- Duration: 38 min
- Platform: zoom
- Source: Read.ai 01JMD34PN628Y67J1T27R3Q71V (https://app.read.ai/analytics/meetings/01JMD34PN628Y67J1T27R3Q71V)
Transcript
[Michael Houck]: Hey, man. How you doing? [UNKNOWN_SPEAKER]: Doing well. [Blake Stewart]: How are you? [Michael Houck]: I’m good. Enjoying finally being out of Argentina and in Brazil. Much nicer. Oh really? Nice. Yeah. [Blake Stewart]: Argentina’s kind of run down. [Michael Houck]: Honestly, it was disappointing. OK. [Blake Stewart]: What city were you in again? [Michael Houck]: I did Mendoza, Buenos Aires and Bariloche. Wow. Dang. That’s great. [Blake Stewart]: Why are you in Brazil? I wish it was great. [Michael Houck]: It wasn’t that great. [UNKNOWN_SPEAKER]: Yeah. [Blake Stewart]: Well, it’s great to check it off. Right. You know, not to go back. [Michael Houck]: Never need to go back. I’m in Florianopolis in Southern Brazil right now. It’s a man. It’s beautiful here. Really? [UNKNOWN_SPEAKER]: Yeah. [Blake Stewart]: 94 degrees yesterday. [Michael Houck]: Just perfect. It was great. Wow. That’s wow. [Blake Stewart]: Good for you. That’s awesome. Living the dream, man. That’s great. Yeah. [Michael Houck]: How are you? What’s going on? [Blake Stewart]: I’m good. I’m good. So yeah, I just kind of reorganized my office. So I got some more space in here, put up a Murphy bed cause I’m in the, in the guest room. So that was kind of the weekend project and yeah, it was, it was a lot, but yeah, feeling good, feeling, feeling happy. And yeah, I, you know, I don’t, were you expecting me to get a sale within a week or what was the timeline? [Michael Houck]: Oh dude, that was going to be, that was going to be the first thing I called out. You’re like, I don’t even, You closed your first thing in the first week, basically. It was insane. Very, very impressed. I mean, thanks. [Blake Stewart]: I’m also pretty surprised it worked out well. So yeah, I’m feeling good about this. I really like what’s going on. I mean, overall, big picture and there’s still so much to explore with what you’re doing. I know Mantle is still just like a tiny piece of the puzzle there. I want to learn more eventually and get in there. So yeah, I mean, I feel good about the sales process. Yeah, I’m ready to ramp that up. I, yeah, I still get going back to big picture. I want to kind of, you know, understand that more before I tweak anything. So I feel like I’ve, I’ve got y’all’s, you know, previous process down. Um, I could keep going with that. And then, um, yeah, once I’m ready, I’ll start kind of add in different steps and making it a little bit more, uh, easier for me to kind of scale and then, yeah, add, add more we need. Um, so yeah, I’m feeling good. Yeah. [Michael Houck]: I mean, you know, I think it’s clear you’ve, you know, our process isn’t rocket science, but it’s clear that you sort of stepped in and have already, you know, total in the weeds, understanding what’s going on, able to take things on, run with it from zero to one. So it’s great, really great to see. Um, I haven’t felt like I’ve needed to like, you know, normally you bring someone new on the team and you’re like, all right, like, you know, I gotta make sure everything is a certain way and all that stuff. But No, you’ve just jumped in. I think we only needed to chat on obviously the first day and then we did one other check-in last week, which was less than I thought we would need to. Okay. And you’ve also already closed a deal. So I’ve been thrilled so far. Great. Great. Yeah, so I guess the big picture thing for the next couple weeks is what changes should we make to this process and then starting to implement those. You know, we don’t need to have all the answers today, but I saw you already put together a doc, like outlining the current process and a few like potential upgrades that we can make in there. We can talk through that if you want, or I can go through the Notion doc when I get done calls today and drop some comments, but I think, go ahead. [Blake Stewart]: Yeah, I guess like the biggest issue that I see going forward is if we do kind of expand and like add more people to the sales process or like, you know, going to Michael and that, Matthew and adding, you know, different agencies and kind of like working with other people, just tracking all of that in one place and just making sure there’s no overlap. Like the biggest issue I’ve had is, you know, not being able to see previous conversations