Helping a Personal Stylist Scale Past $3M | Ep 829

Summary

Podcast Summary: The Game with Alex Hormozi – Helping a Personal Stylist Scale Past $3M | Ep 829

Host: Alex Hormozi
Guest: Ashley Capps, Founder of AC Styles
Release Date: January 24, 2025

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1. Introduction

In Episode 829 of "The Game with Alex Hormozi," entrepreneur and business scaling expert Alex Hormozi sits down with Ashley Capps, the founder of AC Styles, a thriving personal styling business. Together, they delve into Ashley's journey from generating $300,000 annually to setting sights on scaling beyond $3 million. The conversation offers invaluable insights into customer acquisition, sales optimization, and strategic scaling tailored for service-based businesses.

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2. Overview of AC Styles

Ashley Capps begins by introducing her business:

[00:44] B: "Hi, I'm Ashley Capps. I'm founder of AC Styles. So we are a professional wardrobe and personal styling service that helps transform our clients' confidence and saves them time."

• Revenue: Approximately $309,000 annually
• Profit: $130,000 (42% net margins)
• Years in Operation: 4 years
• Clients Served: Over 1,000

Ashley’s clientele primarily consists of men and women in their 40s to mid-60s, including stay-at-home moms, frequent travelers, and executives climbing the corporate ladder. These individuals value their time and seek expert styling to enhance their personal and professional lives.

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3. Current Business Model

Services Offered

AC Styles operates through a two-phase model:

1. Onboarding Phase:

   • Style Assessment: Establishes the client's current style baseline.
   • Closet Gutting: Eliminates outdated items and curates new outfits tailored to the client's lifestyle.
   • Decision Point: Determines if the client benefits from ongoing monthly or quarterly styling sessions.

2. Ongoing Styling Sessions:

   • Monthly/Quarterly Appointments: Continual style updates and look books.
   • On-Demand Services: Clients can request specific outfit recommendations as needed.

[01:24] B: "So we transform our clients' fashion style and confidence and also help save them time."

Pricing Structure

• Onboarding Package: $8,500 over 60 days
• Ongoing Services:
  • $2,000 per month
  • $4,500 per quarter
• Commission Revenue: Approximately 10% from vendor partnerships

Initially, AC Styles offered multiple service tiers but has since concentrated on a luxury tier to maximize profitability and streamline operations.

Customer Acquisition Channels

Ashley outlines her marketing strategies:

• Google AdWords: $300/month
• Thumbtack: $300/month
• Affiliate Partnerships: Collaborations with luxury service providers like matchmakers
• Events and Referrals: Hosting exclusive events and leveraging client word-of-mouth

[03:50] B: "So right now we're doing AdWords. We're spending about $300 a month with Google..."

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4. Challenges and Goals

Current Challenges

• Lead Generation: Insufficient and inconsistent lead flow.
• Content Creation: Inability to maintain a steady content output, leading to missed opportunities.

[05:57] B: "We need lead flow. We need more of them consistently."

Revenue Goals

Ashley aims to escalate her business to $5 million in revenue by enhancing current operations and expanding into new metropolitan areas. Long-term aspirations include developing a training program to educate and onboard additional stylists across major cities.

[05:12] B: "All right, so just the easy 5 million revenue. Why not?"

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5. Strategies for Scaling

Alex Hormozi proposes a multi-faceted approach to overcome challenges and achieve scaling objectives:

A. Optimizing Paid Advertising Funnels

• Enhance Lead Magnets: Shift from a simple "book a call" approach to offering valuable, actionable content such as:
  • Color Palette Guides: Tailored to individual skin tones, hair colors, and eye colors.
  • Perfect Outfit Recommendations: Customized based on client attributes.

[16:29] A: "So the lead magnet component that I would do for these paid ads is..."

• Implement Qualification Questions: Incorporate criteria like income and readiness to ensure leads are high-quality and aligned with the luxury offering.

B. Scaling Affiliate Partnerships

• Increase Outreach: Ashley currently has six affiliate partners, contributing about a third of her revenue. Alex suggests scaling this by:
  • Sending More Emails: From 40 to 400 emails to potential affiliates, targeting industries like executive coaches, high-end fitness trainers, and divorce attorneys.
  • Automating Outreach: Streamlining the process to manage a higher volume of partnerships without sacrificing personalization.

[28:04] B: "...send out 40 emails. So I'd be like, okay, how do I send like..."

C. Enhancing Continuity and Increasing Lifetime Value (LTV)

• Maintain Low Churn: With a current churn rate of nearly zero, the focus remains on retaining clients through high-quality, ongoing services.
• Price Anchoring: Offering multiple pricing tiers (monthly and quarterly) serves as a price anchor, allowing clients to choose based on their budget and commitment level.

[35:14] B: "If it's in front of these people. Not the one time people. These people, they don't."

D. Strengthening Personal Branding and Content Creation

• Invest in Personal Brand: Transitioning from AC Styles to Ashley Capps as a personal brand can enhance credibility and attract a broader audience.
• Consistent Content Strategy: Allocating dedicated time for content creation to build a strong online presence, which complements other acquisition channels.

[39:37] A: "I was planning on investing. Like your Instagram and like all that stuff. Yeah, well, I see..."

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6. Key Insights and Advice from Alex Hormozi

Alex offers actionable strategies to accelerate Ashley’s business growth:

1. Refine the Lead Funnel:

   • Incorporate engaging lead magnets that provide immediate value without requiring extensive effort from the client.
   • Implement qualification metrics to filter out unqualified leads early in the funnel.

2. Scale Affiliate Outreach:

   • Drastically increase the number of affiliate partners through efficient email campaigns.
   • Target aligned industries to ensure high-quality referrals.

3. Increase Ad Spend Strategically:

   • Once the funnel is optimized, incrementally increase monthly ad spend from $300 to $600-900 to amplify lead generation without compromising LTV/CAC ratios.

4. Leverage Personal Branding:

   • Develop a strong personal brand through consistent content creation on platforms like Instagram.
   • Use personal branding to enhance trust and recognition, indirectly boosting lead quality and conversion rates.

[38:46] B: "Yeah, I just want to make sure that you spent just basically..."

[40:59] A: "People have the first thing they're going to look at is your social media stuff..."

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7. Conclusion

The dialogue between Alex Hormozi and Ashley Capps encapsulates a strategic blueprint for scaling a service-based business from $300K to over $3 million. By optimizing lead generation funnels, expanding affiliate partnerships, enhancing continuity, and investing in personal branding, AC Styles is poised for significant growth. Ashley’s proactive approach, coupled with Alex’s expert advice, underscores the importance of strategic planning and execution in achieving ambitious business goals.

