Unlock EVERY Business Strategy in Minutes | The ULTIMATE Guide

Hello everyone and welcome to The Evan Carmichael Show. I am your host, Evan Carmichael. I believe that hungry entrepreneurs deserve help. I was out late last night. I was hosting a dance party, bachata party, at one of the companies that I've invested in. It's great to see good companies doing well. I want to see that for you as well. Before getting started, I need to welcome two new producers. To the show. Usually I'm with Zach and Courtney. Today it's Steve and Fernanda. I'm excited. I hope we have a good show. Hope everything goes well. This show is really important. Today is extremely important. Today I'm gonna give you strategies to not only save your business but help you build the company that you deserve and can be proud of instead of just struggling to get by. On the agenda today, I'm talking about How to Turn a Bad Day Around, Do Women Get Respect as Business Owners, If Your Business Isn't Where It Should Be, It's Your Fault, and How to Go All In. Now, if you're having a bad day, bad week, bad month, you have to find a way to turn it around. Running a business is hard. There's going to be peaks and there's going to be valleys. You guys know what I'm talking about. There are some days when you are on top of the world, everything is going really well, You love everything about your business and then you're going to have the days where you feel like you're just getting kicked. Ongoing. And then when you feel like nothing else could happen to you that's worse than what's going on right now, bam! In your face, another huge problem. And that's part of running the business. But you can't let those down days keep you down for too long. Okay? Last week I had a bad day. It was a Wednesday. I got on the call with my book agent. I'm working on this book deal. I thought I did a great job on the new proposal. She calls me up and slams me on it. She says she hated it. She says my first proposal was better. She tells me I'm going in the wrong direction. I didn't even fully understand all of her feedback and was confused as to what to do next. I was frustrated. I wanted to make this thing happen and I hate hearing that I'm going in the wrong direction. Then I get on the call with my media coach who's slamming me for all the things I'm doing on radio and saying I need to be better, pointing out all my flaws, giving me suggestions for what to do better. And for 2 hours I'm just taking it from these people, and it was all great feedback but hard to take. Then it starts raining outside, and I brought my Vespa to work, and I didn't check the weather report. It was sunny in the morning, and now I'm going to get soaked as I leave for the afternoon. So my day was not off to a good start. And I had an important afternoon. I had to film 14 videos that afternoon and I needed to bring my A-game. And you have to bring it for your business too. You have to bring your A-game for people to pay attention and for your business to grow. You are not going to watch my videos if I am on there saying, "Hey guys, it's Evan. I am really down today, but you have to grow your business." That is not going to inspire you or motivate you. So what did I do? Number 1, I got out of the office, I went to a Zumba class. Zumba is like Latin line dancing cardio. Get out of your office, do something to get the blood flowing a little bit, get some perspective, get some distance, you'll start to feel better. Number 2, go help somebody. I helped my dad. I invited him along for the class and he felt like he wanted to have a little bit of fitness in his life. He wasn't in the best shape. So he came along with me to the class and he's smiling and I see him at the end of the class. He had a great time, huge smile across his face, tons of sweat across his forehead, and he said, "Thank you." And that made me feel good. When you do things to help people, you'll feel better. You'll have more energy. You'll be able to put that back into your business. The third thing I did was go out and get some liquid inspiration. I went to my local Starbucks, picked up some caffeine and sugar. My favorite drink right now is the caramel ribbon frappuccino, and it just gave me a little bit extra energy. So if you're having a bad day, try some of those things. Get out of your office, do something active, run the stairs, go for a jog, go for a walk around the building, whatever it is. Two, try to help somebody out. It'll make you feel better. And three, if that fails, liquid inspiration, get some caffeine and sugar in you. It will help turn your day around because you need it. If you stay down for too long, your business will fail. You have to be a driving force of positive energy to keep your business going. We have Cabrena on the line. Cabrena, where are you from and how can I help?

I'm from Charlotte, North Carolina.

Charlotte, all right. Welcome to the program. What's going on?

Thanks.

For the last 7 years, my husband and I have had a landscaping business. And it's been at a standstill for the last probably 2 or 3 years. We haven't been able to get any new customers, and we lose customers. And we just want to find out what can we do to, you know, expand our business and just get it on the road, because—

Why do you lose customers?

I think it's usually the residential customers. They just can't afford to pay us anymore. They can't afford anybody cutting their grass, paying someone to cut their grass.

And then they're what, they're doing it themselves?

