First of all, congrats on winning the school games. Give everyone a round of applause. >> With the launch that you did, you also started a school community. >> While you're at it, >> um, how's that going? >> So, the school community is going better than I expected because my big fear was like, okay, now I'm going to have a recurring amount of work that I will not look forward to and then that won't be good for the community and there's reputational risk and all that kind of stuff. Um, but if you guys are good with it, I'll share some of the things that have worked really well. So, like, uh, we had our fourth billing from that, uh, two days ago. And so, our month- over-month turn right now is 2.2 and a half%. And it's $3,000 a month. So, pretty good. Um, and so I want to, if y'all are good with it, I'll expound on a couple of the reasons why I think that is. Number one, I think that not having a sales team uh increases the quality of the prospects because no one is getting sold. Everyone is choosing to buy. To be clear, I'm not saying sales teams are good or bad. I'm just saying if someone just clicks a button to buy versus someone collecting a card on the phone, they're going to be more sold. I think the bar is higher in terms of intent. So that's number one. Um the second thing uh that I think was important is from a promising perspective. And so if we think about how communities provide value, uh either you provide the value to the community, so it's almost like a deacto service monetized with a community component, um or the community provides value. the community providing value is significantly more scalable and way less work later, more work upfront to build. And so I was thinking about this kind of concept. This will look aggressive for the the trolls of YouTube, but here we go. So, so if you have uh high qualifications for someone to get into a community and a low price, you will have low churn. And the value of the community will be based on the people inside of the community rather than the person who's running it, right? Like if you have a whole bunch of models that you invite to a club, no one really cares who's holding it. Everybody wants to go in because of the models, right? Now, if you have a high a high qualification and a high price, then you're going to have some element of community, but also some element of services that's going to go in there. Churn will be higher in the second scenario than the first. This is probably more akin to your like mastermind type stuff. Now, if you flip that and have low qualifications and high price, you have a bisop and they're going to have the absolute worst churn uh imaginable that's there. And so, sometimes people try to ask the question of like, how do I solve churn? But it's a structural issue. It's like unless unless you either raise the qualifications or you change the price in some way, like that churn is going to exist because of the nature of who you're selling and what you're promising and how likely it is for them to, you know, have that promise come come to fruition. And so, um, with that being said, not having a sales team, having people make a purchasing decision at $3,000, you know, a month after having an extended amount of time with me, so mind you, this isn't like one, there's the brand component, but two is a three-day, you know, it's 30 hours of lives or whatever it was. It was a lot. Um, and so there was a lot of time on brand, if you will, prior to the purchasing decision. Um, but then after that, the actual promise was really clear. It was just a workshop to come to my headquarters costs $5,000 and if you bring your team it's more than that, right? Uh I will do six of these for you over the next six months and you can attend virtually. You can also have access to me. That was the only promise. That was that was it. There was nothing else. And so as a result we have delivered on that promise and people are happy with the fact that we said what we were going to do and then we have done that. I think when you get into like the overpromise overd deliver, I think we I think it would be it's so overused that I think it'd be better stated to just clearly define what someone is going to get and then absolutely deliver that because like nowadays if you just give someone what they expect, that's why they bought like they'll be happy. Um and so I think those those components together have resulted in a good community. And the last piece that I think was significant was from framing the community on the way in. Um, there was a, you know, Kirby will probably attest to this, a relatively aggressive, uh, onboarding video from me, uh, which basically was like, don't ask questions. Um, only provide value to everyone else in the community. Um, because if everyone provides value, you'll get more than you could ever expect. If everyone's asking questions all day, it'll suck. So, don't ask any questions, just provide value. And so, like a few weeks in, some people were like, "Can I ask no questions?" because they were afraid of getting kicked out because I'm happy to kick people out. Um, which I also think is probably a big element too. Like if you are going to kick someone out of the community, like stick a tooth, this is my way of doing business, but stick a toothpick in their head like a cockroach to warn the other cockroaches to not come, right? Like if you're going to kick them out, like make it big, make it public. So you don't have to name the name, but I'm saying why you kicked like, "Hey, we kicked three people out. Let me explain exactly why we kic why we did that." And you'll see the amount of people who will support the decision inside of there, and you're like, "Oh, this is great." So for example, I had two guys who were soliciting people. They were basically writing long form articles to try and get, you know, create business from there. I gave one guy a warning and then he did it again and then I kicked him out. Um, and so it was like the whole point here is to give, not give with the intention of getting business. And so I had to clearly define which is like if you want to be in this community, if you want to provide services to someone, that's fine. You just can't charge for it. Very simple. You just can't accept money from anyone in this community. That's the rule. Um and that made it very black and white for everybody. Um so one it created a safe space. Two they knew I re I enforce my rules. Three the whole you know branding around this or the onboarding was around giving first. And so at week three or four people were like were like yes you can ask questions but don't ask stupid questions. And so since then it anchored so hard on the give side that it kind of like settled left of center. And so it's been a very positive community overall. And so I think all those things put together have created the you know 2 and a half% monthly turn at a $3,000 price. Thank you, Evelyn. >> It's a tough crowd today. >> He's like, I ship data. There's like Claire like spent six months building something. Two people like um >> so what is your plan for 2026? We're pretty much at the end of the year. >> Us >> like me. You can ask about mine if you want, but I'm asking about yours. >> Well, if I ask you now, do you go first? >> I don't know how this works, man. >> What What do you fine? Okay. >> What are your plans for next year? >> Um, well, I think I want to do a We've shipped so many features that I don't want to ship a feature for a while. I just want to polish. Like I think what makes school great is that it works. It's fast. It's intuitive and it it's it's very polished. Like it, you know, and it it's intuitive. And whenever you add a whole bunch of things, you know, some things aren't so clear. There's some confusion. It takes people some time to digest things, too, right? Um and also there's just a lot of tuning. Like you might ship analytics, but some people look at it and they're like that doesn't make sense. It might be accurate, but there's some very subtle psychological thing there. For example, there's just too much red or too much green. And you know, I want to spend probably 90 days just polishing. For example, too, like notifications. I think we send too many. And do you guys get a lot of notifications? >> Me, too. >> Well, I know you do. Um, there's a lot. And so, you know, cleaning that up a bit. we shouldn't send so many, but there's some things we don't send notifications for that are important. >> And it's hard to just keep adding if you don't also take away. So, you know, I want to remove a lot of the noise and then we can introduce some new ones that have a bit more signal and and kind of balance that. Um, so a big binge of um polishing, cleaning, making things intuitive. I mean, another big thing that is coming is the traffic sources. You guys are definitely going to hopefully more than two people like that one cuz to see where your customers are coming from like that's pretty good. You can see if they come from Instagram or YouTube or whatever and how well each channel converts. You also see how many of your customers are coming from the school network which tends to be more than everyone thinks. Um cuz even you you're like in French, right? And you're like surely school network's not giving me any customers cuz we're in French. 6%. Yeah. So, it's it's always surprising in a good way. Um, so you'll have that early 2026. Then I want to do um internationalization. So like languages. Who wants those? Yeah. >> You can go away. That's so hard to do. I mean, let's do languages first. Yeah, right to left is an absolute nightmare. Yeah. Anyway, um also currencies. I think I know how to do it, but um that kind of goes with languages. So, for example, if you know, like you're in French, right? And when people visit your about page, it's in US dollars and English even though your text is in French, right? um hopefully next year, pretty early in next year, depending on where someone views the about page from, it'll be in their language and in their currency. So, they might see it in euro and in French. So, conversion rates go up. Um but for you, everything's still in US dollars. So, everything's still, you know, done in USD on to keep it clean. Um but the member always sees and pays what in their currency, right? Um, and if anyone's curious about that, ask me about it throughout the day because that is quite top of mind for me right now. I'm thinking through it all. Yeah. Um, so yeah, internationalization and also like school discovery. So like right now you view it and it's always the same. It's always in English, but there will be basically a discovery for every language. So if someone's in France and they go to school.com, not only will it be in French, not only will it be in Euro, but the all the communities they see will be in French. So, it's like many different schools. It like adapts to where you are basically, which will make your discovery go right up. Like you're you you're getting 6% now. You'll definitely get a whole lot more once we do that. >> And then I want to binge the whole next year just on discovery cuz it seems like, you know, I talked about features. I got two people that like them. Um but then I said we got 20 million users and 30% of members and then everyone's like, "Yeah." So, I just want to really just focus on that. Like, I want school to give people members. I want them I want you guys to know that school is giving you members and then I want to give you more of them. Um, and I think what you'll find is that they convert higher and they engage more and they stay longer, too. So, they're better members. Um, cuz who doesn't want that? And that's going to take me a whole year. What do you think of that idea? >> I think it's great. >> Thank you. All right. Now, what is your plan for 2026? What do you guys think of the plan for next year? >> If you think I'm missing something, tell me throughout the day because we got plenty of time. But yeah, that's what I think I'm going to do. But yeah, tell us about your plan. I'm very curious. >> So, um, so we just after the launch, we went on a big hiring spree. So, we got six seuite executives. Um, basically all Leila, me and Chiron, who's our president were doing was just all interviews basically since the launch. Um, Leila's official title is shifting to executive chairwoman. Um, and so she will just kind of preside. Um, which will be great uh for her and me. Um, the big push in terms of next year um, I will do something with the scale advisory group. I'll change the name and there will be probably something that I'll do there. Um it is a secret right now but it will I will make it known uh when the time is right. Um and I think it'll become a core component of how we do business at ACQ. So I think it will be very very big. Um the skill advisory uh group went better than I expected and I said that earlier but like I will reinforce that point. It went it's went significantly better than I expected um in terms of the quality of the members and the quality of the the number of interactions that are required like our the upkeep for our group because the expectations that were set were so clear and the onboarding was I would say hardcore um it more or less self-manages with like a thousand members um which is super mellow and I'm a big fan of super mellow so that's good I would like more super mellow um but the the big kind of like concerted push outside of that will be on the media side. So, we're we're going to probably expand media headcount from like 20-ish to 60 uh next year. Hopefully, >> um yeah, to to 60-ish. And the idea there is that I would like to create um a bunch of repeatable uh formats that are not, you know, mosy dependent that are just all under ACQ. Um, and so big picture, we'd like to create the Disney of business, which is not just about one character, right? It's about kind of like the universe of characters that are underneath of it. And the difficulty of doing that with a traditional like kind of like the YouTube playbook, which is talking head, clickbay headline, whatever, is that that format is very like talent um dense, like you need to have talent in order to do that model. Um, now if you to contrast that with more legacy um, media IP, then think about like a like a Shark Tank. The judges on Shark Tank can change, but the format itself is something that is repeatable, is ownable IP. And so what we're what we're going to do is be heavily investing into some of you guys have seen cash cows, maybe it's on my YouTube channel. It's like I do a deep dive with an entrepreneur. So that's one repeatable format. Um, I would like to have like eight of those um, that will spawn. So that'll probably like take me next year to just do that. So, it's like next year I'll do two big things. I'll probably have a big plan. I probably I do have a big plan for what we'll be doing on school. Um, and I encourage you guys to copy all of it. Um, and there will be a big media push on top of that. And so, I would like to be a really good use case for like things that work well in school. And I do have the advantage of being on the inside, so I know what works for communities. I think I think the big thing that many communities are missing is qualifications. I think that's the big thing. I think it's it's it's leaning too hard into grand slam offer. Um and part of the offer can be who is there and I think that is the most underrated component of the offer of a community. So like right now um yes please. Thank you. Hello. H >> should have said something. >> All right. Um uh but I think I think one of the most underrated components is is the qualifications of who is in the community. And I think we don't think about this at all. Like if you have go to a party in real world, there's somebody at the door who's saying you can't come in, you can come in. If you have a party where you just let everybody in, it's going to be a weird party. And I think many of y'all's communities, not y'alls, but maybe who are watching this is like some of y'all's communities are weird. Um and it's because not everyone should be there. And I think being more aggressive on kicking people out and not saying like you're a bad person. It's just like this isn't a fit for you and that's okay. That's fine. Like you're just we have a different vibe in here. And the whole point of a community is to seg is literally a community you draw a line in the sand. You say everyone else not but this right? And so you create this tiny little world. And I think that more if you if you hold that line earlier the amount of work that has to go into the community later goes down dramatically. The amount of self-p policing goes up. the amount of stick in terms of uh retention goes up, gross margins go up, the amount of affiliate referrals they're going to generate from that community because people are like these are these people are just like us. You got to