Facebook ads and, you know, did his whole thing and it was really doing really, really well. And I'm trying these last six months, I'm trying to do a couple things. I'm basically have created a high ticket product that's recurring, annual recurring high ticket. When I say high ticket, I'm talking like 10 grand for the year. And so that's pending. That's pending. That was just launched this year and that we'll see what that looks like if people resign for that at the end of this year. So I'm waiting for that to kind of kick in. And in the meantime, I'm trying to do some things to like basically hit cash flow comfortably without losing my mind on doing advertising and tracking and getting going back into the whole advertising world. Yup, how did the first initial launch of this? As you said, the Facebook ads thing go, like what was that looking like when you're doing that? So when we did Facebook ads, it's, we kicked off hitting like 40, 50 grand a month with Facebook ads and then spumped that up to where we were hitting like 60 consistently. And then occasionally we'd hit these months at like 100, even like up to like almost 120, which at that time it was, it was really fruitful and it was really good. But we, we, at that level, we started like really kind of, in my opinion, hitting a ceiling in the soccer space, which for me, I was kind of like, it started to give me some feelings of like, I really need to broaden and get out of just soccer. Because there's all these other sports and what I teach fundamentally is actually applicable to these other athletes. And so my mind kept drifting and still is considering providing services for all athletes and doing that more broad, lower ticket and playing with that, trying to grow that organically using school group or something like that to grow that organically, yeah. I was so excited about everything you're saying except for one little piece. What's that? Why did you say low ticket? Because I have the rest of it, in my opinion, the way I look at a play, I feel like I have the rest of the infrastructure built in terms of moving people upstream. Understood. So you're building down. Yes. I see. Okay. Okay. I got it. Yeah. So thank God. Okay. So, well, one second. Sorry. I have to dig in. So you have this. What was the price point of this soccer offer that you had with the Facebook ad steel? That was 5,000. 5,000. Okay. Got it. And that was the lifetime model when we were doing that. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. And so how many clients bought that? So like in what timeframe? Total. Total. Three 400. Yeah. I would say like 400. Yeah. Okay. Got it. So 400 people and then you're still servicing them. I'm assuming there's calls that you're still doing. Yeah. Active. That's actually a lot. That's a lot. Yeah. Okay. Got it. And that's the lifetime model. And then did you stop doing Facebook ads entirely? Did you stop getting more clients? Yes. Why? We, we, I say we meant my team and I were under the assumption that we were capped. We were capped with just soccer. So why did you stop? To basically go all in on. A shifting to. We thought it'd be better to just go all in on shifting to, to, to the, to the broader. Pond. Yeah. It's true. But instead of like a smooth, like that smooth, cause it was, I think it was taking a lot of our time. Maybe that's why that time was a big component of keeping this thing running. And, um, I don't have a good answer for that, to be honest. Oh man, we got to find that out. Yours. Now that I'm thinking about it, I mean, it's probably a number of things. Yeah. Well, yeah. Trust me. I've internalized this journey. So, so much. It's, it's deep within my veins. So I understand it, but. I'm really putting you on the spot here. I'll go for it. Are you okay with that? Okay. Unsolicited. Um, I want to confirm something. Can you show me like the last month or two of your tracking sheet or something? Is that possible? Are you comfortable doing that? So I would love to do that, except, um, I had a kid, I had a guy who was running everything that quit first week of April. Yeah. Since I hadn't been tracking since. Yeah. Well, do you have like March? I could see if I could find that. Oh, let me see. I want to save you like a year's worth of work, dude. Yeah, that would be nice. I remember I was on a call with that Jim guy, Alex Tormozi. We were like almost going to work with him. And I remember saying, I think I've tapped my market and he audibly laughed at me. And I was like, why are you laughing at me? So I have some thoughts around like this whole like, I think we've tapped out our market thing. Okay. Oh, whoa. Okay. Hold on. This is interesting. Um, okay. I just have to read this differently. Give me a second. Go all the way down to the bottom. Great. So you don't have, you don't have ROI, like CROI or ROI or anything like that. I could probably pull that pretty quickly, but I don't have that on this sheet. And this, again, this was, this was an old sheet that was basically being managed by someone else. What's that PPT thing? PPT is the high, high ticket recurring offer. Isn't that what we're, oh, this is a new thing. Are you talking about this tab up here? Yeah. Oh, this, this sheet is just for my athletes. Oh, cool. Okay. No worries. Yeah. Go back to this thing. Okay. Hold on one second. Okay. Okay. I just, okay. Just give me, just give me some. Let me. Okay. What were you going to do? I was going to get some sales figures. What's like add? Yeah. This isn't a sheet. Like what's the ads tracker that this is what he was using. He moved to this sheet. No good. No good. Unfortunately. Go to the ads tracker thing. Nope. Nope. Nope. Nope. Nope. I want to see top to bottom, you know, CPM all the way down to CPA all the way down to cache color, I want to see everything and then we'll know right away what needed to happen. How long did you have your eyes off of the tracking? It's been a while. I can sense that you are afraid of advertising. Yeah. I hate advertising. Yeah. I loved it in the beginning and I just, my love just, I try, I, I, it's not my strength, you know, and I'm, it's, I tried to bring staff in to run it and that didn't work. And why didn't it work? All these numbers here are saying that it works. So I'm just curious. It's a good question. Your cost per book call is a hundred dollars. Your close rates, 30%. Like, I want to see what in the world was actually broken about this. For being the sacrificial lamb Lucas, I just, I just want to, I just, I know this journey so well and I really want to just dive into this. All right. I feel you. Okay. I'm pulling up 2022 and this might give us a better feel of what's been going on. See Eric. Um, yeah, this, okay, this, this, this looks nice. Okay, go all the way to the end. Keep going. Keep going. Keep going. Beautiful. This is what I want to see. Okay. So this is September. Do you have January? Do you have February, March? Of 22? Of 23. No, we, we weren't trapped. We were using this thing in 23. We just started ads again in March. We weren't running ads earlier this year. So we stopped Q4. We basically stopped or started stopping like Q4 of 22. Did you hire a performance marketer? No. Who, like, who is this like an agency, an internal ads person? Okay. Got it. So it has everything except for the most important things, which is cash. Exactly. Okay. Um, we really got to get to the bottom of this. Oh, man. Is there any way to somehow put that in there? So that was like total revenue for March. Let's just say that it was like 25. But that, that doesn't show us any percentages. Like this, this sheet isn't a sheet. Like go back to the, I see you're going to do it, but yeah, go back to your performance spreadsheet thing. Okay. Okay. This is, this is September of 22. September 22. This sheet. Yeah. And things weren't okay. Go all the way to left. That's been $800. So obviously ramping down, right. Okay. So go back to when you weren't ramping down, sorry, you're like a mouse. Monkey for a second here. Okay. This is better, but that's not a hundred grand a month revenue. Go back to when was that? Was that like COVID? Getting closer. Was this just ads? It's not company wide. In other words, in other words, this doesn't account for payment plans that are being collected the next month. Correct. Okay. So, so obviously we'll see more a tailwind there if we inserted that. Yeah. Let's say like this is like a, this at one point was probably like our, a conservative month for us. Okay. Great. And then we'll go all the way to the right. Cool. Okay. So would you consider this your business is doing great or doing horribly? I would consider it depends like if you ask me that today or if you ask me that when I was looking at that, that the sheet then, right today, I mean, in terms of numbers, that looks pretty good. That looks really good. I just know the time that went into this that I'm really not interested in like pursuing that if possible. What was the time that put, that got put into it? Uh, basically just like writing ads, creating copy, managing Facebook ads, um, calling ads, just the whole ad management process, I guess. Okay. And then I would say you, I guess you sales calls is a big thing because the guy that was working with me was doing all the sales calls. And now that's, you know, I'm, that's, that'll be back on my plate. When you're doing the sales calls, how is your close rate? That is fine. It is good. I would say 30% or more. That's very good. Yeah. You just didn't enjoy it. No. I mean, show up rates were poor. That was like a knowing, I would say, um, yeah. You basically got tired of running the machine. Yeah. But the machine worked. Yeah. Okay. So you had a choice. Do I hire the correct individuals to keep the machine running or do I break down the entire business and build something that works with me? I mean, yeah, that, that we were at the, what you're seeing here, like this was, this was a conservative month for us and we were in our minds, we wanted to double or triple this. Yeah. There's a way to do that though. Yeah. So my way of doing that was hiring people that knew more or presumably knew more than I did about this and let them run it. And so I can focus on product and that, um, didn't work. Yeah. It, you had the right mindset of hiring something and somebody, but it was the wrong, I mean, I don't have any context. So I'm over speaking or miss speaking for sure, but it was the wrong execution. Like really what happens is if you're above 20, oh yeah, you got her here. If you're above a 20% CROI, you spend as much money as possible on ads every day until that breaks. So then you go, well, theoretically we could do that, but we don't have the person power to convert that if we had that much traffic. That's basically it. My guess is you had one or two people closing on the phone. One person. Yeah. Yeah. Okay. So I don't know if I'm looking at a tracking sheet and I scroll all the way to the right and I ignore the entire funnel. Show rates pretty bad, but I ignore the entire funnel and just go 100% CROI. There are people who are, who work their butts off 60 hours a week here in this city, putting their hard earned cash into a bank account where they cannot touch that money, earning 6% interest and they, they're sacrificing their entire life to do that. And you have a machine spitting out 93% cash. That's not something to ignore, you know? So it's a matter of like, damn, this is really hard to do and I did it. So to triple that, it's a matter of three closers. Yeah, but that's not my goal now. What's your goal now? My goal now is to, I was, I was just watching your last call of like, and I paid attention to how you asked the question to others about like, what is, what is your goal? Right. Yeah. Do that in life right now. Yeah. That's kind of what this gets down to, huh? Right. Exactly. So I was thinking about that and coming into this, I would love to not worry about making 100 to $150,000 a month and make more like 40 or $50,000 a month, but not spending my time on sales and marketing and hiring closers and training them and making sure that they're happy and worrying about writing ads. I would rather spend all of my time on product and have this 30 to 50k coming in naturally without me having to put anything in it. And so that's, I would say that's that. Yeah. Yeah. Do you have kids and stuff? Yeah. Yeah. Okay. Yeah. It's getting older. Yeah. I just had, I just had my third child this month. So. Congrats. Yeah. Thank you. Okay. Yeah. You're, you're thinking like an old man, which is great. Yeah. Um, I kind of am too, to be honest, but with somebody here in this position, regardless of my feelings or about this business, the correct thing to do to stewart this business is to spend way more money on ads and hire more people and like, quote, level up in order to keep this model. But by no means should you do some halfway point at all. It's either you had something running, get back to this and just do this correctly with a couple of great closers and like working on managing this tracking sheet in a way that like, you don't have to work harder, you can just work smarter, right? So being like a more highly leveraged operator type person and just having a few really good hires, you know, you can get to 300 K a month with 30% profit margin, um, with this kind of offer with very minimal effort. Now you have to, you have to break through a ceiling and you were right there. It was just maybe, I don't want to say wrong decisions are made, but it was one of those like, um, you were in a state personally that didn't allow you to see the correct decisions in front of you that you could have really selected. So now you're going down this road of like, I don't want anything to do with this, but really you were so close. Yeah. Sorry. Thanks for showing us. You were so close to getting it humming. And by the way, dude, we were spending 30, 50, 60 grand on ads, probably more at one point. I didn't look at it for like two years. So I'm with you, you know, but it's about finding the right people to do it. What I was saying is you either get back there, cause it's really difficult to get there and just make better tweaks now and re rescale that back up. Or you, you ditch the entire thing and go to a completely different unknown model to you. Right. That has different problems. It's not like you're avoiding problems. It's you're picking up different problems. So now the problems that you're going to get is traffic, traffic, traffic, traffic, traffic, traffic, traffic. How do I get traffic? How do I get traffic? And so if that's the case, then see where the bottleneck is. Well, if that's the problem, then you solve it with a different way. And this is where everybody's going is, well, how about my offers instead is recurring, which means I don't need to get traffic. I only need to work with less people and quality over quantity, et cetera, et cetera. You know, just, you have to be more curious about why, why this is a whack-a-mole game. You know what I mean? If you, if you smack this, some other problem comes up. So I don't know, man, you, you had something working. It's a good call to go back and try to make that work with a more broad offer, a 10k offer, doing exactly what it is you did. But instead of focusing on niche, you focus on problem. So dude, sorry, you got me all fired up in my second cup of coffee. Do you mind if I riff on this for a second? If you what? If I riff on this for a second? Dude, I'm with you. Okay, man. I'm, I'm, I really respect you, Blake, and your opinion, you know, I'm in a tough spot. I'm in a tough spot. I'm kind of in a pivot in the road. So like I'm. Join the club, bro. Join the club. That's very sweet by the way, bro. I appreciate you. It used to be that, you know, this is the where you start, niche, niche, niche, niche, niche, niche, niche, or audience audience. Who's your, who's your target market? Like, you know, and the way that you brush it in this space is you have unbelievable specificity. So this is the old way of doing things, but it's still the way that it was done. So we have soccer players, okay, that's not good enough. We need to differentiate ourselves. Niche. I'm just going to get rid of niche. No, no, I'm going to keep it. Okay. Soccer players, soccer players going into college, niche, soccer, let's see, struggling soccer players, junior year of high school, wanting to get into college, who struggle with self esteem, disabled, struggling, soccer players, you can get where I'm going at here, junior year, who wants to play professionally, who struggle with self esteem, and don't want another life coach, whatever. So like, that used to be the way to sort of like crush it in this market, but really like we have to stay away from niche, because what you're doing is all you're, all you're