Evan Carmichael Radio Show - Episode #17

Hello and welcome to the Evan Carmichael Show. I believe in entrepreneurs and it's time. It's time that your business takes off. It's time that all the energy and hard work and effort and money and dedication that you've put into this actually starts yielding some results. And I know that it's hard and I know that you have people in your life who may not believe in you. You may not believe in yourself anymore. You may have hit some threshold and you feel like you just can't bust through it. I want to help you. I want to help you get through that barrier that is holding you back. I have an exciting show today. Today's show is all about success. On the agenda: What is success? How do you create a movement? How do you find the one word to rally everybody around? What is your greater responsibility as an entrepreneur? Now what is success? This is a great question. I got asked by somebody on my YouTube channel, what is success, Evan? What's your definition? And to me it's actually pretty easy. To me it's just happiness. I want happiness in my life. I want to be happy. I want to do things that make me happy. And in general I'm a pretty happy person. But for every person that definition of happiness is different. For me success isn't about how much money you make. Every year, what's in your bank account, not what kind of car you drive, it's about the happiness. And so how do I get happiness? For me, it comes to 3 things, and hopefully some learning here for you. First is freedom. I need freedom to be happy. I need to be in control of what I do, when I do it, with who I do it. So there's probably no surprise that I became an entrepreneur, right? If you're making $1 million a year, but you're working 100 hours a week, you can't enjoy your money, right? You can't enjoy it. You're not in control of your time. And so you don't have the freedom to be happy. That's not success in my view. Number 2 is growth. Growth, I have to be learning something new. You know, I find a lot of entrepreneurs have this challenge too where they are, they're not learning anything. They're stagnating. They're doing the same thing every day. And you get to the point where it's like, I can't take this anymore. This isn't working for me. I gotta do something different. So you need growth. The growth can come from something within your business. The growth can come from your personal life. You know, for me, I might be working on a new radio show idea. I may be working on a new website idea. In my personal life, I may be traveling with family to a new place. I may be learning some new salsa moves. There's always growth. You need to have growth in your life to stay happy. The last one is impact. Impact, this is the most important one of the three. I'd give up freedom and growth to have impact. Impact is helping other people. You want to have an impact in your life and with your business. Think of when you're happiest. It's when you're helping somebody. It may have been helping a buddy get out of a jam. It may have been helping some random stranger on the street. It may be delighting your customers with your service, but you're helping people. You're having an impact. As entrepreneurs, you want to make sure that you're having an impact with your company. That's what will make you successful. That's what will make you happy. So push forward on it and don't get so locked up into, "I need to earn X amount of dollars to be happy," because I promise you that's not the path. I have Michael on the line. Michael, where are you from and how can I help?

I'm, uh, from Shreveport, Louisiana.

Shreveport! Welcome to the program. What's going on? Thank you. Thank you.

Well, um, I certainly enjoy your topic there, success. I've, I've enjoyed a lot of success with what I do. I have a niche wildlife control business. I, uh, I go out and I rescue people daily from, uh, from wild animals that have entered their homes. And so, so it gets a lot of, uh, job satisfaction. A lot of all my customers are very gracious that I showed up and gratitude is awesome. But, um, but I find myself at a crossroads and a dilemma. I converted my wildlife company to a franchise 5 years ago. Now the franchise has been sold, and, uh, myself and the current owners are, uh, we're not getting along. And so I'm going to dissolve the franchise, and in doing that, I'm going to be coming up against a non-compete clause. That's pretty significant.

It's pretty—

it's fairly solid. Of course, anything can be litigated, but I don't want to go down that route. So I just wonder if you might have any ideas, um, about how I can still operate yet avoid that non-compete clause.

It's you who has a non-compete or the franchisees who are now being dissolved?

The franchise.

You can still do the business. You're worried about the franchisees who are no longer franchisees running the same company?

Well, I'm, I'm the franchisee. They are the franchisor.

Ah, you're the franchisee. Okay. And how long does it last?

The— well, um, upon termination, it's 24 months.

Is there a component to it that you can do that doesn't inflict on that, uh, non-compete?

No, there's not. And, and the non-compete is very geographic in nature, right?

Okay, so can you go to a different market?

I can, I can. And that's one of the things I'm contemplating right now is, uh, is going to a different market.

There's the—

I had 4 markets, and so the non-compete will not allow me to operate in any of those 4 markets.

Okay. And this is what you love doing, right, Michael? This is what you love doing.

