Every Question You’ve Ever Had About YouTube Ads Answered

The VSL is only as good as it needs to be to get tested. Okay. All I changed to get it to work wasn't even the vsl, it was the ads. Yeah. Whenever you guys have a question, feel free to go. We'll help each other out.

Yeah, I just had a. Oh, good.

Oh, sorry, I. Yeah, no, I just had a quick question for, for Brian and the community. I know, you know, a lot of us are probably on school. I got a. I moved over my Facebook group, like my public free group over to school. It's called OPM Secrets. And so I've been thinking about, you know, charging because I want to start an mrr and I actually want to compete in school games too, because I, I just like competing. And so I've been thinking about. So there's about 263 people in there right now. I've taken some of my paid course, I've put it in there. Right. Just like the school community teaches. And so I got 263. But I've been thinking about maybe doing a. One weekly call for this group and then charging maybe 97amonth, maybe 199amonth and just starting to start building some reoccurring revenue.

Right.

For just having something like that. So I just wanted your, your take on that. I know, I know that some people say don't do it. I've talked to. What's his name, the guy who's also managing school there. I forgot the guy's name. He works with Alex Hormozi and Sam Ovens.

Who? Sid, the community manager.

No, no, not. Said the other.

Who?

Kirby.

Kirby. Yes, yes. Yeah. Andrew Kirby. Andrew Kirby. So he says, you know what, if you have a high ticket offer, don't charge, like keep your school community free. But I know some other creators, they, they just have it because I said it just usually makes a better, you know, when they do upsell them eventually, like they, they find people that are paying something, they're just, they're better quality. But I'm, I don't want to cannibalize my, my higher ticket offer.

Right.

Where if I'm doing one call a week like this maybe and they have some of my courses, you know, they're like, well, why should I join your higher ticket if I'm kind of getting that value here?

Right.

So, yeah, what, what are your thoughts on that?

Why do you want to do a low ticket recurring right now?

Just to have, have some additional lower ticket, like just some revenue, some mrr, right. Coming in. Because I don't have any of, any of that right now. I just have our high ticket. That that's really it, that that's the main reason too. And, and I mean as time grows like let's say you know 200 turns into 500 to a thousand and it's more so for people that you know, because most people don't buy, right? Most people don't buy. So it would be a place where I can plug them into and just, just like an email list, keep them warm, but then also charge a small mrr.

Yeah, trust me, I get that. I think the question comes back to what's going to give you the highest roi, the quickest and for everything you add to your business there's a focus cost. Right? And like you, you know this working with Sam and Sam, Sam's notorious for this. This is why Sam was always hyper obsessed with like focus and one thing, one thing. And it's true because yes, you could add this free school community or change it to a monthly recurring and that could get you a little bit of mrr. You know how much that would actually result in like a significant amount compared to your high ticket thing. That's to be decided. But if you just got this paid ad system working and you were closing more deals for 6k, at least 3 to 4 or 5 a week. Right. You would be making the money one and I have to worry about this other group that you have to manage and do calls for that are paying you maybe $1,000 a month. Right. And again it's like it's just about, it's not, it's not like the question isn't should you do it? Like yes, you will have to do it eventually if you want to build a long term business in this space and have it for not just a year, two years, but like five, ten years. Like of course, but it's about the focus of when it makes sense. In my opinion, the timing doesn't make sense for you to do it right now and many of us to do it right now, even me, like I would love to convert my free school group to a paid community and downsell it instead of having like a course. But it's like okay to do that and manage that is like a lot. Whereas like the system that's working for us the best is YouTube ads, high ticket offer, you know, like, and then like it's just optimizing that system first to maximize every single piece of that by percentages each step of the way to get the most out of it, which is what most people don't do and as a result they just do a bunch of things and they don't get anything really working. That's a system that's really good. That's really good. So I would say again, like I, I get the recurring thing but if you had the question I would ask myself is if I had a paid ad system that was getting me a consistent 10 to 12 clients per month, paying me 6K plus, you know, would I even want to worry about the recurring at that point? Not at all. That's the.

Yeah, not at all. I wouldn't worry about, I wouldn't care. Yeah, exactly.

So again this, this is already hard enough is what I'm saying. Like this ads, getting, getting one ad to be, to be an ad that gets you consistent leads and calls that can become qualified, that you can close and all those pieces in between is already hard enough. Right. Like that's already hard enough. So to add this other element of down sells and then like recurring and then another call, it's like you only have so much focus on top of the deals too. So it's like I would say yes later, but not until you're, you know, not until you're at a consistent, you know, 100k plus months in my opinion.

Yeah, no, for sure. And that's one of the reasons I've been, I, my wife and I decided to divest some of our real estate because I mean even though it makes money, cash flow, like it diverts my time and I mean I'm in it, I learned it and, but I'm, you know, I'm divesting so I can, I can focus more on prosper path which is, you know, teaching others to do the same. So. And I could, I could put those, that money in ads as well.

Yeah, I come with the same thought process and Brian took me out of it quite hardly earlier on in the journey and it makes sense because I started that as well. So consuming your time and energy, you know, so the commitment you have to make to it is so high, you know, and it makes sense. I had Alex Emoji saying this as well. The other himself saying, look, the quickest way to get rich is find rich people and charge them bigger tickets. And he said even with school problems, still not earning money at a hundred dollars a month because of the infrastructure. So that's what you do when you're hitting the bigger revenues. So ye, Yeah, I was set on that. I like the idea of that reoccurring revenue and, and I'll Start off. And Brian really persuaded me quite hardly to say I think you should pivot from this. And I was like, okay, I'm just going to follow it because what's the point of hiring a mentor and into them and doing what you was already doing? And, and I'm already realized it made sense because I already started it a little bit and I was like, wow, there's a big commitment here and the fall off and what you have to do to keep them engaged.

So yeah, on the churn rate, I have no idea.

Like yeah, like it always sounds good until you actually see the behind the scenes and yeah, churn rate management. And then you're getting paid the same amount you would get paid for a couple, couple high ticket clients anyways. 100.

Yeah, I want to add on to that also because I, I, I was running what you were saying, like having a high ticket with a low ticket thing like you're saying. And I, a big objection I'd get in the calls was, you know what, I'm gonna just, I'm gonna just join your low ticket and see results I get from that. So that's a objection that came up a lot. So that's why I just shut it down as a whole.

That's, that's awesome, man.

Yeah, that's good.