Yes.

Okay. What is special about your landscaping company?

Well, we take care of the lawns pretty good. Our customer service, I believe, is very well. I mean, people tell us they really like our work and We're there when we say we're going to be there and we do a very good job. I treat yards like I treat my own yard. I love planting flowers. Whenever we have to install a flower bed, I install that flower bed. I do it just like I'm doing my own.

I'm loving your passion. That's a great story that you want to tell. A business like yours, word of mouth is a fantastic way to grow it because if neighbors are looking at their lawn and they're seeing you you know, how nice it looks, they get jealous, they want the same thing. But you gotta overdeliver like crazy for people to talk about you. You know, like your customers, they have busy lives too. If you want them to spread the word, you've gotta do something above and beyond to make them care. So I'm just thinking, like landscaping business is great. There's a lot of competition. It sounds like you really care about your business, which is great. I'm trying to figure out what can you do to make it better, to make it so you can overdeliver like crazy so that people will want to tell their friends about you?

I honestly don't know. We've actually started attending bidding conferences so that we can, you know, bid contracts with the city so that we can just enlarge our customer base because we mainly want to deal with commercial. Accounts and not so much residential.

Okay.

And I have to be honest, that's because that's where the most money is.

It's where a lot of money is, but is it high margins for you? A lot of times dealing with the city can be hard to make a buck off of.

Oh yeah, it is pretty hard, and we're small, and I kind of feel like it's just too competitive. That's, that's just where our, our mind has been, you know, thinking that we needed to go shoot for the stars, basically.

How important is this for you? Like, if you're not— if you don't get new business, is your company in risk of failing?

I honestly think so, because for the last— well, for every year we've been open, we filed a loss on our taxes. So it's not really profiting us a whole lot, but we really want to do— we want to be entrepreneurs and own our own business. I don't know if it's just something different we could try to possibly get, because we don't want to just let it go.

We don't want to turn it loose.

We put a lot in.

This is important because this is your livelihood.

Yes.

Right, like this has to work, and it's both you and your husband together in this thing, right? There's no other money coming in, right?

No, it's not.

You've got to find something that really separates you from everybody else. I love your story. I love the whole, you know, we're a family business. I treat this like it's my lawn. I really care about this. Have you promoted that angle?

You know, actually we haven't. We haven't talked about it like that, no, to other people.

If you came to me and you said, hey, I cut grass, then I'm going to compare you to, you know, my neighbors who might do it or myself who might do it. Or other companies. Like, you're not really standing out. But if you say, hey, we're a family-owned business, I really care about lawn and flowers and making the house look nice, and I'm going to treat your house like it was mine, or your property like it was mine, that starts to get me interested. Yeah, I think it's a way you can really stand out.

Okay, I haven't— I've never thought about pitching it that kind of way.

Okay, well, can you try it?

Yes, I definitely will.

Is that exciting?

Yes, it is. Okay, that gives me something to think about.

This is important. It's really important because this is your whole business, okay? And I really want you to put that in and put that effort in, okay?

All right, thank you so much. No problem.

Thanks for calling in. And everybody listening, it's so important. Put yourself into your business, your story. It'll make people want to do business with you. It's your way to help stand out. Especially when this is your only way to make money and you have to make this work. And the other day I got an email that really bothered me. One of my readers wrote in, her name was Charlotte, she said, "Why are ladies not taken seriously as business owners?" It bothered me for a number of reasons, but first off, the reason why she's not as successful as she can be is not because she's a woman. She's not getting respect because she's a woman, it's because she doesn't have the confidence. And it bothers me that she has this limiting personal belief that says, "I'm a woman, so I can't be successful." Okay? And too many people write in, call into this show, hit me up on Twitter, Facebook, YouTube with limiting personal beliefs. This problem is not because she's a woman. It's because she doesn't believe in herself. And we all have these big dreams for ourselves. We have these big ambitions for the life that we want to live and there's this little voice in the back of our head that says, "You can't do it. You can't do it because..." Fill in the blank. There's a reason. There's a limiting personal belief that holds all of us back and you need to stomp it out. You need to crush it down because it's always going to hold you back from building the company of your dreams. It's always going to hold you back. I know a ton of women entrepreneurs who are highly successful, who have great businesses, who don't take crap from people, who demand and command respect. And I know a ton of guys who do the complete opposite. They have crappy businesses, they don't get any respect, they don't have a fantastic product or service. It has nothing to do with if you're a man, if you're a woman, if you're from another country, if you have an accent, if you have a disability, if you don't have an education. As long as you believe those things will hold you back, and it's gonna hold you back. They're just limiting personal beliefs that have nothing to do with your success as an entrepreneur. As a business owner, you chart your own course. And as long as you believe you can do it, then you can do it. The second thing that bothered me, she's lumping all women in together, and I'm worried about the message that this is sending. Because I don't want my daughters, my sisters, my wife thinking that they can't be successful because they're a woman. They could start a business, but it's going to be a lot harder for you because you're a woman. That's not the message we need to be sending. If you're an entrepreneur, it's going to be rough, it's going to be hard, no matter what background you come from, but if you want it, you can go get it. As soon as you change the story you're telling yourself, you will change your business and you will change your life. I have Sharon on the line. Sharon, where are you from and how can I help?