It's a passion, you know. It's not work.

It's—

I get up every morning, I'm excited. I mean, I'm just one of those people that spring out of bed because I've just got so many different things to do. It's never the same, and I control my own schedule. Well, the customers do, but you know what I mean. Yeah.

Love it. So how far away is the next market that you can go into?

Well, you know, that's not an issue. I'm, uh, you know, I own property and I'm very mobile. I've got liquid assets. Um, but the, the, the two markets that I'm looking at, or the one I'm looking at the most is 4 hours away. And it would, it would include a complete overhaul.

So do you have to move? Are you willing to move your family to do that?

Yeah. Luckily my 18-year-old son's about to graduate and, uh, and my wife is extremely supportive.

That's great. Do you see this as a permanent move or something that will get you through the next 2 years and then come back?

Actually, you know, it's funny you should mention that, Evan, because the way I think of this projecting out 10 years, I'm like, if I made a move, for the next 24 months, I could really establish an office in that location. And then after that, I'd be open to go anywhere I want. If that's not— if that doesn't turn out to be just the best place.

Do you want to be able to franchise this yourself? Like, do you want more offices and people under you when you build this up yourself?

I don't want to franchise it myself, but people are attracted to me. And I tend to find really, really, really exceptional people to work with me. And they just, they want to work for me. It's not like they just want the job.

What you could do here, Michael, is you could use your scenario here as a proof of concept. You're saying, I'm going to this market, you know, it's 4 hours away, I've never been there before, and I'm going to set up shop and make it successful. And that could be a blueprint. Blueprint for anybody else to go and do the same thing if you wanted to have somebody under you open up a new location. I think you're on the right path. You love this. It's, it's great that you have found your life's passion because so many people haven't done that yet. So you have to keep going. You have to do this. 2 years is a long time, but in the grand scheme of things, it's not that long a time, right? You're already talking the 10-year plan. 2 years is not that long on that plan. and you can use this as your jumping off point to, to prove to yourself that you can do it, but then also show others that, no, I'm not from this area and I moved in here. It's 4 hours away. I started from nothing and I built it up. You can create that blueprint that you can either then, if you didn't want to franchise as far, but you can open up new markets or you can even sell a guide for other people to launch in markets across the United States to say, hey, here's how you open up a new market and get it going quickly. Yeah, it's great that you have a supportive family who's willing to do this with you because that's, that's one of the biggest challenges, getting convincing them to, you know, follow your dream with you.

Oh, absolutely. Well, I do have a very supportive family, um, but I also have— I don't know what it is, but I'm able to run into people that, um, immediately want to get on board and support and just want them to help propel me forward. And that's why I've been successful. I mean, I opened up 4 offices from scratch with very little capital and I've never had to borrow money.

I love it, Michael.

I love it.

Keep going. Keep, keep pursuing your mission, your vision. I love it. You found your life passion. You need to keep going on this. Thank you so much for calling in.

Thanks, Evan.

Welcome back to the Evan Carmichael Show. I believe in entrepreneurs. In our last segment, I was talking about what is success and how you need to have an impact and help other people to get success and get happiness for yourself and in your business. The next step up from that is creating a movement. Now this is impact on a larger scale. So it's not just helping your buddies in a crisis or delighting a customer at a time. It's larger scale, helping thousands or hundreds of thousands or millions of people. That's creating a movement. One of my favorite examples here is about Steve Jobs, co-founder of Apple. Steve Jobs was a multi-millionaire in his early 20s. A multi-millionaire in his early 20s. He didn't have to work for the rest of his life if he didn't want to. What do you do when you have that much money and you're in your early 20s? Well, what did Steve Jobs do? He kept working at Apple. Until the day he died, he was working at Apple. And why did he do it? It wasn't because he was trying to make a lot of money. He had enough money. It was because he wanted to create something important. In his own words, he wanted to create a dent in the universe. He was motivated to do something bigger, to create a movement, and his primary focus was never on the money. It's funny because Steve Jobs here, his focus was never number one on the money, and yet he went on to build the most valuable company in the world at one point. According to market capitalization.

How does that happen?

It's because when you pour yourself into something and you're really impacting people on a big scale in a lot of ways, you build your movement and it starts taking off. And it's something that is deep and core to you, something that you love doing. That's why it took off for him. If your focus is just on the money, you're never going to make it. You're never going to build anything. Solid, successful, massive growth, and having that impact on a lot of people. So think about what your movement can be. I have Lance on the line. Lance, where are you from and how can I help?