join, right? I think all of those things spin. The difficulty is like most great things is that it takes longer in the beginning. Um because you have to say no to money, which most people aren't willing to do. Um, but I think if you are willing to say no to money for like at least six months, the amount that you'll be able to curate in that community, the culture that you'll be able to have, that's what that's what literally it's literally the you create the brand of the community in that kind of gestation period that then proliferates um and that you have to protect. It's a lot like a garden like you can grow, you know, it takes a while and then finally like the good plants come in, but you still have to protect it and weed it, right? Right. And I think people are not nearly aggressive enough because they like seeing their MR numbers go up. But like the people that I've kicked out were paying $3,000 a month. Like I don't give a Like you're up my garden. Like if you've got a rose a whole rose bush and there's just a bunch of weeds on it, it just it ruins the whole rose bush. The whole the whole view is messed up. And so I would just encourage you to kick people out if they're not your your vibe. >> Yeah, I think that's good advice. It's It's like like advice though, it's always complicated because if you're a noob, it's hard to even get one person. >> No, no, for sure. >> Yeah. Um you want to get some people in the beginning, but once you can get a lot of people, you want to control quality. >> Yeah. >> And generally this, you know, like all good teams, clubs, everything. The harder it is to get in, the better it is, basically. >> But it's hard to start that way, right? >> Yeah. you're brand new and are trying to start a party and then like the first person shows up and you're like not you. It's like tough. But I think it's it's the accordion that goes back and forth between quality and quantity. So it's like first you have to get quantity and then you're like okay there's like of this can I select and then you select a small amount and then like you go little you over correct a little bit and you're like okay I need some more more people in and you kind of go back and forth. Um, obviously this will probably apply more to you guys who are in the room in terms of having that higher bar, but I think just having really objective standards of if you're B2B, it's like you got to make this or you got to have this many customers or this much revenue or this much headcount or whatever around your thing is, I think, or investable assets, you know, if someone's doing like some sort of investing thing, whatever. Um, on the BTOC side, you absolutely can still have qualifications like you need to be a woman who's over 45 and have at least two kids. Because you'll also find that like when you look at who are the most active people in the community and the nice thing is the school tells you who they are. It's just like who are they and then how do I find more of those people and I think and then that will actually narrow down the messaging and there's more than enough 45year-old moms with two kids like you will not be like I'm am I am I limiting my community like if you have enough traffic like at a certain point it becomes a snowball and that's where I think everyone wants to get to is that the community itself becomes the magnet for more of that type of thing and that's that's when you stop having to provide value to the community and that's when the community becomes in it's a true network effect, right? And so like I think everybody here would like to have a network effect. Um in the short term you have to sell services, sell, you know, one-on-one calls, things like that. And there's nothing wrong with that. It's fine. If you're starting out, you should absolutely do that to go make money. But at some point, you want to shift it from me to you, right? From broadcast to network. And that shift has to come from the quality of the people who are inside of it. >> I remember reading something a long time ago about hiring talent and it was from Google and it was called like the herd effect or something. So like it's very you got to be very strict in the beginning with who you hire. Like you got to have very high standards. Once you get enough of those people together, it creates like a herd effect where it just brings more people in. Um >> and they kick out the bad ones too. >> Well, yeah, but those things are so rare >> that people talk. >> And I think that's what started to happen at school too. like it, man. It was hard to find the engineers and stuff in the beginning, but now pretty much all of our hires come from referrals and it's just because they talk cuz they all all really good people know each other and something like this is so rare that they will tell each other and then all join. So like it works in your favor long term. So I'm talking about a team, but the same thing is true with a community. If you have really quality people and you build a really quality space, people will talk and they will invite their friends and it will start to compound and self-propagate. Yeah. >> To complete the loop on the original question which is like what are we doing next year? It's big investment in media and I'll have that I'll have some continuation for the group um that I would encourage you guys to check out because um I think we'll do something pretty unique with it that hopefully we can continue along the lines of what we're currently doing. Um, but even even cooler. >> You just want that goat emoji, don't you? >> I do not. >> I know you want it. >> I don't know if it's fair though. If you >> I do not want it. We will hide everything on my >> I also never want you guys to feel like I'm competing with you. >> It's like that meme of the um you know like Obama and he's like they're putting like their awards on each other. Have you seen the meme? >> No. I'll say that. >> I'll show you later. Yeah, it's it's funny. >> Can't wait. I'm excited. >> When it's funny when you win your own award, basically like it's like if I said I won the school case. >> Yeah. You know, speaking of like qualifications. And by the way, when we say that, we don't mean like getting a degree. Um you got to be clear with people. I found um we mean just being selective with who you let in, right? Yeah. There's this new there's this new group we've seen and it's called Evolve and it's making like half a million a month and it's got no sales team. He's got a super small audience. He's got no funnel. Doesn't run ads. He's just got some content on YouTube and and Twitter and then it just goes direct to his about page, right? He just points the traffic from Twitter, YouTube about page. It's like a grand a month. he does have qualifications to get in. It's only for ecom business owners that are making more than like 50 grand a month, I think. Um, and it does really well. It makes like 500 grand a month. The churn is super low. The engagement's super high. Um, and he doesn't even do annual. It's only monthly. And I've actually heard a lot of people in high ticket start to look at it and be like, what? like what is that? Um, and a lot of people are wondering is this even like the future of it of the space? Because I don't I think people want to make a lot of money, but currently you've got to have sales teams and things to do that and some people have complicated funnels and stuff. I think everyone would like to not have that if it's possible, right? And then I think another community that's very similar to this evolve one actually is yours because it's got qualifications. is you got to be a business owner. It is more expensive but not to a business owner and it does have very low churn and really high engagement and you didn't use a sales team. So what do you and it's very minimal to run by the way like he has he barely has much of a team. It's super profitable. like what do you think of this new model of info high ticket and like might this be where things are going? >> I do think that um so I'll zoom out and say like if you had a sales team to most businesses most businesses will make more money and so if you were to think about your attention like a pyramid um if you just draw a line at the top of the pyramid that's what you would convert automatically. If you go lower than that, then you basically convert a a colder percentage of the audience because the sales team kind of nudges people, kind of grabs people from below and then pulls them up, right? Um I think that like for what my plan is for 2026, I probably will not have a sales team um for what I'll be doing. And I think about that because um I mean honestly it's just because like I have enough traffic that I don't feel like building a 200 person sales team which is what I would probably have to do in order to handle the traffic that I have. Um and so I've just set the you know restriction for us as a company like we just won't have one and we will figure out how to do it without. So, I'll have tons of data on this next year because that's going to be a big focus of mine and I'm going to hold the line with that um as like a big a big priority. I do think all the benefits that I that we kind of talked about which is like if people click buy, I do think they're they have higher intent. I do think they'll probably stay longer than people who are sold over the phone. I think you have fewer chargeback, fewer refunds. I think reputational risk goes down. So, I think there are a lot of benefits um to that. But from a like make money fast button, adding a sales team pretty much does that. Um and so if if there is a world where you can get higher conversions without the work of managing a sales team then I think everyone will jump onto that. Um the early signs that I've seen because I look at a lot of businesses um I have seen a proliferation of people who were selling via automated chat things like that. Um, and what what from from what I've heard early on from the guys that I know um who are doing decent numbers, the advantage of no sales team, you will you will convert a smaller percentage of people who see the offer, but 10 times as many people might see the offer. And that's so because you don't have to deal with schedules, no shows, getting to somebody like all of that disappears. And so it's really just it's going to be offer driven to be fair because like the offer is going to carry a lot of the weight if especially if you don't have a brand. But basically showing the offer to as many people as you can in general tends to get more um also I think the higher the qualifications of who you're looking for um the less some people want to hop on sales calls. So I think there's like I do think there's some stuff in terms of culture that's moving. Um you know 20 years ago uh answering phone calls was really normal. Now it's rude. Yeah. >> That part's super interesting because me personally and everyone I talk to it's like they don't want to get on a sales call. They just want to buy. Yeah. >> And you even like bought your Tesla by clicking buy now. >> Yeah. >> That's likeund and something grand. You just click buy now. You don't go to the dealership anymore. You don't even talk to someone. >> Someone sends you a text, you're like gh, come on, just let me buy it. Um but when they're more qualified. So that's why these two things can kind of work together. I think a a more experienced business owner that is making more money probably just wants to see the price, see what they get, click by. >> Yeah. And that's a little bit of a preview of what I'll probably be doing next year. Um was like how can I how can I make it for the right avatar? They just want to be able to make the decision in two minutes and be in or out. Um and so that's I'm going to basically orient towards that. >> And I guess you also just experienced this with your launch >> cuz yeah, there was no sales team really. Yeah. Okay. >> And people and I think there there's also like there's a lot of limiting beliefs in the space of like anything above $3,000 you have to have a sales team for. I don't think I mean fundamentally it's like go down to physics like no I mean people are buying $170,000 cars online so no I don't think that's true I do think that people need a certain amount of information in order to make a purchasing decision and the amount of information required to make that decision depends on the qualification of the prospect so you have a high a super highly qualified person and a low price relative to their qualification they don't need a lot of information to make the decision if you have a a BTOC customer and you're selling them a house they need a lot of information to make that decision um or at least significantly more and so functionally brand serves as the proxy for lots of information prior to the purchase and then they just need enough information about the offer in order to buy. And so that's where like I think many of you guys who here has organic as like one of your primary ways of getting customers. Yeah, it's probably 80% of you guys are are organic first. And I think that that's actually just going to continue to increase. I mean it already is, you know, 80%. But if if we had asked this question like 5 years ago, I mean it probably would have been like 10. Like a lot of things have changed. And so um I think obviously invest I mean if you just model what I'm doing like I'm investing super heavy in media, super heavy in brand um A16Z which is a big um VC firm. They've got like 40 billion you know under management. They're building a a separate media house because they see the value of um of media and production and how it merges with commerce and business. And so like I don't think this is going away. I only think it's going to get more aggressive and that's why I'm getting really aggressive in my investment with it. >> Very interesting. >> Yeah. >> And dashboards are out. >> Yeah. >> They like that more than they liked all the work I did. >> Um well that's pretty much all the points I've got. So now, what do you guys want to know? Well, first of all, was that any good? Was that helpful? Do you like it? >> I'm looking at my notes for you. >> Okay. >> For me. >> Yeah. So, one of the other things I wanted for our conversation just now, um, so one was the difference between qualificate difference between qualification and price. Um, I think that dichotomy or at least managing that continuum is super important to be clear about like where do we sit on here? Is this a big purchase for our prospect or is like the price is is one variable but it's price in context of the qualification. And so that's one. The second is that the advantage of having no sales team to be clear I'm not saying you should not have a sales team. I'm saying the advantage of having no sales team and if you also adopt this kind of qualification perspective is that you actually get and this has been this was a huge focus for me going into 2026 of what I'm going to do with school um is that I wanted all three components at least if you if you break a business down into you know attract convert deliver or media conversion event and then fulfillment or delivery whatever you want to say um I wanted each element to be infinitely scalable and so we already have the kind of infinitely scalable media on the front end so that's there many of you guys have that too. It's all about just doing more and better. But like fundamentally, you're getting huge leverage because you make one video and a million people see it, right? Then you have the two other components. You have the conversion event and then you have the delivery of some sort. If you have services that you're delivering, that's going to be the bottleneck on the back end. Right? Now, if you have a more qualificationheavy lower price relative to qualification, then the community itself can be more of the value, which is significantly more scalable. And so it's like, okay, we have kind of infinite scalability here, relatively infinite scalability here. So then the choke point is going to become the conversion, which is why, you know, I kind of drew the line in the sand with my team, which is like I know we can build sales teams. It's probably one of the things I'm I'm very good at it. Um, but I actually think it will limit ACQ to getting to, you know, from a few hundred million a year to a billion a year in sales. I think that that this has been something that I've been so good at has limited me um from going from a few hundred to to a billion. And so that's why I'm we're putting a huge amount of resources towards like we will crack this and we will get it right so that all three kind of wheels in the machine can all be infinitely scalable. And so that's kind of where I was thinking about from a scalability perspective. The other note that I'll have on the media side is that I think long form it's going up in quality and short form is going down in quality. When