Um, I'm actually from Chicago, Illinois.

Welcome to the program.

What's going on?

Thank you.

Um, I actually work in a nail salon.

Okay.

And I'm actually, uh, thinking about, you know, striking out on my own, open up my own, uh, nail salon and I was just, you know, wondering what would, like, the first step be, what first steps I need to take in establishing my own nail salon.

This is great. Are you excited?

Yes, I am. I am really, really excited. I know that, like, location is everything.

And, um, okay, so this is what's really important. Have you ever started a business before?

No.

Okay.

And that's fine. Everybody's got to start somewhere, but it's really hard to make a business fly. It's great that you're already working at a nail salon. What I would do is try to get as close to the owner as possible and learn everything about that business. So when you're going on opening your own shop, you're not just being knowledgeable in how to do nails, but you're also knowledgeable in how to run a business.

Right.

Is there anything you could do to help out the owner, get to know them a little bit more, get to know their challenges and how they hire people and how they promote their business? Is there a project you can get involved in to help out a little more?

Actually, I have been doing that. I've been in a temporary position, nail person slash managing her nail salon.

Okay, this is great.

Yeah, so he— yeah, the next thing is starting.

I would try to find a way to start part-time before diving in full-time because a lot of entrepreneurs, they jump into it full-time, they leave their job, and they realize, hey, this is a lot harder than I thought it was going to be, and they run out of money, they run out of funds, and they have to close down. Yeah, so I don't want that for you, right? I want to see this nail salon take off for you, and you've already done a lot of the steps. Like, you've never run a business before, but you've already taken a you need to, to prepare yourself. The next thing is actually just starting up on a part-time basis. Can you think of a way to do that?

Yeah, definitely. Um, I mean, what can you do?

What can you do to start part-time?

Um, well, first of all, I, I need to find some space. I'm kind of like stuck on that, where to open up the salon, what is a good, you know, location to actually, um open up the salon.

For all retail outlets, this is a big danger. You open up in the wrong space, it can sink your business, right? Now you can have the best service, but if you're— if your location sucks, it's going to be hard to make this business work. So a great way to try it out is instead of going to a mall and getting a location and signing a 5-year lease that could sink your personal finances too, Try to partner up with a local business who has a location already and offer to do nails out of their location. It doesn't even have to be a nail shop. Another location, some other kind of store, some other kind of retail outlet that deals with your kind of customers and work out of their location part-time so you can test. You can test it, test out that location, see how you are as an entrepreneur. Is there anything that comes to mind, some place you could, you could try out, you know, sublease from somebody for a little bit or be part of their store and do nails?

Okay, so I mean, yeah, there's a couple of places that I could, uh, check into and see if that would work. That sounds like a great idea because I was going to go the route of, you know, finding a place and, you know, doing a lease and You know, uh, don't do that.

Don't do that because you could—

I was about to do that.

You can sink your business. You have to make sure you get the right location. This is, this is important. This isn't like McDonald's where if you open up a new location and it doesn't work, whatever, that's fine, like it's McDonald's. This is everything for you, right? Yeah, like you picked the wrong location, you're sunk. So it's got to be important to come out of that. So I would find like a hairdresser, somebody who you can you can take a spot out of their store, rent it for a little bit of time to test out the location, see if it works. And if it is, if you're getting customers and you're enjoying it and they're loving what you do, then when you open up your location next door—

I already have a nice clientele.

And you know that that location works.

Right. Yeah.

Okay?

Thank you so much, Evan.

No problem. Good luck. I'm excited for you. You're taking the right steps. You're going to do well. I'm excited. Okay? Okay.

