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Be The Ninja Master Of Hiring An Amazon Virtual Assistant With Nathan Hirsch – Part 2
March 16, 2021
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[00:00:01] spk_1: welcome to the seller Roundtable, E Commerce, Coaching and Business Strategies With [00:00:06] spk_0: and er not and Amy Wiis. [00:00:08] spk_1: Mm. [00:00:11] spk_2: And I would say to You have to be careful about the get rich quick kind of thing, too, because a lot of people don't spend enough time in something right. So, like some people try to get into drop shipping. And there are a lot of people that are really successful at drop shipping. But that's because they took the time to see it through and to in their audience and get their traffic going and, you know, But there's a lot of people that see their success. You know, 10 chapters down the road of Facebook had tweaking and they go, Oh, I want that And then they try it and they go. I didn't get any orders. I try to product, I didn't get any orders. And then, you know, So I think there's a lot of times when people kind of want the get rich quick thing, and they just jump from one thing to another. So it's like there's a balance right. There's a balance in spending enough time with something and putting enough backing behind it where you give it a fighting chance. But then there's also a time to say enough is enough like this isn't working and time to move on right. And there are [00:01:13] spk_0: signs to like with the hookah thing. I talked to a lot of people, and every single person said, Hey, I'm not interested without your school when we launched on Corona Week, which when the U. S. A. With coronavirus, which is like the worst time in the world. And we had, like, a bad first day even though we ended up strong, we at least talk to people and people said, Hey, I'm interested. I want this like the world's crazy right now. So there's at least signs And I think if you actually talk to the customers and you do the research, you'll be able to see Hey, there's nothing here. I can spend another two months are still gonna be nothing here or hey, there's signs. I just have to tweak my messaging tweet my page, tweet my marketing. Whatever tweaks you have to make it your business to make it happen. [00:01:54] spk_2: Love it. [00:01:55] spk_1: Yeah, absolutely agree. So, Nathan, I got I got another quick question for you. One of the things that I've realized is, you know, once again, I'm similar to you in in that, you know, always reading new books, always, you know, moving on to the quote unquote next thing to, like, get myself to where I need to be. But what I realized is is, you know, once you have a product, once you have something, there's only so much more you can do. Um, until you really dial in on sales, right? So sales is one of the most important things on the planet in terms of, you know, getting the word out. You know, if you you know, if you spend a little bit of time or you spend a lot of time launching a product getting, you know, great packaging, doing all this stuff and then you put it out there for a month and you hear crickets, a lot of people give up their they just go. Oh, you know, its not working. I'm out. Um, so I would love to kind of hear your feedback on, you know, uh, the sale cycle and maybe like how? Like, how do you determine? Um, you know what's working what's not working. And do you have any process in terms of, you know, maybe a checklist, maybe. Like, how do you go about? You know, you said you're doing podcast. You're doing all these things. How do you measure that? How do you decide what to work on next in terms of sales and marketing? [00:03:11] spk_0: Yeah, 100% agree. There was actually a point. And I don't want to bash the Orlando or like, the entrepreneurial community in Orlando. But I just got so frustrated cause I would go to these meet ups and everyone was like seeking funding. Like they just couldn't move in their business until they soak funding. And in my mind, I'm like, no, like, go get sales, go prove that you can actually sell your products. And if you do that, then the funding comes, Um, and to me, like, the whole thing just was backwards and got me pretty frustrated. But 100% agree. Like you have to start selling your product like same thing without your school. Like we didn't We didn't work 10 months, launch it and then try to sell it. We minimum viable product. Got it. out there with free out minimum viable product. Got it out there and [00:03:51] spk_2: to me, [00:03:52] spk_0: like we've never lived in a time that it's cheaper to start a business we mentioned. You can start a business with $5000. So unless you're you're coming up with, like, the next uber, which most people that try to come up with the next uber fail and hemorrhage a lot of other people's money, you you have to start getting sales early on and my thing. And this is why every time someone is like, Hey, why are you talking on the phone with people with free Upper earlier without your school when I was still doing phone calls? Now we have a V a team that does phone calls to me that figuring out your message and your pitch is incredibly important. And I like to hear when I'm talking to someone on the phone, like where I lose them, because there's always a point that you're talking to someone, and you're kind of explaining your product, explaining the benefits, explaining the pain point and you just realize that they just didn't resonate with them or you get kind of responses like, Hey, I'll talk to my business