- Duration: 36 min
- Platform: zoom
- Source: Read.ai 01JKY7G2ZX9MAEYVRT2ZNSPWDD (https://app.read.ai/analytics/meetings/01JKY7G2ZX9MAEYVRT2ZNSPWDD)
Transcript
[Louis Shulman]: All right, here we go. [UNKNOWN_SPEAKER]: Louis, what’s up, man? [Michael Houck]: Man, how are you? [Louis Shulman]: Are you in Argentina? Not New York? Or which one? Yeah, right now I’m in Argentina. [Michael Houck]: I’ve been down here for about a month. I’m actually heading to Brazil on Friday, though. [Louis Shulman]: Oh, cool. I think you know Liam from AI report actual report. Do you know him? Yeah, he’s he’s down there. [Michael Houck]: Yeah, we were going to meet up in Buenos Aires, but I was only there for 48 hours, so we didn’t have. Fair enough. [Louis Shulman]: Yeah, Liam and I are actually pretty close. We’ve he spent my birthday with me last year at my parents house in Vegas and we’ve he’s a good dude. [Michael Houck]: Yeah, he’s he’s a great dude. I’m glad we’re connected man. Sorry about the scheduling issue earlier. I don’t know why it didn’t calendar. That’s super weird. [Louis Shulman]: You know, I’ve got a theory. Um, I remade the primary email on my company account from, we have another business orbit metrics, which is like data and analytics and BI. And to get to a sync with the CRM, I switched which one was the primary and which was the alias. And I think that disconnected my calendar. So appointments were made and like on like a ghost calendar. And so I’ve been like manically trying to fix that anyway. Um, so I, I’m very content taking at least half the blame, if not all of it, but we’re here now. And that’s what matters. Yeah. [Michael Houck]: It sent the, uh, the reminder email. So I should have clarified at that point when I saw that come through. So my bad too. Anyhow. [Louis Shulman]: Yeah, man, I’ve been, uh, you’ve been on my radar for, for quite some time, just because again, I’ve been in the newsletter space for, um, even though before I started this business, right. A lot of why I started it was because I was aware of the space and like, uh, uh, a sideliner and then, and obviously now I’m of course, very in it. And so tell me a little bit about the conversations you’re having with Max that led to me. And then also just broadly, uh, I am familiar that you have your newsletter, you have megaphone, but Uh, kind of, if there’s anything else I don’t know, just from being, you know, in the general public that I should. [Michael Houck]: Yeah. So, um, the fastest growing part of our business and what I was talking with Max about was our ghost rating agency. Uh, we’ve doubled in the last like 30 days, like since January 1st, basically, uh, incredible. New growth channel unlocked. Think it’s going to really be a big year for that part of the business and so. You know, we’re just evaluating options for basically getting more content firepower on the team. We do newsletters, we do social media, but we’re trying to do as many newsletters as possible. We found those clients are stickier as I’m sure you know so. So yeah, so we have a lot of founders who find us through my newsletter through referrals through some other channels. Um, and yeah, really just, you know, I can go out and hire a larger team of writers. We have like nine writers on the team right now. Um, I can go find more, but if there’s some option to partner up in a way that makes sense, uh, the economics work out, the process works out aligned. Um, we definitely down to, to, to figure something out there too. [UNKNOWN_SPEAKER]: Yeah. [Louis Shulman]: I’d say we collaborate with a lot of content agencies as, as a meaningful part of what we do, um, in addition to kind of our own efforts. So. Newsletters are a specialty. We do some LinkedIn content as well, but definitely the 80-20, if not a super credo on newsletters as our focus. And then newsletters, I hate saying the word because it’s so broad, because it’s like writing refers to literally anything. And so newsletters refer to an email that could be about literally anything, any industry, any subject matter. And I would say we’re pretty versatile. There’s a few things we’ve written a ton about, and there’s a few things that maybe we just have one or two clients on. But for the most part, we’re up to the task. All the time. What type of newsletters are you writing? You said these are like businesses, these are individuals, personal brands, mix of everything. [Michael Houck]: Yeah, most often it’s a startup that wants to create something in their niche category newsletter, say top of mind for their current customers and convert potential ones. Other times it’s the founder of the company who wants like to build up his personal brand, either for the company itself or for his like sort of social capital for an goes out to fundraise next time. Some other folks as well, like we’ve had like executive coaches and people like that too, but the bread and butter just based on my audience where it’s easiest to pull people from and basically make the sale is startups and [Louis Shulman]: founders. Okay. Yeah. And we’ve done quite a bit for software companies and do