As usual, we’re going to begin with about twenty minutes of, training on something that we’ve identified we as coaches have identified as, something that is needed, for the students in the room. So, that’s what we’re gonna start with today. This month, there’s two things going on in Coffee School Pro this month. First is, wrapping up your q one goals, your targets, how’d you do, what didn’t you get done, why not, and then making, making your business ready for q two.

So setting up goals for q two and then turning those into tasks. So that happened on Thursday. If you didn’t get a chance to attend Ryze session on Thursday or you’ve not completed the work from it, go forth. Do it to make sure you get it done.

If you don’t have goals, it’s really hard to know where your business is supposed to go.

So we wanna have goals. Alright.

Reasonable goals, but also stretch goals. If you have questions about that, we have time after the minute training to talk about all of that stuff. But the second half or the second part of April’s training focus is on fundamental funnels. Now not everybody here is trying to attract new clients. However, almost I think everybody here gets leads coming in and wants to make sure that they’re treating them right. Because what if one lead is actually gonna be, like, the perfect client for you?

So we are working this month on three key funnels, minimum viable funnels. If you don’t set them up, why the hell not? We’re digital marketers. We’re in the business of making sure that our businesses are optimized online, so let’s do this.

So, you already got the workbook. You know what’s coming your way today, and I’m just going to share my screen. Now we’re talking about three funnels, that three parts of a larger funnel, but these three funnels work together. The workshop funnel, the appointment booking funnel, the retargeting funnel.

Again, this is for clients coming in. It’s also, though, if you are somebody who runs a digital training business or you’re planning to, this could be, people who come in who would be from organizations that would buy your workshop. So anywhere that you have to like, your in person workshop, let’s say, or if you run a mastermind, they’d come in and they book an appointment to see if they’re a good fit for your mastermind. So although it might look like, oh, this is only for client stuff, it’s just for any anything that you sell on the end of an appointment.

That’s it. That’s all we’re really talking about here. If you don’t sell anything on the end of the an appointment, I don’t know anybody in this room who doesn’t.

So I’m looking around. No. Everybody does. So cool. So then everybody should have these set up this month.

We’re going to start today with the appointment booking funnel, then, Perna’s gonna talk about struggling moments on Thursday, and those are specifically the exact struggling moments that she has had her clients come to her with. So it’s not how to find your clients’ struggling moments. We’re actually gonna bring Bob Mesta in from Rewired Group, the jobs guy. We’ll bring him in later this year to talk about that kind of stuff, like, how to find those struggling moments for your clients or leads if you’re not sure.

But what she is going to do is share what people have come to her with just to have, like, a really good discussion around that so you can get new insight into, let’s say, people who have hundred thousand dollar projects on their horizon where they wanna pay you six six figures to do a job that might feel quite different from where some people are today.

And so it’s good to start hearing about what those situations are like, what those struggling moments are for a higher ticket sale. So you wanna be here on Thursday for that. That’s going to be basically top of funnel thinking that you’ll be doing. Also, top of funnel is Ross’s session on Wednesday. Ross Simmons is in. Make sure you’re always checking your CopySchool Pro calendar.

Ross Simmons is in to talk about repurposing your content. So he’ll do some light upfront training. Bring your questions. Please have questions for him.

If you have any content and you don’t like making new content all the time, he’s the right person to talk to. Also, he’s got an agency that does, like, Reddit work for large organizations and things like that. So really worth exploring, just doing a quick Google search on Ross beforehand to see what all he does, and then bring some questions. It’ll be helpful.

Alright.

Perfect. So we are going to start with the appointment booking funnel today.

This one. Alright. Now I’m not gonna walk through all of it. You’ve had the workbook since last week or even the or even earlier than that, but you’ve had the workbook for a while. You have time to go through this, and we don’t have time to set up the entire funnel today. What I have done is put in CopySchool professional calendar.

Today has a work block for you. That doesn’t mean that you have a work block for you, but what I’m recommending is you find a day to sit down and do this. We’ve broken this into, like, how much time you should allocate for each of the things that you’ll wanna do as part of this, like, appointment booking funnel in a day, knock it out in a day. I don’t know how many people come to me and say, oh, yeah.

I was working on that, and something’s, like, eighty percent done or sixty percent done. You just have to get this one other thing done. Do your best to knock it out in a day. If that means the kids see their grandparents this Saturday so that you can get up at six in the morning and work till three in the afternoon on this, that’s part of getting all of your business stuff in place.

So the appointment booking funnel is really just a matter of do you have a place to land people? We’re not gonna worry about what comes before it. We’re only focusing on the appointment booking funnel itself. Okay?

So there’s two general ways into most appointment booking funnels. The most common one for almost or I guess everybody in the room if you don’t yet have a workshop up is this. There’s some unknown lead who is landing on an appointment page for you. So book time with me, book a call with me, whatever that call to action might be, your consult or your, consulting page, whatever it is.

That’s where we’re mostly going.

This is this. We’re showing over here.

Because we’re gonna be talking about your workshop funnel next time, next Monday, this is the other way in that you’ll have. So you should have two landing pages that drive into the same final points for your appointment booking funnel. Different traffic goes to different places. You don’t know people going to the unknown lead appointment landing page.

You do know people going to this one, and you know them simply because they have done the workshop. So you don’t necessarily know them, but they’ve completed the workshop, and then they land here. Okay? So two landing pages, each are a little bit different.

We’ve got a video on the post workshop appointment landing page. That’s the match trigger tease video that I taught, like, last year, I think, around this time. I’ve got a link in here to go find that video, if you’re not sure what it is, but it’s really quite useful.

There’s an embedded scheduler. There’s risk reducers. So after I’ve watched your workshop and I’ve got the I can see this video now. I watch it.

It auto plays whatever however you set that up. Again, it’s minimum viable. We’re not talking about all the minutiae of everything. Just get the thing standing.

The scheduler embed right there on the page. Do you time it? Don’t you time it? You figure that out.

Risk reducers. And then any extrinsic motivators, other things that could be pushing them to go such as, let’s book it in the next three days in order to lock in a full half hour. I don’t know. You decide that.

But what other motivator do they need to get them there? Outside of the intrinsic motivation of I want a better outcome for myself. I wanna work with someone who’s clever. But what’s the other stuff you can kinda push on them?

So we’ve got that as one landing page. The unknown lead landing page has your diagnostic video. I know there are a bunch of a couple new folks here right now, and anybody watching this as well is watching the replay. The diagnostic is a whole thing.

