Pricing With Scarcity

Full transcript

What's up everyone? Welcome back to the Anthony Eamon Show. We're gonna talk about pricing scarcity free. We're gonna put it all together for you and what the hell all of that means. So Yahweh was talking to me a little bit off show about him giving away a free model to push the brand out. And then he ran into a problem. People are saying he's too expensive. So what does that mean? How is it his fault? Let's figure it out.

Yeah, take the story away. God damn. All right. So there's a few stories. I'll start with the rather. Main one is I'm talking to a client. Um, I offered him a free commercial. Did a great job, free commercial, loved it. Then it almost seemed like he was trying to find an out almost. Like, um, what do you tell me? Um, some of the lighting I don't like, uh, but that's not you. Yeah, that's my light bulbs. Okay, change the light bulbs. What is it? $10 at Home Depot? Change the light bulbs, no problem. Because I like your shots, what you did, you know, that looked great, but my lights I don't like, we gotta change it. Then my response was, hey, Doctor, I'm gonna be honest with you. That's fine, but with all due respect, I think the best solution is starting now, not waiting until you change $10 light bulbs to start content. Let's get our feet in the water now. We can always change light bulbs, but we need to build presence and brand presence for you. So you're right. Yeah, no, no, you're right, you're right. Okay, all right. So is this like a uh uh, what do you say, um a uh month to month or like an annual content? No, it's annual. Month to month. Annual contract. Okay, that's fair. All right, everything looks great. Um, let me just take time to digest. And so with that, I'm trying to figure out. I've been in several sales calls, but not as of late, because I kind of got comfortable with the clients that I was having, but now I'm expanding now. So I'm getting back into the waters. So I got I'm rusty. So I was trying to figure out where did I go wrong? One thing Dan Lok says, I've been listening for a long time. Um he says, if you can't close the deal on the phone, you lost. And I agreed with that for the long time, and I agree. You should be able to close on the phone right then and there. And I feel like I lost it, but I just don't know where. Where did I go wrong? I couldn't figure it out, man.

So I'm gonna give it a social proof backing to this, just so everyone knows. Listen, I have an 86% close rate in company history for what we do. You want to work for me? What? Are you serious? You know what Jim's average close rate is? No. 28 to 30 percent. Wow. Now I'm gonna talk about why. Okay. And not only do we have an exceptional product and service that we offer here, but it's how you close and what you're selling. So let's do a breakdown of what you were talking about. I would first start with you gave this guy a free commercial, you're talking to him, you filmed this whole thing. What was his why? Why did he want you to come in?

So, well, he said he wants to build brand presence. He he saw, he saw other uh, I don't want to say the specialty, but he saw other people in his practice that were in the same industry putting out videos like himself. He just wants to build brand awareness, and also there's a new um surgery that he's offering, and he wants to highlight that. He just wants to get out there and get more patients and eventually grow into owning several practices and take a step back. So, why is that important for him to do that? What to own several practices?

To push this new surgery out on video, to get this new film content. Why is that important for him to get done right now? Money.

Explain that a little more. What does that what does money mean? He wants to make money in order to buy freedom. That's essentially what it is. And in pushing these new surgeries out, because the surgery is number one, um, and I don't think insurance goes, but they're they're expensive. That's it. So he wants to highlight something that he does that what do you say, one percent of dentists do? Shit, I just thing, but one percent of dentists do, he does it, and um he wants to push it out there, man. That's it, he wants to market that.

So he does something that one just to get this straight, I'm gonna act like you're him for a second. So just to get this straight, you 1% of dentists do this kind of procedure. Correct. You want to market pushes out to bring in more clients? Correct. Just out of like a little curiosity, how much do you make per each client that comes in the door?

I think he told me. I think it's 30 or something for that thing, 30 or 40.

30,000? Mm-hmm. So you get around 30,000 per client that comes in. How many clients do you think you'd get after a year of doing videos about this from us? A lot. What's a lot? Maybe 50 to 100. 50 to 100. So let's say we take 100, right? So it's three million dollars you think you can make by pushing out this new procedure and bringing a bunch of new clients in the door. What did you quote him? Uh 10 a month. 10,000 a month. So my proposition to you would be, listen, what's his name? Or make a name, Phil? Listen, Phil. You if I can make $120,000 become $3 million for you, and beyond, because you're gonna get more and more people as this procedure goes on and gets published. Do you think that's something that makes sense for you right now? I see now.