Okay.

Thank you.

Good luck. For everybody listening, hey, if you're looking up at opening your own store, it's one of the biggest failures of most entrepreneurs. You pick the wrong location and you end up shutting down. It's so important. You got to pick the right place. Start small by renting out somebody else's location to get going. And if your business is not where you think it should be, then the reason is staring at you in the face. The mirror is your fault. You can't blame others. Blame for what's happening in your business. I get too many people who call into my show, who write me up on email or Twitter or Facebook, any of those channels, and they blame something for why they're not successful. They blame their customers. They blame their employees. They blame the government. They blame the economy. If your business can only do well in a good economy, then you don't have a business. You have to be able to survive through any economy. Running a business is hard. This isn't some easy thing you just get up and do and you have tons of success. You have to be able to survive all of those situations, and if something goes wrong, which it is, you have to fix it. Nobody's coming to fix it for you. Some of the best businesses in the world were built in recessionary times, and you can't blame a bad economy for your inability to get out there and drive business. You have to be better. You have to invest in yourself. When you take accountability and realize that you are the problem and you are the only one who is going to fix it, that's when your business starts to grow. I got an email from one of my readers, Donald, who had a housing construction business and his business fell apart in the housing crisis. Now he's not doing anything. And he's blaming the economy for his luck. And you know what? It was a bad economy and still is, but people are still spending. You have to get out there and hustle and turn this thing around. I tell Donald, listen, like, you can't just give up. What's the response? Just quit? So it's a bad economy, so you quit? You throw in the towel? You give up? You do nothing? And he writes back and he calls me a right-wing idiot. Meanwhile, Donald isn't doing anything. He's not making a contribution to his community. He's not running the business. He's not making any money. And as long as he blames the economy for his business being so poor, then he's never going to get anywhere. He's never going to be a great entrepreneur. Bad things are going to happen to your business. You can't blame other people and other circumstances. You have to fix it. It's on you. The cavalry is not coming. It's up to you to realize that this is your responsibility to fix. I'm reminded of a story of Milton Hershey, one of my favorite entrepreneurs from the Hershey Chocolate Company. When he started his business, he borrowed a couple hundred bucks from his aunt in Philadelphia and he started. He was working 15, 16 hours a day making his products at home at night and then selling them on the streets during the day. His company failed in Philadelphia so he moved to New Orleans. It failed there so he moved to Chicago. It failed there so he moved to New York. And it failed there when a bunch of kids stole all of his inventory and his money and he had to come home a failure. And he went back to his house and his parents said, "We don't want to know you. You're not part of our family anymore. We disown you. You're a failure. You are not part of our family." And the only thing Hershey could do was go borrow the couch of one of his former employees and sleep on that couch for a little while while he continued to build his business. Hershey was successful because he didn't blame the things around him. He could have had a ton of things to blame on, right? The economy wasn't great, his customers weren't great, the city that he was at weren't great. Blame those, those kids in New York who stole everything from him. Blame his family was not supporting him. He had tons of reasons to throw in the towel and to blame everybody else for his inability to build a successful business. But he didn't. He kept going. He knew that even though he had all these hardships thrown at him, and we're all going to have these in our life, in our business, it's not easy. Even though he had all these hardships thrown at him, he kept going. He realized that it was up to him to make this happen. So this is on you, and I don't want to hear you blaming other people, your family, your lack of resources. The economy. Once you realize that this is up to you to be better, that it's on you to turn this business around, when you accept responsibility for it, good things will start to happen. Your mindset shifts, your business will start to grow, and your life will get a lot better as well. I want to get to the calls. I have Diana on the line. Diana, where are you from and how can I help?

Hi, I am from Utah.

Utah, all right, welcome to the program. What's going on?

Thanks.

Well, um, I am a massage therapist and I decided to go into the business for myself, so I just own my own little home massage business just by myself.

Okay, great.

Um, I find that you are exactly right. You know, I used to blame the economy and say people are just not shelling out for massage anymore. But I find that that's not really true because, you know, everyone's trying to be more healthy nowadays. So I realize that it's just because I haven't been as proactive as I need to be with, you know, getting people together and marketing. So I was wondering if you could give me some cost-effective marketing ideas to get my name out there so I can get more clientele.

So for— congratulations on getting this business started. For a company like yours, referrals are really important, right? Like, how many people can you service at a time in your company per week?

