These 2 Simple Tips Will Skyrocket Your Small Business Growth!

All right everybody, welcome to another business Q&A. Really excited to be back on with you guys today. It is Tuesday. I am happy. I am queuing up with JRise. I'm trying— we're going to try our experiment again that we started yesterday that we didn't quite nail, so we're going to see if we can get it on today. But super exciting guys, we have a special guest co-hosting with me today. Rishi is in the chat, but on the call with me today is our surprise guest, Jennifer Price. Welcome aboard, Jen. How are you doing?

Woo-hoo! Good morning. I'm doing great. Thank you.

Jen, it is 6 in the morning on the West Coast. She's subbing in super early.

Yeah, nice and early over here.

Now usually I'll ask Rishi what's in her cup because cup is her one word, but Jen's one word is fantasy. So what's your fantasy of the day today, Jen?

Well, I have a lot of fun stuff going on today. I'm actually leaving a little bit later this afternoon to go see a friend in LA, so that's really exciting. I know. And, and as usual, I have a little bit of chocolate here with me to start my day right. Uh, my favorite missionary chocolate. She makes this amazing Lemon truffle, she calls it. Lemon explosion, and it's so delicious. So, and you know, because it's the day after Halloween, all of y'all can definitely enjoy chocolate as much as I can this morning. You should be able to. It should be a lot easier to have a little pleasure in the morning than usual.

Hayden has a huge bag of chocolate here, and it's very tempting, but we'll see.

Yeah, I definitely, definitely think you should sneak into that bag and get a piece of chocolate for yourself.

Well, he gave me permission. He gave me permission, so that's the good news.

Good, good. That's good. That's a good kid for you.

So Rishi will then get us into a quote or a thought to lead us off. What do you have for us this morning?

So I got a quote ready. I actually got a quote ready for y'all because I watch Once in a While with Rishi. So thank you, Rishi, for all your awesome advice on helping to co-host this morning. So my quote is from Charles Dickens. And it is this: "There is nothing better than a friend, unless it is a friend with chocolate." Ah, I like it. Isn't that great?

Charles Dickens.

Obviously, he's an amazing author, but he enjoyed chocolate like I do.

Yeah, and for those of you guys watching, Jen eats chocolate every morning. It's part of her breakfast tradition, chocolate in the morning. Do you have a video on that? I think you do, right? Did you make a video on that?

I did. I made a video on that when I was doing my book videos. So I should do another one of those pretty soon. I think that'd be good. I could talk about all the amazing different chocolates that are here in Portland. There's so many great chocolate companies there. Very cool. I'm blessed to be living here.

Very cool. All right, well, I am lined up as team support. We're trying to get JRise on Hymer for the bot lane in our continued experiment, and we'll see how it goes. But let's get into our first question. What do we got?

All right, well, we've got a question from yesterday's chat, um, which we didn't get a chance to get to yesterday, so I'm just going to start with that one.

Sure.

And it's from— I think it's SetCursorPOS. I don't know if he or she is here today, but I'll just go right into it. So his question was, do you have any tips or experience in competing against bigger companies? "I'm 16, and I run a cybersecurity company, but currently we're having kind of a hard time trying to get bigger. I'm thinking about investing in advertising of some sort. So what's your thoughts?" So, you know, my background is in advertising, so I have a few thoughts on advertising in general, but competing against bigger companies might be more of a great question for Evan. One of the things that I would say for sure is that before you start advertising is make sure that you do a lot of research to know exactly where your customers are. You want to make sure you're advertising where they are, and so do your research. And also make sure that your message is really good. What makes you stand out from those bigger companies? What's your hill that you stand on? What is the thing that you're doing that they're not? Because that's the best way I think to make sure that if you're going to advertise, you've got to make sure that you're— standing out against what they are standing for. And the other thing I would say is when my clients, I used to work in radio, when my clients did really well, what they tended to do was to pick one thing and really stick with it. It's kind of like advertising. You can't just try something here and try something there. I mean, excuse me, it's kind of like exercise. If you go to the gym for a month, you can't expect results comes super quickly. It comes over time, and the results are cumulative. So pick something, stick with it until it really works. And if you have to, pick something small and inexpensive, and really invest in that for a while, and then add something else to that. So like in radio, someone would maybe start with one day part, maybe it would be overnights because it's cheaper, and then they would add daytime, and then they might add another station after that. And when you do it that way, you tend to be a lot more successful because you're consistent over time, just kind of like with YouTube or any other really advertising medium. So those are my thoughts. What are your thoughts, Evan?