Okay, whoa, that's a good thing. Keep going, come on, push me. Um, how can you guarantee me the results though? You reached out to me. Right?

You told me that you see other dentists doing this, bringing people in, coming in, getting it, and getting the results out of it. Is that fair? Well, uh yes, but I reached out to you because it was free. Yeah, listen, I totally understand and respect what I put a lot of time and effort into these projects and the quality. Did you get the video pre or post this conversation? Um pre. So he had the video right. He looked at it. Yeah, yeah. Listen, you can have the video, you see exactly what my quality is here, and you see exactly what I'm able to deliver for you. And it's expensive, and I am expensive because I want to deliver the time and resources I need to you, and give you something and you're not gonna get lost in the crowd. So, did you reach out to other companies previously? Do you know about marketing and media at all? He has a S. I have an SEO company. You have an SEO company? Are you there? How many clients are clients does that SEO company have, roughly?

Tons.

Tons, right?

Do you feel like they dedicate a lot of time to you? You said to do it okay. We find uh we're getting some patients through uh what do you call this thing? Google um search and all that stuff.

Are they on the phone with you every week? Are they following up with what's going on? Are they giving updates? Are they tracking everything coming in and out about your views and everything like that? Did they give you a full concierge experience? Is that something you're looking for?

Yeah.

I want you to know something. I take eight clients. Uh, this isn't gonna be a big company. You're gonna deal with me. Me and you are gonna be on the phone, we're gonna talk, I'm gonna make sure everything gets organized for you.

Now he has a problem with that. That one entrepreneur told me. Yeah. He said, Yao, never forget this. Last year, I w I said I got a company, da da-da-da. He said, Nope. I saw your work. I just sat here in front of you. I've been doing business for 25 years. I love your personality. I want you. I was like, what do you mean? He said, I want you to work with me. I'm like, let's continue, let's keep doing push me. Okay, okay. Yeah. I want you. You said you're gonna deal with me, right? So are you gonna be so you're not gonna be uh delegating and hire people to come shoot? I want you to shoot. Do you like my quality? Yes.

You love what I'm able to give and deliver? Yes. Yeah, I really appreciate that. I put a thousand hours into training my people to be here for you to deliver exceptional content for you to be here. And listen, they do a phenomenal job, and you're gonna have my guarantee that they're gonna do a phenomenal job. How do you how do you how do you make you put a thousand hours of training? Yeah, but they're on the job, the work, whatever your training is, you should know your training protocol. I was just the New York State Apprenticeship Program. Okay. We do 2,000 hours of on-the-job training. You said 2,000? 2,000. Okay. So plus college. So that's our pitch with our apprenticeship program of training. That's what I'm catching. Okay, so you have to know some kind of credentialing, right? Correct, correct. On top of that, I think you need clients. So you're not getting lost in the crowd and to be able to deliver everything. If you want to work with a company, it's gonna get lost, and you're gonna feel like it's a possible to get a hold of them. That's totally fine. Listen, I'll tell you what. You want me here, you want me to look over everything in particular? Yes, sir. Because the price I gave you was for my team to take care of it.

Get out. So, how important is it for me to be there? How important? $50,000, $30,000 for you.

Hey, man, I have no problem overseeing it and being your central command, but I'm gonna need $40,000 a month for me to be the one responsible for it and take control of everything. And I'm totally fine with that, and we can definitely sign that up. So, would you want just me at that $40,000 or would you want my team at the $10,000? Which makes more sense to you?

I I gotta think about it. I don't know. I don't know. It's a lot. I got let me digest everything and we'll talk.

Yeah, I totally understand. It's expensive, but the quality is the quality, and you're not gonna find anything that's better. And I only take eight clients, like I said, and we have six already. So I got two spots left. So I'm gonna tell you what, I need you to keep me accountable. If this definitely isn't for you, just tell me no right now, and then we'll just be on our ways because I do have other people that want to work on our product. So just give me a yes or no if this makes sense for you to do.

Well, we'll talk. Let me just digest everything.

Yeah, listen, I'm gonna take that as a no then. And I have a bunch of other clients that need to reach out to anyway, and that's totally cool. I totally respect your time. Uh I'll you can follow up with me if I have availability. I'm more than happy to continue this conversation. But listen, I'm not gonna call you, I'm not gonna text you, I'm not gonna follow up with you because I have other people that I want to work with you, but I really appreciate your time and effort, man. Thank you so much. It was a pleasure meeting you.

