Breaking Down Our $7,492 Paid Webinar Experiment

Foreign.

This is great. We can just immediately brain dump all the things that we just learned in 90 minutes.

Amen. Yeah, that was, that was like the first feeling of us doing something new in like a long time with that. Of go walking in and asking the chat, who here knows who we are? And it was just a flood of notes. No, no clue, no clue, no clue. Now granted, they were all like respectful, which I thought was great in talking to Jeremy of being like prepared for. He goes, think of all the people who leave comments on your ads in one room and expect that. But no, I think we won that room over in. In a big way by the end. That was a lot of fun.

Yeah, that was a lot of fun. Well, it's kind of cool to like go do that and then immediately brain dump. What are all the things we learned and what do we iterate on next?

Yeah. So you want to just jump right into that iteration process.

Yeah, let's.

Well, I guess we should. We should talk about. For anyone listening what we just did, maybe start with rather than just roll hot into it. I think high level. We have been experimenting with a new marketing strategy, running cold traffic webinars where basically we spend a lot of money on ads that drive to a free masterclass. Free masterclass. We gave an hour and change of high level and tactical information and then at the end you have a CTA of some kind. We went with call booking. We'll talk about ways we're going to think about iterating on that. But we called it prompt your way to profits. The fun part about anyone listening to this, they were not marketed the webinar so they have no clue what this was on. This was like us going into a completely different pocket corner of the Internet, which was really like an interesting thing of you recognize how big this world is that we just had 1500 people sign up and all of them had. You can just program the ads to not show to anyone who's ever seen you before, which I thought was pretty cool. And then yeah, we. We spoke for an hour, made CTAs at the end to go book a call and just infinite number of things learned already that there's no reason we can't scale that to a significantly higher number, turn it into a vsl, turn it into a three day like AI writing challenge that would absolutely crush. So I got up from there with like my heart racing of okay, this was the start of definitely a new chapter for what we're doing, which was awesome.

Yeah.

Do you want to. Do you want to give Any context on why we are experimenting with and pursuing this vehicle as a lever opposed to other things.

So really, at the end of the day, all the different levers that you could pull are how can you profitably acquire a customer for a coaching program from Coltraft? That's all we're trying to solve. So starting with that frame, it's like, well, you could run Instagram DM ads and set from there. Not the most scalable. Takes a lot of effort on the like daily iteration front, but something we're doing. You could run a book funnel where you try drive a bunch of traffic to sell like a $12 book, try to liquidate some of your ad spend and then try to ascend people on the back of that. You could run ads to a low ticket course. You could run ads just to a lead magnet and call all the leads. Like there's no shortage of ways to do it. However, in true, like ship 30 PGA fashion, I always think the best way is doing something that allows you to immediately iterate right after with feedback. So if we went and launched a vsl, we actually don't know what we need to iterate. If we put that out there because there's too many people involved. People are coming from that source and then they're on sales calls and you watch that and it's like, ah, they didn't really know. Okay, does that mean we should change the like, there's just too many variables versus ads. Go to one page. All that is sign up for the free training. We host the free training. You try to tweak the metrics of getting more people to show up. But on the back of that, like we spent $7.5K on that webinar. Awesome. First bet, the metrics that come from there will be how many calls do we book, how many people enroll, and that's it. And so I feel pretty good about the numbers that are already starting to trickle through from that. But the reason we did this is for a couple of reasons. One, it forces us to launch new ads and a new ankle. So we went with the AI first angle here, which was immediately validated. My head goes, okay, how do we take the ads that worked and now take them over to Instagram on the DM side with a different CTA to make sure those are running. And then on top of that, once you run this three or four times, you actually just take it all the ads, you instead rather than a training of wait till Wednesday, I'm hosting a free thing. It's like, hey, I put together this free training. You can access it immediately. They watch the full vsl. VSL is scripted, so we actually know exactly what we're going to say for the entire thing. It's like an hour of actual scripted stuff that's already been validated from five or six of these and then that's direct to application and call funnel on the back of that. So that is kind of the North Star we're trying to get to here. And if we find that after four or five of these, it's very predictable, you then have it scale forever without us having to be on it. So that's ultimately I think where we're headed. And we got initial signal on like five or six different things here. And just the number of marketing angles that that comment section gave us about AI and how to use AI as a writer. Just we're going to absolutely demolish that entire space. And it's so exciting, so exciting to see. And like there's something very special about going in and you hear people say like, good luck trying to like convince a cold audience that you have something valuable to say. I've, I've. That was more comments than we get in the warm webinars.