Notable Quotes:

• Alex Hormozi:

  [00:03] A: "We want to decrease the friction here for qualified people."

• Ashley Capps:

  [01:24] B: "So we transform our clients' fashion style and confidence and also help save them time."

• Alex Hormozi:

  [16:29] A: "So it's like, Hey, you're here, you want to be here. Oh, you're missing all this stuff. Oh, we have..."

• Ashley Capps:

  [05:12] B: "All right, so just the easy 5 million revenue. Why not?"

• Alex Hormozi:

  [38:45] A: "But if we do nothing else, you could just do that."

This episode serves as a comprehensive guide for entrepreneurs looking to scale their businesses through refined marketing strategies, effective partnerships, and robust operational models.

Transcript

[A]

We want to decrease the friction here for qualified people.

[B]

Right.

[A]

So there's good friction, bad friction. So good friction is something that increases the overall quality lead and gets out people who suck. Bad friction gets everyone out. A slow page load time. For example, everyone leaves. Good people and bad people. We want to get the type of friction that only bad people leave and good people stay. And so if we have budget authority, need timing, we have the specific things relative to lead magnet. Then your follow up, if you want, like, hey, if you can send me a picture, be great. If not, I can just go off of your Facebook profile, something like that. Then they show up to the call. You have your one of templates that you already figured out ahead of time that then sets up the sale. This is Ashley. She has a personal styling business. She does about $300,000 a year and we're going to help her scale.

[B]

Hi, I'm Ashley Capps. I'm founder of AC Styles. So we are a professional wardrobe and personal styling service that helps transform our clients confidence and saves them time. So revenue, we make about 309,000 annually. 130,000 in Prof. That gives us about 42% in net margins. So we've been in business for about four years and so far we've served over a thousand clients.

[A]

Thousand clients?

[B]

Yeah.

[A]

How'd you get 1,000 in four years?

[B]

So that's over My whole career, the.

[A]

Business has been four. You've done a thousand yourself. Awesome. Super cool. So who do you help specifically?

[B]

Right now, about 50. 50 men and women, typically in their 40s, all the way to their mid-60s. These are folks that are stay at home moms. They could be frequent flyers. They could be going up in their career into the C suite. And it's those that really value their time and really also value having expertise.

[A]

Okay, got it. So what do you do? How do you help them?

[B]

All right, so we transform our clients fashion style and confidence and also help save them time. So we have two different phases in the way that we do things. So onboarding phase. Phase one. So we do a style assessment. So basically we establish baseline with their current style.

[A]

So low style, if you look terrible, like look at the mirror, you look horrible.

[B]

Pretty much. We establish baseline and then we show them where they can go. So once we show them where they can go, that's when we go in, we gut the closet, we get rid of everything and we get them into some new outfits. Looking, feeling good, and then from there, that's when we determine just based on their lifestyle, does it make sense to work together on a monthly level, on a quarterly level. And at that point, we have ongoing styling sessions. We put look books together.

[A]

Okay, cool.

[B]

And we have like an on demand service as well that you can text us if like, oh, I got a.

[A]

Hot day, if you will.

[B]

Pretty much.

[A]

All right, so when you say you show them what the future looks like, is that just like, here's a, like looks of like other models or something like that? Or like.

[B]

Yeah, so it's putting together a style mood board. And then we also prior to that we say, hey, just based on your complexion, here's the colors that are gonna complement you. And then based on your dimensions of your figure, here's like the silhouettes that are gonna work best for.

[A]

Oh, cool.

[B]

And then a big component of it is lifestyle. Like what are they doing on a day to day life and making sure that whatever they buy fits the life that they're living today. And not just like, oh, that looks really cool on a mannequin.

[A]

How do you make money?

[B]

Important question. So onboarding package that I mentioned, 8,500 bucks, that's over the course of 60 days. Then it goes into either monthly at 2K a month or quarterly at 4,500 a quarter. And then right now we also make about 10% of our revenue from commission from close. We get about 10% margins from the vendors that we work with.

[A]

Okay.

[B]

And right now we just actually focused on having just this luxury tier. In the past we had two different tiers and we focus more on one.

[A]

Time and you realize you make more money on the luxury tier. So you do more of that. Yeah, love it. So how do you get the customers? Where do you find them?

[B]

So right now we're doing AdWords. We're spending about 300amonth with Google. And then we're also spending about 300amonth with Thumbtack. We also partner, we have affiliates with other luxury like services like matchmakers and things like that. We host events. And then also, of course, client referrals.

[A]

Do you know what percentage of customers come from each of those? Roughly?

[B]

So yeah, about.

[A]

If you don't, no worries.

[B]

Four are coming from affiliates. I think about a third is coming from the other two and then a third is coming from referrals.

[A]

So kind of like evenly split between referrals, Would you consider affiliates referrals or. No?

[B]

No, I kind of segment those out.

[A]

Okay, so referrals is one, affiliates is another than paid ads between Thumbtack and Google.

[B]

Yeah.

[A]

Okay, cool. Okay. So how many people do you sell a month.

[B]

Right now we're looking at about 12 total leads. Eight appointments, 100% show for those appointments. Total sales, four. So close. Rates 50%. Show rates 100%. 40 clients currently and one churned in the last year.

[A]

Okay, so you still. So these 40 clients still pay you monthly? These are active.

[B]

Yeah.

[A]

Okay.

[B]

Okay, so they're coming in from different timelines. So some are monthly, some are quarterly, some are annually, just from different package testing.

[A]

Okay, so we're gonna probably talk about that in a second, the food clients thing. Cause I think you probably have a big revenue opportunity there. So what's the goal? What do you want to do?

[B]

All right, so just the easy 5 million revenue. Why not? And really, I think what we can do is because it's easy for me to get stylists to train them is to build like an education component, just.

[A]

Like a totally different business.

[B]

I know. Yeah, but have stylists in major metros. Okay, so have stylists in other metros. And then the long term is to be able to create a training program for them.

[A]

Like super long term. Like super, super long term.

[B]

Super super long term.

[A]

Like next lifetime. I'm just messing with you. But fundamentally, for this business, the goal is 5 million doing what you currently do or a scaled up version of what you do.

[B]

Yes.

[A]

Is that correct? Okay.

[B]

And in other major metros.

[A]

Yeah, yeah, no, that's cool. That makes sense. What's the problem? What's getting in your way?

[B]

Leads.