Oh, um, per week, well, I do, you know, sometimes about 5 or 6 massages a day because they're about an hour long. So, um, if I work, you know, 5 to 7 days, that's, that's 5 people a day.

So it's not huge. The number is not huge, right? You get 25 or 30 regular customers is not a big number. We're not talking about I need thousands of people to come visit my store.

Right.

Right? So it's figuring out how to build word of mouth. Now are you getting referrals from your current customers?

Yes, as far as I am aware I do. I try to run deals that if they refer someone to me that they get like maybe half off a massage. But you know, sometimes it's just they tell me that their friends can't afford a massage at the moment or it's always the money thing.

Right? So, what I love to do in terms of getting referrals, I don't often go out and ask for referrals because I find it puts people on the spot and it makes them awkward. When people give referrals it's because they genuinely want to instead of getting some kind of discount on it.

Right.

But you have to make it easy for people to talk about your business and over-deliver like crazy. What I would think about doing is giving them a reason to stand out beyond just your massage. So what do you do that's different? What's really special about your business that people can talk about?

Okay, so the fact that maybe I'm skilled in many different areas, modalities, even like energy work.

Are they signing up for that?

Yeah, a lot of people actually don't know what some of the modalities are, but when I explain it to them when they're here then they tend to understand and they really enjoy it once I do it.

Okay, so you have a holistic approach that's different than other people.

Right.

And that has to be clearly communicated to make it easy for them. Okay. So with every customer, you want to try to figure out how to give a little bit more than what they signed up for.

Okay.

Make them feel like they're getting incredible value, even if it doesn't cost you anything, that they're getting incredible value from you that they don't get from anybody else.

Okay.

Even think about, like, can you write up a document or a checklist for them to go home and work on? Or can you give them, you know, music, song selection that you really like that relaxes you? Anything like that that maybe doesn't cost you a lot of time or money, right? But it's just a little extra step because now you're so different than all the other massage therapists out there.

Okay.

I'm an investor in a salsa dance company and one of the things that we do to stand out, again, service type of business, you have to over-deliver like crazy, is we will send them a list of the moves that we've done in the class, break it down. We'll give them videos of what they've learned so they can practice. We'll give them sample songs for them to practice to so when they go home they can practice. We'll do events for them to come out to so they can practice their dancing. Nobody else does that, and so we stood out, and now we bring 5,000, 6,000 people a year to learn salsa from us.

Okay, so would it be a good idea maybe to research other massage therapists around the area and find out what they're doing so that I can make sure I'm definitely stepping outside the box?

That's a good idea. The problem is most massage therapists are not great entrepreneurs, and so you're comparing yourself to mediocrity.

Okay.

I would try to find who's the best massage therapist in the world. Look, who's the best in America? Who's getting all the business and what are they doing that's different? How can you bring that to Utah?

Oh, okay.

Okay, does that help? Yeah, that is—

that's perfect. I appreciate it.

Good. I'm excited for you.

Well, me too.

Thank you so much.

You have a great day.

All right, you too. And for those of you listening, if you want to get a lifeline on of any service kind of business, you have to look at ways for you to stand out, overdeliver on the value. Things don't have to cost you a lot of time or money, just put in that little extra bit to get people sending business your way. And you need to go all in with your business. Now I had this problem yesterday. I've been working on this book deal and I've never really been a fan of the book deal. Since I had my website, a number of companies have come at me wanting to do a book deal and I didn't need the ego boost I didn't need it to open doors because I had the power of my website. You don't make a lot of money on books. My agent said I need to have a book as part of his plan. So fine. I said, "Steve," he's my agent, "Steve, go get me a deal. Get me a company, a publisher who is going to pay me upfront to write the book and who will commit to marketing this thing so it doesn't just sit and die on the shelf. I'll go and write the book." He went and he did a great job. He found me one of the top book agents. In America. She has done lots of work with great people who you would all recognize. She wanted a proposal and a sample chapter. I started writing the sample chapter. I didn't have anything ready to go and I didn't commit to it. The sample chapter I just pulled together some resources I had. My agent Steve wrote a little bit of it. It wasn't great. It was okay. It was good, but it wasn't great. Feedback came back from the agent, "This sucks. I can't sell this. This is not a book." The problem was I didn't commit to it. I had to make a decision. Do I commit to this? Do I make this happen? Or do I give it up? If you do something half-assed, you're never going to get great results. The same thing applies to your business. I decided to go for it. I'm going to spend the time and make that sample chapter great. And go get my book deal. With your business, you have to decide if it's important. You have to decide if you're going to commit to it and bring your passion and energy and excitement and give it your best. Because if you do it half-assed, you're never going to be a great entrepreneur. You're never going to achieve great results. We all have those projects in our business that are just lingering. You need to either put it into it, put your energy into it, make those things awesome, or dump them. And work on something else. I have Amber on the line. Amber, where are you from and how can I help?

