1 00:00:00,160 --> 00:00:03,919 Yes, someone might want to know how many lessons and modules and live calls 2 00:00:03,919 --> 00:00:07,320 and bonuses and all of that that you have, But if they are already 3 00:00:07,320 --> 00:00:09,560 on the fence, that's not what's going to help them get off. They're 4 00:00:09,560 --> 00:00:11,560 not going to get off the fence because they're like, oh, it has 5 00:00:11,599 --> 00:00:15,199 five modules, Great, that's going to make my decision easy. No, 6 00:00:15,439 --> 00:00:19,399 they want to know will this work for me? Is it possible for someone 7 00:00:19,440 --> 00:00:24,160 in my situation to get this desired outcome? How is this different to every 8 00:00:24,320 --> 00:00:29,960 other solution that I have tried and failed at? Welcome to Imperfect Action. 9 00:00:30,199 --> 00:00:34,000 I'm Steph Taylor. For years, I read all the books, downloaded all 10 00:00:34,039 --> 00:00:38,119 the freebies, and did all the courses, but it wasn't until I started 11 00:00:38,159 --> 00:00:44,079 taking imperfect action that my business had its first million dollar year. Imperfect action 12 00:00:44,280 --> 00:00:49,920 is about doing things before you're ready, prioritizing consistent action over perfect action, 13 00:00:50,359 --> 00:00:54,880 and moving forward even when you're not sure you're doing it right. On this 14 00:00:55,000 --> 00:00:59,560 show, you can expect mindset advice, actionable marketing tips and strategies to build 15 00:00:59,640 --> 00:01:03,880 a business that brings you more profit, more freedom, and even more joy. 16 00:01:06,120 --> 00:01:08,359 Are you on the list to get my daily Businesses every day, I'll 17 00:01:08,400 --> 00:01:11,680 send you a bite sized prompt designed to help you grow your business in a 18 00:01:11,719 --> 00:01:17,480 more intentional way. Sign up at Stephtaylor dot co, forward slash DBB, 19 00:01:17,840 --> 00:01:23,560 or at the link in the show notes. Hey, welcome back to in 20 00:01:23,640 --> 00:01:27,400 Perfect Action. This is episode seven hundred and sixty six. If your online 21 00:01:27,439 --> 00:01:32,439 course, you've created an online course or a program, or a membership or 22 00:01:32,480 --> 00:01:37,040 any other kind of online offer, and you've put it on your website, 23 00:01:37,280 --> 00:01:41,560 and you aren't making anywhere near as many sales as you had hoped that you 24 00:01:41,680 --> 00:01:47,400 would, Today's episode is for you, because I think it's quite common that 25 00:01:47,760 --> 00:01:51,200 you might have been led to believe that creating a course or a program, 26 00:01:51,280 --> 00:01:55,400 or a membership or an ebook or templatees or any kind of digital product or 27 00:01:55,400 --> 00:02:00,519 online offer would be the solution that would stop you from trading time for money 28 00:02:00,560 --> 00:02:04,680 in your business, and it would be the thing that frees up your time 29 00:02:04,719 --> 00:02:08,199 and scales your income. And so you followed what a lot of people might 30 00:02:08,199 --> 00:02:10,520 have told you online, and you put it on your website. Maybe you 31 00:02:10,560 --> 00:02:15,599 told your email list, you told your social followers, and you did this 32 00:02:15,719 --> 00:02:19,719 with the hopes that sales would tick along in the background. But so far, 33 00:02:19,919 --> 00:02:23,919 you're not hitting your revenue goals. So if you can relate to this, 34 00:02:23,639 --> 00:02:28,840 it's likely because you are missing one of the key ingredients to sell your 35 00:02:28,840 --> 00:02:34,360 offers. And those key ingredients include the content free content that bridges the magician's 36 00:02:34,360 --> 00:02:37,800 gap, which is this gap between where your ideal client is right now and 37 00:02:37,840 --> 00:02:39,919 where they need to be to be ready to buy from you, content that 38 00:02:40,000 --> 00:02:44,879 gives them everything they need to decide whether your offer is the right fit for 39 00:02:45,000 --> 00:02:50,120 them, a sales process that addresses any hesitations they might have and answers any 40 00:02:50,159 --> 00:02:53,199 questions that they might have, and a deadline for them to make a decision 41 00:02:53,400 --> 00:02:57,439 by now. I'm going to dive into each of these three things in today's 42 00:02:57,439 --> 00:03:00,520 episode. I want to talk a little bit though about live launching, because 43 00:03:00,560 --> 00:03:06,159 live launching can be a great sales process, a super effective sales process for 44 00:03:06,479 --> 00:03:09,639 your courses programs, any of your online offers, regardless of whether there is 45 00:03:09,680 --> 00:03:13,520 a doors open and a door's closed. So I think there's a bit of 46 00:03:13,520 --> 00:03:17,080 a misconception that you can only live launch your offers if you have a strict 47 00:03:17,159 --> 00:03:21,759 doors open, doors closed, and people can't buy it outside of those times. 