these people have, and again, this is kind of like a process thing. Maybe I’m like getting several steps ahead, but we’re pretty happy to be like very the thought partner and be like the person to make the decision of like, this is the business, this is who their target customer is, this is the positioning that will get them, or this is the strategy that leads to the positioning they want to have to like take the customers on the right journey. So therefore, this is the type of content we should produce. We’re also happy to be very less of the thought partner and just be like, you know exactly what you want. And you just need someone smart to go out, do the research and write it. Especially if it’s more of like a, you know, there’s really two big sides of the spectrum, right? There’s like your morning brew, classic formula of like, we are in this industry. So here’s 10 pieces of news related to this industry. And then there’s other like, you’re actually just writing original thought leadership blog posts sent over email, right? And that’s really and we serve both ends. [Michael Houck]: Yeah, it’s like current events versus evergreen stuff. We do both as well. Yeah. Yeah, I mean, I think as far as the first the first question, like how, how aware are these clients of what exactly they want? I do think it’s a it’s a mix. We have some clients who we just onboard someone today. He’s like, I know exactly the type of content I want. I know exactly what my goals are. I know exactly the content pillars and voice that I want you to have. Here’s like 10 examples, right? Like we have those come in. That’s great. Amazing. Love that client. We also have clients who are like, I want a newsletter. And that’s all they give us. So, um, it’ll, it would probably vary. Obviously, you know, my team and I, we can kind of handle the strategy side of things and just hand it off to you guys, if that’s easier. Um, that’s what we do for our existing clients with our existing writers. [Louis Shulman]: So it’s, it’s not outside the scope of, of what we do. Yeah. How much are you also bundling like full service, like growth add-ons as part of this as well? [Michael Houck]: Yeah. So we’ve started offering that recently, uh, both through partnerships and through, uh, our own service. Uh, we have partnerships with like Matt McGarry’s, uh, ad agency, a few others, uh, We have like an internal sort of email, cold email growth process that we run. So a mix, it’s been a hit as an add-on. It keeps the clients happy that they’re growing the list and getting some leads in there. [UNKNOWN_SPEAKER]: Yeah. [Louis Shulman]: Okay. Yeah, we’ve been, and some of our, I mean, we’ve been flexible in the way that we handle the relationship. What we’ll often do is just writers at your domain, if we want to communicate with them over email, right? It’s a very kind of nice, simple solution to like the communication white label problem. If you want us interfacing directly with clients, or if you have an account manager overseeing the project, of course, then my writer, the writers on that account can like interface directly with your account manager. Um, and we tend to work, you know, at least eight weeks ahead on content strategy. Um, and then we refresh that, right. Every four weeks to like maintain eight weeks ahead. Um, especially right when we are writing lots of evergreen content, then there’s, um, systems in place to like reduce the, you know, revision requests because they just know, okay, well, the topic is something I clearly would want to cover. So as long as they just like write about it, well, it’s going to be going to be a hit. [UNKNOWN_SPEAKER]: So. Cool. Okay. [Michael Houck]: So our, our like client interface model so far has been that we’ve, we have a Slack connect channel that we set up with the client in that channel is myself, the writer that’s matched with them are a content ops guy. Cause we do a lot of like an engaging for them on social platforms, or if it’s a newsletter, we set up automations and things like that. Our editor, who’s Blakey Mall, you probably know him, probably seen him on on social. And he’s it was a copy AIs for CMO has like 100 K on on X or 95 or something. Anyway, so it’s them. And then like my assistant is in there too. So I think we probably just make our operations easier, probably good to have the writer in that channel. Uh, but their responsibilities wouldn’t go beyond sort of, you know, writing, researching and delivering the, the, the content. Um, as far as working ahead, we operate on a, uh, month to month model with 30 day cancellation notice. So I think maybe if we do like four to six weeks ahead, that’d be better to cover our, we don’t have to be eight weeks ahead. [Louis Shulman]: Right. It’s just, okay. Um, always say like, if they’re too far ahead and someone chooses not to work with us, it’s like, I want my writers to be deeper and deeper and deeper in the subject matter. So it’s like they spent time learning about the niche by thinking of an extra four things, right? They like stumbled into more information that has made them better equipped to serve that