7 Signs You’re Undervaluing Yourself in Business

Hello everyone and welcome to the Evan Carmichael Show here on the Lifestyle Talk Radio Network. I am your host and your friend in all things entrepreneurship, Evan Carmichael. I want to talk to you about your business today and I want to help. I've helped almost 20 million entrepreneurs with their companies and I know it's hard. I know you're trying to do everything yourself. I know you have a lot of questions. And so if you want to call in, you have a question, the number today is 1-888-454- 3378, and I'm also going to be checking in on tweets. So if you want to tweet me at @evancarmichael, we'll be checking in and answering questions today. I'm really excited to be here. This is my first time here on the Lifestyle Talk Radio Network. I'm from Toronto. I flew into New York, so we're coming to you live from New York City right now. I flew in last night, got to meet some local entrepreneurs, got to spend the night salsa dancing away in the East Village. And, uh, now we're coming to you live from studio, flying back out tonight, and I wanna get to your questions. I wanna start today by talking about how we value ourselves as entrepreneurs. And too many of us undervalue the products and services that we're putting out there. We're not charging enough. And as a result, we don't make the money that we deserve to make. We don't have as much fun with our business. We're not working with ideal clients like we should be. And you gotta raise your prices and stand firm in your belief that you deserve those prices. Now, if you're just getting started up, fine, you know, you take on new clients, you undercut your prices because you're just looking for some experience. But if you're really good at what you do, and you should be as an entrepreneur, you should be master class. Your goal should be to be the best in the world at what you do. And if that's you, you deserve to charge what you're worth. When you do that, you'll feel better about yourself, you'll be making more money, you can have a greater impact, you're working with more ideal clients. It makes all the difference in the world. Too many of us undervalue our prices. We're working crazy hours. Sometimes when you work out the numbers, you're working for minimum wage. And so you've got to increase the value of your service and feel confident that you can charge more for it. I have a friend of mine named Jason who is a life coach in Toronto, and he's really good at what he does. He runs a company called Rise Online, and he changes people's lives. Even from one conversation with him, you're gonna come out a different person. And I went to go meet him recently, we had an avocado milkshake at one of my favorite local spots And I said, "Jason, what's going on? How you doing? How's business? What's happening?" And he told me that he was struggling. I said, "What? Jason, you're struggling? How are you struggling? You're killing it. People love you. You look on your website, there's awesome testimonials of all the great things you've done for people. How are you struggling?" And as it turns out, he's just been targeting the wrong people. He's helping a lot of people up, but they can't afford his services. And so he's undercutting his prices because he wants to get the deal. And that's not the way to build a thriving, successful business. And a lot of us fall into that trap. You've got to go after people who value you for what you're doing, who want somebody who's masterclass, who's providing amazing products and services that are helping them. And you've gotta believe in what you're selling. Now Jason has switched his model around, and he's going after companies who can afford him. He's going after individuals who are in the financial sector and lawyers and investment bankers, people who can afford his services. And he's increased his prices 5 times. And it's making all the difference in the world for his business. By going after these ideal clients and people who respect his time and value his time, he's able to make more money. He's able to have more fun with his business. He's able to feel like he's not just struggling to get along. And it's the same business. He's doing the same thing that he's good at. He's just increasing his prices and going after better clients. And I think that's a trap that a lot of entrepreneurs fall into. You know, for whatever reason, we undervalue ourselves. We know we're really good at what we do. We know we can help people. But when it comes time to closing the deal, we knock ourselves down on price. And that's not the way to build a thriving, long-term, successful, amazing business. You have to know the value of what you're putting out there. And then have the confidence to stand behind that pricing. That can evolve over time. When I first started working with brands, I work with a lot of brands who are trying to target entrepreneurs. Somebody asked me to write a blog post for their website, and they said they'd pay me $500 to do it. I said, "$500, you're gonna pay me to write, you know, some couple hundred words, I get a link back to my website? Let's do it." And as it turns out, I added so much value to their website that more people started coming to me. They started seeing the impact that I could have in helping them. And I realized I should be charging more for this. You know, I'm not just a writer on their site, I'm driving people to their website. They're getting a lot of value from it. And so I increased my prices. Now that same service that was $500 is $2,500. And I'm confident in that pricing because I know that I can help those companies. And that's where it comes from. So if you're just starting your business or you're already in business, you're looking to get to the next step, examine your prices. Understand that you're providing a lot of great value and you deserve to be paid what you're worth. And you gotta start charging accordingly. I wanna get to your calls. Again, the number: 1-888-454-3378. Or you can tweet me @evancarmichael. We have our first caller on the line, Carl. Carl, where are you from and how can I help?

