- Duration: 34 min
- Platform: meet
- Source: Read.ai 01JH125NMCB842GEK4D0XQ5VG8 (https://app.read.ai/analytics/meetings/01JH125NMCB842GEK4D0XQ5VG8)
Transcript
[Michael Houck]: Matt, how you doing, man? Holy shit. [Coach Matt]: Bro, I feel like I fucking know you through the interwebs, what’s up? Hey, sorry, you broke up there a little bit, but the audio came through late. [Michael Houck]: What’s going on, man? Good to meet. [Coach Matt]: No, I was saying it’s a weird world, like with the internet, where I feel like, I’m like, I know this guy, but I don’t. Good to meet you, man. [Michael Houck]: Well, now you do, man. Now you do. No, it’s good to meet. [Coach Matt]: Thanks for grabbing some time. Yeah, I’m super impressed by what you’ve built. I love it. It feels like the right dose of approachability, like you’re actually doing the work. I think sometimes some people come off like, you know, snooty, like, hi, A16Z, but you really, dude, you fucking nailed it. So I’ve had a couple folks who’ve used Megaphone and love it. Cool. It’s obvious. That’s a very logical and I think healthy, organic-ish way to grow. I recognize that you also do some, I don’t know if you call it ghostwriting or copywriting or kind of newsletter support. So I’m kind of at a, I don’t know how much you want me to just dump and you tell me if this is a good, yeah, I mean, look, I think I have, I probably have the opposite problem of most what you tell me. I have money to invest. I’m thinking like, this is the year of putting in, you know, like 50k into my business and actually like pushing. It’s also supported by the agita that I saw Sam Altman. He’s like, 1000 days until AGI crushes the fucking world. I was like, Oh, shit, I gotta get going. [Michael Houck]: Um, so you don’t want to be trapped in the permanent underclass when that happens, right? [Coach Matt]: No, it’s interesting. I’m like, I could put my head in the sand and build what I’ve been building, which is just a consulting firm. Think of it like I call myself a coach, but really it’s just selling my time for money, which is fine. That’s a million dollar business. I don’t know how to unhook myself from that. I mean, I understand all the frameworks, right? You like sell one to many. Hire coaches underneath me. There’s a, which I don’t want to do how to coach coaches on coaching coaches who coach coaches like the fucking MLM shit. I’m like, that’s not, that’s not the flow. So I recognize that the middle management layer, like my peers, I don’t know how old you are. I guess I could guess, but we’re around the same age, millennial ish. Okay. I’m 30, 39, almost 40 shit. I’m just trying to live my youth, you know? But I’m not trying to be the canary in the coal mine. It’s kind of like I’m just tracking what the fuck is happening. And most of my peers, they haven’t even turned chat GPT on. I’m like, guys, what the fuck are you doing? There are businesses who once had 100 folks. Now they’re whittling it down to two Gen Z weapons. So I think when I first stepped off Off the chief revenue officer path, I’ve been successful. I’ve built some businesses. The hustle, as you know, not from your perspective because you were the founder, but I would take 1% to 3% of equity for these big businesses that were well-funded, get to some inflection point. There would be an exit and it would be meaningful. My wife is an early employee at Snapchat, so I know it from at least the employee side So I stepped off and I started doing like fractional chief revenue officer work. I’m like, what the fuck? I keep, I’m doing the same thing that I was doing, but now I have more clients who are, you treat me even worse. I’m like, this is terrible. Um, then I started to narrow my focus a little bit more like productized consulting, but still it was a narrow focus moving people from a to B, but I was kind of doing the same thing, not really building my business. I got hooked up with your newsletter and it’s so clear that like moving from rented audience to owned audience and then dripping on them whatever the fuck you want to sell even if it’s like you know affiliate hustle there’s something there if you have the eyeballs like I’m sure I have no clue even before megaphone like just running some simple math I assume your newsletter like that’s that could keep you healthy, happy, and flush with cash, just the newsletter without even megaphone, right? So that I think, I don’t want to say that that’s phase one for me, but I think now’s the time. Now’s the time for me to actually build that. I’m friends with a guy named Sahil Bloom. I’m friends with a guy named Justin Welsh. I’m friends with a guy named- Sahil’s a good friend of mine. Yeah, yeah. So I know these guys and they’re all playing a little bit of different games. Sahil is purely like, you know, build a newsletter, have a basket of companies, be an author, get on stage. He’s not selling digital products, at least from what I see. Maybe he has some, he’s like tinkering with mastermind type stuff, but that’s not really the hustle. [Michael Houck]: Yeah, it’s not really his business. It’s, what’s his name? Matt. I forget his last name. It’s a