3 Episode results for "Ganic Sales"
Why advertising cost of sales (ACoS) is BS!
"I hit by introduced to you Mr Mike. Hey Hey hey welcome to amazing. FBI The place the UK based Amazon entrepreneurs. I'm your host Michel Visi welcome to the show. Starting starting a business on your own can be lonely. And worrying. Selling online multiplies issue. Ten fault getting expert help is a great way to Jesus anxiety not wasted time and confusion the amazing FBI. Mentoring program is in its fourth year of helping sellers to get started on Amazon by now we have former clients aunts. You have a starting from scratch done six figures and even in one case seven figures a year. Obviously these are not typical results. These exceptional don't people nevertheless we can help you get launch faster safer and with a much higher chance overall of success with clients from Melbourne Australia earlier to Manchester England we bring a genuinely international perspective to find out more. Go to amazing F. B. A. DOT COM foot slash mentoring. Thanks for listening. Hi this is Michael from amazing. FBI TUB in said the quality of your questions determine the quality of your life now but if a general statement but they about. I'm going to talk about Amazon advertising and some of the mistakes that people make with the questions that asking that welcome and this is a bit of a sort of fireside chats style in don't have a fireside but we have very cozy. I'm chas very old old very comfortable. At great prices sets I did a lot of reading here. Result business books here is. I think I'm GONNA guess around. My wife would shout three things as well so I thought this was a nice place to how a chat to you about a couple of things. The quality of your questions Equality tiny very famous frigate quotes. I believe got to be true. I think he also said the questions terms where you focus on on what you focus on determines the quality of life. So that's missing piece in business. What you focus on is very hey? Brian pulled Energy goes way you'll focus goes if you're the CEO of the business. That's what the focus Businesses Well Davies. Just you that it's one hundred percents treat. Tends to be treated with. Employees will stop of any kind as well so what is to do with everything and nothing but the the main thing that's prompted today is a lot of questions on facebook groups from fairly new bias. Finding these sellers she she's Amos insiders say would buy because they bought into the idea of having an amazing business funding for the enslaved and some very good advice comes out but the thing. Is this if you focus on the wrong questions you never gonNa get good advice. Never GonNa be helpful today. I WanNa talk about Amazon ads. There is a couple of metrics people light to talk about around this. The I think one in particular is a big big red herring if you focus on this gang to help you. In my humble opinion this is after many many hours debating this with a six seven and even occasional eight figure Amazon sellers are in masterminds Member all Iran. Or what have you Plus reflecting experiences. And so here's the thing that's wrong. A advertising costs of sales the first hint that is not a great thing to follow as Mike Questions. Have you ever seen that outside the Amazon ecosystem now. One of the disadvantages you'll have become to Amazon is your first of business model let alone online boxing one is. You won't have any sort of set. Some references by can promise you that is not a metric. Any normal business would recognize good mice which isn't necessarily a sign this wrong but it sounds very technical and it kind of is on it sound financial news as well but what is really read Harry his wife because if you have this also is the stuff that people face gave some of my closest to percent does really bad. What can I do to change my process? Fifty fifty percent of people to say well. That's not bad average cost should be ten percent says who based on what I say. This is full of full kind of specificity. Status thought is. If you're really GONNA get into detail you're going to have to be able to find a forum where you should reveal a lot of detail about your product on the entire A system within which the ACOSS number fits before somebody can give meaningful feedback on a detailed number like that and of course you don't want to be on a facebook group. I would advise against unless it's within a very trusted for people who've signed nondisclosure agreements and stuff all with the coach while you're working one to one and that sort of thing I I do a lot spend a lot of time analyzing people's acoss but not really the cost. The appetizing spent absolutely critical of course cities and the spend per product. Line is is also critical number. But the ACOSS if you think about it if you're running a manual campaign and you are bidding on a particular key would say I dunno digital watch for the sake of argument. Because that's what I can see inviting me doesn't sell digital to watch his plan. Multiple reasons is donated by brand. I got Casio my risk. It being dominated in the space the is or whatever ever ever since that invented and also it's electronics which he shouldn't be so saying unless you really know what you did say don't do this having fights but Sam trying to solve A. I'm trying to Bait on the keyword digital watch for a particular product. When Cecilia blocked is to watch with orange face? which is I could see it? Well okay good. So let's say you bid on that you pay the cost per click systems. Let's say you get a thousand impressions of thousand people. You see the ad and you get a decent click. Through one percent to ten people click on it and you make one sale in a given period say a month right bat. Great Okay. So let's say on the twenty dollars on the six dollar click. So I've had ten clicks dollar each about ten dollars appetizing appetizing coast on none of had sales of twenty dollars from advertising Gusta. Spend as ten dollars for the for. The advertising divided by the sales have made via advertising hint twenty dollars. Ten to twenty is fifty percent k so that seems like a number. Keep an eye on right. But here's the thing. Unlike with Google as a system the Amazon search algorithm new organic one will reward your products forgetting clicks clicks through advertising. Which means that if you run a product for example digital watch which very unlikely incredibly generic Eric Black did so watch orange face might be better. But what have this watch and you manage to run kits through advertising sales right you you gave the algorithm of a hint that it should be ranking. You'll products for that. Keyword will quickly in other words when Abaya comes on Thomason in typesetting Search the search results page maybe pay one pays to pastry whatever should show you a product a little bit higher than it. It did lost time on. That is actually for me. The main use of advertising apart from a discovery mechanism keyword research and stuff which is a separate matter but intense. It's a sales mechanism and ranking mechanisms. Right it's kind of both which is good thing and also confusing. It's good good to get sales whilst you will get you brought it ranked because out Chicago's flick but the main benefit for me in most cases of advertising. Is that you Dr Organic sales now. Here's the problem. Let's say in that month period. You drove one. You'll you'll launching a new product. It's a bit of a strange strange Say That saying one one month. He had ten thousand impressions on this keyword. You had one. Thanks one hundred clicks and You made Let's say fifty sales because you haven't fifty percents domestic assignments. It's fifty percent but let's imagine that same period you sold four hundred units via the Kiewit dish to watch but free under the appropriate organic on the one hundred as driven by advertising. Well now how do we account for the organic sales the value of your advertising for Ganic Sales. It certainly isn't acoss. If you think about it clear mindedly the ACOSS. The cost of advertising for the sales Via advocates is what a costs measures. So it doesn't take account of the productivity of your advertising across across all of your sales for that product line and the solution is very simple the metric which you can pull different things some people call it the wheel acoss some people call the actual ACOSS AA calls. I will call the advertising sales ratio because industry standard thing across the bold in any kind of industry. That's about fast moving. Consumer goods are in fact even broader