- Duration: 37 min
- Platform: meet
- Source: Read.ai 01JRE1W9NA1KEBYHPN8W4ETBWE (https://app.read.ai/analytics/meetings/01JRE1W9NA1KEBYHPN8W4ETBWE)
Transcript
[Michael Houck]: That seems incredibly random. [Roya Pakzad]: My brother, that’s why my brother, we went to Walnut Creek when I was back in the Bay Area. He moved to Sacramento. Me and my sister moved to SF and he’s been in Sacramento ever since. He’s just, yeah. And so I’m here when I wanted, when I was shutting down Feminate or selling Feminate, I told him, listen, I need to come stay with you. I just need it. I need it to be with family. So I’ve been here, but I’m trying to get out and I swear, I don’t, what’s happening. Like I’m trying to get a job and I did get a job. I got a contract work, but the job was so shitty. The pay was good. Job was shitty. And I think I was energetically just repelling the job. They called me and said, we, we actually, well, we need to, I kept saying, I hate this job. I hate this job. And then they called me and said, well, we actually need to put a pause on this contract. I was like, Oh, okay. I think anyways. And then I told myself, Roya, if you just put all of your energy into building your personal brand, you never know what might come out of it. [Michael Houck]: Like, yeah, you, you just you attract stuff at that point, you’re you’re a node in the network, and people see you and they come find you. And I looked through your LinkedIn earlier today, because I just want to do like a read through before we look at your Twitter to be your LinkedIn seems sort of more built out. I loved it. I thought there was a lot of good stuff on there. Some some tweaks I would make we can we can talk about those. But I really like the Roya Inc branding. I love it. I think overall, like it’s very clear the action you want people to take when they hit your profile and sort of you back that up with sort of the credibility and all that. So I think it’s real strong. So just, just flagging that at the start here, like nice work on that. [Roya Pakzad]: Amazing. Okay, good. Thank you. So let me tell you, I’m sure you have like an agenda for this call, but I want to tell you what I want to take out of this call. Okay. I want to set my ops, my foundation for this newsletter. And for some, as someone who’s done this from zero to a hundred K in revenue, I want you to really walk me through everything that you did. Okay. So I just signed up. Okay. By the way, Matt gray and a lot of these creators, they swear by convert kit, but I noticed yours is beehive. So I created an account on beehive and I started looking convert kit versus beehive. I looked at the pros and cons. Apparently convert kit is very good with integrations and segmentations and augmentations. Apparently they’re very, you can do the nitty gritty augmentation and segmentation, which beehive is a little limited. The other advantage of convert kit is the integrations. They apparently will integrate with everything versus with beehive. You have, you have to use something like Zapier. So in your personal experience, Tell me, why did you choose Beehive and not ConvertKit? [Michael Houck]: Yeah, so I know both Tyler from Beehive and Nathan from ConvertKit. I actually had lunch with Nathan in Austin a couple of weeks ago. He’s a good guy. The product’s great. The real difference between the two is the trajectory of the companies, right? ConvertKit is built as a bootstrap company from day one. The revenue growth is relatively flat. It’s growing, but it’s growing like a bootstrap company would. Beehive is adding 1 million in ARR per month right now. [Roya Pakzad]: And they’re growing like crazy. [Michael Houck]: They have millions in the bank. They have an interest in a larger round coming up. So keep that between us. So what that enables them to do is hire really aggressively and attract really good people to build the product. And so when I first started using Beehive, it was like, it was nothing. It was like, you know, under a million in ARR for short way way under that. And they’ve just shipped so much like they were behind even substack in terms of functionality. And I would actually say that their automations and segmentation is close to if not on par with convert kit now. But in terms of design customization, and, and the website builder, and just the functionality, you can sort of to be shipped there over the next six to 12 months, the trajectory is far better. And so the one other thing you mentioned was sort of integrations. They’re actively building those out, like it’s like a focus of them right now. So while ConvertKit can like sort of hang their hat on that for now, that won’t be the case very long. And that’s sort of been the story every step of the way. ConvertKit’s been like, we’re better at this. And then Beehive’s like literally built that exact thing, if not made it it a little better. Just in terms of the trajectory of the company, I expect Beehive, and full disclosure, I’m an investor in the company, so I am biased. [Roya Pakzad]: Okay, you’re an investor in Beehive. [Michael Houck]: Okay, good to know. But I expect Beehive to be