Well, I'm Lance Greyhouse. I'm from Phoenix, Arizona, and I recently opened my, uh, a new, a nonprofit called The Wheelchair Lab, and I'm doing it part-time, and I work a full-time job as a dental repairman. But what I want to do is, uh, do this wheelchair lab full-time. And basically what it is, is we fix up old wheelchairs that are donated to us and we donate them to people that can't afford wheelchairs. And I got a small grant that allows me to get parts and chairs, you know, but not a salary out of this. So I'm trying to figure a way that I can— I also build barbecues and different things and try to sell those to support the nonprofit, the Wheelchair Lab, which, like I said, we build electric wheelchairs, custom ones, refurbish them, and give them out to people that can't afford them.

Is it a nonprofit or a not-for-profit?

It's a nonprofit. I just opened it. I'm under another nonprofit. It's one of their arms called the Southwest Community Network, and I'm under them right now, and we're able to donate maybe 5 or 6 wheelchairs a month to people that can't afford or don't have insurance.

Yeah, I love it. That's awesome. And it must be really fulfilling for you. It is.

It's, um, my younger brother ended up with a rare form of Parkinson's and ended up in a wheelchair. And I noticed how everybody treated them different, so I started building really custom wheelchairs with stereos and lights and big tires and custom, and everybody started treating them different. So what my passion is, is just building custom wheelchairs and donating to people.

The path to, you know, keeping this thing alive and raising money is typically through corporate sponsors. Do you have corporations who are on board with you?

I do not. This is all just, just me myself right now. I don't know how to go about that. I've approached a few people in the, in the past, but I haven't had much luck getting sponsors for it.

You know, so two thoughts I have. How about one, so you're part of a bigger charity already, right? They're, they're kind of sponsoring you and giving you the, you know, the nonprofit, um, license. They have corporate sponsors. Can you, can you approach some of their corporate sponsors and say, hey, this is part of the same charity, they're already donating to that charity, would they consider helping you out here?

I can try that. I don't know if they have a lot of people donating right now or they're working with, but that's— and as I said, this is brand new.

Yeah.

So I'm not sure.

So it's making a list. I mean, the other thing I would think of is trying to partner up with any handicap associations, uh, or people who are making these wheelchairs or supporting people who are in wheelchairs or supporting veterans who come back and need wheelchairs, any of those other nonprofits and seeing who is on, which corporate sponsors are supporting them and getting involved. It's hard for you to go to a corporation and say, "Hey, here's this new initiative," if they have no tie already to the charity or to wheelchairs in any way. So it's better to find people who already have an interest for some reason in it and have them be exposed to what you're doing and see why it's so important.

Right, I do work with the Veterans Association right now, Shining Star Program and the local VA, but they don't really seem to have a lot of corporate sponsorship at all. It's all like through the government.

Right, so part of it, what you need to do is be able to storytell really well. So, you know, you're doing 5 wheelchairs a month. I would take one of those people who have— their story left a profound impact on you because they must have crazy stories. These guys must have— they must be so happy that you came and helped them. Crazy people with no money, no insurance, they can't afford it, their life— they're struggling because they don't have a wheelchair. You come in and you, you save them.

Well, I get thank yous all the time, and they'll still call me back 2 or 3 weeks down the road and months and just saying how it's changed their life and how grateful they are. And they want to help, you know, help me, help me, uh, keep doing what I'm doing and help other people. So that's my long-term goal. Uh, another thing is I, like I said, I build a lot of stuff, uh, like I said, barbecues and other custom things. I'm trying to see if there's a way that I could sell them and use that money to put into the nonprofit. Is there any, is there a way to do that?

You can for sure. I guess it's figuring out what your passion is going to be, right? I think you have a bigger opportunity to get people on board to support you in building the wheelchairs for, for what they are, right? If it's corporate sponsorship or using a website like Kickstarter.com, I think you can build this out and get the dollars you need without having to open a new business to support it. I mean, if the barbecue business is your passion too and you love doing that, then you can, but it's still, it's It's small because you're splitting your time, right?

No, the wheelchair is my main passion. I'm just trying to find ways to fund that so I can do that full-time. It's not so much money as I need it.

I need time.

I need to be able to concentrate all my time on the nonprofit side.

Yeah, and you need to still be able to pay yourself a living, right?

Right, right, just a basic living just to get it up and running, exactly.