Is that also with like a low ticket, like just digital? Have you got any, did you keep any low ticket digital courses as well or just completely?

I, I was just running a, a low ticket like basically what he said, like one call a week just doing that and people would, I, I hop on sales calls. They're qualified like honestly bro, for the price. I just want to see how I, I go with your lower ticket offer. And then they just do that and hop off the call and I get no sale. So yeah, you could get, you could stack up a little mrr, but that might, that having that offer might talk somebody out of one close. And that one close is going to make you more than that MRR you make every month.

Yeah. And then it just splits your focus on the sales call too because then you're trying to qualify people for this or for that. And it's like you're not getting good at selling that one thing. That's going to, that's going to be the thing that gets you to 100k plus months consistently anyways. So it's like, it's just, it's just again it sounds like a good idea but it's just not for sure.

And it's more of like man, I'M like I'm seeing school games, I'm seeing the leaderboards.

Yeah, it's FOMO. You're. You feel like you're missing out.

Yeah. 50K reoccurring and passive income.

But the biggest guys that are doing, guess what, the biggest guys that are making the most money there, they have the biggest audiences anyways that they built up over the last five, ten years.

Yeah, like humz.

There's no one doing that with like no audience. Everyone that's doing that kind of money has a huge audience already who never made money from that audience. And now they're finally cashing in because they have an easy way to get people to pay a low ticket subscription. It's not. If you don't have an audience, you're not making 40k a month recurring from that I can guarantee you 100%.

Yeah, yeah, for sure.

I have a question for you, Brian. Yeah, it's just about the program mainly. How so? I, you know, I recently joined a week ago. How long should I be spending in the VSL process before we go into recording and scripting ads?

Yeah, I was gonna. Joe, did you say something?

I'm not laughing at you, Ethan.

I'm laughing at me. Go ahead, Brian. How, how would you like to answer that? I'm, I'm all ears. So here's, here's the reality, right? The expectation for the vsl. There's. I've, I've learned now how to teach the VSL and this is a training that I will be releasing next week because the VSL is only as good as it needs to be to get tested. Okay. So for example, I've tested three VSLs in the last five months, six months for this offer that you guys are currently in. Spent $100,013. $113,000 on the 3rd versus or basically the majority being on the 3rd vsl. All I. And it's working, but it wasn't working before. Now all I changed to get it to work wasn't even the vsl, it was the ads. So what I share that with you to say that like, okay, I've tested three VSLs, right? And now it's finally working on the third variation. But it didn't work because I, the, the third VSL was better. It worked because the ads on the front end were better. So what I'm saying is you just need to get a, you just need to get a, A or Control VSL. That's five, 10, maybe 15 minutes max. That just simply follows a framework that we give you in the program. And then maybe seven, seven to 10 days to produce it in terms of writing it, filming it, editing it, and then having it ready to run. Right. That way you're not obsessing over it. Because we're all. We can always get in our own head of. It's not perfect. It's not perfect. It's not perfect. The reality is it's never going to be perfect. We just got to see what the conversion rate is after we've launched the ads and where the bottleneck needs to be optimized. Next. Yeah, a good rule of thumb is like, you know, I always reference my good friend Cole Gordon, who's. Who's notorious for telling people this, and I always love to use his story because now I'm on that same trajectory. But for him, he tested six versus cells, and then the sixth one finally was the one that took him to a million a month. So get the first one up. Let's see how it performs in terms of conversion rates, and then if we need to redo it, we will. It's just, this is the testing process. It's not always going to work after the first time. So seven to ten days is. Is really all you need. And I think right now, your second review with Israel, so you should be fine.

Yeah. Yeah. I just started the reviews, and he's been critiquing me very well. So I was just wondering how much time I should spend on. Or on that till he even accepts it. Because I can't make the VSL until he accepts it.

Right. Well. Well, yeah, we. You want us to approve it first? You have the best chance of possibility. Okay. Success.

Okay. That's what I'm just trying to do right now because, I mean, I have no client acquisition stuff going on right now because my Instagram ads got shut down. So I'm just trying to get everything going, you know, as soon as possible.

Did your. Your Instagram got banned.

The account isn't, but the ads are. Yeah, it sucks because they just raised my ad spend. Like, I. I like the week they raised my ad spend. I was like, but I can start doing a thousand dollars a day. Start doing that. And they got banned like three days after.

You should talk to. Hold on, let me just. Someone. Someone happened. I think Ali had this happen to him as well inside the program. His. His Instagram got. His Instagram ads got banned or something. Yeah. Here, I'm gonna send this. This post to you inside the community. If any of you ever run into issues with Facebook ads getting banned, you should just read this post in the community and, and dm, this guy on Telegram, he helped me get my Facebook ads account unbanned and my ads approved and everything. I just paid him. And you just got to pay him. Honestly. Works for Facebook, but he doesn't tell you that, nor will he ever say that, but you just pay him and he get. So we got banned because we were literally throwing stones at Facebook ads because we do YouTube ads. And so they banned everything. They banned my business manager, they banned my ads account. They banned my, My. My page. And I was like, okay, I'm gonna be able to run Facebook ads. Well, I just paid him. Like, I think it was like 2 or 3k or something. I don't know what. What the purpose of anymore. And then he got it lifted within, like, 72 hours. It was. It was really sick. But, but, but to. Until that works, dude, what I would be doing for you is I would be going hard on your organic content and your email list. So, like, you know, ads will. Ads will work to get you leads and calls, but it can never supplement organic. So you always want to continue that organic presence as well. So, so what are you doing for organic?

Yeah, so I'm doing about three YouTube videos a week right now. I just hired an editor, so I'm doing one vlog because I, I, I'm traveling pretty often, so I make sure to record a vlog in each country I go to. So that, that's just meant for warming up the audience, not really getting any sales or anything. And then I have two videos per week for, like, value.

Gotcha. Yeah. Okay. Yeah. Well, then making sure. Just making sure you're. You're keeping that, that, that consistent, and then just making offers is. Is the big thing. So. Yeah. Okay.

Sounds good. Sweet. Thank you.

Yo, Brian. How you been? So I'll, I'll go quick because I don't really have too many questions, but I was just wondering because the last couple weeks for our business, things have been really slow, and I'm not sure if it's a lull because of, like, the season or if, like, there's offer fatigue or things like that, because everything else is the same, but the revenue has, like, basically, like, zeroed. And I could show you the numbers.

Sure.

But I'm just wondering, like, why. And I can show you the data and everything, but. Yeah.