a unicorn within the next year. I don’t expect ConvertKit to reach that level. [Roya Pakzad]: Got it, got it. Okay, thank you so much for that. Speaking of website builder, so I can build a landing page, like a website in addition, what is the website builder was a little confused. Is that just the landing page where I put my sign up for my subscription, or it’s a legitimate website like Webflow, where I can have links and stuff. [Michael Houck]: So in the past, up until I’d say a couple months ago, it was just like a sub stack style website. Now they bought this company that was building an AI website builder called type dream. And they integrated that and they sort of relaunched it as like the beehive website builder, their goal is to capture the Webflow market capture the framer market and sort of disrupt them with AI. So and also with obviously the native newsletter integration. So it’s sort of like a distribution focused website is how I would describe it. [Roya Pakzad]: Okay, so it’s not like, because right now I also bought this template on Webflow. [Roya Pakzad]: And I’m about to hire someone to help me just build it, which is very basic, like just put here and there. Which one do you think I should go? [Michael Houck]: Should I just stick with Beehive’s website builder? [Michael Houck]: Save the money, honestly. I can show you a loom walking through how it works. Honestly, you can probably set it up yourself. It’s not that complicated. And you can have a header nav with different custom pages and places to send people. Yeah, it’s super legit and they’re just getting started with it. They just hired like two more engineers to work on it last month. [Roya Pakzad]: So they got a lot planned. Perfect. And so can I also put my custom domain, which is royainc.co? Can I just put that? A hundred percent. Yeah. Oh my God. Okay. Perfect. So, wow. Great. Okay. So I’m literally this week by this weekend, I want to finish my website and my news newsletter on Beehive. Let me make a note to send you that. [Michael Houck]: I’m heading out right after a call, I will make it there to record that loom for you either tonight or tomorrow Wonderful. [Roya Pakzad]: Let me also put to-do list To-do list bill newsletter Website on beehive. Okay, good. This gives me a lot of clarity So I’m not gonna cuz what flow is is not drop drag-and-drop web flow you got I have to hire I build our Wix website with feminate myself. It was first Shopify And then when we moved to Wix was so easy, drag and drop. I built the website myself with Webflow. I need to hire a developer. [Michael Houck]: And I’m just like, no, I don’t want to do that. [Michael Houck]: Webflow positions itself as being a super simple website builder. But what they what the kind of subtext there is that they are a super simple website builder for developers. [Roya Pakzad]: Developers. Exactly. Exactly. Okay. Okay. This gives me a lot of clarity. Wonderful. So that was one of the items I wanted to talk Then, okay, on megaphone, I noticed, by the way, I did my first megaphone yesterday. You know what? It didn’t go viral, but I’m very pleased with the results. The people who liked it and interact with it. I like it. I only got 22 likes and it got 556 impressions, which I obviously want it to be in the thousands and I want to get hundreds of likes, but we’re going to get there with that ratio of impressions to likes. [Michael Houck]: That tells me that LinkedIn just doesn’t really know what to do with your content yet. And so as you post more consistently, when you get 22 likes, you should in theory have like between two and 3000 impressions is the average that we see. And so if you’re getting that many likes, that’s a good signal. If your audience is liking the content, it just means that it’s really escaping outside of your core audience yet. So that’s because LinkedIn just doesn’t know really what to do with your content yet. [Roya Pakzad]: Okay. Okay. Wonderful. And also in megaphone with the $49 per month Am I only able to connect one account because I’m I couldn’t see where I could add my X account. Oh We can add the X account for you. I think normally it is priced separately, but I’m happy to just throw it in there for you Amazing that would be great if you can add the X account because I was trying to go to also I didn’t post on X. Okay, the thing that X is How can you tell me like X is such a weird place right now is Should I put any energy into X? I feel like the algorithm has changed so much since Elon took over. It’s very political. If you were me, would you put any energy into X? Cause I really do want to build also a brand on X. [Michael Houck]: You’re totally right. The algorithm has meaningfully changed like doing what I did, you know, three plus years ago to really go viral all the time. It’s different than that. If you want to go viral on X, the content has to be a lot more, I’d say, provocative. Not political necessarily, but it does need to be more provocative. But alternatively, the algorithm also does a better job of showing your content to your audience if the content is not that viral-focused, provocative-focused