doing is your total addressable market actually gets smaller and smaller and smaller and smaller, which is like, it's great if you're selling some course and you're helping somebody and you want like a good case study really fast, but it doesn't set yourself up for longevity. What you end up doing is going, this is hard and you sort of go, well, my total addressable market needs to change or something. So you look to expand and you start to realize that this thing you dug yourself into shooting yourself in the foot where the specificity is so potent that you're going to have great success for a year to two to three years and then you're just going to, you're just going to crash and burn. So rather than like, I have to find a new niche, you get curious about what the problem actually is that you are solving, not the person that you are serving. When we say it again, you get very curious about the problem that you are solving, not the person you are serving. So what really you're doing, bro, which it sounds like you have a cool story that I need to hear more about in terms of overcoming all of these beliefs and like helping them think through these things. It sounds like you have a pretty beautiful background in that. I don't need to know it now, but that's what the secret sauce is. Okay. In fact, one sentence, could you define this soccer player that you work with? What is their core actual problem that you're that you're dealing with? Just give me like a sentence. They have a mental block that's preventing them from playing, performing at their full potential consistently. Cool. Guess what? Your new niche isn't a new niche. You just realize that, oh, I'm going to double down on the problem and then open up the niche. So what that looks like instead is like problem, you know, not operating at peak performance because of mental block. Is that fair to say? Is that a fair representation of what your sort of magic secret sauce is? Sure. Yeah. Cool. Forget the freaking specificity of the person. That's like very, very civilian level marketing right there. Anybody can do that. Okay. I help people in Naples, Florida called Lucas scale their business. Oh my gosh. It's he's speaking to me. That's very easy to do, right? So rather just problem. So like, tell me more about this problem, bro. It's like, tell me more of the feelings about it. You know, tell them literally, dude, like, what is this mental lock or actually before you go into the mechanism, what do you mean by peak performance? How much does that suck? Could you tell me a little bit? What are the costs? What's the cost of that? Less playing time. Who cares? Right. Wait, what? What do you mean? So what? What's what's so bad about that? What would you say like social, social demoralization, like now you're sitting on the bench. You're not part of the starting lineup. Yeah. What is that? What does that do to you, bro? You're not like questioning your future. Like, am I good enough? You like start questioning and if your own self worth. Okay. So like, let's do this, bro. We have always on the bench, less playing time, which allows you to feel like you're questioning your future in sports. Which what does that mean? What's the crappiest thing that can happen if you're in that state? The biggest thing is when there's when all the fun for these young athletes, the biggest thing is when the fun disappears. And that opens up all kinds of problems, now there's now these this thing that they used to love is causing them stress. These will disappear. This peers. How come I'm not much of an idiot? There you go. Yeah. What is it? This two S's. Two S's. A peer. Yeah. No, dude. What is happening here? How do you suppose to disappear? There you go. No. Somebody tell me how you suppose to disappear. There it is. Check the chat. Okay. Oh, there's two different ones in there. Well, both are wrong. It looks like, oh no, that one works. Okay. The fun disappears. Yeah. Fun disappears, becomes stressful. So what really sucks about this is that they actually not only have the potential but currently have the skill set to play at a pro level. That's what makes it really crappy, underutilized talent. That's what really makes it crappy. All the funds taken out of this sport that they love, the fun disappears. You're questioning your future. You should feel like that if you suck, but these people don't suck. They're really good. That's what makes it horrible. So now what you've done is instead of saying, are you a soccer player who's going into the college who wanting to get into college who struggles to self-esteem and you are disabled and blah, blah, blah, blah, blah, and you don't want to know that I coach like keep listening. What you do instead? Of course, I can't do this in Figma because I'm an idiot, but oh my gosh, I hate this. Boom. Okay. What you do instead is screw niche, dude. This is audience and you just do like sports. And the way that you define yourself is you actually expand your total addressable market and then you quadruple down on the problems that every single person in your audience faces. So you don't take the niche and then transfer the offer to different niches. You find the core essence of what the problem is that you're solving, pull yourself out of the niche and place yourself in a broad audience. What's cool about that is the content that you're making, the course, if you will, the program actually becomes smaller because you don't need to consistently talk about soccer. You can talk about broad things. So this is cool because now it's like, boom, total addressable market, just 100x or whatever. And you focused on something. And what's cool about this is it makes ads easier because the languages that you already have in the coaching calls and the program, all that stuff that's resonating and the sales calls, you have all the language, you just need to put it out front, boom. Are you like in sports and do you feel like you're the best player on the team but you're always in the block and you're questioning your future in sports and you feel like the fun has completely disappeared? You have all the potential in the world and you can't play at a pro level and you're questioning your existence, whether or not you have like a future in sports, then keep listening. Soccer, baseball, basketball, you see, whatever the other sports are. Right, cricket, rugby, and this right now becomes because it's focusing on the problem, you can charge more for it because we're solving a problem as opposed to like finding who the perfect person is, you know? So makes your entire business easier. Yes, I hear that, that clears it up a lot. And I've always felt that way, I just didn't know how to shift, you know? Because like I've worked with basketball players, I've worked with kids in other sports and I use the same principles and the same strategies and it solves the same problem, you know? And so I think my confidence and what you just laid out is high and I believe in what you're sharing with me. And I think my next train of thought is like, damn, I really don't want to like create a new VSL and like test ads again and like, why not through that whole process? Landing pages and create new landing pages and like a guy like Jose can build one for you in like 30 minutes. I'm sure he'd be happy to do it. More Patrick or I'm trying to think who else in here. Yeah. Well, let me let me ask you this, if if the Tam there is a sorry, if it is an operations question or anything like that, if you just need to do website, everything you're saying, like let me know if you want to talk about it because like, yeah, it's just my people love building this stuff. They really do. I know. I know. And I thought I would, but I don't do it. Dude, I hate it too. I hate it too, bro, but like there's like a couple plaques on my wall showing that like there's a business that I built because I got over it, you know, and it doesn't mean you have to do it. It just means you need to identify the people that love to do it, right? Right. The Facebook ads, same thing, whatever I think you brought up it. If you think about it, so like, so cradically, this is like so dumb, but it, it, it's essence is geared towards a one person operation. Okay. Right. It's it's helping the founder, the expert succeed by giving them some simple tools, but that breaks, dude. It breaks, especially if you're really good at something. So I'm confident in this, like, shift to a broader market, like, I'm like, I'm actually kind of excited about that. Is there, because now I'm jumped, I know I have a proof of concept. I solve a problem that I know exists now that I'm in a bigger pool with a larger addressable market. Is there a way to do that, making 30, 40, 50k a month without going back to like, phone call funnel ads, or I'm sorry, like a phone call, what do you call it, phone call sales funnel? Um, sure. Of course. Mm-hmm. Yeah. Do you have the luxury to do that? You know what I mean? Like I sold my business and I've got real estate and stuff, so I can kind of do whatever the heck I want, you know, theoretically, at least I like to think that. So I'm believing this story, like I can kind of experiment, but at the end of the day, like the people crushing it, bringing in lots of income, moving fast, are people who don't have the luxury to do that. They have to optimize so much so in their excelling and you had a business, have a business that was doing that. You know what I mean? So to pivot to some brand new thing means that you're basically betting on yourself, which I believe you, you could and should, I'm all about that. I just don't want to discredit the fact that you got it to a certain point, you know? So what I'm hearing from you is like, don't be so bold in moving away from like a sales call funnel, especially if it was working. I want to pause a bit, back up. A different way to look at this is you're not going to see what you really wanted by attaching a different model to yourself is kind of how I want to put it because I could sit here all day and really pitch a very cool model, you know, imagine no sales calls, imagine no ads, imagine like having reoccurring revenue, only working with 30 clients. Do you want that? Everybody says yes. Okay, cool. You know, it's the perfect like, do you want this without this? Very easy, you know, scratching of the ears. Well, here's the secret and my VSL would be the way that this new model works is you do a free group call every single Wednesday at 12 PM and you show your value and then you build out the content, you do it all for free. And then if people want to join, there's a link to join and they're already bought because your community is a VSL. And the way that you structure the offer is you have like an onboarding fee of $5,000 and then $1,500 a month, you know, 12 month commitment, cancel anytime and you build out reoccurring models that way. And it's the new way of consulting. You only need 100 clients and that gives you this amount and you don't have to do ads ever again. And you know, it's like, there you go. I just saved you, you know, $12,000 plus $1,500 a month with some course that you could buy to tell you that. What I'm trying to say is that you're not going to find light at the end of the tunnel by like attaching a new model to yourself. That's what I'm trying to say. How's that sitting with you? There's a lot of things, I mean, it's hitting that nerve of like the problem that I'm in, right? All of these different problems within problems start to emerge. Yeah. Yep. You also do see how powerful it is to just describe the very specific problem and how that resonates much more than the niche. 100%. Yeah. So, it sounds like you have like a, you're at a crossroads. And like pressures are on. Yeah. Yeah. Mm-hmm. Definitely. I get you, man. Well, you just have to decide what's harder. Is it harder to go back to what was working, what you know, and just like with some good guidance, like restructure things and be less frantic about it or something, or like maybe have more hand holding, or is it, is that more difficult than starting some new model that's unknown? You see, not new offer, new model, new fulfillment mechanisms, et cetera, you know, marketing mechanisms that optimizes for different things that you don't know, you know, which one is more difficult, basically. That's where you're at. Yeah. Yep. Cool. I can tell I've, I can tell you're done. Yeah, in my head, I want to just, I'm, what's the right word? I'm, I'm very much oriented to the recurring model that really doesn't kick into the end of the year. Say that again, that really doesn't kick into the end of the year. What does that mean? Well, we launched this high ticket recurring model that's basically a step above the mental training, right? It's a whole nother level, right? Okay. And so that was launched in January and people are on, are on a 12 month commitment and I'm looking to resign those athletes moving into 2024. And I want, I want to focus my attention on like, making that my core, where I allocate most of my time. I get you. Yeah. And so the cash really doesn't come from that until the end of the year and I have to. The cash doesn't come to, what do you mean by that? The cash doesn't, haven't they paid? They've paid for this year. Right. They won't, they won't pay again to the end of the year. Yeah. Yeah. Right. Right. Now I'm left with this cash, now I'm left with a cash flow problem, relatively speaking between now and the end of the year. I'm like, what do I do during this time period and what's coming to mind is like going back to this call funnel, making it work until the reoccurring model works. Yeah. Do you have runway financially? For a few months. That's a hell of a lot more than I've had before. It's, it's, it's, it's just enough where I'm like comfortable in the fire. But the flames are getting pretty hot. You know what I mean? Like, yeah. So, but you got to be careful, man, because if those constraints enter into your life, by the way, I don't think anybody here is like, what are you guys talking about? I think we all experienced this. Once the, once the flames start, you know, getting hotter and hotter, our decision making framework becomes incredibly tainted or something. So you make all the wrong decisions. Mm hmm. Right. And actually you, why do you think it's more efficient to just like, I got to figure out them all. I just got to figure it out and get out of this and fit, you know, that seems more efficient because you're just attacking the problem. What's actually more efficient is to put yourself Lucas, the man who created a hundred K a month offer at one point in his life and transformed hundreds of people's lives, young people's lives, you know, and have overcome so much in his life. Put that person into C jazz, put that person into a situation where you feel like you can operate as it's like within your superpower, basically, like, what does that look like? As opposed to remove, remove all these problems. It's just you, you are awesome. How do you put yourself in that position where you, where you can feel zen at space there, and then from there, you will make all the right decisions. That's actually the most leveraged thing to do, man. Okay, you know what I mean? So, so that, but that I agree with you and that's, that, that's, that's partially why I don't want to get back into sales and marketing. I want to be training athletes. I love it. You know, like cool. Are you open to the idea that there are easier ways to do that as opposed to I have to fix this entire model? Of course, I, I love, I love that you just want to help athletes. That's wonderful. And the reoccurring, like, no ads, no sales calls thing, you're just trading problems for different problems. So just, just be aware of that. That's, that's all, you know. Okay. Hmm, tell me about the reocc, sorry, guys, I don't want monopolizing. I just, I just, this is, I got it. We got to solve this. Okay. Cool. Um, tell me about this, like reoccurring, you said it's 10 K for the year and it's like monthly or something. We offer a couple of different payment structures, but yeah, it's three times, 12 times. Up front, three times, yeah, up front, three times, 12 times, that's it. Any failed sales calls or anything? Any failed sales calls? Sorry, sales calls. No, these are all clients that have moved up from the original offer. They've upgraded. They've upgraded. And is the product or offer different? The, yes, it adds physical training on top of the mental training. Is it just for soccer or all sports? It's just like the mental training right now at soccer, but it's applicable to all sports. I could easily sell, I mean, sell and help any athlete, yeah. How many people upgraded from your 400 clients to this one? So to be, I want to be very specific with my answer