← Courage & Clarity
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Hey there, real quick, before we get into today's episode, enrollment is open for my 12 month mastermind sold out group programs. This is the mastermind that is designed to help you start, sell out and scale your group program to 100k, 250k, 500k and beyond. We are open for enrollment for just a few more days. We are closing up on Friday, March 27 and at this exact moment, I literally have just a couple spaces left on my calendar. If you would like to talk with me one on one one about your individual situation and whether we could be a fit for working together with me as your coach, go to steph crowder.com apply get that application in before Friday and I cannot wait to see yours. Let's go to the show. 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 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. Hello, Hello. Welcome to the podcast. I am so excited to be having this conversation with you Today. We are going to be doing something a little bit different here on the podcast. We are going to do a financial deep dive on group programs. Okay. So specifically I really want to dive into the math that I don't think anybody else is really talking about. And this is inspired a lot of the conversations that I've been having. Last week and this week after doing the sold out Sales system Summit, which was absolutely amazing, I've been having so many great conversations with entrepreneurs who are thinking about it. Some folks have already joined us and I'm so excited to be working with them. And then a lot of people, understandably are also on the fence about joining the Mastermind working with me. And let's be honest, like this conversation I'm about to have with you, this could really apply for any large investment that you want or are considering making in your business, right? It's never super comfortable to think about plunking down a five figure investment or close to a five figure investment. I guess to four figure investment in this case. But the same would be true for, you know, my mastermind at this point is $8,000. But there are plenty of masterminds that are 10k, 20k, 25k. Right. This is always the big decision. Whether you have the money sitting in the bank account or not. It's never going to feel like an immediate or very, very rarely I should say is it going to feel like, oh, just take my money. Like, I'm so excited to watch $8,000 leave my bank account. $10,000 leave my bank account. Right. That's never like even when you're really excited about something. We've been doing a lot of projects around my house we moved to. If you've been following, you might know we moved, we bought into a 90s house that has needed a lot of work. And even when I'm paying for a project, there've been a lot of projects that I haven't wanted to pay for. The not fun kind like toilet leaks. But there are really fun projects too. And even for something I really want and I'm really excited about, it's never a fun sensation to watch money leave your bank account. So I think we should probably start by acknowledging that. I think sometimes we picture that if we have discomfort around making an investment, that immediately means that it's wrong. And I can tell you from having made lots of investments, big investments, not just in, you know, certainly as a homeowner, but also in my business, you know, I have made 20k investments more, 25, 000 investments. Even when it's something that I deeply wanted and really believed in, there's always going to be that butterfly in your stomach that sort of like, oh, like just stab me in the chest. Okay. I want you to know that for many of us, that's always going to be there. And I think it's important to acknowledge that if you're waiting for that feeling to just, it's probably never going to happen. If you're anything like me, maybe for some people they don't feel like that, but the conditioning on this goes so deep and so much of it is from our own parents and our lineage of how we handle money and your own money stories. So I think there is this very significant difference between, okay, no, this feels like legitimately wrong. This is not the right next step for me. Like I should, I should not do this. I do not want to do this. That is one sensation. But it's very easy to confuse that sensation in our body with a deep Recognition and a deep knowing and a deep desire. But there's also fear there, right? And the fear makes us stop and think, oh, that must mean that, like, this is wrong for me, when really it may be calling you in and inviting you to take a leap. That feels a little scary. There's a difference between the two. And so as we go through today's conversation, I just invite you to listen openly whether you're. This is. This investment is something you're thinking about or not. My hope is that this can help you think through any large investment that you want to make. Heck, maybe not even just in your business, but in other parts of your life as well. Because I really keep hearing. And this is always the case, by the way, every time I open my mastermind, I keep hearing different versions of the same story, right? Which is something like, I want to join, but I really feel like I should save $8,000 right now. Like, I want to put that in a bank account. I want to have that in, you know, is a slush fund or an emergency fund. Like, I just. I want to keep that $8,000 safe. It feels more responsible to put that money aside. Okay. You might be thinking, that feels like a lot of money right now. Maybe I should wait