content. So it knows better where to send your content to, I would say. So as far as whether you should invest, I totally think you should. The more surface area you can cover right now, especially like early days in this new journey, the better. Um, and a lot of the stuff you’re posting on LinkedIn, you could literally just use like, um, the scheduler we like to use is type fully. Um, it lets you just cross post between the two platforms really easily. I can send you, yeah, it’s called type fully. I’ll send you our link for it. [Roya Pakzad]: Okay. Okay. Send me the link. There’s so many of these social media links. [Michael Houck]: Yeah. So I guess, Well, one of the things I was going to call out on this call was like the branding and like setup you have on LinkedIn. You should totally take that and apply that to your ex account too. Um, because just the more surface area you get, the better, even if it’s only, you know, X, Y, Z is it’s not as meaningful maybe as LinkedIn. Cause you have, I think a bigger audience LinkedIn in the first place right now. [Roya Pakzad]: Um, it’s, it’s still worth it just to maximize surface area. Okay. Okay. So you said take my branding on LinkedIn and put it on X cause I, okay. Wonderful. [Michael Houck]: I can, I want to, Yeah, I can follow up with some like specific tips about like, here’s how you structure your bio on x. And you know, here’s, here’s what you should think about for a pin tweet. I know your pin tweet right now is like the talking about the acquisition. Yeah. [Roya Pakzad]: Forward. I want to change it. [Michael Houck]: Yeah, I can share some thoughts on like what that tweet could be too. Okay, wonderful. [Roya Pakzad]: And you’re gonna share that after this call? Or like, okay, okay. Yeah, so I guess I want to know like, what is what is this call? So we get on a 30 minute call, and then will I have access to you via email for questions, follow up questions. Okay, wonderful. [Michael Houck]: Just text me anytime, it’s fine. [Roya Pakzad]: Okay, I was gonna ask, is it okay if I text you, you don’t mind texting me? [Michael Houck]: Of course, of course. Okay, I’ll text you. It’s a little different when like someone finds me and I’ve never heard of them before, but like we’re friends, so it’s fine. [Roya Pakzad]: Of course. Okay, so that’s that and that’s, okay, so I’m glad you liked LinkedIn. I kind of wanted to change the branding. I thought it was a little lame. You know, I’m very harsh on myself. I’m big on branding I was so picky on the branding for feminine, but I’m like, well, who cares? [Michael Houck]: Um, I like it. I think, um, I like the banner. I think the banner is very, to the point, straightforward, tells people to take action. Um, and, and I also, I like the color and the branding. Um, the one thing I would say that I would call out is, well, actually there’s, there’s two things. Uh, so number one, the about section, um, I actually think cover a lot of really good ground in the about But I would make the start of it more narrative focused and less accomplishment focused because that’s what get people to click that see more button and read the rest of it. Like if you go on my profile, for example, mine starts out with like nothing about anything really. It just says, I didn’t know what a startup was until after college. I wasn’t lucky with connections or mentors, but within a few years I’d raised 15 million from A16Z and other investors. Like when you read that, you want to see like, how did I do that? Like, what’s the story? Story, you know, so you have a crazy journey too. And you should totally want to hit on that right above the fold there in the about section. So how, I like your story. [Roya Pakzad]: I’m trying to think, what would I say? I have a lot to say. I’m just trying to say, what, what should I say? And what is it going to lead to? So yours led to, I raised 50 million from a 16 zero, whatever. What do I, what is the thing that I’m going to lead to? Oh, I launched and sold a digital health startup or I’m figuring out what nervous system is on my thing right now. Like, okay, I have to figure out what this narrative is. Yeah, I think it is. [Michael Houck]: I think that the sort of the hook is about that you that you that you did have the acquisition that you’re like an exited founder. And you can talk about maybe like, okay, and here’s what I’m doing next, or something like that, or talk about sort of the nervous system angle. I would say is like draft up a couple options. And then we can work workshop them together. [Roya Pakzad]: Okay, I love that. Thank you. Okay, draft a few options. Okay, wonderful. So that’s my LinkedIn. And then another thing for LinkedIn. [Michael Houck]: So the link in your bio on LinkedIn is the strategy call. [Michael Houck]: Yeah, I think that’s right. But the problem is, when I click through to that, it takes me to basically like a page that tells same stuff like your bio, your expertise, what you can help me with. [UNKNOWN_SPEAKER]: Yeah. [Michael Houck]: Click another button to with you. You should literally just send that right to a Calendly link where I