initially, there was like 20 athletes that upgraded sporadically, but when that product was new, okay, so I was launching a new mastermind, if you will. And so I occasionally was bringing people into that and then officially like solid active numbers, it's like 25, 25 active people in that, in that higher ticket product. Yeah. Did you give them a discount to upgrade? No, no, so they paid 5,000 and then 10,000. So 15 total. Yes. And then if you were to go to cold, would it be 10 grand? Yes. Okay. Got it. So dude, you just like solve your short term problem, bro, by sorry, I'm just like, do this. I like to think I have a wonderful plan for your life. Basically bro, like that offer that you have, just expand the addressable market by talking about sports and doubling down on performance and this mindset stuff. That'll take you what two weeks to make. If you lock yourself in your room and do it, have mom and dad come over to help with the kids, just get it done kind of thing and then do a launch list to your, to your current client and list, or just your current clients, this new thing, it's, you've paid 5 grand. This new thing is 10 K offer a 2997 upgrade or something and that all of the, you know, whatever you purchase now, you can have access to it, but this is where I'm going to be doing all my stuff. It's 10 K and like, it's going to be recurring for one time, never recurring whatsoever. You can just all get in this for 2997, 1 997, just give them a badass, awesome deal. And like out of those 400 people, what 100 people will convert, unless you're, unless it sucks, dude, don't you think it would, it would convert it to grand? I thought so, but the, it, it almost, it's almost a different problem. What's, what do you mean? It solves, the product solves a different problem. Oh. So let me, new thing? Well, you have mental training, which is like help my kid, help my athlete, help my player play more consistently, and then you have this thing, which is like this on steroids. Cool. You know, time, time commitment increases, like the level of interest increases, like it's cool. What's the problem with that? I don't think there's a problem with that. I've found that, for whatever reason, parents aren't exactly attracted to like jump to this new thing. Parents are your clients, not their, not your kids, not the kids. That's, yes. Correct. Oh, well that, okay. Well, I mean, yes and no, I mean, no, but the kids aren't buying the product, right? So depends on how you look at that. So you have to get on sales calls with parents all the time. With families. Yeah. Parents. Yeah. Mm-hmm. Mm-hmm. That's interesting. I just feel that the 400 people, if you just gave them like an unbelievable deal on this new thing, they have access to this thing, but they get this new thing for 10 grand, but it's really two grand, you know, but that's, that's. Yeah. Yeah. That's 200 grand in the bank, you know, and that solves your short-term cash needs and then some. And then you go and like, just reset for a second. And then like you have the, you have all the short-term cash needs dialed and you don't have to make any dumb decisions. And then you move into like, this is my main core offer. And you like calmly approach it again from a place of not scarcity and fear. And it's probably some combination of VSL, maybe no sales calls. I don't know. You have to be able to plug and play a VSL sales call, no sales calls, recurring, you know, just piece it together really nicely. And then like, boom, go to your list, boom, go to cold again and just like rebuild it from there as opposed to like, torpedo your entire business and do something else. Yeah, I'm not exactly. I'm sorry, I don't want to take up anyone else's time if I, as I know, we've been chatting for a while. So I don't, I want to be respectful of everybody. But I'm not not exactly excited about like the $2,000 offer to the current clients. There are a couple of, but one, I don't want, I don't, this is like, this is like, what would you call it? Like, this is obviously like my best product. And so I have like really value the people that currently just paid $10,000 a few weeks ago. And like, I don't want to then like, number one, I don't want them coming to me like, what is this? I just paid 10 grand now these people are getting in for two grand. Oh, yeah. That's like one problem. Yeah, that's easy to solve though. Just refund them. They're going to love that. Hey, I made a mistake. Like I sold you at the price that I would do cold. I shouldn't have done that. Here's 8,000 bucks back, you know, and they're going to be like, seriously, this is amazing. And like 8,000 times 20, that's 160 grand and refunds quote unquote over the course of a year spread out. So that's divided by 12. That's 13,000 a month. If you wanted to do that, this new influx of people, 100 people at two grand. That's 200 grand cash now, which is always better, you know, so it would like even itself out. Okay. You know what I mean? So like you take care of them, make them feel good, you know, and then this new influx of people have the upgrade price. And then unless this is an ascension model thing, like you've got your front end and your back end, which sounds like that's not it. It sounds like this is your core product now. For me personally, it's, it's, I enjoy enhancing that product more than any other product in terms of the market and the markets problem. My original product, I think is probably still the solution for that. Oh, so you built an offer for yourself, not your, not the audience? Well, it's kind of like, if you go back to the Figma slides, yeah, how like you started drilling down on problems, it's kind of like, it's kind of like that, like there's a product for, I have a product for like just the mental. And then I have this other product, which is like, it's a problem, it's, so it's, so to give you some context, like we helped two players sign pro contracts in quarter one, and then another handful of players like get called up to like the youth national team, which is like a big, big deal, obviously, or not obviously, I don't know, but it's, it's, it's almost a. The clients that are coming to me are coming for one problems, because the self esteem issues that we talked about earlier. And then we have this other product, which again, it's, it's almost different, yeah. Does it include all the mindset stuff? No, because the way I built it, the mindset stuff was a prerequisite. Okay, so put all the mindset stuff in the new one, right? And like solve the same problem, because my guess is that they want the mindset stuff, but they need both mindset and physical, you see, like with like the mastering offer that I did, like, they just wanted to get the sound they had in their head. The way they needed to do that was that you needed to completely redo your room. I need to ship you a microphone to calibrate your room, like that's not what they want, but it's what they need. I'm not going to say like, have you ever wanted to calibrate your room? No, I don't want to do that. I just want the sound of my head. So it's like the, like for an offer is just communicating what the product is. It's an offer. It's just a verbal, you know, here's my offer to you. Can I offer to do this? How you do it doesn't matter. So your offer can be the same. It's solving the same problem, but you're giving them what they want and what they need with this back end product to put all the mindset stuff, the entire thing that you built into this back end thing. If you haven't already got to do that, I mean, everyone in this back end thing has already went through this mindset stuff and they currently have access to all the mindset stuff. So it's kind of already coupled, but I'm not off, I'm offering this thing to these people only right now. Yeah, but what I'm saying is you can go to market cold and offer that thing to people. Instead of like, and that's why I asked, is it a dissension model thing? Because what you want is reoccurring revenue, okay, cool. The way that you do reoccurring revenue with this sort of old model is to do a front end back end product. It costs $1,500 to acquire a customer with a $4,000 course, blah, blah, blah, blah. The way to increase profit margins is not to get better with advertising is to sell your customer's crap, which increases lifetime value of a customer. Your cost per acquisition just went down to $300 instead of $1,500. You squeezed more dollar out of a customer like, that's how you do it. So is it that or is this new product the best thing you've ever created and this is what you want to offer the market? If so, then put your front end quote unquote offer into this back end quote unquote offer. Have this be your core offer, attach a recurring revenue model to it, and fix the front end back end thing. Get rid of that. So when you acquire a customer for $1,500, it will be worth it instead of having this like a sentient sequence thing, yeah, so what I'm hearing is like go all in on the core product. You love it. Make it so that it's addressable to the market, yes. It's beautiful. Put the quote front end offer into it. Have that be your core offer? Get everybody on board. That's the new thing. It's now $10,000, which is double what you were selling before. Trust me, dude, doubling your price fixes a lot of issues. Like 90% of problems are all money problems, so just fix the core thing. Well, that excites me. Yeah, and like what you could do is like a cool recurring thing. So it's like $5,000 onboarding plus 999 a month for a year. You know what I mean? Which like now you can focus on retention. Yeah, it's this model right here. I hate frickin models too, but it's it's this, it's ignore this like this NASA flow chart that I've made, but you're an expert. You've helped people, usually with them by coaching them, either one one or a group, you shifted online education, everybody does this transformation first. Being a consultant, not a creator transformation, what's the outcome transformation? What's the outcome? I'm a consultant. Okay, cool. I'm going to be a consultant all day. And then you have like an evergreen course, which is what you did or you do like an intensive 16 week thing or you're an agency. We were optimizing for is transformation because if that's the model, then the way that I continue this business is by continuing to get people in. I'm optimizing for transformation, basically. If you went community first, then you're a creator and you have like subscription paper content, paper call, that kind of model, what you ought to do is like look at yourself as a consultant as like in this sort of hybrid evergreen slash agency thing where it's like onboarding evergreen, get in the door and then like recurring revenue for the support. You know, like you've attached that sort of model, but then if you've attached the reoccurring thing, then what you're actually doing is you're optimizing for community, which is retention. So now what you do is you just make everybody in your community really happy as opposed to getting new people happy, which is this is who you are. Yes. Yeah. So like you just need to know that and then like get a custom model for you as opposed to like, I'm going to do the exact opposite of everything and let the pendulum swing the other way. Yeah, because I'm trying, like you said, like the retention, the community, like core product, like that's me. Yeah. But I'm trying to like make ends meet by doing this other thing. Ah, that's it. You're doing the other thing to make ends meet, which is never a reason to do anything. Right. If you're going to just make ends meet, go sell your car or something, do what you got to do. Don't have it compromised your business. Yeah. I think that whole like upgrade thing, bringing in 200k will solve all your short term money problems. And so you don't make all these dumb decisions. Not that you've made dumb decisions, it's just that there are future decisions that would be dumb if you don't do that. Bro, there's a lot to think about it. I know what we just fire hose, D bro. Sorry. How are you feeling? I feel like I'm 90% there. In terms of this dialogue, like this conversation, like I'm with you, that makes a lot of sense. It's actually provided a lot of clarity, like I shouldn't waste time, like trying to make ends meet. You should just continue to go all in on the main thing and just make that work. You can find a way to make ends meet in the short term with a short term thing, but trying to like, so you have a short term problem, right, ends meet. You've put yourself in a position to where in order to make ends meet, I need to solve this complex long term business model, which isn't an alignment at all. You see, so now the problem isn't I need to make ends meet, which is actually pretty easy problem to solve, the problem is I need to develop the perfect long term strategy business model. That's a much more difficult problem to solve. And you've made it harder by saying, and it needs to make ends meet right now. So those two problems are easy to solve isolated. If it's just make ends meet, find a way to make ends meet easily, right? I've always said this, like, if I have to work at home depot, I will, but I'm not going to, but if I have to, I will, do some short term thing to solve the problem, remove that. And now you can like, awesome, I can now like build something long term that isn't compromised by I have to make ends meet, I have to make ends meet, I have to make ends meet, you know, this upgrade thing brings $200,000 cash to the bank now. I'm assuming your mortgage isn't $200,000 a month. No, actually, we, we rent to department, we're in apartment complex. So I don't, I don't have an, I don't have a mortgage, but um, like take whatever your payment is, and then like times it by 12. And basically I guarantee you that magically that'll be hit if you do an upgrade. So all your year, you've got a year, you know, cool, well, I was planning on like really pushing the marketing, yeah, no, this is, this feels good. I'm excited. Naples, you said? Yep. What the heck is that? Dude, it's the, it's the best town, I don't like to tell anyone, but it's the best town in the, in the US, but it's a secret. How about that? My aunt lives in Naples as well. Does she love it? Yeah, she loves it. She's a realtor there. I, I want to be twice, I, I will, I would be down to live there. Where do you live? Like New York city. Nice. Really from San Diego, my, um, my view is very much, let's see if I can, there we go. This is my view. Very much a city, city boy right now. You're, you're, your place looks pretty sweet though. I saw in the last video, like your living room or something. Oh, cool. Yeah. Thanks. Yeah. I made it look like I live in a, like a monastery, like plastered everything. Yeah. All right. Yeah, dude. You got this, Lucas. Yeah. And if you have questions, just like post them and come here and okay, you got it, bro. So go all in on the main thing, keep the main thing, the main thing. And now I can go, now I can go broader to raise, yeah, raise your hand. If you've made $60,000 a month with a call funnel. Not including myself, raise your hand. Nobody. Okay. That's really hard to do, Lucas. Can't discredit that. Yeah. That doesn't mean you got to go back to what you were doing. Just means you can't let the pendulum swing too far. You know what I mean? Yeah. Hmm. Cool. I appreciate you. Could you please like post updates and stuff? I'm kind of curious. I kind of just want to know what's going to happen. Yeah. It's interesting because we're, we're doing a charity thing June 1st to like get our feet wet with like all sports, um, but I'll post update too. Bro, you're going to be the, like, I'm the guy for any sport, especially with youth. That's it. Yeah. Cool. Cool. Man. Thanks. Thanks for being the sacrificial man. Thanks for helping me. Yeah. I didn't know it took, it didn't know what to expect. This is my first call and, um, yeah. Mm. I never know what to expect either. Um, yeah, dude, you got this man. You're not alone for sure. Yeah. Um, yeah. Dude, I know how it feels like too. Like you do not even want to know like what my overhead is like, it's, um, I know what it feels like to have a fire under your bum and having to figure things out. Yeah, and questioning everything. I've, I've been the kid on the bench, you know, I was like, am I, can I really do this? You know, you, you probably feel like that too, you know, for what it's worth. I was never on, I was never on the bench because I never did sports. Got you. Yeah. Okay, sorry, um, let's go. Okay. It looks like Patrick and then Daniel and Jose. That sounds good. If there's anybody else who's got like some pretty pressing questions and stuff, please post. I'm trying to, I've got a partners, like onboarding meeting soonish. So let's try to