I say quality I mean like production quality. So some of you guys have seen short form just like talking your face like this kind of like rant style authentic. I think in the world of AI like the more the industry will uh index towards authenticity and truth I think the market always finds truth and so that type of stuff because now like production quality is almost commoditized because AI can make everything super high quality and so it's almost zigging back um and so I think like my stuff right now I've already like is too it looks too produced for my shorts and so I think it like our I'm doing a big push for next year is like we're switching that. Um, the other two themes that I repeated last time that I'll just say like we're still doing it is live and interactive. Those are things that AI will have a harder time doing. Like it's hard like if you're live, you're live, right? Um, and then also interactivity with the audience. That's something that is significantly more difficult for like AI to kind of reproduce. And so I see that as kind of the alpha, you know, better returns than market in terms of uh return on effort um in terms of media. and on the but on the long side I kind of hit that already which is kind of like I think that when it's fine to go heavier production um and be more structured in how you're doing it. Um and so but it's kind of the justosition. It's like don't be in the middle. It's either be like have like a format that's awesome that people love or it's super raw all-in podcast style like this basically. I think it's it's there. I think it's the polls. It's a barbell strategy. The middle is not where you want to be. And so that's at least how I think about um longs versus shorts in kind of 2026 for media. Just wanted to get that out. Thanks, Evelyn. Two applauses today. Thank you. >> Do you guys have any questions? Yeah, Kirby's very pedantic about this. He doesn't want you to speak without the microphone >> because then no one can hear. >> Thank you. Uh when you look at all the groups, uh what would you say is the most underutilized tool or feature about school? What would be the most underutilized thing? I think you know it's the basic things that make that contribute the most really. It's like the doing calls and having them on the calendar like having some kind of call schedule, recording them and posting the recordings work so damn well. And it's like if you're not doing that, that's clearly you're not that's underutilized, right? But calls make the community so much tighter that they provide also a live element which enriches the whole thing because the people you see live are now in the community in text form. And then the recordings for sure we've found that at least 10 times more people watch the recordings than the lives. >> Really interesting stat 10 times. >> We're in that world now, right? It's not live TV anymore. Like everyone's, you know, watching it when they want to watch it basically. But the live thing is still good to do. Um cuz a bunch of people will still show up live. Honestly, that's probably the most underutilized, highest value thing. And then I think just keeping it simple, like if you're just driving traffic to the about page and you've just got a simple price and you're just doing a call, you might have some basic stuff in the classroom. Like you can do so well just with that. You don't need a lot of fancy stuff. >> Do you want to ask one more? Do you guys see a correlation between uh churn and the price of the community? Like is there a much higher churn on the people that are charging $47 versus the people that are charging 3,000? Is there a correlation? >> Until I saw that damn group evolve like it I don't think such a thing exists. It's not like purely tied just to price. Right. >> Yeah, I I would figure that. But is there somewhat of a correlation there? So I think it's um it's it's basically you have the price to value discrepancy for all the way you know from from $10 like if you don't use something the value is zero right and at $10,000 a month for the right prospect if they use it it's it's worth you know 20 times that I think that we've seen in general the higher the price the churn is higher and I think that's not because of the price I think it's because people do not appropriately match the value a and b the qualification of the prospect who should be able to buy that thing and So I don't think there's an inherently like oh if you want to I mean if you want to lower the churn in the community if you lower the price and keep everything the same I can almost guarantee that churn will go down. The question is whether you make more money which is another another element of that cuz like even if if you drop your price by 50% and churn drops by 20 that was a bad call right and so that's a bit of the the trade and so it's not even necessarily thinking about like let's make churn the you know make churn king king because really is LTV is king. Um, and so that's what we're really solving for. Churn is obviously a big multiplier on it. Now we have to take like all these variables affect all the way across because you'll go it'll end up going all the way to EPC which is earnings per click, right? Because at like if you get 100 clicks and you cut your price from $100 to $50. So if your turn goes down by 20%, I'm not going to go get too granular here, but like if turn goes down by 20%. It's like, okay, that was a bad call. But it's like, but what if conversion on the page doubles? So everything is going to come down to earnings per click because everybody here is driving traffic and then you have this box that makes money. And so you just want to make sure that every input that goes into that box is worth as much as as much as possible. And I'll just say personally from having, you know, experiment a lot with different prices for different levels of services, you know, whatever. Um the curve is way less extreme than you'd probably think. So we tend to like obsess over price and I think there's there's intelligence to do like be deliberate about the pricing that you have. But if you like, for example, when I did the launch, if I had done it at 9K instead of 6K, um would I have made more money? I don't know. Um there's a whole bunch of other host of issues that come along with 9,000 versus 6,000 in terms of expectations, in terms of cards going through. Um like there's just there's just more than one variable. And so even if I increase the price by 50%, my conversion might have dropped by 40. And so it's not like, oh, everyone who would have bought at six was also going to buy at nine. It's typically not that. And so it's like maybe I'll make 10% more uh or 10% less. But the big thing is like how good is the food? And I think that if the food is good and you're priced appropriately for your for the qualification of the prospect you have, you're you're going to make a lot of money. Whether the guy who's making 500,000 a month, if he were at 1250 and he went to 1350, like is he going to make more money there? He probably wouldn't have whatever that math is 10%. He probably wouldn't make 7% more. He might make 2% more. And so what? And who cares? Because that's probably not going to be the thing that gives him the order of magnitude growth of going from five, you know, 100,000 a month to 5 million a month. And >> I will say that in B2B for a qualified business, so like this guy Evolve is selling to ecom owners that are making more than 50 grand a month. One grand a month to them isn't a whole lot. But if you're selling to a consumer, $100 a month is huge, right? So like consumers are very sensitive. The difference between a h 100red bucks and like 70 bucks even honestly like 40 bucks and 20 bucks is massive. >> Five and $7. >> Yeah. >> So to consumers more than $100 is very expensive a month for a consumer, right? Um but for businesses a grand a month if they're qualified and making money isn't a huge amount, right? cuz you guys run businesses, you know, spending a grand a month on a different service, it's like it's you do it all the time, right? Um, so yeah, it really depends, I think. >> And to be clear, because people will take this what what Sam just said out of context, selling a business opportunity to consumers is not B2B. >> To be clear, like we're when we're talking B2B, it's somebody who already has a business that already has customers that generating revenue. That's B2B. just selling like how to make money is not B2B. That's actually just super expensive consumer which is why they have the most protection and complaints. >> It makes a lot of sense. We have both, right? So we have a B2B school group and then we have also a consumer consumer one what I find myself doing or we doing it almost feels like we overd deliver and still have a high turn where the B2B such a lower turn we can charge five $7,000 that customer totally different game. So appreciate that. Yo yo there we go. There we go. All right. I asked Sam this earlier as well. Um you told me that I shouldn't listen to Alex Alex's advice on this. >> Okay. >> But um to explain the money model. >> Thanks for framing it that way. >> To uh to explain the money model, we have a free group and that teaches people AI automation with our own tool. >> That tool is doing 90k a month. And then we build a money model where we also upsell people into the paid community. That's why I'm here today. Um, my question is because I'm split between it being two different businesses, very different types of service delivery. Um, so have I just built two businesses for myself that's going to split my attention from building software because that's I want to do a beggar. Um, or have I built a money model that is successful because it's making me know 60k a month additional. What else? >> What was what was my advice that you said not to follow? >> Well, you you said that >> I I asked you if there was a problem and you said no and I said so don't worry about it. >> And then you like but so and so said this and so and so >> in like a video that I did generically >> like just you know there's a cuz there's so many opinions on the internet right you made the problem by listening to all these opinions and then being like >> but there's no problem. >> I thought we'd fix this already. No, I want >> you want to bring it back. >> Am I Am I distracting myself or am I doing something that's like I can take the resources and reinvest it back into the software. What a what a Sorry, Sam. >> I'll mirror I'll mirror Sam's Sam's take on this, which is like if there's is there a problem to solve? >> Well, kind of like I would like to I would like to get the churn down and the software even better. Um, I'm spending around an hour a day maybe on the school community on like service delivery responding. Um, is that some like because I I want to sell it for 100 mil one day. Um, and everyone else I'm competing against are not running a school community, but I could also reinvest it. So, I'm kind of like split. >> Well, if you look at Sam, Sam had a a thing that he ran for a while and then eventually went all in on school. Um, so I mean focus in general if you were to if you were to sum I think David Senra after like 400 interviews the founders podcast he summarized all 400 of those interviews into two words which is focus and patience. Um, and so I think that I stand by that which is like you have to do one thing for an inordinate amount of time. What Sam referenced earlier of like all I'm going to do is polish. A lot of people just want to move on to the next feature, the next feature, the next feature. But a lot of the the quality comes from depth. Um I like to use the analogy of like coats of paint is that like thinking like next order level of thinking requires like the paint to dry and then you come back to it after having seen more things or watched a movie or like a different frame and you look at the problem again. And so it's like you can almost judge the quality of your solutions by the number of attack vectors that you approach the problem with. And it's typic it's not typical that you will have hit all the attack vectors on your first shot. And I think the reason that most people cannot achieve significant orders of magnitude outcomes is because they only they don't give that problem enough surface area because they're splitting their time. And so if we're thinking about like the quality of your thinking, you'll be able to solve it to let's say X degree um on your own with your first pass thinking, but it's like the fifth and eighth pass of thinking that really unlocks everything. So like right now with the plant, just as an example, the thing that we're launching next year, I give myself one thing a year. That's all I can really do. Um and I probably have more resources than you do. Um and more talent on the team. And I don't say that as a as a slide. I'm just saying just just to put context to it. Um and so right now that plan and so we do everything in written form at ECQ because that's like I'm a writer and whatever and Basos did it and it works really well for us is we have a memo culture and so all decisions are written down in memos uh so that you can defend the thinking and like really think through everything. And so we were on memo seven of that plan that we're going to do next year. And there's also a roll out one that's on memo three. And probably by the time it launches, it'll be on memo like 11 and roll out will be like memo six. If I were to look at the first thing, people probably would read that and not along and say that's a pretty good plan. But like the reason the $und00 million launch did $100 million in 3 days is because that plan had been looked at for two years of coats of paint over and over and over again like how do we control for this risk? How do we control for that risk? Something else goes wrong in somebody else's business. I was like that could go wrong for me and then I have to create contingencies. And so when I got the question of like what would you have done differently about the launch the answer is nothing because everything went exactly to plan and so I think that that level of thinking if you say you want to have a nine figure exit that's what your competitors that level of thinking is what your competitors are doing and so I would protect that at all costs >> all right because I I've also been thinking that our power users are the ones that's spending the most with us that's the ones that take take the upsell so most of the feature requests things that should be added Yeah. >> Also coming from uh from the school group. >> Let me pause you real quick. All right. Fundamentally, you're not running two businesses. You have a software and then you have some people who pay more within a community that gives you feedback on the software. >> That I don't think like >> Cool. Followup question. Can you bundle that and sell it? Will will school groups be a thing that can be a sellable asset? >> Yes. Just like an Amazon store can be a sellable asset. the thing that so a school group being a sellable asset has nothing to do with it being a school group and everything to do with the fundamental economics of the business that underpin the revenue. And so the guy who has 80% annual retention on his customers and has super high gross margins and multiple acquisition channels in terms of people coming in the door and it's not relying on him or her, that is absolutely a solable business. But it's those it's those those features that underpin the economic model that are the thing that make the asset sellable versus something that isn't. But it has nothing to do with like is a school community sellable. It's like saying is a dry cleaner sellable. Well, good ones are and bad ones aren't. So >> good store. Like everything in ecom's on Shopify. >> Yeah. >> It's not about >> it's about the product and the customers and and the reviews and the brand and the awareness and you know all of that. That's what makes a business. Yeah, >> for sure. >> Thank you. Thank you a lot. Helped. >> All right. Well, first of all, uh thank you for your time. Uh thank you for sharing with us this space to share knowledges. So, uh my question is uh we already know that you guys have an insane machine of organic content. But how do you manage internally manage that entire content? I mean, how many times a day do you record yourself? Do you have how many editors, how many managers? How do you manage this entire content machine? >> So, right now I record once a week. Um, and I just go live for basically like three or four hours and I just do backto-back YouTube videos while I'm live and I interact with people in the chat in between. Um, and then I take open Q&A um, at the end after I've done those videos and that becomes clips. And so that's been really efficient for me. It's live, it's interactive um, and I can do it in one sitting. And I think for me, my energy