can just book some time as little friction as possible. [Roya Pakzad]: So let me tell you, I used to have that. I used to just have a Calendly link. You know what the problem was? How? First of all, these randos, I got a lot of good calls, requests, and then bunch of randos from India would just call me for free and no explanation. Okay. Like I did get some really cool founders too. And I was like, now what do I do? Cause I don’t want to alienate the good founders from these spammy people. No, no. [Michael Houck]: So what I would do is I would go back to the Calendly and you can add some friction in the, on the Calendly pages, have people enter like what they’re booking time for or what they want more info on or what they’re working on, even just to get some context on who they are and what they want from you. And then if that comes through, like I have it set up so it notifies me in Slack directly when that comes through, when that comes through for you, wherever you get the notification, just cancel the call. If it doesn’t look like it’ll be valuable for you, you know, or have them add their LinkedIn so you can see who they are, you know, just add something there to get that context. [Roya Pakzad]: Exactly. Here’s the thing right now, I’m sending people to my growth mentor. Profile. And then from there, I’m I do have a direct link to my calendar on growth mentor. So I’ll just do that. [UNKNOWN_SPEAKER]: Yeah, yeah, that works. [Roya Pakzad]: That works. [Roya Pakzad]: I’ll do or I’ll also go back to Calendly and I’ll figure it out. Okay, I’ll just make it a one click scheduling button. [Michael Houck]: Yeah, I think in general, like people recognize the Calendly UI. So it’s like, really just straightforward for them to figure out what to do on that page. But I’m looking at the growth mentor page right now. And, you know, oh, okay, so it’s weird. I went to write in what my objective is for my call with you and popped up a widget, like a, like a modal that asked me to pay for like a subscription to growth mentor or something. [Roya Pakzad]: So that would be me. Oh, I just changed this yesterday. Oh, I’m going to take this back. No, that’s not cool. [UNKNOWN_SPEAKER]: That’s going to kill the funnel. [Roya Pakzad]: No, that is not good. Growth mentors. Okay. No, no, no. I don’t want to charge people monthly. Okay. By the way, for how long? Because listen, I’m only offering free calls right now because I’m trying to build a portfolio at some point. Do you think at some point I should then charge like in a few months? [Michael Houck]: Yeah, 100%. Like, basically do this to just build your funnel of leads and convert a few of them into clients. And then from there, you know, obviously, you’ll want to you want to gate it and sort of put a even if it’s a low amount to get people to have that That way, you know, there’s serious leads at that point. [Roya Pakzad]: Okay, wonderful. Great. [Michael Houck]: Otherwise, you’re going to be potentially spending more time on free stuff as you get more. No, I’m actually, I’m already burnt out. [Roya Pakzad]: Like I actually, right now I’m, I’m advising a lot of founders for free and I just had one call with one. I started to tell the founders that, Hey, I need to charge you guys. And I had my one call with this one founder who I opened so many doors for him and I literally changed his entire story. Startup is pitching everything. And he is so hesitant to want to pay me out like, Oh, hold on a second. I need to set boundaries from the get go. [Michael Houck]: Yeah, it’s it’s a different game. It’s funny, because you are at the exact same point with this that, like, I can see it in the way that you’re sort of even talking about, like, I was talking about the exact same way. Back when we were starting founding journey. Like, I know exactly where you are. And I’m like, Yes, you need to set those boundaries for yourself 1000%. [Roya Pakzad]: today, the founders like, Oh, you’re putting me in a difficult position. I’m like, excuse my language. I’m like, bitch, I’m in a difficult position. Offering you all this for free. I’m in a difficult situation. What do you Okay, anyways, I think the way to do it is just like set expectations as they go through that funnel. [Michael Houck]: So right? Like, yes, this is a free call, right when you’re doing the first call with them. And then like, at the end of that call, just sort of broach like, alright, for next steps, like, here’s what I can offer. We’d love to keep working with you. Just keep it simple. So there’s no sort of expectation and because if you don’t set the expectation and then you do bring it up to them later They get weird about it. [Roya Pakzad]: It’s just you know, they just do yeah, okay wonderful, um, I Want to start? Okay. So tell me how do I start? I want to start like the newsletter literally like like I said beehive I’m building it over the weekend and Next week. I want to start sharing the newsletter. Is that so tell me you start your newsletter? Because I know you, you are also bringing a lot of founders from launch house. So how did you, you had that advantage, but it’s okay. I