than that so not just an Amazon specific thing which is a good hint. Ride that is actually a normal business metric which is a good plan to us because in the end we have to compare the opportunity of selling Protozoan with other possible uses of time money and effort and focus and that means we can compare like like with a bit more of that because the appetizing to sales ratio takes the total ad spend on a product line in a given period divided by all of the sale. All all of this is not just the ones driven by particular platform so if you spend some money on facebook cats and you spend money on Amazon. You just add up together that advertisements band unless save the thirty appearance Diapers are the lost thirty days and let's add uphold the sales that you got a particular product line say over the last thirty days then appetizing to spend ratio. Joe Is very simple. It's it's old. There has been divided by the sales and that gives you sort of efficiency ratio. How well your advertising is helping to drive sales? And that's a way more valid metric personnel. Wouldn't bundle up together. FACEBOOK and Amazon spent by the way the way I just suggested that probably not helpful metric forget that but just announced by which is bought most most of US focus on most of the time for driving own recitals. FACEBOOK is probably for launch. And that's kind of a separate issue anyway so coming back to this. Why is this helpful number one? It gives you a much broader perspective but still product line specific on how useful your advertising is being. I'm not suggesting that you don't go into the weeds and and look at the Amazon ads. Data Catholic should click through rates on the absolute sales rates To some degree. If you've got a low click through rates that's not a good sign because you that'd be sending bad signals algorithm that is not going to help rank your product whole galaxy for Kiewit virus is slightly different reason for not doing it but his advertising listen to sales ratio is great festival. It simplifies everything but not in a CPI intelligent way secondly it stopped going mind trying to manage things virus silly metric Acosta costs as meaningless in isolation hyper made clear why that is and the third thing is it. It's it's a very very simple matter to look at mule profit margin per unit of gross margin and your adspend unit Oil Total AD spending your total margin for the month. It doesn't matter. It should be the same thing percentage wise and see if you making a profit breaking even making a loss you'll gross margin on put it off the cost of goods sold so the title landed cost. manufacturing freight 'em insurance Import Duties Etcetera plus the Amazon is in fulfilment fees in Tulsa plus Amazon selling fees. So the commission right so you got the title revenue the Price Salad Minus will this caused gives you. You'll grace majd off the ads then is GonNa be bigger than the title call. You got a just sending a unit for twenty dollars. Listen you'll free. Advertising title Costs Fifteen dollars. You've got a five dollar profit in that All twenty-five percent Avio advertising to sales ratio at a product without slim early margins which not that uncommon for beginner especially is above twenty five percent. You're actually losing money on each sale. If it's lower you'll make a profit and it's Kinda. I knew that simple ready because what other costs have you taken account if I forget the cost. Now you've got to tell you. Advertising costs into account thus the grow small. It doesn't take account of OVID'S I'm not talking about anything else outside outside of the gross profit and loss but still per product line. That's actually the kind of metric you need to stare at by in the end will you need is a product that will make a profit and of course the self rate is also critical another metric that people tend to look at and there's a lot of talks about that and also about in another another episode but this is pretty robust pretty simple very lobbyists. Were all the serious sellers I know use exemption on people get caught up in his AAC offs offs. Walt to why does even exists. Then why are we being security is to ignore it. Well think about it. I have an an odd words account with Google and they very often get hold of me. They try and persuade me to spend more money in. Oh to optimize will make my campaign otherwise about yes. vaiciunas Google. Google makes his money from advertising now. Amazon has a COUPLA very profitable divisions mostly. It's not a profitable company never has is being in fact. It made pay within profits for pretty much all of his existence because isn't very solid strategic reason behind not just businesses the savviest sky in the planet right now in my opinion pretty much up there and one of the reasons if the tax strategy have avoided sales tax for twenty five years finally finally being made I knew like or a company responsible for sales tax but also the other big income tax is tax on your profits as a corporation. So you don't many many taxes you can get the money back into the company without the tax inefficiency in grow your business quickly and it was all about growth. which for the stock market largely is especially rush? Amazon's Greystoke noted dividends Doesn't pay out much cash than that's what they WANNA do right but even in has to keep the lights on so they need cash and uneven Amazon has shareholders. You eventually lost couple of years being pushing to get a little bit more profit so. Aws is the really profitable of Amazon Web Services Services where they provide services very very cheater as sort of competing platform for the planet including everyone famously including the CIA and things like that and the other thing is the advertising advertising that is very profitable for them. So unsurprisingly Amazon's pushed to get their profits from the profits for Amazon ads on the Amazon Dot com retail platform. Going up from mm about two billion dollars a year ago to eighteen ten billion. Sorry the loss figure the likelihood now that might be very out of date but it doesn't matter it gives you an idea of the scale as five X. I five hundred percent increase in an money to Amazon through ads of the last year. Obviously they want us to spend money on advertising if they give the delusion of control via acoss than it gives us a feeling that we know what we're doing means that we're measuring the metrics in the wrong way. I mean you don't necessarily need to worry about a call so it depends on your margins and the effects it's got overall ranking really the simplest metrics in business often turn out to be the most important again. I'm not saying you shouldn't do. Things like negative keywords the efficient use of the data in two tone your advertising you you should but I probably going to be one of the loss metrics. I would look at an overall con of way of staring. Amazon's it sort of constantly wood for the Trees Syndrome because if you are focused on a cost that he would will maybe by advertising campaign pain. The campaigns ECON breaking down by Kiewit obviously. But he's still the wrong metrics be worrying about the one that really really really matches is. What's a gross margin how much she's putting on sizing and if you've got a profit left off that his it the rest is detail yes you can do negative to what you can do all all sorts of stuff that is beyond my ability to say in about five seconds here and some of it's quite technical and I would suggest you get an expert involved in that as well? There are many many many of them Matt. PC on Toronto's very good. Brian Johnson stuff is is very good. There's lots of good people out now but before you dive into the big picture metrics and don't look at the wrong details so hopefully. That was helpful. I'm kind of amazed that anyone still looking at a cost. I guess I live in a world where the people I know who the series Detecting that much as of now I mean they might just just keep an eye on it in the early because the very early days of selling product. What I mean is when you just launched it? Neil this how's is it gonNA come from PPC because obviously it has almost no organic ranking so that point. Yeah you got one hundred percent line and you're only selling sort of eight attended a sold via advertising. That is quite similar to your total appetizing sales ratio. Right and by the way spending hundred percent of your revenue on unappetizing isn't necessarily the wrong thing to do. This is a slightly different discussion. But that's about launch a as long as you know what you're