How to sell out next month, this month

You're wearing a lot of hats. Marketing,

sales, delivery. Problem is that when you're marketing, really hard to get clients. Sometimes you don't give these

clients. Sometimes you don't give these guys as much love as you could.

When we're done selling, I'm like, "Oh my god." But then I'm like, "I need to

my god." But then I'm like, "I need to fulfill."

fulfill." And when you're looking after your clients and delivering, especially during a new onboarding, sometimes you let go of the marketing and then we crush fulfillment and then it's like, "Oh god, we're in it again."

Which makes it harder for you to sign clients next time.

What we've been struggling with is feeling like we have to restart every single time. That's what was happening

single time. That's what was happening with Braden and Costas from the 505.

They brought me in to help them figure out a simple, light lean marketing system that happened every week. So that

next time they needed clients, [music] it was as easy as shaking the tree and they didn't have to go and jump start something from scratch. It's going to be a fun conversation. I'm coaching them [music] live. I think you'll find it

[music] live. I think you'll find it really useful. I hope you do. All right,

really useful. I hope you do. All right,

fellas. Let's have some fun. I want to do three things. I want to learn a tiny bit about your business so everyone here can learn and know what's going well right now. So what's good, what's not.

right now. So what's good, what's not.

That's gonna be the meat of our conversation because we figure out what we need to work on and then we'll make a plan. Is that right?

plan. Is that right?

Yeah.

Do you want to just give us like 30 seconds of what you do, who you help?

Yeah.

For those who don't know these famous cats from the internet.

By the way, I'm pumped to be here. We're

going with Let's go. We're the host of the 505

Let's go. We're the host of the 505 podcast. I'm Braden. This is Costas.

podcast. I'm Braden. This is Costas.

We help videographers get to their first 10K a month. So, usually the people that come in through our program are at this 3 to 7K a month marker. They don't have a system. They have very inconsistent

a system. They have very inconsistent leads. They don't know how to pitch.

leads. They don't know how to pitch.

They have no idea how to price. It's

like a fire drill every time someone calls them.

And I've been able and fortunate enough to work with a lot of the really big Fortune 500 brands. So, I still have a production company and we're working on stuff every single week. So, this is basically the group where we both used

to be. He was a touring concert

to be. He was a touring concert photographer and videographer. I was

working for the Lakers. And now it's like helping this next generation actually make a business and not just a job.

That's cool. Yeah.

All right. What's going really well right now?

Really well right now. We crush

delivery.

We've never had a refund ever, which I'm very proud of. We

get a lot of crazy results. Like the

testimonials are insane. What people

come in at and where they leave are wild. Like the person behind the camera

wild. Like the person behind the camera right now was from an original cohort and now works with us and is helping us with content. So yeah, I think we do

with content. So yeah, I think we do that really well. I think where we struggle is just more leads. Like if you give me more leads, I could close more leads.

I've never heard that before.

Yeah. [laughter]

I need more leads. We need more leads.

We have a leads problem.

So, here's what I know about the program is it's 6 weeks long and the price point is 3K.

3K. Perfect. Uh, how's it sold?

It's sold via workshop to a sales call.

Cool.

All right. That's great. And it's cohort based. How many people in a squad?

based. How many people in a squad?

4050. We have the capacity though to do like 80 to 100 very confidently.

Okay. So where demand constraint not supply and we can make it magical still like that doesn't I think over I think over that number is where it wouldn't get magical.

Yep. Okay. So if we can take it from 40 or 50 to 80 we'd be stoked.

We'd be happy.

All right. So let's talk about the what's not working. If there was two or three things for us to work on today what are they? I would say what we've been struggling with is

feeling like we have to restart every single time um we redo a cohort.

Something that we're also struggling with is we were doing this cohort like we were doing another totally separate program for for different

people. We did it once and it was like

people. We did it once and it was like awesome but we're like no back to our roots.

Back to our roots. We don't have a long form like we don't have aligned attention if the with the other one is like I can totally help someone sell something online and I've done it many

times for many people but we don't have the aligned attention for that you know but we do in video like video land we dominate video land it's hard to bet you're running the business yourself and you're teaching people to do the same

business that you do yeah okay that makes sense and then the other competitors in the space haven't shot remotely as big of campaigns or anything on the same spectrum Yeah.

Other things I think that are that we're struggling with would probably be yeah, honestly getting more leads to the workshop.

I think we've relied quite heavily on paid media and I would like to get more organic. I

think it's no secret that we need to post more stuff on Instagram as well. We

also wanted to talk to you about like the show. Um because along with the

the show. Um because along with the pivot of the podcast came the pivot of what we were selling. The reason we decided to switch was because

um when we switched the show to more business.

Yeah. it was getting more views and then we also thought that um we were getting a lot of uh price resistance toward from videographers

and I think that was just us marketing to a certain demographic of videographers.

So we switched that and um we just need to have I think more like aligned attention with the show um and going harder on on organic as well.

Yeah. Okay. So, we've got um the goal is leads to workshop. Well, really leads to program currently through workshop.

We've got an organic opportunity um so that when you're running a campaign and Shopify, whoever it is.

Yeah. Or it was Squarespace.

Sorry, Shopify. You're great.

Squarespace, you let us down. Um when

Squarespace goes down on the day before the workshop on Monday. Okay. So, we've got organics

on Monday. Okay. So, we've got organics and opportunity. uh aligning the show

and opportunity. uh aligning the show and the audience and the promise and the price point so that it's still videographers, but it's a higher quality videographer.

On top of all of that, um I'd love to figure out a way to generate reoccurring revenue because right now we're just drop style and we're like supreme. It's not fun to be

supreme right now unless you're Supreme. [laughter] It's

um it's cool because you you know you get these influx of big um of big chunks of money, but then you know you go a couple months without anything in between

in between the launch there's nothing going on and we need the buildup of the leads before this next cycle you know.

Yeah. Right now we're kind of like putting all of our eggs into a 10day basket of like we have 10 days to run ads to a workshop.

Where do you send people in between?

Like right now it's a it's six weeks and then there's a lull.

Yes.

In the lull. Are you actively promoting or it's just like well this is okay.

Which is obviously a huge problem.

This is good. We're going to have some fun.

I will say though because this is our first time running the new program.

Yeah.

Since switching back to it, we kind of we didn't do much prep. It

was just like we want to sell this program as fast as possible. Like we

kind of know the playbook. Let's just

make some ads, run it to the workshop, sell it.

