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Hey there. Welcome to the amy porterfield show. There were wins and losses in my launch. Not everything went perfect. But I've been talking so much about how hard the industry is. I wanted to talk about something positive that absolutely worked on my end. And these are the things I see working with my students as well. At the time of this recording, I have just finished my Digital Course Academy yearly launch. So you might already know, but Every September since 2019, I have been launching Digital Course Academy. And this year was extra special because we really wanted to get the offer right in terms of where everything is in the online landscape right now. I've been talking about it on this podcast for six months. In terms of the shifts that we're seeing, the trust recession that we are in, the fact that people are struggling to get the right kind of traffic, I've seen it all for at least six months. So I knew that it would affect me just as much as it's affecting other people. And so we wanted to be ready for that. And one thing that really stuck out in this launch was how well webinars did. So if you've ever heard or if you've been hearing anything about like, webinars are dead or webinars don't work anymore, that is such a lie. And not just for me. Before I share with you what worked in this launch regarding webinars, I just want to say that many of my students are crushing it this year with their webinars and many of my peers. I mean, Jenna Kutcher just did. I think four or five live webinars crushed every single one of them even better than last year. And I really do believe webinars are working so well because they are live. They are in real time. And with a trust recession, showing up live has a higher perceived value, which is why I think one of the reasons they're working so well. So don't give up on your webinars. If you've done them in the past, do them again. If you've never done them, consider adding them to your sales strategy because they are alive and well. Now let me back up because before I tell you about what I did in my webinars that really changed the game for me this time, I. I want to share with you that I also did a few things leading up to the webinar that could be really valuable for you as well. So number one, I made sure that my brand voice and our ideal customer avatar was dialed in before we got started. So we get started about 60 days before the launch Starts, that's our Pre launch, about 60 days, and maybe sometimes even a little bit more. But even before that period, we made sure we were very clear who are we talking to and what is our message. So one thing we did is we actually worked with my friend JJ Peterson, and he is an expert at storybrand, and storybrand is my friend Donald Miller's business, and he has a book about it. And if you've never heard of storybrand, run out and learn all you can about it. There's a great book about it, but I've talked about it on the podcast a lot, so. So we hired JJ to walk us through what a story brand would look like for digital Course Academy this year. Because so much has changed and we wanted to make sure that we are talking about the right things. Like, let me give you an example. When we work through Story Brand, and you don't have to hire someone to work on it, you could get the book and learn it yourself. But when we sat down to work on our story brand, which is basically the messaging around dca, we. One thing that we decided based on what we're seeing in the industry is sometimes in the past, many of my launches, me Talking about having $120 million business and having $10 million launches with my courses, and just all the success that I've had in my business that has attracted my audience, because they're like, well, if she's done it this way, I want to learn from her. But where we are this year, those flashy numbers and bragging about myself, and I say bragging in, like, the most positive way, I think you need to tell people your credentials and why you are the person they should work with. But this year we kind of muted that a little bit, and instead we talked about more relatable numbers from my students. And instead of just talking about you want freedom to work when you want, where you want, how you want, a lot of people just want to be able to pay the bills this year, right? They want to make sure that they can take care of their family. They're not thinking about sipping Mai Tais on the beach with their laptop. They're thinking about, I hope I could pay for these eggs this week. Like, that's where a lot of people are. And so we wanted to meet them where they're at. So we softened our message around, like, my accolades, and instead we made it more about the people that have gone before them that they could really relate to. So that was just one shift we had in our messaging also, even though I tracked up a lot of newbies, people that are just leaving their 9 to 5 or is still in their 9 to 5 and want to start a side hustle. They are a lot of that make up digital course academy students. But I also wanted to make sure I was attracting someone who had already had a business they were getting started, but they were looking for that consistent revenue and that one signature offer that could allow them to grow their business. So they weren't newbies, they weren't making tons of money, but they were somewhere in the middle. And so we wanted to make sure we attracted that person as well. Because if you've already started a business and if you have a small email list and you've gotten things going, getting a course up and running, it happens a lot faster. And so we knew we always are attracting the newbies and we're ready for them