RYB 887: One Digital Product And Launch That Generated $12,500 in 3 Days

00:01 What I'm about to share with you literally changed my life.

00:08 Wait, Hey, Hey, what's up everyone. Welcome to the rock, your brand podcast. I'm your host, Scott. Bowker a serial entrepreneur on a mission to help you. This show is designed to teach you to inspire you, to motivate you, to take massive action and build a future proof business. So whether you're just starting out or taking your existing business to the next level, this is your home. Now, if you're ready, I'm ready. Let's rock your brand. Yo, what's up guys. Welcome

00:40 Back to another episode of the rock, your brand, a podcast. This is episode eight 87, and I am fired up that you're here because I've got a really cool session here that I want to share with you. This is one of our coffee talks and this was actually done a few weeks back, but I'm playing it right now because well, I've had a lot of people say, Scott, I'm so glad that you shared that exact process. And really a lot of people haven't heard all of the, you know, the play by play when it comes to one of my first ever launches. And, uh, they said that they learned a ton from it. So what I wanted to do is post it here on the podcast. So you're going to be hearing also references to brand accelerator live 2020, the virtual event that has passed.

01:27 But if you missed it, you're still in luck. You can always head on over to Bal tickets.com and you can grab a virtual ticket of the recordings. So you can head over to Bal tickets.com and you can see exactly what our day was like. And a, well, it was an amazing day and we went for a least, gosh, it was eight hours of training and then bought another three hours of a little bit of networking and questions and just hanging out. And all of that has been recorded. It's all been, uh, really, uh, created as a member's portal that you can go in there and watch everything as well. Uh, so if you're interested in Bal tickets.com, but you are going to be hearing me reference that upcoming, uh, virtual workshop. That's when I did this coffee talk, it was just before we were going to do it.

02:18 So I just wanted to throw that out there. And also the audio will probably not be as clean as this because while I was at the Lake house at this time and doing the coffee talk there and I didn't have my normal mic. So I just wanted to throw that out there. Right. But I'm going to stop talking now. So you can listen to this episode where I break down the first ever real launch that I've ever done that generated over $12,000 in three days. So sit back, relax, enjoy, learn, apply. And, uh, I'll be back here as soon as you get done. All right. So here is the process. I'm going to walk you through this and what happened. Okay. And what I'm about to share with you literally changed my life and changed it. It was like this massive light bulb moment. Uh, I had no idea what the heck I was doing.

03:09 Uh, and it worked and I was blown away. Um, now at this time I was running a full time photography studio running my video, uh, transfer business, which was a sister company to my photography business. And we, um, you know, we basically launched this on the back of that. Okay. Had no idea if it was going to work. And, um, we ended up doing it and it worked and it blew me away and it changed my life in a sense that it opened my eyes to a whole new world. What I want to do is share this with you. So you can start to think to yourself, how could you apply this to your business now? What am I about to share with you? Also, I just want to say this, it works to this day. Um, and actually I'm going to be doing it again here very, very shortly. Um, and I've done it numerous times inside of brand creators and inside of the amazing seller when I was doing that and all of it, it all still follows this process. Alright, so here we go. Ready.

04:11 Step number one

04:12 That I did was I started creating YouTube videos. Okay. Now YouTube back then was new and it was easier to get traffic and there wasn't as much, you know, going up on YouTube. So it was easier and it was easy for me because I'm like, you know what? I'll just create a video. I'll post it on YouTube and we'll see what happens. Right? And I did this with the only, only reason why I was doing it is to see what I get anybody to view it, what I get any viewers. And so I was posting videos and they were random videos. The first video I ever shot was just myself talking about my wife and I, how we started a photography business from scratch, not going to college for photography, never taking a course and figuring it out and launching our brick and mortar business and turning that into a six figure business.

05:04 Like that was the story. And that was it. There was no call to action. There was no, like here I've got a course for you. There was nothing because I had no idea what I was going to offer if I was ever going to offer anything. But even back then, it was always deliver content and, you know, get people interested in what you are, you know, sharing. And then from there, we'll see what happens. Right. That was still the same thing even to this day. Right? Same exact process. So created content. And I did this for about six months and as I was creating content, I would get comments. I would also get people asking me questions, things like that. Right. But I would say probably after the first month, maybe month and a half, I started to hear this thing about email marketing. And this is way back in the day.