48 00:03:22,240 --> 00:03:25,879 But that's not what a live launch is a live launch to me includes 49 00:03:25,960 --> 00:03:30,120 all three of those elements. The content the bridge is the magician's gap and 50 00:03:30,120 --> 00:03:34,400 gives them what they need, a sales process to address those hesitations and answer 51 00:03:34,439 --> 00:03:38,360 those questions, and a deadline to make a decision. But so a live 52 00:03:38,439 --> 00:03:43,919 launch to me is a limited time campaign or a limited time push for one 53 00:03:44,159 --> 00:03:47,280 specific offer with pre content that is designed to grow your audience with the right 54 00:03:47,280 --> 00:03:51,719 people for your offer, nurture them through the magician's gap, give them what 55 00:03:51,759 --> 00:03:54,759 they need to decide whether it's the right fit, and address any hesitations that 56 00:03:54,800 --> 00:03:59,199 they have, and then you have a deadline. Now, if you don't 57 00:03:59,199 --> 00:04:02,280 have a strict open doors closed kind of offer, like for example, my 58 00:04:02,360 --> 00:04:05,159 course Launch Magic, we only run it twice a year. You can only 59 00:04:05,199 --> 00:04:10,599 sign up between certain dates, and then once we start running it, you 60 00:04:10,639 --> 00:04:14,960 can't sign up anymore. So that's an easy doors, open doors closed one. 61 00:04:15,000 --> 00:04:16,839 But if you still have an offer that is available all the time, 62 00:04:17,040 --> 00:04:23,199 you can add and remove bonuses, that can be the deadline. Or it 63 00:04:23,279 --> 00:04:28,839 could be that the price increases that can be the deadline. So three must 64 00:04:28,879 --> 00:04:32,680 haves to sell your offers sell, whether that's a course, a program, 65 00:04:33,079 --> 00:04:39,680 membership templates, whatever your online offers are. The very first element, like 66 00:04:39,720 --> 00:04:43,360 I mentioned, was content that bridges the magician's gap and gives them everything they 67 00:04:43,480 --> 00:04:46,480 need to decide whether it's the right fit for them or not. So the 68 00:04:46,519 --> 00:04:51,319 magician's gap essentially, there is this big knowledge gap between where your ideal client 69 00:04:51,480 --> 00:04:56,360 is right now and where they need to be before they will be ready to 70 00:04:56,519 --> 00:05:00,319 hand over their money and buy your offer. And until you bridge that gap 71 00:05:00,360 --> 00:05:02,079 for them, it's going to be a lot harder to sell for them. 72 00:05:02,120 --> 00:05:05,920 This gap exists with literally any offer, it's not something that is unique to 73 00:05:06,000 --> 00:05:10,800 courses and programs, and when you are live launching, you can take your 74 00:05:10,839 --> 00:05:15,279 audience on a journey where you are bridging that gap for them in real time 75 00:05:15,439 --> 00:05:18,680 with the content you are sharing. For example, right now, I am 76 00:05:18,680 --> 00:05:25,040 helping you to bridge the magician's gap around selling your offers and launching. Okay, 77 00:05:25,560 --> 00:05:30,079 And regardless of whether you join Launch Magic when doors open at the end 78 00:05:30,079 --> 00:05:32,439 of feb or not, this free content is still going to help you to 79 00:05:32,439 --> 00:05:36,079 make more sales, so it's valuable to you. And once you've uncovered the 80 00:05:36,079 --> 00:05:40,800 magician's gap for your ideal client, then you can create that content that bridges 81 00:05:40,839 --> 00:05:44,680 it. You can create a launch specific lead magnet that bridges it. You 82 00:05:44,720 --> 00:05:48,879 can create a webinar that bridges it. You can share social content, emails, 83 00:05:49,040 --> 00:05:54,160 all of the places where you are sharing content, you can specifically share 84 00:05:54,240 --> 00:05:58,759 content that bridges the magician's gap so that you are moving them closer to buying 85 00:05:59,120 --> 00:06:01,959 even when you are not directly selling your offers to them. So I go 86 00:06:02,120 --> 00:06:08,399 into the foundations of the magician's gap in Module one of Launch Magic and in 87 00:06:08,519 --> 00:06:14,079 Lake Feb I'm running a waitlist only free event where I teach Module one live 88 00:06:14,519 --> 00:06:17,240 on Zoom. We get to hang out live and you get to learn all 89 00:06:17,279 --> 00:06:20,519 about Module one. So to get on the waitlist for that, send me 90 00:06:20,560 --> 00:06:26,600 a DM send me word magic to defftailor dot co on Instagram, or you 91 00:06:26,639 --> 00:06:30,360 can head over to stefftailor dot co slash magic to get on that weightlist. 92 00:06:30,360 --> 00:06:34,000 So you get an invite to Module one for free. Okay. The second 93 00:06:34,199 --> 00:06:39,759 key element is a sales process where you can address hesitations and answer the questions. 94 00:06:39,839 --> 00:06:43,519 Like I mentioned, live launching is one sales process. There are other 95 00:06:43,560 --> 00:06:46,639 ones. Now. A sales process can be as simple as a conversation that 96 00:06:46,680 --> 00:06:53,319 you are having with your potential buyer via email or on a DM or maybe 97 00:06:53,360 --> 00:06:57,720 it's a sales call. If you are live launching, it could involve a 98 00:06:58,040 --> 00:07:02,759 live webinar or a masterclass some of my favorite ways to sell followed then by 99 00:07:02,959 --> 00:07:06,319 emails, which give them all of the information that they need to make the 100 00:07:06,399 --> 00:07:11,839 right decision for them. I use mine to bridge the magician's gap. So 101 00:07:11,879 --> 00:07:15,399 I use those emails that I'm sending afterwards to bridge that magician's gap even further, 102 00:07:15,879 --> 00:07:20,439 and I preempt any hesitation that somebody might have. For example, will 103 00:07:20,439 --> 00:07:24,920 this work in my specific situation is always going to come up with launch Magic. 104 00:07:25,720 --> 00:07:28,360 One of the questions that comes up is will this work if I've already 105 00:07:28,439 --> 00:07:32,040 launched before? Will this work if I have a really small audience? Will 106 00:07:32,040 --> 00:07:35,000 this work if I've never ever launched anything before? And I know that in 107 00:07:35,040 --> 00:07:39,279 all three of those situations, launch Magic is still a great fit. So 108 00:07:39,439 --> 00:07:43,720 I am going to dedicate almost an entire email or in some cases an entire 109 00:07:43,759 --> 00:07:47,920 email to addressing each one of those hesitations. Another hesitation might be, well, 110 00:07:47,959 --> 00:07:51,879 I've already tried and I've failed. What is making this different to the 111 00:07:51,920 --> 00:07:58,399 other things that I've already tried, or what if insert whatever their excuse is 112 00:07:58,439 --> 00:08:01,720 with launch Magic, what if I have a tiny audience and then we can 113 00:08:01,759 --> 00:08:05,519 address that. So I make sure that I'm addressing all of these in those 114 00:08:05,560 --> 00:08:09,519 emails that come after the webinar. I make sure that I'm addressing these on 115 00:08:09,639 --> 00:08:15,160 the sales page as well. The third key element is that deadline to make 116 00:08:15,279 --> 00:08:18,920 a decision. So humans, we need a deadline. So unless we are 117 00:08:18,959 --> 00:08:22,279 inherently motivated to do something because it's really painful or we want it right now, 118 00:08:22,639 --> 00:08:26,519 we're going to keep kicking that can down the road. So for example, 119 00:08:26,519 --> 00:08:28,600 if you have a toothache, you are going to go and see that 120 00:08:28,680 --> 00:08:33,120 dentist asap. But if you are just in need of an annual dental checkup, 121 00:08:33,600 --> 00:08:37,440 you know, you might just keep putting that off because it's not urgent. 122 00:08:37,000 --> 00:08:39,679 Most of the time. If you are working with clients, your courses 123 00:08:39,759 --> 00:08:43,399 or your programs, or you're even coaching if it's one on one, they 124 00:08:43,639 --> 00:08:48,159 require some kind of behavior change. We don't like to change our behavior. 