[A]

Okay.

[B]

We need lead flow. We need more of them consistently. And we just. We need more at bats.

[A]

Yeah.

[B]

So that's really what it is. And also, I haven't been able to be as consistent with content creation, and I think there's opportunity missed there.

[A]

Okay. All right, so show me the numbers.

[B]

So 309 in total revenue, 130 in profit, 42% net margin. Blended CAC of 600 LTV is 10k annually. So that gives us a 16 to 1 LTV to CAC ratio. 600 in marketing spend. Show rates 100%. Close rates 50.

[A]

Okay, got it. There you go.

[B]

Okay, so Google, we're looking at 3,400 for the year for 2024. Cost per click, $1.89 total clicks, 1,800.

[A]

Do you know what words you're bidding for?

[B]

Yeah. So like personal stylist near me, Los Angeles personal stylists.

[A]

Do you have prices on the site when they click, where they click, does it show your prices or is it just like an opt in page?

[B]

I do not show prices okay.

[A]

Is it just like an opt in page?

[B]

It's just an opt in page.

[A]

Do you know how many leads you get from this source? I know you get eight sales, right?

[B]

Oh, how many leads?

[A]

Yeah, and I'll tell you why I'm asking. I'm asking because when I see 1800 clicks, I'm like, that's a lot of clicks. So your cost per click is great. Yeah. And so I'd be like, okay. And especially with intent based search rather than interruption based marketing, like social media ads, it's like interruption based. You're not looking for a stylist. You see an ad, then you click. Versus like I am looking for a stylist. The intent based click is usually much higher quality. I would be surprised if you were getting, I mean unless there was a massive mismatch in terms of what you're asking people to opt in for between 1800 clicks, I would guess you're getting somewhere in the at least, you know, 250 to 500 opt inside that would come. Does that sound, is it so 250, just for context. So divided by 12. So you'd be looking at what is that, 20amonth? Ish. Okay, does that sound realistic or does it sound like less than that?

[B]

Well, so right now that's leads. Yeah. The funnel is just like book a call and I think that that's just.

[A]

Straight to book a call is the opt in. Okay.

[B]

So I think that that's. Is there a video that's being implemented right now?

[A]

Okay, okay.

[B]

But I think that that's the big problem is it's just like, hey, and you don't give buy right now and.

[A]

You don't give them anything. Right. There's no reason for them to opt in. We're gonna make you so much money.

[B]

It's a lot of fun.

[A]

Yeah. Nice thing is like these. Yeah, it'll be fun. Okay. So despite like basically no incentive for someone to actually book a call, you're still making eight sales. And so I think that what's happening right now is that like the show up rate and the close rates you have are indicative. Like you're just basically skimming the absolute. People who are in such dire pain, dire pain. And you don't know them because they're coming from ads. Right, right, right. Like if you're in that situation then like this may sound exciting for you, but like you could probably 5 to 10x the sales of the business just by fixing this. Like we do nothing else and you could just do that. So we'll get into that in a second. But. Okay, the good news is that even with the massive amount of inefficiency that's there, your LTVD CAC is still really strong. So it's really good. And I think we're just losing it. We're just leaking a lot in this process. Okay, show me the thumbtack one.

[B]

Okay. Also people that are in pain right now because they know that they're searching for it. So 6k total spend.

[A]

So we got leads here.

[B]

58 leads, 38 bucks a lead. Total sales, 8 cat 750. Same LTV.

[A]

Okay.

[B]

Thing is, thumbtack is like 90 to 95% unqualified in terms of purchasing power. So we were able to rank higher for SEO through this page.

[A]

Through your thumbtack page that you then pay extra to promote. Yeah, on thumbtack. Okay, cool. Got it. I mean 38 bucks at least. Not bad given the price point that you have. But the issue is that they are unqualified. And so the nice thing here is that it might just be changing the headline of whatever the page that you're promoting is. And again, adding some qualifications to the lead form so that you can immediately see. So like underneath of this as you get like I'd say more advanced, there's total leads and then you'll have something called MQLs on SQL. So MQLs will be marketing qualified leads and then sales qualified leads.

[B]

Okay.

[A]

And so an MQL is like. Okay, in order for somebody to be an mql, they must meet these requirements. So it's like I got 158 opt ins of the 158 opt ins, 50 of them have an income above $100,000 a year or are, you know, a man with a corporate job. Like we have to just figure out what the fewest basic benches are. The fewest basic. Yeah, and we'll, we'll cover that. So do you actually, do you have a minimum income requirement?

[B]

So I would say for this new.

[A]

Model, a million a year in income.

[B]

Yeah.

[A]

Okay, so yeah, so this is definitely.

[B]

A top 1% because 8500 plus what is like it's about 25k all in for the service. The other the thing is they have to have money for the close as well.

[A]

Yeah.

[B]

So you're looking at about a 40, 50k. Well let's just even say 25k year spend in clothes. Average Joe Schmo cannot do that.

[A]

And then is there a specific like life event or something that happens that triggers people into like getting into this Buying cycle.

[B]

Yeah. So it is typically a transition moment. I had a baby, My body has changed, none of my clothes fit.

[A]

That's for women.

[B]

I got divorced. Both men and women. Or I'm just. I'm getting. I want to start dating, period. My image doesn't match my status as a C level person or even vp.

[A]

Yeah.

[B]

So me. Those are the typical triggers.

[A]

Okay. I feel triggered. No, you're good. Okay, so that's the thumb deck data. Is that the last slide? Oh, there's a bonus.

[B]

Is it for later numbers questions.

[A]

Well, I have already a handful of ideas around. Around what we can do. Tell me more about the affiliate side, the metrics, because you've got. I get both of these. I understand the referral side. I understand both your paid acquisition parts. I think the continuity is lacking. We can work on that. I think there's inefficiency. Ad funnel. We'll talk about that. But I think affiliates is kind of the last piece before we dive into figuring out what we're gonna do.

[B]

Okay. So affiliates is what you're asking? Basically, it's just like a lead pass through. So they make the introduction and we offer a complimentary style assessment to help them get their dating profiles ready. And it's really just a glorified sales call.

[A]

Okay. Yeah. And so you have these match. How many matchmakers do you have who refer you customers on a regular basis?

[B]

So combination of private social club and matchmakers, we have about six.

[A]

Okay. How did you find them?

[B]

Googling them and reaching out to them.

[A]

But you reached out and did it that way. And what percentage do they send you?

[B]

What's that?

[A]

What percentage of your business do those six kind of affiliates send you?

