Nehal: Today, we have Sam Bell from PPC Boutique, what’s up Sam?
Sam: I’m doing wonderful, how you doing Nehal?
Nehal: I’m doing awesome, good to have you on. The reason we have Sam today is that he told me about one of the campaigns that he’s working on, that he was working on where he took a live preview model, where it’s usually used for offline campaigns and took it online. This is a model that whether you know it or not you might have been to a lot of these type of events whether you’re interested in real estate investment, in trading, and even now as far as Amazon, and learning that in person.
But Sam is going to talk about what is the live preview model, and how people are making a lot of money from that, but more importantly, if this is a model that you’ve used in your business, or can’t fund this in your business anymore because of a variety of reasons where it’s just too expensive, and how to take that model online.
This is perfect for you, because not only is this a system that you can use nationally, so you’re not doing live previews or in-person events that are very costly, you’re able to scale your business a lot faster, and based off of predictability and numbers that will allow you to scale your business, so excited for you to share this today, Sam.
Sam: Absolutely. Super excited as well. I hope everyone gets a lot of great information to go out there and start making some cash with.
Nehal: Awesome. I think a really good place to start would be if you can explain what the client was doing before you were involved and what that first round look like in order to implement what a live preview is, and then what happened in that moment so then we can actually understand what it took to take this online.
Sam: this particular client was in the real estate investing niche and for those of you who aren’t familiar with the preview model. Generally, a preview model is a live event and on the front-end of that model, there’s a lot of upfront marketing that takes place, so generally a company will come into a circuit of market, for example, I live in Tampa, Florida; so Tampa, Orlando, they’re very big markets.
They would do a blitz marketing campaign generally around two to three weeks before them actually holding the live event which comprises of radio ads, TV ads, online ads, et cetera. Inviting people to come to this free life workshop where they’ll have the opportunity to learn the fundamentals of real estate investing or what have you. So the objective is to get as many people to that live event as possible.
Now at that live preview event, that first event is free to attend. Now there is where they will present the information. They’ll generally share some good content to help inform people and for those people who do attend live, if they want to take it to the next level, then they will generally make an offer of anywhere from $300 to $1,000 where they will sell another workshop that they’re going to be holding generally within a week to two weeks from the first preview event.
That actually generally how that works and I’m sure most people have attendance, some sort of free seminar somewhere in their city to attend and that was actually a preview event so you got a chance to preview, what the opportunity was getting some information and then making decision if you want to invest to go to the next step. Sure, go ahead.
Nehal: This is very common practice. Especially in some industry. In terms of real estate, in terms of investing. This isn’t rocket science. The same way for you and me. It’s like, listen, you got to spend a dollar to make $2, here’s what the return looks like, and here are the processes to get there. In the same way, preview events are just common sense in some types of business models, and some industries.
Sam: Yeah. Absolutely. They are pretty standard actually in a lot of industries. The real estate information marketing is just one particular business vertical but even CPAs to this acquire clients, financial advisors, they throw preview events or dinner events to have people come out, so this is the very common type of event for multiple business verticals across the board.
The challenge as I’m sure that you probably are aware is that it’s very costly, and it’s a lot of overhead because even just from the logistics standpoint. You have to market these specific events and a lot of times these events are actually held in multiple locations over multiple times, so just logistically that takes times, and you actually have the speaker that has to go out to the event. You have the staff that has to be on board. You have the hotel cost in addition to the marketing cost.
Just to run and go into one market, depending on how big you’re looking to make the preview event. You can easily spend anywhere between $50,000 to $100,000 on the front-end and that’s before you made a dime. That’s just to go ahead and actually start putting people into the preview event.
Nehal: That’s just the commitment because where I grew up was Toronto and with Toronto, we would have these rolling events, and the same thing with a lot of hot spots around the country where I’m sure Florida gets hit very hard and with these type of events too, where we had one almost weekly and they would take over radio, they would take over different types of TV ads, and then obviously like social, YouTube, all that kind of stuff.
And so from your client standpoint, this is a model that was already working. He was just trying to improve his number before you ended up where you actually ended up, but what was the first step when you first ran the Facebook ads campaign to get the first taste of what this business model would look like for him?