So we can talk about that separately, but go through the Copy School Pro training to search diagnostic, and you’ll see a bunch of videos come up for that. So we’ve got a diagnostic video. We’ve got extrinsic motivators, which could be very similar to these extrinsic motivators, except they’re two very different audiences.

One has just spent time with you and believes in you. The other might have found you on LinkedIn or someone said something about you and now that’s how they found you. So two different audiences, probably different motivators drive them there, risk reducers, and then a scheduler that’s embedded that’s probably gonna be timed, but we can talk about that. That then drives they both drive to the same page, an appointment confirmation page.

More video here. Video is cheap to produce. We can all hold up our phone, talk into the thing, edit it immediately, post it on a website. Done.

Easy. So video to motivate those show ups and then a checklist of how to prepare. Now when we were doing last month when people were doing their sales qualified lead funnel audits, nobody had any of this stuff in place. Right?

So it can be like, woah. There’s too much here. There’s so much here. It’s really quite simple, though.

Just do what you can to get them to show up. You on camera being, like, friendly, being on brand is going to help a lot, and then telling them how to prepare. And we’ll get into that checklist right away here. Then you’ve got the appointment show up sequence.

These are emails. If you don’t like writing emails, it’s time to start writing emails. It’s for you. You’re a copywriter.

Money comes out the other side when you write them, so write the things.

We’re gonna have timed emails, trigger based emails for an action, and framing who shows up. So make sure people understand the right kind of person to show up and what it means when they show up, which we can talk about. Now we’re not, again, we’re not gonna get too deeply into any of this. I’m gonna pop down to one part that I want us to script together today, and that’s it. So what I wanna show you here is there is a complete checklist for you.

The only thing getting between you having this page in place or this funnel in place and today is whether you’re willing to sit down and just apply yourself and do this.

There will be things that might make you wanna not do it. I’m not interested in entertaining any of those. This is what your business needs from you. Let’s do it for our businesses.

So, you’re gonna do planning, development, and ideation. This is broken down into exactly what to do. Give Give yourself ninety minutes, no more, and potentially less. If you’re like, nailed it.

Did that in thirty minutes. Cool. You win. That’s awesome. Now you can move on and maybe spend more time on writing or production, or you can also slay those much faster too.

So the writing side is gonna be scripting the video for the post workshop page, developing talking points for your diagnostic video. If you already have your diagnostic video recorded, cool. It’s ready to go. You just drop it in here.

Don’t mess with it. Don’t overthink it. It might not be perfect. We’re just trying to get this thing standing.

Then you want a script and appointment confirmation page video to motivate those show ups.

Pretty simple stuff for copywriters just like a one minute video that makes people wanna show up, make sure it’s got a hook, the usual stuff.

Writing a three part show up sequence, so what happens when they book, getting them to add to calendar, what about twenty four hours before and thirty minutes before. This might not always be email either. If you’re accepting people signing up with their phone number and they’re saying, yes. You can text me, then you can just go ahead and text them instead, and that’s much better use usually for show ups than email.

And then writing any trigger based emails based on an action. Did they open anything or did they not open anything? Did they click or did they not click? Did they schedule or did they not schedule?

Integrations with Zapier, really straightforward. Zapier used to suck. Zapier is now awesome with their AI generator to, like, really throw together those zaps pretty quickly. So then comes production. This is gonna take the longest time. I know that it can feel like, do I have to learn all this stuff?

If you have money to throw at somebody else doing it, throw it at somebody else. I know for me, when I was starting out, I learned Camtasia. It was slow. I learned Photoshop. It was slow, but it made me able to do anything whether I had budget for it or not.

So you don’t have to hire this stuff out all the time, and tools are so much faster and cheaper than Camtasia and Photoshop. So now with Canva Canva alone, you can produce everything that you need to make it look better, including editing your videos. So, yeah, that’s the breakdown of what you will be working on. You can see that it’s about seven hours worth of time, so it’s about a day’s worth of work.

This is some of the stuff. You can go through, come up with it. Obviously, you can just put this on your own worksheet as well if you want to. It doesn’t have to be in here.

I know some people here print off every workbook and put it in a binder, which is great. But just go through and make sure you’re doing this work. This is the video I told you about on, that post workshop video script. Diagnostic video talking points.

This is the part that I wanna work on today because it’s fast, it’s easy, done. So what I would like is I’m gonna walk you through what this is, then I’m gonna give you five minutes just to, like, knock your video script out. Use AI if you want to. If you wanna, like, take this, upload it to ChatGPT, and make it right for you, I do not care as long as you get the thing done.

Okay?

We can make it better later. Don’t be perfect about it. Be the opposite of perfect. Be, like, embarrassing to yourself with just how, like, rapidly you just knock this crap out. Okay. Later, we can make it not feel like knocking this crap out. Alright.

This is, again, the appointment confirmation video script. Someone, whether they have watched your workshop or not watched your workshop, lands here. All you’re doing is saying, hey. Well done.

We’ve booked you in for this. Make sure you’re matching their excitement for taking this next step. That doesn’t mean when I say match their excitement, I mean, match their actual excitement, not match a cheerleader’s excitement, match what’s really going on for them. Like, are they trying to like, what problem are they trying to solve?

Do they worry that you might not be the right person? Now you don’t have to talk about that. Just make sure you’re on the right tone with them. Okay?

And then tell them what they can expect in this fifteen or thirty minute call. That’s it. Match what they’ve done. Hey.

Well done on booking in your appointment with me. I don’t know. Match their excitement for taking this next step, and then tell them what they can expect. That’s it.

Then below that, you can either talk about this in your script, although I recommend that you only film things that will truly be evergreen.

So if you’re like, look below to get the cheat sheet on how to prepare for our call, and then it’s not actually below later for some reason, just don’t put anything in video that you can’t make evergreen. So this might be the kind of thing that you do wanna talk about in video where you’re like, well, of course, they’re gonna go check their inbox. It’s always in their inbox.

Or if it’s, hey. We only do this stuff by text or on WhatsApp, make sure you tell them where to go look for the confirmation.

Tell them that they need to accept the invitation now or else. So what’s the consequence?

If you don’t accept this invitation and I go to see it and it’s, like, the day of our appointment and you haven’t accepted the the, you haven’t confirmed this invitation, then we cancel meetings. So please just go to your inbox right now, hit accept, and we’ll see you in this call.