[B]

So as of this year, it's about a third. Yeah.

[A]

Interesting. Okay, cool.

[B]

It's. Cause it's like very aligned audiences.

[A]

Yeah. They're literally already buying the types of services related to what you want. Yeah, it's great.

[B]

Pretty much.

[A]

Okay. Yeah. I feel like I'm pretty clear on what he said.

[B]

Okay. Yeah. Probably very simple for you.

[A]

No, no, it's good. No, this is great. So you want to make 5 million. Right. And we're at 300. So that's a 17x from where you're currently at. Right. If we were to just triple and get to a million this year, would you be okay with that?

[B]

Totally down.

[A]

Cool. Because then going from a Triple to a 5x from there is like a little bit, I think. Because the thing is, the business will usually change. There's something called the Chinese rule of 3 in 10, which fundamentally just means that Simpsons break when they triple. And so I like to think in triples in terms of. Unless there's some massive order of magnitude change that we can do. But the things that we have right now, a handful of these are triples independently. First thing I want to talk about is going to be the avatar is getting clarity on who you are going to serve. Because right now you serve a lot of people. Not to say that this is a bad thing, but I think over time, we are going to get narrower so that we can make our value proposition a little bit more compelling for them.

[B]

Okay.

[A]

The next is going to be paid ads funnel, which we're going to look at the pages and we're going to look at the offers so that we can see. Okay, can we tweak something? We add a lead magnet here that would get the right people and ward off the bad ones. And is there kind of some process things that we can do that just will stop the leakage? The third piece is still acquisitions. It'll be affiliates that I want to cover. And then the fourth, what I want to hit on is continuity. And so those are the big four that I want to hit on. We can talk about the corporate thing that you mentioned in between. My initial gut reaction is not yet, but because the thing is, if we can get to a million, probably, we could. Probably. Given the things that I think that we're going to uncover here, you could probably get to like 2, ish, 2 to 3. Just from some of the things I'm going to show you in a second. Cool.

[B]

Okay.

[A]

Then maybe you get to there. You're at three. You might be like, wow, what if I just kept doing this rather than the other thing? Okay, so avatar clarity. Do you have any idea if there are some customers that are, like, way better than others or that you enjoy working with more? Like, what's your dream customer? Who are the people who spend the most money with you that you help the most?

[B]

Can I just, like, ramble off who they are? Okay, so stay at home. Mom.

[A]

Okay.

[B]

Frequent traveler, kids with many social events.

[A]

Mom who has kids with many social events.

[B]

Yeah.

[A]

Okay.

[B]

Like one daughter just got married.

[A]

Okay.

[B]

Son is having a baby. That kind of thing.

[A]

So usually mom. So it's mom. Right. So there's kids, obviously, because it's a mom. Okay, got it.

[B]

There's a few of these women plus money.

[A]

Got it.

[B]

And they just want to have new outfits for all of their socialites.

[A]

Socialites, okay, got it.

[B]

But private, not public people Yeah, I understand.

[A]

Okay, so mom, socialites, is that the number one, your favorite avatar?

[B]

And then men, CEOs.

[A]

Okay. By percentage of revenue, is it 50? 50. Yeah, it is. Interesting. Okay. CEO men, huh? Do you ever get cross sells? CEO men gets what wife starts or husband starts?

[B]

Typically wife starts.

[A]

Interesting. Okay, got it.

[B]

That's. That's split.

[A]

Okay. Okay, this is good. This is good for me to know for now. Okay. Now, paid ads funnel. First thing that we can do on this one is. And obviously this isn't. I mean, you could. Okay. There's a lot of things here, but wherever you're driving your traffic to. So whether it's the homepage or it's this page, you should probably have some big lead magnet that people are going to want. I would imagine that what's something that somebody like that would want A lot.

[B]

So that's been my thing. After reading offers and thinking about a lead magnet, it's like what appeals to these people. And they don't want to sit there and like, get a checklist of how to go through their closet themselves. So the only thing I could think of, and this isn't very scalable, is the complimentary style assessment. But that's one on one with somebody.

[A]

And that's okay though, because, I mean, you're still getting them to. More of them to opt in. But right now is the assessment the thing that they're booking on the Google.

[B]

Ads page today, it's just a call.

[A]

Okay.

[B]

So it's not being positioned as that.

[A]

So, like the, the 1.0 version is. Style assessment is what you can basically promise them on the landing page. But I was thinking more something like really tactical, like the perfect outfit for you. Like one perfect outfit or something to match their skin tone. Like, like your idea of colors, like that would be a cool one because, like, that doesn't. You have to like, put a whole thing together. It's just like, oh, this skin tone. You know, there's like 10 tones and you just pick the one that's appropriate for them.

[B]

Yeah. Okay, so we, we're gonna, we were gonna do that next. And also something else. We were gonna do the one perfect outfit. But it's, it's so nuanced. But then we were thinking, okay, what if we just share with them, hey, here's how. What are some of the steps that they do to prepare to. If they were to work with us, how are they invested? So we're thinking, like, taking their measurements, having them do some of these steps, like creating a mood board themselves.

[A]

So we want them. So for a lead magnet to be really valuable, we want it to be risk free, easy and fast. And so those things require effort.

[B]

Okay.

[A]

And so we don't want the avatar to work to get the value. We want them to just click and get the value.

[B]

Okay.

[A]

And so I think what we think about is like, I like, I think this is actually really interesting. This is just me, me personally, so maybe I'm a CEO, man, but it's like there are some, some skin tones, that combination. Basically, it's like you have a combination of hair and skin tone and eye color that is unique to you. And between all these different permutations, there's 100 different variations people can have and they have a different color palette that would be unique to them. Now you'll know behind the scenes that there's probably like eight different, you know, color stylists or whatever. I think either doing color because that feels like the easiest 1 degree more nuanced than that would be a specific style being like, you know, streetwear, hip hop, like whatever. You know what I'm saying? Like, you know that better than me.

[B]

Professional casual.

[A]

Yeah, exactly. And so I think that this is like, you could do this tomorrow. You don't have to change anything, despite repositioning elite magnet. But I think this one would be really attractive, especially if you like when you push them there. I would experiment with the different headlines there. And then we need to measure the conversion. I know that you've turned them down. The interesting thing here is like 1800 clicks. I think we could be able to get somewhere in the neighborhood of like, if we're doing this right, like 500 leads from that amount of spend. Oh, and just if literally we just need to nail this because on a Google Ad, high intent search like this, you should be able to get like 30% of people to opt in. So from a benchmark perspective to this, to something that is right for this audience. So if someone's looking for personal stylist near me or personal stylist la, then it's like, what is the first piece? And like, I always think about like, our offer is you've got all these steps that someone has to take. Can I peel off the first one? Even though it's something that I normally charge for, what's my actual cost? It's going to be time. Can I template some of these things out so that I can still provide a lot of value but not have it take too much of my personal time? And the cool thing with these, like, kind of like more costly or unscalable lead magnets is that you only have to give it to people who are qualified. So you are not obligated to like, you can choose to do this only if someone meets these qualifications. And you just say that in the landing page.