until I'm in a better financial position. And I really do get it. That feels responsible. It's a very. And in some cases, it's totally true. I'm not, you know, you have to be the judge of that. But here's what I want to do in today's episode. I want to show you that people think keeping 8,000 is the safe choice. Okay, but what if that decision is actually costing you 50k, 100k or more over the next year? Okay. It's very. What I notice our brains do is we think $8,000 or insert your amount right? However much it costs. You're like, I can't watch that leave my bank account. Like, I. That. You know, our brain is like, stopping there without thinking through the full picture. Because the truth is, there are pros and cons on either side. And I think it's really important to give equal air time. You know, your brain automatically thinks, oh, it's just like, totally the safe choice to keep the ak. But I'm here to help you think through what is at stake of doing nothing. What is the real cost of not changing anything? Because I've been at this for a long time, and I've watched a lot of people lose a lot of money while thinking they were doing the responsible thing. Okay, so we're going to talk about a bunch of different things and, you know, take what's helpful, leave the rest. Let's get into it. You might want to grab a pen. We're going to do some math together. So first of all, I want to just talk briefly about the one on one ceiling. Okay? So you know that my program is called sold out group programs. I definitely help people sign one on one clients if that's something that you're working on. Our tools and our program will help you get booked out with one on one if that's what you want to do. We've helped many, many clients do that. Many of them have been on this podcast. Right. But I want you to also ask yourself for the long term, if you're somebody who's doing one on one coaching or one on one services right now, how many one on one clients can you realistically take on at one time? Okay, I'm going to use 8 as an example. You can plug in your own number of what you think your personal capacity is. Let's say you can handle eight clients at a time. And let's say you charge $3,000 for your one on one work. Okay? Just for easy math, eight clients times 3,000 is 24,000. That is going to be your revenue ceiling on the one on one clients that you can help. Okay? That's the most you can make with your current model unless you raise your prices, which you might be afraid to do. Work more hours, which I know you probably don't want to do because it defeats the whole point of having your own business or turnover clients faster, like get through them faster, which probably feels gross and not sustainable to you. You want to have deep relationship with your clients and do right by them. Right? No matter how you look at it, you're going to hit the ceiling, okay? You're going to max out if you haven't already. Some of you listening to this already have, and that's why you're already working on groups. Some of you aren't there yet, okay? Some of you are turning people away because you can't help them. Or again, if you're not there yet, you will get there, but you can't take on more clients without completely sacrificing your life. So what are we to do? Okay, if you're doing one on one, you will get to this point. I remember being there myself and it can you start to run the numbers and like, no matter how you run them, you're like, I can't get past this. Certain revenue threshold. There's really nothing I can do. I am capped on my earning potential. Okay, so let me show you what changes when you build a group program. We'll start conservative, really conservative. Let's say you're going to start your first group. Okay. So you can keep your one on one going, by the way, if you have one on one. A lot of our clients do this in the mastermind. They keep one on one clients. They keep seeing one on one clients to keep their revenue stable and to continue to pay their bills and all that good stuff. Okay. If you add a group program for your first, your first group, and let's say that you're going to get eight clients in your group. Okay. Let's say to get you started, you're going to charge half of what you would charge for one on one because they're in a group. It's a new program. It's not private and exclusive necessarily. Okay. It's still a small group, it's still intimate. Eight clients. So let's say you're going to charge 1500 a person. That would be 12,000 per enrollment period, of course. Right. And if you ran it twice a year, that's 24,000. So you just matched your entire one on one revenue ceiling with a model that doesn't require eight different one on one relationships each eating up all your time. Eight hour long coaching calls just got condensed down to maybe one weekly call. Okay. And you can see the same revenue while working less time. This is how I'm able to be a summer mom. Right? How I'm able to spend a lot of time with my kids when they're off, how I'm able to tend to the demands of parenting and how I'm able to work 15 to 20 hours in my business. Okay, but let's keep going. This is just the beginning. That was the conservative equation. Okay. Scenario two is what most of my clients will go on to do within the first six months. Okay. Let's say that you are able to get 12 clients in your group. Okay. So this is exciting. You're not maxed out anymore. You're not stuck at eight people. You can take 12 and so you do you get 12 people this time you're going to charge $2,000 because you've gotten more confident in your