WEBVTT 00:00:00.000 --> 00:00:03.120 Please share with me your first, last name, where 00:00:03.120 --> 00:00:05.080 you're located, and the name of your business, 00:00:05.360 --> 00:00:08.859 books, or anything else you do. Sure. My name 00:00:08.859 --> 00:00:11.400 is Nathalie Doremieux, and I live in the south 00:00:11.400 --> 00:00:14.839 of France, and I run a business with my husband. 00:00:14.960 --> 00:00:16.899 This is a family business called the Membership 00:00:16.899 --> 00:00:19.800 Lab, and we've been in business for 19 years. 00:00:20.219 --> 00:00:24.940 What? Congratulations. I love that. So please 00:00:24.940 --> 00:00:27.899 do me a favor and elaborate on the business, 00:00:28.019 --> 00:00:31.199 the Membership Lab. Yeah, sure. So obviously, 00:00:31.359 --> 00:00:34.340 the business has evolved a lot, right, in 19 00:00:34.340 --> 00:00:37.880 years. But basically, we created this business 00:00:37.880 --> 00:00:41.399 when we moved back to France from the US, because 00:00:41.399 --> 00:00:44.840 we met at school. And then after school, we were 00:00:44.840 --> 00:00:47.039 like, okay, let's live the American dream. So 00:00:47.039 --> 00:00:49.500 let's move to the US and try to find a job there. 00:00:49.579 --> 00:00:52.299 And because we were software engineers. It was 00:00:52.299 --> 00:00:56.979 pretty easy at the time, you know, 1995. So we 00:00:56.979 --> 00:00:59.179 did that state 10 years. And when we got back, 00:00:59.380 --> 00:01:02.820 we basically said, well, let's build a business. 00:01:02.920 --> 00:01:04.599 You know, we're moving back to France for the 00:01:04.599 --> 00:01:06.540 lifestyle. You know, that really was the key. 00:01:07.239 --> 00:01:10.420 And what do we know how to do? Software, right? 00:01:10.500 --> 00:01:14.340 Because we're software engineers. So we did all 00:01:14.340 --> 00:01:17.140 the mistakes. you know that you could possibly 00:01:17.140 --> 00:01:20.659 do which like stay within your expertise and 00:01:20.659 --> 00:01:23.140 ignore the things that you don't know and that 00:01:23.140 --> 00:01:27.819 scare you sales marketing you know all that stuff 00:01:27.819 --> 00:01:31.459 we created software that we thought were amazing 00:01:31.459 --> 00:01:34.379 that never sold because everybody was telling 00:01:34.379 --> 00:01:37.599 us you need to be the first people to sell it 00:01:37.599 --> 00:01:40.799 and i was like no way i'm not a salesperson so 00:01:40.799 --> 00:01:45.019 learn quickly not quickly enough that at the 00:01:45.019 --> 00:01:47.859 beginning you have to wear different hats yes 00:01:47.859 --> 00:01:51.219 but then you can strategically think okay this 00:01:51.219 --> 00:01:54.599 is not forever this is the next step and then 00:01:54.599 --> 00:01:56.980 i have in mind that i want to delegate this later 00:01:56.980 --> 00:02:02.040 so it evolved turns out we did not ended up building 00:02:02.040 --> 00:02:04.900 software anymore and really we really got into 00:02:04.900 --> 00:02:07.980 e -learning with website development because 00:02:07.980 --> 00:02:10.199 it was online make more sense we could reach 00:02:10.729 --> 00:02:14.030 you know uh the whole world absolutely and then 00:02:14.030 --> 00:02:18.270 e -learning because e -learning made felt like 00:02:18.270 --> 00:02:22.430 this is something that people monetize so they 00:02:22.430 --> 00:02:25.949 are more inclined to spend money you know and 00:02:25.949 --> 00:02:28.229 invest in something that is going to make them 00:02:28.229 --> 00:02:32.449 money right so and and then we really got hooked 00:02:32.449 --> 00:02:37.229 with e -learning and how bad it was i mean to 00:02:37.229 --> 00:02:41.520 this day most courses people only come like there 00:02:41.520 --> 00:02:43.639 only three to five percent of people that complete 00:02:43.639 --> 00:02:46.539 course and That doesn't seem to bother people 00:02:46.539 --> 00:02:49.719 that keep selling courses on teachable