[B]

Okay.

[A]

So it's like, hey, if you're a mom with kids and a socialite or you're a CEO guy and you're not getting what you want, then schedule one of our style assessments where we'll go through personally your skin tone, your hair color, your eye color, and find the things that will immediately make you look better just within your existing closet. Because that's like again, they don't have to do anything and they'll immediately look better. That's like immediate value, not a lot of work.

[B]

Okay.

[A]

So I'd be like, okay, that's what we're going to offer. So now I can get more people to apply. Now they're going to fill out their stuff and again, if they're not qualified then say, well, you didn't read the headline, so don't worry about it. So you don't feel like you're. And then for them I would probably just send them some free things so they feel, you know, they still gave them something. But that would be like the thing that I would do to improve the funnel right off the bat without really even seeing the funnel is clear headline around what they're going to get. Sub headline is either an image of like almost like a before and after of style or some sort of image that shows, you know, white skin, brown hair, don't do this.

[B]

Okay.

[A]

And then they're like, oh shoot, I do that. And so just like a simple thing that they're like, shoot, I do that. And then they're like, oh my God, I need help. And so all we're doing is increasing deprivation so that they take the next action. Okay.

[B]

Okay.

[A]

So that would be the lead magnet component that I would do for these paid ads. Now I think that you have the scheduler. So they apply, then they schedule, then what's the follow up sequence? Like how do you like?

[B]

I, because there's so few, I just manually say hey. And I try to like do you.

[A]

Reach out to them? But they self schedule on the, on the page. Right?

[B]

Well that's if they apply for more information. If they schedule the call, then I send them, hey, here's our services. Yeah, looking forward to speaking with you.

[A]

Got it. So I know you're going to put the video together. Yeah, there's the video before the call that gets them to book. And then I would probably consider sending them a second video between booking and showing.

[B]

Okay.

[A]

And then that does a little bit of the pre sale for you. And I think about this in terms of like, what are those things that you repeat on a regular basis on the call? So there's usually like in every call there's kind of like a little bit of a sales pitch that occurs where you're like, okay, so let me tell you what we do. I just try to put as much of that before the call so that I can spend the majority of the call on the person, the decision making process, rather than basically have this pre recorded script that I have to keep reading over because it tires out you, tires out your sales team eventually. That's how I would try to do it.

[B]

Okay.

[A]

I think that if we can do the lead magnet, we can capture way more leads. I think if we add the video to the landing page, do you think.

[B]

It makes sense to put the pricing on the page?

[A]

No, no, I don't think so. I think that if we ask for qualifications and we describe the services, that'll give us 80%. And then basically you just want to find. Because the thing is, you don't want to disqualify because there's some people who will be in who have smaller income but really want this. And so it's finding kind of that sweet spot which is like, if someone then says, like, I want to start immediately, I'm super open and their budget's like medium, then you probably take the call. Right? If they're like, my budget's zero, then like, okay, well, it doesn't matter how mad you want it, it's not going to work. Right. I think that on your qualification question, which you'll have on your scheduler, we just ask for the fewest amount of questions that are required for us to make the decision of whether or not they should stay or not. What would you. So the way I would think through this is that I'm going to have like 10 templates that I know that are color palettes that work for these 10, you know, characteristic people. And if I have asked their skin, hair, whatever up front, then I know when I'm going into the call which template I'm going to be using when I talk to them. So it's like, hey, oh, you're blah, blah, blah, blah. Actually, you know what? I would describe you more as olive than white. And I think this might actually be a better thing for you. Cool. Okay. And then you go into your normal sales process, which obviously works. I don't even want to talk about sales. Skater closing, 50%.

[B]

Okay.

[A]

Does that make sense, though?

[B]

I just want to make sure that, like, they. Because right now it's like, book a call, a sales call, basically. And that's, like, obvious what I'm speaking about. But then this feels like, oh, just have a call about skin tone.

[A]

Well, this is sales.

[B]

Yeah. And then it's not an issue because they're already qualified.

[A]

You're only taking the calls with people who have the income.

[B]

Right.

[A]

Make sense?

[B]

Yeah.

[A]

So you're gonna take more calls. You're also gonna hear more no's, but you're gonna make more money. Hey, guys, real quick. This podcast only grows from word of mouth, quite literally. There's no other way to grow a podcast in word of mouth. If there's some element of this that you think somebody else should hear or be relevant to them. It would mean the world to me if you shared this via text, via Instagram, via dm, via whatever way you like to share stuff with people you love. Thank you. Like, fundamentally, I could. I could just say, like, I could run an ad that just said, hey, I have this really expensive thing book here if you want it, and this is the price. And the people who hop on those calls will be incredibly qualified. But if I just said, I have this really free, amazing thing that'll help you with the first problem. Let me help you with that. And then people are like, oh, but do you. Do any of you know what? I do do that stuff? It's so funny. You ask. And I get 10 times the calls. And so if I close 30% of a 10x number, I still close three times the deals.

[B]

Okay.

[A]

Does that make sense?

[B]

Yeah.

[A]

And so there's a little bit. Now, part of it is because you're selling out of your own wallet in terms of time.

[B]

Yeah.

[A]

And so it's because you're like, I have my time. And I understand that, but all we have to do is just tweak these things. If you have somebody who. You have the information about them, you have the income.

[B]

I mean, I can really just train somebody. Just do it.

[A]

Live as many things as possible. You can do. Like, we want to decrease the friction here for qualified people.

[B]

Right.

[A]

So there's good friction, bad friction. So good friction is something that increases the overall quality lead and gets out people who suck. Bad friction gets everyone out. A slow page load time, for example, everyone leaves. Good people and bad people. We want to get the type of friction that only bad people leave and good people stay. And so if we have budget authority, need timing, we have the specific things relative to the lead magnet. Then your follow up, if you want, like, hey, if you can send me a picture, be great. If not, I can just go off of your Facebook profile, something like that. Then they show up to the call. You have your one of templates that you already figured out ahead of time that then sets up the sale, which is for you. It's like, oh, you don't have this, this, this, and this. All we're doing is expanding the gap of like, you're here, you want to be here. Oh, you're missing all this stuff. Oh, you know what? So funny. I think it'd be a perfect fit for. We have. Can I tell you about it? And then you're in.