I love it. Nice. I love the personal stories there too. Well, Jay and I are just about to get in the game. We got our roles, which I'm super pumped by. This is our first time trying this experiment and we're going to do it live with you guys, so we'll see how it goes. In terms of taking on the big companies, you know, think about why people buy from big companies. Usually it's because there's a brand, they're trusted, they're reliable, you know, they're safe, they're not worried about that company going out of business. It's especially kind of important in the security business because if I'm buying from a company that is trusted and safe and not going out of business, that's good for me. That's what I kind of want. So not that it's not possible for you to break out, you just have to be really smart about doing it. The two things that I have in mind, first is telling your story. What do you stand for? Why is it so important? Why do you love security so much? Why should I buy from you instead of buying from somebody else? This is your chance. And for any small, any entrepreneur going on taking on a bigger company, This is your chance. Don't have a corporate boring website that looks like everybody else's. It has to be something unique and different and personal because that's how you're gonna stand out. You can't out-corporate them. They're a big corporation, but you can out-personalize them. So telling your story and why you started this and making me feel your passion for security, making me feel like you're gonna take care of me with my security much more than whatever company that I'm working with right now, who just treats me like a number and doesn't know my name or my specific concerns. That's going to be super important. Oh, we have a gold player in our game on our team. This is— we're playing with some, some higher level people here.

Okay, nice. You guys better bring it.

Yeah, I know, this is going to be, this is going to be interesting. We'll see. Um, and then, uh, the second part is finding You know, when I'm taking business away from bigger players, what the easiest way in is just find one small thing that you can be really, really good at that is a pain point for your customers that the current companies aren't solving. So instead of going in and saying, such as a small business, going in and saying, hey, I want to take over your entire security budget, which may be a big budget, and now it's a big risky decision and now involves multiple layers of management to make a decision of, you know, whether they should award it to you or not. The bigger the deal is, the more people need to be involved and, you know, the more complex it is and harder to get a yes. I try to go in and find the smallest, simplest, easiest piece to be a part of that only one person has to say yes to and can happen really quickly. So whatever the most painful thing is that they're not happy right now with their current providers, just go in and try to do that one piece. Get one small project, whatever it is, and then just overdeliver like crazy. Be there constantly, ask some questions, provide amazing service, you know, get to know them and their business and their needs and the problems that they're facing. Overdeliver like crazy because they're gonna keep feeding you bigger and bigger and bigger and bigger chunks. So those two things I found super helpful in taking on big competitors. One, telling your story and making it personal. And two, just finding some small way to get in and then overdeliver like crazy so that they want to keep feeding you more and more business. I don't know if—

That's awesome.

Yeah, I don't know if he's in the chat now to be able to hear the answer, but thank you for the question.

Yeah, I— Hopefully that helps. It's a great question. I don't see him in the chat, but hopefully he'll see the playback. Yeah. Yeah, Rishi mentioned that was Oprah's strategy, that she competed with Phil Donahue by not competing and trying to beat him, but it was just about being himself. For herself. So yeah, I think that's so true. I love your point about how when you're small you have advantages that corporate company doesn't, and so don't come off as corporate. That's probably one of the biggest advantages you have. So telling your story, like Evan said, is amazing.

Yeah, and Jen, you do a lot of work helping people with their websites and creating better copy and making it more meaningful and personal. I think a lot of entrepreneurs have super boring websites and try to look like the biggest competitor and seem corporate because they think it's professional. What do you— like, what's your advice for entrepreneurs who are making— you've done— I know you've done like videos on this, making an about page. What's your advice for entrepreneurs who are making their about page or, you know, designing their homepage from a messaging copyright point of view?

Yeah, I think the biggest mistake some people make is, like you said, try to be like your competitors instead of really reflecting what you are about. To truly really look at yourself and what your brand is all about, and what you stand for. And like Evan said, if there is something you are doing that is different than your competitors, then really highlight that. Like if you are sort of anti-corporate, then your website should look anti-corporate, or whatever it is that you are all about. It should reflect who you are. And then from there, you should look at your customers. So who are the best customers that are a match for you? I think a lot of people make the mistake sometimes of going out and researching customers first, and then they sometimes then are like trying too hard to please their customers rather than really finding the customers that are best fit for them and what they are best at. And so I highly recommend really being clear on yourself, and your story, and your brand, and then finding the customers that are a best match for you. And then talk to your customers. You want to make sure your messaging appeals to them, the things that they would say, the way that they would say it, and helping to solve the problems that you can do best at.