Sure, I'm from Charlotte, North Carolina.

Welcome to the show.

Well, thank you. I just listened to what you said and now I'm getting depressed.

Sorry to hear that.

I'm just obviously teasing, but I've been a victim of that myself. I've made myself a victim of undercutting my prices when I should be making a whole heck of a lot more to relieve a whole heck of a lot more stress. So you just got me thinking. I forgot I was actually on the phone. So I appreciate that. I just learned something. I haven't even talked to you yet. My question is, I own a few music construction stores in the city. I've been doing it for about 25 years. I've been in my own business for 13 years. We set the standard in the city in terms of that type of business. When I first started the business, a lot of people there wasn't a lot of music instruction stores, but now they're really almost every other block, you know, fast forward 13 years later. So there's a lot more competition, and that's one of the reasons why I lowered my prices, but I'm going to go ahead and work on that. But my main question is I have 3 locations, and the problem I have is when I start one location, I can't be at the other location, and then what happens is things start to fall apart. Do you have any advice? Of that in terms of management and some different tools I can use.

Who's on your team, Carl?

Well, I'm hopefully— hopefully you are, but I have some management companies as well, uh, management, uh, in each, uh, in each location I'm running it. But when it seems like when I'm not there, what happens is there's like a little mutiny goes on.

And you know what, this is common, and the challenge here is you can't do everything yourself. And to be able to grow, you've got to have people under you who you can trust to do it. And if they're not doing their job, I'm sorry to say, but, but that's on you, Carl. You know, you've got to do a good job in both recruiting people at the start, letting them know what's expected of them, and then following up to make sure things are happening. And people like to know that there's structure and that there's someone who's caring for them and, and is invested in their future. And so you want to be that inspirational leader. You know, you should be able to not have to go to any of the locations and focus on the high-growth part of, you know, where you want to take this business next.

Yeah, yeah, I, I thank you for that. I agree. Um, I would like to continue to either franchise or license this out. We have a great thing, but this is the second time in my life I'm doing something wrong that I've had a mutiny where I was backed into the corner. In other words, you accept this offer from us or we're just all going to walk out of your business anyway. And not only have you lost the sale, you also lost your business, or at least one of them. That's happened twice so far. So I know it's something that I'm doing wrong here and I'm just trying to figure it out, you know, so I can continue moving forward.

Yeah, it does sound like there's something wrong with you and it's great that you've figured that out already. I would really spend time and sit down with your key management and ask them what's wrong and be honest. Let them know that, you know, you think when you're not there that things are falling apart and what they would do to fix it and let them know that you're open to criticism. You know, we've got to just quickly move on, but for those of you who are listening who have similar problems, if you want to grow a franchising type of business, you've got to show that you can make it work on a local level, right? You gotta make one store work and three stores work. That's what's gonna be able to allow you to build a huge infrastructure and build up from there. Thanks for the call, uh, call, Carl. We're gonna keep going. We are talking entrepreneurship. I wanna help you with your business. I know you can't do everything yourself. If you have a question, I wanna hear from you. You can call in again. The number is 1-888-454-3378, and you can also ping me on Twitter. I'm @EvanCarmichael. I see a lot of questions already coming in, so I'm excited to be able to get to them as, uh, as quickly as we can. But I promised first that I'd share with you my number one tip for entrepreneurs, and this is the most important thing that you have to do when you're starting a business. You have to follow your passion. You've got to do something that you love to do, because otherwise, otherwise you're going to fail. If you look at any successful entrepreneur, at the core is a strong passion for what they do, and money comes as a byproduct of it. If you're helping people and you love what you're doing, you're gonna make money. But if money is your only goal, you're gonna quit as soon as it gets hard. You're not gonna make it. Starting a business is gonna be one of the hardest things you ever do in your life. There's gonna be lots of ups and downs, and unless you absolutely love what you're doing, you're not gonna have the fortitude to keep going. A lot of entrepreneurs come to me and say, Evan, I wanna make a lot of money, what business should I start? And that's the exact wrong approach to take. It doesn't matter what business you start. Do you have a passion for it or not? If you have a deep love, strong passion for it, and you're helping people, you will make money. That should be your starting question instead of how do I go out and make a lot of money? The guys who do that, who just go out and try to make money, they don't, and they lose money, they lose their investment, they lose their time, they lose their energy, and I don't want that for you. I want to make sure that you're starting a business around that strong passion because all the other rules in business won't help you. Nothing else will help you if you're not following this one core principle, following your passion. I hope you guys will implement that. I've got a caller on the line. We've got Susie. Susie, where are you from? How can I help?