partner or hey, like, that's not really what I'm looking for. But then the next phone call, you tweak it, you try something else, and eventually you get to the point, and I feel like with free up we got to the point where people are asking me to, like show about masterminds to give the free up pitch because we had perfected it. But I didn't just wake up one day and come up with that pitch. That was like hundreds of phone calls, fine tuning every single word to make sure that it was resonating with people. And and that's a lot of times what you have to do as an entrepreneur to to kind of get there. And I don't think we're there without school outdoor school yet, although I think we're a lot closer than we were in March. So once you can figure that out and kind of dial in the sale cycle, everything else becomes easier. And if you think of it as a funnel, all those organic marketing tactics we talked about are really just to to spread awareness, to get them on your site to get them to check you out in some way, and then you have to figure out Hey, are you doing that? The up cells that Russell teaches for? For us, it's always been Get them to hop on a phone call. Um, the same thing with free up without your [00:05:35] spk_1: school. Like if you [00:05:36] spk_0: go to your school dot com, everything points you to schedule the call with my rock star via who impresses people on the phone, which is a big win for us. But even if you sign up for our other lead magnets, everything kind of points to the phone call and then to sail. But there's a certain element of tweaking, just like you tweet that pitch to figure out what works for your business. [00:05:56] spk_1: Absolutely. Love that. And I love to, uh, you know, for the people you know who a lot of the our listeners who are like Amazon focused. I mean, Amy and I did the sourcing small masterclass, right? And what that was is like, hey, by like, three products on l express. You don't need You don't need special packaging. You don't need a brand. You don't need anything. But you get to get something out there and learn the process on how to do to do Amazon, right? Like they remember when I first started, I did all merchant fulfilled because I was like, What's f B A. That sounds weird and scary. And how do I do that? And once you figured out, it's super simple. But, you know, it's all these things that you tell yourself that you need to do that are really not important until you actually get, you know, get some stuff moving, get some products, you know. And it doesn't have to be perfect, like, you know, you know, like, we we were saying, like, you know, it does not need to be branded. And what if I get hijacked? I go. Well, you just ordered 10, right? Start a new listing. You've already proved the concept. Start a new listing with your brand. Have it branded, You know, start over. And you've already learned how to launch now because that first product that you sold 10 of you all you do is just redo that process, right? But just put more effort behind it. So I absolutely love that. And I think that you know myself included. You know, I always like to tell people. Listen to this podcast. I get to make all the mistakes so that I can tell you guys, um, you know how not to make those mistakes. So I stumbled into that process early on in my Amazon career. I you know, I was just, like, trying to source, like, one product a week, which, you know, in retrospect, was crazy. But, you know, even if you guys source one product a month, which I think is actually a smarter thing to do, especially nowadays, and you do your research and you you know, you really, um you know, put your focus on that, that, you know, that's how you guys should really be looking at things. And, uh, you know, and and planning those those things out, but also testing first, testing the process, first learning how to do it successfully and then repeating it. [00:07:50] spk_2: And the other thing that Nathan said is perfecting your pitch that goes with anything that you're selling, whether it's because everything relies on the two questions, right? The one question that customer is going to ask when they hit your website or your Amazon listing, whether you're selling a service product and info product or a physical product, Consumer product is this for me. And if you don't have the answer to that question for them, for the right customer, for you, right? Like Nathan said, That wasn't my first pitch, like I learned over time how to pitch that. And I think of my invented product. When I first put it out there, I did such a bad job communicating what it was. And I thought that it was awesome, right? Like I thought I was doing a great job communicating it and I was getting returns and people were like, It's not a litter box and I'm like, Yeah, it's not a letter because I'm clearly not doing that right? Right. But it takes time. So, like Andy said, don't give up at, you know, a one month of Oh, I didn't have any sales that didn't work out, right? Look back at it and go. Why would someone buy from me? Why would they trust me? Because that second element is trust right there, especially free up. You know you guys had trusted via is how many of us and same thing without star school. They're teaching you how to hire someone who you can trust. And the thing. The biggest element when you're hiring a team is trust. When you're hiring anyone to take something off of your plate of this big, scary entrepreneurship journey is trust, and that's the biggest thing to learn. And why to perfect your pitch over