I love it. Very cool. Well, we got a game going on here.

Woo!

There's a lot of intense activity here in the bot lane. So Jay and I are gonna see how we do.

Have you guys started the game?

Yeah, we're in, we are in. Now, are you on the chat too? Like, you could see people ask questions live?

Yes, I am on the chat too.

Okay, perfect. All right, first question in the books.

Yeah, shout out to the people in the chat, by the way. Oh yeah, I appreciate all the support today. We've got Sherry and Tamara and Rishi and Zeno, and of course you and Jay. Yeah, I got some of the loyal crowd. I love it.

Awesome.

All right, let's hop into the next question.

Let's do it.

All right, so this question is from Victor.

Victor.

And he says that he is now the acting head of operations at a Ghanaian state-owned transport company. And they just received a boost of 50 new fleets and the expectations are high. And he has a really high vision for himself, too. He wants to effectively and efficiently market these products. Please use technology to improve the marketing of our services. And he says that they run a non-scheduled service. When the bus is full, it departs. So what he's asking is, how can we capture the market from them? What's the most profitable route? From— he's talking about from leaders in his industry. So, it sounds like, you know, similar questions to before. Maybe he's not quite the leader, but he has— maybe they just got a big job and he wants to do a great job of capturing the market. So, I don't know a lot about fleet companies personally, but I would say that— I know his question is kind of around capturing the market. And I would be careful, because their market might not be your market, right? Because you might have— and, you know, I could take a real strong look at who your market is, and who do you really want to capture as a part of your customer base? And then similar to before, like, what makes you different than your competition? I think— You know, if you really want to capture the market, think about the kinds of things that people hate about your industry, and is there a way you can offer the opposite? You know, can you— you know, you said something about they run non-scheduled services. Does that mean that maybe if you did something that was scheduled, that it might be an advantage? I don't know. Again, I don't know much about the fleet business, but that's kind of the thoughts that I have.

Yeah, a lot of parallels to— The last question, it's funny how we often come across themes as we get these chats going. Right. Honestly, it's the same advice. I'd be looking at what is your story and why are you so passionate about this. I'd try to make a personal connection with somebody at one of your potential client sites, potential customers for you, make that personal connection to them. Oh, we're fighting, we're fighting, we're fighting. All right, we're okay, we're okay. Why do you love fleet management so much? Like, make me feel a burning desire and passion for what you're doing. I'll give you an example that when I was doing an SEO, I was doing a series called SEO for Africa where I would help raise money for entrepreneurs who are getting started in Africa who needed small loans to get started. And with, you know, the way I did it was I would do a seminar series on helping entrepreneurs with their SEO for their websites. It's something I was kind of into at the time, really figuring out. Um, and so there was one guy who kept coming out named Ed who loved backup and loved website hosting. It's like the dude was just obsessed with it. I've never met somebody more obsessed with data backup than this guy. You know, but we all have our things that we're super pumped and excited by, and this was his, and it's awesome. And so when I was looking at my website and what to do, you know, he was the first guy that I wanted to give a shot. I found it important because I knew this guy, I heard his story, I understand his passion for it, and so he had the first shot to be able to do this thing for me. And you could probably think about it—

Evan, Evan the love.

You can think about your own, like all of us can think about our own experiences and when have you bought from a small company instead of a big company? What has happened when you've bought from, you know, a local coffee shop or a local, you know, chocolate shop that Jen might be going to, right? Instead of going to the big store and like why would you pay more to go to, because often the little, the smaller companies are more expensive. So what would make you want to pay more for something? It's the story, it's the connection, it's the passion for that entrepreneur, you know, all of those things matter. And so you know from your own personal experience, use that from your own personal experience. Whoa, we're under attack! We are under attack!

I'm gonna get 'em!

Oh, we got a kill! J-Rice gets a double kill! Holy cow, nice double kill! They came at us and J destroyed them. Uh-oh, I might die. No, I'm not gonna die. Okay, yes! So a lot of times with all that stuff, it's thinking to like, what— think about your own experience, even if it doesn't even in a different industry. So this is fleet management. Okay, great. You know, you probably never purchased, you know, fleet management stuff because you're providing that service. But think about it from the perspective of other companies that you've bought from. Like, do you like going to Starbucks, or do you like buying from the local roaster? Do you buy from— do you buy from the supermarket, or do you like going to the local butcher? Like, There are some people that you buy from smaller companies with, so why? Understanding that will really help you make those lessons applicable to your own business.