I'm from Minnesota, and my question to you, Evan, is about branding.

Okay.

Um, I own a boutique and, you know, I am just trying to do my branding and differentiate myself from other boutiques and how to stand out. And do you have any advice on branding and how to go about doing that?

Sure. What kind of boutique do you have? Why'd you start it?

Sure.

It's women's clothing and accessories, and I love clothes and I love helping style people, and I've had buyers in my family. So I've always been in purchasing and I decided to take the leap of faith and open up my own boutique.

That's great. What's it called?

It's called Suzette Row.

Suzette Row. So you get your free plug here on the radio. Suzette Row in Minnesota. So what does that name mean? Where did it come from?

Sure. It's a nickname that I got in high school, Suzette Row, and etra means to be, so it's kind of like to be in, you know, in fashion in France, and my first location was off of a location called 50th and France, and so it just kind of seemed to fit.

Cool. And so what's your branding now? So you've got the name, do you have a tagline that you use?

Yeah, I've been using the Eiffel Tower and just kind of plugging on the, you know, one of a kind because we are kind of known for one of a kind at reasonable price points. And so that's really what I've been using. But again, you know, just kind of trying to, you know, how do you go about that for, you know, marketing and, you know, getting to your customers and those kinds of things.

Do you tell your story at all? How you got started, where the name came from, your picture?

Not so much, like other than, you know, like the website and different articles that have been in the paper and things like that. I've done it that way, but as far as reaching every individual customer, how do I do that? How do you get it into a one sentence getting to every customer?

Yeah. You know what I want to hear from you, Susie, is I want to hear your passion for the business. So you're talking about the company. And it's great, I know what you do, but I haven't heard why you love doing what you do, what makes you different. So I said, you know, how do you stand out? And it makes sense logically, but you haven't hit me on an emotional level. And you could tie that into your branding. So I wanna know why you're passionate about this business.

Uh-huh.

Can you tell me? Can you tell me on the line right now what makes you excited about this company?

Absolutely. I mean, I love clothes, I love helping people find what fits them. Women are so hard on themselves, and I really try to help them. It doesn't matter what size it is. I really like helping them, you know, feel good about themselves and dressing for their different body types. And, you know, lots of times an older customer doesn't want to look too young, or, you know, they think they're too fat, or this or that. But all that doesn't really matter. It's really, you know, how you feel about yourself and how you think you look in something. And so I really try to work with the customers and find the right, uh, you know, body type and the clothes that fit them. And, um, just really trying to make them feel good is really what my passion really is.

I like that a lot more. That's really great. So now you got to get that story and crunch it down.

Okay.

So I know, you know, you're— I'm putting you on the spot. I'm kind of being a little mean, but I'm just trying to help. If you can get that, you know, 5 sentences down to 1, and it should be something— if you're talking about your branding, this is how you're representing yourself to the world. You should read, you know, what you're putting out there and get inspired yourself and say, yes, this is why I started this business. And so if you're talking about women being so hard on themselves and you make them feel good and you help them find something that can Lift their day. You want to incorporate that message. So on your website, on your brochures, I would definitely tell your story, have a picture of yourself, a nice smiling picture, because people like to buy from people.

Mm-hmm.

Not just a corporate brand. And this applies to your business, but everybody else out there as well. You want to tell your story. That's— this is our opportunity to differentiate. If you're going up against the big brands, like, you're in a competitive market. How do you stand out? You tell your story, you make it personal. And so all of your marketing should also include this story and the passion that you have for this business and how long you've been around and what your goals are and how you feel you're really helping people. That should help drive everything that you're doing. And you're attaching people to your story and the passion that you have before they're going to care about the X's and O's and the specifics of, you know, what you do that's better.

Uh-huh.