05:51 This is when email auto responders were super new. Uh, there wasn't a lot of them out there, the big one out there then was a Weber. And I said, you know what, I'm going to get a, uh, a Weber account. I think I was paying, I don't know, 19 bucks a month or something like that. And I put up my first landing page and my first landing page was, uh, something like, I think it was something like, uh, I may create a free video course if you're interested, opt in here and I'll send you the link, like something like that. It was something super, super, uh, like not obvious as far as like what they were getting. It was just like, Hey, if you're interested in me giving you something, like walking you through this process, put your name and email address in there. Like that was it.

06:36 And I remember probably within the first month I might've gotten like 30, maybe 50 email opt-ins and I was like, okay, cool. I got 30 or 50, you know, let's call it 50 emails. You know? So then I started to email these people and then they started to, well, step two here was asked what they wanted to learn. So basically what I would do is I would just, I would send them a video and say, Hey, I just shot this one video walking you through how to do this editing or something like that with Photoshop. Um, go check it out. And if you have any other questions for me, let me know. And then they started to kind of tell me what they wanted to learn more about. And it was about how do I start my business in photography if I don't have the education.

07:19 And if I don't have a studio and I'm like, huh, well, you know, I've done some, uh, Photoshop work in my day. Right. I learned that. Right. And I was actually able to enhance photo photos or create these fairytale sets out of digital elements. So I'm like maybe what I could do is help them by creating a studio, look without actually having a studio. And that's where this, this moment came in into play here where I was like, maybe that's what I could offer them. So I started to give them little examples of what they could do free. And there were lot, they were loving it, they were eating it up. They were like, Oh, this is so cool. I love it. I can shoot my, you know, my subject on a white background, cut out the subject and then put them into a beautiful set.

08:06 And it looks like they're in a studio, they were loving it. They were eating it up. So then I started to get questions like, well, how do you, how do you, uh, how do you do it? If you don't have more than a, a room eight by eight? Or how do you do it? If you, um, you know, have a baby, how do you do it? If you have a toddler? Right. So then I started to answer all these questions, right. And then I kept giving them more of what they wanted. Right. I kept helping them. So then I started to say to myself, okay, there's a couple things here. Number one, they want these, they want these digital sets, but they also want the education on how to make them work. And also how to turn it into a business maybe, right. Or even a side hustle.

08:49 So then what I started to do is I started to outline a plan. I started to outline in my own and I started to scratch it out. What would it look like if I was starting over and I was using this process, like, what would it, what would it look like? And I recommend this for anyone you want to give yourself a timeline or, you know, draw like a little timeline, put a little, a little stick, figure on the left, draw a line across the paper and then draw a happy face. Right? What do they, what do they ultimately want to achieve? Right. What are they, what would make them very, very happy. Right. And what are the steps to get there? So for me, it was, you know, they, at the end over here, they want to have enough skill to be able to charge people for these types of services.

09:35 Right. So I'm like, okay, step one. What do they need to know? They need to know a little bit about their camera, but they don't need to get overwhelmed with all the tech. Then they need to know a little bit about Photoshop, but not too much. They need to have these assets that they can use. Right. So I started, I started mapping this all out, but I was giving them parts of this as well. Right. And so I mapped out this plan and then I said, you know what I'm going to do. I'm going to create an ebook. Right. And I'm going to, I'm going to outline everything in this ebook. And I'm basically going to give it to them for free for the people that signed up for the email. Uh, you know, the email opt in that I was offering before. And so then I put this out there and that ad, I mean, immediately I had people on the list want to download it.

10:16 Uh, probably probably at that time it was like a couple hundred, but then I put that up as my opt-in and I let that be the opt in for probably another two months. Okay. So at this time, we're about six months in, I had about a thousand people on my email list. And then I said, well, you know what I should probably do because people were saying, I love the ebook, but I want to see over your shoulder. I want to see you actually doing this stuff instead of you just explaining it. And so again, I want to call a little time out here. A lot of people think that if you give it away in an ebook, you can't charge for it. If you go deeper and the truth is you can, you absolutely can. Okay. Perfect. Example of this is, you know, I have the playbook brand creators playbook that gives you how to build your brand from a to Z.