or like pick up where people left off. Ben’s been great with that. I’ve got access to Max’s old email. So kind of there, but yeah, once again, I don’t know if HubSpot is the right answer, but in HubSpot, you can kind of see all the different. You know, emails going on with one partner, which is nice. So I guess, like, the question for you is, like, how do you see expansion going for this? Like, I could probably handle it for several newsletters as we as we build out. [Michael Houck]: But yeah, just kind of, you know, I see the sort of complicating factors that would come up when we do increase the number of brands that we’re for even if you just add in viral examples, cross selling. [Blake Stewart]: Yeah. [UNKNOWN_SPEAKER]: Yeah. [Michael Houck]: So. Yeah, I think, look, the easiest thing probably is to set up like a real CRM, whether that’s HubSpot or I don’t know what their main competitors for this kind of stuff are, but Yeah, especially since we can get a sweet deal on it, it probably just makes sense to do it. So. If that’s something you want to take on, like, you know, whenever, feel free to, to, to let me in and I’ll, I’ll make sure. [Blake Stewart]: Yeah, I’ll put, I’ll put something out like a month out from now to have something in place. I’ll do some more research. I’m already comfortable with HubSpot. I know it pretty well. And like going back to like re-engagement strategies, automation is pretty easy in there. Just, you know, fire off trigger emails. That kind of leads me to Salesforce. I tried to add my email, but I think I needed an So that might be something we need to do so I can fire off sequences. But at the same time, if we’re using HubSpot, I can do that within HubSpot. So that would be my biggest need right now for that process is just adding to Salesforce. And then Notion, I’m good. I’ve just kind of set up my own page. I’m a guest in Rye Valley. So I don’t know if you want me to have access to other things. Right now you see partnerships and Max’s handoff doc, but I kind of created my own little page inside. I’m kind of working with them there. [Michael Houck]: I don’t know. Yeah. I, I need to finish up some like big notion updates. I’m going to try to do that this weekend. Um, but when I get those done for, for context, everyone is a guest except for me. Yeah. Notions policy where it goes from like, you know, like $48 a year to like $200 a year. If you add like multiple people, It’s like members. So what I do is like Rina, for example, has access to the root page, which then gives her access to everything, even though she’s a guest. So I just do the same with you. But yeah, that’ll probably be something that we get to this weekend. There’s not much in there that’s like relevant or urgent right now. Yeah, no rush. [Blake Stewart]: I didn’t know if you wanted me to set up anything in there, any reporting or something different. But I think I’m good, but you just tell me. I guess going back to reporting, just mentioning that. Yeah, with outreach, I’m trying to figure out the best way to kind of track everything. Obviously, we’ve got the air table. I don’t know if I should be tracking email, like actual email since. And then we got sales tracked in the Google Sheet, but I don’t know if you care about other metrics. I guess it’s kind of me taking care of it. You get results, you’re happy. [Michael Houck]: Basically build the system that you need. If you need certain metrics to inform your decisions on various things, then do it. If not, don’t worry about it unless I bring it up for some reason. [Blake Stewart]: Okay. Sounds good. Add availability. So going back to that, spreadsheets. So like if there’s deep dive, we’re not gonna do other spots. So if it’s green on that sheet, I’m good to go. Is there anything else I need to know? [Michael Houck]: No, that’s correct. If it’s green on that sheet, you’re good to go. The only, I guess, other thing I would flag is that we don’t sell deep dives less than three weeks out. [Blake Stewart]: That’s the only thing. [Michael Houck]: Because I need to interview the person and then write it. So it’s just a more involved process. That makes sense. Yeah. [Blake Stewart]: And then sorry about last night with the copy. I wasn’t trying to have it down to the wire like that either. [Michael Houck]: Oh, you’re good. You’re good. It’s fine. It was exciting. Honestly, get the deal closed. It’s all good. Cool. Okay. [Blake Stewart]: And then your