pricing. We said 1500 last time, let's say 2000 this time. That's 24,000 per enrollment period. So before you were stuck at 24k with your one on one. Now we're talking 24k. Per enrollment period. Now this is where the math can really start to compound. What if you run your group three times per year? Now that's $72,000. You just tripled your revenue ceiling and you're working less than you were with eight one on one clients. And when you work with us and you learn how to put together a fantastic group program, your clients are not getting fewer results, your clients are not suffering. Your clients are getting their full transformation. First of all, you are probably going to be at your best because you're not stretched so thin. You're able to pour your entire heart and soul into your group and your clients are going to benefit from it. There's also all kinds of other benefits we could get into of them learning from each other and them feeling less alone and less isolated. But is absolutely possible for your clients to get every bit as much of a transformation in a group, Even if you're having trouble conceptualizing that right now? Even if you're like, I don't see how that's possible. We have helped our clients do it in every niche and every industry under the sun. It is absolutely possible for you as well. And your clients will love it. Okay? And you're going to get your life back. Okay, so here's another scenario. Now let's talk about group program math at sales scale. Okay? This might be something that's more like if you're going from, if you're starting from the starting blocks, this may be possible for you within about a year of being in sold out group programs. Now you can get 20 clients in your group. Okay? You charge 3,000 each. And that used to be your old one on one price, but now you've gotten testimonials, now you've built your group program. You know, it's awesome. You know, it gets transformation for people. And you're able to charge that, right? So, so that would be 60k per enrollment period. If you ran that three times per year, that's $180,000. And you are still working fewer hours than if you were still grinding it out, trying to serve eight one on one clients. Pretty amazing, right? So I'm obsessed with group programs. It's why I've been doing group programs myself for so many years, 10 years now, and why I've helped so many of my clients do the same. So, so here's my question. What is the real cost of waiting here? Is it the 8K that you're saving by not joining the Mastermind, or is it the 50k? 100k? 150k you're not making because you stay stuck either where you are right now or in the one on one model for another year. Okay? Every month you wait is another month that you might be capped at that 24k to 30k ceiling, while you could be building toward 75k, 150, 250 and beyond. On top of that. Nothing changes when you put the money aside. That's the temptation of this responsibility story. It feels good in the moment to keep it safe in an account. It does. It feels, it's like, oh, yeah, you know, check. I did the responsible thing. But I just want you to ask yourself, what are you actually losing by letting more time go by without Learning how to 2x, 5x or 10x your sales? What are you losing by not by letting more time go by without learning that skill? Okay. Many entrepreneurs I talk to, I, you know, some people will get really close to joining and they'll be right on the cusp and they're like, I'm just going to wait, like, I'll get you in the next one and then I follow back up with them or they, or they come back to me six months later. And typically, what I see most of the time is folks are in roughly the same position since we last talked. That's not their fault. Okay? That's not because they're lazy. It's because nothing changes until we decide to do something differently. That is a decision. It's not going to happen magically. Right? It's tempting to be like, well, I'm just going to sit back and like, keep trying stuff on my own and like, maybe something will magically change, but that's just not how change works. If you've ever changed anything dramatic about your life, you know, this is, is true. Okay? So truly, when we look at it this way, 8k is not the expensive decision. Staying at the same level is the expensive decision. Okay? So now that you're seeing the revenue potential, you might be thinking, okay, Steph, cool, I get it. Group programs can make me more money. I already knew that. Or I get that, right? But I could just start one on my own. Why do I need to pay you? Why do I need to work with you? Why do I need to spend $8,000 to learn how to do this? Isn't there chat, GPT? Isn't there free information? And that's a totally fair. So let me show you what now we're gonna do more math. Okay? We got more math to do. We have more scenarios to run here. Let Me show you what trying to DIY a group program actually costs. Because guess what? That has a cost as well. Because here's the deal. You're smart, you're capable. I know you are. You would not be starting your own business or running your own business already if you weren't super smart, okay? You could probably figure this out how to build and fill a group program on your own eventually, okay? But here's what that actually looks like. And I'm going to be really honest with you here, because I truly have watched hundred hundreds of people try the DIY route before ultimately coming to me, okay? They're like, I've been doing it. And I know that many of you are thinking this right now. You're like, well, let me just try it on my own. Like, I