stays up way higher when I feel like I'm talking to people versus my three 20-year-old guys behind the camera that I'm staring at while I'm talking about a video, which makes me want to kill myself. Um, yes, stand by that. Um, and so how does how like to answer your question, you probably just need more headcount in order to do what you want to do. So, it's like I have a, you know, a YouTube shorts guy. I have a YouTube long guy. I have a YouTube long strategist and I have a YouTube long editor. I've got an Instagram guy. I have a um a LinkedIn guy, a Facebook guy. And so, each one of them is in charge of that platform. And they're in charge of sourcing the content from the oodles and oodles of videos that I've recorded over however long and clipping that moment. And if it's written word, they can take any words that I've said and then just write it down. if it's like a LinkedIn post or something like or Facebook, they need to put copy on it. Um, but functionally it's just like in the beginning you'll have one or two guys that can do multiple and then over time specialization becomes important. Many of you probably do like shorts and you're like, "Okay, I'm going to put this on YouTube shorts, Instagram, and Tik Tok." But for anyone who's like done this long enough, you realize that all three platforms are very different. Like my YouTube shorts do not perform on Instagram. My Instagram does not perform on Tik Tok. they have kind of fragmented and kind of like the zeitgeist of the platform becomes increasingly important. Um, and so that's why we have people per platform. So I think you should just think about it in terms of pre parry and postp production. So you have pre-production which is where you're going to get the highest leverage in return on time which is like what's the idea? What's the idea? What's the packaging? What research do we have? What are the key points that we're going to talk about? The stories, the narratives, etc. visuals, all that's pre-production. the parrot production, like the actual production itself. That's pretty straightforward. I would just say like do the thing that you feel like you are most energized by. Um Sam and I have had plenty of conversations about this, but like I have I have a pretty high pain tolerance uh for doing stuff that I hate doing for long periods of time. Um I would recommend trying to not hate stuff that you do for long periods of time. Uh and so that's why I'm shifting more towards this live format. I also think it's better for the future anyways. And then there's post-production, which that can be far more decentralized and typically cheaper because if you nail if you nail the pre-production and you're in the right state of mind during the actual like capturing of the content, the post, I don't want to say takes care of itself, but there's significantly less work. So basically a an ounce of pre is worth a pound of post. And so all of the leverage is up here. And I would say that if I were to do an analysis of everyone's content strategy, that's where all most of you guys are missing it, right? It's just like ah, you know, I just like when the spirit strikes me, that's when I like go live. I think there's there's a time and a place for feeling inspired and you should totally capture those. But if you want to hit like volume of content, then you need a little bit more structure um in terms of like we're planning this stuff out. We're going to think about what we're going to say. Um because I don't know about most of you guys, but like when someone leaves you a voice memo or a voice note and you're like, "Wow, this could have not been four minutes and could have been 30 seconds if they'd actually thought about what they were going to say." Most of y'all's content is the four-minute voice memo. And if you just think about what you're going to say, you tend to say better stuff, >> right? Perfect. I just one followup question. Uh so, do you have like a daily quot of content or a monthly >> the guys? So, each of the the guys or gals has what they're expected to post and, you know, produce from the recorded content uh for that week. And so, it's like we have this big chunk of content. We also have oodles and oodles. like there's 30 hours they could take from the from the live uh from the the launch, right? It's like well any moment from that 30 hours you can take and clip into 30 seconds. So I think having the most natural way for you to capture is important so that there's stuff to work with and then once you have volume of content then it's okay how do I increase the quality of that which is where the pre comes in. >> Right. Thank you. And it sounds like you're trying to do one thing that does everything. >> Yeah. which I think is the only way to be saying these days because there's too many things. >> Yeah. >> Like there's shorts, there's so many platforms. Oh my god. >> If you just do one thing and it can be reproduced for many things. >> It's it's more it's a great it's a great point. Um like the maximized version of content production for most people will just kill you. Eventually you'll end up having to have a production house or media house, which is basically what we're doing. Um, but the idea is like for the creator or whoever the talent is, whoever is getting captured on camera, it's like you want them to be in a good state of mind. Otherwise, the content tends to suck. Um, but the the kind of the the personalization of the content is going to happen in post. So, we know that this moment will probably do well on Tik Tok, but it won't do well on YouTube. So, that's where like the specialization of the people who are per platform comes into play. So, I'm going to say whatever I'm going to say during my live, but the Tik Tok guy knows that this piece is going to do well there. Sometimes it's the same part that that all three guys thinks is going to do well and they post them all three, but there is asynchronous. Yeah. Once again, I just want to say thank you guys. First, um I'm living my dream right now and my whole business is on school. So, you know, not long ago, I was working a full-time job and uh now I'm literally doing just what I love. I didn't think I could make money off it, but school showed me the way. So, I really appreciate that. My name's Rob, by the way. I am getting quite a lot of customers from YouTube. Um, and I want to start really pushing that. I'm not posting at all enough. And it really interested me what you said about lives. What's I have a choice to make now where I spend my time making videos. What's the the logic of spending three hours once a week on lives as instead of planning uh a more sort of polished video in that three hours? Well, my actual recording session is the same. So, imagine you're going to do a formalized, you know, polished recording session. I just go live. And so if you want to see me record polished, so like they take that live and then if I do three YouTube videos in that live, those are three other polished posts that are going out. So it's not that those have stopped, it's just that I have I have a fourth asset that gets created where I get deeper involvement. I get Parasocial, I get a free video that gives usually around 100,000 views without me doing anything. And then I still get the three videos plus my shorts. So it's just like it creates another asset number one. And number two, I think there's a different dynamic of live for the people who are live. Third, I think I show up better when I feel like there's people who are watching rather than just like the three 20-year-olds behind the camera. Uh cuz because in a real way, like probably one of the biggest like um I don't know belief shifts that I had around making content is that the people behind the camera matter a ton. And so some of my earlier content was a little bit more hardcore than I am in reality because I was just yelling at the 20-year-olds behind the camera because I felt like I was talking to them because they were the only people in the room. If I had all women in the room, my content would have been significantly different even though might have had the same packaging or same title or whatever, but like what I was going to say was different. And so the live has kind of like uh rounded off that edge for me because I see girl, guy, person in Algeria, person here, person in Australia, person UK. And so it reminds me kind of like in real time that like there's a lot of different people who are consuming that. And so my examples are different. Uh the energy I bring to is different. And then um the the last piece that um I I like about the lives um no I think that's all I had one more. I can't remember what it was, but those are >> You also find there's something just about being live where it's like, >> "Oh, I'm live." Whereas a camera, if it's just rolling, you're like, "H, >> yeah, >> cuz you're actually live. You can't just be like, screw this." Yeah. >> Like, I'm done. There's some It gives me energy. At least if unless I'm doing it live, I don't want to do it basically. Yeah. >> I haven't seen your lives. You have questions on. Are people asking you questions while you So, you have to you get interrupted quite a lot. >> No. So, yes and no. So, I have my So, I don't think about as interruptions. I think about is them asking questions while I make a point that if I don't answer it, they would I'd lose that in the video. >> So, it adds more value. >> Exactly. So, I don't answer every question, but I'll I'll like I'll keep an eye on it and the guys can cut out like a gap of me reading the comments in between and then I'll address it. So before we had this, the way I did the videos is I would go record the video, the guys would write down questions they had and then they would ask the questions after and then they would slice those in. Uh so I'd be like, "So I make my point like so for example, if you're one of these people, which I didn't say at the moment because they're like, "What if this?" I' like, "It's a good point. Didn't think about that." And so then I'll I'll interject it, which then makes a more complete video. >> Do you go live on several platforms at the same time? Like >> I just do YouTube, but I'm sure I could. I just >> haven't. Cool. >> I also just wanted to thank uh Andrew Kirby over there because I heard about school from videos he made on YouTube. And >> you know what you do is very similar to the Twitch some of the Twitch streamers. Have you heard them talk about it? >> Yeah. The the best ones are very good at making one live and then repurposing it for everything. Yeah. >> The key was like I still make my three YouTube videos a week or whatever from like that's happens in the live. So, but the thing that you'll find is that the live is totally okay with one, they want to see what how you actually make these videos. They're just curious. And then number two, if you say, "Hey guys, I'm going to do this intro real quick and then I just do the intro." No one's like, "Oh, this guy." I mean, because fundamentally, if if the hook is interesting, it will make them want to watch more, >> but it feels so raw and live that it's that's what happens on a Twitch stream, right? That's why Yeah. Sorry, I don't have the mic. You actually say, "Hang on, guys. I'm doing an intro now." >> Yeah. >> I was like, "All right, so I'm going to three videos today. First video is going to be on this. Second video is on this. Third video is on this." So, I'll do a little Q&A 5 minutes and I'll be like, "All right, I'm going to rip." So, uh, you're poor and that sucks. And so, we need to fix that. And here's, you know, seven ways that I don't kill myself for saying this, right? And so, and then I go through the seven things or whatever. >> I'm really loving the school community and I've I've used a lot of other communities. And my question is more on the front end. So I know like the about page is really simple and so even just after our launch getting some feedback from different friends in the industry they're like oh no you got to go back to traditional landing pages and then API everybody into the community and already talking to some people here they're like oh no we're performing better with the about page. So could you speak to that a little bit more? I'm guessing there's some strategy behind it and thoughts behind it. So, I'm guessing it's the offer is what everything is. But if you could speak more directly to your thought process and even a couple things that are really working well, that would be really helpful. >> I think that's a very natural reaction first of all from pretty much everyone because it's the old way, right? And people are generally like, "Oh, no, that won't work. Surely not. Surely I need to make my funnel and my like, you know, 7,000word sales letter, right?" Um, but then some people tried it and then they generally they're surprised that it works. A lot of people find it works better. I know Evelyn, yeah, she was like, "It's not going to work, Sam. Like, you're an idiot." Blah, blah, blah. Um, >> yeah. She wanted her order bumps. She wanted her everything, right? Cuz she basically wanted me to just become ClickFunnels. And I was like, "Just try it. Just try it. Just try it." And then she was like, "But the tracking, the Facebook tracking." and it just ended up working better and like it the tracking is better than if you built it yourself. The analytics are certainly better now, right? Um and a lot of the time people find the conversion rate is better too. Like people have done AB tests. That's not to say every single one is better, but in general I think people are finding that. Um and then you can just try it, you know, like Yeah. Yeah, but the way the platform's evolving too, it's like we won't be able to tell you where your customers come from unless you use their about page, right? So, if you want the best analytics the industry's ever had, you have to use their belt page cuz that's how we know where the people come from, right? Um, I also know that the more people that use school, the higher the conversion rate is. Our conversion rates are going up over time. And why that is is they've already got an account. And a lot of them are already have a credit card on file. Millions of people have a card on file and an account and are logged in. So when they click the link, they're already logged in. They've already got the account. They've already got the card. It's it's almost too easy. Have you seen how easy it is to spend money when you've got an account? It's pretty easy. >> So So is it the like because it is I think we're in an era where it's exhausting with information now and so many landing pages and that's been around. Do you like? And then another thing is, do you like reading those six out? Yeah. >> So, this is like simplifying to make a really good offer. >> It forces you to get to the point. It's like just give me some damn bullet points. Show me an image or a video. >> And if you can't do that, >> I don't know what you should do. >> Think think about uh so everyone here is familiar with Amazon, right? Think about the Amazon sales page. They have the highest converting sales pages on the internet. and their sales page is several images, you get a video, you got reviews, you've got a a handful of bullets about what the thing is, and then of course they're cross-selling other products and whatnot, but like that's kind of it. That's like the whole thing, and it's the highest converting. And so, I think right now, what are we at like 4ish% or something, >> which if you compare that to like an e-commerce store, which industry average probably between 1 and 2%. So, like we're significantly higher than that. The main thing that drives it even higher is that anybody who can oneclick purchase kind of like Amazon uh if if on average 30% of people who are coming into communities are coming from school then like you're getting huge increases on that 30% in terms of conversion rate. Um and that's carrying the whole thing up and the bigger school gets the more that's just going to continue to kind of compound. So that's that's kind of the thinking behind it. um in terms of simplicity and if you look again look at other platforms Airbnb they're not 60 you know they're not pages and pages and scrolls and scrolls it's super simple so people can make a decision and long-term what ends up happening is that the platform itself gains more and more trust and the platform will be more trusted than any individual on the platform and then that's how the the tide rises for all boats >> so so the thought process is get better at just simplifying the offer and running a bunch of tests until you get that to convert versus goes a whole another direction when you're trying to build landing pages. >> Let me tell you something wild. So, um I don't even know if I want to share it. I'll share it anyways. So, um right now we're we we did a small test. It was a very short