Yes. Well, have you done anything different?

No, everything's the same. Like, we're still. We're still running our organic the same. We introduced the ads as well. We're still getting the same amount of opt ins, the same amount of views on the vsl, the same amount of people getting to, like this, the sales, the checkout page, Everything is the same. It's just revenue has dipped.

Okay. Yeah. Can you show me the data?

Yeah.

And this is all just like basically from organic right now still, right?

It's all still organic.

Yeah, yeah.

Libido where you could see this.

I can see your screen. Yeah, I'm just.

Okay, just get it up. So the dip started somewhere here in Bay. Like you can see this is our last. Last 11 days or. Yeah, the data from the 11th to this to the 16th till today is like, I think we've had two sales with three sales.

Okay, so bas, you're basing the dip off of since May 2nd, is that correct?

Yeah, like this highlighted area here.

Well, let me ask you this. Last May, what. What. What was compared to last May. May 2023. Like where. Where would your sales be in May of.

Yeah, so that's the thing. May 2023, we weren't running the same offer and we weren't running like it was like a whole diff. We had like at this point now we have like 300,000 more followers and then we were running like a $47 offer, so. But things weren't doing well in May 2023 either.

Yeah, I mean, I don't know if I probably need to dive deeper into this, but it just seems like it. It's not a huge issue yet. Right. Because it's been, what is it, 16 days in May so far? You're still getting days where you're getting a thousand plus in terms of sales. I can see right here, like on May 6th, it seems. And then May 10th.

Yeah, yeah.

So there have been a few sales where. There have been a few days where you're just making like one or two sales. But yeah, I don't know if it's enough to say, oh, like, you know, what should we do yet? Okay, let me ask you this. Like, what's the cadence right now of making these offers? So, you know, have you. Are you still posting the consistent amount of YouTube videos? Are you still emailing the list every single day? Or what are you doing?

Yeah, so we're still. So it's twice a day on our main Instagram page, once a day on our backup, and then three times a day on our other account. That's still the same. Our YouTube has. It's been once a week. That has. It's been like on and off. But that wasn't really a big revenue driver before. And then emails are being sent out as well. So that's why I'm kind of stumped because everything is the same in terms of, like, our sales process, our output, everything. It's just a dip in revenue. And you can see here, like.

Yeah, go ahead.

In. In April, we were doing like, maybe like a thousand a day on average.

Okay. And then so far, how much you're trending for May so far on day per average. Let's just look at the sum. Sorry, go to May from May 1st to where you're at now. What are you tracking to be. So let's see. Go. Yeah, do this. Do the sum calculation refers to the 11th is as you're doing about. Yeah, I get a big on track to do about half of that. I mean, it's not. Well, let's look at what you can do. Right. So. Yeah, I mean, you know, maybe it's a seasonal thing. You said last year the offers were different in May was also slower. Maybe it's a seasonality thing. I don't know. I mean, is. Is it that? Maybe. But.

Do you think it's because people just pay taxes and they're like, a little stressed. Stressed out about their funds?

Maybe because our audience is kids. Right. So.

Okay.

Yeah, they're kids that are trying to get into a professional soccer team.

Yeah. So, like around this time, the season, the football seat. Like this, the football season is starting to end in a lot of places. So that's something that I was thinking because we had a similar. A similar. A similar law and sales during spring.

Break.

Like around this time here in March.

Interesting.

But yeah, I would. I would just keep track of this Sabas and I would say, okay, in spring and the start of summer, it seems like there's a little bit of a lull. But here's how I would attack this. I would use it to my advantage and I would use it as an angle to test in my marketing. Because if you're saying that football season's ending and maybe there's less urgency to do this because there's no chance. I mean, there's. There's no reason to get better because there's no chance they can try out and. And join a team. Right. I would say that's what I would be using in my messaging to create urgency and scarcity and say now's the time where most people who get signed by a professional academy are taking their training seriously. When football season's over, when everyone else is done for the season. And they're just going to go relax and do vacation. This is how I was able to, you know, boom, boom, boom. Success story, case study. Case study of clients and success stories of students who've also done this. And I would just blast your list with that message to get the sales back up in spring and May, if that's the case. Right. I would turn it into the. To a positive. So that way it's just sustainable and more consistent all throughout those slower seasons. If it's a slower season, but I don't know if it is. It just seems like it's. Yeah, it's a little bit of a lesser start, but, you know, if June comes around and you're having better results, it could just be a. A month. You know, everyone. Everyone has bad months in business.

Gotcha. Okay. So no need to stress that.

Well, I mean, dude, it's like businesses, you know, it's. It's not. It's not a moonshot every single, like, you know, like, it's. It's gonna be. It's gonna be regressions. So I don't think every month is. You know, people can say I'm doing consistent 30k months or whatever, but it's like, well, when you look at the revenue, it's really not consistent 30k months most of the time. When you look in the data, it's never usually that. Right. So I would say the one thing you can control, though, is I would use that as an angle in my marketing to get the list and my audience primed to be able to buy this now instead of. Instead of waiting on it. If it's a true seasonal thing, that's how I would attack it. And then test it. Right. See what the sales turn out to be as you start flipping the script on it.

I see. Gotcha. Okay.

How often are you emailing your list?

Tuesday, Thursday, three times a week.

How many of you guys email your list daily? Does anyone email their list daily? No.

I'm lucky if it's twice a week.

I was doing daily. I'm stuck in writing 300 emails a month for clients right now.

Yeah. There's one thing I can say definitively, and this is also, I want to almost hold us all accountable to doing this because since I had my little. Thankfully, my skin's all cleared up now, which is really good because I've been by the beach. But we should all just email our list daily. Like there's. You just need more money. Like, I, I've. I've tested this since the beginning of January and We had our best months in February, March, and, and April. As a result, like, I'm just emailing consistent daily. So, like, what are you.

What are you emailing them?

Like, yeah, I'm going to create a training on it. That's the thing. I know. That's the. That's the question. What do I email them? What should I say? And so let me just create a training on it, because I have it all on ClickUp and I have the frameworks for you guys. But it's. It's very simple. It's just. Well, I'll. I'll. What if we did this? What if next collab call, I just walk you through how to do that daily and I just make it a training? Would that be. Would that be interesting to you guys?

I'd be down.

Yeah, for sure. Okay.

I don't know if others think like this. I just feel like if. If I'm emailing my list daily, they're just gonna, like, start unsubscribing.

Right.

