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Courage & Clarity
153: Fall in Love with Launching: Stop Dreading & Start Selling More, Naturally
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Foreign welcome to the Courage and Clarity Podcast. I'm your host, Steph Crowder. I'm a former sales training director who's helped thousands of entrepreneurs earn a living doing something they love over the past 10 years. On your journey, you'll need the courage to be bold, to take risks, and to do what looks crazy on paper. You'll also need the clarity, the brass tacks, simple strategies that actually work. And on this podcast, we deliver both in equal measure. Oh, and by the way, we've got absolutely no time for bs, gross marketing tactics or get rich quick schemes. Just sustainable business strategies for good humans with big dreams. If that sounds like you, you're in the right place. Let's go. Hello friends. Welcome to the Courage and Clarity podcast. Today we are going to talk about falling in love with launching. Okay, this might be for you. If you may be falling in love with launching for the first time, it's never something you've loved. You may need to fall back in love with launching. Maybe this is something that you used to enjoy, or you can at least imagine that there was a time where the idea of launching was exciting to you. Either way, we are going there and I'm super excited for this episode because I'm thinking of this one, along with my next two as a bit of a three part series that is all going to be about what I'm thinking of as the new rules of launching. Okay, so in today's episode we're really going to focus on, yes, as I already said, and as the title suggests, falling in love with launching. And in order to do that, we are first going to have to unpack why you hate launching in the first place. Right? Why is that something that you hate? Why does launching get such a bad rap? Why is launching almost a dirty word for business owners at this point? And once we unpack that and really help you get to the bottom of why you've been hating it, we will be able to rewrite that story and rewire your thoughts about launching so you can have that fresh perspective that's going to be necessary in order to soak up all of the goodness that I have in store for you around how to double your launch and have the biggest sales you've ever had. Speaking of which, I have an entire brand new free class about this. It is actually called double your launch. And in that class I am going to help you learn how to have your biggest campaign ever, your most sales ever, while working 20 hours a week or less. And you're not going to have to Create a brand new offer and re reinvent the wheel. And you're also not going to have Chase followers. It's going to be an excellent class. I've really started sketching it out and I'm kind of obsessed. It is going to be fabulous. So I want to make sure you get signed up. It is on Monday, November 3rd. I've also invited a few of my sold out group programs Mastermind clients to come after the first hour of the training to really talk about their experiences of doubling their own launches. And that's not something that I've done before. So I'm very excited to welcome them to a panel that we'll be hosting for for about 30 minutes during the class. So you can go to stephcrowder.comworkshop and get all signed up. We'll also make sure that that link is in the show notes of this episode as well. So lots and lots of goodness coming your way. But like I said before, you can get there. We need to feel some freshness around the idea of launching. So first things first, let's just back up for a minute. Let's all get on the same page about what I mean when I'm using the word launching because I think this can mean different things to different people and I want to make sure that we're singing from the same hymnal and that from a vernacular perspective we're on the same page. Right? So I think there's a few different ways you can look at launching or you can even define it. So I would say the most traditional, like intuitive definition of launching, some people call it live launching in the online business context is like you're doing a push. Okay. We could think of it as like a sales push. A lot of times this comes with a open cart and close cart period, which means that you are opening enrollment for a group program. Most likely you could also be doing a launch around a different kind of offer. You could be launching your one on one coaching. You could be launching your services. Maybe you're a website designer and you have like 10 websites you want to create. You have 10 spots for for upcoming website design. Right? You could be doing a launch around that. You can even do launches for things like paid workshops, right? Like paid live workshops. This is, you know, something I'll have coming up towards the end of this year, I do a paid live workshop called Year on the Wall and I do a big launch to drive ticket sales for that. Right. Could be a live event. It's really any like, I would call it any kind of concentrated sales window, where you are trying to drive sales, increase clients, increase your customer roster in like a focused period of time. Right. I help my clients do this with their group programs in my mastermind, which naturally is called sold out group programs. The number one way that we do that is by teaching launching in the way that I teach it with a method called Buzz Blitz. But I also have a fair number of clients who are not necessarily doing traditional launches and are instead working on using these same, like, similar strategies to drive urgency, to drive excitement, and to fill up their one on one client roster. Okay, so when I'm saying launching, you can think of it from a traditional sense, but I