Because the program's already made and like the curriculum is already there, the delivery is extremely easy. So now

the attention gets to go into the market.

We can and we can work within this six week period of running the actual thing.

We have a bunch of time to be like, let's actually craft the in between and not have it be a fire drill. So, um, I got this mate Jeffro who's like this salty old sea dog from Newport Beach in

Australia who took me out surfing one day and uh, if you've never surfed, you use a bunch of muscles you don't usually use and you get really tired really quick. So, I caught a wave in. Thank

quick. So, I caught a wave in. Thank

you, Jeffro. I was like, "Oh, can we just rest for a bit?" He goes, "No, no, no. It's the LOL right now. You know,

no. It's the LOL right now. You know,

the there's six six seven waves and then it quietens down." He goes, "You never waste a lull. The LOL's job is to get you back out there into position to catch the next one. And if we've got uh you know a week or 10 days campaign and

then the cohort every every minute from the campaign's finished to the next open needs to have a job and that job is to build a wait list for the next group.

So I think we should talk about that.

The sur this surfing analogy makes a lot of sense because yeah right now we're paddling out in the middle of a set trying to yes get to the lineup to then get a set.

It's a lot easier to paddle out when there's no waves.

It's a lot easier to paddle out when there's no waves. All right. So, we've

got weight list potentially. We've got

recurring. We've got avatar and show that are linked. And we've got organic.

Where do we start?

Where do you want to start?

Let's start with paid.

Let's start with not paid.

Okay.

Let's start with organic.

Okay, perfect.

Um, you guys already know that the best performing paid stuff and the best organic stuff is probably the same stuff.

Yeah.

Um, like those clips that I Yeah, the ads that you showed me, they're amazing.

I don't know how many of those are on the Instagram feed. Yeah.

I will also say go I think most of the people most of our competitors in our space their entire Instagram is promo

is promo. I'm a coach for videographers

is promo. I'm a coach for videographers like negative engagement. I would like to find a line of uh you know building

our personal brands around our actual agencies that we have as well as weaving in and we can help you do the same without it being the sales. Okay.

So let's talk about that.

We also had a question on the topic of organic. Would it be in our best

organic. Would it be in our best interest to start another Instagram that is dedicated to the program like

testimonials, tips specifically for videographers or do we just Is there a downside to like in your current organic? I know there's the 505

current organic? I know there's the 505 account, but there's also your separates. Is there a downside to like

separates. Is there a downside to like does it hurt your other business if you talk a little bit about this stuff on those or is it weird?

The the only thing is is like I think I'm going after such a premium client that I don't love the idea of them coming to my Instagram and being like if you're a video coach.

Yeah, I'm I'm a coach, you know.

So, you currently do that. All right.

Like because we've got your account and your account cost us and then we've got the 505.

I would just keep that. I think and I'd make my 505 account about this probably unless you've got strong reasons why you don't. But I think having a dedicated

don't. But I think having a dedicated account, which is the two of you guys riffing on this stuff for these kinds of people.

Well, the 505 account is to is dedicated to like the podcast for clips for the episodes. So maybe like we kind of want

episodes. So maybe like we kind of want to keep that for the podcast specifically.

Yeah.

So maybe we start another one that's like or is that too much?

Dude, there's no such thing as too much.

It's like what can you do sustainably and that's fun. Is this show going to be for videographers? Yeah, we're we're

for videographers? Yeah, we're we're bringing it back.

Yeah. So, I think that's one account.

You're helping the same group of people get the same outcome.

That's fair.

Yeah. I mean, it also is Yeah, I think that makes sense.

My hunch would be it's probably under 505, but I'm not attached to it. Um, if

we make that decision, I think it's I would do that for 90 days. And unless

you have very bad results from like if we're talking to the same people and some of it's like content, watch the show and some of it's I think that's fine. Um,

fine. Um, what's the on YouTube? What's the CTA at the end of an episode?

The end of an episode.

Yeah.

Nothing really. Yeah.

So, can I show you what we do?

Yeah.

Um, this might be helpful. Or and all of this is everything's on the menu and at the end you get to say, I'm ordering that and I'm ordering that and not the Tomahawk because it'll cost you 500

bucks. Um, [clears throat]

bucks. Um, [clears throat] so here's my YouTube strategy in a page.

There's a VSSL.

And every YouTube video I do points at this thing because my YouTube I'm not trying to be a YouTuber. I'm trying to grow a coaching business and I'm using YouTube for it. So there's a VSSL.

And then every week I shoot a a vid that's you know useful just like you guys do. This will probably match the

guys do. This will probably match the solo stuff more than the other stuff probably. Um but every week I shoot a

probably. Um but every week I shoot a vid and so you end up with this kind of library of things. And if you think about your course, there's a bunch of steps and techniques and tools and

systems that you teach. So that's the content. I'm just going to pretend

content. I'm just going to pretend they're perfectly rectangular YouTube videos. And each one of them has two

videos. And each one of them has two CTAs. There's a CTA for some kind of

CTAs. There's a CTA for some kind of magnet, which just gets them off YouTube and into email, which we'll talk about, I promise. And then all of them also have

promise. And then all of them also have a work with me, find out about working with us. And every video points to that

with us. And every video points to that thing so that the audience I build isn't just like useful for the 10 minutes or the 30 minutes that they're on, but they're going to somewhere where they

can buy more and they can either enroll in the course or they can join the wait list for next time you're open. And

that's probably the easiest thing.

That quiet VSSL is so underrated that you have. That's what we talked when we

you have. That's what we talked when we went to Hong Kong. We were talking with Ally. He was like, I watched this video.

Ally. He was like, I watched this video.

Ally commented on it not knowing that [laughter] was the I was like, I want to work with this guy.

Yeah, dude. And I've been working with Alli for like 9 months now because of that or 6 months or whatever it is.

So email capture super important. We'll

talk about that. But I think having one place which explains here's how we help videographers get to 10 grand. And

that's just like the it doesn't have to look like a VSSL. It could be you know the same style as the rest. But I think that's useful. And then my short form

that's useful. And then my short form strategy is just once I've done an episode about a topic, I'll just shoot three reels about the same thing. Yeah.

Just find three moments in the one, two, three things which were cool. I do reels about that and then CTAs at the end. You know, one's a

follow build's audience, one's a get magnet, same magnet as that one.

And then one's a um watch, you know, watch the YouTube vid.