industry well by thinking through four extra newsletters that go, you know, tragically unwritten, right? [Michael Houck]: Yeah, exactly. Same page. [UNKNOWN_SPEAKER]: Yeah. Very cool. [Louis Shulman]: So I don’t know if there’s kind of a specific other question how we work, especially, you know, when there is some volume at play, meaning like several clients, it’s like, then we’ve got someone who’s just going to understand the rhythm of like, okay, this is how we would service the the batch of, you know, we settle into whatever communication approvals, cadences, we’ve got our proven kind of systems and processes. But for the most part, you know, 95% of the work is actually writing and thinking through the excellent content. And then just the periphery of, you know, we’re gonna use ClickUp on our side to keep track of of everything, but if the click upset task says notify this person over Slack or notify this person over email, it’s like, we’ve got all those dropdowns and kind of permutations thought through to make sure like the, the mail sent to the right location. Uh, and we are comfortable as well in. I assume like you have most of your people in like one to three ESPs and you’ve got like a shared credential. We just get on the same kind of credential system. Uh, and we can upload content, edit stage, et cetera. Hit the, hit the right dropdowns. If you are doing like more advanced. Segmentation strategy rather than just like all free subs. Again, you, you probably some basic SOP where it’s like exclude, include, and we’ll like check the boxes. [UNKNOWN_SPEAKER]: So. [Michael Houck]: Yeah, pretty much. Um, I mean, we, we’re pretty, this sounds bad to say, but we’re pretty like low, like process. We’re pretty like flexible. We, we have our own writers on 10 99s. It’s all, um, it’s all pretty light. So they just operate out of notion. They write the content of notion. Sometimes we’ll get the client feedback in ocean. Other times the clients wanted in Beehive first, we only use Beehive for the newsletters. Anything else? Yeah, I mean, I’m an investor in it, so I’m biased. But yeah, so we do that. If you guys wanna work out a click up, that’s fine. All we ask is that the client can get to the content on time in whatever sort of format we deem fit between us for that particular client. [Louis Shulman]: we use our internal for ClickUp, right? If we wanna like also maintain a second system of record in terms of like, that’s just details, right? [Michael Houck]: Yeah, that’s implementation. But I don’t wanna make it too complicated for you guys either. I’m not trying to add like layers of process on top of everything. If we already have something that works. But yeah, okay. I mean, sounds good. Give me a sense of how much capacity you guys could take on. So for context, we have a really good relationship with Y Combinator. And we’ve started to work with them on, um, doing webinars for some groups of founders that will come through and who obviously are funded and want to grow. Um, on social. So, um, we’re expecting that to be a really good growth channel for us basically on an ongoing basis. So what I understand. [Louis Shulman]: Yeah, I’d say six onboardings a week. If it’s a weekly newsletter is within our wheelhouse. I don’t think that’d be a stress test. Um, And then if we’re sustaining that pace for, you know, a couple of weeks, then we just are hiring and onboarding. We’ve done it a bunch of times now because we have, you know, six full all writers. They’re not 1099. They’re actually all employees. And so we’ve like gone through that, the process. And so we have a pretty good bench. About half of them are like, I don’t know if we could double without making another hire, but I feel like we could double without making another hire. And then yeah, I’m a, we could And then by the time, you know, that six a week can turn into more quickly if like we’re hitting that capacity. And then our onboarding cycle, again, that’s also something that’s like details, but the, and I actually have like a basic, I don’t know if I have permission. It looks like I do. Perfect. I just sent the request. Okay. [Michael Houck]: You should be, you should be good now. [UNKNOWN_SPEAKER]: Yeah. [Louis Shulman]: This is what our typical, where’s this? Um, I just look up. The, oh, and that was a separate point. I was looking y’all up on LinkedIn earlier and Austin, he’s iced. I think Austin, I forget how I meet him, met Austin Schlesinger. Um, is he on your team as a contract writer on our megaphone? Yeah, he’s a, he’s great. I think he was when I did ship 30 for 30 and like 2020, like in like the second cohort, we were like accountability partners, like the first week of that years ago. And we felt like a phone call like once every year or two, it was like loosely kept in touch. It was like this man’s always just overlapping on my path. Um, yeah, he’s a, he’s a really, really good writer. [Michael Houck]: He’s a, I don’t think he’s ever had a client with us churn, which is great. [Louis Shulman]: Okay. Um, good to, that’s a, that’s a serious badge of honor right there. But yeah, this is