also. You can. This can apply to you if you are somebody who is wanting to do like a concentrated campaign, right. You want to do like a sales campaign for any type of offer. It's just like a concentrated buying window. Okay. Creating some kind of push. Hey, we could be talking about Black Friday. All of that would, to me, fall under the purview of launching. Okay. And so the first thing we have to do now that we're all on the same page is get to the bottom of why a lot. If you hate launching, maybe you don't, Kate, but the vast majority of people listening to my podcast and hanging out with me, it's not their favorite thing. It's not their favorite thing in the world. When we think about launching, it often brings up feelings of exhaustion, right? It's like, this is going to be a lot of work. Um, I'm gonna have to be showing up lots and lots and lots. And people tend to see that as exhaustive. Like, exhausting, depleting, energetically draining. Like, these are all words that I hear a lot of people use when they describe the feelings that come up when we're launching. And if you think about it like this is. It totally makes sense. I described launching as like a concentrated push, right? It's a. It's a sprint. Okay, let's. Let's be honest. It's a sprint. And if you know anything about sprinting, you probably have some experience of sprinting at some point in your life, for whatever reason. It is tiring, it's hard, you're huffing and puffing, and when you cross the finish line, you're like, forget that. Right? And so maybe that's like a good place for us to even start is like, the fact that we are expecting a sprint to feel easy is probably the first problem. Now. I think there's a difference between expecting it to feel easy and Expecting it to feel manageable. Okay. I don't think that your launches should feel, it's going to feel like work. Y' all know me, if you've been here for any amount of time, I'm never going to like tell you that there's an easy button in business. I think that we're here because we like to challenge ourselves and we're, we understand that this is going to take work. There's no like free tickets here. Okay, it's going to take work. And I, I'm assuming many of you, most of you, you're up for that. You're like hard. That's not a problem, right? You like to work hard. You like what you do, you like helping people. You don't mind putting in some work. But I think there's a difference between, okay, this is going to be hard work and I'm up for it versus, oh my God, I'm going to be so exhausted. I'm going to be not even just physically exhausted, although there is that, but emotionally exhausted. And it's just going to be this like miserable ride, this miserable roller coaster ride. And if we really look historically at why this has been become, I've been reflecting on this, like, why has this become one of the predominant stories that many of us have about launching? Why has launching become a bit of a dirty word in people's businesses? It's again something that people tend to avoid. I think if we look back historically, it's one of those things that people regard as having been easier in the past. And maybe you have that experience. Here's the thing, and we're going to get into this a little bit, a little bit of a Economics 101 here. When we think about years ago and like maybe the dawn, the birth of let's call it online courses. Let's think about digital courses as a really great example of an offer that has a launch based model typically. Right. You've seen, if you've been in this industry for any amount of time, you either have had a course yourself or you know about courses. You. We had a very sort of like formulaic templated approach to launching a digital course. And guess what? That worked really well for a number of years. I would say from 2018 through 2021, we could cut and paste our way through launches. Right. I would even say in some cases you didn't even have to have a particularly good launch strategy. It was just the, the moment that we were in, you could kind of put it out there. You may even not have had to put it out there that much, it was enough to send a small handful of emails, do a small number of posts, and you might hit your number or even exceed your number. All right, so that was very normal for that time period. But then something happened, and this is where the economics of it's going to come in in a moment. Something happened where that. Those strategies, which again, I would call them just like tripping and falling into success in some. In some situations. And listen, I'm not going to take it away from you if, if you were somebody who was launching a course back then, which, by the way, me too, I did have to work for it. So I'm not trying to, you know, be too reductive here, but as long like, it kind of used to feel like as long as you went through the steps as they were prescribed, you were going to get a good result. And a lot of my clients have been through that and they're like, yeah, I used to be like that. And then I'm like doing the same stuff and my enrollment is half or it's plateaued. It's not growing. And it, yeah, that's a very scary feeling. You're like, oh, my God. And what I tend to see is, what's interesting to me is the, the conclusions that we come to based on that. You might be tempted to think, well, I hear, I hear so many different thoughts about this. People will be like, my offer has run its course. Right? Like, people don't want this anymore. Right? That's one thought. Another thought is people are done buying online courses. The jig is up. That's another thought that people have. Other thoughts are like, it's too saturated out there. People aren't paying attention. People don't care. People want different things. People. I've things I hear people are like, I. People