also have now these founders that I’m doing free calls with. [Michael Houck]: I’m going to put them in the, in my newsletter. Yeah. And I mean, do you have a, I mean, you probably have, um, some customers from feminine, some emails from feminine. [Roya Pakzad]: I do. [Michael Houck]: I have 5,000, but some of them are probably relevant to this. [Michael Houck]: Not all of them will be relevant to this. But like, if you want to just throw that kind of list in there and give people like a quick opt out or way to unsubscribe early on, and your unsubscriber will be crazy high. But yeah, want to capture the portion of that list that is relevant to this. So for example, when I when I was starting my newsletter, it’s funny, I actually started it in September, which is basically right before everything went crazy with like the day before everything went crazy with launch house. But Yeah, so I had an initial list from launch house and also from like a separate like one-off newsletter project I’d run like a year or so before together I put them into into beehive and Set up on my account and everything like that And then I just started sending the weekly issues and promoting them on social media So when you’re planning to put an issue out, here’s what I would do I would make a post on social media, both platforms, the day before, sort of talking about what you can expect and sending them to the subscribe page. And then I would also make a post right after the issue goes out on the day of, sort of like teasing the content and saying, like, you know, to read more, like, go here, right? And then also another post the day after where you basically say, like, in yesterday’s newsletter, here’s what I summarized, here’s why it might be valuable for you. The last ditch effort to get people to go check out that issue. If you do that every week, you will convert people from social to being subscribers. And yeah, that’s like the bare bones first thing I would do, just to have some subscribers coming in each week. Another thing you can do is use the recommendation network on Beehive. So they have paid recommendations and they have free recommendations. Obviously, until you’re putting budget behind it, and I don’t even know if I’d put the budget behind that. There’s other channels that might be better to grow the newsletter to put budget behind, but their free recommendations can work. So what I would do if I were you is I’d make a list of everyone you know who has a newsletter, of whom some of the audience might be relevant to your newsletter, and I’d reach out to them via email or text or whatever, and just be like, hey, can we recommend each other for free? Their newsletter, they’ll have the option to sign up for yours and vice versa. [Roya Pakzad]: Um, I’m sorry for cutting a convert kit did this. So we had added this. Okay. They both have it. [Michael Houck]: This total feature parody. Yeah. Okay. Amazing. So you should try and do it obviously with newsletters who are like larger than you, but there’s, there’s a balance. Like if you message like saw Hill bloom and you’re like, Hey, can you recommend my newsletter? Like he’s probably going to say no. Cause he’s like a million subscribers and just the value isn’t there for him. But, um, Find people who are relatively early in the newsletter journey and do that cross-pollination with them. That’s a big part of what I did early on. If you pick the right people, it can really help growth. Because right now, I get, I don’t know, 400 or 500 subscribers a week from Tyler Dank’s newsletter because he’s adding so many to his right now, and we have free back-and-forth recommendations on ours. And then what else? Posting on social partnerships. Yeah. So, okay. [Roya Pakzad]: I have a lot of questions and I feel like we don’t have enough time. Um, I’m about to hop into the car after this. [Michael Houck]: Um, so if you want to, we can hop on the phone and chat more for a bit. I don’t have a hard stop, uh, for like, so I probably like 15, 20 minutes in the car. [Roya Pakzad]: So we can talk then. Okay. Okay. So, so we’ll wait until this 30th. Okay. Um, I guess the two are growth strategies for my newsletter, but I want to tell you something else what my strategy is. Remember you first launched and grew your newsletter, and then one day you launched Founding Journey, which I really like that. How long did you have your newsletter before you launched Founding Journey? [Michael Houck]: So technically we didn’t change anything about the newsletter. We just rebranded it. [UNKNOWN_SPEAKER]: It’s the same. [Michael Houck]: I had it called Hauk’s Newsletter basically exactly two years, I think. And then we rebranded it to founding journey at like the beginning of this past fall. Um, the reason I did that was, I mean, it was two reasons. One, I think that branding it around myself is not, it’s not immediately clear when you see it, like what it’s about. You have to read the second line of text to see us for it’s for founders founding journey. It’s more clear that it’s for founders. Um, and Also, if we ever wanted to sell it, which currently we don’t have plans