314 How Commenting On A Video Led to Launching An Accountant Community

Not two months ago, somebody commented on.

On one of our podcasts on YouTube that was about sort of building communities. And it was like, man, I wish.

There was a community I could go.

To where people building side hustles could hang out. And I was like, I don't. Maybe it does exist. If it doesn't, like, would have you considered spinning something like that up?

Couple other people commented.

One thing led to another. Little bit of Internet lurking.

Later, those few folks were hanging out. Now they have a thriving community going on.

Discord. They're launching a podcast.

All this stuff just from like having.

The courage to post a comment and.

Be like, hey, are there any other weirdos here like me that are struggling.

With the same thing that I am?

Made the decision not to lurk, and.

Now they're making friends.

So talked with Justin. He's joining us today to just kind.

Of like pick his brain.

Was he born to be a community builder?

What's different about him than you that led to him doing this thing when.

It can be really hard to build.

Up the courage to be like, hey, I'm an adult and I see you're an adult. That's similar.

Do you want to be friends? I know this is weird.

I shouldn't write, I shouldn't write that messenger on. No, no, no, no. I don't put myself out there. Maybe Justin's different.

We're going to talk to him day to find out. So come on in. Let's get, let's get a little bit uncomfortable.

It's not uncomfortable.

Let's hear from him about how he.

Like spun up an itty bitty little.

Baby community for side hustle firm runners. And it might just inspire you to do. Okay, Justin, thank you for being here.

For folks who don't know you, which.

Is probably most people.

Right? Like, what is the. What is the 32nd intro to Justin before we get into more of the meat and potatoes?

So I'm a non traditional cpa. My origin story is that I used to sell things outside and I wanted to come inside. So I changed careers and I'm raising a family while building a firm on the side and I happen to accidentally stumble into a really great group of people who are a lot like me.

Good for you, dude. I think there's a lot of folks that listen to this that are, are doing the young family want to build their own thing thing. It was kind of my thing. Like, that's what ultimately motivated me to get out of my firm was I had a bunch of kids. I want to spend more time with. And I'm like, I want to. I think I'm gonna do something different. But how we first got connected.

I think you first commented on a.

YouTube video and you were like, this is me not lurking anymore.

Yep, that's. That's how it started.

The gist of it. So the origin story, if folks haven't caught it on past episodes, basically a few folks started talking in the comments around like, I'm starting a side hustle thing and it would be great to find others. And then just in the comments there, several other people responded and then you organized something amongst yourselves, right?

Yeah. So there was a handful of other folks who commented on the same YouTube video, and luckily they had enough identifiable information in their YouTube handle that I was able to google them, track them down on LinkedIn, and I sent them messages and it's like, I have no idea if you're the actual person that I'm looking for. If you're not, this is going to.

Be really weird if you're a different spicy boy.

87.

Yeah. And so even if you are, this is probably still weird because I found you. But that's how it started.

Wow. Yeah. Because several of you, like, did you hop on a zoom or something to start?

We started in this really disgusting email thread, but it started off Internet thread and then we moved to discord because somebody smarter than me joined the group and said there's a cleaner way to do this. And then a few of us, we have hopped on zoom to actually put faces to the. The names, but it's been been just kind of spiraling, maybe out of control is the right terminology, but in a fun way.

Yeah.

So the common thread is it's all folks that are side hustling in some capacity, right?

Yeah. So all of us who joined the group originally, we're side hustle firms. Some of us work in public accounting as our day job. And then we wanted to do our own thing with our own unique spin. And some of us worked in industry and found that it's kind of boring because there's a lot of free time. And so they started their own thing. But we're all side hustle firms. And a surprising number of us, our non traditional CPAs, came to the career a little later in life.

Interesting. Why do you think that is?

Well, I would wager a bet that for those of us that came later in life, we were intentionally drawn to the career. And we've seen other ways that businesses get ran. For me, I was in sales for a decade and I Knew that there was a different way to do it than what I was experiencing when I first got into the firm that I started at. And I thought, okay, there's sure they know more about accounting than I do because I'm a 30 year old intern, but there's a different way to run this. And I think that maybe people drawn in later in life have a little more of an entrepreneurial drive. Maybe that's it.

Yeah, maybe it.

Maybe it grinds their gears a little more to see some of the traps that traditional firms fall into. What was. We talked about this a bit before we hit record, but what is your. What was your background? What were you doing before you got to accounting firm stuff? And what ultimately made you be like, okay, I need to start my own thing.

