You’re Doing Everything Except the One Thing That Works

It's just not that complicated. Don't sit there and make your pitch deck. Don't sit there and build the perfect website. All of that is irrelevant.

All that research is just advanced forms of procrastination.

You know what I should do instead of jump? I should watch a YouTube video on how to jump. It's like, dude, just jump.

Impatience with action. Patience with results. Go launch the thing today. Be patient with figuring it all out.

Get on sales calls with nothing to sell. Just ask them what they're struggling with. They just tell you the problem. It's first party customer research. A lot of people don't do the first party part.

I think people want to know how your sugar water experiments going.

Dude, it's so interesting.

Tell me what's not that complicated.

It's just not that complicated like sales or specifically when people are trying to launch like any business really. Right. Like, I think a lot of people try to like have this perfect pitch, perfect offer, perfect everything before they start. The only thing that I tell people to do when they're trying to like start any business is just get on sales calls.

Yeah.

With nothing to sell, you can align yourself to kind of a specific thing. There's this dude in, in the grow faster community that got on. He was like, yeah, I want to start a Google Maps optimization business. He was like, I want to help people manage reviews, which is a great idea, phenomenal idea. And I was like, cool, go get on sales calls. That's literally it. Don't sit there and make your pitch deck. Don't sit there and like build the perfect website. All of that is irrelevant. Run some ads that say business owners, are you struggling with Google Maps? Schedule a call. That's it. Like super broad. Not like, we're going to achieve this result. We're going to do this service. We're going to. No, no, no. It's like, are you interested in improving this kind of broad stroke area of your marketing? Get on the phone and then just ask them what they're struggling with because they'll just tell you the problem.

Yeah. You could even go a step further and say, like, go to ChatGPT beforehand and say, I want to ask business owners what they're struggling with, but I'm afraid that they won't know how to answer because I think a lot of times people aren't creative and they just, they are struggling with things but they can't remember in the moment. So it's like, give me, give me some icebreakers or give me some like probing questions that Will help extract out of a business owner what they're struggling with. Because if you just ask them broadly, like, what are you struggling with? My employees showing up to work on time. Okay, that's not relevant to what I'm selling. But if you were to say, like, what are you struggling with with regards to your review system on Google Maps? Well, it's like I don't think to respond to reviews. I know it's important, but I don't think to. And I know, yeah, it's like, okay.

I'm gonna take note there. Good to know.

Yeah. Or like one star reviews kill my business. And like if they were to just go away, somehow I could make $4,000 more per month because what I sell is high ticket and one star reviews just kill us. Noted. Okay. Reputation management. Maybe you know, right. And these conversations will like we think, we go into these conversations thinking, all right, now I'm going to know how to sell better. But really what it becomes is now I know what to sell.

Yes. That's the thing.

I was going to sell GMB optimization services, Now I'm going to sell reputation management. Because 8 out of 10 people talked about their Google reputation, you know.

Yep. And that's the flip that would happen. So he, he was thinking he was going to do review management. He set up a super simple sales funnel. He ran some Facebook ads at like $30 a day. Right. Like he was booking calls for 30ish dollars. Right. He's never taken a sales call in his life. Like, this man is, he's, he's awesome because he's actually doing it. But like has no experience, gets on these calls. I'm coaching him through like what questions to ask and all that stuff. And he goes, these people don't really care about the review management side. They care more about where they rank. That's all they're talking about is how do I rank higher, how do I get more people in the door, how do I do whatever? So then he changed his ads to speak to that of like, we'll help you rank on Google Maps better. And his landing page schedule call for your ranking audit or whatever. And started booking calls for $18 and then closed his first deal and has two more that are supposed to close this week. This man started from zero, has never touched a Google Maps optimization in his.

Life, figuring it's not like a lifetime. Local business owner.

No, no.

Kid behind.