So the way to stand out is through your story. So if you're doing your branding now, I mean, you already have your name as a part of your company with Suzette Rowe, which is great, but I'd just try to use your story as much as possible. So refine it, get it down to your elevator pitch. All that stuff that you just said, in 5 minutes, crunch it down into one sentence. We've got to move on. Thank you so much for the call, Susie, and for everybody else who's having similar issues, you think about how to promote yourself. The way to stand out is to use your own story. And I'm gonna share a story later on in the session today, but that's your opportunity to stand out. That's what can help separate you in a competitive field, and you can attract people who are a lot more of your ideal client. Got a lot of questions coming in. We're already halfway through the show. This is crazy. I'm having a lot of fun with you guys. Before we ended the last segment, we were talking to Susie who was having problems with her branding. We talked about putting more of herself into the business, and I promised you I'd share a story about a friend of mine who's Lady Gaga's personal photographer. So this guy's name is Rich. He runs a company called You Gotta Love, and he shoots celebrity photos. He gets paid to do this. It's an awesome job. And if you look at his website, you see all these new celebrities who he's brought in. It looks like he's on top of the world. So I meet up with him recently, we go grab a coffee. Like, Rich, what's going on? How's business? And he tells me that he's getting a little bored, that, you know, he wants to grow, but it's kind of flatlining at the moment. Like, Rich, what? That's crazy. You're working with Lady Gaga. You've got all these celebrity clients. It's growing. You've got a great website. What's happening? What would you do? If you weren't doing this photography business? And he said that he wants to spend more time writing a blog, sharing his ideas and things that he's learned about himself. Now, a quick background on Rich. He's a, he's an interesting, off-the-wall kind of guy. He's a lot of fun, one of the nicest people you're gonna meet, but he's a little out there. He's into some weird stuff. So, as an example, He unschools his kids. So he doesn't homeschool, he unschools. He doesn't like using chemicals, so he was looking for a way to replace his deodorant, and so he found that cutting up lemons and rubbing them on himself, that was the best way to do it. So he's into some funky stuff. And that's what he wanted to share with the world, the stuff that he's learned, and wasn't sure if it would be a business or not. I said, "Rich, you gotta bring this into your business." This should be part of your company. This is part of your branding. He's like, "Really? You want me to tell my story about using lemon as deodorant on my website? I'm going to lose people." Like, Rich, you're going to lose some people. Some people are going to read that story and say, "This guy is crazy. I'm never going to work with him." But chances are, those guys are not going to be your ideal clients anyway. They're going to be too conservative, too stuck up, you're not gonna have a great time working with them, they're not gonna be repeat clients, they're not gonna refer you business. Those guys who say, "This guy is too crazy for me," you don't want them as clients anyway. Other people are gonna read that and instead of saying, "This guy is crazy," they're gonna say, "This guy is crazy! I gotta go work with him!" And celebrities are a funky bunch, you know. Lady Gaga is not a normal person. She's crazy, and that's why she gets along with Rich, because he's crazy too. And so you want to inject more of yourself into your business, because if you've got the Lady Gagas of the world researching, you know, 5 different corporate photographers who to go with, and all of them have, you know, the same kind of boring websites with just galleries, and then there's this one website Rich is where he's sharing his story, sharing all this funky stuff about himself. He's making it personal. People will feel an instant connection to him, and his ideal clients are more likely to want to hire him than to work with somebody else. Same thing with Susie. We go back to her boutique. She helps women feel comfortable about themselves. She talks about how women are too hard on themselves, and the women who are going through that If she puts that on her website, that she understands how hard it is, that women put all this pressure on themselves to look good and to find the right fit, if she talks about that and how she helps people, then the people who are going through that, they're gonna pick her store over everybody else's. And they're gonna spend more money there, they're gonna refer business there, and she's gonna have a lot more fun working with those people because she's attracting ideal clients. To her business. So back to Rich, it's the same story. Incorporate that in. Use those lessons that you've learned and make it part of your business. For all of us as entrepreneurs, at the very least, at the very least, if you had to do one thing, put your face up on your website. Put a smiling picture, put a little bit of your story, and that alone is going to help make you stand out. Too many entrepreneurs hide behind what they think should be a corporate professional website, and it's limiting you. You want to inject your personality into your business. It's going to help you bring in those clients. So at the very least, put your face, your story, tell your passionate story, why you got started. If you're feeling more ambitious, do a YouTube video, have you on camera. I know it can be intimidating when you're starting. Start a blog, share the things you're interested in. I'll talk about, if you go to my Facebook page or Twitter, I'll talk about what I'm into besides business. Like salsa dancing, baseball, you know, my Toronto Blue Jays are on an 8-game winning streak. And that attracts people to me as well. And I'm bringing more of an ideal client base into me. People feel like they know me without me having any idea who they are. So inject yourself into your business. Don't make it that you have to have your business on one side and your personal stuff on the other side and your hobbies and your interests. Bring them together. That's how you can separate and stand out. I want to get to the phones. We've got callers coming in. We've got Joe on the line. Joe, where are you from and how can I help?