So I started in sales and I really enjoyed that, which is unique for somebody who lands in an accounting firm, but I enjoyed the conversation in sales, that tension as you're trying to find common ground. But I began to work up through management and the company that I was in. And as I got more experience with the back end of business and the office type of life, I began to realize that I was having a lot of fun interpreting the numbers, interpreting the data, and figuring out, okay, well, if we move things in this direction as far as what we're offering for sales, we have better margin here, we have better return there. And kind of that puzzle, that numbers game became a lot of fun for me. And when I realized I wanted to go inside, I thought, well, accounting seems like a pretty good fit.

Yeah.

So that's where I came from.

Interesting. Do you enjoy doing sales in an accounting firm?

Yeah. So I thought I would enjoy being out of the sales role because it's decently high stress. But it didn't take very long for me to begin to miss it. And I took the opportunity at my first couple of traditional firms to try and work my way into a bit of a client relationship and sales position. And it wasn't necessarily appreciated by the powers that be. But what I was able to do is start saying, hey, I got them to agree to this higher level of service. And then the partner might be like, that's great, but that's not something we do, but we can figure it out. That was kind of always my thing is everything is figureoutable. And so if we're already doing X and Y, it's not a lot of work to package Z along with it.

Yeah, yeah. Interesting. Do you think the partners. Was it like you were kind of trotting on Their territory. It was the traditional setup where they would normally have the. They would drive the discussion around the scope of an engagement and were maybe threatened by that.

I think that could have been part of it. There's. There's a lot of structure and hierarchy and siloing and some of these smaller firms where, well, you got to work your way up. You have to start at the infant level and you don't get to do sales until you're. And until it really affects your pocketbook at the partner level. And I, I've always been of the opinion to let people do the things that are most fun for them because they'll be the best at it. And they, they ended up appreciating the fact that I was able to increase the average ticket for some of the different things that we were doing or at least repackage the way things were presented. So it looked like it really felt to the client like we were delivering.

A whole lot more.

Because I took an extra 30 minutes to put together an analysis that I presented to them along with the audit package.

As maybe a month ago I started totally geeking out on like old school sales stuff like Zig Ziglar type of stuff.

Oh I love Zig.

And that was the first time I heard the framing of like what a.

Gift it is to be a salesperson.

Because you have something incredible that can improve these people's lives. And I think where we get sick of sales is when that's. That's not the case or is taken too far or the thing that they're selling. Yeah. Know is really, really actually not that compelling. It's just your job to sell. Is there any like, what's maybe your favorite literature audiobook or like what is your. Your go to for folks that maybe need to get their head around sales a little better?

Anything by Zig Ziglar. But then another really great classic sales teacher is Brian Tracy and he has a wonderful easy read called the Psychology of Selling or the Psychology of Sales. It's a quick read. And Brian Tracy, he really approaches it with the only reason to sell anything is you can make their life better. And you have an obligation. If you have value you can deliver. You have an obligation to your community, to the world at large, to make the world better by selling. And so Brian Tracy, Zig Ziglar. Both fantastic resources to help reframe from I don't like sales and I don't want to be salesy to wait. That's an honorable way that I serve my clients.

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Out Lifelo link in the show notes. I got to circle back to something you said earlier, that when you're talking about your relationship with partners, that I could relate to the notion that, like, oh, yeah, it's easy. Just do that one more thing. Like, it's what, it's not a big deal if we just do like, this one extra carve out for this one client sort of thing. Right. Like, what is your relationship to that these days? Because obviously that can be a trap. But then on the other side, when you're starting out your firm, like, man, you're doing just about anything for anybody that'll put, like, food on the table. Right. So how have. How have you grappled with that and the sales process right now? Or is it just like, I'm early enough to where I'm like, I'm gonna do what they need, and then maybe we retract from there, but at least for now, we're just gonna do what they'll pay us to do.