time. Perfect your advertising perfect your brand messaging all that is because of trust. And so that's That's just a huge thing. Um, and so don't like Like Nathan said, Don't give up. Keep perfecting your pitch like and you said Start small minimum viable product, right? I love that. That's awesome. But don't give up that month one, but also know when to quit. Yeah, I love that you've taken what's worked for you, Nathan, and the other big thing that you do that I have such mad respect for is every time that you launch something new, you go out to your network and you ask them what they need and how you can make your offer better. You so many times have said, Hey, guys, we're doing this without sort school. How could we make it better. How could we make it more appealing? And you know, I've made comments on those things and you've implemented some of those things, and it's just like it's cool because then it's building on that trust. And just like you were talking about talking to customers and seeing what they want, I have to commend you for that because not everyone does that well. And you're just super humble, and you're like, How can I make this better? [00:10:46] spk_0: Remember, remember having conversations earlier with you this year that you're just super confused about outsource school, which is like the best feedback because it's like, all right, if if she's confused and I know how many import products you've just seen across Facebook or whatever in your in your lifetime, like clearly, the average person is confused, and there's a certain element of it, like like when we started free up. We kind of started off as an agency, and then we switched to a marketplace, and it took us like six months to get everyone out of the mentality that we are an agency and very similar to outsource school. Like when we started outsource school we launched with the course, and now we're kind of back pedaling were like, no outside school is not, of course, or a membership. And we kind of tweak some stuff there, Um, and part of that with with kind of reading the market and understanding what kind of business you want to run as well. And that doesn't end. I mean, back in the day when you can go to conferences, I would always ask people like what they thought of free up and trying to get feedback there. Same thing without source school. I mean, [00:11:37] spk_2: feedback can only help [00:11:39] spk_0: you. The key is making sure you're listening to the right people. Like when I tell my mom what I'm doing without her school, she's gonna tell me, Hey, it's great or whatever, but that doesn't mean anything talking to actual people that would buy that product come across. Similar products are familiar with that space. Um, and actually listening to them and it doesn't mean you need to implement every little thing instantly. But it's good to have that information. [00:12:00] spk_2: Yeah, I love that. So have you perfected your 32nd pitch for outsourced school yet? I'll test it out. Let's test it out. Tell us what else her school is. [00:12:12] spk_0: So if you join out to our school, you're going to get our unique hiring process that allows you to hire rock stars quickly whenever you need to. You're going to get access to trainings on how to set up different roles inside your team, like customer service sales, lead generation podcast outreach, stuff like that, support community and coaching to help you along the way along with access to our software simply s O. P. To make creating s o ps easier, um, and re occurring there. So if you join out to our school, you can join for 97 bucks a month or 9 97 per year, and we come out with new trainings every single month. [00:12:45] spk_1: I love it. And the other great thing about groups like that is accountability. Right, Nathan, That's like one of the main things that that goes with one of my you know with with the mastermind coaching group that I'm with, uh, for software is, you know, there's a bunch of us in there, and it's like, Well, what have you done for the last few months like it. Get off your ass and get, you know, get something done. Do something. So I love I love that, you know, with that type of setup, you also get accountability. The other thing, that's really cool that I think that some people have talked about before. I don't know if you've ever done this, Nathan is, um, in terms of, you know, verifying your product or or, you know, getting feedback from your product. You'll get hit or miss, but, um uh, Amazon Mechanical Turk like it's a little bit complex, but it's really not that hard. But going in there and just, you know, it can be for your Amazon product. It can be here for your software. It can be for whatever it is. It can even be like like I've done this before. Like, hey, you know, check out my website when you go to my website. What services do you think I offer and and the answers you get are extremely surprising. Um, so do you do any type of that, or is it all one on one, like personal stuff? Um, you know, in terms of of getting verification of product and things like that. [00:13:54] spk_2: Yeah. I [00:13:54] spk_0: mean, we do split testing and stuff. A lot of times I'm more on the ab side. Um, and I think that we could probably do a better job on the website thing. The thing is, Connor has come to just really good at building websites. I'm kind of lucky to have him, so I leave that kind of stuff up to him and he's constantly getting feedback there. And he probably does a lot of split testing stuff that that I don't even know about. So