Sam: essentially this client actually used to work for, he used to work with a big brand in the previous space, and he wanted to strike out on his own and kind of go down that route, and because that’s the business model that he knew intimately, he had a lot of success with. There’s still a lot of logistical stuff that had to happen on the backside that you really can’t prepare for unless this is something you’ve actually been doing.
He approached me, he said “Hey, I want to do an online preview model. Can you help me get people to register for the event, for the live event?” And I said, “Sure, absolutely.” He gave me a budget. I asked him “Okay, what do we need to hit? What are the KPIs that we need to hit in order for us to create and have a profitable event?” He gave me right around $30 to $50 per registrant for the event.
Essentially what we did is we actually set up a Facebook ad campaign. We spent roughly around $6,000 to $7,000 driving people to register for the live event, okay so we wound up getting about 100 something people registered for the event and from the people that actually register. From there, you actually have to confirm all those people so there’s a whole another step in the process, because most of the people who register, you want to make sure they actually show up, okay.
So they got around 30% of the people that register to actually confirm that they’re going to be attending the live event. Our average cost per registrant was around $30 and the confirmation rate was around 30%, so so far so good, that’s around $90, then that’s if everyone shows. The challenge was when the event happened, they only had about a 10% show up rate.
I’m sure you can see how even though you had a certain amount of people who confirm, they still had a very little show-up rate, and obviously, that affected the overall numbers as a whole because they did not have a lot of people to actually make the offer to. And again they ran into the same challenges that come along with anyone else in that model. You have the marketing that you have to pay for. You have the hotel. Overhead you have to pay for. You have the staff that you have to cover, and these figures you have to cover.
It’s very costly, and the client didn’t really see the ROI for a particular event. This kind of put him in a pickle, and he’s trying to make a decision on what to do next, so I had already been running online automated webinars, so I said “Well, look, we can replicate this model and as opposed to doing the traditional offline preview event you can actually do an online preview event.”
I said “Well, the same presentation that you do for people live. We can actually take that same presentation and create a webinar and do it in the online format.” The cool part is is that I can guarantee you that you’re going to get a lot more people to actually watch the event for a tenth of the cost that you would pay to actually have someone attend live.”
I went through, I ran the financial model for him and showed him what the numbers would look like, and he said: “Okay, let’s do it.” Essentially what we did is we actually took the offline preview and we turned it into an online preview model and our call to action as opposed to selling straight from the webinar, we did an application call to action.
Essentially this is what the funnel looks like. We ran Facebook ads to a webinar registration page. From the webinar registration page, it was a just in time webinar, automated webinar. Basically, we ran every 30 minutes. They would come. They were registered. They would watch the webinar. A webinar is around 45 minutes to an hour long. And then from the webinar, they would actually apply to have a strategy session with my client and his team to see if they were a good fit for their program.
Okay, so essentially here’s how the numbers backed out. These are the base numbers that I look for in running this type of model. On the high end, in terms of cost per webinar registrant. You want to be at around $10 per webinar registrant or below. Okay. From there, I’m looking for a minimum of at least a 50% show rate, so that means for everyone that registers for the event, at least half of those people should show up.
If I have 200 people register for the webinar, I should have at least 100 of those people to actually show up for the webinar. In that particular instance, if we wanted to get 100 people live, it’s going to cost us $2,000. $10 per registrant, and then we actually only have a 50% show up rate, which is $20 per live attendee. From there you want to have at least a 10% conversion rate on the low end from attendees to applicants, so that means from all the people who actually attend the webinar live, at least 10% of those people should apply for a strategy session.
The next metric in that process is the actual show up rate. So you want to have at least around an 80% show up rate from people who actually book a strategy session to those people that actually show up on the call. For those people who actually show up on the call, you want to have at least a 20% conversion rate from call to close.
Nehal: Yeah. For anyone listening to this, I know those are a lot of numbers for someone to consume if they’re just listening to the audio version of this or if they’re in their car or something like that. So what we’ll do is make sure to create a financial model for the people listening and if you go to adtipsforadpros.com, there’s a Facebook group and in that Facebook group, we’ll make sure to put this financial model just so you can see all these numbers for your business and then look at how far you are from these numbers so that you can actually implement this stuff in your own type of campaigns.
One thing that kind of brushed over, Sam, like as you’re explaining that is the one element is that there are actually three types of registrations for that business. So in the offline model, there was the cost per registration. That’s just like the name, email, cellphone. Then there’s the person who’s responding and connecting with the sales team and whoever the administrative team is, and then they’re connecting and confirming and that’s 30%.