Peace. That's phenomenal. That is the that's the scarcity.

Not that's why Alex Harmozy said, Hey, um reaching out because I had some free time. That kind of mindset, I guess it instilled fear in me because it comes off almost as cocky or arrogant, or as a pleasure for me, it's an honor for me to be talking to you, but it's not. You have to take that approach.

What's my biggest value that I have that I talked about in a previous episode? What's the value I personally want? Speed? Authenticity. Oh, authenticity, oh yeah, yeah, yeah. So the reason I don't like sales a lot of the time is because people can't aren't authentic. So I make my company authentic. I'll give an example for Relea Fitness Pass. It is a true cap of five people.

That's real. So let me ask you, why are you putting a cap on that if you don't want don't you want more money? At what expense?

Right?

Think about it. Quality's everything. And you know you can only deliver that quality to five cap. Five cap. Six person wants it, sorry.

There's a weight list. It's what someone cancels. No matter what. No matter what. The way it is, what it is. Capital clients, we can only take so many people. We're one-on-one training. I can't take 150 people extra people. Just where? Where are they gonna go? I want to make sure that every client gets an exceptional experience. Because at the end of the day, if I get lost in the shuffle, I just become like everybody else. But if I can take fewer clients, have an exceptional experience for each of those clients, what are they gonna do? Tell everyone how much of an exceptional experience, how much different it is, right? And that's gonna ultimately help my brand build. It's a bit because I kept to my operational model of what I can put. And listen, I made this mistake for years. I want it to be open to everyone, take everyone. And I realized I was just creating this crazy operational load and structural issues inside of my company, and we couldn't take it, and the quality dropped. We lost trainers, people were getting pissed off. Like, you can ask clients. Like, there was a time like three or four years ago, things were like really rocky. And I was like, whoa, whoa, whoa, whoa, whoa. I want to be less, I want to do one thing for one client avatar and only for a few people. And you know what? You'll spend more money on something when you know that's the best of the best, and you know you're gonna get the attention you need. I I compare, for me, it's easier to talk about physical therapy, right? Everyone knows the physical therapy loophole. They go, they go to a physical therapist, they the physical therapist is working on them, stretching them, working them out, having a conversation with Frank over there, talking to Bob, the employee over there. They work at them for five, ten minutes after the heat and stim them, they send them over to a physical therapy assistant. That's someone they just is still in college learning, and that person has no idea what they're doing on the floor, working the work gets the physical therapist woke up, and you're like, I sent the therapist for like three minutes, and I got nothing out of this, and I got nothing to continue out of this. And these, like, I feel like no one individualized anything to me, no one's paying attention to me. Yeah, yeah. So you have to because you get what you pay for, because they're getting paid $30 back from the insurance company, and it's not enough money for the therapist who went to become a doctor, right? To work with this patient. They have medical bills up the wazoo, right? They run the place to pay for the student loans, crazy expensive. So, in order for them to be equal, they have to take so many patients at once. Same thing with doctors, they take so many patients at once, so quality drops. And that's and that's gonna leave an ultimate negative model. You want to work with less people. Cut.

And you scale with them. And scale with them. So many questions asked. So, Andy, okay, um, how many times do you follow up after a call? Like after you already met with them, let's say I did the freak around. How many times are you following up after that?

You don't follow like what? You don't follow up? Have you ever Rich Man Poorman mindset? You said what? Rich man poorman mindset. Have I heard of it, you said? Yeah.

No, yeah. Well, I know it's a good thing. In regards to sales. Yeah. No, no, no, no, no.

I have a great example. Let's pretend we're both single for a second, right? We go to a bar. There's a bunch of girls over there. I really want to get a girl. And yeah, I was whatever, I don't care. Who always gets the girl? The person doesn't care. Right? They don't want the needy guy. How many times do girls see the needy guy and now come over, hey guys, they're like, oh wow. Get away from me, creep. Right? And you come across needy and desperate. But the guy that's staying back, that's like, whatever. They're like, ooh, I like that. And they want to talk to him and give it because he's the one closed off. Like, let me alone. No, no, tell me more. Right? You want the person that doesn't want you. People want, they don't want the neediness. If you come across desperate in a sale, because you are desperate, you're gonna lose the sale. But everyone that comes in, I don't need them to keep my business functional. I don't need them. Do I want them here? 100%. What if you need them to keep your business functional? Then you have other issues inside your business. What do you mean? So you let's say you're not charging enough with your current clients, let's say your overhead's too expensive, let's say you're not putting enough money into advertising. Like what else is going on inside your business? And you need to come to a frame, even if you have to kind of go there mentally inside a cell that you don't need that person.