And so that way, not every not every piece of organic content needs a CTA, but if they are going to have one, let's make sure they're doing the right job.

And if we've got to bang a piece of content, instead of just doing a clip, we can do the clip which says watch the video, we can do a clip which has use this tool, the same one we use with our clients and then one which is just going to grow the audience. I think that's

pretty simple and pretty useful. But

like the idea here of having all roads lead to one spot and that gets you we're building an like an asset that grows your business, not just grows your audience.

What's interesting about this and what's interesting by the way you guys have been on YouTube way longer than me and you know a bunch of [ __ ] that I don't. So if there's something I say that is like, "Oh, that's really cool." But for us, it doesn't work because reason.

No, that makes a lot of sense. I think

the issue with the podcast is I think it builds trust incredibly well.

Y um and it's it's it's extremely long form. Um so I think if we were to do

form. Um so I think if we were to do like a CTA, it would probably have to come It's not it's not just at the end.

Yeah. Probably like a 10-minute mark or something. or even just like, hey,

something. or even just like, hey, before we get into this episode, um I also think that like because it's been such a guest heavy show, it's hard for or harder for us to be

seen as like the authority figure, if that makes sense. But I think that is that true? I think that's a belief.

Oh, interesting. Okay. I think when it was maybe more so about the business stuff, it was harder because we weren't as deep in the game as our guests. But I

think with videography land, yeah, probably easier.

I think everything's a framing issue. So

if I had to make that work and you've just interviewed some business guru, um, when you do your little 10-second segment, you're like, "Hey, so I hope you're enjoying the conversation with

business guru." Uh, for the last x

business guru." Uh, for the last x years, we've interviewed all these dudes um, to make great YouTube videos. And

what you don't know that we do afterwards is we go, "Well, how does this apply to a videographer?" And we take all of those lessons, we put them into this course called the blah blah blah. And you can get on the wait list

blah. And you can get on the wait list and find out more at the link below.

done.

I think that works.

Um, in terms of when the CTAs live, I don't follow this every time because I've got ADHD and I forget sometimes.

But if you think about the start of the episode, that's your your 30 secondond hook. Usually the there's three CTAs for

hook. Usually the there's three CTAs for the magnet. I should have done it in

the magnet. I should have done it in green because it'll match. Uh, there's

one right at the start. I'm going to show you this thing. By the way, there's a worksheet below that will help you step through it or there's a GPT that does it. Grab that in the link. And then

does it. Grab that in the link. And then

if the video has like three or five key points, I usually find somewhere in like 23 4 that ties in often if I'm showing a worksheet right?

Yeah. By the way, grab this down below.

Yeah. If you haven't already, grab like if you just want to watch this, this is fine, but if you want to do it, that'll make it really easy. And then at the end I'm like grab the thing and then and if you want to you know not just

learn a piece but learn how to get your videography business to 10 grand a month record you a video which shows the whole system and that just takes the be to there and that way that you're building

an asset and every video you do sends more people to the place to blah blah blah blah blah.

You guys are really good at organic content. I think all I'd be thinking

content. I think all I'd be thinking about is all what are the bridges between the pieces.

Mhm.

So that we can um otherwise they're all working in isolation and you people love it but they don't know where to go.

I think that's what we need to do going forward is like a just a strategy call for like what the month looks like and what that breakout of like okay we're hitting on pricing this month or we're going to hit on pitching or positioning

or whatever that you don't have to do every episode like in that format.

Some of mine have a natural tiein to a magnet and some of them don't. The most

important thing is you're you're um teaching something useful. And I think if you've been out on like I know you guys were both away on shoots this last last week. And dude, if there's lessons

last week. And dude, if there's lessons from the shoots from the field, that's [ __ ] rich. Especially if you're working with like a gangster client.

Um and so it doesn't have to be let me tell you about pricing. I was like on this shoot with this big brand. When

you're working with big brands, there's a few things which you need to keep in mind. Blah blah blah. By the way, if you

mind. Blah blah blah. By the way, if you want to work with bigger brands, I've got a system to show you how to do it.

Yeah.

And I think that um that separates you from all the other [ __ ] who were teaching the theory because you're actually doing it.

Now, if we could talk about lead magnets for a quick sec. Of course.

Um I'd love to get your opinion on what you think could be a good lead magnet for us because um I think the way that we've been

approaching it in the past has been more like information based, but like you said, nobody wants to learn. They just want the outcome. Like I don't know how

the outcome. Like I don't know how electricity works, but I know if I flick that switch it the lights come on and that's good enough for me. And so I'd go, what are all the if we just do a I call them

micromagnets. So you guys know this. The

micromagnets. So you guys know this. The

job is how do we give people something they can get a quick win in like two or three minutes without really trying. So

what are the core problems that you guys solve in the course?

Like big picture, what are the three?

I think a big one is how to navigate a sales call and actually like pitch your work and the right questions to ask um when you are on a discovery call with a potential new client.

Perfect. Give me two more.

Uh, what did you say? Pitching. Sorry, I

just totally blacked out. Pitching was

one. Um, positioning, like they go after everybody.

Perfect.

And then the last one I would say would be like how much to charge for their work.

Yeah. How much to charge or just like delivery, like how to get more. So like

they're like, "Oh, I just go in every time and I offer five reels." It's like, you know, here's the menu.

It's like package. How to get new clients.

Yeah. How to get new clients.

Right. So

basically, whatever the whatever the key pieces are of your program, if it's useful for your clients, it's going to be perfect for your prospects. And so

the easy thing is if there's a tool or a worksheet or a checklist or a whatever, that could be a great magnet. And that

way you don't have to make anything new.

My content got really, really easy when I stopped making client content and prospect content and just going, "Fuck, man. If my clients love this and I want

man. If my clients love this and I want more clients just like them, why don't I just give them the same stuff?"

And so if you think about a great piece of training is like why this matters.

Here's what you need to know. Here's how

you do it. Here's what to do next. I

just got a piece of scissors, a pair of scissors, and just cut the back half off and kept that for clients. And my my video content is like here's why this matters and here's what you need to know. Oh, if you want help with the how,

know. Oh, if you want help with the how, that's what Black Dot does. Within each

of these, there's probably some tools you've already got, but like uh a positioning piece about like help me choose a niche. If there was a a GBT

that helped people like think through their experience and their interests and find a niche, that's a useful tool. Yes.