doing and have a particular objective for it that's not necessarily thoroughly Either but I suppose mostly addressing what you should be doing what you've got a product launch you try to make a profit so again. He comes onto clear objectives so I appropriation muddy the I'm just saying there is no single. ACOSS figures writes an ecosystem even if he should be worrying about the advertising is the way forwards. It simplifies a lot as well which is a wonderful side benefit. But that's not the main reason for doing it. The main reason is it's meaningful in the end on. This is going to be the same team. I WANNA do a few different ones about metrics different different Brokaw's about that in the end. What really matters is that you're measuring something meaningful in the wider business context if you'll worrying about profit than what matters? Is You determine profit if you think about cash flow than what my Liz you determine. What your cash flow now is and will project into into the future? What is going to be Those are really really important. Basics of business and any other metrics you have have to relate to those big picture metrics to be meaningful in my opinion and the same with moxy while market share is a very meaningful thing but again as measured by revenue of marketing metrics wchs breakdown sooner or later to find out to metrics things like play three rates breaks down to some not so much market share as of search sharing. There's a few different ways of looking at it but this is getting beyond the scope of this little Little chance but what is important is to measure meaningful things that relate to a wider simple business contexts in the end a lot of it comes onto prophet return on investment annual cash flow. So we'll be talking about a few more metrics on a few more red herrings see out there. Hopefully this has been helpful car fighting thing. Listen again if you need to think hit three because this is not rocket science is the opposite actually simplifying that people make into rocket science into something essentially very simple you can do with in the the back of an envelope and this is a a sanity metric. The I often guys with people he come to me with the listings in trouble. I say well you know. We've got a few options to look at the one ratio we absolutely should measure now is appetizing to sales ratio. And then if you adjust your price all the anything about your listing will you adjust to add. Spent that we should keep an eye on that not necessarily always about having prophet if your objective is to launch your products about profit. You making loss if you'll get to sell through product because you think it's a bit of a rubbish choice and you want to turn that into cash than you might not instant profit item. I just work at break even but that should be a conscious decision to aim for will launch profitable break even and then you should make sure that the metrics are using aligned with a different objective. So get probably getting getting a bit too broad for the for the purposes of this show but that's been helpful. I'd be like a little bit different. I quite like sitting having a chat in an armchair listening and be different. Run about it than than sitting there with my seat and In front of a white bull but Tokyo which I've got to go and talk to a client soon and we got into the research whether full metrics while will be talking about another point. Thanks very much for taking the time with me today. We enjoyed it ticket. That's it thank you so much for your attention really appreciate it now over to you. I eight hundred twenty. Everything learned the critical few. Maybe there's one thing in this podcast that can make all the difference. Find that thing. Twenty percent of inputs give eighty percent of the outputs which all the critical few fees then take action. Imperfect action leads perfect in connection every single time. Finally a not least review. If you've made mistakes learn from them if you made a success duplicate it. You
$1M in 4 months: tips from Ed Hodge of MiHIGH on how to CRUSH eComm marketing
"Oh my name is ed hodge and this is uncommon uncommon uncommon clips off produced by a unique digital agency to around dot com to learn more. That's any you ain't the bolelli dot com go to market is something that interests me. The greatest issue i have is an agency on is with particularly challenge brands and newell ones. That may be half the way half the way that that you are is giving them a framework to understand to bucket and so you would have had good inside in this in this area of social commerce which is sort of involving influences with social media and commissions and ads and all that and then you classic presenting which is your pipeline of performance marketing. Essentially for me. I find if you look at sort of the buckets that need to to basically work. You've got performance marketing at sort of brand stuff with influencers and then sort of integrated product with say. Influences will pay our stuff. Like that. And i feel like performance. Marketing is the one that has consistently missed from people who don't have marketing experience. And i can't get a just right. That's manning what they coming to us for. So i find in the first year that testing too many channels for you in the first six to nine months. What was most important to you. And wyatt with your go. To market and getting correct is because clinton symbol A ours because it just tremendous reach yet Back into vice begets but like you said people people dine. You see a lot of these challenge. Brands that defensing on the branding aspect. Yeah not on the performance marketing aspect but the thing that drives scale vice picking up you are never going to get into seven territory econ profitably spend upwards of is going to be outlaws. What i say why you need to be comfortably. Spend fifty thousand dollars a month plus on ads. if you con- you you just want scale so yeah so that. That's a good point of very good point. A very topical for may right now that we have a customer who of just going through the strategy process with launch They're above their break-even roy. Let's say it's one point. I and i think is a general thumps long as you're bathing your break even though as you should be spending as much as you can initially as long as you keep about that that ranch now these particular customer feel like. They need the confidence to to commit those dollars because of previous experiences. They've had maybe they're put in for the doors and the the has goes down all there might be some other little kink that i just didn't really fully understand because then marcus right. So is there other things that you'd look for other than that. Be to give you confidence to scale because at the moment base spending you know a couple of hundred awake but i know by some the sows they wanna get to donate to spend at least five to six grand a month minimum. So how how would you instill confidence in paper who are initially sorting out around the things that they should look up. I would look at if you're getting styles from other areas like you'll ganic sales increasing as well. You're getting really solid reviews Getting repeat purchases. If that's the thing. Joe business which should be on unique nonsense. That went on but on will be Unser really just getting that. That ensued field that people really loving products and the combat for mole. That telling your friends about it leaving reviews that should be assign aci. We know something good here and so we need. We need to try scowls as much as possible than you don't have look at the kai will. Can i get like conversion right. My website is high as possibly can like is something wrong with my offer to change pricing. We need to fix something on that side. The conversion As possible because lights it would just forget about that when it comes to performance marketing gestures. Good point yeah. It's like it's equally as important. He's been spending all this money on gang people to click on your facebook gods. Yeah then no attention on what to do once that clicks on the actual website. Yeah that's a good point because we've had this recent with a few clients in that I think i paid media specialist for saying on average. Now with the irs change. Facebook ads can be off by up to ten twenty percent. Tim's the actual row as giving. Yeah so have you google tags and you'll analytics like galls. Set up correctly otherwise he don't actually nar wants truly happening hundred percent so then the good things like email marketing like dealing directly is your bannon cobb functioning. Well is your welcome series functioning. Well yeah because you need fold of those elements together to dwell on bottles farrah's for example like if we do than effects guys wouldn't the was as well and if we didn't do vice guides. Pr would what as well. Everything fades together. Yeah it all adds up but you also have to have the mole going. You can't stir one you've got to get them all performing think emails one that's often looks. It's not a sexy but yet the topical thing for me at the moment is being that conversion right thing. because i've gone into websites where tags on set up correctly and Like i've seen we've been running ads and it's not even showing on on lennox crazy like show organic channels our email search all that sort of stuff and then. For some reason. Facebook pied cosmic. Click paid is not showing up. So yeah i think that's that's one that's often overlooked.