Tell them whether they can or can’t invite others. Do you want them to?

If it depends on your ICP. It depends on what you talk about in that first call. Tell them what they need to bring. So if it is, hey.

We’ve just you’ve seen the workshop with the diagnostic. Now, of course, this has to be for two audiences. So as long as you know they’ve both seen the diagnostic and you can say, hey. Why don’t you bring your diagnostic worksheet to our call?

Because then we can talk through some of the bigger opportunities that you just identified, and then what they can expect by the end of the call. By the end of this call, you’ll know if I can work with you, if we’re a good fit, where we could fit you on a schedule, if we’ll hit your deadline, or what might have to be adjusted to make this work. Like, really help them understand what they’re gonna get out of it. And we’re gonna do this all in a one minute video.

Okay?

So any questions before you just start scripting this post post appointment confirmation video script? Any questions?

No? Good. Let’s take three minutes and just fly through it. Alright? Alright.

Okay. You got an extra thirty seconds. You’re welcome.

Now is the part where you go on mute, if you’re not already on mute, and you pick up your phone, and you record the script you just came up with so that you have at least a first draft ready to go. That’s it. Pick up your phone. Make sure you’re on mute.

You can go off camera if you want to. If you don’t want people to watch you recording it, by people, I do mean me, and just record it. You got a minute. Just nail it.

Just there’s nothing you can do wrong here. Just record the thing.

Yeah.

I hope I’m not interrupting someone’s recording right now.

If I did, I’m very, very, very, very sorry.

But that is time. We’re at ten twenty five, twenty five minutes after a start.

Also worth noting is on request of some folks here in Copy School Pro, we have dedicated a week to it’s a get shit done week. You’ll see that also in your calendar too. So the next so today and next Monday, we’ll be talking about two key funnels.

Then on the twenty eighth, we’ll talk about, a retargeting funnel, which is somewhat it’s optional to set the funnel up. But what I want you to do that day is at least get the right pixels running so that LinkedIn is tracking traffic from that’s to your site and then off to LinkedIn, etcetera.

So that meta is as well so that when the time comes for you to do retargeting, if you’re not already, but I know some people in here have courses, others wanted to have courses and other additional products.

You will want to be doing retargeting ads at that time, and you’ll want Facebook, Meta, and LinkedIn to know more about, like, who’s coming to your, site. So that’ll make it easier.

Okay. So I’m telling you that because for the next two weeks, I’m going to have you do some of this training, and you might be like, I can’t get these things set up. That is what the week of the twenty first is for. So every day, we put in a two hour work block.

Do your best. If you can’t make those work blocks work, find time around those work blocks to use them to set up these funnels.

Get them finished. If you can’t do it right now, that’s okay. Alright. Did anybody actually record their entire video?

Liesel?

Cody?

Most of the way.

Most of the way.

Got, like, five seconds in. Yeah.

Yeah.

Like five seconds.

So Next time.

Okay. Good.

And that’s okay. Just practice it, then do it on your phone. It doesn’t have to be better than that. Okay.

Cool. Cool. Now we are in the part of the session where if you have any questions, we talk about them. Please put up your hand.

Do you raise your hand using the react hand raise thing like so, and then we go in the order that y’all show up. Now this month, we’re still gonna focus on your wins, I think. At least today, we will. So, before you ask a question, start with the win.

Share your win, and, and then we’ll go on to your question. If you want the whole room to help you out with your question, just let us know, and that’s what we’ll do. Alright. Liezl, we’ll start with you.

What’s your win?

My win is that I checked my LinkedIn, like, I don’t know, analytics, and it says that the same people who are industry, like, leaders, influencers in the space are looking at my profile at least once a week, if not more.

Right. So yeah. Big. That’s pretty cool.

That’s I know.

Right? So I’ve been reaching out to some of them. Yeah. Yeah. And then my question is and, I mean, I’m opening it to anybody who can help me. But I have a client right now who is I’m doing a go to market strategy for just to kind of take an audit of what his people were wanting, etcetera.

I scheduled a go to market, like, pre strategy, like, check-in just so that we can make sure the marketing standpoints and stuff line up with his ideas because he is he asked a million questions, and I wanted to, like, use this as a way to preempt it. So I have that tomorrow.

My question is, any tips for making sure that he like, I have all the data to support everything. He trusts me in general. I think he’s, you know, ADHD, like me. So we ask a lot of questions, and so I wanna make sure that I leave him feeling happy and excited about his strategy going forward, but, also, I don’t want the call to last, like, five hours.

Yeah. That would be a first note. If you want to leave them energized, make it a short meeting.

Like, that’s a huge thing.

So how can you keep it down to, like, twenty five minutes, and how can you invite talking and thinking from him?

Which I know is hard when you’re presenting something. Right? Yes. But it’s important to be able to build in those times to stop and let him chime in. If he’s a talker, that’s particularly difficult.

But you opened it up to the room. So anybody wanna share how you keep clients? Basically, Liesl, your question in a nutshell is for the room.

How do you, yeah, how do you present, like, the preliminary strategy to someone to get their approval without making it last forever and leaving them happy?

Anyone? Anyone wanna share? No? Does everybody struggle with the same thing?

I I can share something that I think I I think might help or that I do. I think this is what you’re asking, but sometimes I will send them, like, a Loom, like, like, a map, like, a messaging map or something like that with, like, a Loom video and the Google Doc just kinda walk you through what we’re gonna talk about on the call, like, the day before so that they have a minute to see it before and they have that to them. We get on the call. It’s really more like q and a and and follow-up and stuff. So that’s something I’ve tried.

Awesome. Like it. Yep.

Yeah. Even like a summary of the talking points, if you don’t wanna share the whole doc beforehand, like, here’s Yeah. What we’re gonna be talking about. These are the nine points I’d like to cover.

But we’ll focus on these three unless you want to talk about any of these other ones. Yeah. Anybody else wanna share?

I would say maybe just have your if you have your agenda of, like, nine points that you wanna get through, know in your head which ones are your must cover and which ones are your nice to get to if some things do run over. So you at least know, and you’re not kind of floundering about what comes next.

Awesome.

Very needed.

And then if you can send anything in advance, the usual, like, coffee gift card, right, to say, like, please show up energized.

Because we’re gonna be I’d love you to be engaged in this, and I’m gonna be presenting a lot, but I’ll also be stopping to ask you questions.

You may need to be caffeinated for this.

Yeah.

Right. Yeah. I like that idea.