bang through it. Um, patch. Yeah. Um, well, I, I feel like I'm kind of in one of those spots, uh, you know, where it's like, I just don't know if I can get this over the line, you know, and, um, uh, I'll, uh, I'll be honest and vulnerable and all that. I'm, I'm really just at that point where it's like, dude, I, I need to know where to go from here. Right. Um, because I have built my business more around pragmatism and what I'm good at and not necessarily what I enjoy and love and anything like that. Right. And so I, I feel like that's very, very, very taxing to build a business that way because at the end of the day, there's an element of, I don't see how this is actually valuable in a lot of ways. Right. I know it. I can justify it. And I'm, and I'm good at it in a lot of ways, right? Where it's like, um, you know, it's, uh, like I'm not necessarily passionate about it, but I can do it well. And so all that to say, you know, I've, I've been at those points in my life with my business and with my life just in general that I'm open to like burn it down to the ground. Like if that's what needs to happen to build the right thing, you know what I mean? And, um, and maybe I've been too open to that, right? Where it's like, uh, a little too moved by the wind a little bit, but like with this, you know, idea and what I've been building, I've just been really trying to stick with it, you know, and, um, uh, people have told me in the past and, uh, you in particular that, uh, you know, I should build an info business or something like that. And, and really at the time I was just like, you know, it was like, well, he's really excited about info businesses and I don't think that I should build an info business because I haven't built anything yet that I would be comfortable like teaching someone else, right? Like if I wanted to build something, I'd want people to give a shit about it, which means I would have to give a shit about it too. And, and so like I've spent these past two years going through every single really difficult thing. You know what I mean? That like just barrel into that to try and get to the end of the line here. And, and now I'm kind of at that spot where it's like a lot of people around me saying like, okay, you're making progress, right? Like we're right around the corner, right? Just, but, but have been in like emergency mode for two years practically, right? Right. Like stuff comes up, you solve it, then that should, then the focus that you had to take to put out those fires starts new fires. And so the thing that I come back to all the time is like, the bottleneck is me, right? And my ability to handle everything in a timely fashion, you know, right? Like, or even just, you know, I'm sure as everybody's experience, just that like will to get up and do it again another day, right? And so like, I don't know if you've spoken into my life in the past in ways where it's like we've had one conversation and you've like given me permission to think about burning it down to the ground, right? Like, or give me permission to think differently about the problem where it's like I had a pretty narrow view of what success or life could look like. And maybe I need to broaden or maybe I need to focus or maybe at right, like I feel like I'm really at that point in my business where I've reached the point where I am too stupid to proceed, right, in any direction, because there's too much, you know, like there's too much for me to handle. And, you know, you know, a bit about my personal life and stuff too, which is very, it takes a lot of time and takes, you know, like maybe I'm just doing too much in every direction, right? Or maybe I'm just like a month or two from the, quote, finish line where I get to start exchanging these problems for better ones, right? Like, that's where I'm feeling like I'm at and I have no idea how to proceed forward. And I can clarify, but I figured you would have some questions. That's cool. Yeah, it's cool just how self-aware you are and that's all. Problems aren't cool. Well, no, I know, I mean, they're good problems, right, but it's like, I feel like I'm not self-aware, right? I'm extremely self-aware, but unless I haven't seen it before, somebody hasn't pointed out, so I'm malleable, right? Like I'm willing for you to come in and just rip my business a new one and be like, dude, you're an idiot. You're not doing the right thing. Like that legitimately, right? I might need that. I might need that slap in the face. Well, is something broken or something? Like, what's wrong? It's there is too many things for me to handle. And every time I try to hand stuff off, it doesn't get done the right way or I can't afford to hand it off, right, because we're in an emergency route, right? So it's like, what's available to you in an emergency mode? People who want to work for free or cheap and not necessarily, especially like with, you know, where people are economically right now, there's not a lot of people who are just like, hey, man, I've been in sales for 20 years and I just want to come on board and help you fix all of that and not take a paycheck until we do it, right? Like, it's hard to find people with those owners mindset that want to come in and just be a part of something, which I found some of them, but it's like, they can't deliver on what I need them to do, right? And so then I'm like, I'm not trying to build my business around what I can do because I know as soon as possible, I need to get out of the day to day. But that's like the bottom that we're stuck out, is that I seriously doubt my ability to switch back and forth between sales, marketing, operations, delivery, accounting, all of that stuff to get to the point where it's like actually moving. And so it's very much in that phase of like, two steps forward, maybe three steps back, two steps forward, maybe one step back, right? Yep. And like, if I could just like do like create an info product tomorrow, right? And then like, just get it up, right, and do all this stuff, like cool, I would, right? But I'm not sure I've still found that, that thing, you know what I mean, well, yeah, it's very enticing to be like info product or some other thing is the answer. But the problems exist, they just, they just imagine themselves differently, they present themselves differently. So it's either like what you said, I have a difficult time going from these different buckets, you know, selling to marketing to basically fulfillment, operations, et cetera. takes tons of discipline and just like bullheadedness to to do focus. Yeah, exactly. So either you develop that or wait because you know, I'm not capable of that. Either you develop that or you like, I didn't have no give yourself more headroom. And so the way that you get yourself more headroom is to, yeah, look at different ways to give is to navigate these different buckets. What's cool about info is it is it there's so much leverage in it and it gives you a little bit more headroom, but you still have the same problem. So within my what I do now is very involved though, right? So like that's one of the problems is fulfillment. Like I could handle it probably if it wasn't like, like when I sell a project, right? Essentially I'm, you know, HubSpot is where Salesforce was right 10, 15 years ago when John started building this business. And so it's like, dude, I look at that and like that's an opportunity to really jump in and like they are looking for people like me to kind of make that transition from Salesforce to HubSpot and really start building that consulting practice over there because they're moving from being really focused on digital marketing agencies and being focused more on revenue operations. And so like, so for me, again, just pragmatically, I'm like, dude, that's, that's a great opportunity. But then it's like, am I just building the same business that I've seen built? And in its scale, and I can't see right like outside of the business model, which I'm trying to kind of be agnostic towards because they don't really have a business model that works well yet. But it's kind of like my skill set. So it's like, there's opportunity that's like, man, it's just, it's a, it's a lot. And to find somebody with the particular skills that I need to do this level of consulting, they're expensive people. Well, let's think about this. There's traffic problems. There's conversion problems. Then there's fulfillment problems. Yeah. There's other problems, but they're secondary, like operate, like systems operations, you know. Oh, yeah, nothing but problems, right? And everyone, but, but I look at those like, those are just the normal operational problems of owning the business. That's exactly my point is that I don't have the time or bandwidth to do all of that. Exactly. So those three problems, traffic, sales, and fulfillment, it's pretty much the only three problems that we're solving when we're not even starting out, but we're getting to high revenue numbers. Those are the only things. And so, you know, with, if you are done for you, quote unquote, agency, quote unquote, doing the work for you, the way that it looks is, where's the bottleneck, right? So like, the bottleneck is, I can only handle three or four projects a month. So the way out of it is I need to hire to fill 10 projects a month. Okay, well, let's think in extremes. Let's say I were to get, I'd snap my fingers and I have 1000 clients. Yeah. Okay. Thing with info is no problem. Bring them on. The thing with agency is, it's like, well, I can't do that. I need to hire more people. So now you've added a fourth problem, which is operations. How do I hire more people? How do I grow my business? Okay. So we don't want to do that. So it's like, well, what's the cap right now with you currently? Let's assume that you have no traffic problems, no sales problems. Let's assume that those are solved. Every month you will be getting however many, however much traffic and all the sales be handled, just completely handled. How many clients you and you alone, would you be able to fulfill each month? Answer that question first. Yeah. And it's, it's not high, you know, like at this point, because it's just like, to be honest, like, I'm so tired of doing like the groundwork, you know what I mean? That it's like, and maybe, maybe the answer is, I'm just grand and Barrett, right? And then do it for a little bit longer. But like, it's, I've just noticed with me, maybe I'm getting older, you know, maybe just an old man now, but like, it's really tough for me to do the, the kind of work that I used to do, you know, 10 years ago, because it's very much not the way my brain works, right? I've gotten good at it because I've had to, but I understand that there's people that are better at it than I, that I am. And so it's like, again, I'm, I'm still that bottleneck to do that. It's like, I'm kind of the best at doing it in this really weird particular niche, you know, and I can't find somebody else that I can afford to come here and do this kind of thing. And the market is getting, you know, more and more competitive because I think other people are seeing what I'm seeing, you know? So I, so sorry, all that to say, I, I got like two, two or three big clients right now. And that's a lot for me to handle. But are you saying, if everything else was up my plate and I was just able to focus on doing that work? Yeah, if sales is fixed, marketing, all that's fixed and you're just fulfilling, how many clients per month could you handle? Or is it, is it not per month? Is it like, retainer, six months, 12 months, one month? Like, how does it work? We do, yeah, we do projects. So we do like an implementation project, which can be anywhere between like 15 grand to 30, 36 grand is kind of like our, our range, you know? But like, we keep going upstream quoting bigger numbers and like the clients we have right now, like they're big clients. So it's like, we've done smaller 15, $20,000 projects. And there's like, you know, another 50 to 100 grand coming down the pipeline potentially from them, you know, because, because we're gaining trust and it's like, great, I know you have other systems that we need to integrate and other things that you want us to do. But everybody's super, super budget conscious, when it comes to all that kind of development work and, you know, everything that we do within the fast world. And, and they're also, there's a lot of people who claim they can do stuff, right? And then you, and so like, I'm feeling that from clients that they're like, really gun shy about, you know, people they've worked with before in the past. All of those are sales and marketing problems and retention problems. That's all I can think about. Yeah, you can't, you can't even mean. Yeah, that's why I don't want to do the work, because I'm stuck on like, I'm stuck on the big picture stuff that I, that I don't have time to solve. Totally, man. So like, even the question in a sandbox environment isn't something you can play with, because you're so in it. Yeah. Yeah, because I hate it so much. Yeah, yeah. So let's, let's just be a psycho for a second and compartmentalize all this, snap your fingers. Sales is covered, conversions covered, marketing's covered, hand, silver platter, here's your client, how many projects per month can you handle? With the size that we have, with the size of clients that we need and attention that we're giving, three, cool, three or five. And like, somebody who's better at, you know, multitasking and set like consultants that I know are way better than me at this, I know they can do like five to 10, right? If you have the right mechanism and like, I know this stuff can be insanely profitable, but it just, it just feels like a treadmill, man. Cool. Yeah. Three. So theoretically, three per month is what you can handle. Okay, cool. Yeah, me personally, you personally, that's fine. Okay, great. So that's, I'm just trying to find out where things break. That's the first bottleneck, three, which means that if you had 20 clients coming in, it would be a problem, which means if you had 10 clients coming in, it'd be a problem, which means you have five clients and you'd be a problem, which means you have four clients, it'd be a problem. So basically what that means is, we are constrained by what we can fulfill on. That's it. Yeah. Okay. Fine. That's perfectly fine. Yeah. And I do have someone who is more junior that really wants to learn it and is very like, like they're diving in and they're learning it really, really well. But I also need to teach more of like the consulting aspect to her and help her understand how to do more of the stuff that I do. It's like the architecture level. So it's like, I have possibilities that I can work with, just can't I forward to ride that line of, you know, paying her to do that while she learns? Yep. Let's think in extremes now. So let's say you have three clients a month and you're functioning and you're spending 30, 40 hours a week fulfilling, right? Okay. It means that you don't have time for marketing or sales. Okay. So you have three clients say you have three clients. I can see where this breaks. I don't know. So you have three clients, you're at capacity, you can't sell anymore. Yeah, I'm trying to get better at it, right? And I feel like I'm getting a little bit better with handling everything like week to week. I just I worry if it's fast enough, you know, because it's like we're kind of we're finally in that point where it's like, all right, there's like a little bit of wiggle room, but not much. We've been here before. And so we like, we got to use whatever cash we have very, very wisely in order to, I don't know, try to reinvest, right? Pay up on the stuff like, I don't know. Yeah, I see the issue. If you're a three client per month, quote, agency, then all you need to do is you're seven done is focus on getting good results there. And then remove the bottleneck of traffic and sales somehow through some leverage, which means the sales conversion process of say, say you have a hundred people a day wanting to work with you, whatever the sales process or mechanism is, that needs to be leveraged and streamlined. So it's not a seven call close. It's a one call close, right? So okay, you see what I mean? So, so yeah, that can be done with like leveraged content, whether it's like videos, book a call, surveys is what to expect. This is how much it is. We're getting on a call to talk about your scope of work and we will be moving forward on the call, whatever it may be. That solves the quote, sales problem. But then you have the third problem, which is traffic. So let's say that fulfillment is taken care of. You've got somebody fulfilling, let's say that the sale process is taken care of, you've got somebody selling. The third problem is this traffic