1 00:00:00,000 --> 00:00:02,320 All right, so welcome to this deep dive. 2 00:00:02,320 --> 00:00:07,520 And today we're going practical, really practical strategies for online businesses. 3 00:00:07,520 --> 00:00:08,200 I like it. 4 00:00:08,200 --> 00:00:13,600 And we're going to base this deep dive off an article called Internet Business Models, 5 00:00:13,600 --> 00:00:15,440 the review that changes everything. 6 00:00:15,440 --> 00:00:16,560 Okay. 7 00:00:16,560 --> 00:00:21,240 And the cool thing about this article is that it's told from the perspective of an entrepreneur 8 00:00:21,240 --> 00:00:25,800 who starts out struggling and they eventually stumble upon this guide called Internet Business 9 00:00:25,800 --> 00:00:28,120 Models on Digistore 24. 10 00:00:28,120 --> 00:00:28,640 Okay. 11 00:00:28,640 --> 00:00:31,960 And this guide is like it completely changes their business. 12 00:00:31,960 --> 00:00:36,800 So they were in the trenches and they found something that helped them get out. 13 00:00:36,800 --> 00:00:37,720 Exactly. 14 00:00:37,720 --> 00:00:39,360 I mean, that's always more compelling to hear about. 15 00:00:39,360 --> 00:00:39,760 Right. 16 00:00:39,760 --> 00:00:40,320 Over sure. 17 00:00:40,320 --> 00:00:44,120 When you hear strategies that actually work for somebody who's been where you are, 18 00:00:44,120 --> 00:00:44,760 Yeah. 19 00:00:44,760 --> 00:00:47,240 It just makes it feel more real. 20 00:00:47,240 --> 00:00:47,960 More attainable. 21 00:00:47,960 --> 00:00:48,360 Yeah. 22 00:00:48,360 --> 00:00:50,480 It's like having a mentor who's already been through it. 23 00:00:50,480 --> 00:00:51,000 Exactly. 24 00:00:51,000 --> 00:00:52,120 And knows the pitfalls. 25 00:00:52,120 --> 00:00:52,800 Yeah. 26 00:00:52,800 --> 00:00:57,920 So this entrepreneur, their first attempt at launching a digital course, total flop. 27 00:00:57,920 --> 00:01:02,000 But that failure led them to this game-changing guide. 28 00:01:02,000 --> 00:01:02,560 Okay. 29 00:01:02,560 --> 00:01:06,400 Which led to a whole new way of thinking about product launches. 30 00:01:06,400 --> 00:01:08,840 So failure can be a good thing sometimes. 31 00:01:08,840 --> 00:01:09,040 Right. 32 00:01:09,040 --> 00:01:10,680 I mean, that's often the case in business. 33 00:01:10,680 --> 00:01:10,920 Yeah. 34 00:01:10,920 --> 00:01:13,000 When things don't work out the way we planned. 35 00:01:13,000 --> 00:01:13,400 Right. 36 00:01:13,400 --> 00:01:15,320 We're forced to look for different solutions. 37 00:01:15,320 --> 00:01:15,960 Yeah. 38 00:01:15,960 --> 00:01:17,280 And this is a perfect example. 39 00:01:17,280 --> 00:01:18,160 Exactly. 40 00:01:18,160 --> 00:01:22,560 This entrepreneur discovered the power of pre-launch marketing. 41 00:01:22,560 --> 00:01:26,800 And that seems so obvious now that you say it, but it's like why didn't I think of that? 42 00:01:26,800 --> 00:01:28,560 Yeah. It's overlooked a lot. 43 00:01:28,560 --> 00:01:35,200 So instead of just announcing a product out of the blue, they realized you need to generate 44 00:01:35,200 --> 00:01:35,960 excitement. 45 00:01:35,960 --> 00:01:37,720 You need to generate buzz. 46 00:01:37,720 --> 00:01:38,400 Absolutely. 47 00:01:38,400 --> 00:01:39,720 Way before that launch date. 48 00:01:39,720 --> 00:01:40,640 Way before, yeah. 49 00:01:40,640 --> 00:01:42,280 And build that anticipation. 50 00:01:42,280 --> 00:01:42,640 Yeah. 51 00:01:42,640 --> 00:01:46,120 I mean, anticipation is huge at the powerful psychological tool. 52 00:01:46,120 --> 00:01:49,880 Think about like how excited you get before a movie premiere. 53 00:01:49,880 --> 00:01:50,240 Yeah. 54 00:01:50,240 --> 00:01:52,080 Or a concert you've been looking forward to. 55 00:01:52,080 --> 00:01:52,520 Right. 56 00:01:52,520 --> 00:01:56,040 That anticipation makes the actual experience even better. 57 00:01:56,040 --> 00:01:57,280 That is so true. 58 00:01:57,280 --> 00:01:57,880 Yeah. 59 00:01:57,880 --> 00:02:00,640 You get invested in the idea before you even have it. 60 00:02:00,640 --> 00:02:01,080 Yeah. 61 00:02:01,080 --> 00:02:05,680 So how did this entrepreneur actually put this into practice? 62 00:02:05,680 --> 00:02:08,760 So they started planning their launch months in advance. 63 00:02:08,760 --> 00:02:09,200 OK. 64 00:02:09,200 --> 00:02:14,720 Really engaging with their audience, giving sneak peeks behind the scenes of the development process. 65 00:02:14,720 --> 00:02:15,480 OK. 66 00:02:15,480 --> 00:02:19,760 A great example is they did this Instagram countdown campaign. 67 00:02:19,760 --> 00:02:20,680 Ooh. 68 00:02:20,680 --> 00:02:21,400 I love that. 69 00:02:21,400 --> 00:02:22,040 Yeah. 70 00:02:22,040 --> 00:02:25,480 So every day leading up to the launch. 71 00:02:25,480 --> 00:02:26,920 OK. 72 00:02:26,920 --> 00:02:28,840 They would post updates on their stories. 73 00:02:28,840 --> 00:02:29,200 OK. 74 00:02:29,200 --> 00:02:32,000 Teasing different features, answering questions. 75 00:02:32,000 --> 00:02:36,280 And they were really building a community around their product before they even launched it. 76 00:02:36,280 --> 00:02:37,240 So smart. 