different guy’s business. [Coach Matt]: Yeah. [UNKNOWN_SPEAKER]: Matt Gray. [Michael Houck]: No, no. Different Matt. Matt Gray also the masterminds and he makes a ton of money on those, but this is a different Matt who Sawhill partners with on them. [UNKNOWN_SPEAKER]: Snook. [Michael Houck]: Yes. [Coach Matt]: So what I’m getting at is like, I know, and Justin Welsh, like I was, I was about to hire him. He was the job who I was, I was the guy who was the hiring manager whose job he didn’t want to take. And he got it, got into solopreneurship. So, but he’s not, he’s a, he’s not the community guy. He’s selling a hundred dollar digital product and $1,000 digital product plus the newsletter. I'm smart enough to understand the game. I'm looking for you to tell me. I'm happy to pay you for your time too. I recognize I'm looking for freebies. I'm sitting at this inflection point. I got a smattering of, at any time, 20 to 50 clients who are just paying for my time. It's kind of a retainer. Yeah, it's a lot. It's a lot. It's a lot. But it's the funny thing. I mean, I know everybody talks about this, but the more baller they are, it's a game of clawing into the trust tree. Like a billionaire, he doesn't want to fucking meet with me weekly. He wants like one kick in the nuts quarterly, and he's happy to pay me 5k a month. So he's basically paying for me holding a slot. So I know how to do that. That what I don't know how to do is like transition. And I think I've purchased all these guys' courses just because I'm friends and I want to support them, but also I'm learning. So I guess it's basically like two questions. One is assuming that building a newsletter is a thing, amplifying my social is a thing, like the interplay between those two things, top of the funnel and then I don't know what you call it, middle of the funnel. You can help me with that. I think you're the guy. I'm still blown away that you fucking picked up, bro. I thought I was gonna get some sort of SDR from Zimbabwe. I'm like, holy shit, that's him. [Michael Houck]: I was waiting for the switcheroo last week. No, no, for these calls, it's always me. [Coach Matt]: It's always me. Yeah. So I have, you know, look, I have, I'm blessed that I have a wife who's my business partner. She's like the ops wizard. I wouldn't say she's a techie, but way more tech-enabled than I am. She is so happy to not be the front-facing person. She doesn't want to be out in fucking events. But I'm happy. I would say what I want to build is probably more like Saheel slash Matt Gray than it is like Justin Welles. Justin Welles just purely feels like super scalable digital products. That's his hustle. So that's what I got. I think it's changing so fucking fast, man. And one thing that's important to know, after I stepped off, I think I was like a hero to all my friends who were middle-aged, stressed out, worried parents who are making 200K and barely making any. So I get calls all the time from people in my go-to-market orbit. And they basically say the same thing. Hey, the second you are ready to hire me, I'll fucking come work for you. The problem is that I built a business called, it was a sales consultancy, right as like AI was coming online in a big way. It was just the wrong thing. Like training SDRs, that's not the fucking right thing. So I think I'm at this very, unique inflection point where it's like okay I have the blank canvas and I'm kind of looking for you if you know we partner on this to help shape like all right well you got a block of clay someone who wants to do the work I'm gonna I'm gonna keep my head down and bang in my cubicle for the next like decade building I really believe IRL is is gonna become more important I think there's gonna to be this backlash against the overproduced AI stuff yet. I mean, we can, I'm not anti AI. Let's, let's use it to win. Um, I can't, I mean, I can't sleep on the likes of long form. Did you see this? I'm sure it's, I'm sure you, someone like you've kind of seen this, but like, I think it was a Google Gemini report that, that said the seven 11, four, did you see this? Like for, for someone to buy something high ticket, you haven't seen this. No, it's a modern day. Someone that they, you know, it was whatever trillions of data points. They said for someone to buy an expensive pair of shoes or an expensive program like yours, they need seven, 11, four. So seven cumulative hours of time on content, either synchronous or asynchronous. The only way to get that seven hours is long form. Yeah, for sure. You know what I mean? Like long form newsletter, events, podcasts, YouTube, that's it. The 11 is 11 distinct touch points on a time horizon, right? And then four different mediums. Call, me reading your newsletter, me watching your video, right? That's four. So the 11 and the four are very easy. The seven, how the fuck do you get seven hours? Like it's gotta be, long form's the answer. And I'm already, I live in Boca Raton. There are 100,000 people here. It's kind of a weird, I don't know how much you know, but it's kind of a weird little bubble. [Michael Houck]: I went to college at UM, so I know the area