and think 00:02:49.719 --> 00:02:51.860 if you can all that stuff Yeah, they're like 00:02:51.860 --> 00:02:54.479 they go for volume. So if you go for volume, 00:02:54.599 --> 00:02:57.780 okay But from for us my husband and I was like, 00:02:57.819 --> 00:03:00.960 how can we improve the e -learning? So that's 00:03:00.960 --> 00:03:04.270 what we've been working on um really working 00:03:04.270 --> 00:03:07.050 with people that want to create an experience 00:03:07.050 --> 00:03:10.430 inside i really understand that it's when people 00:03:10.430 --> 00:03:14.210 get results that they stay that they buy more 00:03:14.210 --> 00:03:16.969 from you that you get the testimonial the case 00:03:16.969 --> 00:03:19.349 studies that you can use in your marketing so 00:03:19.349 --> 00:03:23.110 it all comes back to you right so if you get 00:03:23.110 --> 00:03:25.430 your people to be successful that's how you get 00:03:25.430 --> 00:03:27.449 you're gonna get to speak successful right i 00:03:27.449 --> 00:03:30.590 think it's a sales guarding that is saying um 00:03:31.280 --> 00:03:34.819 If you want to be more successful, you have to 00:03:34.819 --> 00:03:37.659 help more people. Yeah, yeah, yeah, yeah. I think 00:03:37.659 --> 00:03:43.500 that's him. So that's, you know, that's basically 00:03:43.500 --> 00:03:48.080 where it's been evolving. And then when AI came, 00:03:48.360 --> 00:03:51.099 so for us, that was like four or five years ago. 00:03:51.139 --> 00:03:54.539 Now it's like everybody, you have AI coaches 00:03:54.539 --> 00:03:57.860 and AI experts everywhere, right? day i would 00:03:57.860 --> 00:04:00.280 say four or five years like you had to be a developer 00:04:00.280 --> 00:04:04.819 and you had to like dig right and you know and 00:04:04.819 --> 00:04:08.099 really trial and errors and and things you know 00:04:08.099 --> 00:04:10.479 to really create something so it was really like 00:04:10.479 --> 00:04:13.659 development it was not like the the no code that 00:04:13.659 --> 00:04:18.819 everybody talks about now and that we've we've 00:04:18.819 --> 00:04:21.040 been using ai we've been trying to figure out 00:04:21.040 --> 00:04:26.379 how to use ai to accelerate clients I mean, you 00:04:26.379 --> 00:04:29.079 can use it for your business and stuff. But our 00:04:29.079 --> 00:04:32.920 primary focus was like, how can we use that as 00:04:32.920 --> 00:04:36.319 a tool to accelerate, provide better support? 00:04:36.600 --> 00:04:39.360 Yeah. On top of what people are already doing. 00:04:39.579 --> 00:04:44.199 Yeah. And then the next thing, because, you know, 00:04:44.220 --> 00:04:49.139 always keeping in mind that what every business 00:04:49.139 --> 00:04:54.439 wants and needs is money, sales. But for that, 00:04:54.439 --> 00:04:57.910 they need leads. Yeah. So then how can we use 00:04:57.910 --> 00:05:00.990 AI to help people get more leads? And that's 00:05:00.990 --> 00:05:03.170 how we came up with our latest product, which 00:05:03.170 --> 00:05:06.430 is for podcasters on how you turn a podcast episode 00:05:06.430 --> 00:05:10.449 like this. Yes. And then with AI, you create 00:05:10.449 --> 00:05:16.709 a customized lead magnet. Yes. To basically take 00:05:16.709 --> 00:05:19.970 action on what they are learning. So that's basically 00:05:19.970 --> 00:05:22.790 the evolution. Like I gave you like a very quick. 