1 00:00:00,280 --> 00:00:04,040 I want to look at all of the numbers along the entire launch journey, 2 00:00:04,719 --> 00:00:09,279 not just that final number of how many people signed up or what that overall 3 00:00:09,359 --> 00:00:13,080 launch conversion rate is, And then at each step I ask, okay, 4 00:00:13,080 --> 00:00:17,120 what could we do to improve this? What worked, what were the strong 5 00:00:17,160 --> 00:00:20,640 points? And then what were the weak points that we can improve upon? 6 00:00:21,199 --> 00:00:23,519 Because it's no good to just say, well, no, I need to 7 00:00:23,519 --> 00:00:27,960 make my launch convert better because your launch has so many different parts to it. 8 00:00:27,960 --> 00:00:31,679 There's so many moving pieces, and each of these moving pieces can influence 9 00:00:31,760 --> 00:00:37,280 that overall conversion rate. Welcome to Imperfect Action. I'm Steph Taylor. For 10 00:00:37,399 --> 00:00:40,679 years, I read all the books, downloaded all the freebies, and did 11 00:00:40,759 --> 00:00:45,479 all the courses, but it wasn't until I started taking imperfect action that my 12 00:00:45,560 --> 00:00:51,520 business had its first million dollar year. Imperfect action is about doing things before 13 00:00:51,679 --> 00:00:57,600 you're ready, prioritizing consistent action over perfect action, and moving forward even when 14 00:00:57,600 --> 00:01:00,560 you're not sure you're doing it right. On this show, you can expect 15 00:01:00,600 --> 00:01:06,480 mindset advice, actionable marketing tips and strategies to build a business that brings you 16 00:01:06,519 --> 00:01:11,200 more profit, more freedom, and even more joy. Are you on the 17 00:01:11,239 --> 00:01:15,879 list to get my daily businesses. Every day I'll send you a bite sized 18 00:01:15,920 --> 00:01:19,200 prompt designed to help you grow your business in a more intentional way. Sign 19 00:01:19,319 --> 00:01:23,280 up at Stephtaylor dot co, forward slash DBB, or at the link in 20 00:01:23,280 --> 00:01:29,959 the show notes. Hey, welcome back to some Perfect Action. This is 21 00:01:30,000 --> 00:01:36,480 episode seven hundred and twenty eight. Today I'm doing a mini debrief of my 22 00:01:36,599 --> 00:01:40,599 most recent course launch, What worked, what didn't work, and what I 23 00:01:40,719 --> 00:01:46,239 learned from it, because I think sometimes you can really benefit from listening to 24 00:01:46,280 --> 00:01:51,480 somebody else break down the behind the scenes of their business and their launches. 25 00:01:52,000 --> 00:01:57,640 And I know that there's a lot more to a launch than just how many 26 00:01:57,680 --> 00:02:01,040 people signed up at the end. Like, if you've only ever learned one 27 00:02:01,120 --> 00:02:06,879 thing from me about launching, let it be that there is so much more 28 00:02:07,359 --> 00:02:12,560 into what goes on and what's working what's not working than just that end result, 29 00:02:12,599 --> 00:02:15,919 the dollar figure or how many people signed up. So what did I 30 00:02:15,000 --> 00:02:20,039 launch? What are we reviewing? So I recently launched my four week crash 31 00:02:20,120 --> 00:02:23,000 course to fill your audience with people who can't wait to buy from you, 32 00:02:23,400 --> 00:02:29,560 called booster brands super fans, and this course is always open. So this 33 00:02:29,680 --> 00:02:35,560 was a particularly interesting launch because I had previously live launched it back in twenty 34 00:02:35,560 --> 00:02:38,560 twenty two, but I hadn't had time to launch it since, so this 35 00:02:38,680 --> 00:02:43,759 time I ran a live launch because doors are always open. It wasn't a 36 00:02:43,840 --> 00:02:47,360 doors open, doors closed kind of live launch, but there were bonuses and 37 00:02:47,560 --> 00:02:52,800 a live Q and a live Q and a calls, four of them that 38 00:02:52,879 --> 00:02:54,960 if you wanted to attend all four calls, you had to sign up by 39 00:02:55,080 --> 00:03:00,560 a particular date. Now, those calls aren't usually part of the pro so 40 00:03:00,599 --> 00:03:04,919 that was like a nice, juicy bonus for somebody to sign up. Now, 41 00:03:04,960 --> 00:03:07,280 if you missed Booster brand