to, we’re thinking about actually tripling down on it and raising a venture fund around it and all this stuff. But if we ever wanted to sell it, it would be way easier to sell if it wasn’t tied to me personally. So those were our two reasons. Got it. [UNKNOWN_SPEAKER]: Okay. [Roya Pakzad]: So I have something very similar. I want to tell you about my strategy. I was thinking in three months, I wanted to rebrand to this thing, but I think that’s too early. That’s too early probably, but it’s okay. Brand that I’m launching out is, it’s called Heart Mode. And you’re the first one to hear this. It’s Heart Mode versus Survival Mode, you know? So from Survival Mode to Heart Mode, it’s like everything. I saw this on your Roya Inc. [Michael Houck]: LinkedIn page. It said something about like heart something. I forget exactly what it was. It was Heartlet. And then I removed it. [Roya Pakzad]: Do you think I should put I thought it was a little woo woo. So I removed heartlet. I just called my coach because I think people don’t get heartlit. It’s like me, whatever. And I thought I have a really cool branding around heart mode. Like it’s like, I think it’s very cool and it’s not just feminine. It’s very, it’s both masculine and feminine. So, um, and that’s one of the things that’s so refreshing working with feminine and only with women, like obviously I love women, but it’s so refreshing to now speak to an audience of both. It’s so refreshing like all of my comments on my post yesterday were guys and I was like, yes I want to talk to guys too because Men’s nervous system are wrecked like more than women even but anyways, okay back to my point It’s called heart mode and I have such a beautiful branding and everything around it Do you think converting my Roya’s newsletter to heart mode in three months? [Michael Houck]: That’s a little too early I think it’s unless you see like I mean even if you do see crazy great. Yeah, I I think it’s too early. What I would say strategy wise, and we can talk more about this as sort of the content evolves and we sort of see what the response is and you start driving people into it. I would say keep it focused around you because your main revenue source off of it right now is going to be your founder coaching, your exec coaching, right? And so I would say until that changes, until you sort of are, I don’t know, whatever the next big thing is, the next swing until that changes and you’re just like working with these founders, probably branded around you because you’re the draw. You’re the thing that people are going to want to see. Um, so that’s, that’s what I would say. [Roya Pakzad]: Yeah. Got it. I was thinking of pushing it back to September, but then, because you know how September everything comes back, people make their announcements and everyone’s back from vacation, whatever. And the thing is from now until September, I want to go, hard on growth. Like, I want to like, and I really and I’ve never done this before. And I need to figure out how to go viral. And I don’t care. I’ll be as controversial. I can’t to lose. [Michael Houck]: I’m not raising venture. I want to say we should we should chat about like post strategy too. [Roya Pakzad]: But I think the newsletter infrastructure kind of set up should probably be priority one and then sort of build the the right pathways funnel uh with content into into there exactly so there’s three things right there’s infrastructure um strategy and growth strategy uh so for the growth strategy we talked a little bit about I do want to get a little bit more clear like some buckets you kind of talked about partnerships What do you mean by partnerships? [UNKNOWN_SPEAKER]: Yeah. [Michael Houck]: So I just mean partnerships with, with the, with the other, the other newsletter operators. So like finding who those people are and setting up those reciprocal growth partnerships. Um, in terms of revenue for, for partnerships, that would be more like running ads in the newsletter. You’re probably not realistically going to be able to make meaningful revenue from that until you have, Oh, you’re starting with a list of like 5k, but I would say realistically until you’re in this sort of 10 to 20 range is not going to be meaningful. [Roya Pakzad]: Um, So 10 to 20 K subscribers, then we get paid sponsors. [Michael Houck]: Yeah, you can you can use it. [Michael Houck]: So beehive has like a pretty robust ad network. And they’ll actually send you sponsor requests even before that. But it’s all like cost per click. And it tends to be pretty low payouts. So you can set it up if you want. But in terms of before you build out like a sponsorship arm yourself or have like an assistant reaching out to companies to do ads with you directly. It probably won’t make sense to that until you’re at least 10k more like 20k. Okay, great. [Roya Pakzad]: So for gross strategy, we’re at 130. By the way, if you need to hop in the car, I’m probably just need five to 10 minutes of your time. [Michael Houck]: I’m gonna run the bathroom and I’ll hop out in the car. I’ll call you in five. [Roya Pakzad]: Perfect. Thank you. [UNKNOWN_SPEAKER]: Bye.