hours. So I know you’re kind of all over the place traveling, having fun. It looks like you’re up at like, you know, 2 a.m. Sometimes. So I know you probably don’t have anything normal set. But if there’s something. [Michael Houck]: I’m a I’m a night owl. I’m not an early riser, so I’m two hours ahead of Eastern time right now, which is why the times are pretty crazy. But when I’m in the when I’m in the States, I’ll be on central time from February 24th till the early April. OK, yeah, I mean, you know, probably be up 910 o’clock and then, you know. I’ll be available all day basically. [UNKNOWN_SPEAKER]: Okay. [Blake Stewart]: Cool. Easy enough. Partnership deals and perks. You had that in the kind of notion onboarding page. Um, I’ve seen some stuff around perks for the community. Right. [Michael Houck]: Do you, uh, I’m not sure. We have a, um, we have a notion database page that we call the portfolio. Um, and I will add you to that. That if we have people you’re talking to who either we are doing a deal with and they want to add this on, or we’re not doing a deal with and they don’t want to pay, but we still think it’d be valuable for our audience. We can ask them to give a discount code or something like that or URL and add it in there. [UNKNOWN_SPEAKER]: Okay. Yeah. [Blake Stewart]: I built that out for Kernel. So that’s easy. I’m going to focus on ad sales first, and then I’ll kind of toss that in if I need to. I don’t know how important that was for you. [Michael Houck]: Yeah. Optin is pretty low with any sort of perk database, even like Stripe or Mercury or something like that. The amount of people who take advantage of it is probably smaller than it should be. Yeah. [Blake Stewart]: And that’s why I kind of love your no affiliate deal kind of mindset too. Like that does never really work out well. I’ve tried so hard on some of them and yeah. [Michael Houck]: We’ve done it for for like one or two partners. Like we did it for Athena at one point, but you know, it actually was pretty good for them, but I just have no trust at all that it will be good for partner X, right? So. [UNKNOWN_SPEAKER]: Yeah. [Blake Stewart]: Okay. Nice. And then, so I guess that kind of leads me into understanding the audience a little bit better. Landing page design. So you’ve got a great breakout for, I mean, what you have right now, is awesome. You know, I get to send people there. It shows everything they need to know. Celine said she’s going to work on kind of a new page and send something over soon. I don’t know if you had any other thoughts there that, you know, should wait until we can review that. [Michael Houck]: No, I mean, she’s she’s got a couple ghostwriting client design requests right now. So for the next three days, she’ll probably be occupied with those. But Look, we don’t need her to reinvent the wheel for this page. I think I would echo what you said. It’s it has all the information. It’s functional. It looks nice. We just need to update it from how it’s in his letter to founding journey. And we’ve sort of it’s it’s late February and this was supposed to be in late September. So, you know, it’s OK. [Blake Stewart]: Yeah. [Michael Houck]: So we just need to get that done because it’s weird. It’s awkward to send that to to partners now. [UNKNOWN_SPEAKER]: Yeah. [Blake Stewart]: Um, I think it’s fine though. You got, you got good branding. So, okay. Um, did you, yeah, I’m wondering if there’s like any survey or like better intake form for people to send copy and if you want to like build something in there, um, like partners to send copy for their, their placements. [Michael Houck]: Yeah. [Blake Stewart]: Like you’ve got the calendar link, which is great cause it shows some availability and then like, you know, they could drop anything in there, but I don’t know if you want more of like a, almost like a full checkout page, you know, like we could probably build something in Stripe of like, you know, drop your copies, you know, select your priority placement timeline, you know, ASAP two weeks, a month or I don’t know. [Michael Houck]: Yeah. So it’s, it’s interesting. I think I’m open to whatever you think makes sense. [Blake Stewart]: I think that’s a, I think that’s, that’s something. Down the road when we have more kind of placement opportunities to sell right now, people like that handholding, you know, back and forth email, you know, personalized stripe and voice like, you know, like you’ve