Yeah.

People saying that blew their mind because we are like the relative sophistication of all the people who come to our stuff. They've already seen our old stuff. So these people don't have the benefit of like all the other education that we've done. So, so many, so many cool things there. Obviously we haven't made a single dollar yet from it. So I could be, you know, excited for no reason, but we booked over 30 calls already, so that's under 222, 50 a call and that's without any follow up, any emails, anything else. So my projection is that we get that to 50 and you need one, you gotta close one.

One PIF and it pays for itself.

Right.

I think another, just to piggyback on that, another part of our hypothesis is two interesting data points that I think we've realized over the past two years. Someone is significantly more likely to join PGA if they've taken ship 30 or if they've watched a bunch of my YouTube content. And really both of those are just different confirmations of people who experience something with us or can see it in a more visceral format are much more likely to join. So if you think of like the lever of running a weekly webinar to cold traffic, I think one of our big hypotheses is they just need to experience it.

It is.

And once you, once you taste it, you're like, I'm going to buy this brand of cookies every time I go to the store.

Exactly.

That was true. Like that got confirmed today.

And I mean it opens up the opportunity that like if you wanted to run a three day like start writing online challenge that we wrote ads on, if like hey, everyone in this age needs to be writing on social platforms. Like that's a whole angle we could experiment with. And so I, I really that one that was a lot of fun because we haven't done joint webinars together in a while. So that was good to just kind of like get back in our flow and then yeah, seeing the results, like just little data points of like yeah, just sit around on the call and reward everyone who books the call.

Uh huh.

And then we started to do that and I'm like shouting out their names and then boom, boom, boom, boom, boom, boom, boom. Like so many came through so immediate. Yeah, we could talk like tons of different takeaways from it, but yeah, what are immediate ones? That the only bottleneck will be sales. That's the great like right away. We've already established that this is a profitable marketing channel. It's just, are we going to be able to convert? And so the question becomes if you're not, will you take sales into your own hands and you sell additional product on the back of that and then you try to ascend those buyers. So like that's the next thing we're testing 1, 2. If it's also sales, you can actually keep its sales but finance your front end. So you can finance the front end with like a vip. I think there would have been a significant uptake of VIP in there. If you add a lot of social proof to like the VIP version, you actually get the prompts after and you get an extra like X number of. We'll give you some bonus things. That's another thing to experiment with to try and because like we only spent seven and a half grand. What if we spent a hundred? What would have to be true? Well we wouldn't want to risk a hundred grand. You'd want to make at least 70 from just like liquidating and things like that. So right away brainstorming I would go offer stack is vip. You get bonus extra like pre session or post session. You get a copy of your book, you get access to the prompts and we don't give the prompts away unless you're a vip. So it's like, hey, we're Going to show you how to do it. But if you want the takeaways like the actionable things to walk home with VIPs only and then just see, see what that comes back with.

Yeah.

Because if you can do that and you can finance a relatively profitable front end webinar, it's over.

Yeah.

And then just brainstorming one more thing. Like our spend cannot go that much higher than here on the call funnel side. Because if we spent 15 and we keep up the $200 call, like we're booking 75 calls with only three days of availability. It's.

It's hard.

You have a, you have a sales bottleneck problem. So. So the, the better becomes actually booking. Trying to get as much on a low ticket product and then trying to ascend. That is harder though. So it's like I really think what we're doing here is four iterations. Spending 10 to 15. That validates a really in depth one hour training that we script out and give like you and I together on a VSL page and then run traffic to that and then see if we can crack that profitably.

So that direction. So basically iterate webinar to learn VSL angle to ultimately run VSL funnel.

Yes.

Not just webinar funnel.

I would keep. So basically I would like to. We should sign ourselves up for this for like six weeks and I know you're going away for two so like we won't do it during that time.

We have six weeks of iteration before that.

Okay, nice. So yeah, like six weeks of that and then we keep doing the webinar but we launch the VSL in tandem and start to gauge that funnels throughput and knowing that in compare like are we getting the right cost per call. But like webinar is something that I think we have much more control over. But the call funnel, if we can get that right with that angle or we go, hey, we validated the ad, we validated the like problem. We have enough social proof go direct to self liquidating like front end.