Yeah, yeah. I would try to get some of those stories down You know, get 3 really good stories of people who you have helped personally, and they're just overwhelmed, and have them tell their story, and ideally even on video if you can. And use that. I would look at, you know, look at Kickstarter.com. It's a way to raise funds through, through the public. And look at corporate sponsors who have already donated to things related to the wheelchair anything related to wheelchairs and veterans, right? And show them the stories. If it's a powerful story, they'll want to get involved. Awesome. Okay. Okay.

Well, thank you.

All right. Good luck, Lance. No problem.

Thank you very much.

It's great when you find your passion and you know you're helping people. The past two callers have been amazing on that. You have to find a way to keep going, and I don't recommend splitting up your time between, you know, he's a, he's a dental repairman, he's, you He wants to make barbecue then, he wants to do this. Focus your time on one thing, make it amazing, and you'll see great results. Today we've been talking about success, we've been talking about impact, we've been talking about building your movement. The next step here is to pick your one word. Okay, there is one word that defines who you are. If somebody had to write a one-word biography for you, what would it be? Some people find it really easy to find their one word. Other people have a challenge with it. But here's why it's important, okay? The one word makes it easy for you to make decisions, and it makes it easy for people to talk about you. To find your one word, think about the books you like to read, the friends that you have, the movies you watch, the songs you listen to, the companies that you've worked for, the ones you've created, quotes that you enjoy, art that you like looking at. Think about all the things that you love in your life. There's a common theme that brings all of these together. There's a common theme between the books you love and the quotes you love and the friends that you have. There's a common theme between them. For me, it's belief. That's my one word. I love the story of things that people believed in them and they took off. I love the story of the little guy who becomes successful. One of my favorite movies of all time is Seabiscuit. Little horse that everybody said was never going to make it and he goes on to win all these races. I love that story. I love the story of people believing. And so that makes it easy for me to build my movement around belief. You need to find what's yours.

Okay?

So here's an example. A buddy of mine runs a training company. And his is helping companies get delighted. He wants people to be delighted. He's a big customer service. Fanatic. And so every experience with his company has to be delightful. Now he could sell anything, but he brings that value of his, delightful, into the business. How does it help? There's two things. One, for every decision that he makes in his business, it has to be around delighting the customer. If not, then you don't take it. It makes it super easy. So you're bringing on a new employee to your company, they have to share that same word. They have to want to delight customers. If they don't, they're not in. It's easy. I don't put something up on my website or talk about on my radio show if it doesn't relate to belief. So it makes all your decisions easier. The other thing though that it makes it easy to do is customers to talk about you. You need it to be easy for people to talk about your business. This is a really complicated world people are bombarded with messages all the time, and if your message is too difficult to explain, then nobody's going to share it. Right? You have to make it easy. So my buddy Louie with his training company, it's easy for people to say, "This guy really delights people. He has a delightful training company." It's easy to share that message, and so he'll get more business. If you have a complicated convoluted, you know, 3-sentence-long mission statement. Nobody remembers. You can't even remember that. Nobody else is going to remember that. So you have to get it down to one word. This is a personal word. This is something that is of value to you. It's not anything related to what you sell. It's not your products or your services. It's a core value that you have. Again, it's your one-word biography. Make it simple, make it easy. You may already have it right now. Pump that into everything that you're doing. If you don't, then spend the time to really think about what that one word is for you because it will change yourself and your business. I have Katie on the line. Katie, where are you from and how can I help?

Hi there, I'm from Harrisburg, Pennsylvania, and I have a business idea that is based on Pandora for travel. It's like the Pandora for travel. It's a website with an algorithm that will predict the type of trip that you like based on your personality.

That's really cool.

So yeah, it's a fun idea. So our challenge is that I have a team I'm working with. We met at a startup weekend not too long ago, and we, we have a good team made up of a web designer, a web programmer, myself. I'm the marketing side of things and content development, and the original guy that had the idea who's also a digital marketer. But among our team, we don't really have the capability to build out the complexity of the algorithm that we need. We need to attract some sort of intense data architect or programmer that can handle the complexity of our concept and also attract investors so that we can build it out to that next level.

There's no way for you to start with what you've got?

You know, we are trying to build out some model algorithms that can demonstrate what we have in mind, and we're working on that. Again, we're also battling, you know, everybody has full-time jobs elsewhere, so that's how it goes. But we know we have a strong concept. We've built out a business model around it and how to monetize. We're looking at tapping into open APIs with Expedia, Travelocity, things like that for booking, making a simple one-click booking service as well. So once it predicts a trip you like, it narrows down the choices to, you know, the hotels and the types of activities it already knows you're going to gravitate to and makes the choice simpler, and then it's one-click. Booking steps.