Yeah, I mean he was, he spent his career in customer service in England and was like, I just think that this is interesting. Like it's cool. And he's killing it. Like, three active clients. Like, after a month of going, like, from literally zero, what are his unit economics? He's white labeling a software. I don't know what he's charging. I told him, like, don't set pricing. Just, like, talk to people and see what they can afford. As long as, like, your math makes sense. And I told him he's going to have to spend the time on these people. Right? Like, it's not like he's going to hire anybody to come and do this. Like, he's just going to. He's trying to build, like, side income. Like, if you can go make a couple extra thousand dollars a month, like, he's a happy camper. I don't think the software is that expensive. Like maybe 100 bucks a client. And I told him he should be able to sell it between like 4 and 600 pretty easily. But he's trying to do. He was like, I need to close my first ones. One, to, like, get proof that this is worth doing. And two, to get some reviews or testimonials from people so that it makes it easier to charge higher prices later.

That's the beauty of Facebook ads, is the first person we find is someone unrelated to us, someone that doesn't care about us, which is the most valuable customer. Right? Right. There is a lot of value to go into your cousin, your uncle, the guy at church, to get your first customer 100%. Because it's low friction. And like, learning Facebook ads, even just bare bones, there's some friction there. Like, if you have to learn Facebook ads before you find your first stranger customer, we'll call them then you might not ever launch. Right. But when you start with a first customer that's a stranger to you, it's like a clean slate. And it's a perfect case study.

Every business that's going to reach a meaningful size comes from getting people to pay you that do not know you. You're always going to end up selling to strangers. If you're trying to grow something big, if you're trying to do a side income, like you want to run a car wash on the weekends, like, yeah, you can probably make your 3000 bucks a month off friends and family.

Yeah.

And referral. Right. Like, but to go build something big.

So here's how this works. I make you free videos. I actually know what I'm talking about. I have no greasy sales pitch at the end. And if you implement what I talk about, you'll make a lot more money and Have a better life. And all I ask for in return is that you hit the subscribe button.

And maybe even the notification bell. Just like that. Thank you.

You're going to run ads anyways, so you might as well just start there. Or you get the false. I call it a false positive. It's like you getting five of your friends to sign up is not the same as five strangers buying your thing because like those people are. It's like warm versus cold audiences. It's like the warm people are just more likely to buy because they know you. Cold people need you to prove to them that the value that you're providing is worth the dollars that they're paying very directly. There's no like, oh, he's a nice guy, I'll support his journey. Like, no, no, no, no, no. That doesn't help anybody.

No. And then if your product sucks, they're not going to tell you either.

No, like that, dude, this is my favorite T shirt. And it ends up at Goodwill two weeks later. It's like, you know, like, yeah, it doesn't matter.

There's a lot of frameworks going on here. The offer just being I will help you rank more is just perfect because that's something that every business owner can comprehend. I will help you rank higher. Does this kid have like a set offer or is that kind of it? Does he have like a guarantee, a no brainer offer, or is he just feeling it out?

I told him not to. I said get himself on with as many people that fit your target demo and like loose benefit. Right. Because they'll tell you if you ask the right questions, they'll just tell you what they, what they're struggling with, what they're looking for actively from a help perspective. And most of the time they'll tell you what they'll pay for it. You can ab test pricing live on the phone as long as you know what your floor is. Especially early. Right. Like early on, you're just trying to like get cash in the door.

Yeah.

And so even if it costs him a hundred dollars to like do the, the software, like, cool, then you know what your floor is. You can go in and be like, yeah, well you know we charge $800 a month for this service. Right? And the guy goes, dude, I can't really afford that. My answer to that is, okay, you want this thing, you want the benefit, let's just shoot straight human to human. What can you afford for this? If I can deliver A, B, C and D, what is that worth to you? Right? And homie goes, I can pay 300 bucks a month. Me on that sales call, I'd be like, cool, because I like you. I'll $300 a month for your first three months. Again, you're like, collecting data. You're like, okay, this Guy will pay 300. He runs a business in a less populated area that doesn't have as many reviews. Right. Versus the guy. I talked to another guy later this week that has like twice the number of employees, is in a really nice area, and he can pay 800. You just start to like, play it out. Versus, like, I sell this for a thousand bucks a month. Especially if you're early, you have no clue. Yeah, like, that's just your brain coming up with something that, like, your brain wants to hear versus, like, turning to the customer. It's funny, like, I think about, like, AP Economics in high school, wtp. Willingness to pay was like a thing that we talked about for like a week. It's like you're just trying to figure that out. Like, what is the willingness to pay? Like, how much are they willing to price the market for this thing? Right. Like, where in my brain, the easiest way to get the most real gauge of that is talking to the customer. Everyone else is, like, looking at their competitors and like, googling it of, like. And that's all dope. Like, cool. What is their willingness to pay? You, like, how do you get the first party data of Conversations versus ChatGPT saying the average Google Maps optimization business charges $400 a month. And it's like, I know it's not.