I'm from Pine Bluff, Arkansas.

Arkansas. Welcome to the program.

Well, thank you. Glad to be here. I've got a corporation and I've got some investors that are in Arizona. And they want to do some investing with me. And now all the lawyers I talk to in Arkansas tell me that I can't go down there and take an investment from them. I'm a privately held corporation. It's only me and my girlfriend that own it. We're not listed on the stock exchange or anything.

Okay. If you're a corporation, I mean, I'm not as familiar with specific US laws. I'm actually based in Toronto, Canada. But when I was in the venture capital business, we helped fund a lot of different businesses, and a lot of them were US. And if you're a corporation, there shouldn't be a reason why you can't get investors from outside if you set up a corporation.

Well, that's what I was thinking, but they've all— I've asked like 5 different ones and I've got 5 different answers, and it was all— well, it all boiled down to, "No, you can't do that until you come talk to us." We get, you know, some advance money from you. Aha. I mean, that's what I took it as. They just wanted to get me in there to get the money first and then say, oh well, you can go do this.

Sounds like you might need some new lawyers there.

Well, that's what I was thinking.

Now, how about your investors? Did they have lawyers?

Yeah, yeah, they— with one investor said his lawyer would take care of everything. He'd fly me down there and do it and all. And I said, well, That sounds great to me, and I'm just waiting on him to get everything worked out on that end. But, you know, I don't see why I can't do that. I mean, it might be a little one-sided, me working with his lawyer.

It is always good to have a trusted lawyer, you know, in your back pocket to review all your contracts.

Right.

But you could have his lawyer spend all the time and money and hours in building the contract and just have your lawyer review it. It saves you a lot of cash.

Right.

But having a team, and this is part of what you need to do as you build a successful business, you need, you need a team of professional service advisors around you. So you need a good lawyer, you need a good accountant, you know, maybe a good bookkeeper. You got to build this team. You know, they're not full-time on staff, but when you have problems like this, like you get the wrong investment advice here, it could sink your company.

Right.

So you gotta have somebody who you can trust in your back pocket who can review that contract for you and let you know, "Hey, it looks pretty good, Joe, but these 3 points, you know, they're screwing you over on it." Right. So I would really spend some time in your market, get to know some of the lawyers. Maybe you can get some referrals from some of your entrepreneurial friends, or look at the Better Business Bureau and see who they recommend. And interview them, and not the guys who are gonna rip you off and say, "Hey, you want an hour of my time?

It's gonna cost you $400." Right, yeah, I've heard that a lot.

Somebody— and there are lawyers, there are great lawyers who will meet with you the first time for free because they want to get to know your business. That's the kind of lawyer who you want to work with.

Exactly. I just need to find one.

Yeah, and I mean, you make that your goal, you're gonna find them.

Yep.

Well, that is my goal. I need to find a good one like you say, because because all the ones I've talked to so far have just led me astray.

Yeah, I mean, I would still put a lot of the work on his lawyer. Let them spend all the hours and let him rack up the bills and just have your lawyer do the work on your side to give you some advice. Joe, we've got to move on. Thank you so much for the call. For those of you who are, who are listening, you got to build up your team. You need to have a lawyer in your back pocket, an accountant in your back pocket, people who you can to for advice as you build your business. It's essential. You don't want to be flying blind. But we are talking all things entrepreneurship today. We're almost at the end of our show. Every entrepreneur, multiple times in their lives, think about throwing in the towel and quitting. We never talk about it, we don't share it, but we're thinking it. You can't quit. If you love what you're doing and you're helping people, you can't quit. You owe it to yourself, you owe it to your customers, you owe it to your family, you owe it to your community to keep going. And I know it's tough. I know you wake up some mornings, maybe it's a rainy day outside, you had a crappy week, no sales were coming in, you just feel like staying in bed. You gotta get out of bed and go to work and do something to grow your business today. Because if you don't do it, Nobody else is going to do it for you. The cavalry is not coming. This is on you to make it happen. You started this business for a reason. Think about what you were doing before you started this business. Probably working at a job you hated for a boss you hated, doing work that was beneath you. Well, the news flash is, you If you don't get out of bed and go to work and do something to grow your business today, you're going back to that life. And that should be painful for you. That should make you want to get up and go do something. Try to think of specific experiences that happened to you. Maybe your boss embarrassed you in front of everybody, or maybe they made you do some work that was so far beneath what you felt you should be doing. You want to think about those times and say to yourself, "I never want to experience those things ever again in my life." Your way out is to get your business going and to keep going one more day, one more day, one more day, and even though the light at the end of the tunnel you can't see it, you're not quite sure how it's going to work out, you've got to keep going. Another tool that I've used that's been really helpful is you don't want to live with regrets. And this is one of the most common things that happen for entrepreneurs who quit their businesses and then go get another job. A year later, you're in this crappy job that you hate again, and you're thinking, "I really wish I gave it more. I really wish I gave it my all. I really wish I got up that day and did something to grow my business." because that's a lifetime of regret that awaits you. You don't want to have any excuse, any crutch for saying that you didn't give it your best. When Jeff Bezos started Amazon.com, he was 40 years old. He was a vice president, the youngest vice president ever at his investment bank company. He gave it all up to go start this book company online, and people said, "What? You're starting this online book company? Are you crazy?" You're on the fast track, man. You're about to make it big, and you're throwing it all away to start this book company? This is before dot-com was really taking off. And he said, you know what? If I don't do it, I'm going to regret it the rest of my life. And so he did it, and he's had huge success. You don't want to live with regret. Don't give yourself any excuse for not giving it your best. I want to get to the calls. We've got time for, I think, one last caller. I know Twitter's blowing up. We've got lots of calls coming in. One last caller over to Julie. Julie, where are you from and how can I help?