seen, but, um, It could be just something, you know, easier to, you know, automate that process of [UNKNOWN_SPEAKER]: Yeah. [Michael Houck]: It’s going to be another one of those things that like right now seems nice and fine, but quickly gets like multiple layers of complexity when we add in multiple, um, multiple properties. That we’re selling. Okay. [Blake Stewart]: I’ll just table that for now and see what we got. Okay. Yeah. Re-engagement was a thing. I’m just using the Airtable to kind of go back to see who’s run ads before. You mentioned, so another day I shouldn’t talk, like the deep dive didn’t work out too well with… [UNKNOWN_SPEAKER]: Height. Yeah. Height. [Blake Stewart]: I don’t know if there’s people I should avoid or if I should not go through that list at all or. [Michael Houck]: No, I mean, look for a lot of these folks can be good to to introduce yourself to them. Yeah, look, I don’t think there’s any real harm in it. You know, there are people who haven’t performed well and they’ll probably make a note of that. But you know, you’re you’re new on the team. You’re reaching out. You’re building relationships. [Blake Stewart]: It’s fine. OK. All right. Content calendar kind of ad placement. I don’t know if that’s something you kind of mentioned. You just kind of wing it. You know, something hits you. You start writing. It’s great. I mean, you’re a great writer. Love the content. I don’t know. Do you have a list somewhere of topics you’d like to talk about? No, nothing. [Michael Houck]: No, I’m doing this is like this is like my Achilles heel. Like, I’m so bad. This, but I want to change and I think that I think that you forcing it down my throat with like it being a sponsor related like we can drive more performance if we’re matching the sponsor to the post and [Blake Stewart]: you can do better. [Michael Houck]: Outreach that definitely like you know, let’s let’s just set it up right. I’ll add you to the main notion will set up an area for a content calendar in there. I’ll loop Jacob in as well. Who’s writing my LinkedIn stuff. Now we’re going to start posting next week. Will loop the YouTube stuff in there too, because a lot of times we’re going to try releasing the YouTube videos on Saturdays and writing the deep dive about the video. So. Some of that will be sort of directed, but yeah, I’d love to be like, let’s say by. By sometime in Q2, I’d love to be at a place where we have like the next two months of content built out or the next quarter of content built out. That sounds yeah, that sounds awesome. [Blake Stewart]: And I mean, we could start there. Small to just, you know, like a list of topics you’d like to talk about. They don’t have to have any, you know, dates or anything tied to it. Um, I would just like to have an idea of, uh, just, you know, all right. What’s some things, you know, expected to come out and how I can match. So, okay. Yeah, that sounds. [Michael Houck]: And then you could, you can honestly like drive the bus there, right? Like if, if we have a list of topics and then you go and pitch one of those topics to sponsor X and they’re like, Oh, we’d love to do this, but we need it on April 13th or whatever, that tells me what I need to write that week, that’s great. [Blake Stewart]: Okay, cool, that’s a good starting spot. Okay, yeah, you mentioned Notion, doing that in Notion, I’ll just wait till that happens, I’ll something. [Michael Houck]: Yeah, we’ll set up like a global content calendar in there. [Blake Stewart]: And sorry, if you had anything else important, let me know, I’m kinda just going through the list, I’m kinda. [Michael Houck]: Let’s do it, let’s do it. [Blake Stewart]: All right, so big picture stuff, kinda going back to Mantle. I think I need just a total refresher. So I wanna hear from you of what’s happening now, current challenges, what’s it gonna be? [Michael Houck]: Yeah, so okay, so Mantle is a joint venture between us and my friend Matt. Matt is data scraper extraordinaire and cold emailer extraordinaire. And he knows nothing about content though, right? So partner up, let’s say our content expertise, his sort of data gathering expertise and the way this came about was that we realized actually like last year in Q2 or even late Q1, we realized that. We could take his data gathering like abilities and and tech and use that to grow newsletters. We ran a test with my newsletter. We let it sit for a few months to perform really well. Those