And you don't need 50 of these. You just

need like three or four that we can rotate like the price and Yeah. We could literally build out a

Yeah. We could literally build out a price template like easy.

Yeah. And so it doesn't have to be a GPT like anything that feels close to a tool that I get rather than something I have to watch and learn because the YouTube does the learn and now it's like if you want help with this I've got this

pricing template I use with my clients that helps them set their price figure out what the deliverables are and how to justify ROI. Well, you've probably got

justify ROI. Well, you've probably got something like that.

So I would my first place to look was like what do I already give my clients and can I pull something out and dangle that as a magnos and then you can fancy

it up with GPTs but think about like what's the problem and what's the deliverable um and what's the easiest way for them to get the outcome.

What are your thoughts on us having a lower ticket like $27? Nope.

Okay. No.

Um, and you guys have got a a good audience on social, maybe that's fine.

But the stuff you're selling right now isn't too expensive. I think, um, one of the things on my list to talk to you guys about is the um, is the avatar.

And there's been a bit of push back from videographers about, you know, my program cost X amount.

I think we're also relatively cheap for what other We are.

Yeah. Like I I know that there's it's sad. I mean, people charging like 10

sad. I mean, people charging like 10 grand for just the most dog water.

How often do you talk about that?

Not enough.

Yeah. So,

I think one of the No, ever. I think one of the ads I made that did really well was like [ __ ] on everyone who is just I was like, "You guys are all terrible. None of your work's good."

terrible. None of your work's good."

Like, and then did well. Like, people

bought from it.

So, you want to get to 10 grand a month.

It shouldn't cost you 10 grand to get there.

I like that. How much does the average package size that they sell that you get your clients to sell? Uh

I'd say around like 2 to 5K.

Yeah.

Yeah.

Okay.

Wait, wait. You're saying our students Oh, okay. I see.

Oh, okay. I see.

Yeah. Cuz if you can set it up where it's like, okay, here's what's going on in the industry. Everyone's promising

the same get you to 10 grand a month and they're charging you $10,000 to get there and you don't have 10 grand or else you'd be at 10 grand and not need the [ __ ] course.

What we do is we help you find a niche that's profitable and a way to deliver like a package that we can price at 2 to 5K. That way you need like three

5K. That way you need like three clients.

Boom. And you hit it.

And you hit it. And so I'm not going to charge you 10 grand to do that. I'm

going to set this price up so that when you make your very first sale, everything we've done is paid for and and you can use the system forever.

So you're going to give me three grand and I'm going to give you three grand back the very first sale.

And then it goes, how do we make a 10 a 3k sale? How do we make one a month? How

3k sale? How do we make one a month? How

do we make one a week? How do we get to one a whatever?

I think the price isn't a problem. We've

got a framing issue. And I think attacking the high ticket [ __ ] Yeah.

Is how I would do it.

I think so, too.

And the other thing that's in my head for you guys is within videographers, there's Yeah.

levels.

Yeah.

And the problem is this is positions get to 10 grand a month. So, we're really dealing with people who are either starting or early.

Yes.

But we have we we switched our we switched our um like our wording.

We switched our wording before we were going after like pretty broke people.

Yes. Pretty broke.

Yeah. Yeah. Pretty broke.

You're saying anyone who who wants to make more money, which is the entire world, like you know, anyone with the cameras like, "Yo, I'm not having I don't have any clients. Like, I want this."

this." I also think because we have a six-month payment plan option.

Yeah.

I feel like if you come to the workshop, you can justify if you are making between three and $7,000 a month, 500 bucks, dude. It's super doable.

dude. It's super doable.

That's what I'm saying.

It's like it's an embarrassment if you if we can't get you to make 500 extra dollars.

We we should just we should burn this whole thing down.

Yes. A million%. So, I think the um give me 3K to make 3K once like first sale pays for it is just super compelling. Yeah.

compelling. Yeah.

Do you honestly think like this workshop's been amazing. We've had 2 hours together. If we did this for 6

hours together. If we did this for 6 weeks, do you not think I could get you one client?

Mhm.

Yeah. So, let's leave the, you know, the the market out of the like I think if it's if you're like broke, this probably isn't for you. Unless you you got a rich

dad and you can invest in yourself.

But I think anywhere from like you've the rules got to be like you've signed a client Yeah.

before.

Yeah. Which is what And which is what I say. I'm like, you need to have worked

say. I'm like, you need to have worked with one client before this is even a like if you haven't worked with anybody.

This is not for you. Like we can't I'm not going to help you go from zero.

Yeah, exactly. You have to have like some Yeah. You need a camera and you need a

Yeah. You need a camera and you need a customer. If you got a camera and a

customer. If you got a camera and a customer, I can help turn that camera into lots of customers.

Oh, [ __ ] You're good, dude.

[laughter] I think that's good.

Camera to customers. Write that down. Ur

customer, dude. [laughter]

Write that down. So, I was going to dig into Avatar. I think it's like if we're

into Avatar. I think it's like if we're just really clear about who it's for and who it's not for and we justify the price as first deal pays for the whole thing, that's good.

Do you think how do you feel about 3K as the price?

I like 3K as a price.

Yeah, I do too. I think it's enough to where you will work hard to get it back and it's small enough to where you can like if you're not making X amount like I know I can get this back and you've

seen other people get it back in our group a thousand%.

And it massively undercuts what I think the bozos are charging.

Yeah. And we need more bozo content.

Yeah, I think so too. Uh, and especially if you've got clients who join your thing who have been in Bozo's programs before.

And that, dude, that's the saddest part is if I get on a I'll get on a sales call and I'm just like, I can't even believe this. Like what you were what

believe this. Like what you were what you were told.

It's like I was But is that content?

Yeah. No, you're right.

Yeah, but that is content and it's not being used right now. So, we should definitely use that.

Yeah.

Um, okay.

Organic. I think all roads leading to VSSL makes sense. Uh, I like the price point. I think magnets wise we go. When

point. I think magnets wise we go. When

you say when you sorry when you say VSSL, should it be a video that lives on our 505 account or like a landing page with a VS?

You can do either. Ours lives on YouTube.

Like it's unlisted, right? Or did you did you now? It's listed now. Okay.

Yep.

It can be either. I think um YouTube is probably incentivized to have your CTA.

I I don't know this to be true. I

haven't talked to the algorithm. Um but

if it lives on YouTube, then amazing.