marketing. How do you bring people in? How do you do that? Organic or paid? Those are the only two ways, right? So organic, there's tons of ways, right? Going ventures, get on a podcast, get a YouTube channel going, you know, all that. And then there's paid ads. Now you got to run a paid ads business, all that. So to do all three of those by yourself, it's not sustainable, basically, unless you have a completely different business model that gives you more it had room. So the thing with info is that like the fulfillment is basically taken care of. And all you're doing is spending time on sales and marketing. Yeah. And I've played with the idea of kind of marketing myself towards either other HubSpot consultants who are kind of basically feeling the shift, right? Like basically HubSpot is very much going to be preferring larger company companies that are tiered. And like things that we've kind of achieved in a very small, right, portion and like, you know, but again, it's not to the point where I'm like, yeah, I can show you how to do everything, right? Like, I think I have a pretty good idea because everything that, you know, the people on the inside of HubSpot is something is like that we are the kind of consultants that they're looking for. And so it's like, you know, can I help them convert their practices a little bit more, right? Can I help, you know, people who are doing Salesforce consulting that want to transfer their skills and things like that, right? Or, you know, I don't know, or quite and get a day job. That's what I was going to say, dude, is either you work harder or not smarter and operate with no headroom. I can keep using the headroom analogy because I think you get it is you have like a a track that's slammed and you want to do all these big EQ moves, but you can't because you're stuck. So, so like already over compressed, it's already over compressed. So like, you can't really do anything, which means that everything sounds like crap. So you either keep doing that or you decide to be an entrepreneur differently and get out of this project-based agency thing and shift into raising your prices, introducing sales mechanisms that are more leveraged, getting some sort of traction with marketing that that brings in traffic consistently. But you have the headroom to do it because your prices are higher. Like, that's how the only way to introduce headroom. That's like your first option in terms of the entrepreneur thing, which honestly, that just sounds like keep doing what you're doing. So maybe it's more like completely shift your entrepreneurship into a completely different fulfillment mechanism, like info, something like this. Or it's define your basic needs financially. What your time commitment is, you know, that's also wealth too, right? How much time you have. And then determine what those that dollar amount is and give yourself some energy and time back by partnering up with like a with some sort of smaller or bigger agency where you can only focus on fulfillment. So you're only handling projects every single month and it's consistent and you don't have to focus on sales and marketing. Basically, the difference between an entrepreneur and somebody who works for somebody else is an entrepreneur has to focus on fulfillment, sales and marketing. Somebody works for somebody else only focus on fulfillment, basically, the works given to them. So if you just focus on partnering with somebody to make sure your needs are met and you're only focusing on fulfillment and you have all this free time, you've just taken care of your financial constraint and you've given yourself more headroom. What you do with that headroom is your decision now. You can now go, I have time and headspace to if I wanted to pivot into this again, I can pivot into a place where I'm doing info. But if you jump from what you're doing now to info, it's totally doable, but it would be very, very difficult. You know what I mean? Yeah. It's probably not like the most fun answer ever. Well, yeah, I mean, because a world in which I get more into fulfillment doesn't work for me. That's right. That's right. That's like I don't want to do fulfillment in the sense of the day today, any more than you probably want to do at that point. And maybe I just haven't earned those stripes yet. Maybe I just got to be more in fulfillment, which is kind of like that place where I'm at, where it's like, all right, I'll just keep doing that. But then at the same time, it's like it's not feeling like it's clicking yet. As you probably know, maybe that doesn't mean that it's wrong. Maybe that just means that I'm in the hard part. Yeah. I get that. I mean, because what I would rather do is I would rather focus on building relationships and partnerships. I seem to be able to talk to other business owners pretty well and communicate, like vision to them and work with them and get them excited about stuff. When I have those opportunities, those are so much more enjoyable to me than like, hey, I'm going to figure out how to build a market in funnel for you in HubSpot and build you all this automation, do all this stuff. I love dreaming of that stuff and designing those systems. Our specialty is kind of like, we can work with anything. We can build anything on the internet as long as it has an API and it's customizable. And so it's like, am I limiting myself just too much to that? And I should be focused on building the bigger stuff and then employing people who can actually do that better than I can. Yeah, probably. Probably. But you need more financial headroom to do that. Exactly. Yeah. I like what Daniel just said. You just lit up, dude. When you started talking about all that, yeah, that's cool. I like people and I like people that like their businesses. You know, I know it's cool is I actually think that fulfillment is not the thing that you enjoy the most. You get that? I think you enjoy like more so the sales and marketing side of things and like high level strategy. Yeah. Oh, I hate fulfillment. I've hated it since the day I started working with it with John, you know, and all of this has always been an instant means to me. Again, just pragmatically, it's like, I need to know it so well that I can I can build it so well from the top, you know, but whatever you're doing like, yeah, whatever you're doing now, if you're going to continue doing it now, you have to get out of fulfillment. You got to hire some knuckleheads. Yeah. And then you only focus on sales and marketing. If you wanted to continue doing what you're doing now, that's it. Yeah. Yeah. Yeah. And maybe it's a situation where maybe I partner with like another firm that kind of loves doing that for. Right. And but really, because I've been I've been working with this girl from Canada that like she, you know, she brought me this fairly big client because she was just kind of like, I'm out of my depth there. And I need somebody who knows who knows bigger systems than I do and that kind of stuff. And so it's been enjoyable working with her. And it's like, man, if I could just find someone like this, who like, it seems very presumptuous to me to even have that conversation, like, hey, like, do you want to like work with me? And, you know, like, I can help you like shift a little bit more towards this. And like, together, we could do a lot more like, I think it would be powerful for both of us to have that. But, you know, I don't know how to approach that, honestly, right? Because it's like, I respect what they do and respect what they've built. And I just don't want to run up there and be like, Hey, you know, change everything about your business. Yeah, I get that. That's not what I'm about. Right. But if somebody really wanted to do that and wanted to, you know, function more like that where their giftings are, and so I can function more where my giftings are, then I feel like that'd be who wins. You know, I just DM'd you this guy that you should connect with. He lives here in the city. Okay. You guys are on such similar journeys. Cool. You have to connect to them. He's a fulfillment guy. Absolutely. What's the best way to chat with him through college or? Yeah, just be like, and you can talk crap about me and stuff. Like he, he hates me. You hate me. You know, it's one of those things. That's no, no, no, to be clear. No, I'm legitimate. I want this spirit. I love Blake is one of my oldest friends. And most people, you know, most people's opinions, I do not give two shots about because they they talk from a place of not really knowing anything. And I've seen Blake kind of build up this whole thing. And I've worked, I've worked with him. He's worked with me like we've done a step before. And I just have an immense amount of respect for him because I know you actually have it and you actually hear about people's businesses and building something cool. You know, that's super encouraging. Sweet. I just what I'm saying by like he hates me as well is is Nate, he's a guy that kind of just sees right through me. And so do you. So you guys can make fun of how like, how much of a type I am. You don't need like he's totally like our people. Like he's fantastic. Yeah, you guys would be best buds in real life. Okay, cool. I'm going to start hounding and then and if you want if you want to like in like text him or email him or something, like, maybe I'll do that. I want to talk to this guy today. Let me I'll do that. Yeah. Cool. Cool, man. Appreciate it, man. You got it, bro. I want to I want to I want to make sure we move along here because I have a. Yeah, sorry real quick. Do you should I so shouldn't quit? Is that like kind of well, I think there's a 60% chance that for the like a way to pivot into doing something that has more headroom is to buy yourself time by partnering up with a company that you can work for and just focus on fulfillment, take care of all the financial needs, focus on fulfillment, buy yourself the headroom. There's a 60% chance that's the best call. And then once you're out of this, go back into a new model that gives you much more headroom as opposed to the one that you're in now. Otherwise, you'll be digging yourself out of what you're in now. Yeah, I've kind of been feeling that for a while. There's nothing wrong with that. No, I know. I just I know that there's a pivot. I just don't know what it is, right? Or not a pivot. I'm like, but a pivot of what I'm doing that there is there's some answer potentially that I'm not seeing or you know, maybe God hasn't presented it yet, but I'm just kind of at that point, we're like, I'm just trusting every day. Yeah, I don't know about Columbia, Tennessee, but you can make a quarter of a million dollars a year doing what you're doing working for a company. Yeah, we'll have that conversation later. You can still live there. I'm just saying. Okay. Yeah, like there's there's companies that have a huge injection of cash and you guys like you and like you could freaking crush it. Yeah, dude. And like, because you would love to even consider that, you know, at this point, I've been doing this so long that I don't know what I'm going to and what I would excel at within a company. You also don't realize the tailwind of pumping billions, trillions of dollars into the economy from the government does to the inflation dollar, which means that the salaries are much higher than they've ever been. Yeah, I know. I know. I don't have a college degree, by the way, like I'm an absolute idiot. Somebody at Google told me how much I could make like just working at Google. I'm like, geez, they're paying that much for these types of people. Whatever you're thinking, it's like times three. It's like insane. I know. Yeah. So it's there's nothing. In fact, people are looking for founders. Like there are companies saying like looking for a founder of a company to work for us. Like the bar of like quote, unquote employees have been raised just across the board, especially in tech. Yeah. So it's almost like you're looking for somebody that's starting to fail that a few businesses in order to get your foot in the door. Is that the new, you know, few years of work experience? It's like we're looking for an entrepreneur to work for us. Yeah. And it's like we can pay you exactly an entrepreneur, like some of the best partners that we had in the first iteration of college were entrepreneurs. Yeah. That might be the playman. Oh, bro. Yeah. It's like they could pay you a quarter of a million bucks a year to do a right you're doing already. Yeah. Yeah. I mean, or if there is that like, you know, like a guy like Lucas, right, where it's just like he has stuff that he's like, dude, I'm so traumatized. I don't want to do this stuff. I have stuff. I'm like, I'm so traumatized. I don't do this stuff. You know, if we could link up if I can link up with that person where we like can kind of complete each other in sense and they they don't have a cash flow issue. They have an operations issue. Yeah. Then it's like, okay, maybe we can we can work on that. But I think I'm teaming up with like operations guys, right, help fix my revenue. And that's not you have to have revenue for operations to actually fix. That's right. Any revenue problems? That's right. Yep. So that's another option as well. But you can't just keep doing what you're doing. That's for sure. That's okay. That's what I feel. All right. I mean, that's that's like that classic thing. Definition of insanity is doing the same thing. Placing my head every single day. Yeah. Yeah. Like, why is it? Why aren't things changing? Why is things changing? Because you hate this. Change it somehow. Yeah. Okay. I'm like, I'm looking at these window cleaners that aren't using any like what like safety. Anyways, straight stressing me out. Anyways, let's let's let's keep rolling. Sorry. I don't have much time, but I really want to be able to to talk with all y'all. Is that cool? Yeah. See you, Fetch. Jose Daniel, Leo, Leo. Jose, what do we got, man? Hey, yeah. Just a quick question. I'm selling my painting course in Spanish. And it's like a group coaching program that it's about four months. It has 30 paintings. I'll tell you that it's about four months. I'm thinking of including the four months of group coaching. And since it's in Spanish, I have to, you know, adapt the pricing to the Latin American market. So I'm thinking like, but I don't want to be the cheapest or the second cheapest. I want to be like, you know, the premium option, go high ticket, but we're just starting out. We don't have any testimonials or anything. So I'm thinking like $180. I don't know. What do you think about that price? What do I think about charging $180 for a course? Yeah, like for that course, specifically that market in Spanish. Like, what do I think about it? Yeah. Why do you ask? Because I respect your opinion. Are you, what are you optimizing for? Well, we want to get initial testimonials and eventually we want to, that's the price for the founding members. And then after like for the launch, and then after that, we want to raise it. But I don't know like how much we can raise it, like for that. So I heard two things you're optimizing for. Stuff in front of you and stuff in the future. The first thing was testimonials. The second thing was something. It was raising prices or something. What's the future optimization goal? Do you want to make money on this? Do you not want to make money as a test? Yeah. Yeah. No, of course. I mean, honestly, we made the course, we have been working on this course for almost two years. I got distracted into other things, but we've been working on this for so long. We made three iterations before even putting it out. Honestly, that's really, really bad idea. I wouldn't do it again. But yeah, we were about to launch this third iteration. Of course, I did a lot of market research and I based it off like what I saw working in the US and books and stuff. So I think it's going to work. But we're just optimizing for making money because we have been working for so long. And we just want to start making some cash months a month. And then we don't care about scaling right now. But of course, yeah, eventually that's the goal to be able to scale this. How did you come to the conclusion that you should make three iterations before you tried to sell it? I just wasn't happy about the quality of the product. The first iteration wasn't good enough. And the second one, I didn't think it was good enough either. It was a lot better than the first one, but the third one, it's pretty good. It's pretty good. But still, I think it can be improved. If you're optimizing for quality product, then I'm sure it's great. But you're optimizing for two different things. The past three times has been optimizing for, I want this product to look good. Yeah. But ultimately, you've got three