and the course is ready for them. But also I wanted to make sure I attracted people that were a little bit further along. They're more likely to say yes faster and they have more money. So thinking about my audience early on and who we wanted to attract, it was like somewhere in the middle between a newbie and someone more established, kind of found that middle ground. And because we did that, it helped immensely in terms of getting the right people into the funnel during the launch. We surveyed people when they came in through, let's say, a lead magnet. We asked them where they were in their business, where they were in their revenue annually, and we nailed it. We got those people that were kind of right in the middle of those two Personas that I just shared with you. And so the first thing is getting really clear on your launch messaging and thinking, where are people now in this moment? What do I need to be aware of? And I think we made some really smart decisions around how we message this program. In addition, I added new things to the offer. So I added Porter, which is our AI tool that is fueled by all of my IP of how to create and launch digital courses. So, so Porter literally can help you write your webinar emails. Porter can help you write your sales page, Porter can help you write your webinar, all the things that I teach in the program. Porter takes all my IP and then helps my students now write their opt in pages, their webinar reg pages, all of it. So that was a huge, huge addition that we worked really hard on for this launch. And in addition, I changed it up a little bit, and my coaches are reviewing some of the work that my students are doing, like Your webinar reg page or your, your sales page, things like that. And so we added two really important elements and we changed the name. I don't think this made a big difference. But from Digital Course Academy to Digital Course Academy Experience, we believe that courses are alive and well today. However, adding that personal touch, like my coaches reviewing the work, adding access to Porter, we made it more of a experience versus just a course with a bunch of modules in it. And I think that experience, whatever that means to you for your own course, is really something important to look at. So anyway, that's kind of some of the initial groundwork that I think really paid off that would help with conversions in a webinar. It's never just the webinar, right? It's who you're attracting and how they're coming into your world and how you've nurtured them. So that's important. However, even if maybe your messaging was not perfect to get them in a well played webinar, my friend, a really strong webinar where you're offering value and you're selling and you've got that right mix, it can actually help you even if you didn't attract the perfect audience and you need to kind of really explain the offer even more to them. Meaning a really well done webinar can help you make up for some mistakes you've done earlier on. I do believe that. But if you get the earlier on done right and the webinar, boom. You, my friend, have a golden opportunity. So in this episode, I'm pulling back the curtain. I'm going to share what I changed from last year to this year in my live webinar specifically. That's all I'm talking about and why I believe webinars are alive and well and how you can take these lessons into your own launches. My goal of this episode is you hear something and you change your webinar so it converts higher. Also, one little caveat. So inside my Milli club, one of the things that my Milli Club members received is opportunities to DM me and we can strategize about their launches. And a few of them I asked to see their webinar because their launches just weren't converting like they should have. Something was off. I couldn't figure out what it was, but I thought, let me see your webinar. So I reviewed many webinars, which just kind of helped me in my own research of how to help students in the future. And I got the webinar and I went to the place Right where they started to sell, like that transition into selling. And I just watched the selling portion of the webinar and in every single one that I did, it was so clear what they should change in order to increase their conversions. And so I'm going to sprinkle some of those different insights that I've seen from my Millie Club students in today's episode. Mistakes you might be doing too, that could really help you boost that conversion. So I'm going to weave in some of that when it's appropriate as well. Okay, so let me set the scene. During the digital course Academy launch, I ran six live webinars over my cart open period, which was about 10 days. Now, I was only planning to do five live webinars, but when I saw how well they were converting, I added a 6 webinar. It wasn't only how well they were converting, but I also noticed that on days where I had a fast action bonus that was retiring or expiring, we usually see a big boost in sales. And I wasn't seeing the big boost. And I knew that some of my friends were having smaller cart close days versus in the past. Like, I'm aware of everything that's going on in the industry, but what we did notice early on in this launch is if I was live on a webinar, we were converting and we were hitting goal numbers. And so I thought, okay, I've got to pay attention to that. Get me live as much as you can. And so we actually added one extra webinar for me to go live, which made a huge difference. And so essentially what I'm seeing right now in our industry, I think this is going to change over time, is that live has such a high perceived value and people are paying attention when you're live. We even had really great show up