00:05:23.980 --> 00:05:27.620 It's OK. And I love that because there was one 00:05:27.620 --> 00:05:31.879 thing that you said that I fall victim of is 00:05:31.879 --> 00:05:35.600 getting on a program that's on a Web site and 00:05:35.600 --> 00:05:39.199 never finishing the program. I honestly don't 00:05:39.199 --> 00:05:41.779 know what that's about. You know, and as you 00:05:41.779 --> 00:05:45.610 had developed this out of the 19 years. were 00:05:45.610 --> 00:05:48.410 you able to see what that was you know the is 00:05:48.410 --> 00:05:51.310 it the engagement is it the lack of information 00:05:51.310 --> 00:05:55.250 the excitement i'm just very curious yeah so 00:05:55.250 --> 00:05:58.670 it's actually a combination of things but it 00:05:58.670 --> 00:06:01.649 also has evolved so i don't know if you remember 00:06:01.649 --> 00:06:06.350 back in like in 2013 i think is when i bought 00:06:06.350 --> 00:06:08.470 like my first course like two three thousand 00:06:08.470 --> 00:06:12.949 you'd get the course then you'd get weekly calls 00:06:12.949 --> 00:06:15.899 for like six or eight weeks Then you get maybe 00:06:15.899 --> 00:06:19.920 a Facebook group if you're lucky. But in the 00:06:19.920 --> 00:06:22.459 Facebook group, it's like, oh, you cannot tag 00:06:22.459 --> 00:06:24.540 the person because it's going to be overwhelming 00:06:24.540 --> 00:06:27.540 for her, right? So she's not approachable. You 00:06:27.540 --> 00:06:29.980 cannot ask a question or anything like that. 00:06:30.120 --> 00:06:33.240 And after the six weeks, she leaves the Facebook 00:06:33.240 --> 00:06:36.800 group and you're done. And most people in this 00:06:36.800 --> 00:06:39.800 group have not completed. Some are overwhelmed. 00:06:40.220 --> 00:06:43.699 Some are almost there. but most of them are like 00:06:43.699 --> 00:06:46.680 even giving up you know when people say well 00:06:46.680 --> 00:06:50.379 don't worry you have access for life yes yeah 00:06:50.379 --> 00:06:54.939 well it's just collecting dust you know so this 00:06:54.939 --> 00:06:58.360 doesn't work anymore yeah the problem with this 00:06:58.360 --> 00:07:00.800 is that they would always manage to get 10 20 00:07:00.800 --> 00:07:04.319 30 people that made it and that would be their 00:07:04.319 --> 00:07:06.560 case studies and they would say oh look this 00:07:06.560 --> 00:07:11.689 is working oh like this is the thing like Like, 00:07:11.709 --> 00:07:14.970 gosh, like I can't stand that because this is 00:07:14.970 --> 00:07:18.610 so hypocrite. Yeah. Look how it's working. This 00:07:18.610 --> 00:07:21.129 is how much money I made. A course should not 00:07:21.129 --> 00:07:24.250 be the success of a course should not be based 00:07:24.250 --> 00:07:26.990 on how much money you made, but how much impact 00:07:26.990 --> 00:07:30.689 you had on people. And they are not even tracking 00:07:30.689 --> 00:07:32.850 progress. So they don't even know that means 00:07:32.850 --> 00:07:35.029 that deep down they don't even care. And they 00:07:35.029 --> 00:07:37.769 are about volume. Yeah. So that was the problem. 00:07:37.889 --> 00:07:41.759 Now, why people were not getting results? Some 00:07:41.759 --> 00:07:46.399 people got tricked into the marketing message. 00:07:47.180 --> 00:07:50.660 Unfortunately, our ability to sell and market 00:07:50.660 --> 00:07:55.360 has nothing to do with our ability to teach or 00:07:55.360 --> 00:07:58.360 coach or mentor, right? We can be great at something, 00:07:58.540 --> 00:08:01.680 have an amazing course, and it will never sell 00:08:01.680 --> 00:08:04.680 because it's a different strategy. Same goes 00:08:04.680 --> 00:08:07.399 for marketing and sales. Good marketing and salespeople 00:08:07.399 --> 00:08:09.620 can sell you anything. They can sell you the 00:08:09.620 --> 00:08:13.529 dream. Right? And then it doesn't happen or there 00:08:13.529 --> 00:08:17.750 is something missing. I think that fundamentally 00:08:17.750 --> 00:08:21.110 what is missing in this program is not looking 00:08:21.110 --> 00:08:26.089 at what do people really need in order to get 00:08:26.089 --> 00:08:29.149 a result. It used to be content, content. You 00:08:29.149 --> 00:08:31.089 know, this is my expertise, so I'm going to do 00:08:31.089 --> 00:08:33.110 a video, I'm going to share something, and I'm 00:08:33.110 --> 00:08:35.490 telling them what to do and that should be enough. 