Love it. Great advice. Okay, so the next question from Batul. I think I'm saying that right, I'm not sure. And he says, "I'm here to say that I've done research in marketing," and he has that in quotations. And then he says, "It's kind of like innovation in marketing." He's done research— I've been working on it for—

What's in quotes?

Yeah.

The research or the marketing is in quotes?

Marketing.

Marketing, okay.

So it looks like it's maybe a smaller niche of marketing of some kind that has to do with innovation. Okay. And he says he's been working on it for 2 years, but he's confused to where to publish it. And then he said, "I've seen your videos and realized that you might help me with the issue." So, I mean, this, to me, brings up a bunch of questions, because I immediately think to myself, well, I'm not sure exactly what he wants to publish. Is it a thesis? Is it a book? Like, what did he do with his research? Did he make it into an article? Because obviously that makes a big difference as to where he would want to publish it. If it's a book, obviously he could self-publish it, or if it's a thesis, it might be able to be submitted to different marketing journals. If it's some kind of article or blog, obviously there's a ton of great marketing blogs out there. I mean, there's so many. Being in the marketing world myself, the first things that come to mind are like MarketingProfs or HubSpot. There are so many. So it really depends. And then of course, depending on what his niche is, the innovation in marketing, I'm curious, is that innovation in data, in social media? What's it about? Because obviously that would make a big difference I think to where you would want to publish it. And the only other thing I would say maybe too is that you could probably start small somewhere. A lot of times people who are publishing things, it's a good place if you're not well known yet, start somewhere where it's easier to get published and then you can always submit to other bigger publications once you get published. It's easier sometimes. I don't know, those are my thoughts. Evan?

Yeah, oh, we're fighting. Can we get something? Yeah, we got a kill. All right, very exciting. Yeah, I'd be looking at— I would be looking at who cares about this audience. So, you know, this research that you have, who really cares about that and sees that, man, that's really amazing. So where is the audience for this content that you have? And I would look at not just where to promote it. So yes, do you self-publish it? Yes, do you work with a publisher? Honestly, the publisher, if you go into traditional publisher, you know, something I know a little bit of working with Penguin Random House for my book, they care a lot about your audience. And so if you don't have an audience yet, if you're just kind of getting started, you don't have a big social media following, it's going to be really, really hard to get a traditional publishing deal. And so just being aware of that. Now you can self-publish. We're actually doing a new series, a new video coming up within the next week, I believe, on our Making It series, and it's going to be making it as a writer, and it's advice from super successful writers on how to have success as a writer.

I love it. You know I'm into that. That's so cool.

Yeah, so it should be fun. Oh, we just got some more kills. This is great. So one of them is, is from James Altucher, who wrote Choose Yourself, and super successful book. We had him on the channel, and he talks about self-publishing through Amazon. And Choose Yourself is his best-selling book, and he, he self-published it and earns 70% of the revenue because he publishes through Amazon. So we just took our tower. Okay, we're gonna split. Good. Yeah, so it's, it's definitely an interesting way to go, one that I would highly look at if you're a first-time author. And then it's up to you to think about promotion. How are we gonna get this out there? How are we gonna get people to care about what we're doing? That becomes interesting and important. And so it could be by writing some guest blogs on different posts. It could be from doing interviews on channels, right? Like, if you had some new research for entrepreneurs, you know, I might care about that. I might want to have you on my channel and let's talk about it. I've interviewed tons of different people on my channel, and that's some good potential content for me there to care about. So it's a matter of then getting the material out there, getting some exposure for yourself, whether it's podcasts or blogging or doing, you know, YouTube interviews, working with influencers. Think about the people who would find your research interesting and then start working with those people. Letting them know about what you're doing.

Yeah, I'm curious, Evan, what's your thoughts on— I don't know if you've talked about this before, but self-publishing versus, you know, getting a publisher.

I've mentioned it on one of my book videos, but I mean, there's so many videos that it can be hard to remember everything. Right. It really just depends on your goal. See, so my goal, I wanted impact and I wanted reach. Making the book was not a money-making thing for me. It was not the primary goal to just to make money. I wanted to be able to have reach. I wanted to touch a lot of people. I wanted the message to get out there. I want people to find their one word and see the benefits of using it. Self-publishing was never in the cards for me because you can get— you'll make way less money, but you'll get way greater reach by going with a traditional publisher most of the time.

Right.