Going to be that accurate.

Yeah, even ChatGPT, it's one of those where it's like, first party data. Run your own ads, figure out what your cost per click is. Do your sales calls figure out the customer's willingness to pay and what they're actually interested in. And like, if you just do that for 30 days, I, like, can guarantee that you'll step into the next 30 days with so much clearer thinking around what you're trying to sell.

Yeah, all that research is just advanced forms of procrastination, right? Oh, 100%. It's kind of like you're on. You're. You're walking the ladder up the high dive and you're scared. And on the way up, you stop a tie or shoot a few more runs up. You're going to check your Instagram real quick. Go up a few more times and you're going to look around, hey, where's the concession stand? And it's just like, dude, Just get up there and jump.

Then you get on the end and you're like, you know what I should do instead of jump? I should watch a YouTube video on how to jump.

Should I do a cannonball? Like, that would be crazy, right? Should I, Right? Oh, should I, like, do a. It's like, dude, just jump. Just jump.

Just do it.

The perfect analogy for this was my mission. I served a mission in Hungary, and I went to the MTC, the Missionary Training center, which is like 10 minutes away from where I am right now for 12 weeks. That's. Which is such a long time. They don't even send people there that long anymore. It's like torture, right?

Yeah.

And all day, flashcards, flashcards, conjugations, flashcards, studying flashcards, flashcards, vocabulary. And by the end of the 12 weeks, you are like, I am a genius. I am fluent in Hungarian. My accent is perfect. How did I learn this in 12 weeks? And then you get on a plane to Budapest. You hop off and you get out, and you're like, what language did I just learn? This is not Hungarian. I hear it. I don't hear any words. And then you start talking to people and you're like, it's like Michael Scott, I understand nothing. Right? You understand, it's. But then you start talking, you pick up a little bit, and like, over the next 12 weeks, you learn 10 times more than what you learned in the previous 12 weeks. Because you're in the deep end, right? And the church is catching onto this. And so people are staying in the MTC for shorter and shorter and shorter amount of times. Because that's just kind of like a formality. Like, does it help to know that your conjugations, like. Or what's plural, what's singular, yet when to masculine, when to feminine. Yeah, it's. It's helpful to have a. Somewhat of a foundation, but you just gotta jump and learn.

You just gotta go.

With regards to pricing, one trick that I found is to, like, catch the potential customer in their words. And so instead of, like, you go into the conversation saying, I'm charge 800 bucks a month. So are you telling me that every call you get organically from Google is worth $60? Is that accurate? Yeah, I guess since you say it that way, yeah. $60, net profit in my pocket every call. Cool. You're getting four a day. That's 120amonth. What if I could increase that to 500? 500 calls a month? What would that be worth to you? Oh, I don't know. What it, no, I know what it would be worth to you.

Yeah, we just ran the math. We know exactly what that matters. Yeah.

Okay, so it's like 60 bucks times $530,000. Well, I've got pretty good news for you because this is only $800 a month. Like this is only. Well, what if it doesn't perform? Then I give you your money back. You have nothing to lose. Right. And this is a bro mosey ism. I can't claim this but like the offer should make them feel stupid for saying no. Why would you say no to paying 800 to get 3,000 or 30,000 or whatever it is, Right? But if you just go into it and you're like, you get to that awkward moment that every salesman hates and like how much is it? Oh, I don't know. And you hem and ha. Like by the time you say the price, it should be stupidly obvious that.