Awesome.

Hey. These 10 prompts allow you to run your entire freelance running business. That's it. 99 bucks, couple upsells and then if you can crack that like all the first principles of it is can we very profitably acquire a cold traffic customer? That's all we're trying to do.

Yeah.

And so all of these are just different ways of validating like okay, which one of them allows us. And it will probably take multiple iterations of it of different ones as well. But for now I think this is the right thing that lets us get our best bang for our buck.

So not in the next four to six weeks. Not experimenting with pitching a down sell at the end.

So I think we should actually, I think we should for one of them.

Just to see what happens.

I would go back to back weeks. No pitch on product. I was sitting in my head, I was like, I already know how you pitch this. It's like, hey, if you found these three prompts valuable, mind if I tell you about how you can get all 10? Cool.

Okay.

So what we put together is a full 10 prompt. Bang, bang, bang, bang, bang, bang, bang. Only available for people on this call. Normally, this price, if you buy it right now, you can get it for this price. It'll be available later. But if you want to save 100 bucks and get this bonus, this bonus, this bonus buy now, that's it. And so that same thing I would packages like your, you know, ghostwriting in a box with all the different prompts. And we also sell that on the DQ page right now because it's very congruent. It's like, hey, you're not there yet. But we want to get you up to speed as quickly as possible. These 10 prompts are going to accelerate a year of learning. And then had that on our DQ call page. So that's going to start to liquidate and try to try to sell that on the back of the webinar, because then we're not actually bottlenecked by sales because we're gonna break even well enough. And then book calls on the back of that. That's what I think that's what I would go with.

Yeah, it was. I had such a, like, itching feeling at the end of the call where I was like, yeah, and go book a call. But I was like, man, what would this look like if we had something for sale right now?

Right. And so if you look at numbers, right. I can. I think I can share screen here.

Yeah.

What would the math have to be on that?

So basically, this was what we have here. Total spent 7.5k banger ads at 2.4% click rate, 230 cost per click. We had 1366 registrants. And so total, we had 230 at our peak. So that's show rate was 17. And that's without any social proof. So already, like, easy upgrade on the social proof side is going to be all the different people saying, that was incredible. That was incredible. That was incredible. Like, put that in all of the landing pages, the confirmation pages, the Confirmation emails. So we should see that pop up. But like if we wanted to break even, let's say we sold it for 250 and we wanted this, we would need to sell 30 units on that, on the call. And so you can assume like if the people that book the call are a decent proxy for what we could sell. Like I think that that's pretty close because the call, like you gotta answer some questions. It's not the like least friction thing ever. But if you just put a checkout page up and, and like put some scarcity on it. We had 100, we had 200 people on at the hour mark. Like we didn't have, we had zero drop off. So all we would need to do is like if, if you sold it for 250, we need to sell 30 units or just like whatever, 253% roughly you need to convert 3% of the total registrants to webinar. And so that's like we haven't even, we don't know what our call number is going to be.

That was live.

Right. So what if after the webinar replay it still sells the product? Like I just don't see a world where you don't net out 15 to 20 from that.

Yeah, that's so interesting. And it's so crazy to run this on ad spend of like 7 grand, 10 grand, you know, but you could, you could 10x all of this.

Yeah, right. Yeah. Right away. I, I think that having selling a 250 product with some upsells on the back of that would have been a really interesting experiment because like put your money where your mouth is. If we really want to bet on it it'd be sell that and then you continue selling that until, because right now we have, we booked 30 something calls already just from live Live. Like what does it look how many are going to book from emails? There were 200 people. So 170 sat through the whole thing and just didn't answer the questions. So you got to think when they watch the replay or get the emails that we're going to hammer them with over the next two weeks, like I think that that call number could be 60.

Yeah.

Yeah, that rate's going to go up. Yeah, go ahead.

Well it's interesting to play out the different bottlenecks because it's like obviously the first time we do this it's like cool, it's our first time. It's exciting, bring the energy. We're trying something new. You know, play this out. If, if we do this every week for a year. If you run this, you know, 50 times or a hundred times, well, the only way that you can stomach that amount of doing the same thing over and over and over again is like you would you inherently have to be like, well, I don't want 200 people in this room. I want 2,000 people in this room. Because you need it to be higher leverage. But then if our only. If, if it's all just booking calls and we have 2,000 people in the room and then you have a gazillion calls get booked and we only have five closers, it's like, well, then that's not the right way to do it because you're immediately bottlenecked.