Like, man, I'm getting bombarded with emails. Or is that the case? Or is that just in my mind, my head?

I mean. Yes, but they probably wouldn't be buying from you anyways. And I. I've only seen it help. And I, again, I learned this from. From Cole Gordon, who's like, we email. We. We had that same belief of, like, three emails per week. And then when we started emailing our list daily, we just made more money. So, like, it depends on what your goal is. Right. Obviously, you don't want to tap the list every day. I'm not saying emailing them and saying buy now every single day. Right. Like, it's not gonna work. But the way you. You cadence the emails, the way I've done it and the way I learned it as well is like, you make them valuable, and then you have two soft CTAs throughout the week, two hard CTAs throughout the week, and then two just straight value posts without any CTAs, and then the other one's more of a free flow, which I'll talk about in the next call. So it's not every single day. Pitch, pitch, pitch, pitch, pitch, pitch. Oh, this guy. I'm off. No, it's like, oh, oh. He's actually a cool guy. He's telling me more about his life, so I'm getting to learn more about him. And this is what nurtures the people and moves them from the buyer's journey. Because again, we have to remember, right, like, the marketing is not everyone's going to buy Today, it's, It's. It's. People are gonna buy, like, when they're ready to buy. And so the buyer's journey is. Let me just show you buyer's triangle. Just to go back to how we move people through this, for example. So if I pull this up and I show you guys how this works, this is why emails on a daily basis will help out of the market that you're serving to, especially from ads. When you run cold ads, right, paid traffic ads, there's gonna be 3% of people, meaning 3 out of 100 leads, who are ready to buy right now that you get on the phone with if they book a call. And you might close one of those three, right? Because out of 100 leads, you know, let's say however many book a call out of the three that are actually interested and ready to buy right now, you close one. But then there's 7% of people that are like, open to buying to it. And you got to, you know, do the sales process, make sure they're good to go. But the whole point of daily emails and content is to move people who are. They're not really thinking about it. So open to buying it, and then from open to buying it to buying now. So the daily emails are just moving people from here to here to here. But as you saw in my HubSpot, right, like our average deal flow, I go back to deals here is, for example, like, you know, 15k. Right? Like 15k, sorry, 93. 93 days. Which means that I know that on average it takes about 90 days for us to close people who come in as a lead right here, move them to here, and then move them here. So my daily emails are just making sure that I can move them from here to here as quick as possible. And then again, I'm also sending them valuable content, like my YouTube videos, where I'm actually teaching them something. And then they're consuming more content from me in video format, which then gets them more warmed up to buy. So I would almost want to challenge us to do daily emails as a. As a community and see how much more money we can squeeze from our list. Because there's going to be a lot of people that are here that you can move here and here faster. Does that make sense? Yeah.

Well, you know what they say, like, obscurity is the bane of any business. And not emailing daily leaves you in obscurity because they get a flood of emails anyways. And you can even look at your open rate and go like, okay, I'm only getting 20% to open anyways.

Yeah.

So one out of five are really either maybe not even see like the, the four out of five who open that up, like, are not maybe not even seeing that email, you know, so it's like you email three times a week and it's like, you do the math and you're like, okay, if I hit seven times a week, I'm almost guaranteed to add that one out of five to get all five people to open up by the end of the week. At least one email. So you're not. And any email you send anyways, like the very nature of it, you're always going to get an unsubscribe. You, you, like, you look at your unsubscribe rate. You always have an unsubscribe rate for every email you send. But that's the whole purpose of continuing to have your pipeline being filled up all the time. You're just making sure that your pipeline is being filled up faster than your email list is being, you know, deleted. And we're all, we're all here and we pay Brian, you know, and Brian emails us every day.

Yeah, but I got to get back to it. So now I want to, I want to challenge us to do it together as a community. Because, yeah, like we just said, you, when you die as a business is when you don't get new leads in. Right. So you need new leads. But then the problem is only 3% of those people are ready to buy right now, which means you have to sell the other 7% who are open to buying now, but you got to sell them and you got to move the other 30 who are, you know, not really interested, not really ready to buy. But you can convince them with emails, content and nurturing, which means email marketing daily is just going to help that. And then YouTube videos, which is going to get them to know I can trust you faster and then obviously hop on a sales call with you. All of these things create the system to be a profitable hate ads, you know, acquisition for your business to grow past seven figure months.

So how do you best replenish your email list? I must admit, one of the things that's put me off a little bit with emails in the past is the open rate. I think, well, if I spend this amount of time creating a reel, for example, I'm going to get so much more of a reach and a response rate in comparison to writing the emails, is to start returning my time invested, but to keep on replenishing the email list. What, what what do you do with that? Is it just straight lead magnets, like without offers and just trying to bring them in? Like, how regular should you be doing that organically as well, kind of thing?

Yeah, good question. So, well, ads. Ads are going to be the quickest way to grow your list because you're paying for leads. Right. And then besides that, all of us have organic presence in some capacity. My lead magnet was my free school community. When someone joins the free school community, they get added to our list. And the school community offer obviously operates as like an email list because you can blast them there too. But it really just whatever you have, like, you can have a free lead magnet, you can have whatever that is. But yeah, you always want to be feeding more people into the list. So for you, Harvey, you know, you could give them a free resource in a way, but I would, I would, I would just say, I don't know if that's. I don't know if you need to replenish it. I would bet your everyone's highest ROI activity right here is not adding more people by like doing some lead magnet stuff. It would just be emailing it consistently more and, and just building a relationship with these people to move them through the buyer's journey faster. I think that's the biggest thing that most people struggle with from what I've seen, because I, I was struggling with this myself. And when I started doing daily email, I saw the benefits over 90 days of just, boom, just record, record month, record month. Right? But then ads are the quickest way to replenish your email list and feed new leads in there and walk them through that buyer's journey. So spending money on ads as opposed to, like, you know, creating a lead magnet, if your content strategy allows you to do one of those, you know, CTAs to get them on your list per week, for sure. But all I want is, all I'm communicating is like, as opposed to getting new leads on which ads are going to help you do, let's just focus on emailing the list consistently first. So that way when someone comes on right after they go through the autoresponders, they get on the main email list and now you're just hitting them daily. And then it's like, man, yeah, your.

Emails, are you taking some of those emails and sharing those, like, that same content in your free school group?

I, I literally repurpose everything from my email list. Yeah, yeah. So I don't write more than one thing for each platform. I write one thing and then repurpose it on Every platform.

Like, like your email, you'll repurpose it where, like on school, where else?