things you're optimizing for is I want this product to be good. And by good, you mean high quality. And by high quality, you mean high quality production. Okay, so that's over here somewhere. And then you've got this other thing you're optimizing for, which is testimonials for an initial thing for social proof. And then you've got another thing you're optimizing for, which is profitable thing that you can scale in the future. Those are three different things you're optimizing for. Which thing is most important to you? Profit right now. Are you open to torpedoing everything you've done to optimize for that? What does that look like? Trying to sell something before it exists? Yeah, I'm down. That means that all three iterations of your course might not be what the market wants. Yeah, I know I learned that. Yeah. So they're quite like a really not great. How do I put this? A small valued question is what do I think about the price point of your course, right? It's think of it this way is you can go to chat GBT and go like, you know, how do I clean a window? I just keep looking at these guys that are about to fall, cleaning these windows. Like, what's the best way to clean a window? Or like, write me a marketing strategy for a business. Basically, it's only as good as the prompts you give it, right? So being aware of the prompts and being aware of the best way, the best prompt, you know, to give it is like where you get the most value. Yeah. So I could sit here and go, oh, it's not a good idea to charge that little. I'm basically answering your prompt. What I'm trying to do is get you to input something that's going to give you way more value. Yeah. I agree. That's a great analogy. Yeah. Yeah. So like the call that I had this morning, it's the partner's call. They're all doing like $200,000 a month. And they're asking questions like, and by the way, I don't value like money. Like, it's just, if you get to that level, you have to, you have to ask certain questions, right? They're asking questions like, trying to think what it was. One guy's Tesla asked them to do their entire system. And he was asking for, he asked an open ended question around how to approach closing that deal with his current team or something. That input is going to get like an amazing output for me and the team, right? That can happen right here on this call, right? So that was this morning. I'm the same person. So I think the much better way to propel you forward is to like, ask much deeper, insightful, like, get to the root of what it is you're trying to do, ask that, and then we can move the ball forward much faster, right? Yeah, I agree. Yeah, that's great. Yeah, that's great. I'm saying that I'd love to. It's really helping everybody like, be curious about the right things to ask so that we can move forward. You know what I mean? Yeah, I know what you mean. I have a question. How like, what do you think I should be asking, you know, in my position, right? I'm not that's a really good question. That's a really good question. That's a fantastic question. That's you that I ask a version of that question when I'm trying to get insight into something that I'm interested in. The last question I always ask is, is there anything that I didn't ask that I should have asked that I need to ask right now? And that's always the best answer. They go, yeah, I'm surprised you didn't talk about this. I already didn't ask about this. Okay, I wish I would have started with that, you know? Yeah, yeah, that's, yeah, because I thought of asking that, like, question about the price, but honestly, I know in my position, um, all theory, like I've been learning from some courses and stuff, but I really don't know. I haven't launched and there's so many ways of doing this business. Yeah, right. So you got, you got to have some mentorship and guidance, not another course or another framework, right? So, like, what is it that you're trying to do, man? Like, are you trying to make a lot of money? Are you trying to, like, improve your lifestyle? What are you trying to do? Like, find out what that is. Yeah, well, honestly, with this course, I know, no, no, no, not with this course. Okay, let's not position. Like, what are you trying to do, bro? Yeah. Well, my vision, uh, it's to make an, uh, webinar agency kind of like what I'm doing with my mom, what, what are with other experts. But the reason that I want to do it, there's multiple reasons, but I want to help my family. I want to help my mom. I want to improve my lifestyle. I want to invest in myself, invest in healing. Um, yeah, just evolving as a human being. I guess that's like the superior goal, but I'm also in a lot of debt. So there's a lot of pain that's pushing me forward to make a lot of money. I made some really dumb decisions last year for, you know, with crypto and, uh, I'm trying to pay all that back. So there's pain, you know, pushing me to get to that goal of making a lot of money and also helping people near me that I know need help financially and also put myself in a better spot to evolving as a human being by investing into things that will help me evolve. Wonderful. Now, like this whole, like my ultimate goal is to run a webinar agency. That's actually not your ultimate goal. That's how you think you can fulfill your ultimate goal. The ultimate goal came after you said that. I heard things like, I have a lot of debt and I want to pay that off. I heard things like, I love and help my, want to help my mom or something. Right. I really care about her close to me. There's that. Those are those the two primary thing. I don't want to spoonfeed this to you, but are those the two primary thing that's on your heart and mind right now? Or is there other things? Yeah, but mainly being able. Yeah. Yeah. Mainly. That's those are the two big things at the moment. Cool. Yeah. Wonderful. What do you mean by help your mom? Like, did she relying on you, like, financially or something? Well, we're all like, we're all not, not depending on me 100%, but yeah, we're like, it's a struggle, let's say, like, you know, it's not like struggle for food or anything like that. Yeah. It's so good. But I know, I know that she has, she could leave a, like, she gave me such a great life, you know, she had been such a great mother and I want to give her, you know, if, if God, you know, allows it, like, to give her the best life I can, I can permit that. I want to make her shine. I know she has a beautiful personality and I want to put it out into the world, you know, as an artist, you know, she can inspire a lot of other aspiring artists and artists. Yeah. And, you know, she can be a lot, you know, that, you know, she's a happy person, but I know, I know she can, she can flourish, you know? Wonderful. Yeah. And she is, if you were making money, would you literally just give her money? Is that kind of how it would look? Yeah. Yeah. I would give her money, but honestly, like, doing this painting thing, I see her talking about this and her, you know, her eyes, like, like you said before, I don't use that expression too much, but, you know, her eyes, yeah, her eyes light up and she's super happy and she wants to, you know, she is very proactive. She is totally non-tech, but, you know, she, she makes daily content on YouTube, not as quality, but, you know, she's a subscriber as does she have? Well, like a thousand, I mean, that's great. Yeah. The video's been improved, but I'm trying to teach her little by little. Oh, man, quality is overrated. Like, quality is the essence. Like, production, quote-unquote production quality is no good. Like, when I got better and better as a music producer, the quote quality got worse. I just, I just worked on the song with people, getting the song really good and then less microphones, doing it live, no editing, that it got better and better and better despite the quality, quote-unquote, getting worse and worse and worse. Yeah. All like, like, you mean the heart? Yeah. Yeah. Mm-hmm. Yeah. I'm all, I've started to realize all my favorite records really sounded bad, but why did I like them the most? Because there's something else that's better than the quality. And then I started hating quality, quote-unquote, because you can hide behind it, which is something about this, like, course you've done it three times without selling it. I bet your mom's so beautiful of a soul that, like, you don't need any of that stuff. Yeah. It sounds like she's really wonderful. Yeah. Just cool. Yeah. So, just have her shine on camera. It doesn't need to be anything, just a camera, right? But anyway, that's besides the point. Okay, cool. Well, like, forget, like, what do I think about the price of your course? That's dumb. Like, let's think about how to get out of debt and like, how to help your mom. How much debt are you in? About 75, 75,000 dollars? Okay. Is it like on a margin account or something, or like credit card, or what? Well, 15k, it's on credit card. And the other, it's, I actually owe my dad, because he put money to crypto with me. So, yeah. Got it. Yeah, thanks for sharing that. So, I would look at it, like, what should the price of my course be? It's like, nope, forget that. What's the fastest way that I can pay that debt off? You know, how are you supporting yourself now? I make money with my audiobooks every month. Yeah. To 2k a month. Just enough to, you know, to leave, keep investing. I also have an employee in time, you know. So, and I have two options, actually. You know, I have about 2,000 subscribers on YouTube and more 1,000 emails that have, from people that have signed up for my free course on how to create books and sell them. And I actually just had a, I have had multiple student successes from that record. And one of the students reached out to me and said, proposed to me to create a coaching program with him, because honestly, like, things have changed, you know, the algorithm is done, and he's actively doing it. And I was thinking, well, maybe I shouldn't do that, because honestly, like, that's. Is it in, is it in Spanish? Yeah. It's in Spanish. Okay. Can we do this in English? Yeah, we can, but there's like, I caught, you know, multiple people that are way more experienced. Who cares, dude? Who cares? Who cares? Like, it doesn't matter. Like, I don't know if you've done the math on this. If you need $75,000? Yeah. That's 35 people saying, yes, to a $19.97 offer on how to make $1,000 a month with Amazon books. So it's much more achievable, right? In English. And I've thought about it a lot. And you don't need to scale that. Just like get 35 people to say yes to $19.97 on your audiobook thing in English. You don't need to run at, you don't need to do any of that nonsense. Just launch to your email list, launch to your YouTube channel, get 35 people to say yes to that, split it up into payments, whatever you got to do, get 70,000 bucks in the bank, pay off your debt. You learn all these lessons. I couldn't move forward unless I did that. I can turn, so going forward in terms of what, like being life, real debt. I have lots and lots and lots and lots of debt, but it's all mortgages, and it's outsourced. I have zero consumer debt. Zero. If I had $5,000 with a consumer debt, I would stop everything and try to pay that off. You just, you can't move forward with all that. Yeah, it's hard. Yeah, you can't think straight. But the thing is, my list is in Spanish all of it. I don't know if some people speak English maybe, so that most of them live in Mexico, Colombia, the purchasing power is less, so like $2,000 is a lot of money. What's the most you've ever purchased something for? Well, I personally have paid $5,000 for multiple programs. Case closed, dude. Well, you think other people are like me, right? Well, sometimes people, yeah, like I said this on a couple of calls ago, we're so limited by the world that we're in. We live online, dude. Money is literally being printed. It's something that is, and I'm not talking from some place of privilege. I'm talking from a place of, it is a fact of life that governments are printing money, regardless of whether I have it or not. So it's not a scarce resource. It's somewhere. So you can't look out your window every day and go, how are these people going to afford 1997? You see what I mean? It looks like you're frozen, actually. Hopefully you can still hear me. Can you still hear me? No. Right in the middle of my speech. It's okay. Lost him. Okay. Well, Jose, hopefully you can come back. What I was going to say just to finish that thought is like, there's just a belief about money that I had to like overcome in order to charge more for things. You know? It's as simple as, "Oh, he's gone forever." And like, I don't know. I don't know what it did for me. You know what it was? I would just change my environment. There he is. Hey, bro, you're back. Hey, you're back. What I was saying, I was going on and on, but like, what I was saying is governments are printing money. It's a resource that is not scarce, and it's not because I, quote, have a lot of it or it's easy for me to say, like, objectively speaking, it's just being printed. And it's a abundant resource. You just have to find where it is and get it, right? So what did it for me is I had to move to a city like this and look at my neighbors who are literally unintelligent human beings, making lots and lots of money going, "Oh my gosh, my world is so small. It's only this big. It's only this big." So I had to experience it and see it and go, "Oh my gosh, I need to get out of my little bubble." You know? But because you're living in Columbia and like, there's a Spanish speaker and this, it's just, you only can think like this. Yet, you in Columbia invested in cryptocurrencies and have this large debt bill and have paid $5,000 for it. And I was living in Miami. I get all that. But again, that's my exact point is the main difference was you were living in Miami, which means it has everything to do with your proximity network effect. No, I meant I was born in Miami. Okay, cool. Yeah. So mine said about money is different because of location. Yeah. Yep. No, it's true. I see a lot of poverty here. And I see like the minimum salary, it's like 300 and something dollars. So that's also something that affects my worldview. And I look online, I see like what's the average salary in all these countries. And I see like, "Well, maybe I should lower the price a lot." But yeah, there's a lot of wealthy Latinos in the US and also in Spain. Yeah, there's so much wealth there, man. Like Spain, Portugal. Yeah. All the all these Americans are moving to Portugal. My dad's moving to Portugal. Me too. In the future, I'm getting the citizenship. Yeah, man, like 1997 is nothing, dude. In fact, if you charged, if you said Blake, I've got this course on like how to make a thousand dollars a month with Amazon audiobooks and it's only 1997, I'd be like, "What's wrong with it?" Well, let's say I have this course, it's free, but it's two years old. And the fundamentals are never going to change, but there's some things that have changed from the algorithm, et cetera. And that's why I'm considering doing it with a student of mine that has gone through the path and is currently doing it. And he's making more than me. He's making like six thousand elders and he's making it in the French market and Portuguese market besides the and German and also Spanish. So, you know, he speaks all these languages and I'm thinking, "Well, you know, that's a really good opportunity to make it in Spanish, but also translate it to these multiple languages." And honestly, like, I don't want to be the face of this type of course. I want to be behind the scenes and focus more on the webinar and the landing page. And that's why I also like this partnership. Does he need your help? Well, I don't think so. I think he can focus on the delivery of the content and I can just do the marketing. Well, hold on. That doesn't gel. Does he need your help? I don't think so. Yes, he does is basically what he said. Does he need in what aspect? Does he need help at all in anything? Or for teaching people or for selling this? That's the same thing. Does he need help with this business? Or his like in his book business or for teaching people how to do the book business? The teaching people thing. Maybe. I don't know. But I mean, he's the one that reached out to me and said like, "Hey, I want to do it with you." So he does need help. Well, yeah, I guess he doesn't know how to do it. And he found me on YouTube and he messaged me and he's like, "Hey, let's do this." And I told him, "Hey, here's my vision." Like, the same that I'm telling you, like, "Hey, I can do the marketing and you can do the coaching and you can do it." Yeah, dude. Just partner with that guy. Does he have a YouTube following or no? No, no, I'm the one