that's a little out of what I actually do on on a day to day basis. I'm a little bit more on the marketing side and creative side and getting out there and talking to actual [00:14:22] spk_1: people. Yeah, you're the face of the company. He's like, he's like me. The introverts. Yeah, that's my problem. I need the face of the company I need. I wish my wife was in the software, so she wishes I was in real estate. And I wish because she's like, Oh, if you came over to real estate, you can build my soft. You can build software. You can do all my marketing, and I'm just like me. And then I'm like, Oh, you can come into the software and Amazon things. You can do this for me and that and she's like [00:14:46] spk_2: So let's talk about that like that is a really great question that I get asked all the time from clients and that Nathan probably has a really good finger on his balls up. As far as what makes a good partner like, what should people look for in a partner? You've obviously been with her for a long time. Your skills kind of complement each other. Um, so what advice do you have for people on if they need a partner finding the right partner? [00:15:17] spk_0: So equity in your company is everything. I think a lot of people are way too quick to give up equity in their company. I mean, with Connor. Connor was one of my first employees. I hired him in college. He was one of the only college kids that was reliable and actually good at their job. But I built up a lot of trust with him before I actually made him a part owner and Amazon, um, and and kind of increased his ownership going from free up to outsource school, where we're 50 50 50% 50 50 owners in outsource school. So I mean that that trust develops over time and you won't actually know what you whether you can work with someone until you go through some adversity. It's very easy to be business partners with someone when you're making tons and tons of money. It's when everything goes wrong that you understand when you can actually work with someone. And we went through some some devastating times. I have a Myrtle Beach story where we kind of lost everything. You guys might have heard it. We had one supplier, one manager, and both of them quit and dropped us on a vacation that we took. We have to start the whole Amazon business from scratch and like year 1.5, um, and and other stuff across the way I having to fire people and make that hires that cost us a lot of money. So we've been through the ups and the downs. We've kind of been numb to that, and we have very, very different skill sets. I mean, you won't see Connor posting in the click funnels group, but he's a very good market. He's good at what he does on the S E o side, Good at what he does on the website side. Um, there's a lot of things behind the scenes. Makes me look really good. I probably get more credit than I deserve there, but we have the exact same values. We believe in treating people well. We believe in owning up to our mistakes because neither of us are perfect and you want someone that can take responsibility. We believe in like very, very lean finances, both on a business side. But also a personal side like Connor is not out there buying Lamborghinis. I'm not out there buying Lamborghinis. We invest in the stock market or or just very similar minded across the board. When it comes to our values and how we talk to people in general. Whether someone has never made a dollar before being an entrepreneur or they're in a figure entrepreneur, we try to treat people the same way. So same values, different skill sets and some way to build trust with them before you just go all in and give them everything and can't back out. [00:17:27] spk_2: I think that's like with great advice. You know, Andy and I have been in business together for a little while, and we started on our friendship and doing things together. And I think our Indian eyes biggest issues that we both have the same weaknesses. We both like to chase squirrels. We both like to like we both our idea fairies, you know. And so, you know, we're both kind of introverted in certain ways, and so it's like it's hard when you have a partner. That is, it's really good to have the same values because we have really similar values and which is so, so good. But it's hard if you don't if you both have the same weaknesses. It's good to have, like, strengths that complement each other's weaknesses. But, yeah, great advice on that. What do you think, Andy? As far as partners. [00:18:18] spk_1: Yeah, absolutely. And, you know, partnerships are harder. They're just like marriages, you know, Um, but the other thing that I think that you really need to look at and this was once again, you know, from my coaching call earlier today, which was great timing, I gleaned a lot from it is. You know, my coach asked the question of like, you know, are you getting a partner because you know, you're not. You know what you're working on isn't performing. And you think that partner is going to, like, bring some, like magic fairy dust to what you're doing? Or is it that you're just not getting it done? And I think that a lot of people think like having a partner Is this like Magic Bullet? Right. But what you have to think about is like step back from that and look at for me once again. Like I said to me at the introspection after my coach called today was that I'm sucking at sales like I should be on every day talking about my product, what we're doing, what's coming up. And I don't do that. And you know, there's lots of excuses. I have Children. I'm not