Yeah? Perfect. Yeah.

Thank you.

I know it’s hard. Try not to talk too much, but it’s hard because you’re presenting. So just, like, practice and bake in pause for questions. And, like, a good question to get them to actually speak, not any questions, but rather, like, something that’s more about the thing you just discussed. Like, how does it sit with what you were expecting?

Something else that kind of opens things up. Yeah.

Perfect.

I never have any questions when someone says any questions, but but there’s definitely stuff I’m thinking.

Yeah.

Yes. Okay. Okay.

Okay. Thank you, guys. Awesome. Thanks, Liezl. Katie, I had you up next.

Okay. This is more related to the training. I’m just Okay. Am I on mute? No. Okay.

I just feel like I’m stuck in a loop, and I really want this checked off this week.

So they they come to my website.

Yeah.

They book a call. On the book a call confirmation page, I have already filmed the video saying, hey. You’re booked. The best people who get the most results from this call have already watched this video.

It like, blah blah blah about the video.

And then on the page, I also have, like, the what I cover in the workshop, a testimonial. So that feels good. But then people who watch the workshop, they on the workshop, there’s a booking link. Like, so they watch the video, then they have, like, to book a call. I guess I’m answering my own question, but is the answer that that is a different booking link so that when they book, they are not redirected to the page that gets you to book a to watch the workshop?

If they’ve already watched the workshop so yours is set up before what we’re teaching today. Today’s is set up in reaction to having seen so few SQL funnels in place last month.

So if you already have it, Katie, where you’re like, no. No.

I’m good, but I land what I’m hearing is you need two separate confirmation pages, whereas the finalized those days after watching the workshop, they need to go to a different confirmation page than people who have not yet watched the workshop.

In that case, if if the one that yes. It sounds like based on what you’re saying, you need two different pages because you’ve done it that way, which is great because that means you already have something in place. So good.

Good. Make two separate pages.

Just keep it tight.

Keep it straight.

I’m right that when I looked at the map in the handout, I was confused because that’s not what I have.

Because it’s different because you already have something in place.

Yeah.

Okay. Perfect. Okay. Thank you. I’ll just go back there. Good.

And that’s why I didn’t ask for when because it’s about today’s session. Caitlin, do you have a question about today’s session or something else?

Okay. Let’s go with that.

Yeah. I mean, I have questions of both, but I’ll start the the today’s session. So because I rewatched the video and the intensive about the funnel and came up with a lead magnet that was minimum viable, me on video explaining how we got this, like, two hundred plus percent uptick on on the sale webinar, sales with my client.

So it’s gonna be, like, sort of, like, the case study and then giving them some tips.

What with the workshop that you’re suggesting suggesting, is that, like, the ultimate goal? And if so, why? Like, is the workshop better than a video case study? And, also, if this is in the intensive somewhere, just tell me to just go find it. Okay.

No. That’s okay. The workshop comes up a lot as does the diagnostic, and they mostly are the same. Ideally, the workshop has the diagnostic in it.

Just so that’s an ideal state. The reason that a workshop with a diagnostic is useful is it it gets it gets people over a bunch of hurdles around, oh, you’re just another freelancer or you’re just another agency.

It helps them as soon as the person starts learning from you, they just trust you way more. I find that, like, that’s and I’m pretty sure there’s data on that. So and I’ll actually look afterwards. So you’ve got data on that so you feel better about that.

But I know anecdotally, people who come to me and say, I learned this from you. How do we hire you? It it never goes badly.

So we want them to show up not just most interactions with a freelancer are nothing to write home about. No one really feels anything. They’re mostly worried all the time like, oh, shit. This might just be another bad freelancer.

And that’s the case for people who have money to spend. I’m never gonna be able to help anybody who’s like, I just wanna get in somebody who has no money to spend. I don’t know how to talk to those people. They’re worried all the time.

But people who have money to spend just wanna make sure that they’re getting the right person in so they’re not wasting ten, twenty, thirty thousand dollars on someone who doesn’t know what they’re doing. If you have a diagnostic that’s baked into a workshop, now you’re showing them. You’re putting your brain on display and inviting them in to see how you think. Right?

So that’s where a workshop is an ideal thing with a diagnostic in it that much better. Does that make sense, Caitlin? Yeah. Mhmm.

Does it help with your question?

Yes. Because I think it brings me to my decision of just going with this minimum viable thing as my opt in for now. And once I get the the standing, that can be the next thing that I do, maybe next quarter, the workshop.

As your opt in, and if it’s minimum viable, that’s fine. What is your lead magnet? It’s a case study.

Yeah. So yeah. The title I landed on was something like the three hour fix that tripled sales because basically and then just kinda going through what my client or what I did with my client in her webinar. And it has to do with voice of customer data, and it, like, talks about how it’s, like, one optimization to, like, just kinda get them into, okay, optimization. Optimization is a good thing. Like, that’s what I need to be thinking about.

Okay. So the reason that you called it a three hour fix is to get them thinking about rapid fire optimizations to sell the retainer?

Rapid fire optimization.

The reason I say that is because three hours, to me, when I hear it and I know you’ve got this in place, but this is what coach this is why we’re all here.

Right? Like, let’s yes. Minimum viable, but is it is it viable? That’s my one concern right now in hearing about that as your lead magnet. The three hour fix, what are we telling people?

What I do is fast. You should expect rapid high results from the thing that I do.

Is that the kind of client you wanna attract?

Okay. Yeah.

My my pause on that. I’m like, you’re gonna get some shit leads in there who are like, hey. Just I’m gonna hire you for three hours. Do that for me. I’ll give you five hundred dollars, Caitlin.

Yeah. Right? So I wanna elevate your your prospect so that they come to the table going the ultimate thing is we want them to go, I hope I can afford her. That’s that’s where we wanna be. And the more we’re, like, we’re expecting more of them by saying sit down. I’m gonna walk you through this diagnostic, which eliminates people who are like, I don’t have time for this. I don’t wanna work with you if you don’t have time for this.

And that’s part of it. Right? So to be fair, when we’re selling courses, we are attracting, like, thousand bucks to buy coffee school for life. That’s not a good strategy to attract a a large organization, but we would never use it for a large organization either. We’re not saying it’s a thousand bucks a pop at all, the opposite.

And so there’s a time for three hour fix got us this much.

Is it when you’re trying to get a person to book a call with you?

That’s my question for you.

Yeah. No. I think that’s a valid thought. So and it’s not too late for me to kinda change the title and stuff of it.