superfans and you're like, oh, that sounds 42 00:03:07,319 --> 00:03:09,879 kind of like what I want, Like I want to grow my audience and 43 00:03:09,919 --> 00:03:14,599 I don't want to have to twork on TikTok and run loads of Facebook ads 44 00:03:14,599 --> 00:03:17,199 to do that, you can still sign up. There is one last Q 45 00:03:17,319 --> 00:03:22,360 and a call left to go next week if you're listening to this episode as 46 00:03:22,400 --> 00:03:24,120 it goes live, So if you sign up for it now, you will 47 00:03:24,159 --> 00:03:28,319 still be able to attend that Q and a call next week. You can 48 00:03:28,319 --> 00:03:31,319 find all of the details for this at Stephtaylor dot co, slash BYBS, 49 00:03:31,759 --> 00:03:35,759 or you can send me a DM on Instagram. I'm there at Stephtaylor dot 50 00:03:35,800 --> 00:03:38,719 co. Send me BYBS and I will send you the link to get all 51 00:03:38,759 --> 00:03:45,159 of the details for that program. Okay, So when I'm reviewing a launch, 52 00:03:45,800 --> 00:03:49,319 I want to look at a couple of key points. And I do 53 00:03:49,400 --> 00:03:53,080 this with my own launches, but I also do this with my strategy intensive 54 00:03:53,120 --> 00:03:57,439 clients who have launched previously and they're coming to work with me for a launch 55 00:03:57,439 --> 00:04:01,360 strategy on their second launch or launch even right, So I look at a 56 00:04:01,360 --> 00:04:04,000 couple of different things. First of all, I want to look at all 57 00:04:04,080 --> 00:04:10,000 of the numbers in a spreadsheet, so everything from how many people viewed the 58 00:04:10,000 --> 00:04:15,319 webinar registration page, how many people signed up for the webinar registration, how 59 00:04:15,360 --> 00:04:18,720 many people attended live, how many people converted live. I want to look 60 00:04:18,720 --> 00:04:24,839 at all of the numbers along the entire launch journey, not just that final 61 00:04:24,920 --> 00:04:29,639 number of how many people signed up or what that overall launch conversion rate is. 62 00:04:30,040 --> 00:04:31,600 And then at each step I ask, okay, what could we do 63 00:04:31,800 --> 00:04:36,120 to improve this? What worked? What were the strong points? And then 64 00:04:36,160 --> 00:04:40,959 what were the weak points that we can improve upon? Because it's no good 65 00:04:41,040 --> 00:04:44,600 to just say well, I need to make my launch convert better. Because 66 00:04:44,800 --> 00:04:46,920 your launch has so many different parts to it, There's so many moving pieces, 67 00:04:46,959 --> 00:04:51,680 and each of these moving pieces can influence that overall conversion rate. So 68 00:04:51,720 --> 00:04:58,000 instead we need to narrow down which parts specifically do we need to improve upon, 69 00:04:58,319 --> 00:05:00,040 and once we know where to improve, then we can improve it. 70 00:05:00,199 --> 00:05:05,560 But we first need to know where. So I always always send a non 71 00:05:05,600 --> 00:05:10,680 buy a survey to everyone who clicked through to view the sales page. So 72 00:05:10,759 --> 00:05:15,160 clicked on an email to view the sales page but didn't end up buying, 73 00:05:15,480 --> 00:05:17,800 I send them a non buy a survey to find out what stopped them from 74 00:05:17,800 --> 00:05:23,839 buying, and some interesting things that came up in this one that we just 75 00:05:23,920 --> 00:05:28,079 sent out. One big common thread that came up was I'm doing too many 76 00:05:28,199 --> 00:05:31,600 other courses at the moment. This came up multiple times, and it shows 77 00:05:31,600 --> 00:05:35,319 me that I need to be really clear on how you know my courses. 78 00:05:35,439 --> 00:05:40,600 Anyone who's done my courses will tell you they are action. They're not long 79 00:05:40,639 --> 00:05:43,839 training videos where you have to sit for forty minutes at a time to learn 80 00:05:43,879 --> 00:05:47,000 something. It's like five to ten minutes and then go and implement this. 81 00:05:47,560 --> 00:05:53,000 That's how I teach so I know I need to potentially demonstrate that a little 82 00:05:53,000 --> 00:05:57,560 bit more in future launches. I need to show them how it's not about 83 00:05:57,639 --> 00:06:01,439 learning, but it's more about guiding your actions so that you are getting those 84 00:06:01,519 --> 00:06:09,199 great results and potentially even including extra bonuses that would help somebody to make implementation 85 00:06:09,319 --> 00:06:14,639 easier or save them time in the process of implementing what they are learning. 