want low price point. No, no, no. People want high price point. Like, you can make a case for anything. Right. And what I want to say is all of that is all. All of the data points of like, yes, it used to be that you could kind of toss it out there and have pretty good success. That is true. Has it changed? Yes, but not in the way you think. Okay. What we are seeing is what. Is what I would regard as a normal market saturation. I'm not saturation. Excuse me. Maturation with an M. Okay. It's not saturated, but it has matured. And if you look at, like any market, this is what happens. So actually, I am perfectly prepared to talk to you about this. With my experience as an early employee. I wasn't even planning to talk about this, but this is actually the perfect example. I was an early employee at the company Groupon. And many of you know this if you've been here a while. So. So I started at that company. It was 2010 in Chicago, in headquarters. This was like Groupon was a rising star. In fact, in my. This is true. My first week at that company, we were on the COVID of Forbes magazine for being the fastest growing company in history. That is a fact. You can look it up. 2010 cover of Forbes magazine. I can still see the picture of it in my head. It was founder and CEO at the time, Andrew Mason on the COVID He was like 25 years old. Fastest growing company in history. Now Groupon really invented a new market. This like deal of the day coupon, like industry, right? And so if you know anything about that company, like, I spent years there, spent five years there. And I. What I witnessed was the early days of you we could, like, it was crazy. If you were subscribed to Groupon back then, you might remember, at least in Chicago and in big markets, at least in the United States, everybody was like waiting to see what was going to be on Groupon that day. It was like, who's the deal of the day? And it was, it was like, it was wild. It was a wild time. It was like a super fun time to be living in a city like Chicago. You. Everybody buy the Groupon. You. My husband always says it was a great time for dating because you would just get your Groupon and you would, you know, it'd be half off and it was awesome. And then it was like the land of milk and honey for a while. And you know, that's when Google approached Groupon and said, we'll offer you $6 billion. And it was just an absolute rocket ship of growth, right? Then what happened in the, in the next couple of years is you watched other players enter the market. And this is what happens in all markets, right? When there is opportunities, of course, the supply and demand, it's Economics 101. When we see high demand and relatively low supply, you're going to see other players want to enter the market to try to get a piece of the pie. That's natural. Nothing's gone wrong. That is just like, it's just how it works, right? And so then we start to see a couple of things happen. A, there's more supply. So now there's these other players that came into the equation. And in Groupon's day, it was Living social. There was like a bunch of. Then like every newspaper started doing it. There was more and more and more competition. And what we saw is then these scales tip of. Like in the past, when the demand was so high, the demand was higher than the supply could even meet, things gradually start to flip where now we actually have more supply than the demand. And that's where things start to get tricky. Okay. That's where we start to see we need to innovate. We. And this is. This is the key. I remember back then, there were so many. Like, even working in that company was very. It was very scary and destabilizing, depending on who you were talking to. The water cooler chat was like, this thing's dying. You know, people aren't behaving the same way. Maybe we've jumped the shark. Maybe this is over. And you know what's crazy is that was like 2014 and we're sitting here in 2025. I should probably look it up, but as I have it in a while. But like, Groupon is still a company, right? Like, it's still out there. It's still happening. It's still, you know, it may not be the size that it was because the market changed, but it's not as though this entire industry has died. It's just profoundly changed. And it had to grow and iterate and evolve and change. And that is because as markets mature and buyer behavior starts to change, because people kind of start to understand it, they start to. Maybe some of the excitement, initial excitement wears off again. That doesn't mean they're not buying. It just means that the initial frenzy is not there in the same way. But what happens is people misunderstand that and misread that as, oh, this is over, or people don't want it anymore. And that is not the case. It's just that people want new, different. What happens is the initial excitement wears off. And what companies get wrong and what business owners get wrong is they forget how to be exciting and they forget the spark that made the whole thing explode in the first place. It really is like, you gotta fall in love again. It's like a relationship. It's like that honeymoon. Like people like over romanticize that. You look back on a relationship, you're like, what happened to my marriage? Right? It's like, oh, man, we used to have a spark, and then that spark died. And it's like, nah, that's not actually what happened. What other. What else happened? Did you stop dating your spouse? Did you stop putting in effort? Did you. You Know, like, okay, so you settled into knowing each other and the newness wore off. Did you change up your strategy to make sure that things stayed exciting, that you kept learning about each other, or did you just move on to the next exciting thing the minute it stopped being new? Right. And so I feel like