77 00:02:37,240 --> 00:02:38,640 And the daily updates. 78 00:02:38,640 --> 00:02:39,000 Yeah. 79 00:02:39,000 --> 00:02:40,240 It keeps it top of mind. 80 00:02:40,240 --> 00:02:41,400 Top of mind, exactly. 81 00:02:41,400 --> 00:02:43,320 It gives people a reason to keep coming back. 82 00:02:43,320 --> 00:02:43,800 Yep. 83 00:02:43,800 --> 00:02:44,760 And it worked. 84 00:02:44,760 --> 00:02:45,280 OK. 85 00:02:45,280 --> 00:02:47,600 When they launched, they were flooded with pre-orders. 86 00:02:47,600 --> 00:02:48,200 Oh, wow. 87 00:02:48,200 --> 00:02:48,560 Yeah. 88 00:02:48,560 --> 00:02:51,400 It was a complete 180 from their first launch. 89 00:02:51,400 --> 00:02:52,320 That's incredible. 90 00:02:52,320 --> 00:02:52,600 Yeah. 91 00:02:52,600 --> 00:02:52,840 OK. 92 00:02:52,840 --> 00:02:55,920 So pre-launch marketing, huge, huge. 93 00:02:55,920 --> 00:02:59,800 But even with a great product and a killer pre-launch strategy. 94 00:02:59,800 --> 00:03:00,320 Yeah. 95 00:03:00,320 --> 00:03:01,680 You still got to reach the right people. 96 00:03:01,680 --> 00:03:02,440 Absolutely. 97 00:03:02,440 --> 00:03:03,960 And that's where advertising comes in. 98 00:03:03,960 --> 00:03:04,440 That's right. 99 00:03:04,440 --> 00:03:07,280 And this entrepreneur really struggled with this initially. 100 00:03:07,280 --> 00:03:07,440 Yeah. 101 00:03:07,440 --> 00:03:10,080 They were doing the classic spaghetti at the wall approach. 102 00:03:10,080 --> 00:03:10,880 What's that? 103 00:03:10,880 --> 00:03:14,040 That's where you just throw everything out there and see what sticks. 104 00:03:14,040 --> 00:03:15,200 It's so common. 105 00:03:15,200 --> 00:03:15,680 Yeah. 106 00:03:15,680 --> 00:03:17,000 But it's so costly. 107 00:03:17,000 --> 00:03:19,240 It's like throwing money down the drain. 108 00:03:19,240 --> 00:03:19,920 Literally. 109 00:03:19,920 --> 00:03:20,400 Yeah. 110 00:03:20,400 --> 00:03:21,640 And it's ineffective. 111 00:03:21,640 --> 00:03:25,200 So what did they do to turn their advertising around? 112 00:03:25,200 --> 00:03:28,560 So the guide that they found really 113 00:03:28,560 --> 00:03:31,800 helped them understand this concept called audience segmentation. 114 00:03:31,800 --> 00:03:32,880 OK. 115 00:03:32,880 --> 00:03:35,360 And that's instead of trying to reach everyone 116 00:03:35,360 --> 00:03:37,760 with just like a really generic message, 117 00:03:37,760 --> 00:03:41,760 they learn to identify their ideal customer 118 00:03:41,760 --> 00:03:43,840 and tailor their ads just for them. 119 00:03:43,840 --> 00:03:45,640 It makes sense when you put it that way. 120 00:03:45,640 --> 00:03:47,440 Like you're not going to market hiking boots 121 00:03:47,440 --> 00:03:49,640 to someone who climbs Mount Everest the same way 122 00:03:49,640 --> 00:03:50,840 you market them to me. 123 00:03:50,840 --> 00:03:51,480 Exactly. 124 00:03:51,480 --> 00:03:52,800 Different needs. 125 00:03:52,800 --> 00:03:53,520 Different desires. 126 00:03:53,520 --> 00:03:56,000 You have to speak directly to your target audience. 127 00:03:56,000 --> 00:04:02,240 So this entrepreneur decided to target a niche audience 128 00:04:02,240 --> 00:04:03,560 of digital marketers. 129 00:04:03,560 --> 00:04:04,200 OK. 130 00:04:04,200 --> 00:04:07,760 So they shifted from these broad generic ads 131 00:04:07,760 --> 00:04:12,200 to laser focused ads that address the specific pain points 132 00:04:12,200 --> 00:04:13,720 that digital marketers face. 133 00:04:13,720 --> 00:04:17,200 So they were saying like, hey, I understand your struggles 134 00:04:17,200 --> 00:04:18,480 and I have a solution. 135 00:04:18,480 --> 00:04:18,880 That's that. 136 00:04:18,880 --> 00:04:20,480 That's got to be way more effective. 137 00:04:20,480 --> 00:04:21,720 Way more effective. 138 00:04:21,720 --> 00:04:23,600 Than just a generic sales pitch. 139 00:04:23,600 --> 00:04:24,160 Absolutely. 140 00:04:24,160 --> 00:04:25,200 And the results showed it. 141 00:04:25,200 --> 00:04:25,520 OK. 142 00:04:25,520 --> 00:04:26,960 Their cost per click went down. 143 00:04:26,960 --> 00:04:27,360 OK. 144 00:04:27,360 --> 00:04:28,560 Conversion rates went up. 145 00:04:28,560 --> 00:04:29,760 That's amazing. 146 00:04:29,760 --> 00:04:31,560 Proof that understanding your audience 147 00:04:31,560 --> 00:04:34,160 can make your advertising dollars go so much further. 148 00:04:34,160 --> 00:04:35,000 So much further. 149 00:04:35,000 --> 00:04:35,640 Yeah. 150 00:04:35,640 --> 00:04:38,000 But let's move on to the nitty gritty of actually running 151 00:04:38,000 --> 00:04:39,120 an online business. 152 00:04:39,120 --> 00:04:39,600 Right. 153 00:04:39,600 --> 00:04:41,880 Managing logistics, fulfilling orders. 154 00:04:41,880 --> 00:04:42,480 The fun stuff. 155 00:04:42,480 --> 00:04:44,000 The fun stuff. 156 00:04:44,000 --> 00:04:47,800 This entrepreneur faced a whole new set of challenges 157 00:04:47,800 --> 00:04:50,800 when it came to e-commerce and drop shipping. 158 00:04:50,800 --> 00:04:51,280 Yeah. 159 00:04:51,280 --> 00:04:53,600 The world of supply chains and logistics 160 00:04:53,600 --> 00:04:56,040 can be a real pain point for online businesses. 