They should say for us, yeah, 100%. I mean it's like, it's so I've always, early on the math that I always run was like the 10x value creation on pricing of like if I'm going to make you $2,000, I can super comfortably charge you 200 because you'll 10x. And the nice part is it, it bakes in even underperformance, right? Where it's like even if I 5x your 200, you're still happy. But it's like easier math for them to think about of like oh dude, if you land me one more job a month for this 500 bucks, I'll make five grand. And it's like in their brain it's like oh yeah, that's a no brainer.

Here's a trap that we fall into though. Let's say it is 10x like your product or service provably provides a 10x return on dollar spent. Then the temptation is to say man, that's pretty juicy. There's a lot of meat on that side of the table. I think if I raise my prices and make it 7x, that's still really good and they're right. But if look at the companies, like just look at the Fortune 500. I guarantee you that the ones that are worth the most amount of money and or the ones that make the most amount of net profit sell products or services that have a 20 or 200x return on investment by this MacBook right here.

I think the Apple the same way.

Dude, I bought it four and a half, five year, I can't remember. It was like five years ago, the MacBook Pro, top of the line, 16 inch and it was $3,300. And for a cheapo like me, that's a lot of money. And I've spent eight hours a day on it every day for four years. What is the return on that? Like, that's why Apple's a 2 1/2 trillion dollar company.

Yeah. And why I have the watch and the phone and the studio display and six laptops and a desk. I'm like, dude, this thing is printing cash for me. I want to spend more on Apple.

Yes. So it's like, don't be satisfied with the 10. Like whatever. I don't know what your goals are. If you hit your income goal, then do whatever the freak you want. Right?

Right.

But if you really want to level up, then try to have like 100x ROI on your product or service to your customer because then they're going to shout you from the rooftops. They're going to tell all their friends, they're going to come back. They're never going to churn. It's a no brainer. This isn't my quote either, but impatience with action, patience with results. Go launch the thing today. But be patient with your pricing. Be patient with figuring it all out.

Yeah, I think a lot of people get caught up in the, the speed. I catch myself in that a lot right now. Right. Like I'm moving very, very quickly and a lot of the stuff that I'm working on has longer term payback periods. And that is where the mo like you'll just make more if you can extend that timeline. And you see these people that do like, they're like, I call them idea hoppers. Right. Where it's like I had this idea on a Monday. I did three things to try to see, whatever. Oh, but I had a better idea on Thursday. Let me jump to the next thing. Try super hard at that for three days. Oh, but I'm not making any money. Right. It's like, oh, digital product, let's do that. Oh, let's launch a service business. Oh wait, what do we do? E Com? Oh, well, what if we did lawn care? Like it's like yo, yo, yo. Like pick something, commit to it for 60 days and just actually do the things that drive results and give it the time to be able to actually give you what you need out of it. And then you get a real. Working on something for three days doesn't give you anything. You gotta let it run.

I think the tricky part with idea hopping, which is like that's my whole brand. Right?

Right.

Is knowing when you've done enough before you try another one. And that took me years to figure out 100%.

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It's the reason I talk about paid ads to everybody all the time as they're trying to figure stuff out. It's like I would rather spend $500 over the course of the first week to get real data on can I sell this? Are people interested in this? Like first party data on it? Like not looking at exploding topics and being like oh, more people are interested in X thing. I'm going to go chase that. It's like cool. Use that as the seed. Now go run some ads and get on the phone. Get on the phone with people. Even if you're trying to launch an E. Com brand, if you're trying to launch a software product, if you no matter what the vehicle is that you're trying to go and push, run a funnel on Facebook that says attention, target customer. Stop struggling with pain point. Talk to an expert today. Simple one page funnel, email, opt in calendly link. Get on the phone with them even if you're not going to sell them anything. Just like talk to strangers who are interested in that value prop and you'll like know very quickly what's good. It's like it's first party customer research and I Think a lot of people don't do the first party part. They rely like we were saying on ChatGPT to tell them about a market or Google search trends to see if people are interested. Like, cool. All of that is good. To give you the beginning concept of like, this might be something. Next step is get on the phone with 20 people in that market that want that thing and ask, do you want coaching? Do you want a book? Do you want software? Do you want need a service? The only reason you're on the phone with me right now is because you're struggling with X. Yeah. What can I do to support that? Like, oh, you want coaching? Sick. I charge a hundred bucks an hour. Buy four hours, we'll do four weeks. Cool. Like, then you made your first dollar off proving the fact that people will pay for a solution to a specific problem. Game over.