That's a fantastic question. So, yeah, there's definitely, definitely a trap there. And I'll be fast to admit that I've already fallen into that trap a little bit with my own. With my own side hustle, because there is such a temptation to go off path because they're willing to pay. Or the trap that I fell into was, okay, this is not really my target business. This is not the type of business that I want to serve. But I really like the people, and that was a trap that I fell into recently. And I'm trying to figure out how to dig my way out of it, but how to keep that in mind. When I'm building this, I think of it as I'm walking on a designated path that I put in front of me. And if I can, if I can easily reach out and pull something in, then I guess I'm okay kind of carving that out. But if I have to change direction, I need to set the boundaries for myself where that's off limits. If it's a matter of, oh, they want, they want the income statement to show year to date compared to last year. And then a percent variance column, that's easy. I can just reach out and grab that without changing direction. But if they want something that causes me to have to get off the path that I set, I need to have the strength and courage to set that boundary.

Okay, so to bring this back to creeping on Internet strangers, you are now, I mean, I would, I don't think you identify as this, but you are now, you know, a community builder to some degree. You've created a space where people come and hang out. And we will link that down in the show notes if there are other side hustlers that want to get in on that. How so this started as like an innocent post on, on a YouTube comment. I don't, I, I, I can't imagine that at this stage you're like, yes, this I found my calling is to create a safe space for other, for other side hustlers. Like at. How do you feel about this? Does it feel like it's been like, thrust upon you or, I don't know, what, what's your relationship to whatever this is now?

So I like that the, the callback to it was creeping on Internet strangers. So thanks for that. Thanks for setting the tone there.

That's how all great things start, right?

Somebody's either brave enough or dumb enough to creep on Internet strangers. Yep. So I really enjoy it. When I was growing, of course, growing up, everybody had their dream job of what they wanted to do as a kid. And I was convinced that I was going to grow up to be a motivational speaker. I have no idea why that was a, but I just thought that that sounded like the most fun I could possibly have. Getting other people to really believe in themselves and being a part of this community and kind of starting this thing up and encouraging and sharing all of my, my failures and lessons with, with other people. To me, it's been a lot of fun. If I could do that all day I certainly would. But accounting work does need done.

Sometimes you say that to a guy.

That started an accounting community that became its own business and content. And the kind of silliness we do on this podcast is that, does that motivational speaker still live inside of you somewhere where you're like, yeah, that actually would be fun.

Oh yeah. I, I've always enjoyed public speaking. Again, not something that you hear from a stereotypical accountant, but I've always enjoyed public speaking and telling stories, in fact. So the name of my side hustle firm is Adventure Accounting because I, I love to tell great stories, stories of adventure. And I think that those stories are all around us and somebody has to tell them. And so I, I look at a lot of the people that are in this discord group that I started and I've been doing some podcast interviews with them and they, they don't realize it at first, but as they talk, I hear the incredible story that they have. And having the opportunity to make a platform for that so far has been a whole lot of fun.

Man, that's, there's so much of that I can relate to. And like, when we think about how accountants learn and how like, we love hearing from other accountants and like, we've had enough software, people kind of tell us how to do this or that, like finding people in our space that can, that have skills to teach us, like, that's gold. Like, my shtick is probably, you know, I can, I can make funny things, I can be convincing and I also more or less know how to run accounting firms, but I'm far from like the leading expert. And that led to like, let's make videos and podcasts and silly things. You are like, I have this passion for storytelling and you have.

You'Ve got.

More riz than most accountants do. And like most accountants are not going to be excited about doing sales and, and that sort of thing. Right? But like you mentioned, you mentioned the podcast, like the notion of marrying this sort of like storytelling enthusiasm and the kind of motivational side with like, the reality is starting an accounting firm is it's very much a motivation thing. It's a self belief thing. I love that you've sort of married those two things. I think that's how, like, that's how, I don't know, unique new things come to be is like a kind of a unique combination of skill sets. You tease the podcast, you're getting the side hustlers in this little channel to like come and chat with you and then you're gonna put it out On a podcast feed at some point.

Yeah. So I. I actually uploaded my. Our very first conversation to YouTube today. And I'm the first to admit that I'm technologically behind. I love tech, but I feel so busy that I never learned the newest stuff. And the newest stuff being things that started in, like, 2010. So that's how far behind I am.

Too true.

And several. Several of the people in the Discord. I keep pointing this way for the Discord group as if it's a physical.

It's right there in your. In your computer machine. Yep, right there.