161 00:04:56,040 --> 00:04:58,400 Especially those relying on drop shipping. 162 00:04:58,400 --> 00:04:58,880 Yeah. 163 00:04:58,880 --> 00:05:01,480 It sounds like they were selling phone accessories 164 00:05:01,480 --> 00:05:04,080 and they had unreliable suppliers. 165 00:05:04,080 --> 00:05:05,840 Constant shipping delays. 166 00:05:05,840 --> 00:05:06,360 Not good. 167 00:05:06,360 --> 00:05:08,120 Customer complaints galore. 168 00:05:08,120 --> 00:05:09,960 Yeah. 169 00:05:09,960 --> 00:05:12,000 That's not a good recipe for success. 170 00:05:12,000 --> 00:05:13,960 A lot of people don't think about that side of things. 171 00:05:13,960 --> 00:05:15,880 They focus so much on marketing and sales. 172 00:05:15,880 --> 00:05:16,880 Right. 173 00:05:16,880 --> 00:05:19,880 But you've got to have a smooth fulfillment process. 174 00:05:19,880 --> 00:05:20,920 It's essential. 175 00:05:20,920 --> 00:05:23,280 So what were some of the key lessons that they learned? 176 00:05:23,280 --> 00:05:23,480 OK. 177 00:05:23,480 --> 00:05:25,800 So the biggest one. 178 00:05:25,800 --> 00:05:26,960 Vet your suppliers. 179 00:05:26,960 --> 00:05:28,200 OK. 180 00:05:28,200 --> 00:05:30,240 You can't just go with the cheapest option. 181 00:05:30,240 --> 00:05:30,680 Got it. 182 00:05:30,680 --> 00:05:33,000 You've got to do your due diligence. 183 00:05:33,000 --> 00:05:33,640 Makes sense. 184 00:05:33,640 --> 00:05:34,760 Check their track record. 185 00:05:34,760 --> 00:05:35,800 Make sure they're reliable. 186 00:05:35,800 --> 00:05:37,920 So it's almost like choosing a business partner. 187 00:05:37,920 --> 00:05:38,520 It is. 188 00:05:38,520 --> 00:05:38,800 It is. 189 00:05:38,800 --> 00:05:40,520 You wouldn't just partner with anybody. 190 00:05:40,520 --> 00:05:41,040 Exactly. 191 00:05:41,040 --> 00:05:42,400 You've got to make sure you trust them. 192 00:05:42,400 --> 00:05:42,880 Yep. 193 00:05:42,880 --> 00:05:44,040 That you have the same values. 194 00:05:44,040 --> 00:05:46,160 And that they can deliver. 195 00:05:46,160 --> 00:05:46,960 OK. 196 00:05:46,960 --> 00:05:47,960 So what else did they learn? 197 00:05:47,960 --> 00:05:51,120 So they also learned about the importance 198 00:05:51,120 --> 00:05:55,160 of aligning their product choices with their passions. 199 00:05:55,160 --> 00:05:58,840 You see, this entrepreneur, they ended up pivoting away 200 00:05:58,840 --> 00:06:00,280 from those phone accessories. 201 00:06:00,280 --> 00:06:00,800 OK. 202 00:06:00,800 --> 00:06:03,360 And toward something that they were much more passionate about. 203 00:06:03,360 --> 00:06:03,760 OK. 204 00:06:03,760 --> 00:06:05,480 Sustainable living products. 205 00:06:05,480 --> 00:06:07,480 So they brought their heart into their business. 206 00:06:07,480 --> 00:06:07,840 They did. 207 00:06:07,840 --> 00:06:08,600 They did. 208 00:06:08,600 --> 00:06:10,120 Did this have a positive impact? 209 00:06:10,120 --> 00:06:10,560 Oh, yeah. 210 00:06:10,560 --> 00:06:11,360 It was a game changer. 211 00:06:11,360 --> 00:06:12,040 OK. 212 00:06:12,040 --> 00:06:15,040 They found much more reliable suppliers. 213 00:06:15,040 --> 00:06:15,520 OK. 214 00:06:15,520 --> 00:06:17,200 Their customers were happier. 215 00:06:17,200 --> 00:06:18,360 Mm-hmm. 216 00:06:18,360 --> 00:06:22,560 And they themselves felt much more fulfilled 217 00:06:22,560 --> 00:06:23,440 by what they were selling. 218 00:06:23,440 --> 00:06:24,240 I love that. 219 00:06:24,240 --> 00:06:24,560 Yeah. 220 00:06:24,560 --> 00:06:25,880 A win, win, win. 221 00:06:25,880 --> 00:06:30,280 It's a great reminder that success isn't just about profits. 222 00:06:30,280 --> 00:06:32,840 It's also about finding a business model that 223 00:06:32,840 --> 00:06:34,200 aligns with your values. 224 00:06:34,200 --> 00:06:34,760 Absolutely. 225 00:06:34,760 --> 00:06:36,560 That brings you a sense of purpose. 226 00:06:36,560 --> 00:06:37,200 For sure. 227 00:06:37,200 --> 00:06:38,720 But let's be real. 228 00:06:38,720 --> 00:06:41,920 Sometimes you need to make those big sales 229 00:06:41,920 --> 00:06:44,320 to really feel like your business is thriving. 230 00:06:44,320 --> 00:06:44,760 Yeah. 231 00:06:44,760 --> 00:06:47,400 So how did this entrepreneur tackle 232 00:06:47,400 --> 00:06:51,200 the challenge of selling high ticket products and services? 233 00:06:51,200 --> 00:06:51,480 Yeah. 234 00:06:51,480 --> 00:06:53,880 Selling high ticket items, it's a different ball game. 235 00:06:53,880 --> 00:06:54,240 OK. 236 00:06:54,240 --> 00:06:56,760 It requires a different mindset, a different approach. 237 00:06:56,760 --> 00:06:59,000 This entrepreneur, they initially 238 00:06:59,000 --> 00:07:01,560 struggled to sell their premium courses and coaching 239 00:07:01,560 --> 00:07:02,880 programs. 240 00:07:02,880 --> 00:07:05,200 They had a hard time convincing people 241 00:07:05,200 --> 00:07:06,720 to make that big investment. 242 00:07:06,720 --> 00:07:07,480 Yeah. 243 00:07:07,480 --> 00:07:08,800 I could see how that would be tough. 