have some ideas, I have some things. Like, let me just see how far I can get on my own. But I want to walk you through the. The mistake mistakes that I see people making when they do try to do it without support. Okay? So mistake number one is you position it wrong. Okay? So you build a group program, but you do not know how to talk about it in a way that makes people want it. Okay? There's a lot of different mistakes you could make here. One of them is you do not know how to differentiate it from one on one. So you accidentally position it as like a knockoff one on one. It's like, it's like working with. It's like working with me one on one. But you're in a group and then people don't want it, right? Some of you come to me and you're like, my people don't want to be in a group. And that's because you accidentally are positioning it as a downgrade. Okay? That's one thing that can happen. Or this one's really big as well. You focus on what you're teaching them instead of what they are getting. So your sales page for your group is all about the six modules that cover X, Y and Z, or my weekly coaching calls, or. Or access to my framework. But none of that is really that compelling. That doesn't move people forward. They don't understand what they're actually getting from that. Versus, if you are talking about, for example, you will go from burned out and maxed out at 50k to running a 150,000 business while working 20 hours a week. Okay? In scenario A, you're selling features. In scenario B, you're talking about a transformation and landing on a transformation and finding the wording for a Transformation is something that most people need support with. This is where hiring someone who knows how to sell and has that skill of selling is going to help you actually make it appealing. So your audience is reading your list of features and thinking, okay, that sounds like, fine, but I don't know if it's for me, okay? And that's because they're not buying, because you never made them need it. Okay? And you also need how to articulate. You need to learn how to articulate why a group is better than one on one. Because someone might ask you, well, why should I join your group when I can just work with you one on one? And you don't really have an answer for that. So you start stumbling through something about pricing or about your capacity, when really you can learn how to believe yourself and then help other people see that group programs, when done correctly, are better than one on one. So when you have deep positioning mistakes, people aren't going to buy your group. So if you've tried and had low enrollment, it very well could have to do with weak positioning. Okay? The result of this is, let's say you launch your group to. Let's say you have a list, an email list, even a small email list of 500 people. 500 people, a thousand people, something like that. You get two signups not because your offer is bad. You might be like, well, nobody wanted the offer. Group didn't work for me. It wasn't that the offer was bad. It's because your messaging didn't make anybody need it and they thought it sounds nice, but I'm not sure it's for me. And not sure always equals no sales. Okay? So the cost of mistake number one is you launch to your entire audience and get two to three people instead of 12 to 15. That could be 18 to $27,000 in lost revenue. Even more if you're charging more. Okay? From one launch, if we're talking, you know, this is for even a lower price point. If you're going to charge 5,000 or something, you can do the math. It's even more. Okay, but even with a lower price, like. Like prices similar to what we were talking about before, that could be 18,000, $27,000 and lost revenue from one launch because you didn't know how to position it in a way that made people say, I need this. Okay? Mistake number two is you build the wrong offer. Okay? You create a curriculum. You spend all kinds of time building a curriculum based on what you think people need instead of what's actually going to sell you spend three months building slide decks, workbooks, and bonus modules, and you're super proud of it. You're like, I've thought of everything. It's going to be great. Then you launch it and nobody wants it. Or you get two people and you realize, oh, my God, I built this entire thing and the market does not care. The market doesn't want this. Now you're stuck. Do you scrap it? Do you start over? Do you sell it harder? Do you pivot? You have no idea because you didn't validate at first. You didn't learn how to do that. And the cost of this mistake is three to six months of wasted time building something that the market didn't actually want. That's three to six months you could have been making money from a group program that actually works, okay? Mistake number three is you don't know how to fill it, okay? So let's say that you actually, you know, got. Let's say that you have decent positioning, okay? Let's say you actually don't make mistake number one. Let's say you didn't make mistake number two. You actually built a good offer, but now you still need to fill it, okay? You still have to fill it. So having good positioning and having a good offer alone is not going to get it done. So now you go to try to fill it yourself. So you post on Instagram a few times, you send a few emails. Maybe you try to run a free challenge. You kind of try to piece together what you've seen other people doing and you hope people sign up. And still you get two. Two people, three people, and you were hoping for 10 to make it viable as it for. As an