And what you just then you start to build it confidence more than anything. Yeah, yeah, yeah.

And it's for me, it's all first party. Like do it yourself.

Like first party data.

First party data. Like, can I get someone to buy or express interest in this? And is it painful enough that they will talk to a stranger about it?

Speaking of idea hopping, the people want to know how your sugar water experiment's going.

Dude, it's so interesting.

And for those just now catching up, Sam came on my podcast on May 28 and talked all about how he started this hummingbird nectar business in a few hours, started pushing Facebook ads to it and started making thousands of dollars profitably. And literally all it is is sugar in a bag. That's the backstory.

You get a repeat order. I turned off ads when I ran into those. So those bags take forever to get and I was moving a good amount of inventory. And so after our convo about the shipping issues, I was like, okay, I'm gonna move down to 15 ounce bags.

Yeah, cheaper, right?

If they order one, my cost will go from eight to four. I can make that work. And so I order. I ordered the bags. Dude, they are really small. I think I did my math wrong on the size of the bag that I needed. And so I'm going to change my top of funnel offer to a sample pack. I think I could sell a starter kit for like 22 and just see like, I'm gonna test it, run discounts if it's two for 18.

Cool.

Like, we'll figure that out. But the other piece is there's this guy on Amazon that sells the Hummingbird Nectar extender Extender. This little. It's this little vial, it's literally just water and micronutrient copper sulfate, which you can buy for like 18 bucks a pound. But he's sending out 1 ounce bottles that are 90% water and he sells them for 16 on Amazon and is moving like a thousand units a month right now. And you put a drop of it in, it just like makes the hummingbirds healthier. It's an antibacterial so your hummingbird nectar doesn't like go bad.

Oh my gosh. And so as if the hummingbirds care, dude, the hummingbird rolls up on it. It's like, I don't know.

Yeah, yeah, dude, that thing's been out here for six days. Replaced.

What are you doing?

That's a one star review.

The hummingbird just looks up through the window at the owner's like, really?

Yeah, like, are you kidding, dude, we're never coming back. I'm gonna make that, Ned. So his cogs on that is sub a dollar and he's selling it for 16. And so for me to bump AOV, I was like, oh, well, if I do two seven ounce pouches plus one one ounce, it's a tincture bottle. You can buy them on Amazon for like 30 cents each. That kit is one pound. And then you get, you get a month of the hummingbird food plus the extender. And I think I can push because he's selling that for 16. I think I could sell that kit for like 28. And so I think that's going to be my play. I haven't figured out supply chain on a liquid yet. I don't know what that's really going to look like. I'm going to be out there in the garage mixing up micronutrient, copper sulfate.

Or whatever RV in the middle of the desert.

Just like, yeah, dude. Dude, trust. I had my garage open last night. I was scooping sugar and I was like, dude, my neighbors looking in as they're walking their dog or like, what is this, dude, pouring these bags of white buckets?

Southern California. Yeah.

Oh, geez, dude. But yeah, I think it's gonna be good.

Please do this. Please go to VO3 and generate a 5 second clip before and after. One of them is, is like they're both identical hummingbird feeders sitting outside the same window. One of them is like a hummingbird rolls up and then he bounces and then a hummingbird rolls up and then he bounces and then on the after, it's a hummingbird rolls up and then a second and then a third and then a tenth and they're all. There's just like this flurry of. It's like before hummingbird extender, after hummingbird extra.

Literally. Dude. Yeah, I'll do that. I think I said it on the last pod. I'm really excited for next summer. I'm going to do Amazon next summer for sure. You have to get like, to really do Amazon, right? You got to get some trademarks and you know, all the aces. It's a, all of this stuff and it's like, it's definitely a process. And I'm operating off of, you know, a three to four month busy season. It's very seasonal. Right. I feel like Michael Gurdley over here, dude, selling fireworks. I was like, dude, we make all of our money in one week a year. And so I think it's like, it's just like that because, you know, hummingbird migration patterns, dude, you could read my book on it. Hummingbird Attraction 101, $14.