11:03 Right. But a lot of people still want me to show them, looking over my shoulder, all of the deep diving, all of the goal, you know, going deeper into those areas, email this building deeper, uh, you know how to build a, uh, a, you know, content or blog content that will get ranked. They want to know deeper, right? So I can always go deeper and you can always go deeper. So never feel as though you're giving too much away. If anything, give them away or give away your best stuff. And a lot of times they want to in other forms. So at first I was like, well, why is anybody going to buy it if I'm putting it in the ebook. But then I started to hear through the, you know, the, the internet world and the internet marketers back then that, you know, people will still want to buy from you because they're gonna, they're gonna want more from you.

11:48 So I said, you know what? I got nothing to lose, so let's go ahead and try this. So then what I started doing as I started to email the list, letting them know I'm thinking about creating a video training that will walk them through this entire process. Okay. And I was going to give them some digital, basically like digital templates for photography. Okay. And these were like digital sets. And I said, I'm thinking about doing this. If you're interested, let me know. And I'll put you on the early bird list. Okay. And from there, I started to get a few hundred people that were like, yes, I would love that. Right. I didn't give them a price. I didn't tell him what was going to be included. I just wanted to see who was interested. So seven or I'm sorry. We had a thousand people, 300 people raised their hand and said, yes, I would love that.

12:40 And 700 people were still paying attention maybe, but they didn't raise their hand. But here's the thing. I knew that some of those 700, they just hadn't read the email or maybe they weren't opening the emails. For whatever reason. I knew there was going to still be more people in that pool of people that would want to buy it. But 300 gave me a good gauge that they would be willing to possibly buy it. But now again, I've learned through the years that people will say they'll buy it, but then when you actually offer it, they won't always buy it. So it's best to do what I call a beta launch. And you get maybe 20 people to pay you to validate it before you actually create the product. I learned that this actually worked out for me, but I've also had other launches that didn't do this.

13:23 Good. And I learned that I don't build anything until people pay me. But again, that's that, that was a later learned lesson. Okay. But I'm going to keep walking you through this, this process on what I did. Okay. So basically from there I had the green light. I'm like, you know what, I'm going to take everything I already outlined in the book. So let me just go ahead and just start shooting videos, walking people through the process, right. And giving them a deeper dive into all of this stuff. So I told them that I was working on something. I was going to be releasing it soon. I'll give them more details, but, uh, you know, they'll have to be opening their emails in order to see it. That's the only place I'm going to, I'm going to post it and mind you, there wasn't really face.

14:08 I don't think Facebook was a thing yet. Uh, there was definitely no paid ads that I was running. So this was all organic by the way, and a very tiny list. So the day finally came that I said, okay, I am ready to not open the doors. And this is where you do not want to do that. You want to make sure that you kind of like, you let them know something's coming. So maybe a week out. I said, um, I'm going to do this thing. And I'm letting you know, first and on this date at three o'clock, I'm going to be opening the doors to this video training. And it's going to be all about this process that I've been sharing with you, but it's going to be very detailed. It's going to go right along with the ebook, but it's going to go much deeper.

14:54 And I'm going to also give you some additional trainings that aren't in the ebook. And so I had a, I then I would send out a video with like a little bit of what I was going to be teaching in there. I'd give them something that was valuable and like just a little piece of it. And they would email me back and go, Oh my gosh, this is going to be so awesome. I can't wait. And I, this is what blew me away. And I still get this that happens to this day. Whenever I kind of run through this process, I had someone say to me, Scott, how do I give you my credit card? Now I want to make sure that I get access to this. So when you get that Holy macro, you know that you're on it. You're, you know, you hit the Mark.

15:34 And so when I got that, I was like, Oh my gosh, this is crazy. Like, I've never had anybody say, like, just give me, give me a, you know, a place to put my credit card. I want to buy this thing. So what I did for that entire week was I think I sent out three videos. They were short, maybe seven minutes long, 10 minutes long with a little, you know, a little a piece of what I was going to be teaching, but it gave them a lesson. And then I also said, this is just part of, what's going to be happening inside of this video training. If you're interested, make sure you jump on the wait list. And I started building a little wait list, right? And all I was doing is having them opt into another form. And then that was putting them on a separate list.

16:13 Now in a Webber, they didn't allow you to do what you can do now in convert kit where we just tag people. So I actually literally had to have them opt in to another list. And now I had them in two places on a list and I was paying to have them on two lists, which was a mess, but that's how I did it back then. And so, uh, so what ended up happening was we get to, uh, the day that it was going to go live and I'll never forget this either. Um, I, it, back then, there wasn't any timers. There wasn't anything that would automatically switch over to a page. So you literally had to take your link, create the link. And then when you wanted that link to change to something else, you had to go in and literally change it through your web hosting.