305 How to Choose an Amazon Product
"I hit by introduced to you, Mr. Mike visi. Hey, hey, hey, welcome to amazing FBI the place to be for UK based Amazon entrepreneurs I'm your host Michel visi. Welcome to the show. Hello, ladies and gentlemen. Welcome to the show. Today's show is brought to you by the amazing FDA mentoring program. I'm we are having a contest never done this before for mentoring. I really don't like to give away my time for free, which is obviously because it's very valuable it's valuable to my clients as well as to me. So what problems is there to solve? Well, first of all people business building block, like writer's block only worse as information overload. Sometimes leads to it. Too many podcast many Facebook groups isolation uncertainty about how to proceed it doesn't matter. What it is. It tends to result in the same thing, which procrastination you never get round to business building. The other block is how to choose a product a lack of structure lot of knowledge or an excess of knowledge again info overload same result. They just net. People never get round to actually buying anything to sell older products. Therefore, they never get off the ground. If they start sourcing they feel that taking on known risks. And they often are so they either get blocked never buy anything. All they buy stuff a Natick unnecess-. Necessary risks or they just buy a product. That hasn't got a chance an launch Amazon is the final place where I help a lot of people the more advanced Tele sometimes as well as the beginning, which is they don't understand the platform while so they either have no plan or pull launch plan. The results often that they lose a lot of money. They've spent on on products goes complete waste because they on able to launch properly. So this Aleutian is really a couple of things first week clarity and structure that comes from the entire private label process, which underpins not only are course. But the whole work we do here in mentoring as well. So instead of just getting launch in one massive push which is the traditional way of looking at it. And I'm just gonna show an infant here of you're watching on the UT version instead of one big push, which is traditionally how it works, and you spend months and months working without ever getting any feedback from the marketplace or learning skills, and then you suddenly spend thousands in one go that seems very unhelpful to me, and is unhelpful on it's proved helpful beyond any reasonable doubts as they say in the SIS. Court system with lots of mentioned clients instead of we now run the business building algorithm, which includes lots of very very clear prices to get through blocks and gets the right onces as simply as possible. But without missing the nuances that fine line, the P process, for example, the PIC on the PI the Pap Paik and pie. Prices will get you to a fantastic start with a good product choice. And by the way, the clue here give you a bit of a hint there. It's about getting the people before the pro products. So we also get clarity and structure and from our interactions instead of thousand possibilities a week. You have three goals a week instead of isolation, you have a concept not least momentum. So my offer to you is simple. I'm going to offer a prize first prize of one full month's mentoring program, which is full one hour sessions. Video calls with recordings with yours truly plus Email support that is normally four. Pound value and people pay every day or every month. Anyway, four hundred pounds for five hundred and fifteen dollars. Also, try to massive free bonus all reveal if you sign up the context time to talk about that now. So I'm going to run this until we have forty applicants or about forty five days, pending, which comes I note, the mentoring is application program. But right now, you just need to give you a name and Email address, and we'll follow up with you if relevant so just go to if you're interested in this amazing FBI a dot com for slash contest. Amazing Ethel, Freddie, beef of Betty afer alpha dot com for slash contest. Ceo Anthony van but t s Fisher, not amazing. Be don't call him for his last contest Antea name and Email address. And we will take it from that will follow up and exciting times if you've ever wanted to have some input some help. It's very powerful. This is the cheapest you'll ever get it because there was nothing cheaper them free. But his valuable Jeep is not the right word, but free doesn't mean not massively valuable do. Not underestimate the commercial value of the time. Time the being charging people for nearly three years now. And if you're serious about that at all get yourself over to amazing FBI dot com for slash contest. If you're not interested. Thank you very much patience in listening to this impatiently and now on with the show. Hello, ladies and jelly spoons. Welcome back to the show with buck into the realm of interviews, which I'm delighted by always get so much for interviews. I love the process of picking the brains of experts in particular areas today, we've got Sean Elias from helium tank on as an insult himself in the trenches. He's working hearts to grow his business and is also working alongside seventy eight figure sellers. So he gets to see the inside track of a high level of big businesses. And of course, howling being himself is ended up working for helium ten to get the inside track on the data. So Sean fantastic to have you with us on wealth. Thank you so much and Hello deli. Spoons jealousy. Not for Tim Paris. I mean, it doesn't mean it's good. I mean, probably Nick to the bad things. People often do the bad things from good people and leave the like having ten million dollars per cost. But let's speak to fellow Brit. Although you are actually not in Britain. You tell us where you are. I'm in Ovalles in California experiment, right now, you have been here for the past month and a half. Absolutely stunning him from England let you'll know that vine California is the new improve England aggressive soft as it is in England. What Florida where I initially moved to where it's like, really hard and Steph Ella -fornia has no clouds, and they sit rains it's may be on the two days out of the month on a case trying and failing not to feel really bad now because is some of the window as I look outside is actually just started snowing. So what I missed dude miss that. Hey, you partic- cargo you could always fly in these states. You get what? Anyway, what that looks? As Brits, my friend is what both immediately took about. Whether that's. Let's get back to say, so yeah, thanks so much coming on. This reminds is such an international business. They and there's no buyers of place, you know, it's wonderful thing. I think that you can join the best in the world from wherever they happen to be via the incident, and that's one of the mentality. Still a lot of people because you know, work online all the time forget transitioning day job don't necessarily have that mentality. So I think one of the things we wanted to about today is getting the best in class. And I think helium tan is this week of tools, which a lot of my serious elephants. France quietly using away for quite some time and take seriously. So it's great. We haven't had somebody on from helium ten yet amazingly in threes, plus the cost is over June. So I tell us a little bit about how you came to work for heating ten 'cause obviously Britain, California, you mentioned Florida. This'll sounds intriguing. Give us a bit of your backstory that right, right? Yeah. So my backstory, so I template because I go from tangents