00:08:35.990 --> 00:08:40.460 Content is a commodity now. People need support 00:08:40.460 --> 00:08:45.980 and accountability. But they also need to be 00:08:45.980 --> 00:08:50.559 the right people. That means that if you got 00:08:50.559 --> 00:08:53.480 people to join because you gave them like a huge 00:08:53.480 --> 00:08:55.580 discount and you said it will never be available 00:08:55.580 --> 00:08:58.419 again. And so they join, but they don't really 00:08:58.419 --> 00:09:01.120 need it. The pain is not there. They're not going 00:09:01.120 --> 00:09:03.759 to be committed. So you need committed people. 00:09:05.300 --> 00:09:09.120 yeah yeah yeah the people that cannot put time 00:09:09.120 --> 00:09:11.259 in the calendar and self block this time because 00:09:11.259 --> 00:09:14.340 i bought this course and i want the outcome so 00:09:14.340 --> 00:09:17.200 very often what happens when people don't finish 00:09:17.200 --> 00:09:21.620 is either they get overwhelmed the course is 00:09:21.620 --> 00:09:24.919 going in at such a pace that they are not allowing 00:09:24.919 --> 00:09:28.360 people for like you have to catch the train otherwise 00:09:28.360 --> 00:09:30.899 you're left behind and when you're too behind 00:09:31.519 --> 00:09:33.899 But typically, the course that is going to have 00:09:33.899 --> 00:09:39.320 a week for catch up, really bad idea. Why? Because 00:09:39.320 --> 00:09:41.379 you're planting the seed that there is a potential 00:09:41.379 --> 00:09:43.240 that they're going to be late at this point. 00:09:43.539 --> 00:09:46.639 Right? Oh, I'm going to add a week where we don't 00:09:46.639 --> 00:09:49.320 do anything so people can catch up. So people 00:09:49.320 --> 00:09:52.559 are not signing up to stuff. And basically, you're 00:09:52.559 --> 00:09:54.879 telling them that they're going to be late before 00:09:54.879 --> 00:09:59.639 they even start. Right? So I think it's all that 00:09:59.639 --> 00:10:03.080 dynamic that has changed. And now people want 00:10:03.080 --> 00:10:06.580 support, but they want support right away. They 00:10:06.580 --> 00:10:08.519 don't want to have to wait. And that's why AI 00:10:08.519 --> 00:10:11.539 is so amazing now, right? They want also accountability. 00:10:12.200 --> 00:10:16.120 They want this learning, doing, learning, doing. 00:10:16.379 --> 00:10:18.759 They don't want to watch one hour of video. They 00:10:18.759 --> 00:10:21.299 want to watch a shorter video, and then you get 00:10:21.299 --> 00:10:25.230 them things to do. if they are not able to do 00:10:25.230 --> 00:10:27.250 this because they are stuck do you have tools 00:10:27.250 --> 00:10:31.149 for them to help them whether it is ai or something 00:10:31.149 --> 00:10:35.529 else to get to that next decision that they are 00:10:35.529 --> 00:10:38.370 making right yeah so i think it's all of this 00:10:38.370 --> 00:10:41.389 yeah yeah and it and it it definitely sounds 00:10:41.389 --> 00:10:43.710 very familiar and as i mentioned you know that 00:10:43.710 --> 00:10:45.809 was that's things that i experience is the fact 00:10:45.809 --> 00:10:48.889 that i either get bored or that support is no 00:10:48.889 --> 00:10:51.629 longer there or i have to i have to search for 00:10:51.629 --> 00:10:55.090 the support to get the support so what sets you 00:10:55.090 --> 00:10:58.309 apart natalie what sets the membership lab apart 00:10:58.309 --> 00:11:02.730 from everyone else so i would say what sets us 00:11:02.730 --> 00:11:07.929 apart is this idea and people get sometimes they 00:11:07.929 --> 00:11:11.250 they get they're surprised but then they understand 00:11:11.250 --> 00:11:13.049 and they are relieved and they appreciate that 00:11:13.049 --> 00:11:15.669 is that when somebody comes to me with an idea 00:11:15.669 --> 00:11:19.460 there are clients where i do say no I'm not going 00:11:19.460 --> 00:11:21.419 to build your membership because you're not ready. 