Yep, I'll purpose on school. I'll purpose it on my YouTube community page if I have a YouTube channel. Right, okay. So like, yeah, I'll, I'll just try.

To remember last year we had a training on this.

Yep, I had a training on this somewhere.

Yeah, it was really helpful and like very eye opening to be like, oh, just one piece of content works for everything.

Yeah, personal branding blitz. Yeah, it's this, it was, it was the personal branding blitz, basically, like how you write one email and then you per. You, you repurpose it across every platform. And I created this little Google Doc. Yeah, basically one piece of content and you redistribute it across social media. So if I show you guys what this looks like, this was, let's see here. Yeah, I write my email, I, I publish it on my Facebook profile, I make a Twitter thread about it, I post it as an Instagram post and then I post it on my YouTube organic community post right here. So I'm hitting it everywhere on every social media, but it just takes me one hour a day because I'm writing for 30 minutes, basically publishing it for 30 minutes on all these platforms. And then you can get a VA to do that too as you, as you grow it. But like you shouldn't automate it or delegate it until you can get it done manually yourself first. And that, that makes it really easy for everyone here because everyone has all these other platforms. And like the biggest thing that I see people struggling with, including myself, was what do I write for all these platforms? That's not the question. The question is how do I scale the one thing that I write on all these platforms, which is one piece that creates a bunch of content.

I've been doing it slightly in reverse to that just to share with other people because I'm not great at writing dyslexic. So sitting down writing is a very difficult thing. I'm not full on dyslexic where I can't read anything or spell anything. But it's not my best form of communication. But I've been creating rules, reels, creating. Sitting in front of a camera and speaking is easy for me. So I've been taking my reels and I've been putting them in, I've been transcribing them and putting them into then chat GDP to make like blogs, emails and stuff of it. And it, it don't spit out perfectly, but it spits it out good enough for you to just. To tweak it a little bit with the right prompting to tweak a little bit. And then I'm finding that's where we're getting our emails and all that stuff off it for. So I'm doing the same sort of thing, creating one piece of content but then using like Chat GTP to then rewrite that for all the different platforms.

Yeah, yeah. Again, like, the goal of this is just to squeeze more out of your current list, but you do have to be feeding with new people. But the ads are what's going to allow you to do that faster. Right? Like, ads are what feeds your list to grow more email marketing, but I'll do a training on that next week.

I was wondering if any of you guys have had this issue with Stripe. I'm gonna share my screen again where like, they just block a whole bunch of payments.

Holy.

So, like, this is the same person a few times, but like, over the last, like just in May, we've had like over a hundred thousand dollars blocked.

Oh my God.

What the. Have you thought about. Have you heard of the payment processor Easy Pay?

No. We just like links. It just integrates with everything.

I just put out a post on Stripe being like. Don't you straight.

Yeah. Easy Pay is a different payment processor. It's. It's an actual legit one. Like, you have to send in a whole bunch of stuff by your business. Takes about like one, two weeks to get approved. But they're a way better payment processor. And you could send payment links as well.

Is it. Is it just basically like Stripe, Just a different.

Exactly. Yeah, but they're like a legit one. They're not gonna have all these issues Stripe has. And then I forgot which big guru it was. Might have been Jeremy Miner, but they left Stripe and then went to Easy Pay and like made a whole testimonial about it. Just look it up on Google. EasyPay, I think Easy Pay or Easy Pay Direct. And then you can watch like, videos.

Yeah.

What's their processing fee?

Same as Stripe.

Yeah, thanks. Yeah, because that was another thing that I think contributed to the, to the drop in revenue, but they just came out of nowhere. Like all these block payments, bro, you.

Fixed that one issue, bro. You're at your. Your business makes a hundred thousand dollars. So, like that. That's the thing you should focus on for sure. You didn't mention that earlier. No.

Yeah. I mean, it just slipped my mind for some reason.

Yeah. You fixed that one thing. You'd probably be in a better position because that, that guy's trying to pay you money and it's just not letting him. So, yeah, easy. It's inevitable. People have to switch from stripe. We haven't had to. We're good. We're probably going to in the future. We've never had issues like this, but it's, it's, it's when you scale your business, you're gonna have to go from stripe to easy to pay direct.

Gotcha.

I have a local payment processor here in Florida that's really good. They pretty much focus on the high ticket space and coaching and stuff like that.

That's sick.

That I can connect y' all with.

Yeah, I'll, I'll message you on school.

Perfect. Cool. By the way, Harvey and everyone here, honestly. So I want to show you guys what we're building and what we just built out for you guys so you guys can see how you can keep track of your sales calls better, especially when they're coming in from leads. So can you guys see my screen? Yeah. So we just made the sales tracking template. Okay. So this is essentially how I'm going to recommend each and every one of you keep track of the opt ins that you get from your ads. Okay. You, it's very simple. You use it with opt in date, which should automatically be ported in once you set up. Zapier, their name that's going to be ported in here, their email, their phone number, if you've dialed them, meaning you've actually outbound dialed them to get them on a call once they've opted in. Right. And then the outcome, if you've booked them as a, as a strategy call, if they were unqualified, if you're going to put them in your, your CRM to nurture them, or if they're not interested. This is all like the leads, right? Leads that are coming in. And then we have this call tracker here where these are where you're going to log your calls. Like the actual calls that you have on your calendar. And you're going to log them with if they've showed up, if they no showed, if they rescheduled, canceled. Right. If they're qualified or unqualified. And if you won them as a client or they lost them as a client. Right. If you didn't close them, the revenue you got and the cash you collected, plus the call recording link and the call reflection here. This way, every single call you have with the leads is tracked and there's all call recordings here. This is like fabric, for example, which I recommend getting, and then you can have notes of each call. And this allows us as a community to be able to, you know, and me and my team to be able to review your calls better. Because, you know, the biggest thing that everyone is running into right now that they're, they're saying is like lead quality, lead quality, leave quality. Well, the reality is, is it's just colder leads that they're not used to closing from warm trout like everyone's used to closing warm leads that are lay downs. Right. Holds a little bit of a different story. So like I was reviewing another person's calls the other week and I was just like, it just, it just wasn't, wasn't a good sales call. So this is how we're going to be able to review your sales calls and how you're going to be able to review your sales calls or get them reviewed, because they're all right here, right? So you're going to log all these calls right here. It's going to automatically port all this information into this KPI monthly tracker, which is going to show you how many calls you had, how many sales you made, how much revenue you made, how much cash you collected, what the revenue per call is, meaning every single time you take a call, how much revenue you make, how much cash you make per call. So that way when you take a call, you know, each call is worth this much to your business, what your close ratio is, what your shows, reschedules, canceled, all that stuff, all the percentages, all of this is like basically automatically, you know, calculated for you and then what your true ROI is going to be too. So like this way you have one sheet that you can use for your sales tracking. Okay. And then we also have, I think, Harvey, you were asking this earlier, the, the objections and rebuttals, right? Where we, where you can easily put here like whatever the objection was for that person. It's like, I want to talk to my spouse first before making a decision. And then what's the rebuttal you put? And then what would you score that rebuttal at a scale of 1 to 10? Like 1 being the shittiest rebuttal you could have ever said. And like you messed up that deal. And then 10 being like, oh no, this was a, this was a ninja ninja rebuttal here. And then you could put a better answer, A better answer would have been blah, blah, blah, right? That way it helps you on the sales to handle these objections better get better with your rebuttals and then any questions that they're asking you on the calls too. What happens if this doesn't work? You know, how much do I have to spend on my budget? Yada, yada, yada, same thing. And then, yeah, I think that last thing is like the expenses here. So like, for example, how much you're spending on ads and then what your tech stack is. For example, if you, if you use HubSpot, you know, you know, if you use HubSpot, if you use hyros, whatever your tech stack costs you plus adspin. And then it obviously calculates your, your true ROI right here from the calls you take to show you what your ROI is. Does it make sense?