244 00:07:08,800 --> 00:07:08,960 Yeah. 245 00:07:08,960 --> 00:07:10,040 You're not just selling a product, 246 00:07:10,040 --> 00:07:11,360 you're selling a transformation. 247 00:07:11,360 --> 00:07:11,680 Yeah. 248 00:07:11,680 --> 00:07:13,320 An investment in someone's future. 249 00:07:13,320 --> 00:07:14,080 Exactly. 250 00:07:14,080 --> 00:07:14,680 Yeah. 251 00:07:14,680 --> 00:07:18,160 So this guy that they found offered some valuable insight 252 00:07:18,160 --> 00:07:21,440 into how to crack the code of high ticket sales. 253 00:07:21,440 --> 00:07:21,880 OK. 254 00:07:21,880 --> 00:07:23,880 And it really emphasized two key principles. 255 00:07:23,880 --> 00:07:24,440 OK. 256 00:07:24,440 --> 00:07:27,000 Creating a strong value proposition 257 00:07:27,000 --> 00:07:28,960 and cultivating a sense of exclusivity. 258 00:07:28,960 --> 00:07:29,240 OK. 259 00:07:29,240 --> 00:07:30,680 So let's unpack this a little bit. 260 00:07:30,680 --> 00:07:31,200 Right. 261 00:07:31,200 --> 00:07:34,400 So what does it mean to create a strong value proposition 262 00:07:34,400 --> 00:07:36,480 when you're selling something high ticket? 263 00:07:36,480 --> 00:07:40,240 So it goes beyond just listing features and benefits. 264 00:07:40,240 --> 00:07:44,240 You need to clearly articulate the tangible outcomes 265 00:07:44,240 --> 00:07:48,440 that someone will achieve by investing in your product 266 00:07:48,440 --> 00:07:49,040 or service. 267 00:07:49,040 --> 00:07:49,920 OK. 268 00:07:49,920 --> 00:07:51,160 How will it change their life? 269 00:07:51,160 --> 00:07:51,640 OK. 270 00:07:51,640 --> 00:07:52,880 How will it change their business? 271 00:07:52,880 --> 00:07:53,320 OK. 272 00:07:53,320 --> 00:07:54,920 How will it help them reach their goals? 273 00:07:54,920 --> 00:07:56,720 So it's not just about what they're getting. 274 00:07:56,720 --> 00:07:58,680 It's about how their life's going to change. 275 00:07:58,680 --> 00:07:59,080 Exactly. 276 00:07:59,080 --> 00:08:00,400 Because of what they're getting. 277 00:08:00,400 --> 00:08:01,640 The transformation. 278 00:08:01,640 --> 00:08:02,160 Yeah. 279 00:08:02,160 --> 00:08:04,080 So what about exclusivity? 280 00:08:04,080 --> 00:08:04,360 Yeah. 281 00:08:04,360 --> 00:08:09,000 How do you make a high ticket item feel exclusive? 282 00:08:09,000 --> 00:08:11,040 Well, you want to create a sense of scarcity 283 00:08:11,040 --> 00:08:12,840 and desirability. 284 00:08:12,840 --> 00:08:15,920 Make people feel like they're part of something special 285 00:08:15,920 --> 00:08:17,200 that not everyone has access to. 286 00:08:17,200 --> 00:08:17,760 OK. 287 00:08:17,760 --> 00:08:19,880 So this could be like limited spots in a program. 288 00:08:19,880 --> 00:08:20,480 Got it. 289 00:08:20,480 --> 00:08:23,520 Or a bonus that's only offered to the first few buyers. 290 00:08:23,520 --> 00:08:25,760 Or access to a private community. 291 00:08:25,760 --> 00:08:26,120 OK. 292 00:08:26,120 --> 00:08:29,280 I can see how that would elevate the perceived value. 293 00:08:29,280 --> 00:08:29,800 Exactly. 294 00:08:29,800 --> 00:08:31,480 Make people want to jump on board. 295 00:08:31,480 --> 00:08:32,440 Yeah. 296 00:08:32,440 --> 00:08:35,520 So how did this entrepreneur put these principles 297 00:08:35,520 --> 00:08:36,840 into practice? 298 00:08:36,840 --> 00:08:39,800 So they decided to host a free webinar 299 00:08:39,800 --> 00:08:42,000 to showcase their high ticket coaching program. 300 00:08:42,000 --> 00:08:42,880 OK. 301 00:08:42,880 --> 00:08:44,760 But this wasn't your typical webinar. 302 00:08:44,760 --> 00:08:47,160 Filled with just like fluff and sales pitches. 303 00:08:47,160 --> 00:08:47,560 OK. 304 00:08:47,560 --> 00:08:51,720 They packed it with valuable insights, real world success 305 00:08:51,720 --> 00:08:54,200 stories, actionable tips that people 306 00:08:54,200 --> 00:08:55,920 get implement right away. 307 00:08:55,920 --> 00:08:57,800 So they were giving away real value. 308 00:08:57,800 --> 00:08:58,400 Real value. 309 00:08:58,400 --> 00:08:58,920 Up front. 310 00:08:58,920 --> 00:08:59,400 Up front. 311 00:08:59,400 --> 00:09:00,800 Establishing credibility. 312 00:09:00,800 --> 00:09:01,440 That's smart. 313 00:09:01,440 --> 00:09:02,080 It was. 314 00:09:02,080 --> 00:09:05,360 And they use the interactive format of the webinar 315 00:09:05,360 --> 00:09:07,360 to connect with potential customers. 316 00:09:07,360 --> 00:09:07,840 OK. 317 00:09:07,840 --> 00:09:09,240 Answer their questions. 318 00:09:09,240 --> 00:09:10,240 Build relationships. 319 00:09:10,240 --> 00:09:12,640 So it sounds like they really nailed the combination 320 00:09:12,640 --> 00:09:14,520 of value and exclusivity. 321 00:09:14,520 --> 00:09:15,160 Yeah. 322 00:09:15,160 --> 00:09:16,320 Did it pay off? 323 00:09:16,320 --> 00:09:16,880 It did. 324 00:09:16,880 --> 00:09:19,760 The webinar generated a surge in interest. 325 00:09:19,760 --> 00:09:20,320 OK. 326 00:09:20,320 --> 00:09:22,800 And sales for their coaching program. 327 00:09:22,800 --> 00:09:24,000 That's incredible. 328 00:09:24,000 --> 00:09:24,280 Yeah. 329 00:09:24,280 --> 00:09:25,440 People saw the value. 