[B]

Got it.

[A]

Does that make sense?

[B]

Yeah.

[A]

Okay, so this is what I would do to change the paid ads funnel. And I think this will probably apply for both thumbtack and. Can you spend more on this?

[B]

Yeah.

[A]

Well, I'm like, dude, if you. If I had a machine in front of me where you. And this is without you doing any of this. That's the crazy thing. That's without you doing any of this.

[B]

Right.

[A]

So if I said, okay, Instead of paying $3,400 a year, what if we paid like, $3,400 a month? Yeah, well, that would 12 extra business. That'd be chill, right? Yeah. I mean, it beats the s and P500 where you put a dollar in and get $23 back within the next week. It's not bad.

[B]

Right.

[A]

So the next thing that I want to go over is the affiliates, because I think that's really important.

[B]

You would not touch Facebook ads.

[A]

Well, you already have an acquisition channel that's working and super profitable, so I'm less likely to want to do that now. Okay, so. Because you can spend more if you wanted to. All right, let's talk about affiliates. So matchmakers.

[B]

Yes.

[A]

Okay, so you have six matchmakers right now.

[B]

Four matchmakers, two private clubs.

[A]

Okay, so I'll go.

[B]

I mean, whatever. It doesn't matter.

[A]

Yeah, you're good. Okay, so you got six affiliates. How much time did it take you to get each of these affiliates?

[B]

Not much time.

[A]

Okay. And each of these sends you people on a. On a consistent basis?

[B]

Yeah.

[A]

What was the process that you did to integrate with them?

[B]

I met with the owner and explained. So you did outreach to get them manual outreach.

[A]

Okay. Is it like phone calls, text email DMs.

[B]

Email.

[A]

Okay.

[B]

Manual outreach explained that we can offer a complimentary service to their new clients.

[A]

Oh, cool.

[B]

And you know that we could close them.

[A]

Love this. Almost like it's directly out of the affiliate section in the book and that's it.

[B]

And then they would.

[A]

What percentage do you close to the people that you talk to?

[B]

That's been the hard part is like talking, getting them.

[A]

Okay. Do you know how many outreach attempts you did to get to the 6?

[B]

Probably about 40.

[A]

Okay. And I want to paint something for you because I think it'll be interesting. Okay. So you sent 40 emails and you were able to close six, right?

[B]

Yeah.

[A]

Okay, now how much money do those six? So it's a third of your revenue. Right. So it's $100,000 a year, roughly. Okay. So think about this. So every one of these emails made you $2,500. That feels like pretty good turn.

[B]

Yeah.

[A]

For sending emails, probably copy and paste.

[B]

Right. Do more of them.

[A]

I have a wild idea. What if we sent 400 emails?

[B]

Yeah.

[A]

I don't even want to mess with the affiliate process that you have right now.

[B]

Yeah.

[A]

You're reaching out manually is obviously effective. You sent out 40 emails. So I'd be like, okay, how do I send like and that, like, if you did that for four hours every day, right. That, I mean, you'd probably be able to send. Even if you did them completely personalized, completely manual the way that you probably did, you don't have to buy any software. Like you can just send the emails. You'd be able to do that in like a week or two weeks. If you want to spread it out. It's like not a lot. So 14 days. What's 400 divided by 14? You know, we'll give you the weekends off. So we'll go. So it's 40 emails a day.

[B]

40 emails.

[A]

I'll give it to you in a month. How about that? So we'll do 20 emails a day.

[B]

20 emails a day.

[A]

That feels like. That feels reasonable.

[B]

Yeah.

[A]

Okay, cool. Let's do that.

[B]

Best place to like pull data.

[A]

Good question.

[B]

Because I think it's, it's the matchmakers, but it's also. Could be executive coaches, could be high end fitness trainers, people going through a transformation. Weight loss weight.

[A]

Yep. They need. They need. Yeah. For sure. I would think about, I think you have these in segments. Right. And so you've got high end trainers, high end PTs, you've got exec coach, you've got the dating people, you've got. I'll give you one. Divorce attorneys. So that's four lists. Now the thing is, is that you can actually find all of these. These ones you can find probably from Google. This you can find also from search and Instagram. And there's also like list brokers. So you just like Google list, broker, whatever city. And then you can usually they'll have this massive national list and then you can down to a. A localized area. Can you do any remote services?

[B]

Yeah, we definitely. I'd say 50% up. Like especially during COVID We only work virtually, but I, I prefer.

[A]

That's fine. That's cool. Okay. So this obviously makes money and doesn't require any financial risk.

[B]

Yeah.

[A]

And is also a compounding way of acquiring customers because you did this work. Think about this. You sent 40 emails one time and then you got six people to send you business for good. Not bad. Now what do you do to continue to reactivate them?

[B]

Host events.

[A]

Okay, so you do. So do events. Okay, so for the affiliates.

[B]

Yeah.

[A]

Okay, cool.

[B]

I mean, like, especially for like the matchmakers, they're happy because their clients are getting better. They get better pictures, therefore they get better matches.

[A]

So I love that. Yeah, really good. So I think. Do you do that like regularly? Like it's on a calendar or it's just like. Okay, good. Because that's obviously that's why part of why it's working. So normally one of the things that, that falls off with affiliates is that they don't stay activated. They don't keep referring you.

[B]

Yeah.

[A]

And so you have to like work them like customers. Like it's another set of relationships. But if you can put them all together in an event on a regular cadence where like all of the dating coaches bring all of their people and they all look good and they all get to meet each other, like that's value for everybody.

[B]

It hasn't quite turned out like that.

[A]

Okay.

[B]

But just like more one off.

[A]

Okay.

[B]

Like hosting events with just one individual company.

[A]

Okay, well, so that works.

[B]

Yeah, yeah.

[A]

And I think if you do like one or two of those a year or three of those a year, I think that's like more than enough to keep the black to it. And I would, I would try and figure out a way to put them in the same room just because I think it'd be like, I would be pitching on collaboration rather than competition, which is just like, hey, you have single people. So today maybe they.

[B]

That's true, actually.

[A]

Yeah. They're all single. Yeah, they're all single and obviously looking to mingle and Trying to live their best life. Like it would also be desperation city. But anyways, so that's. So that's the affiliate piece. Okay. And so in terms of lists, I would go list brokers and then I would sort of sort social media and Google first. That'd be like my first thing. And then I would look at list brokers once I ran out of those.