well. [Coach Matt]: Oh, cool. I've started tinkering a bit with local events and creating that infinity loop of event marketing, content marketing, right? Host an event, come, apply. Oh, people are asking these questions. So it's like, therein lies the content. I film content there. So I'm learning marketing and people stop me in Publix. They're like, oh, I feel like I know you just like what I did to you, but it's just a microcosm. Of what is possible. So I'm going to be quiet. I wanted to give you enough to chew on, but that's kind of where I'm at. [Michael Houck]: Okay. I mean, that's really helpful context. I feel like I have the full picture of where you're at. It sounds like you sort of want, you're like, I'm ready to build this business in this new way. I'm ready to be more scalable. Maybe not to the Justin Welch sort of level of digital products, first and foremost as revenue drivers, but just, you know, more scalable than selling your time somewhere in between those two. Sort of polar points, let's call them, right? Is that accurate? [Coach Matt]: I would remove that governor. It's not. If I could build Matt Gray's business tomorrow, I would. Oh, sorry. I meant Justin Welch. [Michael Houck]: Did I say Matt Gray? No, no, no. [Coach Matt]: Justin Welch. What I'm saying is he doesn't like the human interaction. Like he tried some mastermind shit. He's like, I don't want that. So I'm saying anything that we think could I don't know if it's core offer and then different layers of access, right? Like scalable product and then membership and then small group and then one-on-one. I'm happy to rock with that. I have all sorts of ideas and I've been shaping and building different programs. I mean, I think what I would basically carry on and I'll tell you what my kind of thoughts are. [Michael Houck]: I think with this stuff, like plan ahead too much. I did this early on with my business where I wanted to have my community set up this way, my membership to have these components to it. I was like, that's the business that I want to build. And what I've sort of found over the last two years while I've been doing this is that you really just need to respond to what the people who want your stuff want, right? So we ended up focusing more on Megaphone than on the founder community, because what did founders want? They didn't want to join another online community. They wanted tools that are gonna help them achieve their goals, right? So they found high investment software product we had to build, but now it's great, it just runs. That's not necessarily gonna be right for your audience, I'm not sure yet. [Coach Matt]: Well, you did bubblegum and scotch tape it, right? I mean, you said type form to Slack, right? So you're building the two-sided market. I get it. That's the way to do it. And I think I, I see all these like big players, Dan Co, et cetera. Like you got to build a set. You have to build SAS. Like what the fuck are you just going to build? Like, are you going to be the newsletter guy? I don't want to say have to, but I'm saying you are, you have a front row seat. You are a technology, you know what I mean? Like, so it just makes sense to build something that's kind of scalable. [Michael Houck]: Yeah, I agree. And I think products are getting easier to build. These days, and AI will continue to make that happen. So it should be on our radar, is how I'd say it. But what I would want to avoid is for us to say, all right, this is the exact step by step thing we're going to build, because we don't know until we get people reading a newsletter, responding to your content, giving us data points, it's just impossible for us to know. And you probably have great intuition on that, because you've cultivated this, you know, this, you know, demographic and all that. But let's see how they respond. Things first. So what I would, I guess, recommend and sort of also what my initial focus was building this kind of holding company is you have to own the audience. Like I had the social media audiences, we had to convert those people to being owned. And we also had to pull in more relevant people to be in that owned audience from other sources as well. So early on for us, that meant partnering with other newsletters, it meant using like spark loop referral networks where the quality was really low, but it was also super cheap. It meant lead magnets that we post on social media and send viral with creators. And that got us to the point where we had enough budget coming in from sponsorships where we were able to start running our own ads and sort of get that funnel going or get that flywheel going. [Coach Matt]: Where did you build your newsletter? Is it through Beehive? [Michael Houck]: Yeah, I mean, I'm biased. I was an early in Beehive and Tyler's a friend, but it is at this point, hands down across the board, the best platform, most full featured, you know, best performant. So would highly, highly recommend that. Okay. Yeah. [Coach Matt]: Cause I see, I mean, it feels like Kit and Beehive are at least neck and neck out there from my perspective. I don't know, like, you know, from all sides of the table, I