I see what you're saying.

They came to you. They came to you because they had a problem they wanted a solution for. I can give you the solution. But I'm not gonna force it down your throat. You can take those quarter, can't get it to drink, right? Alright, now I got it.

No, bro. Everything's clear now. You only pursue the people that meet you halfway. That's it. If it's 70, 30, 80, 20, you're not gonna close the deal. It's a bad deal. You're forcing yourselves in them constantly.

And you know what's gonna happen? They're gonna say you're like every other car salesman. It was gross, it was a gross sale. They're too pushy, they're too pushed over. Therefore, I shouldn't even call the guy.

No.

I already texted him last time I called him he didn't answer, just stop. I would tell you.

I would tell him your cap. So he's not surprised later, right? So you you would text, you wouldn't call if you didn't. I would just wanted to give you a one-time courtesy.

I have a cap.

That's it.

That whole spiel that you gave me. Hey, I just want to let you know I've one time out of courtesy, I haven't heard back from you. Throw that in there, I haven't heard back from you. I just want to let you know my cap is this many clients, have this many so far. Do I say anything? That's it. Just call me when you're serious. I don't know.

Just wanted to give you cutter resets up. Uh, let me know when you're ready, and I'll let you know if I have availability.

I I you just I that's it. I know how to do it now. I'm gonna be honest with you. It was fear. I'm just gonna be honest with you. And the fear was I didn't want to come off snobbish, like uh, if I'm gonna if I'm not available, I'm a little busy right now. But it if you think about it, those are the people you want the most. When they have a limited edition card, limited edition movie theater, limited edition uh uh uh video game, those are the ones everyone wants. Let's just go deeper. Those that are watching, GTA Six, you heard of it? GTA 6? The ultimate edition is coming out, and then they have the standard. 71% of people pre-ordered the ultimate edition because you get limited stuff with it. People want scarcity.

What they can't have.

What they can't have. And I think me constantly, I'm gonna be honest, I've I thought that was the right model when you said, yo, do five times, six times. I was like, I never heard of that model before that's crazy. But that's when they show interest, not after a sales call. I didn't, I messed up. I was hitting dude. There's one guy for two months so far. I just called him two days ago. He said, Yao, I love how you follow up, man, I want to work with you. But I could I said, Can you at least send me the ads that you want me to film? Yeah, I could do it, I could do it. The price is great, I could do it. This is the third or fourth time he's told me he'd send me the ads. He never sent it still.

Move on.

Yeah, it's everything you're saying. Let me just these people are not serious, they don't take you seriously. Now, do I lose by by having done these free commercials for these people? Because they got a free product now out of me. They have a free product. How good is that free product? Phenomenal. Dude, if you see the shots I did, it's crazy. Even the other guy was like, yo, this looks incredible. Good. Hey. Hey, what if you did it? And then person says, Oh, looks great. This phenomenal dude, we never see anything. Everyone in the office is going crazy. We love this, yeah. But we just gotta get consent from two of the people before we release it. Does that prohibit me from releasing it on my end?

When I told you, I would get consent before we even film.

I already did that already. I told I told the person, I'm using this for my portfolio, I'm letting you know.

That's the privilege of being free. You have a signed copy of that, right? No. Yeah. No. Everything in writing.

Damn, you're right.

Everything in writing. Shut up.

I only bring out contractual stuff, but you're right, it doesn't matter. I don't do contractual. This is free.

But I'm using it for my portfolio. That is why it is free. It has nothing to do with. I'm just doing you a service as a favor, but it's really for me. Right? That's why it's free. Of course, of course. Yeah. People understand that. They appreciate that. It's the honesty. And then once you get your brand up, people see it, they love it. And maybe those free clients you get like won't turn into clients, but they're gonna share it. It's that freaking good, right? It is. I'll show you. And they're gonna show you their friends, their family. It's really good. And the other businesses people like, what did who did that? Who did that?