16:52 So it was a lot harder. Um, and so I didn't realize this until about mid week that I wasn't going to be able to be home for this, this time that the link was going to go live. So my wife was, and I actually, I was going to be at my son's and my daughter's bowling, a little a club that they were in at school. I actually helped them or help in that. I was like a bowling coach, um, with the teacher there. And actually she was the principal. And so I couldn't be home. And I didn't, we didn't have a laptop really. I mean, you had one, but I didn't have one. Um, so I couldn't do it there at the bowling alley. So I had to tell my wife, I'm like, listen, here's all you need to do at three o'clock. I want you to change this link or the, I'm sorry, this URL.

17:38 I want you to just change the name of it, to this and that's it. And then just hit save, and you're done. And she's like, Oh my gosh, I hope I get this right. I go, no, no, it's easy. You'll be fine. Just do that. Save. You'll be good. And so then I got a phone call at three Oh five and I remember it was on my little track. I had a track phone, I think it was a flip phone and I get it, I get the call and it was my wife. And she's like, Oh my gosh, I just turned it over. And we've got like $3,500 in the account. Or maybe it was like 4,000. It was crazy. Right. And I'm like, Oh my gosh. Like really? She's like, yeah. And mind you, this was, I believe at the time this first one we did was either $97 or $147.

18:23 It was, I forget. Now I should probably go back and try figure that out. But it was between 97 and one 47. And so she goes, Oh my gosh, she goes, hold on a minute. So she refresh the browser and we instantly had another, like 800 bucks in there and I'm like, Holy crap. And then she refreshed it again. And it was another 500 bucks in there. And it just seemed like every time she would refresh it would keep going up. Right. Well, it eventually stopped going up. And that first day we ended with $7,000 in our PayPal account. Okay. Now let me put this into context for you. At that time, we had our photography studio in fourth quarter. We were hoping to generate between 10 and $12,000. So that would carry us in our off season. We were hoping to bank that money and to kind of go above what we normally make.

19:19 Right. Actually, there's a little surplus. We always used to count on that. We got $7,000 in one day. It was absolutely mind blowing. Okay. So now day two. Now this was a three day launch. It was going to be open for three days. I think I opened on a Wednesday and then it was open on a Thursday and closed on a Friday, or maybe it was Tuesday, Wednesday, Thursday, I forget. But it was three days. So we let them know there was a deadline. We let them know what it was going to open. Now we didn't limit how many people could buy. Okay, I've done that in the past. I'll do it again in the future. It works really well. And there's a reason why we closed it. And there's, there's a reason you have to give people why you're running a promotion and why there's a deadline.

20:00 And it was very simple for me on why there was a deadline and it was only going to be open for three days. Well, I needed to support these people. I've never supported this many people in a training ever. Right. So I basically said, listen, I'm closing it on Wednesday or Thursday, whatever day it was. And the reason is, is because I need to make sure that I can support all of these, all of these new students coming through. And that's exactly what I ended up doing. Right. And, uh, we ended up closing on day three, which is crazy. Cause on day three. So it went like this day, one was like 7,000 day two was a thousand. So it was like trickling. That's always the case in a launch by the way in day three, which was probably two or three emails, we closed with 45, a hundred dollars in sales.

20:52 Okay. So total it's like 12,500. It was actually probably a little bit. I just don't remember off the top of my head. I know it was over $12,500 though. Okay. So all of a sudden, I just remember, wow, what the heck just happened? Like what the heck just happened. Right. And this was all within six months of me building this email list. Now, am I saying that that's going to happen? If you build an email list to a thousand people? No, I'm not saying that at all. What I am saying though, is if you find what people want, what they need and you become service to them. Okay. And you, those right people, and you find out what they want, that they're willing to pay you for. You can sell some product. That's all I'm saying. Right. And the reason why I'm sharing this with you, because this here was a game changer for me, this was a, this was a moment that just changed everything just as, uh, so did the, uh, you know, the time I left my construction job and went into a brick and mortar business with my wife and photography, that changed everything for me.