rates and I'll tell you why. But when I wasn't live, it was harder to make sales on this launch, which was different than years past, for the record. Also, we did not offer replays. And that's why our show up rate was really high. Like 38%, 40%. Like we saw great show up rate, but we didn't offer replays. If you're brand new to webinars, you should offer replays. But what we noticed is we went back in old launches to look at how many people that actually click this link to watch a replay bought. It was tiny. So last year we decided no more replays. This year we did not do any replays. And I'm glad we did. I just I really feel like it made a difference in terms of people showing up. And again, because the majority of people were buying when I was on live, which is different from in the past, I thought, well, then let's get more people on live. So no replays was the right move for us. So a few quick stats. I did a bootcamp, and my bootcamp is three live trainings, value only. And the fourth training is my webinar, which we call the finale masterclass. The reason I love bootcamps is because they convert really, really well. Because I think you have trust in the bootcamp. You give immense value. They get to know you as a teacher. Like, I can't say enough about boot camps. My bootcamp was $47, $97 for VIP. VIP got live Q and A's with me after each of the trainings and then a few extra live Q&As. And after that, and we converted at 23%. That means that all the people that joined the bootcamp, whether they saw my Webinar or not, 23% of all the people in the bootcamp bought digital course academy. That's huge considering webinars high conversing webinar is like between 7 and 10%. So 23% is insane, right? Last year it was 26%. So it was even higher last year. We weren't surprised to see the decline in terms of what we're seeing in the industry right now, but I was very, very happy with that. And the VIP, VIP members of the bootcamp converted at 40%, but on average it was 23%. But VIP converts really well because they're really engaged. So just something to think about. Oh, and then the average for my webinar was 9.3%, 9.3%. And that's really good for where we are in the industry right now. Like, I've definitely had launches where the average has been higher, but I'll take 9.3% all day long. And so I want to tell you, you know, how we landed there. Like how that. Because that the webinars are why my launch was successful and it was a multi million dollar launch. And the webinars are the reason why in my book. And so what I want to say though is tracking your numbers is so important. After every single launch, you want to get every number you can. And because it tells a story and it allows you to make the appropriate changes that are not based on emotion. So I want you to really look at your numbers after every single launch and make sense of them. And now with ChatGPT and ChatGPT being able to analyze your numbers even easier for the record. Okay, so what I want to share with you in terms of my webinars are a few different insights that can change the way you do webinars. The first one to me is the most important. Remember I said I've been reviewing a lot of millimember webinars and almost all of them are not getting this right. And I, even though I'm so seasoned at this, I didn't get it right out of the gate. So what happens is when I do a webinar, my goal is to get to the transition into selling at 45 minutes in and to ensure that I've shared the most beneficial information about the offer. I've given the price and the URL by 55 minutes and then added a little extra in terms of just extra value over the next five minutes. Why? So why do I want to start selling no later than 45 minutes in and make sure I get the most important information in by 60 Minutes? Even if I said my webinar was 90 minutes, which I've done at 60 Minutes, you see a big drop off. I believe you see a drop off in attention and actual physical drop offs. But the only thing I could give you data on is people drop like flies at the 60 minutes. Why? Most people are like, I'll give you an hour and then I've got to go. They have meetings afterwards, they have carpool pickup, they've got a life. And so getting someone to stay past 60 minutes is very hard. And so you'll have people that will stay for sure. And I always do. But I want to get in before that drop off. I want them to hear the offer, the best parts of the offer. I want them to know how much it cost and where to go to buy because they're more likely to buy afterwards if they have to jump off the likelihood that they're going to buy afterwards if they don't hear the good stuff and know how much it costs and where to go. Very minimal. So the first time I did my webinar, I thought I was good to go and. And I hit it at 53 minutes. That's like the death of a webinar. Like, oh, so that was one of my lowest converting webinars. I just couldn't hit it early enough and I'm like, oh my gosh. Like, this was a fairly new webinar and I added just too much. And so for the second webinar I'm like, I got to fix this. I got to get to it at 45 minutes, and I got to it at 50 minutes. I was still behind. And I'm wasting time here. Like, I should have. What I should have done after the first webinar is been diligent to cut things out. But what happens, and I think this might happen with you as well, is everything seems so important. It's like, no, I can't cut that portion. They need to hear that. Or, oh, that that story is so important. Or that testimonial. I gotta get it in there. All the stuff that comes before the cell, and that's the stuff we're, like, really married to, right? It's our content. It's our baby. And so I wasn't thorough enough after the first