have no fucking idea. Nathan's a friend too. [Michael Houck]: So I don't want to talk badly about Kit, but there are things that happen when you build a bootstrap business over a long period of time, and then a venture-backed competitor comes in. You basically laid down the foundation of what needs to be built, but you also have this tech debt that's gonna take longer to kind of fix. And so Beehive comes in with fresh ideas, they're able to sort of come on that curve. [Coach Matt]: I know this hustle well. I helped build Headspace, and then Calm came in, and I was like, Oh my God. [Michael Houck]: I don't know how much time you got, but I could tell you a little anecdote if we have time. I almost joined Headspace when I joined Uber, actually back in the day. But I used Headspace over Calm. I don't use either one these days, but I did like Headspace. Anyway. [Coach Matt]: Were you on waking up? What do you fuck with? [Michael Houck]: No, just like the daily, like centering, like space for meditation. Things like that. Yeah, it was that was my game for a while. [Coach Matt]: These days, I just wake up, read the Bible and go about my day. That's work for millennia. I mean, that that still works, right? [Michael Houck]: Yeah, I mean, it's the it's the book, right? It's got to got to got to do something. But no, okay. So my recommendation would be let's get people into an owned audience into a newsletter, where we funnel them in from probably a combination of your existing network, social media following as well as other sources we can experiment with. And we actually haven't started advertising this yet, but I'll share it with you. We've just taken on some beta clients in the last two months to do this. A good friend of mine, he's not a big creator or anything, he's just a guy, he was a Teal Fellow, he did YC, now we're working on this together. He's the best data scraper and cold emailer that I've ever met. And he's built a data set of over 200 million emails tagged by what content they engage with on social media, what's in their bio, who they follow. And so what that lets us do is get social media like meta ad level targeting, but directly in people's inboxes. And so we've started to use this, obviously there's a lot of applications for something like that, but we started to use it to grow newsletters. And the results have been pretty good. We're working with some of the big AI newsletters. We're working with some other ones. Open rates and click rates tend to be higher than other channels, and we can offer them for much cheaper because we have the data. [Coach Matt]: So you're essentially saying like, you're not, it's almost like a fork in the road where yes, build the follow ship because it's important, but you're saying like, you don't really need, it's not linear anymore in that you could just go directly to building the newsletter because you have Correct. [Michael Houck]: Basically, what I'm saying is that the reliance on social media to kickstart it, you know, you want to do that because you get your name out there, you build authority, you kind of put more personality behind it than you can just do in long form pieces that are more structured about specific topics. But there's this other way now that literally, as far as I know, no one else is doing, that we can grow newsletters with that initial kickstart reliance as long as we know who the ICP is to it. Yeah. Yeah. I love that. [Coach Matt]: I mean, it's almost as if, right. It's like the next, that feels like the next data enhancement beyond what the Apollo's and where, so what do you build? Is that like in clay, you just have like your big data lake and clay or. No, we don't use any external tools. [Michael Houck]: We build everything in house. It's totally proprietary. We don't buy data sets or anything like that. It's all data that we harvest ourselves. And it's not like with Clay or Apollo, you're gonna get like people's job titles and things like that. We go a layer deeper than that. What are they interested in? What do they talk about? So we don't know what we're gonna do with that long-term yet, but in the short term, we're building a business to help newsletters, basically. [Coach Matt]: Well, it's almost, I mean, look, it's like the TikTokification of interest interest graph based work where you're going beyond just like, oh, this is Bob, who's the CMO at XYZ Corp. It's like, who fucking cares? What does Bob care about? What's his favorite color? What does he gravitate to? So yeah, I think that's the, we know building on the socials is dumb, but we have to do it anyway in terms of build audience and then titrate, right? So that's awesome, man. I think one of my, I would say like my superpower and my Achilles heel, I'm looking at the clock, I know we're over time, did you have a few more? I can go till, I'm in Argentina, so I can go to 4.30, 2.30 for you, I guess. Yeah. [Michael Houck]: Are you based there? I'm nomading right now, I just got divorced, so I'm just traveling around. [Coach Matt]: Congrats, you all right, man? [Michael Houck]: Yeah, no, I mean, it was hard, but it was the right decision. My wife