I'm from Kansas City and I have a gluten-free dessert company and I am now shipping to 6 states in the Midwest.

Congrats!

Yeah, that sounds bigger than we are, but, uh, um, but we have grown enough to be in 6 states. And my question today is I'm trying to decide, since I am the sole owner, the main employee, you know, I do everything. I have a manufacturer that can distribute as well for me, but the problem that I've got is that kind of exactly what you were just talking about is that when you get so tired and worn out of being, you know, the only one doing everything, that at what point do you bring on partner, and I'm trying to decide if I want to bring on a strategic partner because I do have an option, um, with a gentleman who knows like brokers and things across the nation, and he can take me nationwide but is not willing to necessarily invest money for employees and marketing and, you know, things like that. But he can help me get it nationwide. Um, or do I take on a partner that has some energy and some money but doesn't have the inroads to getting me as big as I would like to go. So I'm kind of at this quandary of what to do.

That's a good question.

Or do nothing and just keep it status quo.

As entrepreneurs, we're everything from the CEO down to the janitor when we're first starting up. You know, you're doing everything. And what you want to figure out is what are you really best at and surround yourself with a team of people who can complement your weaknesses. So whatever you're really good at in your business, if it's, if it's baking these desserts or whatever it is, that's what you do. And you either hire or partner out the other tasks. When you're bringing on a partner with your business, it's like getting married.

Believe me, I had a partner initially and it did not work well.

You got to date first before you get married.

Yes.

Uh, so, and that's great. You've had that experience already because a lot of people just jump into it and, uh, Uh, it can be a nightmare and you could lose your company over the wrong partnership.

Yes.

Any partner that you bring in, you have to make them prove it, especially if you already have an existing business. You're not just starting from scratch. You're not a nothing. Hey, I just have a startup idea here. You've built something. You should be proud of that. So anybody who's coming in either has to invest or have to prove themselves to you. So this guy who wants to take you national, Let him prove it.

Oh, he has already. He grew a $75 million company, a food company.

Let him prove it for you. Let him do something to go out and start bringing you some sales and let him earn his equity in the business and show that you guys can actually work together. Because even if it makes sense from a business point of view, sometimes the personalities don't match or his values don't match. You know, we often see partnerships through these rose-colored glasses at the beginning. You gotta make sure that it's, you know, the right fit. I'm excited for you though, Julie. We've gotta move on. Thank you so much for the call. For everybody who is looking at a partnership opportunity, make sure that you test them out. Don't just give them your equity. Make sure you test them out and you can work together and you know it's gonna be a good fit long-term, not just from a business point of view. That's a great question, one that a lot of entrepreneurs go through. To build your business up, you have to go beyond yourself. You can't do everything yourself forever. It's going to limit you. So you need to have the people around you to help support you. We're done already. This is crazy. For all you people on Twitter that I missed, Adi, Sola, Dieter, Morgan, James, Lauren, I'm sorry we couldn't get your questions. I'm going to answer you by Twitter later, I promise. Thank you so much everybody for joining me. You can check out my website, EvanCarmichael.com. Follow me on Twitter @evancarmichael and I hope to see you guys soon. Good luck, have a great rest of the week. Thanks guys.