What you need is one feature to make people say wow. So even forgetting about the booking part yet, like if it's just helping me find a trip, get that up and make me say— that's what you talked about on when you came on the show. I said I want to try this, right? That's all you need to launch with. You need to launch and get people using it to the point where they say, "Wow," okay? And then you can worry about all the other things. So don't let this— it's easy to get caught up in how many features you need and then you don't do anything. So you've got to get it to that point. Investors, if you go for investment now, you're going to get killed on your valuation.

Killed.

Right, right.

Because you only have an idea. It's not the time. You need to go out and get users and get people on the system and then it's easier for investors come on and say, hey, you already have this traction, oh, I see a clear revenue model here, I'm going to give you your funding. If you're really missing that algorithm guy, again, look for ways to bootstrap it. I'd even go to your local university and find a student program or find a professor who might be able to recommend a student to work on a project as an internship with you guys. This is a fun, cool, exciting project. You just need a math geek to help you get that algorithm off the ground, right?

Right, right. Yeah, we also explored the concept of looking at different tech incubators and potentially working with them to develop the concept further until we're ready to build out users and create our monetization model.

You can, a lot of times with incubators, that becomes your full-time thing. So are you guys all willing to quit your jobs to go do this? And honestly, that will be something that will come up. Is how many of you? 4 of you? 5 of you?

Um, there's 4 now. There were 6 originally, but 2 have dropped out.

Okay. And that will happen. You will have probably more people drop out. So who is leading this thing and who really wants to commit to it to the point where at some point they're actually going to quit their jobs to do this thing full-time?

Okay.

Because it's not going to come just from an investor. Investor doesn't want to come on to pay salaries. An investor wants to come on to build this thing up. So it's something to keep in mind, like who is really important on this team and who's really dedicated to making this thing happen.

Yeah, absolutely. Well, and I have the capacity to go full-time right now. I'm currently self-employed and would be willing to go after it, but I, I don't have the skill set to do it myself in terms of the development.

So, okay, well, it makes way—

Hero is our concept, so hopefully you'll see it in the future.

What's it called?

Getaway Hero.

Getaway Hero. Okay, I want to know when it launches because I'm definitely going to check it out. But what you should be focused on right now is one main feature that will make people say, wow, just help me find the trip. Like, if that's it, help me find the trip. Don't, you don't have to help me book it. You don't have to help me find the hotels or don't worry about the APIs or Expedia or anything yet. Like that will all come, but help me find an amazing trip. If I use your software, your website, and I say, wow, I'm going to talk about on this radio show, you know, I'm going to talk about it on my Twitter newsletter, right? You want people spreading the word. And if you get lots of users on your website, then it's easy to attract investors, it's easier to see your revenue model, you know, all of that, everything else becomes easier, but you gotta get the users and it comes from one thing that makes people say wow. Got it. So good luck, keep me posted, I wanna see your success.

Thank you so much, I appreciate your advice.