webinar, and. And I still didn't hit it at my second, and I'm just, like, kicking myself for that. And so I called in some backup. Hey, real quick, before we continue, a quick word about our sponsor, I've got to tell you about a really cool model that I'm a little bit obsessed with right now. So it's called the working Genius model. And I'm telling you, it's going to transform your work, your team, and your life. And really, it will do so by leveraging your natural gifts. So it's an assessment that I recently took. It takes, like, 10 minutes, and the results, you can apply immediately. You're going to discover how to increase joy and energy at work by understanding what your geniuses are. And it kind of blew my mind because I thought, this makes sense why I do some things, and I hate doing them. And then I do some other things, and it fully lights me up. And it actually gave me permission to stop doing the things that totally drain me, because now I understand why they drain me. So it's really good. So essentially, you're going to get more done in less time with more energy and joy. Yes, please. Right. So you can get 20% off a $25 Working Genius assessment if you go to workinggenius.com and just enter the code marketing at checkout. So you're going to get 20% off. It's 25 bucks. It's worth every penny, but you'll get a discount. Go to working genius.com and enter the promo code marketing at checkout. Okay, let's get back to the episode. My CEO Jaws used to be my director of content. The girl knows content. And so I'm like, look at this. What can I do? And then Caitlin, my cmo she got involved as well. And she looked at my webinar and then Jenna Kutcher also looked at it. She's, as you all know, a good friend. So I'm like, jenn, what are you seeing here? So Jenna, Jaws and Caitlin all talked and they came to me and they're like, here's what you're cutting. And I think I needed that because I just was too close to the content. So I closed it. I mean, I got fresh eyes on it, took their feedback, and I deleted, not closed, I deleted some of the webinar. And I really knew that I had to get to that 45 minute mark. So by trimming some of the front stuff before I start selling made all the difference in getting to that pitch at 45 minutes. And by the third webinar I was there and boom, we saw an uptick by 2, 3%. The next one, 4%. Like, it instantly made a change. And some of the things that I did is I deleted a few testimonials that were in the beginning. I could share those after I tell them about the product. Not all testimonials, but a lot of them I took out. And I also tightened up some of my stories, which made a big difference. And so by being able to just see the things that I, for some reason just couldn't cut, getting the feedback, cutting it, I was there. And again, my friend, it makes such a difference. The other thing that I, Jaws pointed this out that I didn't realize is she said, you're not even talking about Porter. Or the fact that our coaches are reviewing their work. Two new things. Because a lot of people have seen my pitch for DCA for years and they haven't bought, but if I had something new, I want them to know about it. So I moved up those two elements of the offer before the 60 minute mark. So that was another thing that really helped. Well, so I was able to move up some of the best two bonuses before the 60 minute mark and start talking about it at 45 minutes. So I'm not rushed. The last thing you want to do is and talk about your offer for five minutes and then tell them how much it costs. Like, I got a good 10 minutes of talking about it, building it up, telling them the most important benefits and features, then telling them the price, then telling them the URL, and then the last five minutes, like adding one more bonus that I thought would, you know, really allow them to be like, oh, this is something that I need, so cannot stress it enough. So important to hit that 45 minute mark and, and that 60 minute mark. Now remember I said data is everything. Well, Jaws and my CMO Caitlin, they were looking at the numbers like second by second. And another thing they mentioned to me or they saw and then they mentioned to me was you keep saying you're going to get to the Q and A, but you're taking forever to get to the Q and A. Because I kept selling and talking about the features, like I really wanted them to understand what this offer was. But she said people that are asking questions are dropping off because you're saying you're going to get to their question and then 10 minutes later you still haven't gotten to the Q and A. And I was like, oh, you're so right. I thought by telling them I'm going to do a Q and A, they're they'll hang on. But they just got frustrated with me. So by my third or fourth webinars when I realized that thanks to the data, because they watch when people fall off, I started to say, I'm going to get to the Q and A in five minutes. And I just got to the Q and A in five minutes. Because when you do a Q and A, you can always come back and continue to sell. Like, hey, before I get to the next question, let me remind you of this bonus and why this bonus is so important. And so you could always go back and forth, but I should have gone into the Q and A sooner and then circled back with the extra information. And doing a live Q and A is powerful to me. This is where all the sales come in. It's real time. And you're talking to people that are genuinely interested in, in buying your program. They're asking a question about it. And so you really, really want to pay attention to that Q and A. One of the things that I've taught before, and I'll mention it again, is about halfway through my Q and A, I'll stop and say, okay, if you're still here, or