And then from those people, there are only 10 people that confirm, so the cost per registration especially if you’re the business owner here or the person responsible for marketing. The cost per registration is $30, but the actual cost per confirmation is $90 and then from all of those people, the number, if only 10% of confirmed people are showing up, that is actually $900.
So what is the real number there if you’re the person who’s planning this out in your organization or if you’re the responsible for creating these numbers and these different scenarios. The cost per registration when someone asks you what is that number, it depends on the type of registration. Is it just the registration? Is it the confirmed registrant? Or is it the show-up? And so those are three very very different numbers, and when you look at those numbers in comparison to the webinar model and online preview model. It’s so different because if you had the exact same cost per lead which is $30, the show-up rate is 50% right away or higher, which is what you’ve seen in the past, Sam.
With that, your cost per show up, in that case, is like $60 wherein the other model, it’s $900. That’s game-changing for the average business owner who’s doing that preview model assuming everything else is the exact same.
Sam: Yeah. Exactly. Again there are some huge companies that do this and they really have their numbers dialed down, but it’s amazing to me how a lot of people will actually run a marketing campaign and they haven’t actually run the numbers, and build their financial model. I’m a huge advocate of having a financial model even if you don’t have any data to work off of, to at least determine what is the minimal number that you need to hit to at least to get to your breakeven point, okay.
I think anyone even if you’re just starting out, run the numbers, see exactly what you can spend to acquire lead, what you can spend to acquire a customer, and just reverse engineer that process, and that’s actually going to dictate how much of a budget you need to allocate in the first place because a lot of times people will launch campaigns whether online or offline and they’ll kill the campaign before they even spent enough marketing budget to get enough data to actually hit their base KPIs.
If you actually reverse engineer it and then come up with those base numbers are first, then you can establish a sound marketing budget, and not kill your campaigns or cut them off before you had enough time to actually gather the data necessary to see if the offers working or not.
Nehal: Well, you’re able to make those decisions based off of the realities and benchmarks you set instead of just guesses and hunches, and so for anyone who hasn’t run this type of funnel before, we’ll provide those numbers for you in the Facebook group just so you have them as the baseline, and then you can say okay my cost per lead is actually 20, 30% lower than what Sam told me, okay, perfect.
But my show up rate sucks. What’s going on there? And so you can reverse engineer, in your business model, where is it that you’re struggling or where is it that you need help or more important what are the different parts of your business that you should not be focusing on because they’re already on benchmark or are okay where there are other things that require way more attention.
Sam: Yeah. That’s a great point too. Each step of the process is a conversion point. You want to look at each of those conversion points and establish those KPIs, and it’s going to be different for everyone, and it’s really going to be driven by what your actual value per customer is or what’s your average order value per customer. That one’s going to be very different.
If I’m selling $1,000 product versus if I’m selling a $5,000 product because I can actually spend a lot more money to acquire the lead, to acquire the customer than if I had $1,000 product, then I have to hit a different set of KPIs, so it’s going to be different for everyone based on what your price point is or what your product or service it is that you’re selling.
Nehal: When you started the campaign. You did the campaign anyways locally even though everyone knew what those numbers are, and what the challenges of that business model are, but at that point, you guys I’m assuming made a decision of like okay, this is not working. There’s so much of a commitment required, not only emotionally but financially in order to start and do a promotion.
Once you start a promotion and go down the process, none of it is actually confirmed or there’s no real confirmation or probability that ‘s actually going to happen. It’s still a hunch. It’s still a guess, even though they might have run those same type of previews in person before and had great success.
Sam: Yeah. No, I agree. There are so many factors that come in. You got weather that’s a factor. If it’s raining, that might impact the show-up rate. There’s a natural disaster. There’s just so many variables, things that can occur and again assuming if you’ve done enough of this. You can still maybe factor some of that stuff in, but if you’re a newer business or even if you’re somewhat established and you’re running that model, they’re all things you have to take into consideration.
Nehal: And so how do you go into that transition because I’m sure there are people listening right now that have done these types of model or done these in-person previews and they’re like if you can show me a model, I’m all ears. What does that transition look like from taking these in-person previews and taking them online?