Yeah. And you can still build that. Like, you can still hook them in your workshop with, like, let’s start with, like, quick wins. Yes.

They’re possible, but they’re usually possible once you’ve given a lot of thought to something. Right? Once you’ve been, like, absorbed in a brand, quick wins come up better. Here’s an example.

Show them the two hundred percent win that only took me three hours of work. Of course, before that, I had hundred hours being exposed to the brand. Yeah. So then you can then get towards, like and here’s how we understood that this was the thing to work on, and that brings you to your diagnostic, and then I book a call with you.

So I’ve seen you do results. I see I see that I have to work with you for a good amount of time in order to start getting those quicker results, but it’s possible, and here’s how she does it.

Okay.

Yeah. Awesome.

Okay? Thank you. Mhmm. Cool.

Sure. Alright. Anybody else?

We’re low on questions these days. Is it spring? Are you all gardening?

That’s taking up all of your time.

I know I Joe, I just had a question about, I popped it in the chat if that’s the correct Yes.

So what you’re talking about?

It can be. Right? So the match trigger tease as a video is, like, match where they’re at, and then help them know, when they’ll be ready for the next thing. That’s the tease.

Right? So, how will and the trigger for the tease. So that’s why tease, the trigger can go both ways. You can either tease then tell the trigger or say, here’s what might happen and here’s what that will mean for you.

And sometimes that could have, like, a mini version of your workshop baked into it.

But are are you asking this because you’re just looking for the video that’s about the workshop, or are you asking this because you watched the MTT ladder prep framework and you had questions about workshop stuff in it?

The first one.

Because I already have my diagnostic for that?

Yeah. And I just wanna make sure that I’m finding, like, what is supposed to go around the diagnostic Okay. To make it into more of a workshop vibe.

Okay. Sarah is here because Scarlet’s there.

So, Sarah, can you I’m on it?

Yeah. You bet. You.

Okay. Thank you.

Awesome. Thank you.

Oh, she says on it in chat. Perfect. Thanks too. Okay. Good.

So we’ll get that going. And then, Jess, if you have more questions about the workshop, we can put together more workshop training, like, next month. Right? Cool. Okay.

Awesome.

Caitlin, you’re back because you had a different question. Yes?

I am. But Jenny also has her hand up. So if you want to go because I already chatted.

K. Jenny Jenny is being welcomed in.

Jenny, what’s your win? And then unless your question is related to today’s session.

Yeah. So sorry. It says questions only about today’s session right now. No.

I mean, if you ask any questions, if it’s not related to today’s session, then you have to start with a win.

Okay. It’s not related to today’s session.

Okay. So what’s your win?

So okay. So my win, I think literally my win is joining this program, honestly. Like, that’s the first one that comes to mind. I joined the program. I’m excited.

So that’s a big win for me.

Okay. And so my question is I’m working through like the intensive, right? Just to get my offer kind of on lockdown a little bit better. And so I just wanted to share with you what I’ve kind of come up with and I’m thinking about just I don’t know just to bounce it off and see if you can see anything that I don’t see I guess and what I think I want to like focus in on is doing like the like, when you wanna evergreen something. So the the funnel from, like, webinar to sales for, like, a group program or course creators.

I think that’s what I wanna do. That’s what I I’ve done a lot of, but I just haven’t been like, I’ve learned a lot already so much being here. I haven’t been, like, optimizing it in a retainer or doing anything like that, and I think that’s the angle that I kinda want to lean into.

Okay. So Evergreen webinar that drives to a sales page largely for group programs?

Yes. Okay.

Cool. And then that’s I mean, we already have people in here who are doing that exact standardized offer, so doable.

And we can refine that, of course, as you go. It’s really a question, I think, of your ICA slash ICT, who you’re targeting. So have you got that sorted out as you’ve been working through the intensive?

Yeah. So I think that was kinda my next question is, like, should I just keep going through the intensive and doing those worksheets and just doing that to get more clear as I go here? Yeah.

Yeah. The first three weeks of the intensive will be the the bigger ones to really, like, nail down.

But you also don’t wanna work on those alone. So as you’re going through them, make sure you’re posting questions in Slack and bringing your, questions and ideas to feedback Fridays so we can talk one on one about that too.

And then in these these situations as well.

But the first three weeks are the the big ones.

Yeah, the I know so Evergreen webinar and then the sales page, we just really need to make sure that your ICA is looking for those things from you and values them. I’m sure that they do value them. I’m wondering about the emails and retargeting ads and other things that people want in there. I’m not saying you have to do it at all, but rather let’s just make sure that as you’re figuring out what your standardized offer is and the retainer that comes off of it, what does your client expect?

What does their team already look like? Like, what resources do they have? If you’re like, well, they’ve got an ads person driving traffic in and doing retargeting ads. Cool.

Then you don’t have to worry about that as long as you’re available to discuss those things with the client, not to do them. But if the their ads person comes to you and says, we’re doing retargeting ads, for people who dropped off the webinar.

Any ideas? You’ll probably wanna have some ideas there. Okay. Yeah. And that’s okay. You’ll work on that. You’ll become the expert in this for your ICP.

That’s it. That’s the job now is, like, becoming the expert there on that. And then the sales page, it’s really between these things, the evergreen webinar and what that means.

So an evergreen webinar lives on a landing page. You have to register for it. So if those are two things that you’re also setting up as well, are you setting up the webinar, or do they have a webinar?

Are you evergreening an existing webinar, or are you starting from scratch and doing a new webinar for them? Does anything come to mind on gut right now between setting it up from scratch or evergreening one that they run as a one time offer?

It’s usually what I’ve done is evergreening one that they have done, or they’ve done so many launches and they’ve tested different, like, master classes and webinars throughout all their launches, and then they, like, test them evergreen.

Yeah. And things like that. So they usually have it, but then sometimes when we work together, they’re like, I think I need to redo my webinar. And so then they’re, like, redo it a little bit.

So Yeah. Yeah. So I think they already have. Like, I don’t wanna create anyone’s, like, webinar for them.

Yeah.

But I can I like to do the the opt in page and the thank you page, sales page, and, like, a sales sequence that goes out after the webinar, I guess? So Yeah.

Yeah. Okay. Good. Okay. That’s great. And then those are optimizable things. If there is a sales sequence in there, then that’s the most optimizable thing on an ongoing basis.

So that’s where your retainer really will live. But every all of it will be. Right? Your your job will be to get results from their evergreen webinar funnel for this particular type of program.