tariff booth. Grown often tangents and this could turn into like a three hour in trucks. Just briefly. Okay. So I moved to the USA from England eight years ago, I moved to Florida. It was ideally originally to learn and conquer the business world. You see used to be like a tie hanging around most of time. But to be like a how to do things travel faces on a C faces. So I was a big family man back in England and was tapped with what we add a renowned. And I wish I had most also my loved ones like I'm sure many of you do too. You know, we'll family tomorrow's I kept writing behind falling spot on the floor. But that would always say catch up, son. So without. Without going to. Well to Dave. Where mix of self-improvement books distractions across the nation, which people. Vice? Ordinary human if I would have done if I'd only been a bit more disciplined and followed the ride vice though, I now see that would have been over to be a huge excess longtime ago over you two years ago. Now, I started taking leap suffice and spent upwards of dollars on arrows who had already traveled path success. I'm showing what laid learned I most likely could have been talking sheer right now from Fiji, if I'd only let myself if I didn't let myself get distracted what I'm doing private label selling Amazon, the reason I got shot it was because my first Amazon actually failed. Missing a number of tools lot successful. So is using. I think like myself as I started off by jungle scout which I know you use Michael, and that's pretty much ally. All I stayed with. Anyway, the reason I got distracted of was because I did file so I took a break from Amazon towards other shining objects which about failing on news a having common. They get distracted United wanna do good. But they see this this going to be easy. That's gonna be easier. But reading in, you know, great success, isn't isn't easy. It comes to those who assistant and stick. With woman thing in focus on one thing. I did a bit of traveling around went to some Amazon seller events while I was taking this break. Just because I was like, maybe I'm labeling is the place again to a met a number of seven eight dollars. I said, you know, tips and tricks or do and every one I told to said that more than half of this. We told that they use him ten. Not someone else. And I said what were they using? They said he and then another guy said he so I was like she I have to go back, and I have to learn how to use the Unsan. So I went this was in Amsterdam this conference those mellow conference in Orlando as I I've got on here. So I couldn't reviewed all the tolls with my main focus on helium ten and helium ten had over twenty one and has over twenty one Seoul's outside. This is all I need. So I was doing this around my daytime job, and that cat one of the seller conferences, actually met the CEO of the intent outside. How awesome would it be? If I could if I could work at the Higgins because it's my passion on absolute love the tool. So I decided to try myself instead of company, and and I did so that that's how I that's how I quickly as a brief found out about helium ten and then also go into working with the company now. Within ten working as an educator. So I guess you can say I'm I'm like a season. Erin will be experiences in battle scars of accumulated over pass three years of Trianon learning, but mostly in the same boat as many of you just working hard in such for my next. Big win today about the yeah. Actually about several lease. My my second product, which I'm not nine percent shore of. Because you know, what human, and we sometimes doubt sows in Mike Misys that amiss that the I have a twenty one tools I verified product with. So I'm pretty much hundreds and confident that it's gonna be a big win while it's my story. That's quite the story that's in shape. But that's great. I love I love got a flavor few that took him with because I think yeah. I mean people's stories are much as much a part of what we learned from his what they say is. Well, I think you know, you had to get up and gates let you get up and go you went abroad, and that stuff can be big change. I think people underestimate the difference team British culture and American culture for starters. I'm thing they snap part from immigration issues. It's not easy to get a green card and say full. So that takes some courage got so soft teeth, and yeah, it's interesting. You know, as you said, you spent a lot of time in make of self self-improvement, tools, various, clients, and confusion and destruction. And there's a lot of people are not that some place. I think it took me until. About my early forties in terms of incident marketing to deal with that say, you're headed with me and a lot of people. I think it's never too late us be my letting as well, you know, I didn't really what do you say? You said early forties. I didn't really start with online moxy in any serious way start with John. And until I was forty. So you know, that was I mean my. How are you full two years old? Well, just happens if you just wait for long enough put. I still have like twenty eight. So I could see why they hide you true fluster that's very British virtue. So while so let's. We got a background on you on. That's a classic kind of, you know, entrepreneurial January from uncertainty to set into your would say how to cuts grows it the fought you put you'll put set choice through twenty one filters is quite extraordinary. We'll have to examine exactly what those are. We'll come to the end second. But the does really counts you, you know, it's hard. But then he gets easier with the mall challenges you face, you, become become more calloused, more, strong and. You're not destroyed if you don't give up just come heck of won't likely succeed. There's a lot of people actually who start with the first product. And succeed. I was just one of the ones that didn't succeed. And then like many people who don't succeed on that spot out. They have this voice in the head that guys all to me, didn't it. But really, you know, a stolen even playing failed those a huge chance that that I bought it would have been a success. Most earliest I had the set of rights holes which I didn't in the beginning. But now, I believe hundred sent nine exit get so let's talk about these tools than if he didn't send has twenty one tools, Robin blah's people with a great place. They won't go. Let's try and cherry pigs. I think you know, you talked about the whole thing of choosing a product, and I would love to dig into your you'll process for that. As an example of everyone does it somewhat differently. But before we do that, let's home into hitless clean out the the line between looking for new products and helium China's as a skill as a tool set, I should say. So what? All would you say what is the number one the flagship tool number two of top tool. Three tools that he had hadn't office. Full tools for each different of. Yeah. Finnish research deciding what products to sell if I've beginning of my genuine. I'm gay. Okay. I need to decide what I'm going to sell. What do I do? Definitely definitely the tool blackbox reduces the amount Tom you you need to spend product searching the next product drastically. I remember I used jungle scout for maybe. Seven days seven days, straight, maybe three hours a day just trying to get products and organiz him. And then with my second product I used by box. And I may be found it within I found it within an hour. And then I kept building a list of different products. Bows may be curious in and I had this huge list after navy about three hours of use ups and all of its else's. So really I had a quick and easy. I've view of a bunch of different products. Like look into books actually helps you find it. And then you can verify it using x Ray the chrome extension tool. So you do a set full that in that products ki woods on Amazon, and then the extra chrome extension will give you all the grass the monthly CEOs. How many reviews and stuff which I don't wanna make an emphasis on you. Don't get into product knee while NEC's of big products within nieces and many of those products. Thin nieces across anybody. You don't you don't wanna get into a product that has maybe ten competitors of yours with over thousand reviews, the standard is ideally, you wanna find a putt that you competitive more than three competitors. Don't have over a thousand reviews, and that you can also see that there's other people on page one who are making a decent amount. Ceos maybe ten thousand dollars a month a mall, and you wanna make sure they have maybe two hundred reviews five hundred reviews because a lot more easy to compete with. Yes, it definitely blackbox. X Ray is like other insisted they both together to help speed up the process a fun in the product. I'm very fine tuning in Evans. She won't there is a east Calgary. So struck down with him Blackhawks out to make things really quick, easy and simple Haixing kit. I mean, what would probably should be day at some point is video won't three of this stuff. 