330 00:09:25,440 --> 00:09:27,280 They felt the exclusivity. 331 00:09:27,280 --> 00:09:28,600 And they were ready to invest. 332 00:09:28,600 --> 00:09:29,640 So inspiring. 333 00:09:29,640 --> 00:09:30,000 Yeah. 334 00:09:30,000 --> 00:09:34,840 It shows that even high ticket sales can be successful. 335 00:09:34,840 --> 00:09:35,440 They can. 336 00:09:35,440 --> 00:09:37,520 When you have the right strategy in place. 337 00:09:37,520 --> 00:09:38,360 Absolutely. 338 00:09:38,360 --> 00:09:39,520 I am curious though. 339 00:09:39,520 --> 00:09:40,200 Yeah. 340 00:09:40,200 --> 00:09:44,800 How did they handle the transition from this free webinar 341 00:09:44,800 --> 00:09:46,640 to their paid coaching program? 342 00:09:46,640 --> 00:09:47,120 Yeah. 343 00:09:47,120 --> 00:09:50,360 Did people feel like they were being tricked or pressured? 344 00:09:50,360 --> 00:09:50,880 Yeah. 345 00:09:50,880 --> 00:09:52,000 That's a great question. 346 00:09:52,000 --> 00:09:52,520 Yeah. 347 00:09:52,520 --> 00:09:56,200 The transition from a free offer to a paid one. 348 00:09:56,200 --> 00:09:57,080 It can be tricky. 349 00:09:57,080 --> 00:09:57,480 Yeah. 350 00:09:57,480 --> 00:10:01,160 But this entrepreneur handled it masterfully. 351 00:10:01,160 --> 00:10:02,280 Let me tell you about it. 352 00:10:02,280 --> 00:10:05,000 So instead of doing like a hard sell at the end of the webinar. 353 00:10:05,000 --> 00:10:05,920 OK. 354 00:10:05,920 --> 00:10:08,200 They focused on building those connections. 355 00:10:08,200 --> 00:10:08,600 OK. 356 00:10:08,600 --> 00:10:10,680 Providing even more value. 357 00:10:10,680 --> 00:10:14,320 They invited people to schedule a free consultation call. 358 00:10:14,320 --> 00:10:15,480 Oh, OK. 359 00:10:15,480 --> 00:10:18,000 So they could talk about their individual needs and goals. 360 00:10:18,000 --> 00:10:20,080 So it was less about like pushing the sale. 361 00:10:20,080 --> 00:10:20,280 Right. 362 00:10:20,280 --> 00:10:22,200 And more about building that relationship. 363 00:10:22,200 --> 00:10:22,360 Yeah. 364 00:10:22,360 --> 00:10:23,560 Getting to know the person. 365 00:10:23,560 --> 00:10:23,840 Yeah. 366 00:10:23,840 --> 00:10:24,960 And understanding their challenges. 367 00:10:24,960 --> 00:10:25,640 Exactly. 368 00:10:25,640 --> 00:10:26,120 OK. 369 00:10:26,120 --> 00:10:27,600 And then during those consultations. 370 00:10:27,600 --> 00:10:27,840 Yeah. 371 00:10:27,840 --> 00:10:29,320 That's where they could really personalize 372 00:10:29,320 --> 00:10:30,400 their recommendations. 373 00:10:30,400 --> 00:10:30,840 OK. 374 00:10:30,840 --> 00:10:34,160 Demonstrate how their coaching program 375 00:10:34,160 --> 00:10:36,440 could address the specific needs. 376 00:10:36,440 --> 00:10:37,680 So smart. 377 00:10:37,680 --> 00:10:37,880 Yeah. 378 00:10:37,880 --> 00:10:40,200 They turned what could have been a point of friction. 379 00:10:40,200 --> 00:10:40,720 Right. 380 00:10:40,720 --> 00:10:42,640 Like, oh, I just went to this free webinar 381 00:10:42,640 --> 00:10:44,000 and now they're trying to sell me something. 382 00:10:44,000 --> 00:10:44,560 Yeah. 383 00:10:44,560 --> 00:10:45,040 Yeah. 384 00:10:45,040 --> 00:10:48,480 They turned it into an opportunity to deepen the relationship. 385 00:10:48,480 --> 00:10:48,960 Yeah. 386 00:10:48,960 --> 00:10:51,480 And provide a tailored solution. 387 00:10:51,480 --> 00:10:52,240 I love that. 388 00:10:52,240 --> 00:10:52,680 Yeah. 389 00:10:52,680 --> 00:10:55,920 So it's not about tricking anyone or pressuring them. 390 00:10:55,920 --> 00:10:56,560 No, no, no. 391 00:10:56,560 --> 00:10:57,040 Yeah. 392 00:10:57,040 --> 00:11:01,440 It's about creating a win-win where both sides benefit. 393 00:11:01,440 --> 00:11:04,240 I feel like we are uncovering a treasure map here. 394 00:11:04,240 --> 00:11:04,760 We are. 395 00:11:04,760 --> 00:11:05,040 We're trying. 396 00:11:05,040 --> 00:11:06,960 So online business success. 397 00:11:06,960 --> 00:11:08,200 So many good nuggets. 398 00:11:08,200 --> 00:11:10,080 But before we get too carried away. 399 00:11:10,080 --> 00:11:10,440 OK. 400 00:11:10,440 --> 00:11:11,600 Let's take a step back. 401 00:11:11,600 --> 00:11:11,880 OK. 402 00:11:11,880 --> 00:11:12,800 And just recap. 403 00:11:12,800 --> 00:11:13,760 What have we learned? 404 00:11:13,760 --> 00:11:14,000 OK. 405 00:11:14,000 --> 00:11:17,520 So one overarching theme is the importance of being proactive. 406 00:11:17,520 --> 00:11:18,520 OK. 407 00:11:18,520 --> 00:11:20,880 This entrepreneur's initial struggles. 408 00:11:20,880 --> 00:11:21,320 Yeah. 409 00:11:21,320 --> 00:11:23,960 stem from a lack of planning. 410 00:11:23,960 --> 00:11:24,280 Right. 411 00:11:24,280 --> 00:11:25,200 Lack of intention. 412 00:11:25,200 --> 00:11:25,840 Right. 413 00:11:25,840 --> 00:11:28,320 Like with those sporadic product launches 414 00:11:28,320 --> 00:11:29,960 that untargeted advertising. 415 00:11:29,960 --> 00:11:30,360 Exactly. 