So, yeah, sounds like you’re on track.

Okay. Should I do some, like, market research or something to figure out, like, how how much would you spend on this? What’s your team? Like, I just yeah. To know a little bit more. Yeah.

Yeah. And that’s in the intensive too. It’s really, like, breaking down what their business looks like. Yeah.

Which ideally, if you I think when we were talking, you have I have Mhmm. Some people you could talk with about this. Right? Yeah.

Yes.

Yeah. Okay.

Okay. Yeah. Okay. Okay. Thanks, Jenny. Thank you. So okay. Caitlin, what’s your win?

My win is I’ve been just digging into numbers of my client just to, like, pull out more very concrete numbers of, like, upticks and this and that. And I have some good exciting ones, that I can just use in content and blah blah blah moving forward. So that’s a win.

Yep.

And then my question is and, again, excuse me.

If if this is in the intensive, I will just go back. I’ve watched a bunch of it, but my brain needs to rewatch a lot.

The triage calls, it’s different from the way I used to handle things previously. I always would do a thirty minute discovery call and just kinda knew how I handled that.

The fifteen minutes sort of get to know you, like, should we book another call? That’s different, for me. And so do you have is there, like, a skeleton or a couple points that you have to kind of guide yourself through that short, short call?

Yeah. Yeah. We actually have a COP that our s d COP and SOP that our SDRs.

I’m just wondering how many abbreviations I can throw out in a single sentence.

That they followed that we can just share. And it was for it for us, it’s for something that’s not services.

But I can share that with you as a starting point. The what’s pot what’s what’s getting in the way for you there? Anything particularly or just it’s a whole new way of doing it?

Yeah. Yeah. Just that it’s a whole new way. So and and I’m gonna do it. Like, I that’s where I’m just gonna follow this to a t.

I just right now, I’m like, there’s just a little bit of a blank space Yeah.

Of how to handle it other than talking about, you know, what made you book this call? Yep. How are things going in terms of, you know, the problem that they’re having?

And seeing if we like each other.

Like, I I like, I’m like, well, I need in my brain, I just need to know that I’m bringing you from point a is how I open, then I make sure I go to point b, and then we close on point c. So I’m just trying to figure out what my concrete ish structure that is flexible when we’re there in real time is.

Yeah. Totally. Okay. So one part will be just sharing that SOP with you so you can see, like, what some of those, like, conversations are. The the reason that I want it to be fifteen minutes is you generally do know if you click with a person or not pretty quickly. And if you’re booked for thirty minutes, that can suck. It also helps to have, I think, to arrive in a call with the constraint of time so you don’t just sit around talking.

I have found that this can sound weird. I don’t mean it weird. I just what I found. People like to be handled. So move me through this conversation more than chill.

There’s, like, a more, like, a sales drive there.

So that’s why one of the reasons it should be fifteen minutes. Let’s just, like, nail down if we should even work together, and that’s mostly gonna be on, like, when I talk to you. Do I like you? Do I like if you said something to me and I didn’t agree, would I, like, wanna fire you right away?

If so, then, like, we probably shouldn’t work together. And you’ll know that. It doesn’t mean that you should be flippant. I’m not saying that either.

But fifteen minutes is plenty of time to determine what their challenge is.

Ask that question of, like, okay. So you want x result.

What’s keeping you from getting that today? Have them really open their minds up to what is keeping me from that? To allow you to have a better challenger sale conversation in that one hour call, which is when you’re really gonna dig into, yeah, the the challenger stuff that we talk about, which is a workshop we have out there somewhere. If I haven’t talked to you about it before, I’ll find that too so you can see what that looks like.

Yeah. Okay. So Yeah.

It’s really just kind of about, you know, part one determining the problem, asking that, what do you feel, or maybe the oh, yeah. Opening the gap too that you talk about, like okay.

What’s keeping you from getting there? And then is it, you know, just hearing their pain points and getting that VOC for your follow-up stuff and just from there kinda just being like, okay. Like, I’ve considered this, and I I think we we might be a match here. Let’s book a call to, I don’t know.

Let’s, like, like, let book a follow-up call to, like, speak, you know, more about logistics and and when we could get started?

Well, so the follow-up, the one hour call is like it’s a consultation.

You are sitting there with them, and before that, they should have done work.

And so the work could be, hey. Watch this diagnostic video. Bring the worksheet with me. Sometimes that’s it. Right? Pretty straightforward.

But a lot of times they’ll already have watched your workshop before the fifteen minute call. So it’s not always gonna be that, but that’s really a question of mapping out what your funnel looks like so that you know, what they’ve already seen, what they haven’t seen yet. Great.

But that one hour call, for us, when I was running agencies, it was bring here’s what I need to see before we even have a call. Give me access to your Google Analytics.

Here’s all the things that I’ll say around that, right, to make sure they don’t feel weird about that. It’s really just an put my email into your analytics so I can sign in. That’s not hard.

Send me any survey that you’ve done recently or transcripts from customer interviews.

And largely, it is so that you can take a look at this stuff and go like, okay. You came to me saying you want to optimize these emails, and that’s cool. Great.

I’m looking in your analytics, and you’ve got these pages that are driving into that.

Now if you it doesn’t mean everybody has to go around worrying about analytics or anything like that. So that’s an example of what we would ask for at the agency because we were optimizing copy.

If you’re coming at this, you’re gonna have your own questions, your own show me your VOC. Show me your data right now. Show me what’s working. Show me it’s not working even if that’s, like if you’re in video optimization.

Give me access to your Wistia. I need to go in and look around and see how far people are getting into these certain videos if we’re gonna be working on your video. We’re gonna evergreen your webinar. If you’re it’s already hosted somewhere, I would like to go in and see the analytics on that.

And then they can give you that between the end of that fifteen minute call and and two days before you have your actual one hour sales call so that you’ve got time, to really talk through that. But the fifteen minute call also is where they tell you, basically, the scope of the project as they see it, when they want it to start so that they know when they want it to finish by. So what’s the campaign date you’re working against? Or if it’s evergreen, like, what’s your launch?

What what are you doing?

When when do you need to get this stuff done? They can talk to you about their, budget, or you can lead the conversation at this point if it feels right, to say, like, alright. So we haven’t really dug into your data yet. I don’t know what the scope of, like, your business looks like.

I’m there’s a lot more that we have to discuss. But based on what you’re saying right here to me, it sounds to me like, yes. We could possibly hit that deadline, but let’s discuss. Just yes.