125 00:08:48,240 --> 00:08:50,159 Our brains are literally wired to keep doing the same things over and over and 126 00:08:50,240 --> 00:08:56,600 over again because anything different is uncomfortable. Spending Monday is also uncomfortable, so 127 00:08:56,639 --> 00:08:58,080 they will put it off for as long as they can. And in a 128 00:08:58,120 --> 00:09:01,879 live launch, when when you have doors open and closed, that deadline comes 129 00:09:01,960 --> 00:09:05,919 naturally because they have that deadline to decide before doors close. If you want 130 00:09:07,000 --> 00:09:09,080 to have doors open all the time and still live launch with a deadline, 131 00:09:09,519 --> 00:09:15,399 that deadline can be bonuses so you can add in a really nice, juicy 132 00:09:15,440 --> 00:09:18,000 bonus and when they sign up before that deadline, they get the bonus. 133 00:09:18,000 --> 00:09:22,639 If they sign up afterwards, they don't get the bonus. The deadline could 134 00:09:22,639 --> 00:09:26,039 be that you are running a series of live calls, so maybe for if 135 00:09:26,039 --> 00:09:31,360 you join between these days, you get three months of live Q and a 136 00:09:31,480 --> 00:09:35,240 calls with me, or it could be that price increase. Now a deadline 137 00:09:35,240 --> 00:09:39,799 where you are not live launching, so if you're going straight to Evergreen, 138 00:09:39,799 --> 00:09:41,320 and I did talk about this recently on the show as well, so go 139 00:09:41,320 --> 00:09:46,240 back and listen to that episode. A deadline where you are not launching live 140 00:09:46,360 --> 00:09:50,600 can be really difficult. You typically have to have some kind of automated software 141 00:09:50,600 --> 00:09:54,639 in there to create a deadline based on when somebody entered the funnel, Otherwise 142 00:09:54,639 --> 00:09:58,639 you end up with one of those really ikey, fake deadlines where you're like 143 00:09:58,159 --> 00:10:01,960 last chance to join, and then the offer is always available. So let's 144 00:10:03,000 --> 00:10:07,159 look at some simple tweaks that you can make to make more sales of your 145 00:10:07,320 --> 00:10:11,480 offers. Number one tweak. Number one do audience research. The biggest thing 146 00:10:11,480 --> 00:10:15,720 that will impact your launch results is how well you understand your audience. And 147 00:10:15,759 --> 00:10:18,440 you might think that you understand them really well, especially if you've been doing 148 00:10:18,440 --> 00:10:22,039 what you do for years, but you still can't skip this step. Yes, 149 00:10:22,279 --> 00:10:26,799 send out a survey, get those surface level insights. They are really 150 00:10:26,879 --> 00:10:31,840 useful, But what makes the biggest difference is diving below the surface, jumping 151 00:10:31,919 --> 00:10:35,000 on zoom and having one on one conversations with people who are like your ideal 152 00:10:35,000 --> 00:10:39,440 client, where you can then ask follow up questions when they ask when they 153 00:10:39,519 --> 00:10:43,639 tell you that they're overwhelmed, you can ask them specifically, well, what 154 00:10:43,799 --> 00:10:46,240 is it that's overwhelming you? So then that way, when you create any 155 00:10:46,279 --> 00:10:50,440 copy, when you create any content, when you're selling to them, you 156 00:10:50,480 --> 00:10:52,639 can speak to what's really going on in their minds and in their lives. 157 00:10:54,120 --> 00:10:58,000 And then when you write that copy, your ideal client has this feeling of 158 00:10:58,240 --> 00:11:01,720 oh wow, this person gets that's me, this is right for me. 159 00:11:03,000 --> 00:11:07,600 The second tweak stop talking in expert language. This one isn't easy because it 160 00:11:07,639 --> 00:11:11,600 requires you to put yourself in your ideal client's shoes and to think about how 161 00:11:11,639 --> 00:11:16,320 they are experiencing the problem that your offer solves. James Wedmore has this beautiful 162 00:11:16,320 --> 00:11:20,600 analogy where you are the expert in headaches and your audience has a headache, 163 00:11:20,639 --> 00:11:24,279 and they are walking around saying, well, I've got a headache. I've 164 00:11:24,279 --> 00:11:26,480 got a headache. Why won't it go away? You, as the expert, 165 00:11:26,519 --> 00:11:28,960 you know that their headache is caused by dehydration. But if you go 166 00:11:30,039 --> 00:11:33,080 and say to them, hey, here's a cure field dehydration, They're