period of time where I ran a test where I said you can get all three of my books physical copy uh for 15 bucks all in. So, five bucks a book. All all the books are free. I've already paid for them or people have already paid for them. You can just go ship them to yourself. My conversion rate on the page is 32%. to purchase, click to purchase and that's held like 20,000 purchases, like a lot of purchases. Like the offer still being killer still matters, right? And so like I think that school in a lot of ways just forces you to focus on the few things that really drive the needle and just thinking like how can I like the way that I think about bonuses and bullets which I would I'd highly recommend thinking about it this way which is that if I'm going to add a bullet it takes up mental real estate for the prospect to make a decision. So I'm going to ask a cost from them for them to read this bullet. So it better be worth it. And so I believe that buyers are singleisssue voters. They're singleisssue buyers. So, it's cool to have many, many things, but what what happens if you've watched like heat maps for purchasing behavior back in the old days of funnel stuff is that people read read the thing and then they buy and that's the game. And so, every single bullet should in and of itself for the right buyer be worth the entirety of the price times two or three. And so if you think about that as the razor for like what am I like you can offer you can include other stuff in your community but for it to take real estate of what you're going to say is inside or say why it's worth buying that is where you put like so much effort into into like the bullets like at the launch for example I had you know playbooks that I was that was showing every playbook only had three bullets and it was it was 30 40 pages of stuff and I got three bullets because I knew I had no there was no more time for me to even go in and even then it was a Right. And so it's like word conscision and really more importantly idea concision is what I think like making fewer bullets and making each bullet perfect. >> Thanks again for doing this. Absolutely changing lives. Uh my question is about free communities. So I've got a pretty big free community about AI automation and be curious to hear what you guys think about having those free communities be private or public. >> You probably have some free public private data that I don't. If it's public, it will get indexed by Google and so then if there's a lot of good content in there and also LLMs, it'll get, you know, it can read those too, right? So it'll get um more traffic for sure, right? Also, people can see what's inside before they join. So in theory, they more qualified people might join because they can essentially get a preview before they bother, right? Whereas private you're like I forced to sign up before I get in. So I think there's advantages of it actually for a free community. Yeah. It unless the topics that people are discussing in there are changed by the fact that it's public, right? Like some people might not want to have conversations about some things in a public setting, right? Yeah. >> So kind of seems like it goes back to what H was saying earlier about if it is public, you probably get more eyes on it, but if it's private, you probably get a better conversion. So trying to figure out >> Oh, yeah. That's the other thing. The conversion rate does tend to be higher for a private pure and you can see why, right? Because you don't have to join to read anything. Yeah. But the quality will probably be higher in a in a public. >> All right. Well, yeah. Thank you. Appreciate it. >> Yo, this question is for you. Um, since the beginning, I do social media. Uh, I do everything alone, but I doing good like two million followers for between YouTube, Tik Tok, and Instagram. But uh I know it's important to have the right team. So since beginning I'm alone doing my content everything and um I just have my friend that helping me for setting up school etc. But I want to now work more than 30 minutes per per day and and try to recruit the right team. >> It's a lot though. >> Yeah, it's a lot. I'm very lazy. I don't like to work, you know. I I like to do the less possible to make the most possible. But now I'm ready to work a little bit more. And uh >> this is the perfect French person for for like just this whole thing is amazing. So I keep going. So now I want to ask you um who I have to recruit like what kind of people I have to go uh I have in I have to >> recruit the right word >> to in my team close to me um to scale to make more maybe more more views more >> not more views but uh to helping me for the content give me ideas >> maybe just try working for an hour instead of 30 minutes >> maybe you don't need to recruit anyone Yeah, you could you could you could 8x your output if you worked four hours a day. >> Yeah, but >> no. For real, I really don't like to work, you know. >> No. So, um to to to answer the question really, so when we think about building teams or even companies or revenue lines, whatever it is, like we think hire one to hire 10. And so the idea is like I we spent a huge amount of time on trying to find a really really good person who already has a network who already knows the playbook and they're going to try and apply what they've learned before into your business. So rather than trying to take people who are lower and then spending all the time to train them up it's far more productive. Now it costs more but it's faster but you have the cash. Yeah. You have the cash >> but where >> I mean you could whenever you want. I mean sorry use where LinkedIn like >> Oh LinkedIn. Yeah. Yeah. you do outreach. I mean, also a really simple way is um so when I think about recruiting for a business, if I'm going to have that be an internal function or an external function, um if it's if it's a one-off role that I'm looking at, I'm willing to pay a head hunter a ton of money to go do that because they already have a network of people, a huge pool of people that they're keeping warm, and I'd rather just pay the money to get the problem solved and have really amazing candidates sent to me for a lot more. If I'm going to have a role that I'm going to have repeated. So, for example, salespeople, editors, uh those are those are roles, you know, customer success, if you have that, like those are going to be roles that I have a lot of. And so, those are things that I'm going to keep internal because it's core to how the business functions. And so, when it's like niche expertise leader that I'm not going to hire a ton of, then I'll I'll I'll pay to I'll also kick off internal stuff if I can, but I'll I'll be more willing to pay for an outside recruiter. >> Okay. So what's the the name of the like content strategist is that I need other >> yeah director of content director of content strategy. >> Okay. All good. Thank you. >> Yeah. Glad I can help. >> So >> and you can space the work between three or four days. So it's 30 minutes each. You know it might take you two hours. So like four days to do. Yeah. >> I'm torn between a pay group and a free group. And soon as the free group added some tiers, the sales the upsells just shot up. So I'm kind of >> they shot up as in they went up. >> Yeah, that's >> straight away. And even though it's quite hard to find upgrade button, please. But um I'm feeling sh >> It really is quite hard to find. He's got a very good point. >> Yeah. Well, I just created a little bit.ly link and put tiers and levels so that and everything I do is drop it there and it's just the numbers are shot up. So I'm feeling should I just let this paid go? It's just about 10k and I let it go and then just keep the tiers within the free. So, but before I do that, I want to know is there going to be much more focus on tiers in the future for it to evolve or should I just stay with a paid group? >> Well, I'll definitely make tears better. I know that it's far from perfect. >> That's great. >> It's new and um and it confused the out of a lot of people. Um and I have a lot of work to do basically. which is why I don't want to ship anything for like a long time. I just want to perfect what we've already got, right? Um so yeah, it'll 100% get a lot better. Um but whether you should ditch your paid community, I mean that would be kind of reckless until you're this one makes the same or at least it's it looks like it's quickly going to make the same or more, right? >> Yeah. It's just getting a little bit confusing for the people in it. And I feel if for instance I could just have if there were going to be posts and I could make a post and say okay this is this post only people in premium or VIP would get to view that post then I'd be all in on just the free with tiers. >> How far away is your premium group in MR from the paid one? >> In what sense? >> Like dollars wise like how close is it? >> Oh yeah one's just 2,000 but I didn't even do anything with it. It just popped up really quickly. Where's >> you actively try really hard for 10 and then two just appeared. >> How long you How long has it taken to get to 10 in the other one? >> Uh yeah. >> Okay. How long did it take to get to two in the premium? >> Two weeks. >> Sure. >> Can you I'd say if you can get to four. >> Yeah. The other thing because I'm guessing you're trying to just consolidate attention so there's only one group. >> So one thing that Sam said on the school news which I think is a really important point is like let's see how everything goes. Like of course there's many people who have asked for that specific feature. But the question is like it's very easy to think of ideas of things we could build versus there are far more limited problems that need to be solved. So said differently are fremium groups struggling to get upgrades which clearly they're not. But are there are fremium groups struggling to get upgrades uh with tiers because the posts are not gated? It turns out that doesn't seem to be some for right now and at least in your experience it doesn't seem to be something that's preventing people. If anything, it hasn't affected them at all. And there's probably a strong counterargument, which is that um everyone being able to see everything allows way basically there's way more advertising that's occurring to the free members because people who are paying are talking about it in the free community rather than removing those people who are the highest most engaged members and putting them somewhere else and then no one really hearing about it unless you promote it. It's so much easier to just let all the other people promote for you and then they just naturally ascend. And I'll bet you the turn on those $2,000 a month is probably lower than the 10. So from a transition perspective, if you were to take the position that like, hey, we're converting a higher percentage and it's happening faster in my premium group, all you have to do is draw the line and know what month that it's going to pass. But you could just say, cool. And a lot of people do this with like when they transition from dead Facebook groups over to school is they say, "Hey, uh, you know, I'm turning off posts. Everybody just transfer over. Uh, I'll give you guys 30 days or whatever to to make the transition. And how many people do you have in the $10,000 a month group? >> 90. >> Yeah. So, I mean like 90 people you could just like message them and just say, "Hey, I'll give like you I'll get like sign up over here starting next month because I'm going to be posting all the stuff there." And you probably would be able to save 80, you know, 80 90% if you just want to consolidate the attention. Yeah, I think that's the key thing of having the attention and what you just said there is there are guys talking in the private group talking about the live academy once a week that they get access to that other people don't get access to but they're not here in the conversations but as soon as they start talking oh we covered this we were talking about that then everybody else oh what's this I want to be part of that as well >> can I tell you something so when I ran gym launch many years ago um I did not want to have separate calls because I didn't want to do more calls right 30 minutes a day and So, and so I had gym launch customers and Legacy, which was our upsell, which was 42,000 a year versus 16, again, B2B. Um, I had all of them on the same calls. And so I would do Q&A and then someone from Legacy would ask a question that people in Launch were like, "Wait, wait, what's that?" I'm like, "Oh, it's just something for Legacy." And then the people who were in Legacy were like, "Dude, it's sick. It's awesome. You should totally like if you're not in it, go now." And then people would just buy. And so it ended up being every day I because I did I did back in the day it was every day that I did this but five days a week I would do a live call and anybody could ask questions and that's how I didn't have a support team. I just said I'll take all support questions. Um but that ended up being kind of a deacto sales mechanism because people could ask at the higher tier about those things and then it would just naturally ascend people. We did two thou you're doing a thousand a week in growth on the free group and it took you a year to get to 10,000. So if we just did simple math and projections you'll probably make more money in the premium group. This is not being like for anybody who like if you have different stats don't like take this as one you know blanket statement but for you 2,000 in two weeks versus 10,000 in a year. >> Yeah. I mean draw the line and then just transition. >> Paid private group post at all in this premium one. >> Not as much. No, they haven't been. They they kind of like that little bubble over there. But as soon as the as soon as they started posting in there and I I told them we were going to be winding that down, those posts started being a catalystic, you know, like a catalyst to um >> yeah, >> growth basically for the existing. >> Is that what was making people upgrade to to um to the paid in the premium is the the people from the private group starting to have discussions in the free group? Yeah, it's because basically the only difference is is that they got access to live training and discussions and now they're referencing those discussions. >> It sounds like mixing them might be working. >> Oh >> I mean you I mean honestly >> let's definitely separate them. >> Yeah. I mean like it's okay you had these two the new feature came out and then it ended up helping you and making you more money. Great. >> And so to the whole like I want to gate this thing it's like why? It's a great sales tool and it clearly isn't preventing people from buying. >> My theory and feeling is that it if we do it right, I think it can work better. But we have to try it. If it doesn't, I won't be, you know, I'll accept it and then allow people to do the segmenting. But I don't think that's the answer. And I think we'll find out. I want to find out. >> We're also acting against our economic interest by even saying this, just to be clear. So like we make more money if you have two communities. So, we're just trying to help like >> an extra nine bucks. >> Yeah, that's right. Big baller. Big baller. Shot holler. So, >> I mean I mean you come from the fitness club market. So, like in the UK and I always found it was it's a little bit like if I've got a member and there's a special ex or a cheaper membership for low usage area, but you can't use this gym. You've got to go into the gym next door. I like them all to use the same, but they're all just being exposed. Oh, there's a class going on. Ah, but that's an extra membership. >> They got to see it though, right? That's the key. Like we would always walk people through the semi-private area to get to the group area. So it's like, "Oh no, this Cadillac is not for you. You can go drive the Honda over there." They're like, "But I want to." It's like, "Oh, well, you want to talk to somebody?" And then, you know, then the upgrade happens. >> Yeah. I mean, if I had a feature, one feature request, it would be able to to be able to put the videos in there that we link to those live trainings, but when they go to click on it, ah, they can't watch it until they upgrade their tier. >> Yeah. And that would be the for me the most >> start with like the the most basic thing which is like a good upgrade button, right? Like yeah because that's a definite it's a good win. >> Hard to miss with it honestly. >> I'm happy with that. Thanks. >> Yeah. And then there's some other ideas I've got but I don't want to say it on this recording so we can talk about it later today but I think you'll be interested in them because I've been thinking about a lot. We'll always solve for what makes everybody in the community the most money and provides the best community. >> Cool. I figured I would uh come