You know, so we might find like the, the sweet spot here is, is doing it like if we go close five of those, I'm going to be over the moon straight up. Because then it's okay. It actually just, it works on calls. Then we have a baseline for what to compare it to when we do the low ticket. Obviously the assumption is with the low ticket that it would ascend, but that's a whole new infrastructure build out to go. Like setter.

There's a lag.

Right. Setter implements like you need an implementation call with Setter on each low ticket purchase and then you upgrade them. That takes a lot of people to do.

Yeah.

So I like this as a method. And then getting it to VSL mode and then figuring out, okay, how do you crank that one up and make it work? Because like every, every marketing stat here was great. So we had an ad that worked. We had a opt in page that was 42%. We had $5 cost per registrant. We have a pixel that's going to keep improving because if you see the overall qualified register percentage went from 18 on the first day to 25 on the last day and 26 the day before. So that's going to keep improving. The ideal is you only have freelance writers on it, so hopefully that starts to improve. But yeah, those are some of my takeaways. Or just we had retention that is just unheard of at the hour mark.

That's why before this, when we were talking about that, I was like, that's literally the thing that I'm the least worried about. Especially because I think it would have been different if we were trying to do this three years ago.

Because if all of these have we done.

Yeah, this is the easy version of ship 30 cohorts, which we ran 20 of, and live sessions in PGA which I. And we have run hundreds of at this point. So, okay, so for this next. For next week's webinar, what. What are the immediate upgrades and changes so immediate?

We need social proof on the landing page from people who've attended, and on the confirmation page, we text and all emails need social proof, and all text reminders need social proof. I think that bumps the show rate to 25. We need to, at the very beginning, say, hey, for those that stick around to the end and fill out an application, we'll send you some bonus prompts. And so right away, we need to start with, like, seeding that, that you need to stay to the end and you need to take an action. I think there's probably a way to be a little bit more congruent in the transition at the end. Like, I found it was a little bit clunky when we were like, I found it like, a little bit clunky when we were like, all right, we're done. And now book a call to pga. Like, we just need to work on that scripting a little bit of like, hey, if you like these three prompts, pull up the school group with our prompt hub of, like, these are just scratching the surface of what we do inside pga. If you're a freelance writer who wants help with Blank, Blank and blank would love to help you. We're going to drop that application here. Anyone who fills it out will also send over some bonus drops that have A, B and C on it. And then, like, that should increase overall booking congruence. In terms of the transition there, I don't know what we'll want to change on the post webinar front. Like, we'll see if how the emails and all those come out. Then I want to spend more. I want to get to 10 on the spend at least so we can model out like 50ish calls.

And then, yeah, I was gonna say if we increase spend, like, if we spend 7, should we double it? Spend 15?

Yeah, if we spend 15, that'll be too many calls, though, because you're only gonna have like three days of booking. So it's. I really. I think the cap's gonna be like 12 that it on the low end, if that's 200 bucks a call, that's 60 calls. You just don't have that many slots over three days from there. And, like, yeah, they'll get educated more over the long term, but the highest intent's always gonna be right there. I think we need to nurture them more pre call with, like, our YouTube content. Like they, we need to send them. Hey, meet your hosts. An email about me with the Ali Abdul video. An email about you with the Ali Abdul video of like what are the highest converting. It's like another thing was we need more social proof of our social platforms in the slides because it's like we built these businesses but like the people without businesses don't understand that as well as like I have a lot of followers. Yeah, it's like the third grade version where it's like, whoa, you know, here's all our social product. Like I have this, this, this and this across all platforms. Yeah, those were my big immediate takeaways. And yeah. See what we can do on if, if there's any ads we could iterate but I don't think we need to touch any of those. Just let them keep running.

Yeah.

Well that's a great list.

Yeah.

If you compile that and distribute the ones to the marketing team, they can actually on them distribute to us. We can clean up some of those slides for the next one. But yeah, that's. That went. That went about as well as I thought it was going to go, which is great. You know.