AI generation. Right?

I mean, only 92% of it. The migration patterns will start to be unfavorable for my business heading into like September. And so I'm gonna prep it for next summer on Amazon. Cause I think I can compete way better there. And then I'll just keep scooping sugar, baby. You know? I'm in.

That's gonna be the name.

It's like, it's like I said before, like, do I think it's some massive thing? No, but like, do I think I could make a hundred K a year? Yeah, why not? Like, it's easy enough.

You just need a Jungle Scout account and the ability to use ChatGPT and Google and Facebook ads and you can use ChatGPT to learn how to use all those tools. I just got an idea and I, I kind of love it. Do you know if like Replit curse or Bolt Winter. Do you know if any of them have like white label ability, like where you can just resell it? Okay, well, it's happening, right? Clearly someone's going to do it. Someone wants to be first. Okay. We talk a lot about building wrappers for those that don't know what a wrapper is. It's basically taking all of the functionalities of an LLM like ChatGPT or Quad, and wrapping it in a different interface for a specific use case. Like, Sam and I have talked about building a recipe builder app that's literally just chatgpt, but the whole marketing angle is how to build recipes or cook food. Here's my idea. I know you've got like a personal CRM that you've built for yourself and you're loving it and other people are using it. Or like a productivity app, which you could talk about, but everyone wants a personal CRM. Everyone's talked about it. Like there's. There's been a lot of people that have tried and failed to launch it. But personal CRM is just one example. I think the brilliant idea here is to sell like a customizable personal CRM that's basically a white labeled replic, where you get something that fits 80% of people, a personal CRM. Right. And it has these features, these features, these features. And it fits most people. But then the whole sales pitch is once you get into it and you're like, you know what? I kind of want dark mode. Click dark mode. Okay. Really on the back end, replit is just making it happen. And right now, in replit, if we're building something, we can see the code happening on the right side and that's fine. But for most people, it's not fine because it's friction and it's confusing and it's just. It's friction. Right? So I would hide all that and it would just be like one click. Or you could have a chat box that's like, you know what? This might be a little more complex, but I would love my personal CRM to. To text me reminders when it's my friend's birthday. And that's not part of this feature, but I know what I paid for is customization. And so I'm going to go to this chat box and say, text me every time my friend has a birthday so I can text them happy birthday. And then it's like, all right, give me. All right, five minutes later, done. And all it is is just Replit fixing it. And then it's like, would you like to publish this? Just like webflow or whatever? Yes, publish. Does that make sense?

Yeah. I have a thought.

I gotta hear it.

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The grind for you okay, so love, I think that that's sick. I think there's a bunch of people that are looking or are aware of the fact that they can build their own stuff similar to my, my app. Now I'm not trying to go and make money off that and sell it as a thing or any of that. I think if I were to do it again, I think I could sell that as a template. Right? Because I don't think you need to white label or like hide the fact that Replit exists. Right. I think you pick a platform, you build this core foundational product on it. Right. Let's just say personal CRM. I think you do more of what, what's his name? Mark Laverne, something like that. He, he runs Launch Fast. That's essentially a boilerplate. It's launch fa.st launch fast. Sick thing makes a bunch of money selling a one time purchase of a starter template for. It's a boilerplate for software. Very cool that devs can come in, buy, install, it's all there. It's a foundation. I think that that business model is going to become way more popular because of subscription fatigue on software. People don't want to have to pay $18 a month for a personal CRM. But if they can buy a personal CRM template for $100 one time and you package that with, hey, we'll give you a bunch of prompts that help you customize this right? Here is the prompt that we would use to install dark mode. Here's the prompt that we would use to have it integrate with Twilio. And so you build that template piece and then give people the support on the back to be able to customize it. I think a lot of people are excited about this recurring business model. Like everyone wants the MRR stuff to happen. When like you and I have those conversations of like MRR and LTV, right? Like you can front load your LTV by just paying one time. Like if you're average, if you charge $20 a month but people are only staying on for six months on average. From a growth perspective, it makes more sense for you to charge $120 one time.