back to the question that you asked earlier. There's uh you you had asked what were like some of the underutilized things on school and two things that I've seen that are like massively underutilized. I don't know if Sam will agree with this first one, but first of all, categories. >> Um because >> because we were having a debate yesterday whether they were necessary or not. So >> yeah, >> but it's you can't argue with like it gives you a flavor of what the community is for. You literally have to pick one before you make a post. And so at a glance, even if you're new or if you're coming back in for a while, you get like a really good understanding of like the parameters you can interact with. So that's one. But more importantly than that that I still see get way underused is pin rotations. Because when you're like crafting the culture within your community, like yeah, sure you want to make shout outs about what you think is important, but when you're finding something that's like really positive, like someone speaking as you want them to and you like support them by pinning that post, it reinforces the positive and then you kind of like ignore the negative and it makes culture happen really freaking fast. So I just want to offer those. >> I think a good a good way to think about it is model citizens. >> Yeah. So like you want to be clear on your about page with what type of person you want and what what this is about. But then when you find the model citizens, the people that you wish you the whole community would just like that pinning them and rotating pinned examples, not just your announcements like one announcement from you is probably fine, but then pin a great example. It does so much for shaping the culture because everyone's like, "Oh, that's what we need to be like." And if we be like that, we might get pinned. And it it makes a huge difference. Yeah. >> And I think to your point about like rotating them. So once you have the model citizen, it's just like find another one every two days that you can just keep cycling. So it keeps it fresh and new. >> It's cool too like if you have a lot of engagement, like as your community grows, uh a lot of communities get to the point where they'll rotate twice a day. So there's actually boosted engagement because they're like, "Oh, if I didn't get it this time, well, maybe I'll get it later today." And they'll either keep commenting on their existing post or make a new one. So it drives engagement like mad for sure. Okay. I think it's I think it's me. >> Yes. >> Okay. Uh I just want to say thanks so much. I I have a practice in of all places South Louisiana and we help people from all over the world with um the best alternatives um methods in the world. And school has allowed me to help people all over the world uh at home. And so in that capacity we have this community that we developed and it's called body chargers. and in the community. My question is, should we have individual groups for individual conditions because it's somewhat confusing to people when they get there and it's overwhelming. There's so much information on what to do with technology for home. I always tell people we need tech in today's world to to deal with tech at home. Um, and it's it's confusing as to what condition they have and what to do when we have a whole model in one. So, should we have individual health conditions and different groups to make you more money, I guess, is the question. >> Maybe I I don't I need to know a lot more information. Um, we should talk about it. >> Okay. >> Yeah. Because I don't want to give you just some shitty answer. >> Sure. >> Yeah. >> But it maybe, maybe not. It depends like how big it is. It depends what problems are currently existing. >> Yeah. Managing like five groups would suck. >> Yeah. like like it it would take Yeah. I wonder if there's a >> an 8020 solution. You know, maybe the categories get used differently. Like >> when you said qualifications earlier, it just keeps ringing in my ear. You know, >> if you want to go to the Parkinson's group, if you want to go to the autoimmune group, >> you want to go to the concussions group. >> Is the solution for each of those different? >> Not necessarily. >> I mean, there's some tweaks, but there's an overall general concept that they have to be following. and they're just oversold online by people that don't have practices, haven't done it for 27 years, haven't figured it out, and so they're somewhat skeptical, but yet we're proving that they're not. So, >> it's a tough one. I mean, segmented messaging from a conversion perspective will do better. Actually, do we have results on our segmentation and stuff? >> What? The personalized pages? Yeah. Did worse. >> Did worse. There you go. >> Just the data you were looking for. >> Yeah, that's exa Exactly. Just the data I was looking for. So, yeah. So it might convert worse. I've again it's like I've seen some that just like blow it out of the water. Um because I I have a different example where I know I would say a buddy does uh is a super super SEO guy and so he does logistics shipping and he's got 400 different individual pages uh you know per thing. Uh obviously that's a lot of work but that's you know the game he's in and his conversion rates are significantly higher. You know we've also run tests and it it wasn't higher. So, this is a huge change from like a also like is it worth the squeeze? Like maybe even if it were better, is it worth having five communities? I don't know. >> And we'd want to look at all of your current stats like your churn, your conversion rate, like cuz we got to assess, is this thing working well? Do people like it? Do you like it? Maybe we shouldn't mess with it, you know? Um or is it not? Um so it's a let's do it properly. Like we got enough time today. Yeah, >> this is a really good it's a good meta topic though, which is like features versus bugs. So, one of the things that I think is more common the smaller the business owner, the more they want to tinker and tweak. And there's a place for that because when you start out, nothing works and then something does and you got there through tinkering. So, you get reinforced for like basically with over and over again. But like once something works, to use a different analogy for this, like if there was a mess of bricks on the floor here and uh we were just hit random and then the bricks reassemble into another mess, we can hit keep hitting random a lot of times and very rarely will a building appear, right? So once something actually does work, the likelihood that changing one of those bricks turns into a better building is usually not likely. It usually creates a worse building or another mess. And so one of the fastest ways to solve problems is to decide it's not a problem. And so I think a lot of times we'll tinker with things rather than focusing on like what is the order of magnitude problem that I should be solving but I'm not. And so like that's where you get your 10x 100x improvements in the business rather than the incremental returns. And there's nothing wrong with having you know the increments and and improving things. But if you're like how do I get this to 100 times the people you probably wouldn't worry about this at all. And so I think it's like why don't we like that's where I probably attack I try and attack that problem. Why don't 100 times more people know about me? Um, and is any of the things that I'm tinkering in the group the thing that's preventing that? If not, then that's where I'm going to focus my attention. >> Hi. Okay. Um, uh, you mentioned tears. Um, so I was wondering like when I started my community, I thought like the majority of value is going to come from the courses and filling it up and stuff like that, but after talking to the users, the community is like the the ultimate factor. They always get surprised. They're like, I don't know. It's just like it's the thing that keeps them in for You're laughing so I'm like getting >> No, like it's I mean this was like the whole catalyst for why school like I mean Sam had a whole story about seeing that everybody you know would log in watch a couple things but then all of their engagement was inside of the community. So >> yeah. So I was wondering like um are there plans to make like tiers um access different part of categories? So for example, we have beginners and okay uh so we have beginners that can access you know the beginner level stuff they get upgraded they get to intermediate stuff they upgrade again they get go to um advanced stuff so like are there plans for that >> maybe >> you can do that >> but but I'm talking about community specifically I'm not talking about the classroom I mean like >> as we were I think they were just they were just asking about that >> good use of my question then Well, the issue is like fundamentally what problem are we solving? Is it that like because the only reason to to unlock a feature is like is it going to improve the experience which we can measure like does it decrease churn? Does it increase ascensions? Right? And so and I mean we just talked about some earlier data is like in two weeks they had more ascensions than they normally do and it was without having that separation. That was kind of the whole discussion earlier. So >> are you using tears right now? >> Uh not yet. So, you can either use them and see how it goes or wait until the people that are using them see how it goes and then I'm going to see how it goes and then we'll make a decision. >> Okay. >> But yeah, I don't want to My theory is that it might work better without categoriz I mean without uh segmenting everything, >> but we'll find out for for certain. It's just going to take a bit. >> Okay. Yeah, >> I think that one's going to be one of those like can we have DM threads questions that will continue to happen forever. >> Can you hear me? >> Hello. Hello. So, congrats on the launch and looking forward to the um attribution uh feature. One question on removing the a sales team and leveraging brand is it takes long time to build a brand of course. So what priority would you put on on building that brand so that you can later on leverage it to replace a a sales team? >> I mean you could have a brand and a sales team and make a bunch of money too. Like do you have a sales team right now? >> Yeah. >> Yeah. I mean I wouldn't say like stop having a sales team. I think that will probably make you less money in the short term for sure. Um, I'm basically thinking about this as a different business altogether. Like I'm not taking my sales team and letting them go. I still have a sales team just in a different business. So I'm not saying like you're all disappearing. It's just like here I know there's so much more leverage in terms of the number of eyeballs that I have access to that it's lit like I couldn't have done the launch if I said everybody has to talk to a phone person in order to make this purchase. It would have literally been impossible. I had 400 people on the phones 24 hours for the for the three days of the event. We had 750 people who got trained up. Insane, right? In order to do that and the phones were responsible for like 12 million. It's just like there's just it's the scale that that's there like it's just impossible to to account for. Um so that's so again like what I say for me isn't necessarily applicable for everyone. Um, but no, I don't think that you should just like kill your phone team. I do think that you if you know you're going to invest in the brand long term, the best day to do it was 20 years ago. So, second best day is now. >> You talked about putting more work into pre rather than post. >> Yeah. >> If my brand is super small, so would you rather do more volume than than putting more work on pre? >> It's going to be an accordion. So, it's kind of like the quantity quality thing. So anybody who's made content for an extended period of time, you what like a a typical process is like I have to make something. And then when you make something, if you make more than something, you get more than something. And then at some point you make so much something that you're like, man, I made five somethings in one of these somethings was responsible for like 80% of my output. You think, man, if I just took the amount of effort I take to make that one and I made it only two of them, I'd still get more views. And so then you cut from your many somethings to a few somethings that are better. and all of a sudden your your production is the same in terms of output and then you get better and better at doing that and then you're like, man, I've got two somethings. I'll bet you I could get to five something that quality and then you get to five something of that quality and then one of those ones is even better and you're like, oh, what did I do there? What if I just spent the time to make just the two somethings at that quality and then you cut it back down and so it's kind of an accordion that goes back and forth. Um otherwise you become a news channel and you have a post every hour and there are then there are for sure channels that do that and they they maximize but their advantage like almost everybody who does like the extraordinarily high volume is news because the content is made for them but the long tail on that content is like zero because after the week's over the days over it just becomes irrelevant. Um and so if you're an educ are you an educator? >> Yeah. >> Yeah. So with with with education, it's going to be the quality um almost more than anything. But you don't even know what quality is because you haven't done enough volume, enough repetitions to figure out like what works and what doesn't. And so I tend to prescribe volume as the first thing to do because you have this big data set that you can actually do something with. Until you have that data to look at of like I did a hundred videos, these 10 did better than the other 90. What was different? Until you get to there, it's very hard to like learn anything. So that's why I just tell people to do more in the beginning. >> Would you still be super specific on the topics and everything to one specific avatar or would you go brother at the beginning to try to grow faster? >> So if we use the the the top you know the evolve school like he's very specific about who you know who he talks to. Um I think that the more specific you are about the avatar that you serve you will not get the level of growth but it can absolutely translate into income. So, I wouldn't be super obsessed with that. There's the number of like million-dollar businesses that I've seen that have less than 5,000 followers and still do everything organic. Like, I've run out of fingers. There's a lot of people who just focus. Like, the classic example that I give is there was a lady that I met who talked about how to bill insurance as an RN. That was her niche was just specifically billing practices for R, sorry, RDS, excuse me, registered dietitians, uh, for insurance. That's all of her content. and her content like on average got like 28 likes per thing and she was doing like a million plus a year uh 90 whatever percent margins uh in that business because guess who sees it rds who are billing insurance because right now interest media rather than social media is kind of ru ruling the world and so Andromeda had a big update in terms of being more specific about ads and I would imagine I'm guessing that the content engine is just as good if not better at figuring out exactly who you are and so it already knows like like it the the algorithm knows who your customers are and the more you make it not about that the more the less likely it is that they're going to see it. So, I think the big big day one decision that you have to make if you're making content is am I making a personal brand that I'm going to keep forever or am I am I making media to drive to a specific business? And so, I think if you make that decision, if you're going personal brand, I'm going to keep it forever. Then you're going to sprinkle in ultimately the brand will end up being ideally a perfect reflection of you. Like when people meet you in real life, it should be there should be no surprise. They should know that oh, Alex is into fitness. He also has some dark philosophy. He also likes business stuff, right? Right. And he tends to be a little bit hardcore, right? But I also have a weird sense of humor. And so like that's me, right? Um and so do does do all of those things feed business? Maybe, maybe not. I don't know. But like that's me and I can do that for a long time. If I was like, I just have to make stuff for business. Um then I think it would pitch and hold the content, but it still for sure would drive more revenue. like the highest grossing video that we have on uh that's like driven the most sales for us has like 180,000 views which is for my channel half of my channel average. Um but it's a very specific