So the key thing is to do the work, let it speak for itself. Let them know, create scarcity. Listen, I'm letting you know this is what I have this many clients. Those the prices doesn't change. You want to refer me, you want to come back later on? That's totally fine. But right now I have other clients, and I only have very few spots limited. So thank you so much for your time and I wish you the best. But I'll be here if you need me. I think that's it. Stop.

And then, oh, somebody I just read this somewhere.

Don't wait. Keep going. I had a problem with waiting for these clients and not stalking them, but just almost just like on the prowl waiting.

Like, are they? What's that like? Trying to get a girl again. Same exact thing. People make these mistakes all the freaking time. You do with business, you do with relationships, you do with everything. You people obsess over one girl. I love that girl, Rebecca, right? She's so pretty, blah, blah, blah. Ask her out. No, no, man, I can't ask her out. Obsess. He gets stuck on Rebecca for seven months. That's all he's thinking about. Eventually, situation comes up, Rebecca's not interested.

You just blew seven months of your freaking life obsessing over so many shit about you. I just want to ask you this one more thing, because this kind of threw me off. You do not follow up. Let me just get this straight. You don't. After the sale? No. After the sale? I got like the sale, like we meet in person. Oh, yeah, which is technically like me on the phone with a meeting, talking for me. You do not follow up.

After I give that spill, no, I don't follow up.

And you let them know, hey, listen, I'm not gonna follow up. It's totally up to you. I don't want to. How often is what's the percentage? 50% come back. That's crazy, yo. Well, ladies and gentlemen, I learned a lot today. I had fear. Um, I didn't want to come off snobbish or rude and saying these things, but Ferrari doesn't care if you don't have the money.

It is more unfair to haggle your prices, to harass people into a program, to make them feel uncomfortable, than it is to just tell people no, sorry, the price is the way the price is. We're only taking this many people because I care so much about my clients. I don't want my product or service to disservice you. Right? I don't want you to come and say, I didn't give you time, attention, you didn't get results. That's unfair. I want people that want to be here, want to put the work in, really care about getting results, and I'm gonna blow you away. Now I'm now I'm good now.

Now it's a take it or leave it game. That's it. Take it or leave it. And the ones that want it, and the beautiful thing about this, the ones that come back. Stay will really be here. The relationship will be the relationship you fossil with them will be healthier than somebody you chase down. I'm gonna have resentment in there.

One more caveat on this. That I've been doing in sales. Yet again, tying to authenticity. Right? I mentioned that before. True. This podcast, what's our slogan? Accountability. I started about three months ago. I tell every sale, like when we get to the pricing, what before we get to pricing? Listen, I'm a big believer in accountability. Right? I do a show on it, I dreams about it. It's all about accountability, but accountable to two-way street. I'm gonna be accountable, these are just like you need to be accountable today. So what that means, yeah, is that I'm gonna go over pricing. But because I'm all about accountability, there's no maybe. I need a yes or no today. Is that fair?

That's fine. Yes, it is. Then it goes a price. Now let me ask you a question. Are you sharing the price sheet with them while you're reading it? I hold and read and explain. How are you doing it over the phone if you're doing it over the phone? I do over phone, because they're far away, whatever they're right. I never done it over the phone. Well, I send a PDF and let him read with it while I had it. That's what is that like he sees what I'm reading. That's what he's doing.

How many how many price lists? How many different pricing levels? Three. Three. Okay. Do you pick the price level they should be on?

Like I put the most popular. No. Really? No. Why not? What do you mean why not?

I mean, yeah. What's your job? Why am I coming to? I have a problem. You know what the solution is, not me. You're the specialty in it. Just as much as I'm the specialist in what I do here. People sit with me for half an hour, and my job is to figure out why they're here, what they're going, how do I get them to their goals, right? Yeah. It's my responsibility to pick what program makes the most sense for them. And be authentic about it. I'm not picking the hold on. I'm not picking the highest end program just because I want to make the most money. I'm not doing that. But I'm also not picking your program to someone that's not going to go. So here's a good example for training world. I have someone that comes in, they have a hundred injuries, they need to lose 20 pounds, they're like broken, right? And they want once a week. Once a week training. I tell them no. And they go, why? That's because this is a disservice to you. Once a week, we'll not get your results. And then what are you gonna do? It's the truth. I had a woman today. She wanted to lose 40 pounds, and she had a lumbar fusion, a lot of issues. And she told me she could only get here twice a week. I said, listen, twice a week is a good baseline. It's not once a week, it's twice a week. We but you need three days. You need three days. And she goes, I just can't physically have me. You better work out from home. And she goes, no, no, I will. I was like, I will cancel your contract if you don't work out at home. She's like, really? Really? And I'm like, I made a picky promise. You sell you made a sale today? Yeah, I made a picky promise. And then I took her agreement and I wrote out, I will work out a third day a week following the program, and I made her sign it.