in this online business industry, we look at what's happened with courses, for example, and just launching in general, and we conclude, oh, that's de. That doesn't work anymore. When really the case it, the, the. The actual facts of the situation are iteration is what's needed. Evolving is what's needed. Instead of jumping ship on the entire ball game and trying to pivot into something totally different, which is tempting but rarely easier even, we're going to talk about that as well. Instead of like learning and relearning how to do it better, we abandon. And that's where you're gonna start to hate launching, Right? If you are still launching, hoping it's gonna feel like 2020, you're gonna hate that. Right. It's kind of like being in a marriage and hoping it's gonna feel like your first date. Right? I mean, we can all borrow first date energy and I think that's really smart. But when you're expecting your relation, like automatically a relationship, to just always feel like that, I think that's how people really get into the, like, revolving door of relationships. It's like as soon as, you know, as soon as that initial excitement's gone, we're moving on. Instead of doubling down and being like this, I had a really great thing. I have a really great thing here. How do I figure out what the next stage and the next chapter looks like? Which kind of brings me to with launching, that's exactly where the battle is won or lost. The people who are having success launching right now. And by the way, don't let anybody tell you that people aren't successful launching. I have clients who are having their best launches ever. I have friends who are having their best launches ever. I have had my best launch ever. It is far from over. But the difference now is are you going to trip and fall into it? Probably not. Are you going to just follow like, prescribed steps that you heard on a podcast and chat GPT your way through it and get instant results? No. Are you going to be able to send two or three emails and post about it on Instagram one time and sell out again? No. Okay. It's not that it's going to be harder, but it is that it's going to require more Advanced strategy, okay? Buyers mature. We've had a new market, and with that, buyers just don't know their head from their tail. They're just like, well, this is so exciting. Let me just buy everything. Okay, here's what happens. People have a bad experience. Same thing happened in the Groupon world, right? It's like, oh, my God, these coupons, these deal. The day is amazing. Then we ran into the growing pains. If you. Does anybody out there have a bad experience with Groupon? It wasn't that Groupon was a bad company. It's that the demand was so high that, you know, Maybe there was 10,000 Groupon sold, and you go to redeem it and you have a bad experience. Okay? Now we're a buyer who's like, whoa, whoa, whoa. If I'm gonna buy this thing, it's not that I'm not gonna buy it, but I'm gonna buy or beware. I'm gonna be a little bit more cautious. Same thing with online courses in 2020. People are just buying it all up. Lots of people had never been on Zoom before buying these. Like, I'm home. Let me learn how to play ukulele. Let me learn how to, you know, paint, watercolor. And unfortunately, we could call this. This is a bit of a crass way of saying it, but what happens is when a lot of players enter the pool, it's only a matter of time before somebody pees. Somebody pees in the pool, okay? Again, forgive me, but it is like. It's a sticky analogy, okay? And so what happens is everybody gets out of the pool. Everybody's like, I don't want to be in this pee pool, okay? And so, again, it's not that your buyers won't ever get in the pool again, but they got to be sure now. Now that they've been in a People, they're like, if I'm going to jump in the water now I know what I know. I need to make sure that I'm going to have a good experience in this. In this pool. I need to. I need to know it's going to be clean. Okay? So your buyers have probably just wised up a little bit. They still got a wallet full of cash. Friends, this is where you all are making the mistake of thinking, well, they don't have any money anymore. People aren't spending. No, no, no, no, no, no, no, no, no. People are still spending money. All you need. All you need to do to prove that's true is take one trip to Disney World. Have you guys been to Disney World, the number of people spending tens of thousands of dollars. Let me tell you something. It is not just wealthy people. Have y' all noticed that? That. That stood out to me? All different kinds of people spending tens of thousands of dollars going to Disney World. People are spending money. But we could. Absolutely. I. I will give you that. They are spending money more with more discernment. And it's actually a good thing. I could have a whole separate podcast episode about how you want, but I am going to have that podcast, actually, about how, like, doubt and skepticism from your prospects in your sales process is actually a good thing. They make better clients. Okay, so people knowing how this whole launching game works, like, that's the thing is when our. When our clients were like, whoa, what's happening? I come to a webinar and bam, there's a pitch, and, oh, my gosh, I've never seen that before. Yeah, everybody's seen that now. Okay, again, it doesn't mean, for example, that webinars don't work. They 100% do when you do them correctly. But the, like, element of surprise is not there anymore. And so the question really becomes, how do you change your strategy to match the way that our buyers have grown? It's like our buyers have grown and evolved, and we want to sell as though. It's like we're in denial. We're in denial about it. And like I said, back to hating launching. You're going