that has a YouTube following. I've been absent for like two years. I honestly don't know how to position him. Like, I don't know if you have any ideas about how I could present him to my audience. Like, "Hey, this is one of my students." I don't know. There's 100 ways to do something just because you can do it doesn't mean you should. I just think that you need to get sniper focused on paying off this $70,000 debt that you have. That's all. And I just gave you one way to 35 people in 1997 on an offer that works. Get it in the bag. Pay that debt off. Move on. You know what I mean? Yeah, I know what you mean. But I also have a painting course, which I'm working on, like, laser vocals right now. So I'm like, "Well, maybe I shouldn't launch this first and then do that." Right? Or you could hear me out and say that you should do that instead. You can do whatever the hell you want. Go for it. You asked me, "What do I think about $197 a course that I haven't sold yet that I've done three times that I don't know if the market wants? Maybe I should do that. There's some block there. Ultimately, you want to take care of your mom and then pay off your debt. Is that ultimately what you want to do? Or ultimately, you want to sell a $100-something-dollar course? You know what I mean? Also, I also want to do that. I want to do both. But I know time's running out and there's two more people. I'll think I'll contemplate on what you said and I'll come to next poll. Okay. Yeah. I think there's something with this painting thing. That's amazing. I'm not saying don't do that. I think there's something to this painting thing. I'm not saying don't do that. But... Yeah. That's not... You want to pay off your debt. And take care of your mom. That's it. Are you open to all the different ways you can do that? You know? It's as simple as that. Yeah. I'm very impressed with your ability to problem-solve like this. I had my views changed a lot with this call. Like I said, I'm looking forward to coming to the next one. I really don't want to take all the call and I know there's two more questions. It's all good. Thank you. Thank you so much. You got it, bro. Yeah. Very cool about the chat GPT thing. I didn't know you could do stuff like that. Yeah, my pleasure. Yeah. I'm... I really... I hate to do this. I really have to go. But I don't want to... Leah, I know you've been waiting. And also Daniel as well. Maybe we can just dive in a little bit and just... Maybe they're quick. I don't know. I was like, Daniel, a question about how to get contact exchange with your niche. Okay. Interesting. Then your Leah is... Okay. VSL script. Wondering some specifics about... Oh, okay. Oh, that's easy. Okay. Running traffic to it. And direction at the beginning. Okay. Interesting. Cool. I like these. Okay, Daniel, what do you say? Yeah. Hi, everyone. Maybe this is a quick one. Let's see how far I can get before I have to go to the restroom. It's been quite a while. To keep it short, Patrick has made perfect introduction before. It's about my niche and how to approach my niche. And Patrick would be the perfect... Like a ripe fruit for me. Who is in the perfect situation where I could work with. I'd like to work with entrepreneurs who are still stuck in the daily business and help them to get out there. Yeah. That was now completely different introduction than I had in mind. But that's how it comes with sometimes. Cool. Do you have a question around that? Yeah. Well, I'm a perfect idiot when it comes to approach people who might be interested in my solution. I'm like in a bubble, like sandboxed. Not coming or reaching across this border. Is there a question? Yeah, the question is, well, what is my niche? Maybe I just got it clarified. And the question is, how do I approach them? How do you approach your niche? As I said, yes. Oh, how do you approach them? What is it? Small business owners? Small business owners. Yeah, struggling in the treadmill of everyday work. How do you solve their problem? No, I have the solution. I just social cycle, maybe. I just can't break the ice. Once the ice is broken, in interaction with somebody, things flow. But making an offer to somebody or even offer to do something for free is just a big, big wall for me. So it's not you don't know where they are. It's that you know where they are, but you don't know how to communicate to them. One thing is small business owners is still quite a broad niche, maybe too broad. So not everybody is open to my way of doing things or to the solution or to change things. That's one thing. So how to find to write people. But then how to start a communication. How are you currently finding them? I don't. All came to me through synchronicities or by accident or however you want to call it. It just happened. Every attempt I did to do it actively. Yeah, I was like sandbox didn't get out of my area. It looks strange. So you currently get clients by them just coming to you? No, don't get clients at all. I'm like so confused. Okay, maybe I should have started the introduction. No, no, I just need questions and like answers like I think we can cut through that way. So how do you the question is how do I approach your how do you approach your niche? So I'm asking more clarifying questions. Is it you know where they are and you don't know how to communicate with them or you don't know where they are and you need to find them? I don't know where people are that would resonate with them. Yeah, so maybe I have to niche to narrow it more in. Well, let's not get clear on the solution. Let's just get clear on the problem first. So the problem is you don't know where your niche is. You don't know where they're hanging out. I mean, small businesses are everywhere. It's very easy to find. But not everybody wants to change something or is open to change something is aware has a problem is aware that he's a problem or would would want to get it solved. So it's more of this niche of small business owners. Where are the people who are open to do that kind of work? I'm offering. And that kind of work is what I focus on first the hard-paced vision to get clarity and then optimize clear, optimized processes like this step by step get the people out of the everyday treadmill, get more free time, more mental space to be able to work on the business. Okay, and then just for a second clarity, how are you interacting with them now? Not at all. So how do you know that that's what you do? Because I did it in the past. And how did you do it in the past? I didn't. It just happened. What do you mean it just happened? It just happened synchronicities. I just met them. It just happened organically. Did you charge for it? Yes, too little, but I did. Okay. How much did you charge for it? Well, just on an hourly base between 120 and 180 per hour. And you want to get back into it? No. It worked hard to get out of it. Then why the hell are you trying to get back to? I'm so confused. What are you trying to do? Like trying to do what you did before differently? Yes. What do you want to be different about it? That I don't get into the treadmill. Maybe the same situation as Patrick was describing it. I could do done for you one-on-one and done with you. Would be one possibility, but that would end up me doing software, programming software, which is not what I'm intended to do, and not what I like to do, and not what brings real solution. But maybe we found the problem why this interaction doesn't happen. Nobody understands what I'm doing or what I'm saying. I think I'm revealing that you have a lack of clarity about what you're doing. Maybe that's the blind spot. I don't think so, but I think the problem is the communication. But maybe you're right. Well, help me understand. What am I not getting? Yeah, that's what I'm wondering too. To me, it seems so vertical, and I see now, in this case, you don't understand at all. You're completely confused that what confuses me. No, I actually know what's going on. I'm trying to get clarity not for my sake, but for your sake. Yeah, I understand this. It's just I try to watch what happens. Observe what happens. That's what happens all the time. I try to explain what I do from cold. When it's happening in a conversation, when somebody has a problem, and I can connect to this, then it starts flowing. So maybe if you would have a problem, maybe you're one of these people that might fit into this need to have, or were one, when you solve the company, for some reason, maybe felt that there's something missing or some fulfillment missing, and you want a new challenge that gives you more fulfillment, that you can do what you love and make money with it. Maybe before you were in a treadmill and made money, but found that your heart is not with it. That's one avatar, one character, one possibility. Then I can help you to get to the point where you make profit, make happy fulfillment, and have the freedom you are looking for. But you can't help with sales or marketing. It's all mindset stuff, right? No, it's not all mindset stuff. I can't help specifically with sales and marketing. I start with vision to get sounds a little awkward. Maybe when I say this, with a clear vision of what you really want from your heart, and the heart can bring up solutions the mind never could come up with. Then I take this picture, this vision, and together we project into the life, what does the life look like that matches this vision, and then what does the business, the work you do look like that matches this vision. The first part is mental, mental coaching. The second part is creating processes, optimizing processes, and down to software. Okay, so then I don't understand what the issue is. Is it that you can't get clients? Is that what it is? I can't understand. I'm like, you know, these souvenir bubbles, glass bubbles, where you can shake and it snows inside, like in one of these bubbles. I can't get out. I can see the other ones. I can see outside. The other ones can see me. But I can't get through. But this is a... Okay. It's clear what it is that you do and how you help people. I'm just trying to find what the problem is that we're trying to solve. Is it a traffic problem? Is it a sales problem? Is it a fulfillment problem? I just don't know what it is that we're trying to solve right now, or what the question is. If you start with a question, where is my niche? In a sense, you went through this with Lucas before. He had the niche of soccer players and then you niche down or you drill down to more specific niches. Small business owners are very broad niche. I would like to get it more specific, but I get confused doing this. I don't find my more narrowed in niche. Like soccer players, who have a mental or who are on the bench and have mental issues or whatever. If you put this way, I don't know where my niche is or what my best niche is or how to find them. That's the question. What is my niche maybe? Who is it that you can help? Small question? The question is more bear or away. Where do I find Patrick's, for example, who are in this business owners, who are in this treadmill, who want to get out? How do you find, I'm just trying to nail down a question, how do you find business owners who want to get out of the treadmill? How do you find those people so you can help them? Is that the question? Organic or paid advertising? That's why I'm asking, how did you do it in the past? And you said synchronicity, which means that it came to you. They came to you. That's fantastic. And I said, okay, we'll just keep doing that. Well, I don't want to do that anymore. Oh, you mean, sorry, you mean that they come to me or doing the same thing that I did before? Well, I understood the way I did it before put me into the treadmill. I don't want to go back there. But this organic way that they just come to me, that would be the best way. It just didn't happen in the past the years. Well, you're really limiting yourself if you only want to fulfill that way, right? So the fastest way to just find people is like film ads, film a VSL, fire up ads, people come to you immediately. But you don't want to do that. So you have to do it organically, which is slower. So you can either do it in person or online. If you want to do it in person, you have to just like go into your cell phone and communicate clearly what your offer is to people and find out what these things are they're dealing with. And if you can do that, then you can go on to organic strategies, like creating a noise, creating a community, going online, going on YouTube and just communicating this value. And then people come to you. But like, I always look at it as like, in your phone, you pick up your phone and call at people and help them and try to sell something to somebody before you start thinking about like, how do I just have all these people come to me and serve them? Because I can tell, man, it's not a language thing. It's totally not. It's like a total lack of clarity about who it is you are, your offer, what it's going to look like moving forward, how to communicate that offer effectively, the specificity of the person that you help, the specificity with how you help them, what your price is. Is it hourly? Is it coaching? Is it online? Like there's so much ambiguity around that that it's difficult for you to digest what it is the actual problem is. It's not a language thing. Like it's a lack of clarity on all these things, in my opinion. Does that make sense? Well, I understand it. I see it differently. But as I'm with you, that it's not a language thing, because I communicate normally. Yeah. No, I understand what you're saying. Yeah, it's cool what you're doing. Do you want to know how I know that that's true? Yes. Okay. Let me just ask you some very simple questions. What is the price of your offer? I don't have an offer at the moment. There you go. So the question isn't how do I find my niche or what my niche is? You see? I currently follow the path from Sam's accelerator. The way it makes sense for me. I would like to get going again. I'd like to work together with first with two, three customers, one-on-one individually to get the feeling what the offer should be. Cool. Yeah. I agree completely. Absolutely. Do you have a cell phone? Yes, I do. Pick it up and call every single person on there. You know what I mean? Yeah. It's just what, at least in the first 10 calls, maybe what will happen is exactly the same thing, exactly the same thing that just happened right now. Yeah. Absolutely. But you see what I'm doing. I'm not giving you answers. I'm trying to understand what your problem is so I can help. And you're getting confused by that. It's like, oh, you're not getting, no, no, no. I can just provide you tons of solutions and answers and what I can offer and it would blow your mind. Or I can sit here and be very curious about what your problem is because once we find it, I could then present a solution. That's the exact same thing. Well, hear me out. Hear me out. That's the block. That's the block because you're unable to articulate this. It will not connect with the people that you talk to. You're going to pick up the phone and say, I have something to offer. But what needs to happen is what are your problems and be curious about them and listen and get a question out of them and repeat back to them what their main problem is and get so specific on it to where they feel like, damn, Daniel really understands my problem. And he's communicated it even better to me than I communicated it to him. And he's able to get to the problem as soon as possible. I wonder what he has to offer. How do you start? Yeah. You see what I mean? Yeah, absolutely. How do you start such a conversation? I mean, I take cell phone, false somebody, a small business owner, and ask what problems do you have? Yeah, it's like, it's like, I'm in a transition period in life. And like, I have this experience from the past, and I'm trying to start it up, just like be honest, trying to start it up again. And I need to learn, like, what problems are you dealing with? I'm trying to see if I can even solve them. Could you help me understand what your problems are? Like, could you help me? I would need your help, you know? And then they say, here are my problems. Oh, I can't help you. Okay, cool. Or I can help you. Oh, interesting. I'm going to call somebody else. Do they have the same problems? Do they have the same problems? Do they have the same problem? Do they have the same? I'm seeing a pattern here. Here are the problems. I cannot solve these issues, or I can solve these issues. We all need to get together. I'll help solve these issues for you. But the fact that I'm sitting here, and I cannot get you to articulate the deep core problem that you're that you're getting at, is just going to, it's going to, it's a feedback loop of what you're