I love that, man. You um you know what? You solved it. My problem was fear. Fear of coming off, fear of being perceived a certain way. That's what it was with a client. So I was tiptoeing. And more so. What are you afraid of though?

Not rejection. I'm trying to see how to put my finger on it.

It's no, no, no, no, no, no.

It's not fear.

It's lack of confidence and value. Why do you have lack of confidence and value in what you do?

No, I know I'm good. That I know. I think because this is a new world for me. I think that's what it is.

Do you know how art has a different price? Yeah, yeah, yeah. There's literally a painting, it looks like a guy spilled a bucket of paint on it that goes for three million dollars.

Yeah.

Or a banana like on a wall. I know I know, right?

Yeah.

It cost nothing to make that. Pennies, right? Yes, yes. So do it's because it's a story behind it. If I walked into an art shop and I see a bunch of different paintings and I just said there's a bunch of different paintings, I'm gonna think they're worth nothing. But if I talk to you about this painting, what the feelings behind are, what it means, who the artist was, what their story is. It's different. Change. I'm building value inside of that. And that was perceived value of that painting.

Ah, before we close, you're so right. I'm not gonna reveal the name. Do you remember the billionaire I was dealing with? Did I tell you I had the meeting? Yeah. They're paying now. Oh, they're paying. Remember, I told you I was doing it paying now. How'd you do that? I didn't do anything. That like I just was myself. Like just being myself. Hey, this is what I do. He came back and said, Hey, Mr. Blah, blah, blah. Saw your work. He's really impressed. Like, genuinely impressed. I said, Oh, yeah, I just gotta do this X, Y, and Z. They said, We're gonna take care of all that. We're gonna take all of that. On top of that, we're gonna do X, Y, and Z films. Oh, really? Yeah. We're gonna take care of all those things. Wow. How good does that feel? That felt great. I was, I wasn't, I wasn't going into it expecting that. You know already. I told you you know already. I wasn't like looking for that. And I just came out on left field. Said, I saw your work. He really wants to work, he wants to do this, this. I'm like, wow.

Because you were confident in what you did.

Yeah, yeah, yeah. That's my world though. I come from narrative. I know how to that's my world. Like here, being here, I know how to tell stories, a documentary, I know how to do that stuff. But this is new. So I think that was the problem. Like I was typically told our worth.

Correct. And people can look and say we're expensive and said, no, you're gonna get results. And I mean that. Fitness literally saved my life, literally helped other people save their lives. I'm good now. And that's what it's about. I know what we're worth, and I want everyone to get results, and that's the reason the price is what the price is, because it's what I need to give you results. So, what's more important? Complaining about a couple dollars or getting the results you need.

Damn, I can keep going. All right, one more, one more. And there was someone that said we don't need it. No, there's a client that said we don't need it, we don't need it. She's well off getting tons of uh of clients for years, but I kept following up because I the practice is gorgeous. Oh, that it would help my portfolio. I feel that the one I'm talking about, the ones as tons again. I feel there's a high probability I could still close. What do you do after you deliver the video?

Go back to the first part about any why did they contact you in the first place? Got it. That's it.

That's all I had to hear. Regardless of what they say, then you always revert back to that. That's it.

And it's not the first why. It's not the first answer. You ask why again, it's not the second answer, you ask why again, it's not the third answer, you ask why again, it's the fourth or the fifth. That's the reason. The first two is the lie.

That's why you know it's an onion. Yes, you gotta feel it, feel it, feel it. Why? Why did you do that? Why? I'm done, I'm done. That's all I had to do. Where'd you let it, Hermose?

I actually practice experience. Practice experience and then just listening to people and like helped. Like we certified.

Oh, yeah, that's good. Got it. Ladies and gentlemen, that's the point of the show. It's to help you. I had a huge problem. Anthony just solved it, and hopefully, this you know, the things that we brought to the forefront help you as well. Know your worth. Know your worth, yeah.

Know your operational load so you can create true scarcity and be authentic to who you are and what you offer. Like, subscribe, share, guys. Until next time. 100,000 again, guys. 100,000. Peace.