to hate it 10 times out of 10 when you're using 2020 strategies in a 2026 world. Right? And so that's my little history lesson on how we got to this place of hating launching. Because can I tell you something? You won't hate launching when you're winning. Okay? You won't hate launching when you're selling out. You won't hate launching when you're hitting your goals and you are achieving all your financial goals in your personal life. That's what. You're not gonna hate that at all. What you. You don't hate launching. You hate not hitting your numbers. You hate trying and missing. You hate putting all of it out there on the line and then being like, I didn't hit my goal. That's what you hate. Okay, so that brings me to the next piece, which I think is just really important before we try to move on from this. And we're really here to fall in love with launching. I really like that, by the way. Like, I'm recording this in the fall, so I'm thinking about fall. Something about falling in Love, like all of those things. Okay? If we're gonna do that and we're gonna talk about romanticizing it again and like, again, going back to that spark, the first thing we have to do is ask ourselves, what is the story that you're telling yourself about launching? What are you saying to yourself about launching? Are you saying it's going to be really hard? It doesn't work. They don't buy, they don't want it. Like, really get honest with yourself about what you are saying to yourself, what story you're telling. Okay? And then I think we have to ask ourselves, is that, is launching actually really hard and really terrible and really miserable and really exhausting, or have you not found the right strategy? Have you not upgraded your strategy? Have you not changed things up and met the buyers where they are? What I see is a lot of people want to, quote, unquote, move on from launching. They're like, can I try Evergreen? Maybe if I could just like have this running in the background, like, wouldn't that be so cool, right? If I could get an Evergreen funnel going. And by the way, this is no shade to any of those strategies. Just bear with me, okay? But you're thinking it's going to be easier somehow. You're like, maybe, oh, gosh. The big one I hear lately is like low price point. Maybe they just want a lower price point, right? Like, maybe they just don't want to buy something that's this price. Maybe they just want something smaller. Maybe they want a membership. Maybe they want like insert whatever it is that you're thinking about pivoting to. You've been, maybe you've been selling an offer and launching an offer and it's not working as well. And so you're thinking about moving on. Okay? The problem is until you clean up your thoughts about your current strategy, you're going to bring all of the garbage to the next idea. And here's how I know. It's just like a relationship. You're going to be like, you're going to jump to the next thing. Let's say it's a low price point offer. Let's say you've been selling a course for 997 and it's not working anymore. So you're like, I'm going to go try a $17 offer. Or let's actually make it even better. Let's say it's like a 20amonth members. Like, I'm gonna go to membership. People want low price point. We're gonna go to a membership. Okay, you're gonna go and put that together and start to sell it, and you might feel better for a moment. And that's the initial dopamine of doing something new, right? That's the initial spark. It's like, I broke up with my ex and now I'm flirting with somebody else. And it feels really good because it's really new. But what do we know is going to happen? All of the same stuff. When we're in month six of the relationship, a year into the relationship, we're like, oh, here we go again, right? And because we didn't solve that in the last relationship, we are gonna run into it all over again. It's gonna be the same thing. The minute it gets hard, you're gonna be like, well, shoot, this is hard too. Right? And so, you know, launching can be hard. Launching can be difficult. I'm not gonna lie. It's hard work. Like, just like many things, just like getting in shape, just like paying off debt, anything. I am a believer that anything worth having is going to take work in life. Okay? But I want you to think about choosing your hard, okay. Like, launching might be hard and learning, learn, you know, it's actually what it actually is. It's not that launching is hard. It's that doing new things is hard. Okay? And you might be grieving the fact that what you been doing has run its course and you need to try something new and different and you need to get out of your comfort zone. Yeah, you might be grieving. You're like, God, it was easy, okay? That, that's, you know, but that's just. Who said it was going to be easy all the time, right? This is like, I've been in business for over 10 years now. The number of times I've had to reinvent myself is insane. That doesn't mean I want to reinvent every time, but eventually I just get on board. You're going to have to do the same thing. And also while it's going to be challenging to learn something new, learn new strategies, which one's going to actually be harder? That or not having enough sales. Okay. Launching or continuously wondering if you're going to be able to hit your goals. Launching or feeling like you're not making enough money. Launching or deciding if you need to let a team member go because you're not paying your bills. Right? Like, let's. Let's get be so for real about what's really hard. What's really hard is not having enough sales. Okay. Launching isn't hard. Not having enough clients is Hard. Launching isn't hard. Not having the money you want to have is hard. Okay? That's what's actually difficult. So choose your hard. Choose your hard. If you want to continue to struggle and continue to jump from idea to idea to idea, that is going to be the harder road, in my opinion. The easier road in the long run is to get good at learning new things. And two, yes, fall in love with launching. Okay, Launching. And I have been going steady now for what, seven years? I think I started doing my first, like, proper launches in 2017. 