[B]

Okay.

[A]

But between like these four sources, you need to send 400 emails. It's not that bad. And then what's crazy is like if you send it and then they don't respond, you can send it again. Next one's continuity. So let's talk about that. Okay, so this is about increasing ltv. So you already have pretty good ltv, but I have this feeling like there's something that we can do better. Okay, so right now, now LTV is $10,000. Right. So walk me through. So if someone comes in. So I come in, I'm CEO, $8,500. I pay you for my whole lookbook, et cetera, transformation. Yep. Okay. And so. But the delivery of that transformation is like a lookbook primarily. And then like. Yeah, walk me through it a little more.

[B]

No. So this assessment, figuring out where we're going to go with your style, your look, then going through your current closet, getting rid of all the old stuff.

[A]

So you actually go to their house.

[B]

Yes.

[A]

Okay.

[B]

Get rid of all the old stuff, reorganize the closet so that it makes. It works for their life.

[A]

Okay. So closet tear down.

[B]

Yep. And then we document, we do an inventory of everything in their closet. So that way when they text us or they say, hey, I'm going to Turks and Caicos. Hey, great. Pull this, pull this, pull this and we can give it to their housekeeper or whatever. Here's your packing list.

[A]

Okay.

[B]

Then we get new outfits, new clothes, new. Right now our promise is about five to ten new outfits.

[A]

Okay.

[B]

We don't want to get the whole new wardrobe.

[A]

Right.

[B]

But you know, enough to like, okay, I'm excited, I feel good. And then that's when we make the determination. Okay. Does this make sense given your lifestyle? You travel all the time on a monthly level or a quarterly level?

[A]

Yeah, yeah. In terms of the continuity, I mean. Well, do you have churn on the continuity? Do a lot of people. So people stay and they keep paying.

[B]

If it's in front of these people. Not the one time people. These people, they don't.

[A]

What was the one time thing?

[B]

So it was priced at 3500 and.

[A]

You just did this. But then didn't have anything else.

[B]

Yeah.

[A]

Okay.

[B]

And it was. It could be all virtually okay or it could just be like a one day shopping.

[A]

Way better to do in person. It's a different relationship. Yeah, No, I like that. I'm a fan. Okay, so. And then the ongoing price point is what, on the back end?

[B]

2K per month. Per month.

[A]

Right.

[B]

4,500.

[A]

So. LT. So 8,500 and then $2,000 per month. So we should be at. Now, I'm guessing that you have a lot of grandfathered people of those 40 customers that are paying less than that.

[B]

Yeah.

[A]

Okay, what are they paying?

[B]

1500 per month? Yep.

[A]

Per week or per month?

[B]

Month.

[A]

Okay.

[B]

So it's like, wow, some are on like 1500 quarterly.

[A]

Okay, got it, got it. I'm guessing the majority of them are 1500 quarterly.

[B]

Yeah.

[A]

Okay, got it. Because then it's 500 bucks a month.

[B]

Because this just all transitioned in September.

[A]

Got it.

[B]

Only have like two people currently on the new system.

[A]

Okay. So most people are at $1500. So if you have, call it 38 customers who are at. I'm just going to say in general. Right. $500 per month. Because it's 1500 per quarter. I'm just looking at revenue.

[B]

Yeah.

[A]

Okay. Because this now makes sense with the revenue that you're doing. Okay, Right, cool. So the vast majority of the money is actually in a recurring revenue base. That's not bad. That's good. Yeah, that's really good. And the churn's low, so all that stuff's good. I actually don't really want to mess with this that much because you have low churn. What's the percentage of people go from here to here?

[B]

Now that I've just said, hey, we're only working with you on a reoccurring basis. It's good. The thing is, I'm almost wondering if.

[A]

I can say that.

[B]

I'm almost wondering if we kill this and just do the quarterly because this seems to be not most people. Do you think that it's better to simplify things or just still keep it?

[A]

No, I think you can have it. What happens is it serves as a price anchor.

[B]

Okay.

[A]

So Even if only 10% of people take it, it increases the people who take that one.

[B]

Okay.

[A]

So I don't think it's actually a mistake that it's there.

[B]

Okay.

[A]

Because if you're like. Because they have the reaction I did. I'm like $6000 quarter. I'm like, Jesus. Or just $1500, like, oh, no, that works. I'll do the 1500.

[B]

No, no, no. It's 2K a month or 4500 a.

[A]

Quarter with this one.

[B]

Yes.

[A]

Okay, so you're saying at the new price point. Yes, it's at this. Okay, but this is brand new. And here you have all the retention that you have. Yeah. Okay, but you haven't had any issue with sending people into that, into the $4,500 a quarter either.

[B]

I mean, the few that we've had.

[A]

Now, but it's the same take rate.

[B]

Yeah.

[A]

Okay. Yeah. So I'm fine with quarterly billing.

[B]

Okay.

[A]

So if you have monthly and quarterly, that's fine. Okay, I'm good with that. Yeah. So if it's now 2k more, slash 4500 per quarter.

[B]

But even if like 90% opt into this versus this, that's fine. Totally fine.

[A]

Totally fine. That's great. No big deal. I feel comfortable with that. But I always let the market tell me. So, like I just keep edging up the price until people stop saying yes. And then I'm like, okay, that's about right. And you kind of back down a little bit and you're like, that's my price. Now, I know that for these types of people, that's the number that they're willing to pay unless we change the avatar or the marketing or the messaging that's going to attract these people and they're willing to say yes at that price.

[B]

Okay.

[A]

Okay. So from a continuity perspective, I don't think we changed that because I think we just changed it. So that stays the way it is. I think the $8,500. I know I'll leave 10,000, but $8,500 for the tear down. And then you have the quarterly. And so this LTV that you have here is probably going to go up. It'll just keep going up over time.

[B]

Right.

[A]

Okay, great. So, I mean, honestly, the. The actual business is strong. Okay. So you have good ish margins, 42% continuity has almost no churn. That's great. LTV CAC strong. And so the real leverage with this business is that we just need to do more. Now you stop spending money on ads. Why?

[B]

Because we were adding the video and we were adding in the.

[A]

You're fixing that stuff first? Yeah. Okay, cool. So this is what we're gonna do. Video sales letter plus lead magnet plus the bit qualification. So budget authority and eat timing. So that's number one. So once we fix that, that's a conversion mechanism. So then what I want you to do is increase Your ad spend. And so currently you're spending 600. Was it $300 a month?