I'm from the New York metro area.

New York, all right, good. NYC, what's going on? How can I help?

Well, I have a few questions, Evan. Recently, like about half a year ago, I decided to leave my job and I was looking into starting different types of businesses. And, you know, I decided upon a house, you know, cleaning out— cleaning houses, just private house cleaning.

Okay.

And, you know, it went, you know, and it started off, you know, with just myself, and I was doing fairly well. And recently I've been doing very well.

Great.

And I had to hire a lot more, um, people to help me.

Great.

So I have about 10 employees I'd say about half of them are full-time and half of them are part-time.

Awesome. How can I help?

I want to know how I would go about registering this business, number one, and number two, what's the best way to pay my employees?

So you need to get this business— what is it now, is it just under your personal name? Um, correct. Okay, there's huge liability issues here. So I mean, I'm not a lawyer, but you should definitely talk to one. If one of your employees gets in the trouble for whatever reason, they steal something or something happens at one of the houses, if that owner sues you, it's personal. Like, they could take your house.

Oh, okay, okay. That's important to know.

That's important. Yeah. Okay, it doesn't cost a lot of money. You just go and set it up. You could talk to the lawyer to help you figure that out, but it doesn't cost a lot. And it's— that, that is like super important, okay? How are you paying your employees now? Is it, is it cash or what? What do you set up?

Cash right now.

Okay. I don't want you to tell me the name of your company because you can get in trouble.

All right.

Okay. You have to— like, are you filing taxes?

Uh, well, um, yeah, I just started actually.

Okay. Yeah, this is important, okay? Because if the government comes after you There are huge penalties here, so you have to do things properly. And I know a lot of times the cleaning business is a cash kind of business, but if you're not recording it and they're not, they're not, you know, submitting their money to the government, here's how much I made, if the government finds out, they're gonna come down hard on you but also on them. So you have to, like, congratulations on getting this started. This is great that you've gone from nothing, from quitting your job, and you have 10 people people working for you. I love that success story. But you also have to now, like this is important. I don't want you to have all that taken away from you and everything else on your personal side. The setting up a business is not hard. It's really, it's fast and easy. You sign a few papers and it's done. But you have to figure out the whole payment system. They become employees of your business. Okay, so you have to You pay them biweekly or whatever it is. File the taxes. You pay, you know, your taxes properly. But if you ever get audited, you are not on the hook because they could take— it's like it could sink your business.

Okay.

Yeah. So you're saying take care of the tax and register the business?

Register the business for sure.

And the insurance?

That's—

that was the other issue.

Yeah, insurance too. But if something happens, like if your employee— you're lucky that nothing has happened yet, right? I know you're telling me like about the stealing, you know, or like what if your employee hurts themselves on the job?

Correct.

Right.

I see you, Billy.

What did happen already?

No, no, nothing's happened yet.

Okay, good. That's good. We don't want to rely on Lady Luck here, right?

Right.

No, no, absolutely not. And since I am growing quickly I need to know these things.

Yeah, and, and you know what, sit down with a local lawyer. You could figure all of that out in half an hour.

Oh, okay.

Really, it's not hard. I mean, it may seem hard because you've never done it before, but it's not hard. It's really easy to get all that set up, and it's so important because you don't want your business to go under. Okay, can you do that next week?

I can, I can do that.

Thank you, Amber.

Good luck. Congrats on the business so far.

Thank you very much, Evan.

Thank you. No problem. For all you listening, hey, it's so important. You gotta cross your T's and dot your I's. And I know a lot of you may not be great at all the paperwork and the admin and the legal stuff, but that's important stuff to get figured out. Get a lawyer on your team, part-time obviously, when you need them, but you gotta get all those things taken care of because that can sink your business. That's it for me today. I've had a blast. Thank you so much to Steve and Fernanda for all the great work today. Nothing went wrong. It's great. I love you guys. I'm on in 2 weeks. I look forward to hearing from you again. Good luck in growing your business. Stay focused. Stay hungry. I'll see you soon.