our, um, boilerplate process, right? We kind of move a couple of pieces around depending on like, I don’t know if your clients do an onboarding call or they do an onboarding form or whatever, but I imagine it’s, if you’re managing a to clients and they’re happy, you’re doing a good job of extracting all the necessary information. What we typically do is use the form to inform a call. So the calls about clarification and detail and nuance rather than about, you know, basic things like do you want it on Tuesdays or Wednesdays, right? It’s like, let’s just use the call to be like, you said this thing on the call, you don’t want it to be fluffy. What does fluffy mean? Like I don’t and then we use the call to like, ask these questions. And then we make a couple of like intermediate deliverables to like reiterate our understanding of what it is that they want. And demonstrate a content plan so we can work with you and continue to produce these types of assets. Or if you have a proven process, like we’re flexible, but usually they were within three weeks of the onboarding form at the absolute latest publishing content and faster if ever. [Michael Houck]: Yeah, basically the same timeline that we have. Sometimes we get to the content in week two, but it’s our goal is week three. We have a form. We have an onboarding call that I attend with the writer and the client. We don’t. This sort of strategy brief and strategy packet there in the middle, but we’ll do a lot of research and kind of present it to the client just kind of ad hoc through Slack and get their feedback on things. I like it. So yeah, we can figure out process-wise what would work between us, like when we’re sending you guys clients, what process we want to run them through. We can be adaptable on our side, we can find something that works for both sides for sure. Um, give me a sense of, uh, like obviously when we’re basically partnering with another agency on this, like I’m concerned about costs. So like, what does the structure look like on, on your end? [Louis Shulman]: Yeah. Our typical, if, you know, without considering like situations, if there’s like, you know, extraneous things, um, is a thousand dollars a month for a weekly newsletter is usually where the conversation starts. And that’s like up to a thousand words. I don’t know if this is too small or it’s not presentable. Yeah, I can see it. But that’s basically saying unless someone’s asking for some outrageously long, crazy thing, I’m like, I can’t write a book for you per email for $1,000 a month. But basically, it could be one really long, thoroughly researched thought leadership piece. It could be your block structure with the headlines and the memes and the A, B, and the C of the week, section-wise images. Is, um, that’s the pricing. Okay. I think that would work, um, within our structure, um, and not, not change too much. [Michael Houck]: So great. Um, do you guys, obviously I’m not going to ask for like specific client examples or anything like that, but just can I see some anonymized examples that could, um, and I have like quite a few that are like, that [Louis Shulman]: don’t, aren’t too bothered about, I mean, any, like testimonial, right? I’m kind of like, all right, well, if there it’s a testimonial that’s public, then I’ve got the, I’ve got the green light. So the, we wrote the premium version of AI tool report for quite some time. So that was, that one was not a thousand a month. That was a behemoth. Cause that was like 2000 words and an absolute truck of a newsletter. And you can see, it’s like, it’s a monster. But that was like a paywalled content, right? That’s like, that was their ultra, ultra pro deep dive. This one is like, and I can send me this as well. This is like a mastermind for like, it teaches like people who like our house cleaners, how to get like multifamily clients rather than like just cleaning residential homes. And so we do their newsletter, which is like tips and all that. And I can send you the stock. So quite a bit of the e-commerce I’m trying to think if there’s any more like personal brand founder type ones. This is a marketing agency. We do a lot in the B2B like agencies that are trying to nurture their prospects. That’s a lot of our. [Michael Houck]: One question at the top there. Do you guys do the design for that? Because we have a designer on our team. Just want to understand workflow wise. Like do you guys have somebody be spinning that stuff up or how do you do that? [Louis Shulman]: Yes, we do. We make the template and modify the template. I’d say we’re, you know, very proficient. Um, no one comes from like a professional graphic design background. Cause a lot of the time, newsletters are just like, especially if we are within beehive, it’s like, there’s not, it does not feel like an unlimited way to configure beehive newsletter. It’s like padding, borders, colors, backgrounds. And like, um, this one, we, uh, where’s this one. Like this one, for example, I like this style quite a bit where it’s just like their logo and you kind of like make nice logo sections for like the repeating sections. It’s like