'cause it's gonna be a little bit hard to to put all of across in Poku. But I mean, the cost meeting is one of those things that you can use while you're washing up, driving, whatever. So are these kids get the overview, and then we'll probably what we do is create some kind of walk through at some point. If you can do that when we intend to get people from the ten. So we'll will. Absolutely. I know you have a an AFC specialty yet the views that I owe you listeners today to offer them maybe the end, but if they won't stay sign up a helium ten account. Does at learn another off, and it takes through everything step by step seamlessly. So they can learn every toll with inside. It's like a university tools. Wait, got you. Yeah. That makes sense of I guess the stays people are still in. If they're not using all ready will plant people are using it. And they don't know all the things that can do often while I find if I've got tool, and then I can't somebody uses it intensively often the awhile that can do things like zoom has features for example, which I didn't realize until my, you know, I've told my my business coach a couple of things because he wasn't using it as much as I say so K so blackout blackbox, then is to find the the possible product toonces. And then x Ray is the sister product that that will double check that that's true verify, it, I guess I was going to keep going with the heat him ten thing. But actually, we can't really avoid the question which we would discussing just before we came online when we because the I've been working with them. A lovely, but rather needy client. He's the if the session must've overrun because he's just in confused, and you say, okay. So how do you help with the question of how do you sell? How did you choose a product to sell? Ninety percent of people listening to poke us, I think most people are that stages. So what's your process for finding a product, which includes presume, the helium ten tools, but just as important, what's your sort of step by step? What's your thinking about them? Roy of people. You know, a lot of people who are nervous about it. Stuck in the minds of this. This is too good to be true. I you know, I concert happening. And it's just it's just it's just belief patterns on on realistic to to this business. Because those I'm pretty sure much millionaires made a folk setting Amazon thousands of million as being made in ivory every week on Amazon because they they know what tools us and stuff. But i'm. You know, a lot of people who are succeeding on Amazon just jumping in and thinking that the biggest thing is not saving K is just find the process and go there, and it it's really a simple with this mindset side told me about the process. So yeah, I agree with outdone ever think of fellow prices and go with it, which by the way, I couldn't agree more that was pretty much a summary of what I was saying to my client like you go to process, it's in video form. So it's fixed noble around in front of you. Yeah, we can tweak it, we can do whatever. But is there follow it still thinking team? I so having said that what process? Process. I wish I was us about box filter off fill the products down. Using black box to products making ten thousand dollars or more in sales every month with a maximum of fifteen reviews or even a maximum twenty years, you can you cannot unite because and anything with under fifty reviews typically is a new product launch that's doing really well. So if that's doing really, well, then yet my slightly going to be able to do just as well as well. So the fit down so I would say off by trying to fill right down to fifteen maximum reviews. Fifteen one five, thanks. Yeah. You and an with a monthly sales of over ten thousand dollars. You can go the now, obviously the letter you get the Boorda your your results, and the more likely, you are going to find the product that maybe you know, you can stall with with maybe seven hundred bucks. You know, obviously that the less money is making per month and the lower reviews. Has come across some really cheap lights that you can start making maybe three hundred dollars a month. From improv it five hundred dollars a month. From a lot of new sellers is still in that way. Because I wanna play it safe that don't invest too much money into like a Eskan sell loads like. So they stopped with that. And then they start a compound then get into the bigger items. They learn it by investing in doesn't cost too much. That's given to maybe less about a thousand dollars in every month. I wanna save the system down. They know how to do it than the like got this. Now, I'm going to go ahead and invest three thousand dollars full house dollars in this amount of box. This more competitive of each and get the page won't for that. And then they started this how they slowly. But surely climbed to that ten thousand dollars a month or more in improv it, which many many many of being if they listen to the right people say. Okay. Great. So you basically filtering things cheese impulses the sales per month per listing and the maximum fifty movies. Now, do you think about looking at the market as a whole? So for example, if I've gotta products the is doing YO anyone else has students in dollars in sales a month. But the biggest products on page one is doing in some some markets. It could be as much as two thousand dollars in sales in the next person down AT and then supposed to fifty and then two teeth t twenty whatever then obviously, my ten thousand dollars products may all those nice monthly income to have. It's profitable, maybe below the fold, you know, the bottom of page one the best and competing with people with a lot of money to spend on dropping their prices or outspending meal on adspend. So how how do you deal with the positioning of a product to the market as a whole or do you not even take account? How do you deal with foot? To get. Just to get traffic you need to be on the first three pages page one Israel. Traffic's coming from page two is where it's lowly dies down. You know? Yeah. You can look your experiences while shopping Amazon, you really don't ever go h three unless. Really look at something in particular, and you won't find it so page one is the must be placed to be like completely i-it's have all with traffic and money coming in. But I would ten thousand dollars a month against the other guys. I, you know, why they may not much make sure Snow Brand if around that could be a possible eight if it's not a brand than there's a chance that dunes outside marketing, however, if those like maybe four or five people on the first page making money around about the same. Then there's a good chance now that it's not the outside Mark in that doing is just the traffic coming to page one on the reason, I get Nola sales is because their image is winning the click that title is helping click the number one thing is you have to make sure your image is drawing attention as much if not more than your competitors. And that's really the main thing. Gets the most conversions police in any state catches the eye. They click it they read it. If it's something they want the like, she this looks really really pretty discussing lifestyle images annotated. I know exactly what it does. I won't miss. But if there's another product on the first page is capturing their attention. They're going to put their time into that look at that the read it and all is product let me just compare it with one or two more. You know, your is neck tring, the attention of the Besson looking a nice, those Bush, the issue can we do get drawn towards shiny pretty pretty things in life. And that's what we want want to surround themselves. So yeah, you gotta make sure that say, so I would go for this research has products that if you're making ten thousand per month in your on page one in four others making fifty thousand a month than you could maybe by just changing your images. Okay. So you think that you'd have faith that you could be those people out. Now does that relate to the question of how much money