86 00:06:15,120 --> 00:06:17,800 Another one that came up was interesting, So somebody, a couple of people 87 00:06:17,879 --> 00:06:23,000 actually said something along the lines of, well, you're anti social media, 88 00:06:23,120 --> 00:06:27,240 you're not a big fan of social media, and yes, like I'm not 89 00:06:27,279 --> 00:06:30,199 a huge fan of social media, but I still what I teach in Booster 90 00:06:30,319 --> 00:06:36,879 Brand Superfans can apply to any platform. So the reason why I say, 91 00:06:38,000 --> 00:06:41,759 well, it's you don't have to be on social media is because I genuinely 92 00:06:41,800 --> 00:06:44,800 believe you don't have to. But if you want to, or if your 93 00:06:44,839 --> 00:06:48,560 audience is there, then you can still apply the structure and the frameworks that 94 00:06:48,600 --> 00:06:54,040 I teach in the course to whichever social media platform you are on. And 95 00:06:54,519 --> 00:06:59,240 those couple of sentences that I had from those people shows me that maybe my 96 00:06:59,319 --> 00:07:03,279 messaging was clearer enough on Hey, this can actually be used regardless of what 97 00:07:03,319 --> 00:07:09,240 platform. It's not platform specific. The next one that came up was I 98 00:07:09,240 --> 00:07:12,600 didn't know what to expect. This came up a few times, and that 99 00:07:12,680 --> 00:07:16,120 shows me that maybe I need to be a little clearer in my sales copy 100 00:07:16,160 --> 00:07:21,040 about what's actually involved. I maybe needed to add some more detail to each 101 00:07:21,160 --> 00:07:26,560 module and lesson outline. Another one that came up a few times, and 102 00:07:26,600 --> 00:07:30,000 this comes up with pretty much every offer that I launch, is I need 103 00:07:30,040 --> 00:07:34,959 to figure it out on my own first. And this always reminds me, 104 00:07:35,120 --> 00:07:40,199 oh, I can be clearer in joining the dots on you know how this 105 00:07:40,319 --> 00:07:43,839 course is going to save them time figuring it out, how this course is 106 00:07:43,920 --> 00:07:46,759 going to help them grow their audience faster, so that they can grow their 107 00:07:46,800 --> 00:07:51,600 sales faster. Joining the dots between what I'm selling them and how it's going 108 00:07:51,639 --> 00:07:57,519 to benefit them by using my course rather than trying to figure it out on 109 00:07:57,560 --> 00:08:01,920 their own do it themselves. It always comes up is budget. I didn't 110 00:08:01,920 --> 00:08:03,360 have enough money. I couldn't afford it right now, I've spent too much 111 00:08:03,399 --> 00:08:07,800 on other courses this year. That's fine. That just tells me that I 112 00:08:07,839 --> 00:08:13,120 probably didn't show them why they need to prioritize it right now, and maybe 113 00:08:13,160 --> 00:08:16,720 I could have done a better job of connecting the dots between this course and 114 00:08:16,759 --> 00:08:22,120 how it's going to lead to sales in their business, right because you can 115 00:08:22,879 --> 00:08:26,360 if what you've done to this point doesn't generate those sales, then maybe you 116 00:08:26,360 --> 00:08:31,560 need to try something different. And that's somewhere where I could be a lot 117 00:08:31,600 --> 00:08:33,600 clearer in connecting the dots. You know, you've got to try something different 118 00:08:33,639 --> 00:08:37,919 to have a different result. Okay, So those are some of the core 119 00:08:37,960 --> 00:08:41,759 messages that came out of that non buyer survey, and you can see from 120 00:08:41,759 --> 00:08:45,639 that how I've realized, like, this is some of the things I need 121 00:08:45,639 --> 00:08:50,279 to improve in my messaging next launch so that my audience can understand like, 122 00:08:50,320 --> 00:08:54,000 oh this is a good fit, or if it's actually not a good fit 123 00:08:54,080 --> 00:08:56,000 for them, then they can quickly