No problem, thanks Katie. So for everybody who's trying to launch a business, trying to get it going, especially when you have partners, it can be hard, but you need to find one thing that will get people talking. One thing that will make people say, "Wow," and start using it so you can get some feedback and get some investment and get more people on your team and build this thing up. We need to get this thing started because an investor is not coming in at the very early stage to save you. You've got to figure this out yourself at least to get it off the ground. Welcome back to the Evan Carmichael Show. I believe in entrepreneurs. Today's been a fun show talking We talked about having an impact. We talked about creating a movement. We talked about finding your one word. To wrap it all up, you need to now tap into your greater responsibility. I believe that you have a responsibility to now also help people who are on the same path as you, who have the same one word as you, who have the same mission as you, because they may be doubting themselves too. They may be having a hard time as well. And you're, you're Your voice, your support can make the difference between them staying on their path and them leaving it. One of my favorite stories is of Martin Luther King and Lieutenant Uhura. So if you know, if you guys who are Star Trek fans, Lieutenant Uhura was on the original Star Trek. She was, I think, third in command on the spaceship. And after the first season of the show, she wanted to leave. She's like, ah, you know what, I think I could do more than just this acting and I want to expand. I want to expand my career and do other things. And it was important because she was the first black person in any position of power on TV. If you looked on any TV show, black people were servants, they were delivery people, they never had any power. And here she was, third in command on this new show. But she just didn't want to do it anymore. And after she quit, she got a call. From Martin Luther King. And Martin Luther King told her, I understand what you're trying to do for personal reasons, but what you're doing with Star Trek here, this is important. You're inspiring millions of Americans. You're inspiring them to show that there's hope. You're a hero for them. You have to keep going. And she never saw what she was doing as being that important. Until Martin Luther King stepped in. What he did so well was find people who were on the same path as he was, which was equal rights, and find ways to support them and believe in them. And that's what you need to do with your business as well. You need to find people who are also on the same path, who believe in the same things you do, who have the same one word as you do, who are on the same mission, and find ways to support them. Reach out. Help them. Be a supportive voice. Just believe in them. For me, I believe in entrepreneurs. I love helping entrepreneurs. One of my things is I don't think there's enough education out there for entrepreneurs, especially on TV. You look at TV, what's on TV? There's not a lot to help entrepreneurs. You want comedies, you want dramas, you want action a lot. Information to help entrepreneurs, you can get a lot online, you can get a lot on radio stations, but you can't get a lot on TV. There's Shark Tank, right? Shark Tank, in Canada we have one called Dragon's Den, but that's it. So there's this new show launching called The Profit. They're in their second season now. And it's a great show where there's an angel investor who goes in and he puts his money into new businesses and supports them. And it didn't do that well. It was okay. Getting a little bit of an audience. You know, the person on the show is trying to figure out his voice, and so I reached out to them and said, hey, what you're doing is important, keep it up, great work, just to support him. And he wrote back and he's appreciative. You need to do the same thing, and it may be on a big scale like somebody who's doing a TV show, maybe a celebrity, but it may be just somebody who you know or somebody online. Find people who believe in the same thing you do and be a force for good. And even though it may seem like there's no direct business impact, there will be. I promise you it will come back to support you and help you build something extremely powerful. So the guy from The Prophet, his name was Marcus Lemonis, you know, I didn't go out there and offer him anything. I didn't say, hey, let's do deal together, here's how I can help. I'm just supporting him, and now he knows about me. And even though there's no direct business relationship right now, that's going to help me. It's going to come back. It comes back so many times, so many times where I've helped people, it always comes back. And it also makes you feel good if you're out there helping people and and seeing that what you're doing is helping them continue on, on the mission, which is the same as yours, it makes you feel so good and it gives you energy to pour back into your company, right? Half the battle with entrepreneurs is just perseverance. How do you keep going when times get really tough and crappy? So that's one way to do it. You have a greater responsibility to help the people in your network. I'm going to hit up Twitter for a question. I got a question from Jane who is in Chicago. She wrote in to say, how do I use social media? How do you use social media? This could go on. I don't have a lot of time left in the show. But what I would do with social media is again, make it about your one word and your movement. Share things that are meaningful to you. Share things that are important to you. A lot of times you are just out there broadcasting stuff. You are just broadcasting. You are putting out your promotions, your sales. You know, you are saying, "Come buy from me now. Here is a 20% coupon." You know, that stuff is not working anymore. Are you getting any results from your social media? Probably not. And I don't want it to be a big waste of time for you, but it is important. What it allows you to do is build an audience. Build a following, and what you want to do is share the things that get you excited. Share things that are important to you, that make your heart beat. If it's pictures or videos or quotes, you read a story that you like, put it up and explain why. Your company should be at the front of this movement. So if you look at my social media channel, I have my own quotes, things that I believe in for entrepreneurs, but I also share quotes from famous entrepreneurs, people like Steve Jobs, people like Oprah Winfrey, things that inspire them because it makes me inspired and that helps inspire other entrepreneurs. I'm not putting out, hey, come buy my guides, hey, come listen to this show. I'm not doing all the promotional stuff because if that's all I did, people would tune out. They wouldn't care. Consistently providing value and value that I think is important for me, that I love, and putting that out, people tune in and they listen and they share. They do it automatically and then they buy because I built that relationship up. So start by sharing things that you love, build the relationship, put out things that are important, and people will be attracted to you. And then if you build that relationship, they'll buy whatever you have. They can't wait to buy the next thing that you have. That's how you use social media effectively. It's not out there spamming people. We're already up at the end of our hour. It's crazy. I want to thank Lauren and Fernanda, my producers. Lauren is away next week on vacation. Have a great time off in Pittsburgh, and we'll see everybody in 2 weeks. Everybody keep building your businesses and keep believing.