going to experience in your life, is you're going to pick up the phone and start talking about things. And nobody gives a crap about what you have to say. All they care about are their problems. And I'm not here to say, dude, try this, try this, try this, try this. I'm here to go like, we're not moving forward until I get a clear question and problem out of you, because more context, more information, more everything is not what I need. Trust me, I know all this stuff. You don't need to tell me. I need you to clearly articulate what your Daniel personal problem is. That's killing you. It's what we do with Jose, right? And we got down to the bottom of it, which was, I have $70,000 worth of debt, and I want to take care of my mom. Thank God we got there. Thank you. Here's a much better solution to solve that problem, as opposed to like, what do you think about the price of my course? You know, like, if you're able to identify and ask and be curious about what the common problems are in your niche, the offer presents itself. You know what I mean? And this disconnect that we're having makes a ton of sense, because when you pick up the phone, you're asking, what is it? Do I say, you don't say anything, you pick up the phone and go, I want to know what your problems are. And I want it. I think, I think I have an offer for people. I was, I needed to hear what they are, what the problems are. You see what I mean? Absolutely. Yeah, it's so awkward. It happens so often. I mean, what, I don't need much more information myself. I've consumed so many courses and stuff. I wouldn't know it. I could coach somebody. But if it's me on the other side, I get completely stuck. And my problem, and what happens when I hear somebody else telling me the same thing, it works. It changes something and I feel has something changing right now. You know why? Because you're an empathizer and you have a big heart and you're a feeler and you like to help people. Yeah, but that's not the explication, why this happens, is it? Yes, it is, because fulfilling is no problem for you, because all you need to do is be yourself and help people think through things. There's no issue. The issue is sales and marketing. So either you become a psycho and learn how to sell and market that's not authentic to who you are and follow all these courses, and it's just going to feel like a block. Or you use your skill set, which is having a big heart and listening and helping people solve their problems. And just look at that as selling. You see what I mean? Yeah, it's what I'm doing right now with you, you know? So far, I just didn't dare. I just couldn't take the phone and say it for a sentence, ask for, ask the other one to tell me something. That was just... Yeah, but because you think it's sales and marketing. Yeah, because you think it's sales and marketing, it's not that. Lean into your skill set, which is like, as soon as the conversation is going, it's flowing. There was a thought that came up to my mind just when you were talking, when you were talking about problems. I wasn't clear whether you were addressing problems of the niche or problems that I have, or the main problem that I have. At least the problem that I have is drilled down that I feel inferior to anyone, and I'm just a burden to anyone anytime. So I can't even call somebody, I'd just be a burden. That's the thing I would have to overcome, and I couldn't so far. Yeah, that's my problem. Yeah. Now, maybe just to finish this finalist, now the thought is maybe it's the same problem for the one on the other side of the phone. Yes, every tooth is treadmill. Every problem that we personally deal with affects our business, and you attract the people that have the same problem. It's just what happens. The sole synchronicity thing, it makes a ton of sense. Yeah. Just have to pick up the phone and say, "Sorry, I'm being a burden." I really feel like I'm being a burden right now. I'm hoping that you can help me with something. I have a deep heart and a deep passion for helping people, and I've done it in the past, and I need to know what small business owners' problems are. Yeah, and my guess, dude, is your niche is not small business owners. That's something you just picked out of thin air. Not really, but what do you think? I don't know. I think that the answer is right in front of you, though. You just have to pick up the phone and ask people what their problems are, and then you realize, "Oh, my gosh, there's something else in front of me that I can help with." You know? Well, if I only call small business owners, I will only have small business owners. Call anybody. Okay. Yeah. Yeah, because problems, it's what we talk about niche and problems. Like niches, you're stuck. Problems are things everybody experiences. You just have to be very specific on these problems. Yeah, but then it's almost everybody. Yeah. That's almost, well, I don't know, 80% of humanity, that's a big niche. Yeah. That's good thing. Yes, but not to start with. It's wonderful. Make an offer to humanity. Yeah, that's right. I had a very similar call with Sam Ovens. Very embarrassing for me, at least. But different outcome. But what I received from him was, I said, I have a solution for everybody. Yeah. I don't know how to communicate it. And then, yeah, the advice was to niche down, to go maybe smaller. Yeah, that's a solution. It only went halfway, though. Yeah. I remember talking, it seems like a friend of mine. I remember asking him questions like, what do you think about this? What do you think about this? I remember him just going, forget all that. Like, what do you want to do? And it's almost like he gave me permission to be free of all that. And it's like, this is what I want to do. Just do that. You got to get out of this like, maybe I should do this. Maybe I should do this. Maybe I should do it. Just back up, pick up the phone, be super vulnerable and honest with people, and Sam in this transition period in life. I want to get back into helping people. I'm just not sure who or why or how. And I need to understand what your problems are. Do you mind telling me like, what your problems are? Is that something you could do? Like, I'll give you a gift card. I don't know, just call 12 people that are close to you. Yeah. Yeah. Maybe that's not your business model, but you're going to learn way more doing that. Way more doing that. And you're going to save tons of months of work if you just do that one thing. Yep. You can't see past that, which is fine. That's how this journey is. You just do the thing right in front of you. Is that something you can do? Oh, I'll work on it. Well, like, it's just picking up the phone and dialing. Is that something you do? That's what you say. Yeah, dialing. I can get done. Yeah. Wonderful. Yeah. Call like your friends and like people close to you first. Like, ask them questions. What are your problems? What do you think I'm good at? Just ask them. Yeah. Because you're just like small business owners. Maybe it's this. Maybe it's this or you can just ask people very close to you how you've helped them. And then you ask them what your problems are and you gather all that data and they're just going to come to you. You'll be so clear on this. There won't be a block anymore. Do you mind if I have a four hour call that I was supposed to start four minutes ago? I pushed it back 30 minutes. I really want to make sure we get to Leah before I can stop here. Okay. Hopefully you got some help there though. Open it, man. Okay. Sorry. Thanks for being patient, Liam. No problem. If you have to go right now, you can go. No, I've got some time. Let's do it. Okay. So, yeah, I'm just at the beginning phases. Like, I have my landing page and I worked with a few people before just people that I met in real life. And so now it's just bringing it online. So, I'm working on my VSL. Wonderful. Right now and just like some specific questions about that. But I liked what you said before about like, what should I be asking right now at this point? So, that's my first question. That's a really good question. So, you've helped people in real life, you said? Yeah. Like with the course that I've made online, but they came from meeting them in real life. Oh, cool. Do you have like a YouTube following or like an email list or something like this? I have an Instagram and I use that mostly. How many followers do you have on that? About a thousand. Cool. How many people went through this course that you made online? Three. Cool. Are there results? Yeah. The two people, one person I just ran it like for free and they dropped out. But the two other people like be painful and they got awesome results. Oh, cool. Okay. How much did you charge for it? 3,333. Good for you. Isn't it funny the people that do it for free don't get results and the people that pay do? Yeah. It's a good observation really. Yep. Otherwise, what you say falls on deaf ears sometimes. Yeah. Because they're not committed to themselves. Yeah. Okay. Fantastic. So they paid in full. They both did payment plans. Right. Okay. Got it. Split up over 2, 3, 4, 12, what would it look like? The first one was six months, the second one was seven months. Cool. Do you have testimonials or case studies from them? Yeah, I do. Wonderful. And you haven't filmed your VSL yet? No. Just have like the testimonials on the landing page. Cool. Cool. Is it a lifetime thing? The duration of it is 12 weeks. Oh, but yeah, you get it. Actually, there's something else debating of whether I was going to leave it open for like two more lifetime things. Right. Got it. Okay. Let me think about this. You know how to make like a landing page, basically? Yeah. Cool. You have to build a very simple. Toss of funnel, like very, very simple. So landing page. Don't worry about the copy of this. Like this is just the mechanics of it. Landing page with opt-in. Okay. Like capture email. Make sure you get their email. Very simple landing page. You can find this on YouTube. Like it's very simple to make. Once you move to that, yeah, make a video of VSL. Okay. And it's a 3000, 300, 300, you know, offer, I know what you do. It's not B2B, so it has to be longer. It's B2C. 20 to 30 minute long. That's like your constraints. If it's any longer, then it seems like a webinar. And then you're educating them on things that they need to understand before they say yes to you. If it's any shorter than that, then you're focusing too much on mechanical outcomes, like you're selling to a business owner or something. The call to action should definitely be a calendly link up to your calendar, for sure. You don't even need like a crazy sales process. Once you build all that, then it's just a push to your Instagram. Okay. To that funnel. Okay. Right. So time to make a VSL, basically. Oh. So the VSL is on the very simple landing page. Exactly. But it's they're not going to get access unless they give you your email. So they click on it, like the landing page, click on it, email, first name email, just so you have it, then boom, video. Okay, got it. Yep. 20 to 30 minutes long. I would trust yourself with that video, by the way. I think people get lost when they feel like you have to make a framework. Okay. Yeah, yeah. Make that video. What I would do is I would just make like a very simple landing page, maybe like a rough script or a rough video first, and then post it in the college group, get feedback on it first. Okay. Like what do you guys think about the landing page, where you guys think about the video and me and a couple others will jump in and go change this, change this, change this, but it's almost like a song. It's like, I need a voice memo first before I can like speak into it. You know what I mean? Like, so bring like a rough draft or a voice memo to be like, here's an idea. What do you think? Now we can dive into it. Okay. Yeah. So you'll have a couple of iterations before you sort of have a final product. Okay. Yeah. Yeah. Simple landing page tech, get the whole tech thing set up a VSL 20 to 30 minutes long. You can either bring a script or a rough go at it. Don't spend too much time on it. Just like, here's my rough idea of how it looks. And then don't follow any frameworks at this point. I think that'll confuse, that confuses people, honestly, because you just copy somebody else's style and then it totally loses your voice. And your offer is totally linked to who you are, your voice, like how you communicate things. So I trust yourself with that. Post that in the group, the landing page, the funnel, the VSL, whether it's script or whether it's video, post that. Let's get some feedback first. And then the second version will be your final version. Once you have that, then we'll work on like a campaign to push it to your Instagram following. Okay. And you'll just push everybody there. And the idea is to get another five, seven, 10 people in. Right. So five, that's 15 grand in basically, just like that. Once you validated, you can do that. Now it's like, cool, I've got a working funnel that people can apply anytime. That's awesome. And then two, now I just need to bring more traffic in. And that looks like creating more organic content or going the advertising route if you want to scale it. But that's your journey. It's easier said than done, but it's actually that simple. Okay. Yeah. Does that make sense? Totally. Yeah. I appreciate that a lot. It helps to see it out, laid out. Yeah. There's this great gal who I really respect in the college group. Let's see here. She she's insane. She here we go. I basically convinced her that she needed to make a VSL. She had no idea what a VSL was. She didn't do any of these courses and she made it on YouTube. It's 10 minutes long. You can watch it. She had zero experience making it. I just convinced her, I just sent you the link, I just convinced her that like if you had an offer, people would buy it. You can watch it here to give you an idea. I didn't give her every framework. She got like over 200 applications. Yeah. So she had 200 applications and she messaged me and she's like, great. Now what? I'm like, well, you're going to have to, you're going to have to like, let's see here. Let's see here. Where is it? There we go. Like you're going to have to make something now. So watch this recording and skip to the part where her and I jam. Okay. And you're going to be like, oh, I get it. Oh, yep. Let me see like where I can find it. I basically body, like body slam. I'm like, you got to do this. Let's see. Where is it? It starts right at right on here. Yeah, it's pretty funny. Like what I do. I made a career team at 40, which is scary and fulfilling. I will say my 500 plans best to never make you. Thanks for all your free advice. I'm in a non-tech background. I'm recently interested in information cyber security. I'm going to dive in this world few days and actually learn it starting with Google IT support course. So the purchasing crappy courses from other people because they're not giving it to them. But that's a good course. I'm sure it is. You inspired me to get into cyber security and get my where this is. I have my round two interview next week. Can't thank you enough. In this video, you literally say like, I got people jobs and they haven't even paid me. So I'm basically just like everybody's asking for you to make something, make something. So she saw it. But the conversation starts right around here. I did. Yeah. I started out at 100 and I just tried. So I take what everyone says you're really me angling though. But what you were saying. Sure. And then if you go over it, I don't know. One 46. There we go. 146. 146 in that video. Watch that entire interaction. And you'll be like, I get it now. Yeah. So she's going to make at least $70,000 in the next like eight days guaranteed because of this. And so you'll get, you know, you don't have as big of a following or she's got this awesome YouTube channel, but she's like a couple steps ahead of you. You're starting out on this journey the right way though first, which is actually creating an offer and delivering results first. And then you'll probably be more in her world where you're creating videos and bringing traffic in, but you just got to have a funnel first. Yeah. Yeah, that's it. Oh, awesome. I really appreciate this a lot of clarity. So simple, but it's so simple. Yeah. So did Xander like hook you up with this group, basically? Oh, he's the best. Yeah. Also, just listen to whatever he says to like you've got me, you've got him. That's all you need set up. Yeah. Cool. And then get a rough draft and then post it. I want to see it. Okay, I will do. Cool. Sound good? Thanks a lot for the help. I appreciate it a lot. You got it. Yeah. Thanks for being patient. Wow. Okay, everybody. I'll see you guys next week. Yeah. See you next week. See you guys. Bye. Bye.