people really engaged. The one thing is they didn’t convert to buying that much, but they did. They have really high open rates and really good click rates, so solid engage the actual newsletter. Then in beginning of Q4, we started pitching it to some other people that I know who have newsletters, like creator-led newsletters. And some of them bought in and they wanted to pay for subscribers because basically this channel is cheaper than you can get through meta ads. They were excited about that. But the bigger opportunity is not cashflow from other people. It’s using it to build our own media properties, right? If we say we want a newsletter in the ballroom dancing space, we can build the biggest ballroom dancing newsletter a very short period of time using this data and tech that he’s built. And then we can just write a newsletter for them with one of our writers, maybe mix with some AI help to make it more efficient. That’s the idea. We get to a point where we can spin up new newsletters basically every week or every couple of weeks. We grow them really quickly to six figures of subscribers. And then we either just make money off of them or we just sell them to people in the niche and just have this sort of constant M&A game going on. So yeah, so that’s where it’s going. That’s what we wanna build. Right now we are still doing the cash flow for some people. We have an MSA with his company where we get a referral fee on newsletter clients who wanna do growth with him and he gets a referral fee on growth clients who want to do a newsletter with us. But the idea is to formalize that more and spin up a test newsletter. That topic we want to do is just like tech news, right? Something that’ll be well-liked, clear audience, high-value audience with like TLDR and other people in the space and see how it does. We have a writer on the team who’s interested in doing it. The only blocker is legal. We’re just waiting for the lawyers to get their shit together and cross some T’s and dot some I’s, but that should be launching in March, I would imagine the first one. And if that does well, then it’ll change some of our other strategic thoughts about how to prioritize time and things like that. [Blake Stewart]: Okay. Okay. Yeah. [Michael Houck]: Got it. That makes sense. There is a risk to this, which is that since we are gathering the subscribers without an explicit opt in from them up front. Yeah, the newsletter platforms don’t like that so much. And so we have ways of just sort of getting them in there anyway and sort of filtering them out aggressively before they flag anything or anything like that. But it’s definitely like a gray area type business and strategy. Yeah, it’s probably why you have people like Matt McGarry who are like, oh, you know, you shouldn’t import subscribers. There’s no rules against cold emailing people. If you have an address, an unsubscribed link, it’s fine. But we’re sort of being quiet about it, because the real value is in doing this for ourselves, not in selling it to people. [Blake Stewart]: Right, okay, I hear you. Yeah, I’m familiar with that whole process. So yeah, I did that about three different times with a couple different newsletters across the space. Which I guess brings me to kernel. So, um, I mean, I, I’ve got basically freedom to do whatever I want with those newsletters. So, um, if you want to come up, you know, if we want to brainstorm some strategy or I could just, you know, pull the, pull the users and we can import them and, um, and go that route, we can, uh, yeah. [Michael Houck]: I mean, look, I don’t, I don’t want to piss off at kernel, right? [Blake Stewart]: Yeah. They, yeah, it’s, they’re all, they’re all done. And that’s kind of what they left at that. You know, I was like, Hey, we’ve got a bunch of assets here. Like what could we do? And Matt was our CEO. And he’s like, you could just take the, take the newsletter. You can run with it. So, um, yeah, I mean, I’ll, I can double check, but as far as I’m, as I know, we’re, we’re good to run with it and no problems there, but yeah. [Michael Houck]: Cool. I mean, look, sounds, sounds good to me. Um, I have no qualms about it, so yeah. [Blake Stewart]: Okay, cool. Yeah. I mean, engagement was high with those. So, I mean, pretty similar audience should, should do well with you. Okay, cool. Um, looks, Dave said you guys booked a meeting together, which should be interesting. He’s a cool guy. He was early at