But several of the people in the Discord group, when I. When I mentioned the idea, hey, I've always wanted sort of podcast. And I think that tracking your guys's journey from. From nothing to building a firm in your image, I think that'd be a compelling story. What do you guys think? And a number of them jumped at the opportunity, but, yeah, so several of them jumped at the idea of being on a podcast. And the whole goal of it is I wish that there were a group of people who were two weeks ahead of me starting a firm, and. And I could listen to them get their first client. So, like I said, we have some people in our group who they've just recently gone full time, and some people in our group who don't even have their first client, but they're setting the foundations. They're working on their systems and processes, so everything in between. And so if somebody finds this podcast and they say, man, I'd love to start a firm, but all of these people are so far ahead of me, they can go back to one of these first episodes and say, wait a second. This guy's just as much of a loser as I am. I can start with him. And then the goal is to do updates on a regular basis. And so this guy goes from zero clients to now he's got his first one, and how did he do it? How did you navigate that process? That way listeners, if they want to start a firm, they can actually grow along with the podcast. Yeah.

What do you say the POD was called? This guy's as much. What do you say? As dumb as I am.

That'S about the right title for it. Watch us make mistakes. No. So I tried to come up with a creative name, and then I thought, well, how is somebody going to find us? And I thought, oh, you know what? I'll just name it New Firm Owners. It's as simple as it can be. And if there's a new firm owner looking for a Podcast, the chances of finding that one are pretty good.

Yeah.

Not creative, but. But a solid name nonetheless.

Man, I'm so jealous of, like, the growing number of people that are building these resources that just didn't exist five years ago, or, like, you had to go to, like, a consulting group or. Or some weird gatekeep thing like this. Like, to be clear, how many people are in the Discord server now?

So as of this morning, I think there were 23.

Wow. 23.

Yeah. Yep.

That's awesome. So this is just a bunch of weirdos hanging out in the Discord server. Like, this is. And. And what I like, what I hope people hear is this is a space that, like, I don't know, two months ago, like, a few people were like, I wish this existed. And it now exists because they willed it into existence. And it's not impressive, but, like, it's totally one of those things where, who knows, like, you could all. You could all get hauled off to jail next week or in a few years. It could be, you know, a thousand people that are, like, sharing their journey of building a firm. But people only see it, and they find it when it's the train so far down the tracks that they're like, well, that's not me. I don't. I'm not, like, I'm not a professional motivational speaker like Justin is, or, like, these are, like, the things I always. They always say when they look at me, when it's like, dude, if you.

Want that thing to exist, like, be.

The one to make it.

Like, that's such a great place to be.

And then you, Justin, are in the unique position to get to steal everybody else's ideas because you're having these conversations and, like, you're growing as much as anybody else along the way because you get to be at the center of, like, what you're learning from everybody else, which I just think is. Is so cool. So I don't know to go back to, like, your frame of mind when you're like, I'm going to post a comment today for the first time, and.

I don't particularly know what it's going.

To lead to, if anything. Probably nothing. Like, what was your frame of mind then that maybe got you over the hump, where somebody hearing that today is like, man, this would be super useful for, like, new moms or, like, whatever your own spin is on that. Like, what was that frame of mind when you first started posting? And I guess, what would you want those people to hear?

So my frame of mind, I forget if we mentioned this while we were recording or if it's something I said early on, before we started recording. But my frame of mind is I've done enough stupid things and looked like a fool enough that I guess I'm just okay with that now.

Yeah.

And so if I. If I throw something out into the ether, into the universe, and it does not come back.

Yeah.

Then whatever. I'm just a faceless YouTube handle. And so if it doesn't work out, then there's not a whole lot of loss.

Yeah.

But the. So the downside is pretty low. But the upside is I find one more. One more weirdo out there, and then my wife doesn't have to hear me talk about building a CPA firm all the time. I can talk to this other weirdo. And that's kind of. That's. I mean, the upside's huge, the downside's minimal. And so just roll the dice is worth it.

Isn't it funny how he gets stuck on the downside of, like, a social media or a. Like a YouTube post comment or something? Like, we're on this little rock spinning around in the universe, and you're like, no, if I post this right now, this could. This could lead to some sort of ruin that I'm not anticipating.

Today's episode is sponsored in part by Team Up. How do you hire people that aren't mediocre? How do you avoid just attracting, like.

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Learn more about Team Up. Check out the link down in the show notes Today's episode sponsored in part by Core V. I can tell you when it came to selling tax planning.

As we called it back in my day, it wasn't tax advisory.

When it came to selling that to clients. The tools that I had to do that work with just the regular plain old tax software or bna, which is just the most visually painful program you've ever used. And to present that to a client.