getting enough sleep and things like that. But you have to push through those things right. You have to, like, say, you know what, I'm going to go live today, and if my kids come into the background, you know, maybe it'll go viral. Maybe you know it'll be like one of the like, that CNN video where that mom drags the kid out, which if you guys haven't seen that talked about it before, it's hilarious. Um, but you have to just get, you know, get out of your own way in terms of, like, really thinking about you know, what is this partner gonna bring to the table? And and is it something that you know that you're just thinking that you're lacking or is it you know, something that's essential. So that's stealing the only advice that I will give for my experience thus far in terms of partnership [00:19:53] spk_2: or something that you maybe need to hire right, that you have to have the visual the vision for and be able to give the guidance for. But you can hire sales. You can hire really great people who that's there. That's their Energizer Bunny. I always say you have time and energy and energy is a greater asset than time, because if I do things that bring the energy, I'm never gonna run out of time. I'm gonna be able to keep going because I'm doing things that bring the energy and, um you know when you go when you think about sales, If it's not your strong suit, you know your product. You know your pitch. Yes, as the owner and founder of a company, it's your job to make sales. But it doesn't mean that you can't give that guidance to someone else who loves making sales. Would you say that, Nathan, that you don't necessarily need a partner for it? And you don't necessarily need to hone the skill yourself. You can always hire for it. [00:20:47] spk_0: Yeah, and then that's kind of the big decision. It's like, Do I need a partner? Can I hire for it and certain things you can or can't? And you had something that I thought was really good. It's like, Do you actually enjoy doing it? And that's a question that Connor and I ask each other all the time. I remember asking each other at the end of every Amazon busy season, which was super crazy, were burnt out and we were pulling all nighters like, Hey, do you still enjoy this? Like even the last week? Um, Connor's actually on his way over my house [00:21:12] spk_1: right now. If he comes over [00:21:13] spk_0: and maybe I'll have him pop in. But like when we were walking, we went for a walk and we're just talking business and and it kind of reverts back to Hey, you still enjoying what you're doing? You're still enjoying, like what? You're rolling out for school. And if that answers ever know, like like something's got to change that you can only work on a business so long if you're not actually enjoying what you're doing every day. [00:21:30] spk_1: Yeah, [00:21:31] spk_2: that's yeah, [00:21:32] spk_1: that's great advice. And I think that so many people, once again we'll get into Amazon because they've heard it's, you know, you can make all this quick money and you know, they hate their 9 to 5 job. But when it comes down to it there, you know, they're really not passionate about it. And, you know, like I said for myself, that's one of the things that I'm starting to realize is, you know, I'm not being, you know, I've not been super passionate about my Amazon business lately. It's kind of like the thing I have to do, you know? And so, you know, I've kind of stepped back from that in terms of you know next year I'm going really, really hard into software and, you know, it's it's a big leap because it's going to be the same kind of thing of when I quit my day job to go to Amazon, right? It's kind of the same type of move where I'm not sure if I'm gonna sell my Amazon business or, uh, you know what's going to happen there. But you know, that self realization that, like, you know, am I just doing this because it's you know what I have to do? Or is it you know, am I doing this is what I really want to do. So, um, you know, once again, I'm not trying to dissuade anybody, but that's great, You know, Those are all great questions to ask yourself. [00:22:30] spk_2: Yeah, we did that [00:22:32] spk_0: back with our Amazon business like we were seven years in. We had a lot of fun. We learned a lot, but we got to the point where we honestly just hated it, like every time that we were not working on free up and we're working on the Amazon business. It felt like we were going to work for, like a corporate job. And we kept telling each other that telling each other that, and one day we were just, like, all right, Like, it doesn't matter how much money we're making. We gotta shut that down. Can't sell it. Let's focus on free up and ended up being the right decision. [00:22:57] spk_1: Yeah, absolutely. And once again, like I said, people, I'm not trying to dissuade you from selling on Amazon. I know lately it sounds like I am, but Amazon Amazon is a rough game. I'm you know, and you know, a lot of the gurus and things that are trying to, like, sell you things will, you know, tell you how easy it is and things like that. And, um, you know, they're there are definitely, you know, people who have who are and continue to be successful in Amazon. They love it. I'm not trying to dissuade anybody from that. And, you know, you can totally get into it and make lots of money. I mean, still to this day, I tell people as a side gig to like, you know, if you're working a 9 to 5 right now, you know, as a side gig, you want to make a little bit of extra money. I I still think Amazon is