And so that was my thinking there. So it just depends. Like, if you're— some people just have, I want to write a book as like a bucket list thing, right? I want to write a book because it's important to me because, you know, I want I want to tell my grandkids, hey, look, you know, I wrote this book. For me, that wasn't a thing. I didn't— I don't have attachment to, you know, it's nice to see it. It's nice to have the, you know, the book next to me and say, hey, I wrote that. That was a fun exercise and a cool process. But it's, you know, I would rather do other things if I didn't have a publisher with me. So I think it just depends on your goal. There's no one, you know, right way or wrong way. Just make sure that it aligns with your goals.

Right. Yeah, you have a little more control obviously if you're self-publishing, but you also don't have the same distribution channels. But you know, a lot of people do publish on their own first hoping to get picked up because, you know, it can be difficult to get a publishing deal. So, you know, if you can't get one, you can publish on your own, and then if it's good enough, sometimes it gets picked up.

Yeah, and that's happened with a lot of people. Fifty Shades of Grey. Yeah, was one that— yeah, there you go. And there's been others too. That's maybe a more, you know, popular example since we all know that book. So yeah, like the first one you do on your own, just again, just depends on what your— what is the goal? What's the goal with making this book? And when you know the goals, you know what the outcome is that you want, then you can align your your actions, steps a little bit better.

Yeah, uh, quick shout out to the chat, uh, there's quite a chat going on about local farming and drinking local coffee and, uh, Tamara being a Cornhusker. I don't know, good stuff, guys. You guys are entertaining me for sure.

I love it.

All right, let's see. Let's hop into the next question. So this question is from Hassan.

Okay.

And he says, "Your videos are super awesome, and I really find a great strength and motivation from your videos." And he wants to start his own channel, but has a question as to where and how. He loves to be healthy. I love doing sports. Sports like swimming, weightlifting, and cardio, and even love to know about technology I can teach like HTML and other helping videos for people. And I'm living in Turkey and just learned Turkish as well, so sometimes I think of making videos that help people learn Turkish fast because I can speak better Turkish than the foreigners who are living here for years. And he speaks all these other languages too. So he says, so please suggest to me what I should do Should I do a mix of all things, or go for one thing specific? I'm looking forward to your best suggested answer for me. Wow, I love it. This guy is like multi-talented, which is awesome. It kind of reminds me of myself. I'm always like, I want to do this, I want to do that, tons of ideas. My thoughts are experiment with all of them. That's kind of my thoughts. You could do different playlists for different for different subjects, and you could kind of get a feeling for which ones you love doing the most. If you are not sure, I think obviously you want to go for the one that resonates with you the most. But if they all sound like fun, experiment and see which ones end up getting a little bit more traction, which ones you enjoy making the more. The Turkish one sounds really interesting, because I think that's something that probably would get a lot of traction for people who don't know how to speak the language. But, you know, again, I just think, you know, doing what you love the most is probably going to end up being the best one. So that's my thoughts.

Very cool. What were the other things? So there was Turkish.

Yeah, speaking Turkish. He's also good at technology, so HTML, CSS. And he also loves to be healthy, so health and fitness. Like weightlifting, swimming, and cardio.

Got it. Yeah, so we've talked about this a couple times on the channel. I'm a big fan of combining the genius at the end. Do both. That's how you're gonna stand out. It's one, how you're gonna get more, like, have a unique flavor so you're not just— oh, they surrendered! Oh, we won! That was a fast game. Wow, Jen is maybe a good luck charm here. Look at this.

Wow, I love it. I love being a good luck charm.

So, so after, after 20 minutes you can surrender a game. You can't quit the game until after, after 20 minutes.

Um, and you're killing them basically.

They surrendered at 20 minutes and 44 seconds. So that was pretty good. I had 3 kills, 1 death. J-Rice had 5 kills and 1 death. So yeah, it was pretty solid. We did well. So yeah, combining the genius of the end, thinking about how you can combine these things together that make it unique and special and different for you. Otherwise, like, if you just go out and teach Turkish It's great, you have a skill set, you're better than, you know, some of the other people doing it. Awesome. But you're just another guy teaching Turkish. Now, can you combine that with technology? And can you make great videos or make a great app or make a great website or make a great, you know, piece of tech that helps me learn Turkish better? Those two interests will make you already different than everybody else trying to do it. And the third thing was athletics, fitness?

Yep, yep, fitness and swimming and weightlifting.