Budget for this sort of thing, I wanna make sure we’re aligned on budget before because there’s no point in booking another call if we’re in two different places. So for me, a project like this generally comes in fifteen to eighteen thousand, and then we have a retainer off of that.

How does that sit with your budget? And then they can talk about that and go like, oh, oh, that’s too much.

Now I know there’s also a school of thought, and I believe in it too that you shouldn’t bring up budget until people have been really sold on what you do. But in this fifteen minute call, we also wanna eliminate wasting an hour of our time on the wrong person. So does that make sense, Caitlin? There’s a lot to discuss here, but fifteen minutes, keep it tight. One hour, be ready to have a good consultation with them.

Okay.

Cool. Yeah.

That’s a lot.

Thank you. I know. Okay. Alright. Katie, what’s your win?

My win is my very first sale of my signature offer.

I put I don’t know. I mentioned it on Thursday’s call, so hoping I can double deal on that one.

You did. I wasn’t there. So Yeah. Good honesty, though.

Thank you. And so this this has been really helpful because, of the the last SQL funnel optimizations, I’ve really been trying to get this all sorted, and the fifteen minute call has been part of that for me too. K.

So if I can rapid fire you with a couple of questions about these funnels That’d be great.

So I currently have the main CTA on my site is to book the fifteen minute fit check call.

And this might be a throwback, but I still have the Google Doc where you shared the lightly scripted fifteen minute and sixteen minute calls in ten x FC. So I’m happy to share that if that would be cool with you.

Nice. Yeah. Still the same except it’s not informed by the challenger, sale. But Yeah.

Yeah. Perfect.

Okay. So there’s that, but then people who watch the workshop are currently directed to book the strategy review call, which is thirty five minutes because I figured we’d have I don’t know. I just felt like they deserve more time for having put in more work prior to booking that we would Okay. Be talking about what they had seen on the workshop. And then from there, I’m like, thirty five minutes seems like not enough time to actually sell them the whole package.

But They’ve been through your diagnostic and your workshop, and you don’t think they’re presold on working with you.

Yeah. That’s fair. So do you think that I could make this if they’ve done all that, I could make the sale in that thirty five minutes?

Yeah. I mean so I’m curious that you said you they deserve more time with you because they’ve invested this time. When for a business person, the reward is this is gonna take less time. So, I would argue, like, can you get her done in a twenty minute call? What else would need to be said in your workshop to get them further along the journey towards saying yes to you? So is there more that you can go through your past call?

Honestly, I think the workshop is strong.

I think it’s me making things hard because I’m scared of asking for the sale. But it’s the issue. It is the real issue here. Like, I don’t think yeah. Okay. Yeah.

Yeah. Good. So now you know.

Just do it in I would thirty five minutes makes me think it’s gonna go for an hour, and maybe you will. And maybe that’s what you need if you, like, get into this conversation with them. It’s nice to have that time available to discuss.

So maybe you leave it at thirty five minutes, and you allow yourself to have a longer conversation as long as it leads to the second half of the conversation, no matter how long it is, has to be on closing them, on working with you and confidently saying your number because you already charged people that number. It is the number. That’s just the way it is. Of course. Do they want the value? Yeah.

Yeah.

Okay.

Any more rapid fires?

I tried to keep my because now I’ve just been sunk into this.

I’m, like, not spitting out, but I’m like, oh, wow. There’s a whole other question around, like, how am I I’ve always done this, like, consultative sales process where I was tailoring the package to their needs, and now I’m like, no. The package exists. You’ve already heard all about the package. So, like, it’s more about selling a product that they’re already bought into than it is a tailored solution.

It’s really unpacking, like, what would get in the way of it right now. Because they’ve already seen they’ve got a problem diagnosed.

They can see that you can solve it. So I would review the workshop to make sure that it’s clear that you are the one to solve it. And if it’s not the workshop, can you put more testimonials on those pages leading up to the conversation with you to make it really clear?

And, yeah, then what else is getting in the way? You don’t have to ask that question, but sometimes you might ask that question. And just the answer, whatever is getting in the way, whatever the additional constraint is, get it out of the way. Mhmm.

Yeah. Okay.

If I can, the rapid fire was, I have a PDF, like, version of my diagnostic that points people to the workshop.

I have the ROI calculator that currently also points people to the workshop. So currently, kind of in my marketing funnel, everything points to the workshop, and then the workshop will point to book a call.

Right.

K.

Strategy review. Good. We’ve checked. So the page they’ve booked a call, and they’ve already seen the workshop.

Is there a CTA there that’s, like I don’t know, it’s me on Instagram.

Like, they’ve the landing page for, like, Calendly or whatever.

So they’ve booked they’ve watched the workshop, booked a call, and now there’s a landing page, and you don’t know what to do on it?

Well, I mean, my default will just be a one question, survey, but I’m like, is there something else I should do if they’re the super cleaner? I think you’re probably gonna say, like, take their number and call them or something like that.

Katie, you’re such a good student. Okay. Grab that number. I don’t wanna do it right away.

I think and I it’s a big thing you’ll say it. Okay. Okay.

Yeah. Yeah. If they’re willing to give you their number, that means they’re open to a call. Hop on a call as as soon as you can. Just call.

And if not, then if you don’t feel like calling for some reason, even though it could be worth twenty thousand dollars just to sit there and make a call right now, I mean, I guess there’s other things that you’re doing that are worth twenty thousand a minute. But, yeah, I don’t know what else it would be. So it might as well be, hey. Let’s hop on a call right now.

And for now, anything else is just getting them to show up. That’s it. So the show up is a huge part of it. Show up not just show up annoyed to be there.

Showed up show up ready for, like, this is what I’ve been missing in my life, and Katie’s got it for me. Yeah.

Okay. K?

That’s great. Thank you.

Alright. Thanks, Katie. Jessica, what’s your win?

I’m gonna change mine now that I just heard Katie because I’m hoping it’ll help her. I had, an experience with two discovery calls, and both of which came through referrals, which I thought this might help you, Katie. So the first one was a former CSP’er had referred me to, like, one of her best friends, and she basically was, like, sold in a discovery call. Very quick, fast decision maker, female, just like, yes. Let’s just go. And then I got in another call with a with a guy who, I guess, really respects Joe, former somehow they have a relationship, and then, and was like but talked and talked and talked on our call and kind of in circles, he did. Not me, surprisingly.