see, oh this isn't a good fit 124 00:08:56,039 --> 00:09:01,200 for me. Messaging is so, so so important when it comes to your 125 00:09:01,240 --> 00:09:05,720 launch. So even if you had a terrible launch, nobody signed up and 126 00:09:05,759 --> 00:09:07,320 you are like, oh, I don't want to ever look at this thing 127 00:09:07,320 --> 00:09:11,399 ever again, nobody wants it, still send that non buy a survey because 128 00:09:11,799 --> 00:09:16,480 it might not be that nobody wants it it might just be that they didn't 129 00:09:16,559 --> 00:09:20,200 understand what you were selling, or that they weren't quite sure if it was 130 00:09:20,240 --> 00:09:22,200 going to be the right fit for them. That is where we learned from 131 00:09:22,200 --> 00:09:26,679 that non buy a survey, and we always send ours out about seven days 132 00:09:26,720 --> 00:09:31,399 after doors closed while it's still fresh in their mind. Okay, so what 133 00:09:31,720 --> 00:09:35,399 worked in this launch? Now, this launch in general, I'm pretty happy 134 00:09:35,440 --> 00:09:41,200 with it because, you know, after having had this course available for buying, 135 00:09:41,399 --> 00:09:43,960 like for twelve months, it was on the website for about more than 136 00:09:43,960 --> 00:09:48,039 twelve months, and we haven't really talked about it. I haven't had time 137 00:09:48,080 --> 00:09:52,000 to launch it and tell anyone about it, so it's just been sitting there 138 00:09:52,000 --> 00:09:56,960 on my website and hardly anyone had bought it in between launches. So it 139 00:09:58,000 --> 00:10:01,399 was quite nice to see, like, oh, actually people do want this. 140 00:10:01,679 --> 00:10:03,759 I just need to tell them about it. I just need to launch 141 00:10:03,799 --> 00:10:07,600 this a little bit more often so that I'm really happy with that. The 142 00:10:07,639 --> 00:10:13,759 webinar worked beautifully in this launch, So we had over a thirty percent live 143 00:10:13,799 --> 00:10:18,399 shop rate, which you know, thirty percent is what I consider a really 144 00:10:18,440 --> 00:10:22,799 good live show up. So thirty percent of the people who registered attended live 145 00:10:22,600 --> 00:10:28,080 and at the moment, I've noticed even in my paid programs, live showups 146 00:10:28,120 --> 00:10:31,720 have been down quite a lot because everyone just has so much in their calendars. 147 00:10:31,279 --> 00:10:35,000 So to be able to get such a great live shop for a free 148 00:10:35,039 --> 00:10:37,879 master class, yeah I know something. We did something right there, and 149 00:10:37,919 --> 00:10:43,480 then all of those people who showed up more than ten percent converted live in 150 00:10:43,519 --> 00:10:46,279 that webinar room. More than ten percent of the people who showed up purchased 151 00:10:46,279 --> 00:10:52,159 the course while I was teaching that masterclass. This all tells me the topic 152 00:10:52,200 --> 00:10:54,799 I taught was great, the sales pitch was good, and my fast action 153 00:10:54,960 --> 00:11:00,440 bonus was compelling enough that they decided, hey, yeah, I want to 154 00:11:00,440 --> 00:11:03,200 take action right now so I can get this extra bonus that I can't get 155 00:11:03,279 --> 00:11:09,559 if I sign up later. Another thing that worked quite well was not showing 156 00:11:09,639 --> 00:11:15,320 up on Instagram during the launch. So I came into this launch pretty exhausted 157 00:11:15,399 --> 00:11:20,440 from a few massive months, and social media just exhausts me so much. 158 00:11:20,480 --> 00:11:22,639 Like I just didn't have the energy to really show up on Instagram in this 159 00:11:22,720 --> 00:11:26,000 launch. Didn't even have the energy to like brief my team on what content 160 00:11:26,080 --> 00:11:31,120 to create for me, So we really just shared masterclass promo and then relied 161 00:11:31,360 --> 00:11:37,480 on cut open emails to the email list to sell this course and it worked. 