gonna 167 00:11:33,080 --> 00:11:35,240 say, no, thank you, I've got a headache. So then you 168 00:11:35,320 --> 00:11:39,440 need to actually step yourself into their shoes and speak to them as they are 169 00:11:39,480 --> 00:11:43,600 experiencing the problem. And if you're if you're finding that your content isn't getting 170 00:11:45,000 --> 00:11:48,240 the right attention online, it's possibly because you are talking in expert language, 171 00:11:48,559 --> 00:11:54,519 and that's leaving your ideal clients thinking that what you are talking about isn't right 172 00:11:54,559 --> 00:11:58,600 for them, and then they keep scrolling. Tweak number three, spend less 173 00:11:58,639 --> 00:12:01,799 time talking about the features and benefits of your offer, and more time helping 174 00:12:01,799 --> 00:12:05,879 your potential buyers to make a decision. Yes, someone might want to know 175 00:12:05,919 --> 00:12:09,320 how many lessons and modules and live calls and bonuses and all of that that 176 00:12:09,399 --> 00:12:13,639 you have, But if they are already on the fence, that's not what's 177 00:12:13,679 --> 00:12:15,639 going to help them get off. They're not going to get off the fence 178 00:12:15,679 --> 00:12:18,519 because they're like, oh, it has five modules, Great, that's going 179 00:12:18,600 --> 00:12:22,519 to make my decision easy. No, they want to know will this work 180 00:12:22,519 --> 00:12:26,799 for me? Is it possible for someone in my situation to get this desired 181 00:12:26,799 --> 00:12:31,919 outcome? How is this different to every other solution that I have tried and 182 00:12:31,039 --> 00:12:35,320 failed at. So, during your launch, instead of trying to make somebody 183 00:12:35,320 --> 00:12:39,720 excited about your offer or trying to show them how valuable it is that you 184 00:12:39,799 --> 00:12:43,799 have fifteen modules and twenty five live calls, how can you help them to 185 00:12:43,919 --> 00:12:48,840 make an educated decision about whether your offer is the right solution to their problem. 186 00:12:50,480 --> 00:12:54,519 This is what your launch is focused around, not hype, not excitement, 187 00:12:54,759 --> 00:12:58,480 not trying to show them how much value is in there. Tweak number 188 00:12:58,480 --> 00:13:01,919 four. After you closed, send a non buy a survey YEP, send 189 00:13:01,960 --> 00:13:05,919 a survey to the people who chose not to buy. And I know this 190 00:13:05,000 --> 00:13:09,039 feels scary because it's a little bit like asking somebody who broke up with you 191 00:13:09,120 --> 00:13:11,960 to tell you all of the things that are wrong with you, Like, 192 00:13:11,000 --> 00:13:13,159 hey, can you give me a little bit of feedback about what I didn't 193 00:13:13,159 --> 00:13:18,080 do right? But this is the most effective way to identify the gaps in 194 00:13:18,120 --> 00:13:22,159 your strategy. And I do this after every launch, About seven days after 195 00:13:22,200 --> 00:13:26,879 I close doors, I send out a survey asking the people who looked at 196 00:13:26,879 --> 00:13:30,720 the sales page but chose not to buy why they chose not to buy. 197 00:13:30,759 --> 00:13:35,480 And you will get a much better understanding of the knowledge gaps that you perhaps 198 00:13:35,600 --> 00:13:39,279 didn't address in your launch content, or the questions and hesitations that maybe you 199 00:13:39,440 --> 00:13:45,919 hadn't properly answered that meant that this person couldn't make the right decision. And 200 00:13:46,000 --> 00:13:50,440 if you're really nervous about reading the responses, sit down with a friend while 201 00:13:50,480 --> 00:13:52,240 you do them. I used to do this with a glass of wine at 202 00:13:52,279 --> 00:13:56,759 the start. Now I don't really it doesn't really phaze me what people tell 203 00:13:56,799 --> 00:13:58,759 me. But I used to sit down with a friend and a glass of 204 00:13:58,799 --> 00:14:03,159 wine, and if somebody gave me really negative feedback, I'd read it out 205 00:14:03,200 --> 00:14:07,519 loud and we'd laugh about it. I have had some in the past that 206 00:14:07,679 --> 00:14:09,960 have really annoyed me, Like I once had somebody say that they wouldn't pay 207 00:14:11,039 --> 00:14:15,600 more than fifty dollars for one of my courses that at the time was priced 208 00:14:15,600 --> 00:14:18,159 at two