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But does the client know that?

They sure don't. And if you never tell them that thing that you did for them, they're not going to value you. But I know virtue signaling. I'm not going to spend a bunch of time beating my chest about the helpful things I did. Honestly, that's what Corby is great for. Tax advisory visualizations that show all the things you've done for them, how much money you save them, even rolling year over year savings stuff as simple as entity selection. Simple is not the right word but down to like where you're setting reasonable comp, retirement contributions, all sorts of different things. You can do a gusta rule visualizing all those savings in one place because your tax advisory work gang, it ought to be the best paying work in your tax firm. I did this mental exercise on the.

POD the other day.

I think say you got a thousand dollars a year tax client and all you do is tax prep for them. If we can get that Same client to pay us another two grand for tax advisory. So they pay us three grand a year. That tax advisory shouldn't be any more work than the tax prep itself. And if we can get clients onto that higher package, let's say we've got the same costs in the advisory work that we do in the tax prep work. Say you're running tax prep at 50% margin. That's 1,000 bucks in costs. 3,000 topline. That's 2,000 thousand profit. Now, you double the amount of work that client is. But we 4x the profit while 2xing the work. So effectively, for time put in, we're making 2x the money. And for every one of those clients you get on that plan, man, you can cut one or you can go home to bed, take a nap midday, and never go back to work for tax firms.

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Learn more about them. Check out the link down in the show notes. Interesting.

So you're. So you're doing the. The more of the firm brain dump on your peers now. Like, you feel like your spouse is off the hook more than they were before.

Yes. So my, my wife is wonderful and a very patient listener, but we start every CPA related conversation with, do I really need to, like, listen listen, or are you just wanting to talk at somebody? I'm like, I just need somebody to talk at. And now I have like 21, 22 other people I can just talk all these things at. So big, big relationship boon there. So. But I'd love to tag on to something you had mentioned about focusing on the downside and the potential downside. I read a study recently that says that people are three times more likely to try to avoid a loss than they are to secure a similar gain. And so It'll hurt me three times more to lose $100 than I would feel happy if I gained $100. And that's just that human propensity to focus on the negative. But it's never actually that bad.

Right.

My W2 boss could find this podcast and call me and say, so you're building an accounting firm. And I'm so convinced because of the experiences I've had in life that it's going to work out one way or the other. I love my W2 firm. Those people are incredible. Which most, most people can't say about their, their main gig, but even though it's an incredible firm and I really love the people, I just have this passion where it's like, I want to build something that has my fingerprints, my faults, my, my good side, my bad side, but I want to build it. And so even if they find this big deal, I'm fully convinced that it's going to work out one way or the other.

That and on the pie chart of excuses we come up with to not do a thing, a shockingly big percentage of it is all the people in our past or past employers or your mom or your sister, your spouse. Like, all these people in your life where, like, what do they say if they see it? Like, is that, like, it's interesting you brought that one up? Is that one that you have grappled with quite a bit, like the notion of, like, well, what if somebody finds this stuff from me online?

Yeah. So I did have a lot of anxiety about that. And in order to break that anxiety, I did a 30 day crappy video challenge because I knew I needed to put myself out there if I'm going to make this work. And I knew that if anything is worth doing well, then it's worth doing really, really bad at the start. And so I challenged myself because I wanted to get better on video. I, I knew that I would love to do a podcast, something like this. And so I thought, well, I'll just start practicing. And so every day for 30 days I just did a really bad video to get kind of familiar with the tools and figure out how it all worked. But then when I started to get videos that were at least okay enough that they could benefit somebody, then the anxiety hit where it's like, well, somebody could find that useful and I probably should post it, but what if? What are they going to think of me? And so I don't know. I think I stared at my computer screen for 20 minutes with the Facebook post and the video attached before I hit send. And my 9 year old daughter walks in and she said, what are you up to, dad? And I said, I'm trying to decide whether or not to hit that blue button. And I said, why don't you do it? So she walks over and hits it. I'm like, well, there it's already out. There we go. But I was very concerned to put myself out there because what are they going to think of me? And, and the reality is they already think whatever they're going to think. I don't want to let that hold me back if there's anything that I'm afraid to do, then it's probably the right thing to do.