Sam: Sure. It’s actually not that big of a transition. There are two many conversion points that the clients that I work with. They have to really be concerned with. Okay, and the first one is the webinar itself. The webinar needs to convert at least 10% from attendees to applicants on the low-end, okay, so we do provide them with a framework that help them put that together, to make sure that they have all the necessary elements in a webinar, so that way it can increase the probability that they will hit that 10% but that’s the benchmark for that.
And then on the back end, the phone sales, so the person that’s actually doing the strategy session calls with the prospects who are applying to work with you. They need to be seasoned in sales, and need to really understand the consultative close if you will so that way, they can actually convert those prospects into paying clients and customers and at least 20%, which is on me, if you’re talking to 10 people that have gone through all these different steps and they’re qualified, 20% close rate is very doable.
Those are the two main elements. All the other elements, those are usually the things that we focus on because we handle the front-end, so when I say the front-end, meaning we do like the ad creative, and we know that our ad creative needs to perform in a certain amount of in terms of click rate. We do the webinar registration page, and we know the webinar registration page needs to convert at a certain amount or a cost per register in order for it to make sense, and then we also look at the data in terms of from registrations to attendees, and we know if we hit a certain metric there then we’re good to go.
So all things being equal if you’re at $10 and again this is based on if you have a $5,000 or better, that these particular numbers that I’m quoting so if you’re selling a $5,000 better on the back end, you’re paying $10 per registration. You get 50%, at least a 50% show rate, 10% close rate from attendees to applicant and then 20% show up rate on the backend. You’re winning. You’re doubling your money all day.
Nehal: I was saying what doesn’t account for is any of the backend revenue from that because everything you’re talking about is people come in. They register, they show up to the webinar and they apply, they come onto a sales call and they got closed, and that whole sales cycle is as quick as seven days to 14 days, and that everything else on the backend of that whether especially in this case, where they have higher ticket tiers or additional in-person event offers, that just maximizes the overall profitability not only of the campaign but of the business.
Sam: Absolutely, and you’re 100% correct, and we haven’t even gotten to the backend but you’re absolutely right.
Nehal: I jumped too quick.
Sam: No, that’s a perfect segue because you’re absolutely right. Normally that first front-end of $5,000 is a front-end, okay, then there is generally a backend, some sort of mastermind, some sort of live event that people may sell anywhere between $15,000 to $25,000 for that so you can easily build when I say easily, it’s relative. But you can quickly see how you can build a $2 million to $5 million business with this model without really having a ton of overhead, without having a ton of the obligations and commitments.
Because at the end of the day, in business. It’s not how much money you make. It’s how much money you keep. Because there’s a lot of these big seminar companies. They may be doing 20, 30, $40 million in revenue, but the question is how much of that are they actually keeping which is all the overhead, employees, just et cetera. Whereas with this business model, if I have a 70% profit margin. I’ll take that all a day.
If I built a $5 million in revenue, I get to keep 70% of that outside of what I got to pay in taxes of course but just an overhead, ad costings like that, commissions to my sales team, you’re winning.
Nehal: Yeah, absolutely. From your standpoint, you come into the business, it’s let me drive traffic to the funnel that’s already working. Let’s not break anything that works, so let’s start there. You guys started there, then after that, you launch this webinar promotion in and so you’re doing same freebies, but except online, and so what happened that first runaround.
The first time that you’re taking the ad spend and you’re investing it just on the online previews, what happen from a lead generation standpoint, and then what happens from the actual sales standpoint. How quickly were they able to get sales and or breakeven?
Sam: Yeah. So just to show you how my end of the day this is. We’re on the same ad budget, okay, but because we’re running to the online preview model, I think we have, our probable ad is around $7 to $8 per registration, our show up rate was around 70% up from registrations to attendees, and our close rate, our application close rate was around 15 to 20%. Our cost per application was on average around $80 to $85 per applicant.
They were actually selling. They actually were selling at $25,000 package on the backend. So they wound up something like two $25,000 packages and another $50,000 in $5,000 to $10,000 packages. Okay, but here’s the kicker, and that was within the first 30 days, okay, so we basically launch the same type of model but the online version spend around $68,000 in ad spend, generated around 80 application something like that, 100 applications, and then they did $100,000 in sales.
But the kicker is, they did another preview event but now this time, they invited people that had gone through this funnel that either attended the webinar or at least register, and then they done another $50,000 in backend sales when they had their live event the next month, so they want to do another $150,000 in total sales from that preview model and they have continued to run that model.