00:11:21.940 --> 00:11:25.299 And even I had a program at one point where I 00:11:25.299 --> 00:11:27.179 was helping people getting their first member 00:11:27.179 --> 00:11:30.600 for their membership, their program. And I said, 00:11:30.740 --> 00:11:34.080 they start talking about their idea. We don't 00:11:34.080 --> 00:11:36.179 talk about tools. You know, I build the tech, 00:11:36.320 --> 00:11:39.279 but I never talk about the tools. I'm like, are 00:11:39.279 --> 00:11:40.980 we going to talk about the tools? They know we're 00:11:40.980 --> 00:11:42.940 not going to talk about the tools now because 00:11:42.940 --> 00:11:45.769 the tools is the thing to make it happen. Until 00:11:45.769 --> 00:11:48.549 we figure out what the thing is, I'm not going 00:11:48.549 --> 00:11:50.389 to overwhelm you with tools you need to buy. 00:11:50.629 --> 00:11:53.970 Let's talk about your idea. And what I'm trying 00:11:53.970 --> 00:11:58.049 to gauge is how excited are they about this idea 00:11:58.049 --> 00:12:02.129 and why they are doing it. And even in my program, 00:12:02.409 --> 00:12:04.649 you know, there are like several, I was like, 00:12:04.710 --> 00:12:06.950 well, the way you're talking about it, I'm sorry. 00:12:07.129 --> 00:12:09.629 Like if I would say to you, like, I'm sorry, 00:12:09.809 --> 00:12:11.909 but like, I don't see like. the big excitement 00:12:11.909 --> 00:12:14.669 so tell me more why why right and we talk and 00:12:14.669 --> 00:12:18.169 we talk until something like service this this 00:12:18.169 --> 00:12:20.529 is how you need to feel because if you don't 00:12:20.529 --> 00:12:23.330 feel it how do you expect people to feel it yes 00:12:23.330 --> 00:12:26.309 yes yes and there are people in that program 00:12:26.309 --> 00:12:29.269 that ended up not launching a membership yeah 00:12:29.269 --> 00:12:31.769 yeah yeah and they put a program and they didn't 00:12:31.769 --> 00:12:34.440 but they still thank me Because they're like, 00:12:34.519 --> 00:12:36.759 no, I know I'm not stuck in something and wondering, 00:12:36.879 --> 00:12:39.740 why am I procrastinating? Because that's not 00:12:39.740 --> 00:12:41.620 what you're supposed to do. That's not your vision. 00:12:41.879 --> 00:12:47.000 It's the thing that you feel is the next right 00:12:47.000 --> 00:12:49.779 thing. And you're like, well, it sounds hard 00:12:49.779 --> 00:12:52.220 because it's putting out of my comfort zone. 00:12:52.899 --> 00:12:56.559 But if it's not exciting you at the same time, 00:12:56.620 --> 00:13:00.679 then it tells you something, right? So that's 00:13:00.679 --> 00:13:02.960 how I go. I go like, tell me about your idea. 00:13:03.059 --> 00:13:05.860 Why do you want to do this? OK, you want to do 00:13:05.860 --> 00:13:08.919 this because your course doesn't sell because 00:13:08.919 --> 00:13:12.419 your coaching program is too expensive. So you 00:13:12.419 --> 00:13:14.320 want to do something cheaper. I'm like, those 00:13:14.320 --> 00:13:17.240 are not good reasons. Yeah, yeah, yeah, yeah. 00:13:17.299 --> 00:13:19.299 They are not good reasons. A membership is not 00:13:19.299 --> 00:13:23.220 easier to sell than a 5K or 10K coaching program. 00:13:23.659 --> 00:13:27.200 It's not. Yeah. Right. So what it is that you 00:13:27.200 --> 00:13:29.019 really, really want and people don't know what 00:13:29.019 --> 00:13:32.169 they want. no no and then when they get what 00:13:32.169 --> 00:13:34.789 they think they want then they don't really want 00:13:34.789 --> 00:13:38.710 it so i definitely get that so what happens is 00:13:38.710 --> 00:13:41.330 that when we get there and i have somebody yep 00:13:41.330 --> 00:13:44.289 i know exactly that is the person that is going 00:13:44.289 --> 00:13:46.649 to say if something doesn't work she's going 00:13:46.649 --> 00:13:48.230 to try another way and they're going to keep 00:13:48.230 --> 00:13:50.629 trying and keep she's going to keep trying because 00:13:50.629 --> 00:13:53.990 she wants to get there versus when somebody tries 00:13:53.990 --> 00:13:56.950 something and the first launch doesn't work or 00:13:56.950 --> 00:13:59.110 it doesn't go as planned Well, I'm going to go 00:13:59.110 --> 00:14:02.049 and do something else now. Well, then that was 00:14:02.049 --> 00:14:04.070 not really a vision, right? You are just trying 00:14:04.070 --> 00:14:06.769 the spaghetti on the wall and see what sticks, 00:14:06.929 --> 00:14:11.049 right? And that's no way to run a scalable, profitable 00:14:11.049 --> 00:14:15.110 business. Tell me about your vision today. Yeah, 00:14:15.129 --> 00:14:19.110 sure. So the vision today is, so I'm turning, 00:14:19.250 --> 00:14:26.250 gosh, 54 this year. Looking good, looking good. 00:14:27.069 --> 00:14:30.250 So I'm turning 54 and my husband is older than 00:14:30.250 --> 00:14:33.929 me. So we are thinking retirement, right? So 00:14:33.929 --> 00:14:41.669 the vision now is not about creating new things, 00:14:41.830 --> 00:14:45.950 you know, like it's about establishing a strong 00:14:45.950 --> 00:14:48.830 foundation where we can start to remove ourselves 00:14:48.830 --> 00:14:50.789 from the business. And that's why we're going 00:14:50.789 --> 00:14:55.879 back to the software, right? Which we is... is 00:14:55.879 --> 00:14:58.879 the the idea right that's how we started the 00:14:58.879 --> 00:15:01.139 business in the first place i love to say that 00:15:01.139 --> 00:15:03.919 i was not born an entrepreneur my husband was 00:15:03.919 --> 00:15:06.480 the entrepreneur he wanted to start the business 00:15:06.480 --> 00:15:09.299 so i kind of like went with him so we can do 00:15:09.299 --> 00:15:13.980 this together and um and so it's nice that we 00:15:13.980 --> 00:15:16.259 are going back like full circle and now going 00:15:16.259 --> 00:15:18.179 back to software because software is something 00:15:18.179 --> 00:15:21.080 where i don't have to show up he doesn't have 00:15:21.080 --> 00:15:24.470 to show up it is sellable right it is recurring 00:15:24.470 --> 00:15:27.669 income which is something i love somebody as 00:15:27.669 --> 00:15:31.450 someone who's not an entrepreneur by but in my 00:15:31.450 --> 00:15:34.049 genes you know in my bones i love scalability 00:15:34.049 --> 00:15:38.049 so that's why i love the recurring system because 00:15:38.049 --> 00:15:40.850 i know exactly how we start our months and things 00:15:40.850 --> 00:15:44.909 like that um that that all makes sense now right 00:15:44.909 --> 00:15:48.370 so um i think that everything that we went through 00:15:48.960 --> 00:15:51.759 It's just leading up to where we are. And you, 00:15:51.840 --> 00:15:54.059 when we say you are exactly to be where you're 00:15:54.059 --> 00:15:57.440 supposed to be, like even what we are doing kind 00:15:57.440 --> 00:16:01.799 of like nails with a domain name that we bought 00:16:01.799 --> 00:16:04.960 20 years ago, 19 years ago, just to tell you 00:16:04.960 --> 00:16:08.299 how like the full circle, we had a moment. I 00:16:08.299 --> 00:16:10.100 think that was this weekend. We were like, wow, 00:16:10.259 --> 00:16:14.460 we could use this, you know? So it's that's the 00:16:14.460 --> 00:16:17.539 vision we have is creating something that is 00:16:17.539 --> 00:16:20.740 scalable. And that, you know, we can keep running 00:16:20.740 --> 00:16:23.220 for like 10, 20 years. Thank you for being here 00:16:23.220 --> 00:16:25.120 today. I'm really happy that you tuned in to 00:16:25.120 --> 00:16:27.559 Vision Pros Live. I'm looking forward to seeing 00:16:27.559 --> 00:16:30.620 your reactions as these episodes continue to 00:16:30.620 --> 00:16:32.320 move forward. This is going to get more and more 00:16:32.320 --> 00:16:34.639 fun. We'll have more and more engagement as well. 00:16:34.679 --> 00:16:36.580 We'll invite people to participate in the show. 00:16:36.720 --> 00:16:38.759 And thank you for giving us your time and attention. 00:16:39.080 --> 00:16:41.679 Have an excellent time building out your vision 00:16:41.679 --> 00:16:43.080 and becoming a vision pro yourself.