Will this replace, I think the tracking sheet that I got from like WeTube?

No. So the funnel, the funnel tracking sheet is marketing. That's where you put your marketing data. Because again, you need a marketing tracking sheet because marketing is different than sales. Marketing is telling you how much it's costing you to get a lead in a call, and then this is telling you how much it's costing you or how much money you're making from the calls you're taking and if those calls are actually qualified or if they're answering or if they're not. And then you know what, the call recordings are here so we can review them and see where the bottleneck is for you. Because this is going to allow us to be able to truly, like, audit your sales process and see. Okay, well, dude, all these leads are coming in. You're not even calling them. All right. It's like, well, that's step one. Make sure you call the leads as soon as possible. And then after you've done that, you know, make sure you're taking the calls and you're recording the calls and how you feel on the calls. And that's going to show you what these numbers are. So the marketing one's going to be separate. Man GT Just to answer your question, you're going to have two sheets, two sheets that are going to help you with scaling your business. Your funnel tracking sheet and your sales tracking sheet. We try to make this one as easy as possible. For everything to be in one place.

This should be done basically daily, like daily. Manually.

Well, no. Yes. You don't, you can, you can do this manually to start, but we're putting a training together that's going to be literally done next week inside the community, inside the classroom that's going to show you how to, how to automate this part right here for the leads. But this call tracking sheet will have to be done manually. And it should be done manually because especially have you have as you have a sales team, right, like after you get off the calls, once you've done this pro yourself and you've proven you can get off the calls, you're going to want to have them do this so you can keep track of their calls. Does that make sense? Yeah. Cool. So I just wanted to show you guys that because this is something we're working on because of all the issues we've seen everyone running into with like quality, it's like, okay, well here's how we're going to audit that and help you guys with that. So it's going to be pretty sick. I'll share this with you guys next week as well once I'm done filming the training on it.

Hey Brian, quick question. So what do you guys typically. What levers are you typically pulling? I guess I'm assuming in the ads to like deal with financially unqualified people.

Talk to me. What's happening in the business that's making you ask this question?

Yeah, So I mean YouTube, so this is. We're running multiple channels, but YouTube Ads is one of them obviously. Um, and the, the. We're getting a decent number of calls.

Right.

But a lot of them were, a lot of them are ending up being canceled just because like, like 20%, 25% are being canceled because they just, they say they don't have the money. And then after the get on the call we found out more of them don't have the money.

Right.

Obviously it's a higher ticket program. It's a biz op program. Right. But I'm just curious like what have you typically tweaked in the past for. For this stuff?

Yeah, well, with what is. What are the. Do you have any metrics to pull up right now just so I can see what your kind of rates are like in terms of show up rates, qualified rates like any data we can go off of.

So here we have our. Let me pull it over here. YouTube ads. 24 cancel rate. And we're just getting, we're just make. Which is just a very low offer rate, right? 40%, 20 close rates. All right. So like a lot. We're not making a lot of offers compared to other platforms because we. One we have. Because with like Instagram, right we, we have a. What do you call it, we have like the pre qualifying in the DM setting but YouTube ad, it's like just you know, whatever they say in the application. So we're not able to Facebook ads.

Operates 84%, but YouTube's 40% right now.

Yeah, yeah. And the cancel rates as well. Zero where it's 24 on YouTube ads. Now we are making tweaks in the ads and vsl. Like there's a lot, a lot of work to do there. I'm just curious like if there's anything specific like maybe in the ad messaging or in the application that you'd like tweak to fix this.

Yeah, well, let's look at that. So you spent 3,400. You've closed. You've made four offers. You've closed two of them. You've collected 6k in cash. So your cash is almost 2x and your gross is 4,000. That's still pretty good to start, even with the. Yeah, yeah. The offer rate, huh? Yeah, that's low.

Now this is just a. I'm actually not sure. Let me look the previous months, right. Just to see where we're at. I don't have offering from the previous months because I just came in and set up this tracking. So I actually don't know. But like, I mean, April 35 cancel rate, right? 32 calls taken, eight closes. That's not too bad actually. So I don't, I don't actually know the metrics before May, unfortunately. So I don't know if this is like a blip, like a bad month or something. But I mean, last. Actually last month we didn't make. I don't think we even made any sales with YouTube ads. Sorry, I wasn't even looking at the full. I wasn't looking at YouTube ads. Yeah, we didn't make any sales in March, mid, couple last month. So.

Okay, so this is for May so far. Yeah. Yeah. Okay. Yeah.

Just. Yeah, this box here is me.

Well, there's a few things you can do, but I mean, what have you tried already?

I'll be honest. Like, I've. I've just been mostly swinging at his Instagram at. At the Instagram side of things. YouTube has. I'm starting to look into YouTube a little bit because we've had outside help come in right with and like just come in for like the BSL. We're starting to look at the YouTube ads, but I'm just curious if there's any like just kind of quick wins. I could, I could pull. Pull from this call.

But.