you've gotten your pocket to start we save? If there's a market where the top persons fifty thousand. Let's say the top is doing eighty thousand dollars a month and sales, and you monies to deal price with the hard goods as opposed to supplements where they it's all about marketing spending, the actual cost of the product is tiny, right? But let's say hard goods where you can land it for about a quarter of sales price, the the classic retail formula. Right. He's always been massively discounted. Yes. So let's say you've got it for you can lend it for twenty dollars. So in other words, you you manufacturer imported pay import duty anything else need inbound. Two. I'm twenty dollars. Right. And therefore, you got to eighteen thousand dollars a month, you need to have at least twenty thousand dollars worth of imagery per month. If you're going to a couple of months with start you need forty grants worth if you're gonna do some marketing on talk with Amazon, odds and giveaways and stuff you maybe need another twenty you probably look at one hundred ground to get into that market. So what would you say if somebody's, you know, wants to get into market with a lotta people are of very big revenue and you want to take top slot of them. Then that is it possible to do that with five or ten thousand dollars to start with. Yes. Sure. I mean like so you said twenty dollars London costs, right? So that's twenty dollars a unit. Yeah. Many dollars unit to get into Emma's on and maybe selling it for eight eighteen. Eighteen say full times four times landed which is the ideal is never easy to cheat. When you've got low order quantities when you're starting out. But yet the ideal I guess, it's a conflict of the damn thing. I teach I'll say all the time. I think what it is. But it's a very very cliche kind of waiting keystone called icon him think today keystone. That's what. So they started doing it. So yeah, how does that relate? Do you think is possible to break into marketplace with more budget? I do. Yeah. So let's say at the minute of tests of being going on and Amazon. Algorithm likes products are seven will over an eight day period. Right. Ten day period. So say you selling good on three days. And then you stop selling. You're gonna drop ages. You'll get age maybe a day. But, you know, you're Ghani clicks and buys you're gonna you're gonna ages. So eight days, you, you wanna you wanna do your lunch for ideally, he making sure you got shutting amount sales. So let's say, for example, we want to get to the eight thousand dollars ten months, you have maybe you ever to maybe a Ford five hundred of the five hundred times ten five thousand so let's say ten thousand dollars echo, we've ten thousand dollars. Yes, let's say let's play dollars 'cause it makes them. So you got ten thousand dollars it costs. Okay. Let's simplify the ten thousand dollars which it costs ten dollars each and the sunny for forty right? So that means you thousand pages full, if you spend all your money, of course, on imagery, and you have nothing for marketing restocking, but presumably you wouldn't advise. This is going to compare niche because. Yeah, in this example, of white five making over sixty thousand dollars a month in profit, which would financially set you set you free having to get paid gone, which you up. So I would obviously look at a toll in Indian ten coats cerebral magnet, and you can find out what the key words that they using non much traffic. And then it also has a cerebral. The widow a street bro launch column where it shows you how many you need to roughly sell day slash giveaway today through PBC giveaways to get the page one. And typically, it's not as much as people think to get on slide may be maybe a hundred. So let's say you have in a competitive area among the put what do but day both right days. Right. So within free days, you can very lightly see yourself on page one. And then you're gonna start getting old at age one traffic, which by if you up to mind listing made sure the images of good in the listings. Good, and and you index roll the key words, which is to index checker and saw him tend to make sure you are fully prepared an index for q. A lot of people saying oh my gosh. I'm doing giveaways. I'm wasting money on PPC you can waste money on ABC because every cell from ABC, I'm gonna say waste, but you can use your money wisely. Gase? Yeah. Because even though you may not be making money from ABC every self ABC's ranking you higher in the organic search on Amazon. So you get the page one. You may be paying more than you get in back from PPC. Br at the same time is helping you stay on page one way you're getting Ganic sales because we'll pick good and you'll listing is good. So automatically all the traffic going to buy you're listening, and you're going to set out most likely, okay? Because you don't have as much money or in Benxi as the other people. Hey, you sold out. I see. Okay. Great. I I broke even maybe on my PC, but I gain profit because I was getting organic sales at the same time. So now, you know, it works now, you know, you can get a page one. You believe in yourself. So you like she. Okay, now, I'm going to invest everything. I just got back. Most of the time you're gonna met you. Back which it all people don't realize if you failed you've pretty much just made you money back. Learn a lot which is what I went. But if you succeeded you've made you money back, but you should go as well. And then once you once you actually see that happen and see how easy actually is. And while using the rights tools as well. You know, you go all in from that. And you may have started out with five five hundred units. And now you have more money to get get more stock now, you can go after that first place at the top of page one. But let's let's right now we've we've run stock. So what was the first thing to do because you don't want 'em onto thing. Like, oh, my gosh should not making any sales. So the trick is yes, the closure listing ginger assault stock closure listing you can slay regio price, which is good raising your price works a lot okay to increase, your income, and you profit so as you start under run, I eventually slowly increase your the price of your rights in one dollar per day and track if the cells of dropping or increasing sometimes they can actually increase and people. Confounded because like well, gosh, I'm making all this money at just with a two dollar as or something raise your price. If you start to see yourselves drop, you know, what you'll limit in how much you can sell it. And for is. But once you have so many reviews right into each doesn't have ten people with over a thousand meters. When she start getting up there with all the reviews, and you are like one of the best then you can increase your price to to more than your competitors. Because people are looking for a good looking out with good images. Maybe a good title. But they're also like second seconding with with reviews. So the so many tune is out there on page one. The just three products with thousands reviews, and that's where everyone's going into and the so so many products out there that people to to get in on stay out to notables to use XM while at your TS as you said the got the American in the candies. It is with them, but she's very got Californian fashion and the day making candy spirits, obviously. If you the the grime of the London cynicism behind you so great, let me play the London devil's advocate, and that sort of you know, slime we'll put that. So let me just clarify this dig a little bit deep because I think these sorts of questions have you can solve them. You've you've removed genuinely for by logic, not just by faith, the idea of the some of the fears that block people say from take piece of the pie, which is massive. I mean now one of the ten K, let's members in in in the UK how dispose million-pound month last month just before Christmas as one point two million dollars in a month. And that's in your pay. That's not even in the massive markets that you get in the US. So there isn't making money to be made for sure so I you know, I totally know that for the inside, but tell me a bit more about how that works. If you've got ten thousand dollar budget because I just think the numbers of the the people gloss over, and that's it's all about numbers. It's business. Right. Y'all. Ten thousand dollar budget and one against this market that we've been discussing its theoretical. But it's not untypical. How do you personally divide that money up on? How do you recycle? How