Yeah. And honestly, I think there are some of the people that we think would be most critical where we. We are really concerned about their opinion. They're not people who will get us to what we want to be. Oftentimes they're people who are trying to hold us back to maybe what we were and to let someone else dictate what you can't be like, that's just a recipe for, I don't know, like, giving up, giving up control, not feeling like you have agency, letting other people get into your head, like, way too much. I know that was something I struggled with earlier on. Do you feel like it's gotten easier as you've been publishing a few things now?

Yeah. So whether it's gotten easier or I've just begun to care less, I do. I don't know. But one way or the other, I don't have that anxiety, that trepidation about what are they going to think of me. And you know what I think part of it is I now have a group of 22 people who are just as nervous as I am, and we're talking each other through issues, concerns. One of the guys, he. In our discord, we started. I started a challenges channel where anybody who wants to can post their own personal challenge for the month, this is what I'm going to do. And putting that out into the world, especially with people who you've given the authority to hold you accountable to your own goals, putting that out there, it raises the bar. And so one of the guys in the group, he said, okay, I'm going to record one video and post it in the month of August. And I told him, I said, why not just do four? Don't have to post them, but instead of one, why not do four? And now he's. Now he's on a roll. He's making videos and he's figuring it out. And it's because he was kind of pushed in that challenges group to overcome. And so we're all kind of pushing each other forward.

That's super cool. And it's like there's an element of that adjacency to other people that have the same momentum towards what you're trying to get to. Like in the. I think we actually hit on something really that is a really big deal there for people. That is your fear of trying to get to that next thing oftentimes is dictated by the environment that you're in. And not wanting to be in conflict to that and being like, my wife's in the next room, what is she going to say if I'm sitting here talking to myself, recording a video, like, isn't that going to be weird? And that's a. That's very.

I had that exact, exact conversation with my wife. I said, she's, she's bought into the same goal and direction that I'm wanting to go. And so I know she's going to be the most supportive. But just knowing she's on the other side of the wall, I'm like, man, how do I say that with the level of conviction that I feel when I know that somebody else is just over there listening?

And that's like the most innocent version of that there is, like the insidious version that is the last person you worked with or your last boss or something like that, where you're like, they were. They had you in a, in an environment, in an ecosystem that did not encourage you to go out and do that next thing. And if you had said within that group you were going to do that, they'd be like, you're nuts. Like, why would you do that? But then you come over to another group who's all made the same decision that you have, and you're trading the energy, all of the people who maybe want you to stay the same, you're trading that energy with a bunch of.

Other people who are like, yeah, I left that group too.

And here's a different group that like all has energy going in the same direction. Like, that can be. That is like such a fun, like, energizing thing. Like, I just love that.

Yeah. An example. So something that comes to mind during COVID live sporting events. There was, there was no audience and so there was such a lack of energy. And you could watch the performance of the athletes and it just wasn't the same. You fast forward or rewind when there's a full stadium and it's electric because everybody's here to, to cheer on that thing that's in front of them.

Yeah.

And so you're. When you talk about leaving that other place where there's just the energy is actually negative and then suddenly jumping into a group where everybody's cheering for the same thing. You're. You're absolutely right. It's incredible. It's transformational.

Well, that's super cool. I hope, I hope folks hear this and maybe have a little more courage to step out and do that different thing. Obviously, accounting community is hold very like, special spot in my heart, because that was kind of how my entrepreneurship here started. And that community, it's capped at 500 members. And we've long since hit that, like, for a reason. Because I think rather than, like, me trying to grow a community to be massive, I want there to be a whole ton of Justin's out there who are, like, making that very specific version that's more contextual to say, like, here is our experience right now and the type of support that we need. And the more, like, specific and nuanced that get, I think the more more. I think the more powerful it is to be surrounded by those folks. So good for you. We'll have a link to the community. It's not just for anyone. Like, that specificity is really good. Like it is for side hustlers.

Yeah.

And then we'll link the podcast as well. Any other parting thoughts, things you want folks to hear? Like the thing that maybe you needed to hear six months ago or 12 months ago.

Yeah. Even three months ago.

Yeah.

90. I mean, I've realized that 90% of getting what I want out of my life is just having the courage to show up. Everything after that can be figured out. There's not an accounting problem. There's not a business or a sales problem that can't be figured out. Just have the courage to jump in and get over your head.

Love it. Good for you, man. Justin, thanks for coming on. This was super fun. And we'll see you in the comments, right?

Absolutely. I'll be there. Not lurking.

All right, thanks, Justin.

Hey, thanks so much.