162 00:11:37,039 --> 00:11:41,600 So yeah, maybe we could have converted a few extra people if I'd 163 00:11:41,639 --> 00:11:46,279 been active on Instagram, but you know what, I think it was worth 164 00:11:46,320 --> 00:11:50,080 it to not have to put that extra amount of energy into it. And 165 00:11:50,120 --> 00:11:54,279 then the other thing that worked really well was all of the launch content that 166 00:11:54,320 --> 00:11:58,080 we shared outside of Instagram. So in the lead up you might have noticed 167 00:11:58,120 --> 00:12:03,120 on this show, I was sharing a lot of content around organic audience growth, 168 00:12:03,519 --> 00:12:07,559 and that content is very strategically designed to bridge what I call the magician's 169 00:12:07,559 --> 00:12:11,200 gap, which is a concept I teach inside Launch Magic. The magician's gap 170 00:12:11,279 --> 00:12:15,960 is this gap between where somebody is now and where they need to be to 171 00:12:16,000 --> 00:12:20,320 be ready to buy your offer and my launch content. I know that I 172 00:12:20,320 --> 00:12:24,279 did a really great job with this. The messaging was really cohesive. I 173 00:12:24,320 --> 00:12:28,440 had a lot of comments from the audience and people who signed up for my 174 00:12:28,480 --> 00:12:31,320 course who are like, oh yeah, your free content. That really shifted 175 00:12:31,320 --> 00:12:37,399 my perspective on growing my audience. That for me is a sign that yet 176 00:12:37,600 --> 00:12:41,279 that worked. I did a good job with that. What didn't work, 177 00:12:41,639 --> 00:12:45,320 Okay, what didn't work? So I know we can. We can learn 178 00:12:45,360 --> 00:12:48,360 a lot from the things that worked, but sometimes the more painful aspect of 179 00:12:48,399 --> 00:12:52,000 the launch is to look at what didn't work, what can we improve next 180 00:12:52,000 --> 00:12:58,519 time? And the second half of cart Open just didn't convert as well as 181 00:12:58,559 --> 00:13:03,159 the first few days, so was seven days long and most of our sales 182 00:13:03,240 --> 00:13:07,840 came in the first two or three days. Now, this could be for 183 00:13:07,879 --> 00:13:11,600 a couple of reasons. It could be that my most engaged people, my 184 00:13:11,919 --> 00:13:16,879 own superfans, they didn't need a whole lot of selling to be ready to 185 00:13:16,879 --> 00:13:20,120 buy, because they've been in my other programs or they've been listening to this 186 00:13:20,120 --> 00:13:22,759 podcast for a long time. They were already engaged. They were like, 187 00:13:22,840 --> 00:13:26,039 yep, I'm gonna buy, So they didn't need a lot of extra help 188 00:13:26,080 --> 00:13:30,799 to make that decision. But it could also be that maybe there was some 189 00:13:30,840 --> 00:13:35,960 additional objections that my audience had that kept them on the fence and stopped them 190 00:13:35,960 --> 00:13:41,080 from signing up. And that is where that non buyers survey the feedback that 191 00:13:41,120 --> 00:13:43,519 I got in there, I can go through and I can look at, 192 00:13:43,519 --> 00:13:48,360 oh, what are some of the specific objections that maybe we didn't address in 193 00:13:48,440 --> 00:13:52,279 those cart open emails that would have stopped somebody from signing up. The objections 194 00:13:52,399 --> 00:13:56,600 like, well, you're not into social media, You're not my audience is 195 00:13:56,639 --> 00:14:00,480 on social media and you don't like it. Those kinds of objections would stopped 196 00:14:00,480 --> 00:14:05,840 somebody from buying the course. I also another thing that didn't work was my 197 00:14:05,039 --> 00:14:09,519 energy was pretty low coming into this launch. I didn't have the energy to 198 00:14:11,120 --> 00:14:15,799 get scrappy like I usually would. I didn't have the energy to DM all 199 00:14:15,840 --> 00:14:18,440 of the people who were interested and on the fence, or add in extra 200 00:14:18,519 --> 00:14:22,519 cut open emails if I noticed new questions and objections coming up, or do 201 00:14:22,600 --> 00:14:26,720 Instagram stories. All of these things. Yeah, they might have led to 202 00:14:26,080 --> 00:14:31,159 more sales in the launch, but I'm also really big on protecting my energy 203 00:14:31,279 --> 00:14:37,240 because it's very easy to give your launch two hundred percent and then you burn 204 00:14:37,279 --> 00:14:41,399 out because you can't keep going at two hundred percent for a long period of 205 00:14:41,440 --> 00:14:45,679 time. My own stress levels in the lead up to this launch were a 206 00:14:45,679 --> 00:14:50,320 lot higher than usual, just because travel, backlog of all of the things 207 00:14:50,360 --> 00:14:54,080 that needed to be done, life, just all of that, and it 208 00:14:54,240 --> 00:14:56,639 meant that I left a lot of the launch to the last minute. A 209 00:14:56,679 --> 00:14:58,639 lot of the things that I was supposed to be doing. I was the 210 00:14:58,679 --> 00:15:03,039 bottle which stopped my team from being able to do their job as effectively as 211 00:15:03,080 --> 00:15:09,200 they could. So yeah, I mean that just compounded my stress. My 212 00:15:09,320 --> 00:15:13,320 energy levels dropped as a result of that. So I could absolutely have come 213 00:15:13,320 --> 00:15:16,320 into that launch a lot more prepared, and usually I do, but just 214 00:15:16,360 --> 00:15:20,960 this time I couldn't. And now I know, like, maybe I need 215 00:15:20,000 --> 00:15:24,279 to allow a little bit more space in my calendar in the lead up to 216 00:15:24,480 --> 00:15:28,720 launches so that I am coming up with that full energy. What did I 217 00:15:28,840 --> 00:15:33,000 learn from this launch? So something that I learned that's it wasn't actually a 218 00:15:33,000 --> 00:15:37,399 new lesson, but it was a nice reminder. And you know this came 219 00:15:37,440 --> 00:15:41,159 from because about fifty percent of the people who signed up had already bought another 220 00:15:41,279 --> 00:15:45,440 offer of mine before they might have bought off a less sell more some of 221 00:15:45,440 --> 00:15:48,639 them had done launch Magic, and this was a great reminder that well, 222 00:15:48,679 --> 00:15:52,480 firstly, people don't know about your offers until you tell them about them. 223 00:15:52,919 --> 00:15:58,679 This offer had been available for over a year, and my most engaged students 224 00:15:58,720 --> 00:16:02,120 who had bought all my other offer hadn't bought this one because they didn't know 225 00:16:02,159 --> 00:16:04,919 about it. And then the other thing to keep in mind is it's always 226 00:16:06,000 --> 00:16:10,879 easier to keep helping existing clients than it is to always try and get new 227 00:16:10,919 --> 00:16:15,120 ones. Right, this offer is different to all of the other things that 228 00:16:15,159 --> 00:16:18,840 I sell, but it's still a pain point that I know my audience has 229 00:16:18,440 --> 00:16:22,480 and that they can When they solve this pain point, it's going to help 230 00:16:22,519 --> 00:16:26,039 them to get better results from my other offers as well. So there you 231 00:16:26,080 --> 00:16:32,039 go a little debrief of what worked, what didn't work, and what I 232 00:16:32,159 --> 00:16:36,600 learned from this most recent launch. Now, if you do want to join 233 00:16:36,639 --> 00:16:40,840 Booster Brand superfans and get in before that one last live Q and a call 234 00:16:40,879 --> 00:16:44,879 that's happening next week. If you're listening to this episode when it goes live, 235 00:16:45,240 --> 00:16:48,679 you can head on over to Steph Taylor dot co slash bybs and you'll 236 00:16:48,679 --> 00:16:52,159 grab the link for that and get all the information where you can join and 237 00:16:52,200 --> 00:16:56,799 you can grow your audience without here running paid ads and working on TikTok and 238 00:16:56,840 --> 00:16:59,679 doing all of the things that you don't want to do. Now, if 239 00:16:59,679 --> 00:17:03,480 you've anything from this show or any of my episodes so far, please take 240 00:17:03,639 --> 00:17:07,799 thirty seconds to leave a quick rating and a review. It's honestly, I 241 00:17:07,839 --> 00:17:10,359 read every single one of them. It means a lot to me because I 242 00:17:10,400 --> 00:17:12,200 spend a lot of time outlining, recording, my team spends a lot of 243 00:17:12,240 --> 00:17:15,920 time editing, and it just, you know, it reminds us that there 244 00:17:15,960 --> 00:17:21,640 are real listeners out there who are consuming this content, so please do take 245 00:17:21,680 --> 00:17:23,480 the time to do that. Thank you so much for listening. Catch you 246 00:17:23,519 --> 00:17:23,920 next time.