over an hour in at this point, if you're still here, you're thinking about joining this program and you have some hesitations. So, so right now I want you to type into the comments, I'm on the fence because. Type it in right now. I'm on the fence because I promise to answer every single one of those questions. I will not tell you to buy if you're not a good fit. That stresses me out as much as it would stress you out. I'll give you an honest answer. Let me know why you're on the fence. So people, they flood it with, I'm on the fence because I'm on the fence because. So to me, that made such a huge difference because I could answer their specific question. Sometimes I said, you're not right for the program. If someone said, amy, I won't be able to pay my mortgage next month, I'd say, don't buy it, you're not ready, you need to wait and hopefully by next year you'll be ready, blah, blah, blah. So I was very honest with all of them, but it's a great way to get people to engage with you. Okay, Another thing that helped immensely. And I know this because when I did this, this is when my team saw an uptick in sales, people started to enroll faster. When I did this one thing. Are you ready to hear it? This one thing. And that is that when someone asked a question that I could show them proof in my portal, I had my portal up and running and I showed my screen. And so if you were on my webinar and you said, amy, are you going to show us how to actually pre sell our course? I'd say, yeah, and let me show you where that is in the program. So I'd go and I'd click on the portal and it would drop me off on the welcome screen. I'd say, okay, so here's your welcome video. This is the first thing I want you to watch. And then you're going to go over to here and when I unlock it, this is what module three is going to look like. Go into module three and then you'll see this and that, and that's where I'm going to teach you how to do xyz, whatever it might be. And notice there's a PDF guide. Let me show you what this guide looks like. I click a button, it downloads, it comes up on the screen and it's so detailed. Like, I'm not just going to tell you what to do, I'm going to show you how to do it. All my PDFs support the how, My videos support the what. And so they're seeing it in real time, building that trust. So if your course isn't done yet and you're pre selling, this isn't going to work. But as your second launch and beyond, the course is ready and done. So you can show them, show them proof by using their questions as an excuse to get inside your program and say, actually, yes, let me tell you exactly where you can find this. So quick visuals build trust. It helps people see what they're getting, what they're paying for. And that takes away a lot of the hesitation. Also, it turns this. Should I do this? To. Oh, I could do this. Okay. It's all laid out for me. So that was very, very powerful. Okay, let me move on to the next insight I want to share with you. One of my webinars had the lowest show up rate. I don't remember exactly what it was, but it wasn't 38. It wasn't 40%. It was low, maybe like 28%. But it had the highest conversion rate. And so I share that with you to say that it's not about the quantity of leads, it's about the quality. And because we got the right people in, even my webinar that had the least amount of people show up for it converted the highest. So we actually got more sales from one of the webinars that had the least amount of people on it. How crazy is that? And also, here's another reason why that was. I think the. Let's see. I did. I did six webinars, right? Did I? Six? Five. I always get confused. Five. I did five webinars and this was the fourth one. The first one was in the bootcamp. Then I did 1, 2, 3. By the time I hit the fourth one total, that's the one that I had the highest conversion. But when you start getting deep into your launch, the people that showed up for webinar four and five, they likely saw my sneak peek where I let people go into module one and kind of poke around and see what it's like. They might have also gotten a few of my lead magnets. I did a live session on how you don't need a business plan to start a digital course. They might have been on the no business plan business live training that I did the day before. So the closer you get to cart close, some of those webinars might be converting higher because they've been introduced to a lot of your content and a lot of your messaging and just your launch assets along the way. So that's always a perk as well. Okay, now I want to share a few things that I also did on the webinar that I think you would find really valuable. But I just need to confess something really fast. I keep getting confused about how many webinars I did. I did six total, not five. I don't know why I keep saying five. I don't know why I keep getting confused. It doesn't matter in the whole scheme of things, but I just like to be upfront. And I did six. So I did one in the boot camp and then five outside of the bootcamp. I was not planning to do six, I was planning to do five. But because they were working so well, we added another. So don't be scared to add another during a launch. This is why I love live launches. You could be nimble, you can pivot, you can add, and it can make a huge difference, which it did for us. But anyway, I don't know what's wrong with my brain, but I keep forgetting how many I did. Okay, so two more things I want to share with you and then I'm going to let you go number one. We brought back the DCA guidebook as a fast action bonus. So if you've been in DCA for the last few years, you know that as a bonus, we got all of the PDFs. There are many of them inside DCA. We printed them