Yeah, we'll see if any. You know, I just put the incentive in first one to close to enroll a webinar because that's like anytime you do, you get the first sale of anything new. It feels like the first sale of ever. You know, first time someone else sells something for you. First time you get a new traffic channel bringing a sale. Like the first webinar one. I can't wait to go watch the call because it was like I didn't know about you till eight minutes ago and like now I love you guys. So. Yeah, that'll be good.

You know something interesting whether we do this in the next six weeks or not, I just feel like we're in such a learning phase. Like there's so many things we don't know yet. But it would be super interesting to run this exact same playbook one week to a start writing online sort of audience and then at the end pitch to 30 CNC and low ticket Launchpad and then just look at the data of that writing prep, you know?

Right. I. I mean I became to do it. The funny thing is you can actually run those in parallel.

Yeah, that's what I mean. Like you could just. Because we could just take back to back an old live session, you know, like do that. But I just. What's so fascinating about these new channels is like you don't know until it happens. But imagine if we did that and we were like, we literally just made three times our ad spend.

Yeah.

Like that. That one insight completely changes everything what's possible, you know, so.

Yeah, I mean, you could do it like the frame around that would just. Yeah.

There'S a lot. There's so many things. So many things we can do.

Such interesting one would be targeting like slightly older on that one of like, hey, you've. If you want to become a writer in the digital age, like how many of our ship. 30 students were like 45, 50, 60. And they just wanted to like, take all that information that they've learned and start publishing there. Like, you can target that.

Well, the move with that is going and getting. You could. You could hire a former student. Like you hire an actor.

Right.

Who's 50, who does the app.

Yes.

There's levels. There's levels.

I'm excited to see the takeaways. I don't think we need to do the vip. We could do the VIP version if we wanted to, but I'm gonna see what Alex, when we meet with him tomorrow, has to say.

Yeah.

And I just sent Jeremy over the marketing numbers too. Let them take a look at it. I really.

I feel like the next five, six weeks. I think our biggest goal in North Star is not necessarily coming to any hard conclusions, but just trying as many things so that we know like we.

Right.

Otherwise you can't make a decision if you don't have data on it.

You know, I do think right away the. The faster that we can just identify what the 10 prompts to run your ghostwriting business would be. And having that as the 10 module downsell one Bloom video per prompt and then maybe like a crash course in prompting put those all together and it's like that's the hyper congruent downsell and gives us the opportunity maybe in two weeks to pitch that.

Yeah.

Go build another product. We'll get there.

Yeah. Yeah.

I mean, getting this webinar off the ground was a. A lift. So, yeah, definitely that make some iterations repeat next week. We need. We really need to give it a week now and see what the call conversion.

Right. Actual throughput looks like.

Yeah.

But this was great. I mean, once again, every time we explore our new channel, I just think about all the people in our corner of the Internet, especially the ones that came up with us on Twitter and LinkedIn and stuff. And like, it's just so interesting how we've really pushed the organic side of our business about as far as you can Push it. I mean, yeah, like you can script better shorts and you can script better YouTube videos. Like, you know, there's always room to get better.

But.

Yeah, we've sort of maxed that out and it's so interesting to start taking all the organic and going now. How do you really throw paint on top of this? And we still haven't figured out, like, there are so many stories of people who, who are uber successful with paid and E comm or info or whatever. And you hear what they're like. There was this moment where I figured out the congruent ad and I was making 30 times.

Yeah.

Money.

That's it.

And we still haven't cracked that.

No. But when we close though, you know, like every person that I've shown this click through stats on and every other stats, like, holy shit.

Yeah.

You don't see, you don't see 50% hook rates. So that's incredible. Lots you can do from there, you know.

Yep.

We're on the path, but I think we're, we're slowly narrowing down the angle of like automate your business with these 10 props, you know?

Yeah.

You know, that gives us so much marketing material of like, you're going to be more efficient. You can start it faster.

Okay. Yeah. Onwards and upwards.

Yeah, that was a lot of fun. No, I think we should do this again after next week. This is going to be one of the better episodes where we just like rolled hard into it with zero context. Like, maybe we should take one deep breath of context. But like, this is what we've been working on for the last two weeks, three weeks.

Yeah.

You know, the insight of, from George of like every ad that they see that says AI just has way better everything. It's like, yeah, should probably lean into that, you know, and we did. And instead of taking six months, we did it in two weeks since then, you know.