And and then he was like, oh, well, can you show me some of the books you’ve been a part of? So I show him, goes and reaches out to one of the people. And then and I was just sitting there going, this is red flags. To me, I just it was like two really good examples of, like, I wanna work with the person who gets a great referral, trust that person, and, like, let’s make a decision.

This guy was not a good referral, not because he didn’t immediately trust me, but more like he had to go. I could I could see through my network who he was checking in on that I’ve worked with, and it was like nobody was enough to trust. And I was like, this guy will be a pain in my butt badly. No.

Nope. Nope. So I don’t know if that helps you, but I’ve just had so much more success with fast, like, let’s do this. I’m more like Joe was saying before.

Like, they’re not worried that they’re gonna lose all their money. They’re just worried more like, oh, is this just another freelancer who’s not gonna do a good enough job? Like, there’s a difference there. And I don’t know I don’t know if that helps you, but that’s what I’ve noticed in some calls.

So Thanks, Jess. Anyway, so I closed a project, except I know how to fix it. I’m just hoping you can help me with some of the other stuff ways I could leverage this and learn from it and implement.

So I had kind of an ideal lead reach out, and they’ve been wanting to work with me. But, the big objection was this worry that organic fixes, like optimizing your keywords and your categories and stuff like that, would not improve visibility enough to increase book sales and thus get them, you know, on the other side courses and, and new clients and things like that. And I did a very poor job because of my relationship. I did a poor job of, like, selling them on no.

No. No. Actually, like, this person knew what they wanted. Type a business control person, and I want this.

And that’s cool, but I did a bad job of not explaining that, sure, you can do ads, but you’re basically putting traffic sending traffic to a leaky bucket.

And so first, you need to you know? So I didn’t do a good enough job there. And that’s fine. I know how to walk it back with this person and do their ads for them, but also at the same time fix the leaky bucket.

So I’m not worried about this client in particular because of our relationship. But I do wanna know what your opinion would be on. One, of course, how do I make sure that doesn’t happen again in the sales call? But also, like, is this something that I should be thinking about for a workshop pre before they get on with me?

I don’t know because sharing all I find that I overshare. Like, remember when you said at the beginning of copy hackers, you taught too much almost and give away too much?

I feel like I do that sometimes, and I basically give them all of my strategies and tactics, and then they can just go implement.

Yeah. Okay. So so there’s a couple things there, but your first part of the question was around what how to prevent that in future sales calls. But what happened in the sales call? Like, what did you I know that you didn’t you don’t feel good about what you how you ran it, but, like, what happened?

I know this person so well, and I know they’re such a control person. They when they’re it’s kind of like I mean this in a really complimentary way.

It’s kind of like when I work with you. You’re very I want this. I want it now. I want it.

And you know you and that’s great. Like, you know, whatever. But you also respect experts. And I did not say to my person who I have a good relationship with, but I’m the expert on this.

So I let her kinda do her thing and be the expert in and dictate, and I should’ve made it clearer that I knew there was a leaky bucket, I guess.

Okay.

So was it to me, it sounds so a couple things come to mind for me.

You gotta let a client be a client no matter what you know about what they do. If they come to you, they have a problem, they are not able to solve it themselves. And if you think that they are, then really, they’re not gonna be great to work with because what are you doing for them? If they can solve it themselves, now you’re just somebody who does what they don’t have time to do, which is not a great value proposition.

Right. So you gotta I’m I know it’s like a mindset thing, but it’s like, put a sticky note there that says they’re the client right now and, like, let them be the client. You ask the questions. You listen. You point out how that’s not really gonna work, and here’s why.

That’s to me, it sounds like you were, yeah, letting them be a person that you know rather than Yep. A client.

Yeah. That’s exactly what it was.

Yeah. And so it’s just make that a rule for yourself.

All leads, no matter how they come to you, if your mother comes to you and says, I wanna write that book, you have a really awkward conversation with her about things, and that’s doing her the honor of treating her like a client, because that’s how she’s gonna get the most results. Okay. So you’ve got this challenge. You ran it, the call a little bit wrong because you knew the person, which is just something just to keep working on too. Right? Like, you as you get better clients, better people coming in the door, they’re probably gonna be opinionated, intimidating in some ways, and you’re gonna have to talk over them.

I’m like, that’s just a skill you just have to get ready to have even if it seems pushy or whatever, especially on Zoom. Like, there’s the talk over problem. You have to just keep talking. That’s just the way it is in order for them to stop talking and listen to you.

And that’s just what people I think are used to as well. Type a’s are used to it. They’ll keep chirping. You keep going, and it can feel like this bullshit.

But that’s like they’re not listening. They’re talking. Oh, she’s trying to talk. I’ll let her talk now. Like, I think it’s just I’ve learned that with with people.

You just have to let go. And to a point, right, without it being, like, this aggressive boxing match of, like, vocals. Okay. But then what was the second part of your question there, Jess?

I do think that there might be an opportunity to take that objection and educate a little bit more or potentially use that for I don’t know. I’m not sure.

Yeah.

And so, like, update the workshop.

Update I mean the things that lead them to be a lead for you. A lead. Mhmm. Yeah.

I mean, that’s like some Hormozi trick. The second they get a new objection in, Hormozi goes and records a new video that counters that objection, and they just slot it into the existing video they have. And that’s just like an ongoing exercise. So, yeah, soon as you get one, go record a reaction or a thought on it, and then embed it in whatever whatever video you’ve got, which is, again, another good reason to know how to use editing tools so you can sit down and pop that in there.

Yeah.

Okay.

Yeah. Sounds good. Yeah.

Cool. Thanks. Good. Good. It sounds like business is good, Jess.

Oh, yeah.

I mean, it’s crazy busy, but, yeah, so I’m not complaining.

Yeah. It’s good. It’s good. Awesome.

Anybody else? When are we wrapping up?

Alright. If we’re wrapping up, wonderful. Good. Don’t forget. Put some questions together for Ross. Read his book.

Create once, distribute forever. It is a very quick read. So just grab it. Done. Got it.

And if you’ve struggled with, oh, no. I have to keep creating new stuff. This is Ross will tell you, you do not. So make sure you attend that on Wednesday, and then also furnace session on Thursday.

Feedback Fridays this week is also ninety minutes yet again, and, of course, you can cycle through. And if there’s room, you can go in more than one time. Okay? Good.

Alright. We’ll see you in Slack, everyone. Have a good week. Bye.