22:03 I'm like, wow, I can actually do this. Right. The other day we talked about building competence as an entrepreneur. This was something that built my competence. Right. As an entrepreneur, it was something completely different. But here's the crazy thing. As soon as that happened, I went on this high, right. For maybe like three or four days. And then all of a sudden I started doubting myself. I started saying, okay, Scott, you did it. You did that one time. Can you do it again? Is it can, is this repeatable? And then I started to doubt myself. So I didn't want to do this like every week. Right. So I decided to do it. I think I did it like six weeks after. And we actually out did this. The one that I just talked about, the next one was like probably closer to $19,000. And then I was riding the high and then I was like, Holy crap, can I do this again?

23:00 Then I actually found an affiliate, the partner that was publishing in the photography space. And I did my first little mini affiliate launch where they actually promoted to their list. That one there, we did close to $50,000 in one launch. So I'm sharing this with you to let you know, you know, that this process hasn't really changed. Okay? You don't need to have a massive list. You don't need to have affiliate partners necessarily. Right. And you don't need an expensive product right now. You guys know that. Talk about creating little digital books, right? These, these little guides. I have one, I actually have a couple more that are, that are being produced as we speak. Right. And this is a way for you to create a digital product and then build a little, a little backend funnel of other additional resources, templates, products, whatever, physical products, doesn't matter.

24:10 It's a way for you to create something that you have. That's digital that has an unlimited supply. There's no inventory to worry about. You just got to make sure that people are getting what they paid for and that's it. All right. So this all was done by the way, with email. Okay. I had retargeting ads. Didn't know what retargeting was. All I had was an email list. YouTube. I had back then had nothing else. I didn't have a blog. I didn't have anything. Right. All I had was that email list. And that's really what, what did this launch? I did an internal, they call an internal launch to my list only. And I was able to do that because I built the relationship with the list, but I also attracted the right people in the list. So I'm going to fast forward now a little bit.

25:07 And this whole thing has come full circle. Five years ago, I started a podcast called the amazing seller podcast and I had no product. So all I knew was if I was able to find the right people, help those people, they would probably tell me what they would want to buy. And then I could offer it to them if I could deliver on that product. Well, I did exactly what I did here that I just explained using that same model. I did 50 podcast episodes. I built up really good relationship with my audience. I built an email list and I believe at that time, the email list was probably just under 10,000 thousand people. Okay. I decided to, after hearing from the audience, putting together my first, uh, e-commerce course, teaching people what I had done. And I said, you know what I'm going to do.

26:00 I'm not going to create the course until I pre-sell 25 spots. So I did a webinar and I jumped on there. I had about 400 people on there, live maybe 500. And I made my first ever offer to that audience after probably close to four, five months, maybe six months again. And the price point was $497. And I said, if, if I get 25 people cool that want me to create this here tonight, I'll create it. Well, my mind was blown again because in less than a minute, we had 25 spots filled and we had to literally close the button or the payment option. And to be honest, we actually sold 28 spots by accident because we couldn't turn it off fast enough. Now we honor those. But that's not that wasn't my intention. The point here is if you deliver Goodwill, you don't come out of the gate with, I'm going to just monetize this audience.

27:05 You are a little patient with it. You let the audience tell you, you build the right audience. The rest will fall into place. And that's what I've always, always modeled. Okay? So that's like 10 years later, right? From this story I just shared with you this morning, right? And the same thing has happened numerous times. And it will happen again in the future. As I create more offers for my audience here in brand creators, which I have some planned here coming soon, brand accelerator live is one of those digital products. Now, if you're listening to this or if you're watching this, I should probably, if I can find my little area here, uh, I should probably put that up there. Brand accelerator live virtual happening this Saturday, 10:00 AM. Eastern time tickets are available now. Super affordable. Okay. Super affordable. Bal tickets.com. I'm going to leave it at that.

28:03 If you're interested. Great. If you're not, no big deal, but if you want number one, there's two sessions in there that if you, if you invested in this day, there's two sessions, actually three sessions in there that will be way worth, way more than your investment. Number one, I'm going to show you exactly how to create a digital product from scratch and sell it in 30 days. Number two, we're going to show you how to build an email list from scratch. Okay? And Chris shaper is going to show you how to run Facebook ads to any offer that you want, or a lead magnet, and how to master that in seven days. Now I didn't have Facebook ads back then. I wish I had, but in the same breath, I'm glad I didn't because it taught me about organic. And you still can do it with a very, very small list.