decided, changed her mind and decided she no longer wants kids. I had to divorce her. I appreciate you sharing. [UNKNOWN_SPEAKER]: Yeah. [Coach Matt]: I got two kids and, um, you got to fight for what you, it's a game of, you know, it's not even strategy. It's just prioritization. You're like, what, what the hell do I want? Right. So life is nuts, man. [Michael Houck]: Like we talk about it before we get married, we're all on the same page. And then one day it changes and you know, your whole plan gets thrown up, but you know, that's life. [Coach Matt]: You got to roll with it. Yeah. I'm going to unsolicited advice. My grandma, I remember my, my first Love broke my heart. She cheated on me and I was like gutted. And my grandma looked at me on, I wouldn't say her deathbed. I mean, it sounds romanticized when I call her deathbed. She was just elderly and slower from sobbing, you know, like big snot bubbles blowing out of her nose. [Michael Houck]: And she's like, she's like, Matt, there are billions of them. [Coach Matt]: She's like, I'm 90. You know, I've seen some shit. It's so good. At the time, it was even more painful. So what I was getting at is my blessing and my curse is I have people that I'm working with that are quant traders at Citadel. I have local mom and pop shops that are framers. I have Fortune 100 executives. I have family offices. I have high school students. Just because, I mean, it's natural like this. Once somebody realizes, Oh, this guy has done the business thing. He has a neuroscience degree. Like I'm able, I'm creative enough to sit in the pocket probably with almost anyone. That doesn't, that doesn't bode well for, you know, interest graphs because I need to get super crisp to your point on the ICP, right? How could you even like comb the 200 million plus without specificity? So I think it's, some of it is asking, you know, your perspective on, where do you see the gaps that are emerging? Where's the growing tan? My thought was, people that are probably going to be in my spot, whether they realize it or not, you know, 40 ish year olds who like have serious pressure of mortgage, private school, etc. They are, you know, high paid service based professionals. Yep. They are, they're either like a reinvention professional, meaning like, how do I build a portfolio? How do I make a a dollar outside of W-2, number one, or is it just like classic solopreneur, SMB? And you might say, like, none of those are interesting. That's been, you know, kind of been done over and over again. So there's just great flexibility on the ICP that I'm shooting darts at. [Michael Houck]: Yeah, I mean, I think I'd want to dig in more to see who's engaging with your stuff right now kind of already. But my hypothesis would be that we should just test, we should get some data points out there, try a few different audiences, see what works, we can do that based on demographics based on psychographics, you know, whatever we want. You know, my whole thing, I never like to assume that I know what users are going to want. And I think that applies to audiences for content as well. [Coach Matt]: So yeah, well, that's that is the utility of the algorithm. It's like, that's the most powerful tool out there, these most the most expensive, you know, tools out there, we should just trust them to make that determination for us, right? [Michael Houck]: Well, you know, we're gonna let's try and not be let's not let the algorithms become our overlords too much. [Coach Matt]: And, you know, well, to your point, a, b, te, right, like figure out who, who cares about what? So is there clear homework for me to do to get ready to consider I know you mentioned, or maybe it was your Calendly link was like, there was some vetting or pre-screening. I think you had like a minimum, I don't know, two or three K a month. Like what, what, tell me a little bit about program price. What do I need to do to get ready to hit it out of the park with you? [Michael Houck]: For sure, man. So it depends on exactly what you want the engagement to look like, We have the offer around ghostwriting the newsletter or social media content for you. We have the offer around growing the newsletter with this like cold email approach that we've built. Um, and then that's not, that has nothing to do. [Coach Matt]: Yeah, those are separate from megaphone. [Michael Houck]: The, the ghost writing, we had kind of positioned it as like the megaphone ghost writing agency, but now we're sort of moving it into this, this new co. [Coach Matt]: So, um, I think that that's clear in my brain when you do, you know what I mean? [Michael Houck]: Like, I think it keeps it clear that Yeah, it made sense to position it around Megaphone originally because like, I don't know, who wants ghostwriting? Probably the people who want to grow on social media, right? But now it's kind of becoming its own thing. So there's that. And then there's also, and the pricing for that would depend on like, how frequently do we want to put the newsletter out? Or how much social media content do we want to put out per week? And how many subscribers do we want to add to the newsletter every