probably one of the best side gigs that you can do. It's one of the best main gigs you can do, um, if you really enjoy it. But there are, you know, these new and and continued roadblocks that pop up. But that's always going to happen. And no matter you know any business that you're doing. So on that note, anything go? No, [00:23:56] spk_0: I was just going to add in. I was selling baby products on Amazon as like a 20 to 26 year old like single guy. So like that I wasn't really passionate about what I was doing. And I think if I was passionate about the product I was selling, it would have been a way different conversation. [00:24:10] spk_1: Yeah, and that's a huge tip. And Amy, that's one of the first things that Amy and I, uh, you know, when we talk to people gaining on Amazon, they're always like, Oh, I really you know, I've I've seen this product opportunity here or whatever like that, and I and and I always tell people, you know, start out with either your passion or your hobbies. Because if you already have a great knowledge based on those things, number one, you're going to enjoy it because, you know, it's already something you're into. But number two people will see that you're an expert already, or at least have a big base of knowledge in whatever you're selling. So I think that's absolutely great advice. Now, Nathan, we've come to the part where you said you've done a lot of reading and you've been doing, uh, you know, I would love to hear kind of, you know, any books, podcasts, you know, things. Things that you're you're listening to or learning from right now that that you can share with our audience. [00:24:58] spk_0: Yeah. Good question. Right now, I'm heavily into the stock market. I am reading Peter Lynch's book. This is actually the second Peter Lynch book. I'm on really cool stuff on value investing kind of what we were talking about, like, just like you invest in products, you know, invest in companies, you know, in the stock market. Which back in the day I invested names I invest in apple investing Dunkin Donuts like stuff I knew you get into trouble when you invest in health care companies that have nothing to do with what your knowledge bases. So that's kind of what I'm into right now. A lot of Warren Buffett work. I've kind of gone through these cycles. Like I did a lot of real estate. I did a lot of webinar stuff. Um, I was on stocks. I think I'm missing one or two of them. But that's kind of where I'm at right now. [00:25:39] spk_1: Awesome. So we we mentioned outsource school, Uh, you know, quite a bit through this episode, but, you know, if anybody wants to check it out, which, you know, uh, we've interviewed a lot of people in terms of, like, staffing, outsourcing, things like that. Um, and I can I can easily say that Nathan is one of the foremost experts, Um, in that field. So, Nathan, where can people find, uh, what you guys are doing right now? [00:26:02] spk_0: Yeah. Go to outsource school dot com. You can check out a free trial. You can book a call with one of my rockstar VHS, which, if you've never talked to a V a that speaks perfect English that can handle high level phone calls It's a really cool experience. You can check that out. You can also check out our software simply s O P. And if anyone's interested in a potential partnership investment stuff like that, feel free to reach out with me out to me on any social media channel. Nathan Hirsch. [00:26:27] spk_1: I'm Nathan. Thank you so much as usual. Always super fun to talk to you. Um, I'm glad we didn't go with the script today. We shot from the hip. I feel like those are some of the best episodes. Amy. Anything else you want to, Dad? [00:26:38] spk_2: No, I I agree. This was a great episode, and it was really fun hearing from Nathan and the new chapter of his life here. All the new stuff he's doing and some great advice for those of us entrepreneurs who are also going through some changes in growing through our businesses, Especially after this year in 2020 right? Yeah. [00:27:01] spk_0: What a year. Well, we got, like, 10 days left. Hope you guys stay safe. Appreciate you having me out. [00:27:06] spk_1: Yeah. Thank you so much. All right, guys, as usual, if if you haven't rate review, subscribe to the podcast. Please do that. We really appreciate that, guys, um, you know, that's what really drives us is when we hear the coolest thing. Honestly, I know Amy feels the same way as when we get emails or comments from you guys, you know, on on how we've helped you that that you know, that that's awesome. I really, really appreciate that. When you when you guys reach out and let us know on that Also, please let us know what you want us to cover. Um, you know, as as you guys know, you know, we're not only into e commerce, you know, Amy and I are also into, you know, real estate and software and all kinds of other different, you know, interest. And we love to kind of at least I love to kind of veer away from, you know, the core of e commerce, even though that's still when you look at it, e commerce is at the core of everything we do, whether it's a digital product or, you know, physical product, anything like that. Uh, so please reach out to us guys on. I'm the most active on LinkedIn these days because you guys know that I continuously have Facebook trouble, which once again they've kind of got me in the penalty box for who knows why. Um, but thank you again, guys, And we'll see you the next time on the seller Roundtable. Take care, guys. Thanks for tuning in. 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