And it just has a link underneath for, you know, apply to work with us here. I

think that's probably what I do. And

then another link in your in each of your weekly vids can just be, you know, we help videographers get to either comment. Yeah. Comment on on IG

either comment. Yeah. Comment on on IG and in YouTube it can just be uh apply to work with us link to link to the page.

All right.

I like that. um show the show conversation was about uh aligning the audience and I feel like we've kind of

I would do it on this brand.

Uh is there anything else about the show format that you were No, I think um I think now we I think we know what we need to do. I

don't I don't think we're necessarily looking for too much clarity on like what the show is. I I think though that we I think we just like had a really good thing going and then

yeah, we pivoted.

We had like certain expectations of like what we wanted to make and we didn't think that we would be able to hit that with like the program and we talked to people on the show

doing insane amounts of money and we got we got shiny we got shiny red dress syndrome. Like we were doing

dress syndrome. Like we were doing really well with it and then we're like, "Oh, let's more views on YouTube, like more likes, more comments, more follow like chase the green arrow." And

it worked so well, we stopped doing it.

Yeah. And it And it Exactly. And it was the stupidest thing of all time because this show doesn't need to have and nor do we I don't want to be a YouTuber. I

have no interest in being like I want a profitable business, you know? And so

like that's what we're after, right?

Like we don't need this show to get a million people. And I think in the very

million people. And I think in the very beginning it was like how cool would this be if we are the next Diary of a CEO.

Yeah. Just that'd be amazing.

It'd be amazing. But it doesn't need to do that for us to be very comfortable.

Love what we're doing. Love the

clientele. Like you know, dude 100%.

And those like those those testimonials that I showed you like those are crazy.

It's like you go from banker to 180,000 a year.

It's like what are we talk what are we talking about?

Agreed.

I I don't know if I told you this before. I was with the Horoszi

before. I was with the Horoszi yesterday. Did I tell you about the two

yesterday. Did I tell you about the two channels?

No.

Okay. So, they've got Hozi, the main channel, 4 million subs, and the new one they just launched, Hozi Highlights, maybe 6 months ago. 4 million

subscribers, 75,000 subscribers. Guess

which one makes the most money?

The little one.

Yeah. Because it's for the market.

Yeah.

Yeah. So, I would just lean into that.

Okay.

Again, I've got no experience in going viral and so if you that's the goal, listen to those dudes. But like I think we've got less subscribers than most people and our revenue per subscriber is

mental.

Yeah.

Yeah. We just have to try to become like micro niche famous in the video world and known as the guys who are like making the cool [ __ ] and also can help you get to the next.

Yeah. So the only other thing I wanted to talk about with organic is like I don't want this to feel like a job. I

want it to feel fun for you guys. And my

hunch is like for a non-video guy, I watch a [ __ ] ton of like how to make videos videos and I have for the last 10 years I'm obsessed. But you know what I don't see

obsessed. But you know what I don't see much is like behind the scenes on a shoot stuff.

Yeah. Uh, and so if you're doing some stuff in this and B-roll and every now and again while you're on a shoot, maybe at the end of the day you can say, "Hey, big day today. We just learned, you know, this went wrong and da da, I made sure we da da," like that sort of BTS stuff would be really easy for you guys

to capture and pretty compelling and it's the one thing that the bozos can't do is because they're not actually doing it.

Yes.

Uh, right down to the like the initial pitch meetings and all that sort of stuff without sharing anything confidential. I

think that would be gangster.

Mhm. I want to talk about weight list and recurring.

Okay. Is

that all right?

Yes.

How often does the cohort launch?

Every six weeks.

Okay. Or no, every No, sorry.

I would say there's a there's enough We've done the math. There's enough time in a full calendar year to run it five times.

Okay.

Yeah. Okay.

He's a numbers guy.

Everyone needs a numbers guy.

We'll just stick to Crayola. It' be

great. So that's these are your cohorts and there's going to be a pretty heavy window in the leadup to each of

those where we're selling the spots.

So in between like this whole there's that lull there but there's also the while a cohort's going on. So basically

from the moment that the cart closes and the the train leaves the station we've got a job and right now we're just not doing it.

Nothing. And I think the job is either pre-sell next cohort right now, which you can you're allowed to do.

You know what's funny about you saying that is I think for the first couple times we did it, we didn't think we were able to like we felt like we needed enough dust to settle.

Yeah, of course. But now the program's dialed.

Yeah. Yeah.

Now the program's dialed and deliveryy's smooth. And so the only thing that's

smooth. And so the only thing that's happening right now is you're focused on loving on these guys and running your own businesses. It doesn't need to be

own businesses. It doesn't need to be heavy, but like we fill out, we've got 45 spots in Black Belt. It fills up every single month. And I think by the time I get back, it'll be full for next

month. And then I'm going to send an

month. And then I'm going to send an email which goes um the two most magical words in the whole wide world are sold out.

Everybody wants to be where it's at. You

know, if you ever go out looking for like Thai for dinner or Vietnamese for dinner or Indian or whatever and there's two restaurants side by side and this one's full and that one's empty, you go to the full one because it's good. So,

we need to tell people that it's sold out and then say um all the spots for May are now full. Um and you can get on

the early bird for um for June or super simple landing page just like just straight to the sales page. Oh,

okay.

Yeah. So, if we if like because you're not selling anything, it's just sign up for the weight list.

We can do we can do one or two if we're doing weight list it's exactly what you said it's a landing page be notified first when we go live um but we also do like when black belt sells out for a month for a couple of

days we're like hey it's full bunch of people missed out you can jump if the timing wasn't quite right but you know you want to do this you can get in right now early for the next cohort so you don't miss out and we pre-sell them and

we collect the money and they they're ready for like so by the time we get to that moment next time we've already got Eight or 15 of the spots gone.

Yes. Makes your life so much easier.

We're selling from a place of comfort. Yeah. [laughter] Instead of

comfort. Yeah. [laughter] Instead of instead of it being a fire drill like we have to close this much, you spent this much on ads.

A million%.

So I think the the biggest opportunity honestly for you guys is like you crushed this 10day period.

Yeah.

But then we've got this six week period where all we need to do is send people to the wait list.

And so all of the CTAs which were like you buy my thing just get flipped over to we're full right now. Jump on the wait list for next time. And then you end up with this, you know, this

beautiful pocket of people who are ready before you open up to everybody. You go

to the wait list version. You say, "Hey, we're um next week we're opening up to everybody. You're on the wait list. You

everybody. You're on the wait list. You

get first dibs.