[B]

Yeah.

[A]

So why don't we just go to 600? How much? Actually, let me ask a question. How many can you handle? How many more leads could you handle than you currently are?

[B]

More like, how many more like that convert into new clients?

[A]

Yeah, well, like, how many calls? Basically, it's a call thing. So how many calls can you take? You're currently taking 12, right? Something like that?

[B]

Yeah. Easily could double or triple that.

[A]

Okay, so let's go with 600 to 900 per month because sometimes the lead cost might go up a little bit and that's okay. Just like. So basically you might get a little bit less efficient, but that's fine because you're still. You have really strong Ltd cacs. So it's not a big deal. All right, number three is we need to send the 20 emails per day to affiliates. So this is a big three. And then I don't want to mess with the continuity. So we got eight sales this year. So it's like one, like a little bit less than one a month. Right. So I just wish I knew how many leads were coming from Google. I just really wish I knew that number. And those eight sales were those just like phone calls and closes. So 16 calls created eight sales kind of thing.

[B]

Yeah.

[A]

Okay.

[B]

And they weren't from the ads, they were from search.

[A]

Got it. But then they clicked on your ad. Right. So you'll fix the funnel.

[B]

Yeah.

[A]

You get the attribution tracking in place. I think the funnel lift could very well. Like this is going to sound wild. This could somewhere in the neighborhood of like 2-5x the lead flow, you have just doing this, especially with a good lead magnet.

[B]

Okay.

[A]

Now the next piece is that each of your affiliates were a third of your revenue. And if we were to 10x that then we would 10x 1/3, which would be a triple. And so the result of a call to 2x, a 2x and a 3x would be a 12x, which would take us from 300k per year to 3.6 million. Joe.

[B]

Yeah.

[A]

Okay, questions.

[B]

Yes. One thing we didn't talk about is your team brand.

[A]

Okay.

[B]

Well, content creation.

[A]

Okay.

[B]

So I have, like, I only bring this up because Ed was mentioning I should consider transitioning the page from A.C. styles to Ashley Capps.

[A]

Okay.

[B]

And going more of the personal brand route. As for like the big top.

[A]

Not against that.

[B]

Or do you think that doesn't matter? I mean, it's not doing anything right. Now because I haven't invested into it, but I, I was planning on investing.

[A]

Like your Instagram and like all that stuff. Yeah, well, I see, I see your Instagram because yours is such a visual craft in terms of what you do that it makes sense to post thing is like these things just like will all immediately make you money. I think that that's absolutely a long term plan. Think about this is like this is like your paycheck, this stuff. Like you do this, you'll immediately make more money.

[B]

Right.

[A]

That is more like a 401k, like an investment plan. So it's like I'm going to put this money into this and it's going to take time to snowball, but over time it'll eventually become so big that like it'll be bigger than all this stuff. But you'll have to measure that in like a couple years, more than a couple months. So I'm all for it though, to be clear. Because what, what a lot of people don't know is that like when you, when you spend this money, when you do these emails, the first thing they're going to look at is your social media stuff. And so I see that as like more lead, nurture. And so like right. Some it's like the invisible hand that all of a sudden like more people respond to your emails. Like one of the things I didn't realize like when I. Because we do outbound for our stuff too for like looking at deals and whatnot. Me having a personal brand just increased the response rate. People are like, oh, I've seen your stuff.

[B]

Right.

[A]

Or they take a look and like, oh, I've never heard of you, but this stuff looks really interesting. Yeah, I'll hop on a call, whatever. And so that's kind of like it's a, it's a rising tide that lifts everything in terms of how brand works.

[B]

Right.

[A]

But yeah, I think there's, it's, it's totally fine to do that. I just want you get obsessed with it. I want you to just make sure that you spent just basically block. I'd call it a half, half a day. A week.

[B]

Yeah.

[A]

That you're like, I'm just going to do content this morning, plan out my week, get the pieces that I want out and then like the rest of the week you got to run the.

[B]

Business and focus on this.

[A]

Yep.

[B]

Now the only reason why I was like nervous to transition it from Ashley focusing on personal brand versus business brand is because, you know, I was running into issue in the beginning of like, oh, well, you're. I'm not going to be working with you. I'm working with somebody else.

[A]

Yeah.

[B]

So that's the only reason why.

[A]

I mean, that's not a big deal. That's like a one line over. So like, if you go to Wells Fargo, you're not expecting Wells Fargo or JP Morgan, you're not expecting JP Morgan, you go to Bain McKinsey, BC, like, well, BCG's, Boston Consulting. But like many professional firms, look at every law firm, Kurtz, Kurtz and Wild or whatever. Like they, it's, it's not uncommon for a business to be named after its founder and have many people underneath of it.

[B]

Okay.

[A]

So like, I wouldn't like, you know, Dyson, like, there's just like so many brands are built off of the name of the founder and it doesn't necessarily mean that you have to work with them. If anything, all it does is just allows you to have a premium on yours.

[B]

Right.

[A]

If you want to. So it's more like you can price here and then if someone's like, well, I want to work with Juice, like, oh, I'm, I'm premium. I only have, I have a few private clients that I take on and the people who have super money will just pay whatever, and then you can just add a zero to your price tag and make that yours.

[B]

Okay. Yeah.

[A]

But yeah, I think if you go AC versus Ashley Capps. I'm not.

[B]

You don't feel.

[A]

I'm okay either way. I'm okay either way. I mean, AC people already probably know if it's Ashley caps, that's probably what it stands for. Yeah. You probably have the same issue now with ac, then you, then you. Like, I don't think the name change is going to change anything.

[B]

Okay.

[A]

Yeah. But I do think branding personally is a good idea.

[B]

Okay.

[A]

Real quick, guys. I have a special, special gift for you for being loyal listeners of the podcast. Layla and I spent probably an entire quarter putting together our scaling roadmap. It's breaking, scaling into 10 stages and across all eight functions of the business. So you've got marketing, you've got sales, you've got product, you've got customer success, you've got it. You've got recruiting, hr, you've got finance. And we show the problems that emerge at every level of scale and how to graduate to the next level. It's all free and you can get it personalized to you. So it's about 30ish pages for each of the stages. Once you enter the questions, it will tell you exactly where you're at and what you need to do to grow. It's about 14 hours of stuff, but it's narrowed down so that you only have to watch the part that's relevant to you, which will probably be about 90 minutes. And so if that's at all interesting, you can go to acquisition.com roadmap R O A D map roadmap.