416 00:11:30,360 --> 00:11:31,280 They were just winging it. 417 00:11:31,280 --> 00:11:31,560 Yeah. 418 00:11:31,560 --> 00:11:32,480 Hoping for the best. 419 00:11:32,480 --> 00:11:34,400 Hoping things would magically work out. 420 00:11:34,400 --> 00:11:34,920 Yeah. 421 00:11:34,920 --> 00:11:37,280 And once they started planning ahead, 422 00:11:37,280 --> 00:11:41,360 defining their target audience, crafting those messages, 423 00:11:41,360 --> 00:11:42,480 things changed. 424 00:11:42,480 --> 00:11:45,080 It's like they went from wandering in the dark 425 00:11:45,080 --> 00:11:47,440 to navigating with a map encompass. 426 00:11:47,440 --> 00:11:48,320 Exactly. 427 00:11:48,320 --> 00:11:49,480 I love that analogy. 428 00:11:49,480 --> 00:11:50,280 It makes a big difference. 429 00:11:50,280 --> 00:11:50,600 Yeah. 430 00:11:50,600 --> 00:11:53,480 It really highlights the difference between just 431 00:11:53,480 --> 00:11:57,400 hoping to succeed and setting yourself up for success 432 00:11:57,400 --> 00:11:58,880 through strategic planning. 433 00:11:58,880 --> 00:11:59,400 Yes. 434 00:11:59,400 --> 00:12:01,200 So another key takeaway. 435 00:12:01,200 --> 00:12:03,440 Understanding your ideal customer. 436 00:12:03,440 --> 00:12:04,080 Huge. 437 00:12:04,080 --> 00:12:06,760 I mean, they were able to improve their advertising 438 00:12:06,760 --> 00:12:10,400 so much by focusing on that niche of digital marketers. 439 00:12:10,400 --> 00:12:10,720 Right. 440 00:12:10,720 --> 00:12:12,760 They took the time to really understand them. 441 00:12:12,760 --> 00:12:13,280 Yeah. 442 00:12:13,280 --> 00:12:15,320 Their pain points, their desires. 443 00:12:15,320 --> 00:12:15,760 Yeah. 444 00:12:15,760 --> 00:12:17,600 What kind of messaging would resonate? 445 00:12:17,600 --> 00:12:19,960 So it's not about trying to appeal to everyone. 446 00:12:19,960 --> 00:12:22,440 It's about narrowing your focus. 447 00:12:22,440 --> 00:12:22,920 Yeah. 448 00:12:22,920 --> 00:12:26,560 Becoming an expert in serving a specific group of people. 449 00:12:26,560 --> 00:12:27,680 Find your tribe. 450 00:12:27,680 --> 00:12:29,080 Find your tribe. 451 00:12:29,080 --> 00:12:31,480 The more you understand your ideal customer, 452 00:12:31,480 --> 00:12:32,760 the better you can serve them. 453 00:12:32,760 --> 00:12:33,120 Yeah. 454 00:12:33,120 --> 00:12:35,600 Taylor, your marketing, your messaging. 455 00:12:35,600 --> 00:12:36,080 Every. 456 00:12:36,080 --> 00:12:37,360 Even your products. 457 00:12:37,360 --> 00:12:38,320 Everything. 458 00:12:38,320 --> 00:12:40,920 What else stood out to you from this entrepreneur story? 459 00:12:40,920 --> 00:12:44,680 So their experience with e-commerce and drop shipping 460 00:12:44,680 --> 00:12:48,080 really highlights the need for a solid fulfillment process. 461 00:12:48,080 --> 00:12:48,680 Right. 462 00:12:48,680 --> 00:12:51,520 They learned that not all suppliers are created equal. 463 00:12:51,520 --> 00:12:52,160 Yeah. 464 00:12:52,160 --> 00:12:55,760 Those shipping delays and unreliable suppliers 465 00:12:55,760 --> 00:12:57,120 sounded like a nightmare. 466 00:12:57,120 --> 00:12:57,800 It was a mess. 467 00:12:57,800 --> 00:12:58,200 Yeah. 468 00:12:58,200 --> 00:13:00,760 So when you're choosing a supplier, 469 00:13:00,760 --> 00:13:02,480 don't just focus on price. 470 00:13:02,480 --> 00:13:03,000 OK. 471 00:13:03,000 --> 00:13:04,080 Vet them. 472 00:13:04,080 --> 00:13:05,440 Check their track record. 473 00:13:05,440 --> 00:13:05,920 Yeah. 474 00:13:05,920 --> 00:13:08,080 Make sure their values align with yours. 475 00:13:08,080 --> 00:13:10,200 It's like choosing a business partner all over again. 476 00:13:10,200 --> 00:13:10,840 It is. 477 00:13:10,840 --> 00:13:11,320 It is. 478 00:13:11,320 --> 00:13:11,800 Yeah. 479 00:13:11,800 --> 00:13:13,560 And I think this entrepreneur's decision 480 00:13:13,560 --> 00:13:18,040 to pivot to sustainable living products 481 00:13:18,040 --> 00:13:21,400 speaks volumes about aligning your business with your passions. 482 00:13:21,400 --> 00:13:22,040 Yes. 483 00:13:22,040 --> 00:13:25,480 Not only did it solve their supplier problems, 484 00:13:25,480 --> 00:13:27,440 but it also gave them a sense of purpose. 485 00:13:27,440 --> 00:13:29,640 It seems like their whole business transformed. 486 00:13:29,640 --> 00:13:30,240 It did. 487 00:13:30,240 --> 00:13:32,120 When they stopped chasing trends 488 00:13:32,120 --> 00:13:33,920 and started focusing on what they cared about. 489 00:13:33,920 --> 00:13:34,600 Absolutely. 490 00:13:34,600 --> 00:13:36,720 But let's talk about that webinar strategy. 491 00:13:36,720 --> 00:13:37,200 Right. 492 00:13:37,200 --> 00:13:41,280 They managed to take this high ticket item, this coaching 493 00:13:41,280 --> 00:13:45,280 program, and make it so appealing through a free webinar. 494 00:13:45,280 --> 00:13:45,640 Yeah. 495 00:13:45,640 --> 00:13:47,280 What can we learn from that? 496 00:13:47,280 --> 00:13:49,800 So it comes down to demonstrating expertise. 497 00:13:49,800 --> 00:13:50,400 OK. 498 00:13:50,400 --> 00:13:53,000 By providing real value upfront. 499 00:13:53,000 --> 00:13:53,720 Yeah. 500 00:13:53,720 --> 00:13:55,880 And then creating that sense of exclusivity. 