Um jump in now cuz in 3 days time we've only got x number of spots. and in 3 days time we're going to go to everybody and they'll get it.

Does the weight list page does it need to have like all the information about what the program is?

Our wet list pages are literally just an opt-in page. It's like black belt's full

opt-in page. It's like black belt's full right now.

But that's because you talk like people really like people who follow you like really know.

Do you smell that?

I'm smelling excuses coming.

No. Well, okay. I guess I guess what I'm trying to say is like if we were to if we if we were to post on our story or from a piece of content like sign up

for the weight list for this Yeah. Something cool is coming in two

Yeah. Something cool is coming in two months time. Click here to be notified

months time. Click here to be notified first.

Okay. So it doesn't need to be like check out this whole landing page with our VSSL with No, it's it's literally it's a headline and an email capture form.

Okay. Are you hitting those people up quite a bit in this lull period? Like

letting them know about wins or you should be. I don't I do nothing with it because I'm a lazy [ __ ] All I do is a couple of days before we go to everybody. We say the subject line is

everybody. We say the subject line is weight list and then whatever the subject line is. It's like, hey, you're on the wait list. Um we're about to open up to x number of people on our list and our social audience and ads. You guys

get first dibs. Um click here to get in before everybody else. And that's all we do.

Cool.

Cool.

That's like that's free money aligned.

So I think your job in the lull is build weight list.

Mhm.

And it doesn't have to be like every day. But like if we're already posting

day. But like if we're already posting on stories and we're sending emails, then we may as well send some people to the weight list and at least get your make your next job. I'm starting from

10% or 20% full, not from scratch.

Yeah. Yep. Yep. Yep. Yep. Email, right?

Oh, the fun one. only if it's fun. Like

I'm down. No, I like I like writing them. I just think that like we've been

them. I just think that like we've been so in a in a fire drill of like how we've been running it that email is like my last priority when I know after talking to you today how important it is.

How important it can be.

How important it can be.

So I think the most important thing is permission to not do anything.

Yeah.

Like I'm not on all the channels. Would

probably crush on LinkedIn. I'm not on LinkedIn. I'm not on Tik Tok or X or any

LinkedIn. I'm not on Tik Tok or X or any of the places. I do Instagram and I do YouTube and then email. So if you had to think about like if I wanted to create a piece of content, obviously you're great at video and there's four cameras here

and all that stuff. Is video where it starts for you?

Yes.

Yeah. So then I go if is there something that we said on on video that would make a great email?

And like instead of it being two jobs, can it be like you know as a trellboard like I've got an idea for a video.

How can I break this down?

Yeah. Maybe I outline the video, then I shoot the video. Next step is can I remix this into something else into a carousel or into email? Um,

how often if I'm on your list, how often do I hear from you now? I get like once a week.

Yeah.

Just about the pod though, like we're not I'm not doing what we should be doing.

Even if you just add a a super signature to the bottom.

P.S.

P.S. Yep. Whenever you're ready, here's three ways we can help you, you know, make money as a videographer.

Okay.

Subscribe to the YouTube channel. uh

work with us for 6 weeks to get yourself to 10 grand a month. Click here to join to be notified first. Even if that's all you added, that works. You ever like put on a pair of pants you haven't worn for a while and you find like 20 bucks in the pocket? It's like that except it's

the pocket? It's like that except it's like five grand a couple times a week.

It's amazing.

Um shout out to Dean Jackson for the super signature. It's great.

super signature. It's great.

Um if I was to add an extra email a week, the only thing that happens is you make more money. And so I'd be like, "What's the

Well, that's easy because the show we we kind of just uh do a little bit of a summary like top three takeaways from the show.

We could make it very about videography or a shoot or something we did and I just have we have so many stories, you know, stories are killer. Mhm.

Um, so many wins, so many L's, like every everything.

And and they could be your stories.

Yeah. I was on on a shoot.

Yeah. Friends stories,

client stories from the cohort.

Yep.

Yeah. In the cohort, do you interview people who crush?

Yes.

Yes.

Yeah. So, turn that into an email.

Yeah. You're so right.

Yeah. Meet Omar. uh when we met he was working construction, had a camera, watched all the YouTubes, was a big risk to join us, but he did and he's just signed his first deal. We're super

stoked. His three things that Omar did.

PS join my cohort.

Dude, I'm not I'm not going to sleep tonight dog.

So much work to be done in a good way. I

love it.

So long as the work is it wants to feel like fun.

Obviously, not every day is going to be like No, this is fun. This is exciting.

This is fun. This is like, and I think the the magic is if you think about emails like one more [ __ ] thing and I like I'm looking at a blank screen and I have to like touch. I mean,

that's hard.

No, it's not though. It's it's it's easy. Especially cuz there's two of us.

easy. Especially cuz there's two of us.

Like technically we could add in two two more.

Um, it's also interesting. I think we're in a really good place. I think that when we when we realized we should go back to this, we were like, [ __ ] we're starting

from scratch again. But it's not actually like that.

Yeah. I think and it was just it was so stressful to think about you had this great thing going and we paused it which is like dude we've all done the dumb thing. Of

course.

Yeah.

But now you're back.

I'm glad. No, I'm super glad we got to talk to you about it though just today and over this because it's eased my anxiety. Like I think that it was it

anxiety. Like I think that it was it felt like earthshattering but it's like we know the stuff. The curriculum is done. The winds are there. the students

done. The winds are there. the students

have done what they've done. It's like

and what's epic is that you've got a program that's super dialed and actually works and now your job is like instead of just being like six times a year we stress for 10 days now it's like six times a year we open for 10 days and we

got the rest of the time to build some demand.

Yes.

And the magic like your content gets at least for me my content gets so much better when I don't have to sell.

Yeah.

If the cohort's done and we just get to like go full unhinged mode and let it rip. People like these guys are [ __ ]

rip. People like these guys are [ __ ] gangsters. I want to be on on their

gangsters. I want to be on on their team.

Yeah. I also think that like it's funny because the first time the first time we did it like we did it three times before we ended up switching. The first time it was like

switching. The first time it was like let's try this thing.

And then the second time was like okay now we actually like before it was we've done it for ourselves. We know what works. Let's

works. Let's teach it package it. Then it's like okay we now have it packaged. We also have client testimonial testimonials so it's easier to sell. Yeah.

And then the third time um it was like let's have a really nice VSSL and create even a better landing page whatever. And

now we're at a point where we're like all the assets are built.