But so we haven't tried a whole lot. I'll say. I'll be honest because I just kind of came in a couple months ago, didn't touch YouTube beds.

So here's here's what I've learned and again, I've learned this. So this is, this is a few things you could try, but it's all, it's all related to the sales side first. So. Right. Like if the offer rate's below 80, it's worth looking into. So like, you know, number one, the closer is afraid to roll the wrong people or be aggressive with people who are financially struggling, struggling. And this could be it. Right, because you're selling B2C, it's Biz Op. So like most of these people, they're looking to make money because they don't have much money. Right. So he, he just might be gun shy. That could be the thing. You gotta, you gotta review. Number two, the closer doesn't actually know who's qualified and like who, who, who is qualified? Right. So you might be over disqualifying on the sales calls or you might be canceling them if they look like they're, you know, they, they're not going to be a good fit. So that could be another thing. The other thing is just he's not offering to people that are financially struggling or tough prospects to maintain, you know, their good close ratio, which is something that it seems like this business is, you know, pretty sophisticated if you're running YouTube ads and Facebook ads at the same time, plus doing Instagram. But yeah, he might just not want to be offering it to make his numbers look bad as well. So the solution here would be to manage coach and obviously lead them better from the sales side of which. I don't know if that's your job or not, but I would look into that more.

Yeah, so the, I don't think the off rate is low necessarily in terms of like they're, they're not. So I mean that's one thing we've been working on. We are pitching more often now, but I think it's, it's. I think we are kind of a little too aggressive with the cancels because we, I mean recently we actually just closed a guy who said he had no money, but they called him or texted him, got him on a call and closed him. So I think that says a lot about like problem with that process. We're, I still need to fix that. But like they're using like the calendly routing right now to, to qualify leads and it's like, it's very automated. It's not a lot of like, it's very hard to.

There's no application or anything before.

No, no, the county routing, it's Like, I don't know if you've used it for any clients, but like, it's.

Yeah, we use things that are. Yeah, yeah.

What do you like, do you mind going into like, pros and cons of that and like, why you switch? Like, what was the biggest?

Well, yeah, I mean, it's just. You're just adding more friction. Right. You add an application from Typeform before routing's a lot easier. You can use logic to just automatically, you know, not get people that are doing less than 10k out. So it just adds more friction, basically is the easiest answer. But what you guys are currently doing right now is optimizing for calls. You just want to get more calls. So you're gonna have to. Have to manually cancel all those calls unless you take all those calls. But the problem, that's. That's like you do calendly with routing. Using calendly, if you have like a volume issue, like, you don't. You don't have any volume. You just go right to call.

There was a problem in the past where there were. There's like, I think a couple of guys who basically just botted like the, the calendly. So they had to set up the routing. Like he just basically set up a spam.

Oh yeah. Someone was just. You guys, basically. Yeah. Yes. Yeah. Well, yeah. I mean, do you. You would want. So what you could do from the marketing side is like, you know, with, with B2C, it's just, I mean, here's the thing. You're still doing a really good cash. You just need to get it to like a more of a 3x. But the way you get it more throughput with qualified is you would want to add a little bit more friction potentially. But at the same time, like, you're not spending much on YouTube ads for the month. Like if this way, if you've spent 15k and your. Your numbers are still the same, that would be pretty, pretty interesting. But 3k to get a 2x, it's like, okay, I would want to see if those numbers stick after another 9k.

So yeah, it was. So we spent 9k last month, 14k the month before, but we, we toned it down because there's a shitty closer. But we switched it, switched him out. And the monthly put 14k to zero sales. But that's because of the back closer.

So now the new composer is in and he's close to.

Yeah, he's. He's great. Like, he's still learning.

Like. Oh, that would. See, that's the thing. Yeah, I don't even know if, I don't even know if it's a problem. Like the closer was closing and then if you spent and he's closing now and you're, you're cash positive. So like, I think the problem though.

Is like there's a huge difference between like, because all closes are from like 80% of the closes so far from Instagram. Like there's clear quality discrepancy between the two. Obviously we're nurturing them more with Instagram. Right. And DMS and stuff. But like, I'm just, I'm just curious, like, is this just a. Nate, is this just how, how it is when you run cold ads? You just got to deal with the, the less pretty numbers?

Well, again, I, it's yes for B2C. But also, I mean you're, you're. I think it was just the sales issue. Like if you got this other guy in and he's now closing, the other guy wasn't like, the other guy just probably wasn't good. And now this guy's good and he's coming in, he's just closing. And so like, is it a marketing issue? I don't think so. I mean it seems like you're getting enough volume, right. Like you could add type form and an application. I think that could be, could be useful for you longer term for the business to add a little bit more friction and have that do the routing for you and then just go to schedule once or calendly like we do. That could help. But I truly feel like it was just a closing issue. And usually that's always it. It's just a sales issue. It's never usually marketing.

Yeah. So yeah.

Yeah. If you want more people, like steps, it's like, okay, what I would do if this was me, I would say, well, look, last three months we spent this much on YouTube. The results were pretty pissed poor because the last guy we had was just not good. This guy better. He's closing. He's closed already two of them. Let's give him some more at bats. Let's scale up a little bit on YouTube and see if the results are still the same and then start optimizing that. Right. So again, how can you start making these small tweaks? Maybe it's, you know, it's not being shy about canceling these people if they. Because people lie all the time on applications. Like I guarantee you, we have a bunch of people just sitting in Our less than 10k a month application routing that are just lying and they actually have money and just, just fishing for those deals. But if it was me, I don't even think it's enough spend to say it's not working. The last closer it wasn't, but now it's like this guy just needs more calls. And I. And YouTube is and can be a better qualified source for, for traffic if you, if you have the right closer. But if he's just not going to close, doesn't matter. Yeah.

So just basically reopen the flow a little bit.

Right.

Don't be too strict on the cancels. Make more offers and see what happens.

Yeah. And then I would say, look, and this is going to be a test, right? This is going to be a test. We're going to test this. We're going to see if the closer. If it was really a closing issue. If it is, that's great because now we can spend more on YouTube that can supplement Facebook and then we can start slowly dialing in the YouTube optimization process next. But you would eventually want to have some friction. Yeah. So you would want to have the application at scale.

Gotcha.

Cool.

I have a question. Yep. What are your thoughts on like, on the calendly form where you ask questions, what are your thoughts of just like a straight up question saying, do you have like. So for my offer, I'm thinking of making the price 5,800. So one of the questions could be like, do you have at least 5k saved up in the bank? Is that too straightforward?