I know that that model can work if you have those main two elements. You need to have a built webinar, and obviously, a good offer that people want and you can actually present that offer through the consultative close on a backend, easy to build a seven-figure business.
Nehal: We’re involved with some of these types of offers to and we’ve seen okay first, we’re not getting clicks or something’s going on where the clicks are too expensive then you start getting normal clicks and you start getting the leads, and then once the lead start coming in, it’s like our people showing up, then you figured that part of it out, and then once people are showing up, doesn’t webinar suck.
Forget about salespeople, forget about followup, doesn’t our webinar actually convince and excite someone to say you know what, let me give it a shot, let me complete an application. Then once they actually complete the application, do they even have the ability to show up and do it consistently because how good are your application versus your connect rates to your application.
And then from there, do our salespeople suck or if you’re the salesperson, it’s like do I need to invest some time here on sharpening this all, and at that point, then you’re able to see, okay, do I even have the right offer to maximize all of the hard work that I’m doing from an advertising marketing and follow up standpoint to get someone to get to that point where they’ve taken all of those steps to speak to me.
From an entrepreneur or the marketer standpoint here. They’re thinking, okay how do I actually know if I’m going to be successful in this model or not, and so if they’re listening to this, how do you tell them or what would be your best approach on saying okay, there are all of these different friction points. Where do I start and how do I know what’s the focus on to get to the point of breaking even and then how do I actually make these profitable?
Sam: Yeah. Great question, so everything starts with the price point of the offer. What’s your offer, and what’s the price point? And then based on what that price point is, then we reverse engineer and break down all of the steps to see okay well what is our breakeven point. What’s the most amount of money that we can spend per registrant? What’s the most amount of money we can spend per application? What’s the most amount of money that we can spend to actually generate the sale and not lose any money? Okay, so those are our maximum worst case scenarios.
Nehal: And for people who’ve never run those campaigns. You’re going to give them those benchmarks so that way they’re not guessing anymore, so now they have those benchmarks.
Sam: Right. Yeah, absolutely. Because when they come to us because again we run so many of these. The numbers that I gave you regardless of the vertical because we run this in the real estate vertical. We run this in the coaching consulting vertical. We run this in the health and fitness vertical, and those KPIs $10 per registrant, 50% show up rate, 10% close rate, that’s going to give you an average cost of $200 per applicant.
Again these are generally $5,000 offers or better so if you have a $5,000 offer or better. If you’re at $200 per application. That’s generally around the highest that you’re going to really be able to pay for, actually get an applicant and then from there. If you’re closing 20% of those people to actually get on the phone. You’re pretty much going to be in profit.
We know that you will make money if you hit those base KPIs, so that’s like the base starting point for most people. Now if you have a lower price point, then obviously those numbers are going to change, because if you’re selling a $2,000 offer and it’s costing you $2,000 to generate that sale, well that’s obviously your breakeven point so you’re going to need to increase the conversions and reduce the cost somewhere in order to get into profitability on the front-end. Does that make sense?
Nehal: That’s perfect. And I think from all the different elements, it doesn’t sound like there are that many moving parts versus doing these in-person previews. There are so many moving parts, and there are so many investments you have to make without that immediate return or data or any of those decision making elements. So at this point, it sounds like in order to launch this whole type of campaign.
You need Facebook ads in terms of whether they bring on someone like you, or they’re doing it internally. They have to create the graphics. They have to create the copy setup. Then there’s a landing page. There’s a thank you page. There’s the actual show up depending on the platform that they’re using, there’s the application page, and depending if there’s a sales page or not, and the order page.
There’s a majority of those assets are required in order to start, obviously having a follow-up sequence, having flash promotions and doing those kinds of things have a huge. In fact on profitability, but just to get the baseline started. It sounds like there are a lot fewer elements. If someone is looking to get started on this type of model. What would be your main recommendation on getting them started so they’re not stuck in the planning?
Because it’s so easy, I want to make sure everything is perfect. I don’t want to lose money, but in reality, there’s a huge opportunity cost of not implementing, so from your standpoint. What would be a good starting point to plan this kind of stuff out and actually start executing from an entrepreneur’s standpoint?