does how does it? Look you start with ten thousand dollars. What you spend on a military. Would he spent a marketing, and what's the cash flow just roughly big picture ten thousand ten thousand dollars? Yeah. Would you? Call ten dollars each forty dollar sales, boys. Let's say the off you making twenty five percent Maginot something. How how does that look how how you so a portion of? I mean, I'm takes ten fifteen percent typically in some initiatives seventeen point that's the sales on. Then you got your fulfillment cost. Roughly. Yes. You invest ten thousand you can sickly expect to get maybe seven thousand dollars back in profit if it's the right nation yet you've used the right tools in use don't know about the process in in the right way. And you've maintained it you have you just leave it and just pray and hope that it is magic you just have to maintain it. Make sure yet you're removing keywords aren't working from the C. You can contact. This cheat ways you can contact influences on Instagram YouTube. Okay, who are more than willing appetizer product for you? And that you get that set up. Right. You made those connections before you'll put it launch. You've everything set up. You have your putt yet. You voted you from China? You've contacted a bunch of influences who are willing to do a review product as soon as you get your product or the right? One of the ways is pay someone five hundred bucks giving me rights to advertise on that you going on their Instagram fully the so many people out there with a good following. And they're willing to do that. The happy to do it. They get they get daylight to reduce price in. They like getting stuff for free who doesn't get stuff at three. So that's a very cost worthy way of being able to get a lot of traffic from outside without having to throw money in Facebook. And just hope that it doesn't go over budget. It set data very good way of maintaining maintaining your budget, and even saving money if you can get influences to do it for you make connections in any people for pre. Yeah. I'll obsolete. I'm yet. Infants Marxist becoming more and more of a share of the discussions ten K Colette Maas wine in the million pound loss. Minus two degrees. The yeah. The one guy just thought his I I think over two hundred thousand dollars a month. I'm just before Christmas again, he's been really really getting heavy on infant moxie. And it's take a long time to find the right people to be fab. Each what nieces in a John exactly would be so diplo -thing apparel type thing. But some is it's very competitive market. Yeah. For sure what he worked to about twelve inferences and actually use that to sell out his first is put a brand new product she sold out like thousand several hundred anyway, just purely Moncey, which is an amazing chief and by the way, just caveat. This is not so walk in the park and just common. I mean that took months of hard flipping work with with a person system himself, really dedicated themselves to this. And by the way, the prophet was not massive as I understand it was really plying back into to gain market share. So. The reviews you have out the images. Yeah. It's just that you create a relationship. Why people I think bombing doesn't mean that can't be done. But I would just caution that it's a one hundred percent with you influences and be. For newbies. It's no like PPC what you just turn on kind. Just take off. It's an finding the right people create relations trying trial and error. But yeah, it definitely great valley. So just just people. People get stuck out you not. But how do you go about doing it to simply south an Instagram account? So the YouTube account video of yourself so that they have something to say or something like that. And then just message them on Instagram tag name agents, and then tag, bam and say, hey, please, promote my putt here. It is this is what looks like this does send the right message coming on YouTube videos on the most recent ones that they've maybe posted today. Oh yesterday. It was other ones they're answering comments on United State. Hey, I've I've met in books Geneva now on YouTube, you can very easily at the remember just by going to the about section you took on the name general name you cook in the about section of them have emails if avenue melt, they have linked to their website. I don't know website is thing where you can just boom so many annot you're gonna it's gonna take a long time to find an influence a few. If you just think it just sent him a message to it. Message. Hey, these thing next person. Yeah, things. Yeah. That sounds excellent. I love you, very very proactive approach, are you? Absolutely, right. I mean, I suppose what I'm trying to say is not do this. I'm like get the head on with unexpected to take time to build. But you're right. I mean, it's quite possible that the person well as they have done intensive sales. He's also writing came these analysts chop. So maybe you'll just miss the action oriented, and actually that's the way to go. So coming to you over. Take a lot of. Yeah. Your story. And then just insert the person's name you contacting copy paste name. Yeah. That's no copy paste personal. Yeah. And I don't probably connection with you from knife. Not the negotiate question shoot, you you you, right? Taking massive action makes a lot of sense. That's really really good hidden on. Thank you for that. Let's really it's really. Yeah. Definitely infancy boxing. I still think he's on the east. We'll have Brian Burtt on advertising his on talking through that whole thing. And they have the that which we'll put it in the show. I'm sorry. Brian. As really good. I've used it. And I can't even think of how which is how bad and affiliate on being. But the point is they're all tools out there. But what if whether you use the tool to whether you yourself, it's just a custom massive action your hundred percent, right? And it takes time to build a reason to start today rather than, you know, wait just a newbies for put into its faith in short term win because new tend to think a new future entrepreneurs. If you want to put it politely, they tend to be very very short term. And they're thinking partly because I'm going. Yeah. I would encourage to start exactly what she wants to said. It's fantastic. Just make massive action on getting an emphasis on board and just get on with it now because it might take a few months to find the right people. But if you starting now, then you'll you'll private-label put up might take a few months to develop in which case, you'll be ready to roll. It's so. Takes a month and a half, maybe two months to get it manufactured in China cheap then shipped over. So you have a lot of time in between them to sell. All your all your funnels your advertise. No, your connections and stuff to get ready for launch. I mean, there's a lot of people that don't do that. And they become successful. But you wanna make sure that you giving it your best. Okay. I use. Take action at least every day for at least an hour of focused action every single day Fatu, three months. The econ- just do a bit hair, but hair, and then expect a big win unless you did amazing research and found a really uncompetitive or this doing well. But that's these as let's face, it, you you gotta hustle. Yeah. I like you like the sort of coach coach, Sean, I like it. This is what he gets stuff. Like this as nice to have a flavor of of that sort of level of optimism. There's great I'm gonna often speaking with people who've been around the block and got so many scars that they have a bit of cynicism. Which is okay skepticism is good cynicism. Not writing this up the difference. You I wanna believe everything you read here on other hand believing nothing is just as damaging because you've got gotta half the optimism. But Dr and get enough news. Really great. That's it. Thank you so much for your attention. A really appreciate it. Now over to you. I eighty twenty everything learned the critical few. Maybe there's one thing in his past that can make all the difference find that thing twenty percent of inputs give eighty percent of the outputs. Which all the critical view. Then take action imperfect action leads perfect inaction every single time. Finally, a not least review if you've made mistakes learn from them if you made a success, duplicate it you can't do that. Unless you look back so in summary. Learn the critical few then do then review, and then my friend, it's up to you. That's it. Thank you, so much attention speech you in the next episode.