I think people are just gonna lie and they're also gonna probably like, yeah, I mean, you could ask that. Actually, we have, we have questions for you guys to ask this. Hold on, let me just pull this up for you guys. Oh, perfect. Yeah. Let me just give you guys what we, what we, what we do here. So in the VSL funnel and set up an automation training, there is this document. So we have example questions here. Let me just send this to you. This is inside the VSL and funnel setup automation training, by the way. So let me just. Oh, perfect. Copy this. If you go to example questions. So this is for, you know, like.

That'S B2C or B2B that.

Then we have B2C. No, we have B to C right here. This is B to C. Okay. B to B is just like these extra two ones over here. So B2C would be like. Yeah. Where do you want to be 612 months from now? What best describes your goal? Like, if you're accepted to work with us, how soon can you get started? You know, it's. It's it's. This can help you, but I would read through this and see how you. How it compares right now. Again, I don't know if most of your guys's problems is an application issue more than it is a sales issue. So the last thing I want you guys to do is come here and change all your application questions and say, oh, it has to be this strict. Because the reality is most of the time it's just pushing harder on the sales to get people that might not be as qualified over the. Over the hump to invest in themselves, especially if they're B2C. Right. Just like it in B2B sometimes too. Like the thing, the thing that most people do wrong is they try to just make sure that every lead that comes through answers these specific questions. Yes. Or making this much or they're not on the call. And the only reason why we do that is if we're not confident in our sales process. Whereas if you get a good closer in, you know, and he's good and he just, he's just a true sales guy or we just get better at sales ourselves, you can close these people that aren't. That aren't at the best deals. So take a look at this. But I wouldn't change everything in your business based off of this. These are just examples.

Okay. Yeah. The lead quality I've had has not been bad at all. I just wanted to pick your brain because that's what I do in my questionnaire. I say, do you have. Do you have at least 3k in the bank right now liquid that you could invest? Yeah, been doing fine. But I just wanted to pick your brain on that.

Yeah, you can do. I think we say, do you. I think we just, we don't even ask that specific question. Like, if I show you ours, I think we just ask like, are you. Are you financially able to invest in your business or something like that? It's like, let's go to application. Yeah. Last. Hold on. Where is the application for paid ads? Yeah. How willing are you able. How willing are you? How willing it should be state how willing and able are you to invest in the growth of your business right now? I would, it would just. You could even be something like that. I have the financial resources to invest in my personal growth and starting my own, you know, Amazon, you know, whatever, E Commerce, drop Shipping, whatever the case is. Or I don't have the financial resources or I have, I don't have them right now, but I can, I can find them, you know.

Okay, perfect. Thank you.

Yeah, so I have a client right now. We're doing like the fractional CMO and everything for them. We send out a daily email for them to go fill out an application. We're getting about four to five applications a day but when the setter calls them right away they just don't answer the phone, they don't text back, they don't do anything. Some of them even think it's for like a free training that they're opting into and it's 14, 15 question application that they're filling out. So I'm just wondering if you have any ideas on like what we could do a little bit differently to see if we can get these people to actually pick up the phone or at least text back and give some sort of communication. Because I mean they're, they're opening the emails, they're reading them, they're clicking the link and they're filling out the application but they're just not answering after that.

Interesting. So they're giving you all the stuff that sends. They're interested but they're just not like yeah, huh, what have you tried besides that?

Today I told the setter that if he follows up and they don't answer, send them a text message saying that hey, Devin just recorded a free training that is going to show you on demand or and yeah, an on demand ecom store. Do you want me to send the link? Just reply yes. So that way we can at least just try to get them to message back for something. But otherwise we've called them, text them and emailed them again after they filled out the application. And the setters are usually pretty quick, like within five minutes they're picking up the phone and calling them and double dialing and like that.

Yeah, I mean that sounds.

Are you verifying the numbers?

Yeah. Okay.

Who'S the target audience?

It's a biz op offer for print on demand and I mean we just, we did a 500k launch last month with 250k cash collected for from like the, the same list and, and everything that we've been sending to but we filled that offer up. So now we're just pushing to fill out an application. We were doing book a call but we just would get way too many people not show up to the calls. So we stopped doing the book a call and just are now forcing them to do an application and then pushing them to like the setters. Just reaching out. What we are going to do is Alan Sultanik wrote a VSL for them. So we're Going to. Instead of pushing them to the application, we're just going to start pushing some of the emails to the VSL and see if the quality and everything is better on that. Instead of. All of them came from webinars, so they've all opted into a webinar before. They came from affiliate deal where the affiliates kind of promoted this client's company and everything there. So. But I mean, we're getting a really good open rate. Everybody's engaged and we're getting applications. They're just not picking up the phone, which is weird to me.

Yeah. Pickup rates. Let me get back. I don't have an exact answer because it sounds like you're doing all the things right already. But that's. That's interesting, Eric.

Thank you.

Yeah, I'll get back to you on that. Let me ask. Let me ask a few people because that's a rare problem. Usually, Usually you just don't have enough applications, but you have applications that just not. They're not entering after they've applied. Yep.

Did you try, like looking. Did you look at the numbers you're dialing from?

I haven't. I believe they dial from alaware, but I'll have them look at the numbers and see if maybe something could be going on there.

I mean, one thing I've heard is. Sorry, go ahead.

That that can happen. Brian. Brian. I think you might be saying it as well. Sometimes my setter will tell me that the people that he's calling are telling him that we're calling a spam. Like alaware sometimes has that issue. But I don't know how that happens. I don't know if that's it, though. You probably get. You probably get told that. Okay.

Yeah, like some numbers could be blacklisted or just this shouldn't be affecting. Like this shouldn't be screwing up all your calls. But like, if it's not like a local number, sometimes people don't pick up. But that shouldn't be like a, you know, 90% not.

Are you sending out a text from that before the call? Yeah, because there's so many robo callers these days, man. Like that prep really helps.

But you are cool. Yeah.

After they call, if they don't answer, they send them a text right away saying that. Hey, this is Andy from Scup. I just try to give you a call. I'm looking at your application right now. I have a few questions.

You guys are running ads for Scupper?

Yeah.

Cool. That was really useful this week, Brian. Thanks a lot.

Thanks a lot, everybody.

I'm going to shoot. That's really useful.

Thank you.

Thank you, everyone.

Appreciate your time.

Brian. Yeah. 100. Have a good weekend, guys.