28:53 But with Facebook, it amplifies things very, very quickly. So those are just three things. I also have Cassidy Tuttle coming on, who she's going to be teaching how she has taken a, a $10 digital product, built an email list by selling it and generating over $12,000. Actually a little bit more. I think it's like 15,000, at least $12,000 in 30 days using this same model, but she's using Facebook ads to drive traffic. So that's another session. So guys, like I said, I'm not going to sit here and sell you on this. You, you know, if it's the right fit for you, but I will tell you this, it is going to be dialed in. It's going to be focused. It's not going to be any hype. It's not going to be any dance party. All right. Like if we were at the event, we would do a little bit more let's let's dance, right?

29:41 Let's, let's get up and let's, let's get rocking. Right. We'll have a little bit of a, you know, some high energy stuff, but it's really about, let's roll our sleeves up and let's get to work for this entire day. So you can walk away with an action plan and you can implement this stuff. That's what it's all about for me. All right. So, uh, if you're interested, Bal tickets.com to one day workshop, uh, it will also come with a workbook that we have created for you. Plus I have a couple of bonuses that I'm gonna be giving you, actually, those other digital products that I've been working on, they're finally ready and they're going to be given away to our attendees. So if you're interested, definitely go to Bal tickets.com and I'll leave it at that. All right. So let's look at the questions or comments if you guys have any, I seen a bunch of flying through, uh, okay. Uh,

30:32 So, okay.

30:34 Uh, is your launch runway dependent on the price of the product? Uh, it could be. Um,

30:41 If I was just starting out, I wouldn't stop

30:45 With a product that's more than $197. To be honest with you, I would probably lean towards, I would start with something that's under $19 and then graduate up. Uh, it's going to give, it's going to be easier for you to get someone to purchase something less expensive and then build that rapport because then they're gonna be like, Holy crap. Look at the quote, look, look at the quality. Look at the information that this person gave me for this ridiculously low price. I can't imagine what their $97 training's going to be like. Right. So it's always about over-delivering too. So I would say, take the pressure off of yourself, come up with a really killer offer. That's under $19 and then you can always bolt things on the back end. That's what I would recommend. Uh, let's see here. Okay. Uh, how did you build the list of a thousand people?

31:35 I did it back then. It was all strictly through YouTube and nowadays I'm not hardly using YouTube. I mean, I post, I repurpose my stuff there, but it's not a strategy of mine anymore. It's very, very saturated. Um, and I just want to spend my time elsewhere. Right. So, um, I, I would rather pay for ads nowadays, cause it's just, it's a lot easier. Um, but you can do it from your website if you have web traffic. Um, but I would say, uh, to get to a thousand people is really easier than it ever was. Um, and we're actually going to show how to do that@baltickets.com. That's the brand accelerator live by the way, little plug there, uh, Nancy what's up, Nancy, your videos always helped me get in the high mode again. Thank you, Scott. Life is so difficult and your talks always help bring back into the mode.

32:24 I need to be in hope all is well, Nancy. Good to see you. And yes, it's all about trying to stay positive cause you know, not everything is perfect. Everything has highs, everything has lows. We just got to stick, stick with it. All right there, you have it. There is the exact breakdown of what that launch looked like. Now. I don't expect people to go out there and just go ahead and do their first launch. That's not how I did it. It's not how I still do it, but it is good to understand that the building blocks remain the same. All right. And if we're building a list, you guys know I'm a huge fan of, and we're building the right list. Uh, we can get information from those people of what they want and what they need and then to sell a product becomes very, very easy.

33:11 So again, you might want to go back and listen to that one because there was a lot of steps in there. Eight different steps to be exact, but I'm also going to include everything in the show notes. You can always go to brand creators.com forward slash eight 87. And that'll take you over there to the show notes, or maybe you're watching this or listening to this on the blog post where those show notes are. Well, you can just go ahead and grab those this way here. You have easy access to those, but I do just want to say, you know, this stuff doesn't happen overnight. It does take time, but I am a big believer in building that list. Understanding your market is first. But the second thing is to start building that list. You can start communicating with those people and start reaching those people on a regular basis. All right guys. So that's going to wrap up this episode as always remember, I'm here for you. I believe in you and I am rooting for you, but you have to, you have to come up, say it with me, say it loud, say it. Proud. Take action. Have an awesome, amazing day. And I'll see you right back here on the next episode. Now let's rock your brand.

34:17 Yeah.