Sam: Yeah. Great question. It basically boils down to a few things. The first thing is you have to have an offer. You got to have an offer that you have to sell. You need to have a decent price point for that offer. The higher price point, the better. What our team, a decent threshold is going to be around $3,000 to $5,000, if you’re selling a high ticket item. That’s the first thing, is having an offer.
The second, just really be clear who the offer is for. Okay, because you want to make sure when you actually go running your Facebook ads and you’re writing that ads that your marketing message match is congruent and you’re targeting and going after the right people, so make sure you got a good offer, make sure you have a clear price point.
From there, on the technical implementation is fairly straightforward. Essentially, the resources that we use is. We use a WordPress and Thrive Themes to actually build out the funnel and structure the funnel. For the automated webinar platform we use Stealth Seminar, for that, we fully customize everything, and then we generally integrate it with an automation CRM.
You can use anything from InfusionSoft, I think you can use like GetResponse, you can use MailChimp. There’s probably like four or five other integrations that work directly with sales, so that way you can do some of the automation and tracking. From there, the only other thing that actually we really need is some sort of online scheduling platform that integrates with your CRM so that way you can track all your appointments, and a phone.
Nehal: Didn’t think of the phone. That’s it.
Sam: If you’ve got the phone, you got to talk to people.
Nehal: From your client standpoint. It sounds like their specialty was that sales element, and so from all the capabilities and the experience that he has, he’s just trapped. He’s like dude, get me leads, so I can close and do what I’m best at.
Sam: Exactly. Exactly. In my experience, that’s really what works best. If the client brings the sales experience, they know their product, they know their market right enough. And I tell all my clients, traffic and leads is the easy part. Traffic is really never a problem and I know it may sound funny to hear that, but the reality is traffic is never an issue.
It’s always going to boil down to the offer itself because if you have a great offer, not only can you get traffic, you can get free traffic. People will actually beg to promote your offer if they know that the offer can burst well enough. It all really starts with the offer, and understanding your market and making sure that it resonates in its congruence. If you have a good offer, then the traffic stuff, we can test. We can optimize, and we can get that dialed in.
Nehal: Perfect, so here’s my biggest takeaway from this whole conversation which is that if you’re doing any kind of business model right now. The first thing is what are your real numbers to define the success of a campaign and how well do you know them and I think the biggest example of this was the type of registration is there’s an online registration, there’s the confirmed registration, and then there’s the actual show up, and each one of those numbers are so different and have such a big impact on your business as you optimize.
From that standpoint, how do you actually try a different business model even though it is the exact same, there’s nuances that are difference where the overall cost per show up or cost per person who’s receiving the offer is so much less, and is so much, done in such a scalable way that it reduces a lot of stress and financial investment upfront, and then at that point. Once you have that in order to actually get this campaign launched.
The main things that you’re talking about are like here’s the financial model that we look at because we’ve done this so much. If you’re missing these benchmarks, here’s why it’s not successful and this is not some kind of mystery. These are the main KPIs, key performance indicators of your business. Do you know them well enough in order to make decisions on where to invest your time, money, and energy?
From my standpoint. It makes a lot of sense of how scientific you guys have brought in at this point. If someone wants to move forward with you or wants to reach out to implement this in their own business. What’s the best way to reach out to you?
Sam: Yeah, absolutely. You can head over to PPCboutique.com. And we have an online schedule there, or you can just reach out to me on my personal site, sambell.us and you can actually schedule and book an appointment there, and there’s a lot of good information there as well for you to read as well as some testimonials for me from clients, and things like that that we worked with over the years.
Nehal: Awesome. We’ll make sure for all the numbers that Sam mentioned in terms of the financial model. We’ll make sure to create that Excel and collaborate with Sam just to get it into the group so if you’re not already part of the Facebook group, it’s adtipsforadpros.com, and you’ll get invited into the group from there.
You just have to request the financial model and you’ll get that, and that will be the fundamentals of your map to your campaign if you’re in this space, and know exactly where is it that you need to work on and what that unique, what part of your business that you need to optimize. Again, Sam. Thank you so much for coming on. I appreciate your time.
Sam: My pleasure, Nehal. Thanks for having me. Everyone out there. I know we covered a lot of information really quickly, but I always like to tell people to implement. It’s great to get information, it’s great to get knowledge. Take action in that knowledge so that way you can actually get real results.
Nehal: There you go. Thanks, bro.
Sam: All right. Take it easy.