video about how to you could train a business and so is that like what's the answer? I think you decide whether you want to keep it forever or it's just a business thing and then you can cater your content to that. And with no longer having a sales team or considering that in the future for you, would you what kind of mechanism do you see yourself using? More of like a one to many similar to that. >> It'll probably be a combination of things. It'll probably be a combination of video sales letter. Um probably some sort of text component. I don't know. Like I I I don't even want to answer because I haven't figured it out yet, but I will. When I figure it out, I'll let you know. What's the most common blind spot communities around 10 to 25K have that takes them way too long to realize? >> I was trying to find you. >> Sorry. Yeah, I'll ask again. >> Can you say that? >> Yeah. Yeah. Yeah. >> What's the uh most common blind spot communities that do 10 to 25K a month have that takes them way too long to realize? >> It's an interesting question, especially since I couldn't find you. >> What's the most common blind spot? And I'm like looking all over the place. um talent, their own talent. It's always that like if you don't if you get that right, you can almost up everything else and be fine. >> Like if someone's good at something, >> Yeah. >> then if they make a video, it'll probably crush. I think that's what everyone misses with Moses is that he did business for like 10 years before he made a video on the internet about business, >> right? Um, but just I like to make it very simple. It's like if you're a skateboarder and you want to blow up, do you make a video talking about skating or do you go skate? >> Right. >> Yeah. >> Okay, cool. >> So, I think that's right. You can't really miss. And then the other stuff, if you get it right later, like get a good editor, make some shorts, you know, it'll pop even more. So, you get you still can take advantage of these other things. But I think most people obsess about the like little tactics and they're missing the actual thing. >> Have you seen that? >> I mean, it was a great answer. That's the whole thing. So, I was thinking about this cuz um I was writing tweets yesterday um in my 30 minutes a day that I work. Uh and I was trying to think about like how do you quantify X factor because there's for sure a thing like what gives someone like that juniqua, right? Um I know I'm full of it today. Um and uh I actually think that it's depth across multiple domains do not typically sit together. So it's like if we think about like Joe Rogan as an example, politics aside, like why why does he amass so much interest, right? Because he's interesting. So like he has some X factor. He's super deep in MMA. He's also an exceptional comedian. He also really deep in like biohacking and you know health and all of that jazz. really likes space and aliens, uh, and then now also has his political stuff that he's into, but he's really deep in all of them. And so I think that like if you have somebody who like most people take their personalities off the shelf, right? They're like, "Oh, I'm going to wear flannels and trucker hats and, you know, drink some sort of brewed beer and I will probably have conservative values and this is going to be my playbook for life." When you meet that guy in 5 seconds, you're like, I get it. Not very interesting. It's a pattern match. It's like, oh, this guy can't like he bought his personality off the shelf. He didn't want to think about for himself and so he just everything. Now, if that same guy all of a sudden was like super like progay rights, just throwing it out there, not to be political, but I'm just saying like that would be not you wouldn't have expected that. And then if that guy has some sort of like philosophical slant that shows a lot of depth of thinking that you wouldn't have expected, you're like, "Huh, I didn't expect that." And so all of a sudden your brain goes, "Huh, this does not match the pattern that I expected. I was not able to predict this." And then as a result, I have to pay attention to update my schema of how the world works or at least how this individual works. And so in thinking about that, it's the number of of skills that you can demonstrate depth within that don't typically go together. And I think that that tends to be an indication of somebody who's high agency. So they're able to make up their mind on their own independently. And when you do end up thinking for yourself, you end up being very unique because you're not, oh, I'm a Republican and they have these list of things that they believe in, or I'm a Democrat and I have these list of things I believe in, or I'm a country guy, or I'm a musician, or I'm a whatever, and I will then follow all of these other things. It's the huh, it's the guy who's Well, I'll just I'll I'll just leave it there. You get the idea. I'll stop. >> Great. Thank you. >> And if you have talent and that, it's pretty good. >> Yeah. So my question is in in regards to the correlation between content and context, right? So we said again the whole big thing here is that there's a community aspect in terms of content or whatever courses and all that stuff. Most or many communities have a starting point of quick win, 10 days to this, 90 days to that, 10 kilograms and whatever. So if I'm looking at retention after that, um again it comes back to your question of oh I have to put more courses in more content. Um what would you say can drive more attention on a long term where the base of the content is framed in a in a time frame? >> I think you're talking about like promises. >> No. So like if I have a community 90 days to lose 10 >> what happens on the 91st day. >> Exactly like how to actually keep people >> well it converts better right but it will also have higher churn. >> It's a trade. The more you promise the lower the bar for saying yes but also they have more they have less reason to say yes and so they have more reason to say no which means they'll leave. It's a trade. Like the perfect world is one where you say I will promise you absolutely nothing. >> Yeah. And you should you should buy it only if you're this very rare type of person and it may or may not suck. And if someone buys at that point, the likelihood that they churn is significantly lower than like I'm going to save your life in 30 days. So the expectation significantly lower. That's just a trade that you make. >> Yeah. And in regards to the community being a factor like okay after these 90 days the community is what >> so two things. So one is the qualifications piece that I was referencing earlier. Are they staying for other people? Are they staying for you? If they have to stay for you, then you always have to be generating stuff. If they stay for everyone else, everyone else already does the generation on their own. Um, the other piece, shoot, I had it. Oh. Um, oh, so it's making sure that whatever problem you solved with the first 90 days, there's probably a clear problem that when that is solved creates well, when that first problem is solved, you create another problem. Like all problems lead to more problems. And so, as long as you're clear about what that new problem is, that becomes continuity. And so the the classic example that I've I've given that I've seen the people who have phenomenally low churn um inside of school that do create that are not kind of quote that are not high qualification but are actually high on the on the delivery themselves are people who have consumable uh consumable deliverables. So it expires functionally. So, it's like the the one-time thing, the 90-day thing, the course or whatever it is that you get to to convert people on the front end ideally should be sort of like a black box of like this is the system to do lose weight, to, you know, get your marriage fixed, to make money, whatever it is, right? This is the system, but the best in terms of uh decreasing churn and increasing stick is going to be I give you this thing one time, you learned it, but in order to run that machine, you still need to buy ink from me, right? you still need to get the hot list of wholesaling um you know real estate addresses that are new this week and next week they're going to be different and the 3D printing community which we saw like he had two or 3% churn monthly and it was because he would find his own team would scrape and figure out what are the top ranked 3D printing uh products that are selling right now and then he had already taught everyone how to do the 3D printing and so they stayed so that they could get whatever that news is so it's like how can I have that blend of education and news functionally that consumable and then that's if you're in a broadcast kind of community where you're the one providing the value and the deliverable that is what I've seen like works really really well if it's not hey everybody in here provides the value for each other. >> Hello you guys hear me? Okay, my name is Joel. I'm part of the Spanish speaking market and I want to thank you guys. You guys changed my life. Um >> thank >> I moved from Walmart and it's been four months on the school. We already passed $100,000 a month. I'm like, it's insane. >> It's working for somebody. >> How's your conversion rate? >> Well, right now we're doing higher than 5%. >> What the >> Organic. >> We need a talk. All of you in America. >> I've never done wrong ads. Just organic. >> I I don't even know how to do ads. So, I got quick questions for you guys. Three questions. Um, number one, uh, free trials. I hate free trials. Uh but I mean we've been actually doing it for the past seven days. We've been getting 40 customers a day. Um we don't know what the number is going to be, but I hate to see my MR going down instead of going up. Uh but um what you guys think about free trials? Should I continue or >> Well, I like them when they work. >> That's amazing. >> I don't when they don't. >> Okay. and it seems like you just need to wait seven more days and you'll have an answer. Okay. >> So, just remember that when there's free trials, there's two conversion points instead of one. And so, you'll have an increase in conversion on the on the landing page and then there's another conversion that it's going to decrease by because you have the conversion into paid, right? And then the third vector, not to get this too complicated, is that people post free trial, I'm pretty sure we have the data on this, like post free trial, the churn is lower because they kind of already tried it out. Whereas when you make the first purchase and then you get in, the turn will be higher in that first month for non non free trial versus free trial. So you basically just have to put an Excel sheet together that says like number of people like it goes back to earnings per click. Like I was saying, if I get 100 clicks to this page, this percentage of people take a trial. This percentage of people turn into paying customers and the LTV of that customer with the newer churn is X. In the other example, you already have data on this. We had 100 clicks. we get this many people who convert and the churn on that is this and then just reverse it to which of these numbers at the top is higher. So it's just math and you probably need to wait seven days. >> All right. All right. Um so should I stay for like the entire month to wait, you know, to get at least the data for one month. >> Well, if you back out now, you'll never know, right? >> That's right. >> And then you'll probably wonder >> because you can always go back, right? Like this thing is like you can always go back. If you find out, then you're like great. And you never need to think about it again. Yeah. So, if you had a 4x increase in conversions, we just need to make sure that like let's say your conversion on the back is 50%. Then you still doubled your sales and those customers are probably going to stick longer. >> Yeah. But I mean, I hate when I see them that they join the free trials and they they cancel it right away. Some of them I I kick them out manually. Like >> we just have to do the math. If half of them cancel, you're still doubled. If twothirds of them cancel, you're still up by 50%. If threequarters of them cancel, you're net even. Now, the only caveat, not to add more complexity to this, is part of the reason you probably got more people to to convert is that when you say, "Hey, you can start my group for free versus, "Hey, go buy my group." You will get more people to click over. So, again, I'm not trying to like earnings per click is there, but there's also the other side of it, which is what's the cost per click. Now, you're organic and you you're probably not thinking about cost, but functionally it's like if you make a piece of content and you get three times as many clicks from that because your CTA is free, then that also factors into it. And I wish I could give you like just do free trials, but it just >> Yeah. When we're at school HQ, talk to me and I'll pull up your stats on my computer. I want to have a look >> cuz especially how you're crushing it in Latin America. >> Yeah. I I started um school beginning of the year and then we have a rough months and everything and then we decide I was doing only YouTube >> and then I did my team decided to do Instagram as well and then in four months we went from 20 something to 100,000 in school and I mean community likes school a lot like even my wife asked me what is a school and I say just like Facebook for people want my my money but it's looked like Facebook but I mean like it's like my customer, my clients are erasing the app from Facebook and using the school like it's it's a lot better. >> Well, congrats on going from 20 to 100,000. >> Thanks. And I have uh Thank you guys. >> I have another question about affiliates. Um can will you guys consider about doing instead of one level of affiliate three levels of affiliate? >> You can't legally in the US. I didn't mean to answer for but like it becomes an like so there >> MLM literally. >> Yeah. Literally an MLM. Yeah. So, you're limited legally. >> Okay, that's good. And the last question is about recurring payments. That's my mark right there. Most my customer from Colombia, uh, Mexico, uh, some of their banks when the credit card, well, when the car is debit card instead of credit card, they they the payment first payment goes through, but the recurring payment does not go through. We've been facing that a lot. So, is any something that you guys could do to help us with that? >> And the currency will definitely help. I think that's part of it, but are they used to paying with cards or another payment method? >> Uh, well, card. >> Okay. >> Yeah. >> So, yeah, like we're aware of it. Um, let's talk about it today, too. Um, cuz I'm I'm actively working on this right now, by the way. Um, so I'm very interested. But the currency, if you charge in local currency, authorization rates go up, right? That's part of it. Um, but there's some other details, too. So, We're aware of it. We're definitely going to make it better. Um, let's talk about it. It's amazing that it's not in their language. It's not in their currency. It has all these issues and yet still >> still. So, imagine what it'll do if it didn't have those problems. >> When it comes to qualifying, obviously that happens on the front end of like when somebody joins. >> What do you do for the people that are already in, have been in for a while, and were maybe not qualified properly? Well, I think it's a question of like, do you want to still serve them? Like, are they paying? Do you want to still serve them? >> I feel like this is a question I go back and forth on. Like, I would like to, but but then I then I look at like the overall group and I'm like, it definitely hinders like they take up a lot more time on the group calls. They maybe don't apply the things that other people are applying. >> Right now, there's probably like two people that you have in mind. >> Yeah. >> Yeah. I would just kick them out. Okay. >> Like how many people >> Sometimes you can just tell them like, "Hey, look." >> Yeah. >> Change this or I'll >> Yeah. Warning first. Like, "Oh, yeah. Warning for don't just like boot them, but like warning." >> Yeah. >> My whole thing is if if I don't if I even have to think about them and if I even for a moment I'm like dreading doing something, it's that's where it immediately I know that that problem has to be removed. >> Yeah. Yeah. >> Cuz if they make you dread what you do and they're taking up thought cycles, like that's a waste. Yeah. >> Yeah. It brings a lot of anxiety to the calls because I'm like, >> I know this person. Yeah. I mean, just because they take up so much time and then you >> What about the time after the call where you're thinking about it, >> right? Yeah. >> Yeah. >> And it definitely ruins the call for everybody else, but like it's for you and