Yeah, get that money first beginning of.

The transaction like than waiting for your cash flow like to catch up to that number. And I think that's what we've seen the success with Launch Fast. Like he's not charging a subscription. Like he's just charging it one time, $200 every time you want to use this thing. And it's the foundation of your Software. And so I think that there's a world where people can go and do that. I think lovable and these tools will continue to get more popular. I think that the people that are your customers of looking for something that's a more customizable CRM are not like the Nancy's of the world that are using their contacts app. Right. Like these are people that are probably more tech advanced, probably aware of way more tools that. Yeah, doesn't fit their specific use case. And so their likelihood of being able to use a lovable is a lot higher. And so you go build. We built the personal CRM template that you can go and change to whatever you want. Here's the Core Foundation. $200 for this, plus 80 prompts that help you customize it to whatever you want. One time purchase. Yeah, I just think that that's easier versus what you're going to charge me. 18amonth for a software you're going to ask me to build. Like yeah, you know what I'm saying?

Subscriptions are in for a world of hurt in general. Oh, 100% with all this AI. Dude, I just hung up with a guy, my friend a couple hours ago. He works for a company. They spend $200,000 a year on Salesforce and guess what? Salesforce for them does way more than they need it to do, yet somehow doesn't do a lot of the things that they need it to do either. Right? It does like 60% of what they need it to do, but like 400% more features than they would ever need and they're paying 200 grand. So he went and vibe coded a CRM for their company, for their needs, knowing exactly what. And now he's presenting it to them at $100,000 a year that he vibe coded for like $200 in Replic credits. Eight hours at the computer having fun while he watched Netflix. Okay, so replit, they just announced they hit like a hundred million in ARR in six months or something. But I think someone needs to white label Replit or something for the Nancy's of the world, right? Not just for a CRM, but like let's say they, they want to put all their paper recipes in an LLM and ask it questions. And so you sell them that template as you said, and then for maybe for the customizable function, maybe there is a recurring fee to that. Maybe it's a flat fee for the template. Hey, upload your recipes and you've got your own LLM for all your recipes, but for 10 bucks a month. You can customize it to do whatever.

You need to, whatever you want.

Yeah.

It's a market learning curve question, right. Like will the Nancy's of the world. It's like the 8020 rule, right? Because like it's. You go to all the Nancy's of the world, but like how much different is Nancy A's version of this versus Nancy's B, where like does it need to be customized? Right. Or it's like well 80% of Nancy's want dark mode, so we should just build the button, right?

Exactly.

That's a one time. Not like here's the prompt you give lovable to customize the dark mode. It's just like well dark which starts to get into this like it's, it has parallels to the open source software community. Right.

Approach for Nancy.

Right. But it's like then how do you make it approachable for Nancy that like she actually cares? Right? Like she's not sitting there as a product lead being like dude, you know would make this app way better for me is dark mode. Like I don't even think that thought is actually crossing her mind. It's like this app is light mode. I want to cook.

Right.

What that could mean is like let's say you sell it to a hundred Nancy's and the foundation, the template you're selling looks this way. And after you sell a hundred, you learn that yeah, 98% of people all want these four features that were custom that I didn't add. Okay, I'm going to add those as the default now. Now when I push Facebook ads, my cost per acquisition goes from $40 to $25 because because of all the hundred Nancy's that just bought for me, I know exactly what they want now. So it makes your sales process even easier.

Constant product feedback into it's just iteration, like same. That model is happening on every single software platform on the face of the earth. If it's being operated well, right. Like oh, we've got a bunch of feature requests. We should probably prioritize that feature build, create that loop. Right. And so it's like the world where that sort of product exists well and like is worth doing is farther away than right now. I think that like most of the Nancy's of the world just want an app that does 90% of what they want. I don't even think they would customize it like in that meaningful of a way.

I agree. But I think one problem with that is that because building these wrappers is more accessible than ever. Like Nancy she's going to log into the App Store and just.