501 00:13:55,880 --> 00:13:57,560 So they didn't just pitch their program. 502 00:13:57,560 --> 00:13:58,160 Right. 503 00:13:58,160 --> 00:14:01,880 They shared valuable insights, success stories, 504 00:14:01,880 --> 00:14:03,200 actionable tips. 505 00:14:03,200 --> 00:14:05,800 So they positioned themselves as a trusted advisor. 506 00:14:05,800 --> 00:14:06,000 Yes. 507 00:14:06,000 --> 00:14:07,840 Rather than a pushy salesperson. 508 00:14:07,840 --> 00:14:08,440 Exactly. 509 00:14:08,440 --> 00:14:11,320 And the exclusivity factor, how did they do that? 510 00:14:11,320 --> 00:14:12,960 So they followed up the webinar. 511 00:14:12,960 --> 00:14:13,880 OK. 512 00:14:13,880 --> 00:14:15,760 With those personalized consultations. 513 00:14:15,760 --> 00:14:16,440 Yeah. 514 00:14:16,440 --> 00:14:18,040 Creating that sense of scarcity. 515 00:14:18,040 --> 00:14:18,440 Right. 516 00:14:18,440 --> 00:14:19,720 Personalized attention. 517 00:14:19,720 --> 00:14:21,680 So people felt seen and heard. 518 00:14:21,680 --> 00:14:22,640 Exactly. 519 00:14:22,640 --> 00:14:24,480 That makes them want to work with you even more. 520 00:14:24,480 --> 00:14:25,200 It does. 521 00:14:25,200 --> 00:14:25,760 It does. 522 00:14:25,760 --> 00:14:26,760 They nailed it. 523 00:14:26,760 --> 00:14:27,280 They did. 524 00:14:27,280 --> 00:14:29,760 The psychology of high ticket sales. 525 00:14:29,760 --> 00:14:30,000 Yeah. 526 00:14:30,000 --> 00:14:31,520 They built trust. 527 00:14:31,520 --> 00:14:33,760 They demonstrated value. 528 00:14:33,760 --> 00:14:35,880 Made people feel special. 529 00:14:35,880 --> 00:14:37,200 It's a winning formula. 530 00:14:37,200 --> 00:14:37,800 It is. 531 00:14:37,800 --> 00:14:39,920 They created this win-win scenario. 532 00:14:39,920 --> 00:14:40,320 Yeah. 533 00:14:40,320 --> 00:14:42,480 Where they could showcase their expertise. 534 00:14:42,480 --> 00:14:42,760 Yep. 535 00:14:42,760 --> 00:14:44,440 Build relationships. 536 00:14:44,440 --> 00:14:47,400 Attract clients who were ready to invest. 537 00:14:47,400 --> 00:14:48,120 Exactly. 538 00:14:48,120 --> 00:14:49,800 You know what's even more fascinating? 539 00:14:49,800 --> 00:14:50,160 What's that? 540 00:14:50,160 --> 00:14:52,200 Is what they did after someone signed up 541 00:14:52,200 --> 00:14:53,880 for their coaching program. 542 00:14:53,880 --> 00:14:54,280 OK. 543 00:14:54,280 --> 00:14:55,680 Tell me more. 544 00:14:55,680 --> 00:14:58,840 They went above and beyond to create this really 545 00:14:58,840 --> 00:15:00,920 transformative journey for their clients. 546 00:15:00,920 --> 00:15:01,880 OK. 547 00:15:01,880 --> 00:15:04,320 So it wasn't just like here are some pre-recorded modules. 548 00:15:04,320 --> 00:15:04,880 Good luck. 549 00:15:04,880 --> 00:15:05,400 Right. 550 00:15:05,400 --> 00:15:07,800 They actually fostered a sense of community. 551 00:15:07,800 --> 00:15:08,400 OK. 552 00:15:08,400 --> 00:15:10,080 And provided personalized support. 553 00:15:10,080 --> 00:15:11,160 So it was more hands-on. 554 00:15:11,160 --> 00:15:12,000 Much more hands-on. 555 00:15:12,000 --> 00:15:12,160 Yeah. 556 00:15:12,160 --> 00:15:13,280 More interactive. 557 00:15:13,280 --> 00:15:13,640 Yeah. 558 00:15:13,640 --> 00:15:16,960 They created this private online forum. 559 00:15:16,960 --> 00:15:17,400 OK. 560 00:15:17,400 --> 00:15:19,880 Where clients could connect with each other. 561 00:15:19,880 --> 00:15:20,400 Oh, cool. 562 00:15:20,400 --> 00:15:21,560 Share their progress. 563 00:15:21,560 --> 00:15:22,760 Support one another. 564 00:15:22,760 --> 00:15:24,520 So they had like a built-in support system. 565 00:15:24,520 --> 00:15:25,120 Exactly. 566 00:15:25,120 --> 00:15:27,360 They also did regular group coaching calls. 567 00:15:27,360 --> 00:15:27,840 OK. 568 00:15:27,840 --> 00:15:30,360 To provide personalized feedback and answer 569 00:15:30,360 --> 00:15:31,640 questions in real time. 570 00:15:31,640 --> 00:15:34,920 So they were really invested in their client's success. 571 00:15:34,920 --> 00:15:35,440 They were. 572 00:15:35,440 --> 00:15:36,040 It's awesome. 573 00:15:36,040 --> 00:15:39,120 It sounds like they created this really vibrant community. 574 00:15:39,120 --> 00:15:39,520 Yeah. 575 00:15:39,520 --> 00:15:40,840 Of learning and support. 576 00:15:40,840 --> 00:15:41,400 It was. 577 00:15:41,400 --> 00:15:45,320 And it really amplified the program's impact. 578 00:15:45,320 --> 00:15:46,040 I bet. 579 00:15:46,040 --> 00:15:46,840 Yeah. 580 00:15:46,840 --> 00:15:48,760 Because people felt accountable. 581 00:15:48,760 --> 00:15:50,320 They felt supported. 582 00:15:50,320 --> 00:15:52,120 They had this sense of belonging. 583 00:15:52,120 --> 00:15:54,760 You know, it's not just about having a great product or service. 584 00:15:54,760 --> 00:15:55,360 No, it's not. 585 00:15:55,360 --> 00:15:58,320 It's about creating this whole experience. 586 00:15:58,320 --> 00:15:59,160 The whole package. 587 00:15:59,160 --> 00:16:02,040 That really nurtures and empowers your client. 588 00:16:02,040 --> 00:16:02,520 Absolutely. 589 00:16:02,520 --> 00:16:04,800 You got to shift from that transactional mindset. 