Hoppin. If you know that video conference. [Michael Houck]: And then yeah, so he recently spun off pandemic, the pandemic darling, basically. [Blake Stewart]: Yes, exactly. Yeah. They spun off they built singulate. So it’s this tool that lets you kind of I have different, you know, segmentation, personalization within your general audience. So you have a huge list of founders, investors, different personas. And then so like, as you’re typing your newsletter, you can, you know, write different sections, you know, like this will be delivered to this audience. This will be a different segment. Kind of interesting. I don’t really know how well it will go for them, you know, with Beehive, you know, pretty easy to, you know, I don’t know, we’ll see, but they raise as much money. I don’t really know what they’re going to do next. So he said that he’s got a bunch of clients who need help with writing. So should be kind of easy ghostwriting opportunity to pick up new clients. [Michael Houck]: Maybe. Yeah. I mean, that’s the that’s the main benefit right now. My like priority right now is like, let’s just get as many partnership type channels set up for the ghostwriting agency as possible. So that sounds great. If you can send us a couple of folks who convert, I’ll be thrilled. And hey, maybe the tool is valuable. Maybe it integrates with beehive and we can, you know, um, send out more personalized copy that we think different people in our audience will, will like, cause you know, I write in a very sort of casual and direct style and, um, maybe other styles will resonate more with other, I don’t know what the capabilities of the tool are, but, um, there, there could legitimately be a reason to use it. So, yeah, cool. Okay. Yeah. [Blake Stewart]: Let me know how it goes and what you It’s something to look out for. All right. A couple of things. So how do you feel about WeFunder campaigns? If I talk to a founder who needs a sponsor, they have to spend, I think it’s a certain percentage of their campaign, they have to spend on marketing. So if I find a WeFunder campaign that is interesting, are you cool with me selling an ad spot to that? [Michael Houck]: Yeah, 100%. Mind at all. I didn’t know that they spend on marketing. [Blake Stewart]: That’s interesting. I didn’t know that either. We used to work with them and it’s kind of a funny little caveat. OK, cool. And then two other kind of ideas. I guess a couple. I think a job board could be interesting at some point down the line, either promoting it or just like within your own community. I’ve seen a lot of people monetize job boards pretty easily. I don’t know if that’s something that’s ever been on your mind. [Michael Houck]: Yeah, we’ve we’ve looked into this from a few different angles. It’s tough for our vertical, so you look at like Lenny, right? He has like the product manager, best product manager job board, right? We don’t really have that same potential because founders aren’t looking for jobs. I mean, some people in our audience want to work at a startup, sure, but the better thing that we can do is have like candidates who we are sourcing on behalf of founders. And so the way that I’ve been talking to Ben about this, I would love your thoughts as well. A big focus for us this year, based on kind of the success that we’ve had with the Ghostwriting Agency, is basically just copy pasting that, right? Founders need services, they need design, they need recruiting, they need engineering, they need X, Y, Z. We can do all that, because I’ve done all that. I know how to set those things up. I know very credible people like Blakey Mott. Who can be our sort of like, you know, is a subject matter expert, credibility expert there. So a big thing I want to do, I’m trying to hold off thinking about this too much till Q2, because I want to get the ghost rating agency to a certain point first, but launching a second, a third, maybe even a fourth sort of service-based agency for founders underneath the founding journey umbrella, or at least a of the Rye Valley umbrella, I think can be a very good strategy for sort of like what Greg Eisenberg has done so well, right? Yeah. Yeah. So I think that a recruiting and placement service will probably be one of those. And we’ve tried partnering with Pallet and other companies in the past when like those talent network or job boards or whatever, it doesn’t quite hit the same way for the founder audience. So I think that the is