example. So you're disappointed, frustrated, and confused. And you think, I don't get it, the offer is good. Why didn't people sign up? That would be because you don't have a full system for how to sell a group program. You don't know how to write emails that convert for groups specifically, it's different, okay? You don't know how to run a webinar that can enroll 12 to 15 people. You don't know how to overcome the objection, why should I pay for a group when I can just get one on one. You don't know how to pre sell before you ever open the cart publicly. You could be getting clients before you ever even open to the public. And you don't know how to use super fans and VIP enrollment and other strategies to fill up half of your group before you even launch. And that's Just to name a few. So you go and launch at your whole list and you get three people and you say to yourself, groups just don't work for me. I tried that and it didn't work. They do, they absolutely do work. Just that you don't know how to fill them yet. That is a skill. That's my entire full time job is helping people with this. Okay, so cost of mistake number three is another six months being stuck maybe in one on one or whatever you're doing now while you try to figure out what went wrong. That's six more months of not making 20k, 30k, 40k per launch. Okay, here's mistake number four. You quit after one bad launch. This one's totally understandable. I see it all the time. Here's what happens to most people who try to do DIY their own group programs. They have one mediocre launch, one bad launch, and the problem is you don't know what went wrong. You don't know if it was the offer, the messaging, the timing, the audience, the price. You. So you quit because you don't know how to fix it. You go back to one on one. You go back to doing something different. You pivot and you tell yourself, I tried groups. Just wasn't for me. It didn't work. The cost of this one is staying stuck at that 24k to 50k revenue ceiling forever. Instead of figuring out how to scale and building to 100K, 2,5500 and beyond. Okay, so let's just kind of do some math here. Let's add this up. The DIY path. Lost revenue from not having the right positioning could be around $15,000. Okay, wasted time building the wrong offer. Six months, no revenue from groups during that time. Failed first launch because you didn't know how to fill it. Three clients instead of 12, maybe that's 18k in lost revenue. Minimum quitting and going back to one on one, or even going back to a job or going back to, you know, doing something different, pivoting again, that might look like staying stuck where you are right now at maybe a 30k revenue ceiling, for example. So the total cost of the DIY path, and this is gonna, this is gonna range wildly. You know, difficult to make an episode like this because everybody's situation so different. But like minimum right is 50k to $100,000 in lost revenue. You guys heard the math. I was being conservative. Some of you have offers that are much more expensive than this and have bigger audiences. So this was conservative on purpose. 50k to 100k and lost revenue and 12 to 18 months of wasted time. That's what your 8k savings bought you. Okay? And I'm not trying to be harsh, okay? And this isn't for everybody. Some of you are going to hear all this and still love your decision, and I think that's great. But I have to share this because I've seen people waste two to three years trying to figure out group programs on their own. I see it all the time now. Let's just look at the other path. Okay? You spend $8,000, and I understand it's not a small investment. It's scary. It still feels scary even knowing all of this. Remember, I said we'd never be able to take that fear away completely. So you spend $8,000. Let's say by month three, again, being conservative. By month three, you have filled your first group with five to eight clients. Using phase one, maybe you've made 5K again conservatively with this 5K, 10K up to 15K, and you may have paid your investment back already. I am being so conservative with this. By the way, you all have heard many stories on this podcast where people make back their full investment before we even kick off because you get bonus time with my curriculum. Okay, but just being conservative here. I actually got a message from a client this morning who said she's been with us for. Gosh, it's only been two months, two months or so since she started and she has gone through the whole process of putting together her first group and hasn't even done a big launch. She's just used phase one and made 5K. Right. And this is 5K extra beyond what she was already doing. This is 5K with a new group. So again, conservatively, by month three, you've made your investment back or you're getting close to making your investment back. Right. For lots of people. I have plenty of stories, like I said, of people doing 50k before they even join us or first launch six figures. Right? That happens all the time. But I'm just giving you a picture of what this would look like on the low end. Okay, by month six, you've done a full buzz blitz launch with 12 to 15 clients. Now that's 24k to 30k maybe again, depending completely on your price. We were just even talking a lower price price that's already 2 to 3x return on your investment. And we're only halfway through 2 to 3 extra investment. Okay. By month 12, you've got a refined system, you're scaling your group you're running it three times per year. Now we're talking 75k to 150k plus a system that you get to take with you and use