590 00:16:04,800 --> 00:16:05,280 OK. 591 00:16:05,280 --> 00:16:07,240 To a more relational one. 592 00:16:07,240 --> 00:16:08,000 I like that. 593 00:16:08,000 --> 00:16:08,480 Yeah. 594 00:16:08,480 --> 00:16:10,000 Building those genuine connections. 595 00:16:10,000 --> 00:16:10,280 Yeah. 596 00:16:10,280 --> 00:16:13,400 Understanding individual needs. 597 00:16:13,400 --> 00:16:15,240 Providing that ongoing support. 598 00:16:15,240 --> 00:16:16,680 Those are the things that make a difference. 599 00:16:16,680 --> 00:16:19,120 That's what makes a difference long term. 600 00:16:19,120 --> 00:16:21,480 I feel like we've been on this incredible journey. 601 00:16:21,480 --> 00:16:21,920 We have. 602 00:16:21,920 --> 00:16:24,800 And I've got a whole new playbook for my online business. 603 00:16:24,800 --> 00:16:25,680 I'm glad to hear that. 604 00:16:25,680 --> 00:16:29,400 What are some of the most mind blowing takeaways for you? 605 00:16:29,400 --> 00:16:32,920 Well, we saw how powerful pre-launch marketing can be. 606 00:16:32,920 --> 00:16:33,600 Yeah. 607 00:16:33,600 --> 00:16:36,680 To generate excitement and build anticipation. 608 00:16:36,680 --> 00:16:40,560 It's such a simple concept, but so effective. 609 00:16:40,560 --> 00:16:41,080 It is. 610 00:16:41,080 --> 00:16:44,120 And we talked about the importance of targeted advertising. 611 00:16:44,120 --> 00:16:44,760 Yes. 612 00:16:44,760 --> 00:16:46,800 Making sure you're reaching the right people. 613 00:16:46,800 --> 00:16:47,040 Right. 614 00:16:47,040 --> 00:16:47,880 The right message. 615 00:16:47,880 --> 00:16:50,240 And we can't forget about that fulfillment process. 616 00:16:50,240 --> 00:16:50,680 Oh yeah. 617 00:16:50,680 --> 00:16:52,080 Crucial for happy customers. 618 00:16:52,080 --> 00:16:53,000 Absolutely. 619 00:16:53,000 --> 00:16:56,720 And how about aligning your business with your passions? 620 00:16:56,720 --> 00:16:57,600 That was a big one. 621 00:16:57,600 --> 00:16:59,440 A game changer for this entrepreneur. 622 00:16:59,440 --> 00:17:02,640 And creating that supportive experience for your clients. 623 00:17:02,640 --> 00:17:03,440 So important. 624 00:17:03,440 --> 00:17:05,080 You want to set them up for success. 625 00:17:05,080 --> 00:17:05,680 Yes. 626 00:17:05,680 --> 00:17:06,720 They did. 627 00:17:06,720 --> 00:17:07,000 All right. 628 00:17:07,000 --> 00:17:09,200 So as we wrap up this deep dive. 629 00:17:09,200 --> 00:17:09,840 OK. 630 00:17:09,840 --> 00:17:12,520 I want to leave our listeners with a final thought. 631 00:17:12,520 --> 00:17:14,560 I love a good thought provoking question. 632 00:17:14,560 --> 00:17:17,600 So if you had to choose just one strategy. 633 00:17:17,600 --> 00:17:17,840 OK. 634 00:17:17,840 --> 00:17:19,000 That we discussed today. 635 00:17:19,000 --> 00:17:19,520 Mm-hmm. 636 00:17:19,520 --> 00:17:22,120 To implement in your own business or project. 637 00:17:22,120 --> 00:17:22,680 OK. 638 00:17:22,680 --> 00:17:24,440 Which one would you choose? 639 00:17:24,440 --> 00:17:25,160 Oh. 640 00:17:25,160 --> 00:17:26,320 That's a tough one. 641 00:17:26,320 --> 00:17:27,600 And why? 642 00:17:27,600 --> 00:17:29,280 I think it depends on your goals. 643 00:17:29,280 --> 00:17:30,600 OK. 644 00:17:30,600 --> 00:17:33,120 Where do you see the biggest opportunity for growth? 645 00:17:33,120 --> 00:17:34,000 Yeah. 646 00:17:34,000 --> 00:17:36,400 Is it refining your pre-launch strategy? 647 00:17:36,400 --> 00:17:36,760 OK. 648 00:17:36,760 --> 00:17:39,360 Is it diving deeper into audience segmentation? 649 00:17:39,360 --> 00:17:39,880 OK. 650 00:17:39,880 --> 00:17:41,800 Maybe it's creating a more supportive community 651 00:17:41,800 --> 00:17:42,800 for your clients. 652 00:17:42,800 --> 00:17:44,000 So many good options. 653 00:17:44,000 --> 00:17:45,040 So many options. 654 00:17:45,040 --> 00:17:46,640 No right or wrong answer. 655 00:17:46,640 --> 00:17:47,200 Exactly. 656 00:17:47,200 --> 00:17:49,200 It's about finding what works for you. 657 00:17:49,200 --> 00:17:50,320 And taking action. 658 00:17:50,320 --> 00:17:50,640 Yeah. 659 00:17:50,640 --> 00:17:52,360 Don't be afraid to get creative. 660 00:17:52,360 --> 00:17:53,040 I love that. 661 00:17:53,040 --> 00:17:54,960 Maybe you can adapt one of these strategies 662 00:17:54,960 --> 00:17:57,280 in a way that's totally unique to your business. 663 00:17:57,280 --> 00:17:57,800 Yeah. 664 00:17:57,800 --> 00:17:58,520 Make it your own. 665 00:17:58,520 --> 00:18:00,240 The possibilities are endless. 666 00:18:00,240 --> 00:18:01,760 They are. 667 00:18:01,760 --> 00:18:03,880 Well, this has been an amazing conversation. 668 00:18:03,880 --> 00:18:04,760 I've enjoyed it. 669 00:18:04,760 --> 00:18:06,960 Thank you for joining me on this deep dive. 670 00:18:06,960 --> 00:18:07,800 It's been a pleasure. 671 00:18:07,800 --> 00:18:09,400 And until next time. 672 00:18:09,400 --> 00:18:10,080 Yeah. 673 00:18:10,080 --> 00:18:11,120 Keep learning. 674 00:18:11,120 --> 00:18:12,320 Keep growing. 675 00:18:12,320 --> 00:18:13,600 And keep diving deep. 676 00:18:13,600 --> 00:18:24,160 Dive deep.