All the assets are built. Now we just have to work on marketing more leads.

Dude, I think that's killer. I think

this thing can like we're at 40 and 50 right now. We can get to 80 without

right now. We can get to 80 without doing without adding much. I think the biggest opportunity is let's stay in touch with people in the lull.

Send people to wait list. If you got the energy for it, then anytime a client has a sick win, let's grab them for 5 minutes at the end of the Zoom and or even just at the start like who's got a win. They report and you go, "Great.

win. They report and you go, "Great.

Let's ask them questions right now."

Everyone in the cohort gets super inspired. Plus, you get a clip that you

inspired. Plus, you get a clip that you can use.

Oh, that's interesting.

That's interesting.

So because I like that we would do at the beginning of each one we'd do who's got to win. Yeah. And they would be cool like it it would be like quick too week one week two be like oh I just closed a 3K deal and people like I want to close a 3K deal you know.

So it's great for everybody who's in the program like [ __ ] I should be doing the work and he he is or she is and they got the okay I need to up my game.

But also if you clip that then that's that's an email that's a video and the marketing kind of writes itself. Mhm.

Do you think cuz during our podcast you were like a lot of people come into this and they don't believe it in themselves that they can turn their program or their coaching

business into seven figures. And I feel like I kind of have a little bit of that limiting belief as well. So I would love to just borrow some of yours.

Yeah.

Yes. 1,000% this can be a million dollars and it's not that far away.

Okay.

Yeah. Because the like you've already done the hard stuff. You got a program that actually works and you built a [ __ ] audience.

Yeah.

Okay. So, if I can do it for people who like don't know [ __ ] yet, I don't love that just to be clear. But if you've got an audience that like you've got runs on the board for yourself, you've helped

other people do it, and there's a never- ending stream of people who who want to become a videographer or turn their hobby into a full-time gig.

And that that was the other thing, too, that we were kind of worried about. I

was like, but after really thinking through it, I'm like, there is going to be till the dawn of time videographers.

As long as there's cameras, there's going to be dudes who want to use cameras.

Exactly. And there's always going to be brands or people like us who need content. Like there will always be

content. Like there will always be someone or something to film, you know, until the robots take over.

Well, that's what we were kind of worried about with like how AI is going.

But I don't think I think some industries will be very affected but will be affected but it's like an AI you can't you can't AI a wedding and other stuff like that.

Yeah that's right. You totally can't.

Why is the why has the bride got six fingers? Don't even worry about it.

fingers? Don't even worry about it.

Which speaker do I put the ring on? I

don't know the middle one. Um yeah I think that's good. Uh the only thing we didn't talk about yet was recurring.

Yeah.

And I think the easiest opportunity is to offer extension. So, you've done six weeks, it was killer, you got these results, you know, you've made some progress, you got the basics, but you're just in that lag time between like I've started the implement and I'm getting

the wins. Would you like to stick around

the wins. Would you like to stick around a little bit longer?

And do you just do would you just do it monthly or would you say like it's kind of till you don't want to do it? It's

I would do it till I don't want to do it.

X amount of month say it just keeps going.

Yeah, I think so. That's easy.

How do you segment though the group?

Like do we need to do like a separate WhatsApp group for the people that end up doing that and then the people that don't? Like we do it all in Discord.

don't? Like we do it all in Discord.

That's where we like everyone lives. But

like, okay, say like I want to continue on. You're getting an extra call a

on. You're getting an extra call a month. How the hell do I keep track of

month. How the hell do I keep track of all those people?

Why do you need to keep track? Why don't

you just keep them in the same Yeah. I don't think we need a separate

Yeah. I don't think we need a separate thing.

Okay.

And they like, as long as they're paying, they get access to the next cohort when it goes live.

But what about the people that see like they're done with the six week, you kick them out, pull them out?

Yeah.

Okay.

Is that what happens right now?

No. Uhuh. They just they just stay in the Discord.

Okay. So I think there's like there's access to content and coaching and community and you get to choose which bits they retain access to and which bits they lose.

I see.

They probably keep access to the content forever.

Yeah.

Is that right?

Yes.

Yeah. They lose the co they lose the coaching.

So I would just go, hey, if you want to keep access stuff and maybe you do set up a different channel or something, different channel and then they get access to the calls.

And so if there's a live cohort, they can join those calls. If you're in between cohorts, they get a call maybe it's twice a month with either of you guys.

I think that's the easy way of like it's not when like we go hard for six weeks and then if you're in like momentum mode and like keep going until you hit the win. I think that's totally fine. The

win. I think that's totally fine. The

other option is ascension, but I wouldn't worry about that yet until I've got this front end dialed and then when you find someone gangster you just hire them to work on your team.

[snorts] [laughter] Yeah, I like it.

Is that cool?

Yeah. So, if we just summarize like organic, I think we're pretty good. I

reckon we keep it on the on the 50 Oops.

505 channel. Uh, for long form, I think we just need to point people at opportunity to join or join weight list.

Um, for the LOL, I think it's, you know, always be promoting, which is weight list.

Uh, I'd love us to go to two maybe three times a week email. I did I used to do weekly and then twice and then three times and now we're daily. The only

thing that's happened is we've made more money.

Wow. You're sending daily emails.

Yeah. But everyone's

they like it. Yeah. They like the emails. It's not some [ __ ] It's

emails. It's not some [ __ ] It's like it's not some [ __ ] It's like, "Hey, me again. Buy buy something." That's

me again. Buy buy something." That's

lame.

Yes. Yes. Yes.

Um my rule is if I'm doing a promo, if I pull a CTA out, does the email still work? So, if I'm in a campaign, yeah,

work? So, if I'm in a campaign, yeah, there'll be one email which is like, "Hey, I'm doing this thing. Do you want to join us?" But then the pain email, the proof email, the promise email, the the plan, all that stuff has got to stand on its own two feet. Yes, there's

a CTA at the end and it ties in. But if

you pull the CTA out, it's not just a straight pitch. It's useful. So the

straight pitch. It's useful. So the

thing that makes someone more likely to read the next email was, was the last one good? So if you just you look at

one good? So if you just you look at through the lens of useful utility, um, and then little bit of BTS,

your personality would go a long way. So

I reckon we go to two or three depending on workload. Start with two and you go

on workload. Start with two and you go just like every alternate you you write an extra one this week, you do one next week. I think

there's an opportunity in behind the scenes like I think that would I think that would kill.