Yep.

So like. Yeah, let's take a second. You're. This. That was an incredible slide deck. And those prompts are baller. So it's worth recognizing we did that in, in nine days and now like we have the team to do that. We have the team to turn those things around at like an alarming rate because of Ash, Daniel, Colin working on the emails, entire media buying team, ad editing team. Like, we have the ability to build those things. It just becomes like a organizational problem of how fast you can build those new things to get them off the ground.

Yep.

But yeah, that was sick. Yeah, that was a lot of fun. That was like such a adrenaline rush seeing Those calls come through. They weren't even sales. But I'm like, oh, that worked. Yes.

Yeah.

Seeing something work is such a cool feeling.

Right. And not just worked where they're like, yeah, I want to find out more. Like, people were like, that was incredible. I just want to work with you guys.

Cold lead to that reaction is very rare.

What does a three day start riding with AI challenge look like? What does it look like to write with AI and really integrate a community around that and charge more? Those are all opportunities to lean into.

Yeah.

On the path infinite.

Yeah.

Now the exhaustion from the call is hitting me. I'm like, yeah, that was. It always takes so much more energy than you think.

Yeah, yeah.

But, yeah, that was great. And catch your breath for two seconds and then iterate and then repeat again next week.

So luckily, like, very little, very little new. Just upgrades on, like, the ads don't stop. Tweak a couple slides.

Yeah, very little new. Let's just go build 10 new prompts and low ticket products.

Very little new on the webinar side. Yeah. Now. Now it's next steps on the. On the webinar.

Yeah.

But that's the beautiful part about it. It's good enough that nothing really needs to change. There's like five things to do on the, like, show rate front just to get more people, increase the stakes of showing up. Yeah, that's exactly. It's so validating to go and say, I just know that once we get one rep, I'm gonna see 15 things. Boom, boom, boom. And then the pattern recognition is like, yeah, just sit there until they book the call. All right, now, you know, so many small things that you can't have context around until you do it and see it happen live.

Yeah.

Until you get reinforced for it. Like call the people out by Nate. That book a call. We had 200 people in the room. We're saying four people's names. Like, they want that, you know, so interesting how fast those feedback loops were. So. And how many book calls for today? Like 4 or 5 just booked in for like 10 minutes from now. So we'll see how that all goes.

It's a great lever. I'm very excited about this. I'm very excited about all the different ways we can use this in the back half of the year.

Physics.

Yeah.

Like a big Black Friday one.

Yeah.

How many people could. You've never done this before Thanksgiving.

Yeah, yeah.

This. This going into Black Friday. If we do a ship, 30 cohort sometime this summer into that. This going into Black Friday and this going into an end of the year start, January the right way. It's going to demolish. It's going to demolish.

Yeah.

Can't wait. New level unlocked now let's go make sure it ends up profitable. You know it was marketing profitable, which is great.

Yeah.

That you know, in terms of relative to other channels and things like that.

So.

Well, sales team's been on a tear lately so.

Yeah, they have been. I feel very confident in how they're showing up so.

Yeah, I feel good about it too.

Agree. All right, well, good debrief.

That was great.

Yeah. Glad everyone got to tag along. This is what we would have done anyway. Post call. So we're just going to throw this up on Espresso Hour. Doing it again next week. What should we call this? We'll come up with it after first.

First $7,000 ad spend webinar debrief. There you go.

Perfect. Spoken like someone that just gave a two hour webinar.

Yeah, thinking headlocks.

Clear, not clever. All right, bro. Well that was a ton of fun for the watchers listeners. Thanks for tuning into this one. Leave a comment with any insights you have in the webinar front. Like subscribe Espresso hours back. That's right. I'm getting approved on the apartment right now, so I should be moving in for. They haven't so they sent it to the condo agency to get it all approved but they wouldn't do that if they didn't like the offer, I think. And so I'm. I don't want to count my chickens before they hatch, but I feel pretty good about it. So.

Yeah.

That's awesome. Well, yeah, pre. Congrats.

Yeah, I don't want to. I don't want to jump into it too early but I'll let you know.

Sweet.

I'll build out a layer like yours. I need it. I'm so jealous thinking about that place.

So it's first step is painting it non white.

Yeah, exactly. All right, that's all we got. Thanks everyone for tuning in. I'll see you next week.