Yeah, I wonder if there's even a market to have a premium service where you, where you work with all the athletes that come over to Turkey for competitions, for training, and you— oh cool, yeah, yeah, you're their translator, or you're there, you like, you teach them how to— like, you could be known as that guy. This is— here's an example. I told this a while ago, I haven't told this story recently, but a buddy of mine was a financial advisor, is a financial advisor, and he, you know, how many financial advisors are there out there? It's It's like everybody's a financial advisor. It's nuts. It's an insanely competitive field and you can't differentiate the product. Like you guys are all selling the same stuff. You're all selling mutual funds and stocks and bonds and like the product itself is the same, sorry. So that makes it even harder to stand out when there's nothing different in the product that you're doing. His other passion was hockey and he could watch the same replay on SportsCenter, ESPN, you know, 10 times, and Steve would be like, "Man, what a crazy goal! That was nuts!" And his wife looks at him like he's crazy, like, "Haven't you seen this already?" And these two things seem like really opposite things. Like, how can I ever combine my love of watching hockey with financial advising? And when it finally clicked— The thing that he did was he became the financial advisor for NHL hockey players. And they want to deal with him because he loves, he can speak to them on their terms. Like he's, they're mostly the financial advisor is going to them just see, you know, high net worth person, hockey player, okay, a good meal ticket for me. And they're just giving the financial advice. Or he can go in and give the financial advice, but also talk to them about hockey and appreciate and validate and recognize them for their skill and that amazing goal that they scored. So he's one of them. And so that gives him a tremendous leg up over everybody else going in who only deserve to be a financial advisor. And so it's parallel here where you could do the same thing. If you love swimming, or if you love bodybuilding, or you love skateboarding, or you know, whatever it is, when those athletes are coming, you could connect to them in a way that other translators or teachers couldn't because all they are doing is teaching Turkish where you understand that person and connect with them on a much deeper level. And so that could be a really specific play where like you want to build a higher-end coaching program helping a smaller market. If you have a small market, you charge more. If you have a broader market, you don't have to charge as much, you go for mass. If you go the technology route, you, you know, can go a bigger scale and build a website or build an app or build some new piece of tech that hasn't been seen before, or find some Frankenstein way to bring all those things together because it does two things. One, it helps make you different and stand out, which is important. People know what to remember you for. And two, You will feel complete, and it's important to feel complete in the work that you're doing. Because if you don't do the tech part, if you don't do the sports part, you're always going to feel like there's this piece missing, and that's going to eat away at you. You're going to want to do something on the side to try to fill that need. And instead, I say instead of doing it on the side, bring it into the main thing that you're doing, and that's going to help you get a lot more loyal and higher-paying customers. So that's my advice.

I love it. I love your comment about Frankenstein. That's hilarious. Frankenstein it. I think that's a new verb.

It's a verb. There you go. To Frankenstein. I like it.

Cool.

Well, that was a fast game. I love it. We did well. The experiment seemed to work. We'll see what happens. We'll see if Rishi continues the luck tomorrow.

I'm sure she can. There was chatter in the chat about how I'm a speedy talker, so maybe I helped you win the game speedily.

Faster? I love that. Cool. So Rishi has traditionally ended our sessions with an all-encompassing thought nugget of wisdom to leave us on. So what do you think, Jen, from everything we talked about on this thing, on this chat? A final thought, words of wisdom from Jen to leave us on.

I think, uh, wow, that's a tough one. Probably it seems like what came up again and again was to really, um, look at your— what you do different, what you— how you stand out against your competition. And really look at how you can provide value that nobody else can. Very cool.

I love it. Well, thank you guys for watching. Hope you have an amazing day. I'm off to— what am I off to do? I'm off to do— what's Tuesday? Tuesday, I've got to finish up some videos for the channel and do some team mentorship here. What are you up to today, Jen? You're off to LA.

I'm off to LA a little bit later, yeah. I'm super excited.

Are you vlogging that? Can we see that on your channel sometime soon?

Yeah, well, I am— I'll be Snapchatting it, so for those of you snappers out there, you can catch it on Snapchat. And then what I'll probably do is I'll probably upload it into a video also.

Very cool.

If you're pretty loyal to YouTube, you can catch it on YouTube too.

Very cool. I love it.

And thank you for having me here today, Evan. I appreciate it. It was fun to step in for Rishi. And Rishi, thanks for all your great wisdom.

You rocked it. You rocked it. I love the answers. Cool. Well, thank you guys for watching. Have an amazing day. We believe in you. We hope you continue to believe, to fantasy, to cup, to rise, and whatever your one word is. Keep adding to the list.

Don't forget to write down your fantasies because words make it real, people.

I love it. Much love, guys. We'll see you soon.