That content is the best too.

Yeah.

Like it does it damn near does better than the spot.

Yeah. And then I think um if we're if we're in a coaching call and a client's had a win, let's just go everyone shares their wins and you're like, "Oh um Maria, that sounds amazing. Can we dig into that for five minutes? Just do a

quick hot seat interview just off the cuff. that gets shared to everybody on

cuff. that gets shared to everybody on list.

Um, PS, we're closed right now, but click here to be notified when we open.

That's epic. And then, um, recurring. I

think I think I'd put that on the optional list rather than a have to right now the extension.

What do you think it would look like if we were to do that? Because there there was a every group we've ever done, there's there's someone who's like, "Oh, I hit 15 or $20,000 a month." But now

the problem is they've now created a worse job. So they've made they've made

worse job. So they've made they've made more and they're they don't know how to delegate.

Yeah. Every program solves one problem and creates another.

Yes. They're like, I don't know a team.

I don't know who to hire. Like what are the roles I need to hire? And that's I'd say the point where we're at now where it's like we're dealing with these multi- these like six figure jobs and we know who you need to hire. We can give

you names in specific cities if you need those people.

So then your options are like do does it feel like a bigger opportunity for you to go hey you've loved the stuff but you're not quite there yet stick around or to go hey you've crushed it and you want to next level it?

I think the first I think the first I think we'll have much more people at the first.

So then I would I would do that.

Okay.

I got a bunch of clients who launch a higherend thing and for some of them it's the right move and for some of them they jumped a bit early and they end up building this thing that's like heavy.

I'd rather just do extend because it doesn't take any extra delivery from you guys and you can do a send later if it makes sense.

And what do you think like pricing wise versus how many calls a month?

Cuz right now in between cohorts there's no calls. Is that right?

no calls. Is that right?

Yeah. No calls.

I think it's like one to two calls a month.

Oh, that's it.

Yeah, cuz we were thinking weekly.

I mean it can be weekly but right it's going to start it's easier to add things than to take them away.

Yeah. send you BP. I'm like, "Yo, I was like, hey, you've got the basics. We've

done the intense sprint. Now we're in in momentum mode. You can ask questions

momentum mode. You can ask questions async in the Discord."

Yeah, I think that's probably what it is.

Makes more sense. And then just have a private thing for them, a channel just for the alumni.

And then the the meeting is like, "Hey, this is the link. It's on the third Thursday or whatever." Okay.

That's what I would do. I keep it super lean. It doesn't have to make a ton of

lean. It doesn't have to make a ton of money right now. It just has to give people a way to stay engaged.

Mhm.

And it wants to start light and we can add deliverables to it later, but let's keep it super lean. Otherwise, you'll

end up resenting it because there's like the first time you do it, there'll be five dudes and you're spending like Yeah. hours and hours and hours. Okay,

Yeah. hours and hours and hours. Okay,

that makes sense.

Pricing wise, how much is it's 3K for 6 weeks?

Yeah.

So, but it it's typic a lot of people decide to do like 500 bucks for 55% of them do the payment plan.

So, again, price is super elastic and you can change it anytime. I would start super low so it feels like a complete no-brainer. And if it's So it's like 500

no-brainer. And if it's So it's like 500 bucks a week right now. Is that is if you divvy it up?

Oh yeah. Yeah. Yeah. I get what you're saying. Yes.

saying. Yes.

So I'd probably just go half of 250 a month to stay with us.

Yeah.

Okay.

It's little.

So it just wants to be a no-brainer.

Mhm.

It's like how would you like to get more for longer for less? Oh yes, please.

I'll have that.

I think I'd start there.

I like that.

Just for your first like five or 10 guys. And once you hit that, then you

guys. And once you hit that, then you get to go, okay, well it's working. I'll

bump it. Has this been helpful?

So helpful. My god. Can I frame these?

Yeah, of course. Um, can we do best things? What was most most useful?

things? What was most most useful?

I think the most useful thing is the lull period. Like that is the biggest

lull period. Like that is the biggest bottleneck by far. And it because it's felt like we were in a fire drill when it end like when the we done we're done selling. I'm like, "Oh my god." But then

selling. I'm like, "Oh my god." But then I'm like, "I need to fulfill." And then we crush fulfillment and then it's like, "Oh god, we're in it again." Like we're selling again. We're doing a workshop.

selling again. We're doing a workshop.

We're making 30 ads in a week. So that

gives us I think a very clear roadmap for the longevity of it to actually make it sustainable cuz doing it like supreme we are not supreme. It ain't working for us you

supreme. It ain't working for us you know.

Yeah that's good.

Yeah I agree. I think the low period I also

I agree. I think the low period I also think that like we know about the organic stuff.

We're just not doing it.

Yeah. And I think just sometimes hearing it it's like yeah no no [ __ ] [ __ ] Yeah. But we could have gone really deep

Yeah. But we could have gone really deep in there, but I honestly you guys know what to do.

Email and email I think too is just so underrated. Like there is no way to

underrated. Like there is no way to capture new people. And like in the very beginning, I know it's sounds ridiculous like you give me more leads, I can close more people, but like that is the fundamental constraint for us right now

is we don't have enough. And there's

hundreds of thousands of people that could benefit from this. They just don't even know our names. They don't know we exist.

Yeah.

You know, so parliament is you don't they don't know your names. And a lot of it is you don't know their names.

Yes. And so the nice thing about email is you get their names and now we've got it. We own the relationship.

it. We own the relationship.

I also think a great part is just going after the other competitors harder.

Yeah. And you don't name names, but you name types.

We can eat them alive and it's the truth. And they're just their brands

truth. And they're just their brands that they have aren't they don't even scratch the surface.

Yeah.

So hammer into that.

Yeah. And I think the angles there are these dudes don't even run a video thing or they did and it got hard. And so now they figured out that the easiest way to make money is just to sell what they used to do to people like you.

Or they're I'm going to tell you exactly what they're going to teach you. They're

going to teach you to go after boring businesses and we didn't get into this to shoot the boring stuff.

I think that's a great angle.

Yeah, cuz it's money and fun.

Mhm.

I think Yeah, I know. I saw one ad that was that. I think that's killer.

was that. I think that's killer.

Mhm.

You're the man, dude. This is going to be so fun. God,

dude. This is going to be so fun. God,

I can't wait.

So fun. [laughter]

Epic.

Yeah. Let's call this done. Yeah, that

was so