there’s only so many ways to like background color images. So, I mean, I think we designed this one and like design basics, like we’re proficient in terms of like a basic advertisement like this, which is like functional, not like award-winning. [UNKNOWN_SPEAKER]: Great. [Michael Houck]: Yeah. I mean, they all look clean. Yeah. So, I mean, looks good. [Louis Shulman]: Yeah. Cool. We’ve done a few one-off redesign like where people just hired us just for like a one-off design and that’s worked, but [UNKNOWN_SPEAKER]: Okay. [Michael Houck]: Anything I can answer about how we work or stuff on our side that could potentially be useful for you on your end? [Louis Shulman]: Yeah, I mean, we do, for now, we’re still very deeply in Slack. I’m wondering, this is like ancillary, if you use Clearfeed, that’s been like our godsend tool. Clearfeed, I love it. I’ll have to set you up with them. It creates a ticketing system for like any Slack. You can add it to client channels and it creates like a ticketing system that has a web portal that kind of like keeps nice analytics on like average response time to client messages. And like it’s saved our life. Right. And so there’s a bit, if we think about like your staff, like a restaurant, it’s like whoever’s closing that day, make sure that like every client message, every ticket got at least a response. Even if you’re like, um, even if you’re punting it, which is like, Hey, sorry, we missed this today, right? Will we get just so it doesn’t go unanswered for a day? Yeah. Unanswered versus unresolved is a big difference. Right now, our version of ClearFeed is my brain and my Slack reminders. [Michael Houck]: Yeah, exactly. It’d be nice to share that load a little bit with the team. So it could be cool to check that out. [Louis Shulman]: Once we broke like, I mean, not even a big number, like 10 or 15 clients were like, absolutely no way. Are we going to be able to manage Some systems, because I I’m way, you know, you take onboarding calls, which is, I guess, surprising to me because I haven’t taken an onboarding call. I mean, I don’t know how long, like I’m, maybe I should be a higher touch in the process. Um, a lot of it’s less like, that’s a big, like pride benefit. Cause like there’s an affinity to you and the personal brand. So they’re like probably like excited for the experience. And that’s a nice, like, when they’re like easy for you to do. And disproportionate value for just like showing up. Um, whereas I feel like I’m definitely more of just like a guy who they found and answered in a newsletter ad and like, I was cool on the sales call, whatever, but there’s not like that online persona factor. Um, so anyway, uh, for me to like have trusted a team to like crush it on account management, there’s no way. Um, the other questions I should have about how y’all work. Yeah. So, I mean, we do, we usually have like one Slack channel, which is kind of just a meta collaboration, just discussing logistics of like this client’s activating this client’s deactivating, um, or this kind of like every sort of relevant party from the two businesses. And then. Um, I’d have to think through. Yeah. I mean, then, then it’s just, like you said, there’s the client level channels. It’s just where you want us inserting ourselves into the process, but yeah, it’s a, it’s all pretty flexible. [Michael Houck]: Probably, probably the least disruptive way for both of us would be we set up a Slack connect channel. We throw myself in there, my assistant in there, maybe my ops guy in there, but not necessarily the writers or anyone like that. I don’t know who you’d want to add on your side. That can just be our sort of central coordination spot. And then we add you guys natively from your own Slack into the client channels, just so you guys can sort of run your normal process that way too. [Louis Shulman]: Yeah, that makes sense. I mean, I like it. I think that we found it’s really been a lot of our favorite people is like the types of clients we work with on in a lot of these like collaborative basis is because one like I like the sound like the way pipelines, obviously very cool. And then it’s just, we get a batch of clients that we more or less work with in almost the exact same way. [Michael Houck]: Right. Yep. Okay, cool. Um, well, look, I don’t know how, how formal you guys normally operate, how many, uh, T’s you cross or I as you dot, we’re pretty, we’re pretty informal. So my perspective is if we want to do this, just sort of as is that’s fine. If we want to sign some MSA, that’s fine too. Um, but I like it too. So I think we should try it out and see how it goes. [UNKNOWN_SPEAKER]: Yeah. [Louis Shulman]: I’d say we definitely lean towards informal or typical requests. I imagine you have, you said month to month. I don’t know if it starts month to month or if you have like, we usually expect a three month minimum is like our usual goal. [Michael Houck]: Um, that’s like our standard when we do sales. Ours is basically an effective two months. [Louis Shulman]: Yeah. Because it’s 60 days. Right. Exactly. Yeah. Um, and I imagine your, average is pretty