for the rest of time. It's yours to keep. It's yours to keep running it. It's going to keep compounding and stacking on itself, right? Net gain here compared to the DIY path, again with conservative math, 67,000 to 142,000 or more even after that. Eight thousand dollar investment, okay? And like I said, plus you have an A system that you can run forever. Not just one lucky launch. So here's the, here's the thing. You're not paying $8,000 for information you could find on Google, okay? Or you things you could chat GPT. You're not even paying $8,000 to get coached by me, though there will be plenty of that. You're paying $8,000 to skip the 50k to 100k DIY tax. You have to ask yourself, do you want to pay that tax? Do you want to pay 50k to 100k to figure it out on your own? Because with this path, you're paying to avoid leaving money on the table, wasting time trying to figure out how to make it worth work, not knowing how to fill it, getting three people instead of 12, quitting after one failed attempt and staying stuck in one on one forever. You're paying for a proven system that's already filled hundreds of group programs, expert eyes on your specific offer before you ever launch. So you don't waste six months building the wrong thing. Someone who can look at your launch and say, hey, here's exactly what's broken and here's how to fix it. And the ability to ask questions and get an answer based on data from hundreds of group programs. Not guessing, right? So here's a little analogy for you. You all know I love analogies. You could think about it like this. You could think to yourself, well, you know, I don't need to pay somebody to cut my hair, right? I could learn to cut my own hair. I could watch videos on how to, you know, cut my own hair. I could watch YouTube videos, right? It's free. That information is out there right now. But most people will pay a hairdresser $100, $200, whatever it is, because they don't want to risk looking terrible for six months while they figure it out. While that hair grows back out, right? Building a group program is kind of like the same thing, except the stakes are more in the 50k to 100k range, not 100 or 200 bucks. So yeah, you probably can figure it out on your own. But you have to ask yourself that's not the right question, is can I do this on my own? The question is, what's the cost of doing it on my own? How much revenue are you willing to leave on the table while you experiment? How many months are you willing to stay stuck while you try things? Okay, the truth is the eight thousand dollar investment is the shortcut. It's buying back 12 to 18 months of trial and error. It's avoiding that DIY tax. It's getting a system that already works instead of hoping that you stumble onto it eventually. So the real question isn't, can I afford $8,000? Okay? The real question is, can I afford to lose another 50k to 100k and 12 to 18 months trying to figure it out on my own? Because that is what DIY actually costs, right? So I'm definitely not asking you to be reckless with your money. I'm asking you to think like a CEO. And CEOs don't hoard cash and hope things get magically better. CEOs invest in their business and ask, what's the highest ROI move I can make right now? Is it keeping $8,000 in a savings account that's maybe earning 0.5% interest? Or is it investing $8,000 to learn a skill that could 10x my revenue within 12 months? There is so much more that I could say in terms of. I have so much more math that I could go through with you here. But what I really want you to remember is, of course I can't make this decision for you. Only you know your financial situation. Only you know what feels right. But here's what I do know after watching so many entrepreneurs make this choice. A year from now, no matter what you do, you're going to wish you started today, right? The people who take the inside track are running 100k, 250k, $500,000 and up group program businesses. While a lot of people do wait and stay maxed out or stay at the same level. Okay, I can think of so many examples of investments I made and again, it was very scary. But the idea of being able to take an inside track, the idea of not having to spend so much extra time reinventing the wheel for something that already works is what ultimately helped me say, even though this is scary, I'm going to make this investment. And let me tell you something, I have never, I've actually never. I can say this with full honesty. I've never regretted an investment like that because it all comes down to you jumping in and following the steps and getting coaching and being committed. That's how you're going to get your return on investment. So I would love to invite you to apply. We have a few days left in enrollment for the sold out group programs Mastermind. You can go to stephcrowder.com apply. We do still have a few spots left on my sales call calendar, but those are going really quickly. If you want to talk about it, we can do the math individually for you and figure out how this can work. But I hope this has been helpful, even just to give you a sense of like, this is how I make investments. This is how advanced entrepreneurs make investments. They're not looking at the sticker shock of the number. They're asking themselves, what am I getting back when I make that investment? Okay, I'm going to spend this money. How am I going to 5 exit? Right? That's the math that you need to be doing. I hope it's been helpful. My friends, I will see you soon. And until then I'm wishing you the courage and the clarity to go after what you love.