services. Okay. Yeah. [Blake Stewart]: That makes sense. And then, yeah, especially going to, you said the kind of like offshore hiring companies have been doing really well, you know, fractional whatever those. Okay. All right. Cool. That’s a good response there. Thank you. And then, yeah, I guess building out more services. I’m curious about kind of the fundraising support angle that you’ve got going on. And then I didn’t meet with the Effortless Backlinks guy. He bailed on me again, so I’m 0 for 2 trying to meet him, but I’ll get in front of him eventually. But I think it’s a pretty cool service he’s offering of, hey, you’re launching a startup, early stage founder, we could help you go ahead and get out to 100 different placements. It’s kind of similar to content goes to writing, but just more marketing. I don’t I don’t know if that’s. [Michael Houck]: Yeah, it’s something that I can see sort of fitting into our like growth service portfolio. Right. We have Megaphone for social media distribution. We have and like creator partnerships. We have. Megaphone Studio for like content generation. This is something that I definitely think will be valuable for our audience and could fit right in there. Maybe what we do is we try it as a link of the week. Like they don’t even need to pay for this. We just throw it in there, see how it does. And if it generates a lot of stuff, then maybe we, we consider the purchase. [Blake Stewart]: Okay. Um, you can take it a step further. I could probably set up just a competitor or something very similar to see if anyone, I don’t spend an hour posting for him. [Michael Houck]: Um, I mean, look, I’d rather, I’d rather build than buy. So, uh, yeah, sounds good. Okay. [Blake Stewart]: That could be fun. Um, and then, yeah, the last thing was going back to the kind of the fundraising support. So I see that channel, some people come in, I don’t really know where they’re coming in from [Michael Houck]: And then what kind of happens from there? Yeah. So in the newsletter, in our footer, there’s a section that talks about like, if you need like fundraising support or whatever, people click that, they fill the type form, goes into Airtable, sends that Slack message. Then usually like once every month, or two at most once every quarter. It was Max and I and Ben sort of started helping at the end, but would love you to be part of this process where we look through the air table, we evaluate, okay, you know, these 10 are worth sharing with investors. And then we have a separate beehive newsletter that we send out to like 1300 investors, these like dispatches of the best startups that we find. I think we could probably improve format of the issue or feature even fewer companies and talk more about why we like them. In an ideal state, we’re matching the deal to the investor, sending them direct one-on-one instead of in this like batch format. But we just don’t have bandwidth to do that today. Okay. But it’s led to deals. Like people have gotten funded through this thing, which is pretty cool. [Blake Stewart]: That’s awesome. That’s huge. Yeah, that was kind of, I mean, that was really where we ended up with Curl. Was being in that space. We didn’t have a broker dealer license, so we couldn’t really make commission off of it. But I’ve got a ton of contacts still in the space who give referral deals. So if we want to pass anyone off, let me know. And yeah, then going back to the newsletter, once again, one of the other kernel newsletters was EBITDA, which was to institutional investors. And so we can kind of grow that other list if you need. Yeah, I’ll pull that. And then I know we’re out of time. So thanks for letting me ramble this whole meeting and ask my questions. Appreciate it. I cleared up a lot. No, dude. [Michael Houck]: I’m glad we can. What I’m going to do, I set a reminder for myself on this post for tonight. And so I’m going to go back through all these. I’ll get you access to what you don’t have access to. I’ll follow up with any more details on some of the other stuff. And if we need to chat more tomorrow or or later this week, we can obviously do that. But no, look, I’m really happy so far. You’re coming up with new ideas. You’re already getting involved in more stuff too. So I’m pumped. I think it’s a great fit. All right. [UNKNOWN_SPEAKER]: Awesome. [Blake Stewart]: Yeah. Happy to be here. Appreciate the opportunity. Let’s do it. Oh, man. Chat more soon. All right.