2018, let's call it 2018. I've had to try so many different things. I've had to complete the cycle over and over again of. I love this. This is so much fun to. Oh, my God, maybe I should quit and get a job, which I actually did. Okay. I can tell you. You want to know how I know you're going to bring all the same crapola into your next life? Because I did that. Okay. That's the other thing. You can go ahead and quit. You can go ahead and exit the industry and be like, oh, thank God, let me get a job. And for a minute, it will feel better. You'll be the dopamine of something new. It will feel better. And then you will be right back where you were. You'll be like, ugh, this is hard, too. This is hard, too. Let me go back to that other hard thing that was at least worth having. Because that's the thing about launching. When you figure out how to do it and when you hit your goal, I promise that it's so worth it. And I know you know that because you probably have experience with that. When you get a sale, you know that that's worth it, right? So it's going to be hard, but it's going to be worth it. And so you will go through multiple cycles of, like, that's where. I mean, to be honest, it's where I feel like I'm at now is my last couple launches have been really similar. They have felt similar to me. And this time I'm like, let's try new things. You know, we're. I'm recording this towards the tail end of 2025. I can feel that we're going to be doing some new and different strategies in 2026. And I'm just choosing to have the thought, bring it on. I don't fully know. That's the other thing is, like, one thing about me is I never allow myself to think I know everything about this. I mean, Groupon Taught me that, right? Like, there's always more to learn, and the buyer can always educate me. So when I see buyer behavior changing, I don't get scared anymore. I just get curious. Right? And I'm just like, oh, that's interesting. I'm not getting email responses the way that I used to, for example, right? Like, my clients will see that. They'll be like, oh, my God. And they're, like, freaking out. And I get. I understand the temptation to freak out, but instead of freaking out, what if you're like, oh, interesting. Okay. They're not engaging in this way. I wonder why. What did I change? Like, what did I do? Okay, so they stopped being as interested in what I have to say. Am I, like, what am I doing to be interesting? It's kind of like, again, back to the relationship when you're like, my husband doesn't put in any effort anymore. It's like, okay, well, where did you disengage? Right? Not to say that that's not true. Okay. I'm like, I'm gonna let you have it for sure. But it's like, what's your end of the deal? And can we start there? Because that's what you actually control. So if you're. If your people aren't seeming interested in what you're saying, you're like, on Instagram, you're like, God, nobody's paying attention. Well, what are you doing to be interesting? What are you doing that's new and different? What are you doing to shake things up? That's how you're gonna fall in love with launching. Okay? So I hope this episode again, this is gonna set us up for the next one, but I just, for today, wanted you to get honest with yourself about what stories are you telling yourself about launching? Why do you hate it? Why do you hate selling? Why do you hate promoting yourself? Why do you hate putting yourself out there? And let's start to think about what it would feel like to actually fall in love with putting yourself out there, to fall in love with helping people discover you. To fall in love with being a thought leader and an authority in your industry. Because let me tell you, it feels amazing when you can figure out how to do that. But I think we have to drop some of the natural entitlement that many of us have around. Like, well, it worked before, or, like, I've been out here long enough. Like, they should just be paying attention. That's going to create that resentment for you. And so the hate that you feel of launching, the dread that you feel of launching. It's all totally optional. And I want you to know that this is something that you can learn to love. This is something that you can actually have fun with, even if you feel like you don't have a salesy bone in your body. I teach it every single day. And it's the most fun thing in the world to me besides hanging out with my kids and watching them grow up. You know, watching the very second thing would be my clients being like, oh, my God, this isn't as hard as I thought it was. Or like, actually what they say more of the time is like, this is hard. And I'm seeing the progress. This is challenging. And I'm learning, I'm seeing growth, and I'm gonna stick it out because I'm seeing the results. So, my friends, make sure you're signed up for my upcoming class where we're gonna learn. I'm gonna teach you. I have a new concept I'm calling the launch triangle. And I'm gonna teach you exactly how to double your launch, double your sales. Okay? So you can go to stephcrowder.comworkshop to get all signed up for that. The link will also be in my show notes. I will see you next time. Where we're gonna continue on this series. We're going to talk about the new rules of launching. I think you're going to really love that. So I'll see you there. And until then, I'm wishing you the courage and the clarity to go after what you love.