month? And then the other side of it is, if you want it to be more high touch, and we hop on calls, we chat through things, we problem solve, we can do that too. I do keep that pretty, I don't do that with too many people, but I do have a slot open right now to do that. So if you'd wanna do that, we can talk about that too, and I can send over some options for what that could look like, [Coach Matt]: Yeah, I mean, I'm respectful of your time, honestly. I wanna make this so easy for you to run at right like you're you have much more knowledge than me in this space so like just compressing that knowledge is super valuable yeah something that I don't quite know and I know it's not on you to figure out the ROI but like what does it mean to have a newsletter of 10,000 subscribers with an open rate of this that right you know like that stuff I have no fucking idea but to me it's almost like if I could get to break even in some said period of time Do you have a simple calculator for this, or should I just go Google? [Michael Houck]: We do have a simple calculator, but a good way to think about it is that after you hit 10,000 subscribers, you'll be able to start to sort of reach out to sponsors on your own. You'll get inbound from Beehive's sponsor network before that, but the payouts are so low and it's cost per click instead of flat rate, that in my opinion, it's not really worth the time in most cases. Once you get beyond 10,000, you can start reaching out to folks. Once you get beyond 30,000, you can start working with agencies. They'll take 30% cut, but they'll send you sponsors you want to deal with it. And the rate you can charge will depend on sort of the niche. I think for what you've said, we could probably get a pretty decent CPM. That's like cost per thousand. Some people price it based on open, some people price it based on send. But, you know, for my newsletter, it varies depending on the type of placement. We tend to do $30 to $40 per thousand for sponsorships. So for like a featured placement in the newsletter, and we’re at 70,000 subscribers, we’re normally charged like, I don’t know, somewhere between two and three K, depending on the relationship we already have with the partner. And so, yeah, so, monetization, that would be the easiest way to do it. But because of your experience, I’d actually probably recommend that we start thinking about other ways for you to monetize on that audience even sooner. Before we necessarily even get to 10,000, that could be sending people to sort of your advising or consulting early on coming in. But once we sort of learn what they want, we could do some soft digital products, we could do a SaaS, we could do a membership, you know, there’s lots of different things we can do, even before. [Coach Matt]: Yeah, in terms of the, you know, how to monetize, I, like I always said, it’s almost like I have the opposite problem. I’ve done, I’ve done this work. I have these amazing testimonials, these awesome case studies, like killer logos that I’ve worked with. I just, I guess I was a classic me fucking sales guy. I’m like marketing was I could always swing the ax better and more than anybody else. Now it’s like, who cares? Right. We’re over time. Did you want to send something over? Did you want to verbalize some stuff? I don’t know if you’re going to send this. Yeah. [Michael Houck]: I think since we’re kind of talking about everything, I’ll just send you sort of the full, the full menu. Um, and you let me know what looks interesting. Happy to hop back on later this week and chat more, too. It’s my birthday tomorrow, so I’m taking the day off. But rest of the week, down to chat. [Coach Matt]: 34 or 35? [Michael Houck]: 34, 34. [Coach Matt]: The job is out, I was going to say. You’re jumping in your time machine. Almost that big. But yeah, I can send stuff over. [Michael Houck]: You let me know what looks good, and we can chat more to figure it out. [Coach Matt]: Yeah, I mean, this is this is the I mean, this is the year to really invest in myself. I think I’ve been fortunate that I’m a sales guy, and I’m smart enough to barge my way into these rooms and talk nice. But really, it’s not what am I building? Like, what the fuck am I doing? It’s, it’s, it’s a little, you know, I’ve never had anxiety in the way that my wife experiences it. But it’s a lot, man, I got like a four 40 K nut. And, um, it’s a lot of pressure, right? You’re not my therapist, but, um, I’m saying I’m ready to invest and like, dig in deep. I don’t really drink. I don’t watch sports. I’m not, you know, jerking off all day. Like I’m fucking working. So like, if, if this is like, if you’re like, bro, this is the playbook, do the shit lock in. And then I’ll, I will do it. Send me something, man. I appreciate you. [Michael Houck]: Good to meet you. Yeah. Good to meet you. Let’s, let’s get some marketing to match up with the, with the sales. [Coach Matt]: I mean, sales is dead. I don’t even know what the fuck sales is anymore. [Michael Houck]: We’ll blow this up for you. I’ll send over an email in like an hour or two and we’ll go from there. No rush. Thank you, bud. [UNKNOWN_SPEAKER]: Bye.