them >> and they're going to be thinking about it after the call, too. >> Yeah. Yeah. Yeah. Okay. That's helpful. >> Yeah. like warning shot, but after that like you have to weed a garden, otherwise you get weeds. >> Uh first of all, I want to thank Kirby because I was part of the hund and before that I was super confused and now we're here. So uh thank you Kirby. Uh >> there's two shout outs >> and everyone here as well. Uh so yeah, right now we're in the high ticket space, but we're attracting so many people accidentally, let's say, because we're trying to have a targeted people, but we have like 8 million views organically and we're thinking of why not make a low ticket because our the founder I'm I'm a growth operator. The founder doesn't really want to do calls anymore. So, I'm thinking, should we just start doing low ticket and stop that high ticket to make it scalable? >> So, does he not want to deliver for the high ticket thing anymore? >> He wants, but he doesn't want to. >> He wants to make the money from the high ticket thing and not do the delivery of the high ticket thing. >> Yeah, I technically do a lot of the delivery. >> What are the calls? Is there like one-on- ones or like how many? Like, >> yeah, there's a lot of one-on- ones, but also the group calls. >> So, it's probably the one ones. Yeah, >> I would see if you can remove the one ones and keep the high ticket. Like generally you can. It's often a trap. Yeah, >> Admiral Abar. Um, yes. I mean like there for sure you can sell high ticket with group calls. You can also as an intermediary you can do semi-private. You can do like one on six or one on seven. It's I mean you'll 6x the capacity. You'll then you'll hit the same issue in like a year and then you'll have to eventually get to group. But sometimes people have a hard time like emotionally getting through that. So you can make it two transitions. But if you know you're going to end up in group calls anyways, like you can still keep the same price point and everything. You just you still get access just in this format. >> I found everyone tends to do one-on- ones longer than they need to. They swear it's the thing. >> It's like if I can't let go of the 101. >> Yeah. >> Yeah. So, and when would you say we can kind of branch to low ticket? >> Let me just I want to piggy back on what Sam just said about the 101 and then let me enter your thing. Like I don't think there's anything wrong with starting with one-on-one because if you're brand new, it's like the only kind of like value you can provide in some ways if you're like not an expert or you're just just learning this stuff. But once you do one-on- ones for a year, you know that there's like there's five problems and this is how you solve problem 1 2 3 4 five and I can show you how to solve them a hundred ways because I just did a whole year of 101 ones. And so that's what allows you to basically build the productized version or the more scalable version. So I wouldn't see it as like, oh, I wasted my time doing this. It's like you earn the right to scale. >> Yeah. Yeah, that's what it is. >> Just so he can not feel bad about >> Yeah, we're we're right there. >> Cool. What was the other question? >> No, it's just now productizing it and making it just low ticket. >> Well, >> you could not make it low ticket and keep it high ticket and just use the narrative I just said. >> Sounds good. >> You see, you got to like there was a problem. He doesn't like calls and then you knee-jerk reacted to low ticket. But really, what if you just got rid of the oneonone calls? Like, >> minimal invasive surgery is like kind of how I think about it. >> Like if there's a problem, try to get in and get out without touching an artery, you know? >> Okay. >> It's like the building example. Like if we hit refresh, it's like the likelihood that this building is now going to be higher when we change seven of the bricks is unlikely. >> That makes my life easier. Thank you. >> Good. Yeah, easy is good. >> Uh I had another question. Sorry. Uh well, it's just my support team is texting me, you know. Um uh they want to know if it's possible on uh the Zoom calls like the one we use now in school uh to instead of mute all is right is right there, but to mute all them and give do not give them access to open the mic game. >> I mean, I'm sure we can do it. >> You don't want to do a webinar though. Well, the thing is that on my calls is like 600 people sometimes and it's a webinar because then there's no grid. It's just your video and anyone else you want to bring up. Have you tried a webinar in school? >> No, I don't think so. >> Oh, dude. That's what you're >> That's what it's built for. >> It's built for you to do that. >> We solved that one. >> Thank you. >> I'll look into it. >> Um, so I'm from the uh Fortnite gaming niche. So, my question was about oneoff products and one-off offers. I spent like five, six years just doing one-off master classes, very low ticket, like 25, 40, and how to transition that into school. I want to like swap my whole funnel into school. I really like the platform and I think it will be good to swap all of those products into school, but what's the best way of doing that? Through tears, like the guy at the back was saying, or through I know you can do like classrooms that are locked and you pay for, but what would you say is the best way to >> Well, you won school games. You must be doing something. What are you doing? >> I do YouTube and then >> Oh, I mean on school. I mean, how are you doing it? >> Uh, that is just a $9. >> Yeah, >> course. Yeah. >> Good for you, man. >> And is it working? >> It's going all right. >> Yeah. >> Can you do more? >> Yeah, I definitely could, but I want to swap over the, you know, the one-off offers into >> Well, you just put them all in there and just charge. Like if you just point all of that traffic to there, then now you've just got one offer that includes everything you used to have. >> You'd have to do the math. Like I don't know what all of that is, but it might just work out. >> Okay. What do you think about doing with tiers? They pay for the higher tier and then they get everything else included. >> I think if you have to ask me if you should use tiers, you probably shouldn't. >> Okay. >> But if you really have a great idea for tears, you should. >> What's the What's the best way to add value with tears? I know a lot of people here just have one off sofa >> cuz we talked about this yesterday and you said, you know, it's a um you've seen a few examples that didn't work. So, how >> well I think we know we're not going to know if it works or doesn't at least for another like 30 days, right? >> Yeah. Um, so I've raised my price to $99 last year and that was it was making it harder for me to grow because I mainly grow from cold traffic with ads and that was just a little bit too high of a price point to keep scaling beyond a certain point. And so I used tiers to lower the price point. Basically just giving the community and the challenge, right? So adding like if you think everybody that was in there, they were grandfathered in and then introducing a lower tier where it's just the community and a challenge. So you could consider testing something like that where it's like a kickoff challenge and then they have the community. Then you have a higher tier for all the courses, all the work that's in there right now. And then in the annual, you could add the one-off product with a um what people really love for the annual is when they have lifetime access to stuff because then the annual feels like oh you know I'm not leaving and I leave everything behind. I walk away with something. So the VIP tier is just the annual pulled out. That makes sense that >> lifetime for the one of things. So they feel like you know I'm I'm walking away with something tangible when I cancel the community. I still keep something. No, on school they can just download it. You just put it in a PDF and that's it. >> I think a good way to look at tiers is what happened with school. Hi. Basically, school had one tier. It was $99. And then if you checked why people were cancelling, number one reason, it's too expensive. >> Yeah. >> We speak to people, school's too expensive. Ah, we should probably add a second tier. It was like it wasn't a risk to add a second tier. knew that people needed it. But what I see with tears is people just add it just because there should be like a clear reason to add it because it adds complexity. It adds confusion to the buyer with the conversion rate. Now people have to decide. I would just have one tier, wait until there's a clear need and then only add it if you need it. If that makes sense. >> My issues I've got like eight different funnels all going to different places like ClickFunnels school. Um just too complicated. I want to simplify it. And >> you'll probably make a lot more by just not having to manage all of the other >> Yeah. Well, because I mean functionally it's like where does more pay off? More pays off on promotion, right, on the front end. And then once you have the conversion mechanism, ideally it's like you just know the math of how many dollars you make on a click and then it's like great my my my life is now how many clicks can I drive to this thing? Makes life really easy. >> Another idea is like what Hormosi is doing with his group. He has a workshop every month. You could take all of those courses you were selling, put it in your classroom and then unlock it month one, month two, month three so that people stay for a long time. >> Yeah. The biggest reason people cancel is besides you know price is is overwhelm right. There's actually too much stuff which like if there's anything that I can maybe inspire some people to do which is do fewer better things like we literally do we do one workshop a month. That's it. That's all I do. But if the workshop is and for a business owner that obviously can afford $3,000 a month, if that workshop people pay 6, 10, 12, $15,000 just to travel and everything else, it's like, well, if that pays more than that, then this is a steal. But I spend time on making sure that it's like really good rather than like, oh, I've got nine things I have to deliver on and they're all mediocre. Like attention is so rare. Um, like I think Sam's done a really good job with and Kirby, where we go. I think really good job with school news. Like I watch all Do you guys all watch all the school news school newses? >> Yeah, >> right. Yeah, I do too. I I like I know it's on Tuesday and I I pretty much always watch it on Tuesday at some point during the day. Um because it's super bite-sized. It's 20 30 minutes. It's high signal to noise. Like it's super concentrated. And I think I I kind of think the same way of like once a week. I mean, I'm at once a month. Mine are a little longer. Um but most people like watch it with their teams. It's like a three-hour thing and I just go really deep on something. But that's that's it's like that extra depth is where I think the value is. >> Uh so I'm with Pickle Ball School and Savvy Basketball and uh the way we've been using tier so far. So we're discussing is there a better way and we're kind of taking the SAM route of like let's wait and see. Um but one way we're using it is we actually get a lot of annuals and we always have because we've focused on it. We're 55% with pickle ball school and about 48% with Savvy Coaching. And so what we use the tiers for is the three prices, monthly, annual, and then we have a decoy price that's like $5,000. And the idea is like can this help us drive more people even more people to annual. So that's one way we thought immediately this will add value to us because now we get those three prices the psychology of it. So that's I just wanted to share that because that's how we've been using tier so far. >> Super good. >> Okay, last one. >> Last one. Okay. I keep hearing you say something order of magnitudes. Is that like a way of thinking or decision- making that you >> It's like add zeros to something. >> Like add zeros to something. >> Yeah. So if you like a a 10x or 100x >> like >> is it like relevant to like business owners at all levels or is that something like you >> it's really with statistics but like um >> just think bigger like a lot bigger like he's orders of magnitude better. It's like standard deviations in like a populace or any kind of like you have a normal curve. And so, um, with every standard deviation against the norm, um, you have an order of magnitude. >> Okay. Okay. Got you. I I have two more questions. Is that all right? Um, it was a question about personality traits. I'm not sure if this is like, and both of you can answer. I'm not sure if this is something that you've really thought about or in terms of like shifting your beliefs when it comes to growing as a business owner and getting to a point where you really want to do something big because I noticed like there's when I see you speak or Sam speak or Elon speak like these big business owners they have similar personality traits that like you know I feel like all business owners should have if they want to do something really great. So, I'm not sure if that's something you've guys have thought about or or have an answer for. I just focus on the thing and when you do the thing a lot, it tends to change you a lot. >> Mhm. >> So, it's not intentional personality traits. It's just what seems to work to do it. >> Mhm. >> Yeah. >> Okay. Just that simple. Just do it. >> Well, I would just translate instead of personality traits, just think like what are the behaviors? Because personality traits can be these really amorphous words that we like toss around, >> but it's like >> just coming down to like what are the behaviors that increase the likelihood that I get this outcome. So if I do lots of things mediocre versus one thing really well, what will the market reward? Probably one thing really well. A lot of the a lot of the simple advice is hard in practice because focus is so difficult and delaying gratification is so hard. >> So it's just focus and delaying gratification. >> Yeah. You got to work on something for a really long time in order to get good. And so like volume Like doing a lot of work on something inherently will take longer than you think it will. And in order to do a lot of work on something, you cannot work on other things. And so to maximize volume, you do one thing for a long time. And that's where the coats of paint come in or the depth of understanding like Sam has an unbelievable knowledge around churn like building out all the dashboards for for you guys like the robust stuff that you guys have and like cohort. There's so many different like layers to it because originally you're like, "Oh yeah, 10% churn." So it's like of what cohort over what period of time like does it even out at some point sometimes it just degrades like there's a lot more to it um and you only get that level of understanding by just sitting with problems for long periods of time and I think the people who do best like you can solve like many people can solve a problem and one solution can be significantly better than another and typically you don't arrive at that solution without really working through it because the obvious solution is the one that everyone else also did which does not make you unique. Um, my last question was about questions. Um, so it's just a question about questions, like asking better questions. Um, especially like when you're on your own, like when you're not here, you know, or for people who are watching this video, you know, they don't get a chance to be here. Um, and so I'm not sure if there's like I don't know like an approach or a way of thinking you you use to just think like, is this a dumb question? Can I answer this myself? or is this a question that actually needs maybe like an actual mentor or or just more resources that I need to search for? >> Like say >> I always just say like what is the problem? >> That's it. Right. >> And not not to anyone else. I just ask myself. >> Yeah. >> And I'm like I just ask it again and again again. And then when I when I am often when you define the problem, the answer immediately appears. >> The problem was that you didn't know what the problem was. >> Yeah. >> Yeah. So then you find you don't ask other people a whole lot of questions when you get really good at that. >> Yeah. >> Unless the answer isn't immediately obvious. >> Gotcha. Okay. So >> then you might ask who else has experienced this problem. >> Yeah. Right. >> How did they solve it? >> Yeah. >> Like our Spanish bros. >> I did have a few other questions. Not here though. Um their business questions if if it's okay to ask. >> We got the whole day at the headquarters. >> Yeah, we got a whole day. Yeah. Yeah. No, that's it's honestly a better setting to ask the questions later. >> Okay. Yeah. Yeah. >> Yeah. I got you. >> I'm done. >> All right. >> Good.