good in terms of Yeah. [Michael Houck]: A lot of our clients have been with us since, you know, the beginning, which is slightly less than a year ago. Um, so yeah, I mean, look, and also if we’re working together on a bunch of clients, if one person kind of, you know, decides to leave for whatever reason, and after two months, then we’ll make up that month basically on another client anyway. So it wouldn’t really, yeah, it wouldn’t really be too disruptive. [Louis Shulman]: Yeah, no, we’re, uh, I mean, for the most part, you’re, you know, the client of us, right? Cause you’re the one who’d be, he would be paying us. And then it’s just, you’re saying you’re not writing for me. You’re writing for my buddy or you know what I mean? Or you’re writing for, for this person. So it’s kind of nothing really changes for us. And again, we’re when every client, sometimes again, if we’re working with a founder, we’re working with the founder, but, or sometimes the founder hires us and then he just immediately pauses off to the CMO or the marketing person. And we never hear from the founder again. And so we understand that we’re thrown into a different interpersonal dynamic. Um, with everything, right? So you’re hiring us to work on this project. We’re leaning heavily into your person. We’re leaning heavily into that personal cloud. It’s again, the 95% of it is, are we writing excellent content week after week and delivering it on time? [Michael Houck]: That’s, that’s a case. People happy as long as we’re writing the content that delivers the results for them. That’s it. So, um, okay. Um, look, sounds good. We have some people in the funnel right now. Um, when one of them closes that I think could be a fit to try this out where we maybe don’t want to have someone on the team who’s a perfect fit for, I’ll send them your way, we’ll see how it goes. But I think this could be, you know, really exciting for for both of us. So let’s, yeah, let’s try it. [Louis Shulman]: If there’s one thing we’ve optimized for, it’s been like, we’ve invested heavily in being, it’s been painful for a little bit, like they’re being so like over invested in capacity. But it’s like, we have faith that like, we are going to like really find that lead channel that just like goes and we just do not want to have to be playing catch ups. Like that’s what we’ve over indexed is like, process systems capacity, even if marketing hasn’t caught up yet. [Michael Houck]: Yeah, no, you’re, that’s the right strategy because once it hits, and maybe this is what hits, I don’t know, but once it hits, it’s, um, you don’t want to be in a situation where you’re having to sacrifice writer quality to just hire enough capacity onto the team to serve the client. So that’s the, that’s a bad problem to have. Absolutely. Well, cool. [Louis Shulman]: I don’t know if you want to set up a Slack connect. I mean, email’s fine too, but we can just get one between us if you just wanted to be like agile, or, um, you can just let me know if there’s There’s people that come your way, but we’ve written. Yeah. I mean, a lot of SAS, whether it’s, like I said, there’s the spectrum of, and there’s, there’s a middle ground on the spectrum of like the morning brew style versus the thought leadership style or the timely versus the evergreen. And our goal is always to anchor everything and, you know, reference materials, right? It’s like, let’s go find primary sources. Let’s go, you know, summarize, distill, takeaways, et cetera. And so as long as someone has the time and effort to. Find a good primary source and like repurpose it accurately and thoughtfully and carefully, then you can, you know, take on a new industry pretty quickly. If it’s like something obscure, like housecleaning and it’s like, no one on the team has like a, has like a housecleaning background, but it’s like, they’re an info product that has lots of recorded trainings. Let’s start with their trainings and there’s also approvals and things. So yeah. Cool. Um, cool. [Michael Houck]: Yeah. If you want to send a Slack connect invite or actually I’ll just send it Is this email the best for you, the one on the call? [Louis Shulman]: If it’s not orbit metrics, it would be orbit market. If it’s not orbit marketing, it’d be orbit metrics.io. So if it’s not this one, it probably did change because Slack is like, has a nice, um, G G suite integration, but it’s either Lewis at orbit marketing or Lewis at. Cool. Okay. [Michael Houck]: I will send this, um, I’ll send it to the marketing one. See if it comes through. If not, I’ll send it to Netflix one. Okay. Cool. All right, man. Look, I’m excited. Um, I think this can be, yeah, good for both of us. So let’s, uh, let’s give it a shot and see how it goes. [Louis Shulman]: Heck yeah. All right. I just got the invitation. I showed up. So, um, I think we’re good news. Heck yeah. I mean, I, uh, let’s, let’s shout out. Sorry. [Michael Houck]: I was gonna say, we got to give a shout out to, to Max for, uh, for the intro here. [Louis Shulman]: I, uh, I always want to reward. Good goodness. Cause Morgan. Follow. [Michael Houck]: I’ll let them know.