thousand dollars. I was like, how dare they not see the 209 00:14:18,240 --> 00:14:20,960 value? It was like this, oh if my ego just did not love 210 00:14:22,000 --> 00:14:26,519 that. But now I know that not everyone who is answering that survey is 211 00:14:26,519 --> 00:14:30,039 my ideal client, So I know to take those responses with a grain of 212 00:14:30,080 --> 00:14:35,559 salt. Number five, collect social proof and actually leverage it in your next 213 00:14:35,600 --> 00:14:39,519 launch. And ideally, when you're collecting social proof, you're not going to 214 00:14:39,600 --> 00:14:41,279 do it by asking, hey, can you write me a testimonial, because 215 00:14:41,320 --> 00:14:45,879 that's going to put them on the spot, and if you even do get 216 00:14:45,919 --> 00:14:48,240 a testimonial out of them, they're going to write something that's like this was 217 00:14:48,279 --> 00:14:50,440 a great course and I got so much value out of it, and I 218 00:14:50,480 --> 00:14:54,279 loved their teaching style, and the lessons were really good, and it was 219 00:14:54,399 --> 00:14:58,440 organized and structured nicely, which cool. That's not very that's not very helpful 220 00:14:58,480 --> 00:15:01,799 for somebody who who is sitting on the fence trying to decide whether they want 221 00:15:01,799 --> 00:15:07,000 to join. Instead, ask them to jump on a call and ask them 222 00:15:07,080 --> 00:15:11,000 questions about what they were struggling with before, about their experience, about their 223 00:15:11,039 --> 00:15:16,919 results, and then take those answers and turn those into a testimonial and run 224 00:15:16,960 --> 00:15:20,759 it past them. So you are writing the testimonial for them, rather than 225 00:15:20,799 --> 00:15:24,919 putting the pressure onto them to write the testimonial because they want to. If 226 00:15:24,960 --> 00:15:28,360 they've had a great experience, they want to give you a great testimonial. 227 00:15:28,120 --> 00:15:31,879 So my experience with this is they tend to put it off because they're like, 228 00:15:31,919 --> 00:15:33,759 well, I don't have the time. I want it to be really 229 00:15:33,799 --> 00:15:35,919 good, so I'm going to put it off until I have more time to 230 00:15:35,919 --> 00:15:39,200 do it and I'll think about it better. And then you don't end up 231 00:15:39,200 --> 00:15:41,120 with a testimonial, or you end up with one that doesn't really help your 232 00:15:41,159 --> 00:15:45,480 ideal client to make a decision about whether it's right for them or not. 233 00:15:46,080 --> 00:15:48,200 So we've talked a little bit about live launching today. That is one of 234 00:15:48,240 --> 00:15:54,440 the sales processes that I'm a big fan of for selling your programs and courses 235 00:15:54,480 --> 00:15:58,600 and memberships and other online offers. If you are ready for a sustainable, 236 00:15:58,679 --> 00:16:02,399 successful way to sell your I would love for you to join me inside Launch 237 00:16:02,440 --> 00:16:06,279 Magic when I open Doors at the end of feb and in it you will 238 00:16:06,320 --> 00:16:10,360 create a rinse and repeat launch strategy for more sales of your digital products, 239 00:16:10,440 --> 00:16:15,519 program courses, memberships, more on demand cash injections, and more freedom in 240 00:16:15,559 --> 00:16:18,159 your business whenever you want it. I only run it twice a year, 241 00:16:18,200 --> 00:16:22,000 and Doors next open at the end of feb We start at the start of 242 00:16:22,080 --> 00:16:26,639 March. So if you want to jump on the waitlist and get an invite 243 00:16:26,759 --> 00:16:30,080 to that bonus free workshop where I'm teaching Module one, live and free, 244 00:16:30,519 --> 00:16:34,519 shoot me a DM on Instagram at Stephtaylor dot co send me the word magic, 245 00:16:34,960 --> 00:16:38,840 or head on over to steph Taylor dot co slash Magic and you will 246 00:16:38,879 --> 00:16:41,799 get on the waitlist there and I will send you an invite when I am 247 00:16:41,960 --> 00:16:45,720 inviting you to join that workshop. Now. If you're not already subscribed to 248 00:16:45,759 --> 00:16:49,440 the show, hit follow you'll get each new episodes straight to your podcast app 249 00:16:49,480 --> 00:16:53,080 every Monday, Wednesday and Friday. Thank you so much for listening. Catch 250 00:16:53,080 --> 00:16:53,639 you next time.