in color, put them in a bound guidebook, and we mail it for free. Although people international how to pay shipping, but we they get the guidebook for free to your house. And we've done this a few different times, but where it's worked the best and why we changed it this time to go back to what we did in the past is using it as a fast action bonus. You had to buy on the webinar to get this book. So let's say you didn't buy, but you went to my second webinar. Again, you just have to buy while I'm on the webinar and you get it. And so we were able to track the time that people bought and we mailed them a physical guidebook. These guidebooks were very popular. They always are. They're really quality. They're expensive for us to print, but they're worth it. And so I do think the physical guidebooks absolutely move the needle. And this is something everyone can do because most of us have lots of PDFs inside our digital course. And so I highly recommend looking into something like this. Okay. One more thing I did is that I was watching Alex Hermosi's book launch. I think everyone in the world saw it. And so, and it was incredible. And Alex and Leila did a great job. And so with that, there was one part of his book launch. It was a live YouTube streaming event. There was one thing he did that I thought that could be so valuable on webinars. And so he did his whole pitch and, and then he asked three questions at the end of his pitch. And these Questions were so valuable. They were very straightforward. They weren't like sneaky or tricky or anything. They're just really good questions that I think you should add to your next webinar. So at this point, I've said all the benefits and features, I've said the price, I've given the link, I've gone back to bonuses. I've talked about the features again, like I've. But in selling for at least 20 minutes. And then I'm going to move into the Q and A. Right before I move into the Q and A, I ask these three questions. So the first question is, will this decision get me closer to my goals? So essentially I set it up and I said, if you're still here and you're on the fence and you're thinking, I really want to do this, I'm just not sure. I'm really nervous. I want you to honestly answer these three questions. And if you honestly answer these three questions, you will have your answer if you should join or not. First question, will this decision get me closer to my goals? And then I riff on it a little. If you were to enroll in Digital Course Academy and you had my coaches to guide you and you had this, this and this, would that get you closer to your big goals for your business? Yes or no? Let me know in the comments. Number two, does this increase my chance of success versus doing it on my own? If you had my guidance, my step by step framework, plus my coach's guidance, will that increase your chances of success versus you trying to figure this out alone? Yes or no. And third question, can I figure out how to make the investment work? Do you need to take the payment plan? Do you need to maybe take one, one on one client that will allow you to supplement the cost of this or just kind of cushion the cost of this? Do you need to, you know, change something over here? But could you figure it out if you really wanted to? Yes or no. And then after that, and I feel like this kind of shifted the energy in the room because I said if you answered no to any of these questions, do not buy Digital Course Academy. But if you answered yes, this is your next best right move. And now I want to move into Q and A where I can answer any questions that are still coming up for you. Essentially, that's how it went and it was really powerful. And so I highly recommend again, totally inspired by Alex Hormozi, but it was just a beautiful way that he transitioned and honest and real. And I just love the questions. So those are some of the things that we're in addition to. So let me just do a quick recap. You want to hit that 45 minute mark you're selling. You want to get your best benefits, features, price and link in that 15 minutes before the 60 minute mark. After the 60 minute mark you can absolutely and you should continue to sell. Take people behind the scenes in your Q and A, in your side, your portal, answer all the questions, share the benefits. Again, use these three questions I just gave you. But I think the biggest takeaway is timing. It makes such a difference and so I hope you found these valuable There were wins and losses in my launch. Not everything went perfect, but I've been talking so much about how hard the industry is. I wanted to talk about something positive that absolutely worked on my end and these are the things I see working with my students as well. So one more thing. I have a newsletter and it comes out every Tuesday morning and I share things like this, like what worked, what didn't behind the scenes of my business. So if you liked details like this, you will love my newsletter. So if you're not already getting it, just go to amyporterfield.com newsletter amyporterfield.com newsletter and I'll share more behind the scenes strategies and tips that worked and a lot of the mistakes that I make along the way so you don't have to all right, my friends, thank you so very much for tuning in. If you are a Momentum member, just know I'm going to teach this stuff but at a much deeper level with a lot more insight inside of Momentum. So you can look forward to that. Momentum is my membership for all DCA alumni who choose to continue to go on the journey with me. So just so you know, I'll be doing a training like this, but even getting into much more detail inside Momentum. All right my loves, have a wonderful day and I'll talk to you soon.