Festive Cash Flow: Holiday Marketing Tactics to Boost Your Bottom Line

In this episode of Paid to Create, we’re tackling holiday sales head-on, including some of the common objections that hold entrepreneurs back. From the concern of “holiday sales fatigue” to worries about discounting too deeply, AJ and Sarah break down why leaning into holiday promotions is not just beneficial but essential for your business. With practical, proven strategies, they’ll show you how to capture seasonal demand and leverage it for long-term growth, even if you’re wary of competing with big-box retailers.

Listen in as we explore:

• Magnetic Holiday Offers – How to craft irresistible, limited-time deals that boost sales without cheapening your brand
• Converting Holiday Shoppers to Year-Round Customers – Overcome the "one-time buyer" mindset with strategies that build loyalty long after the holiday rush
• Standing Out Without Discounting – Creative ways to grab attention and increase sales without slashing prices
• Social Media & Ad Hacks – Reach more customers with social media tactics and ad strategies that drive high ROI during peak shopping times
• Inventory Management Secrets – Avoid holiday stockouts and overstocks with smart inventory moves that keep cash flow steady
• Post-Holiday Follow-Up Blueprint – Capitalize on new relationships with perfectly timed follow-ups that turn holiday shoppers into repeat customers

The holiday season is a prime opportunity to connect with new audiences, showcase your brand’s unique value, and set up a strong start to the new year. Don’t miss this episode, packed with insights on how to make the most of this critical season—even if you have reservations. With the right approach, you can attract new customers, grow your brand, and boost your bottom line.

Listen to all episodes at paidtocreatepodcast.com

Episode Transcript

Speaker 1 (00:00):
But like, let's say, you're doing a Black Friday
promo, like, if you wait untilBlack Friday, you're behind,
right?
There needs to be a series ofpre-sale before that information
, either advertising or emailsor like there's lots of ways to
get the word out about what'sgoing on, but you want to build
the anticipation.
Welcome everybody to anotherepisode of Paid to Create.

(00:22):
I'm AJ Roberts.
Alongside me is Sarah Jenkins.
Yay, before we get startedtoday, if you're listening
whatever platform, hit thatsubscribe, like follow whatever
it is, so you can get updatedwhen these things go live.
So we're what, like three, fourweeks out from Thanksgiving, you
guys will probably get thiscloser, and we were talking
about holiday promotions anddifferent things like that.

(00:42):
And we were talking about likeholiday promotions and different
things like that, and wethought we'd just do an episode
on it, because you know mostpeople, when it comes to
holidays, they think of likee-commerce or Amazon and Walmart
.
They think of like the big BlackFriday deals, cyber Monday
deals, christmas sales, newYear's sales, all of those
different things, and oftentimesthey opt out right, like a lot

(01:04):
of small business owners thinkof this time of the year as a
slow time of the year, time ofyear where business is not as
fruitful as the rest of the year.
And the reality is, all theresearch shows that customers,
clients, whatever consumers andthis is the most amount of money
they spend throughout the yearsduring the holiday season.

(01:25):
And so when you look at thesedifferent holidays we have
traditional holidays, we havethroughout the year You'll
notice when you go to thegrocery store or anything like
that, they're months ahead.
I mean, as soon as Halloweenwas done, christmas decorations
the next day, yeah.
So there's a reason for thatand we figured we'd go through,
break it down, because we know alot of, especially like, like,

(01:47):
entrepreneurs, creators, peoplewho, uh, you know, solo business
owners um, they tend to to notthink of this as a time that
they can jump in and leverage.
I think that's a little bit ofa mistake.
So, anything on, just like thereasons to do holiday promos oh
well.

Speaker 2 (02:05):
Well, the first thing I thought of when you were
saying people don't want to jumpin, like if everyone's giving
gifts, that's Christmas and it'sgifts giving time.
So you think of your financeslike you want that TV, you're
going to wait for Black Fridayto give that to your
sister-in-law or whatever.
But then one of the things Ithought was pretty, pretty great
is I've seen a couple of timesa coaching, consulting program
would do the give this gift toyourself.
It's on sale now and you knowyou're going to grow your

(02:25):
business starting January 1st,just like we're all going to
join that gym January 1st.
It's like you go back and thinkwhat are people spending money
on?
And if they're thinking ofother people, they're also
thinking of their futurerevenues.
Right, and they're actuallyspending money now, albeit
recklessly if it's, you know,Home Depot on a Black Friday,
but it's not, and you could givethat gift to yourself and think
of the future of your revenueafter you spend all this money

(02:47):
on all your gifts too.
But you get the deal now andyou join now, thinking of those
next steps.

Speaker 1 (02:52):
Yeah, I think that's a good point and something that
I wasn't thinking about beforewe started.
But there's really two sides toholiday promos the one side,
which is, you know, putting aspecial offer together, and then
there's the other side ofactually giving a gift to your
clients.
That can then either work as amarketing piece or a referral

(03:13):
piece, and so we'll dive intothat a little bit.
Today, some people don't wantto do holiday promos for various
reasons, and really there's tworeasons you wouldn't do it.
Number one is you don't likemoney and you just Boo, I
disagree.

Speaker 2 (03:32):
I like it a lot.

Speaker 1 (03:34):
I know you like money , but I mean people who choose
not to participate in holidaypromos, you know, because of the
effort or the noise.
They don't want to.
We were talking before.

Speaker 2 (03:45):
They don't want to drown.

Speaker 1 (03:46):
People go oh well, everybody's doing it.
So I don't want to be anotherperson contributing to, to the
uh, you know, mad rush ofconsumerism or whatever you want
to say so, but there'ssomething that you have to
understand and you have to thinkof it from the, the, the
customer point of view, or youraudience's point of view, and

(04:07):
for a lot of people, dependingon what business you're in, a
lot of audience wait for theseoffers.

Speaker 2 (04:17):
For sure, absolutely.
I have a bunch of stuff, evenmy teens who want these crazy
things, like a drone orsomething.
I, you know, I bought my son abusiness book.
He's in our meeting sayingwhat's MRR, what's your revenue,
what does that mean?
And so I'll, I'll, I'll, tellhim in the middle of the meeting
like, oh, it's this, it's this,and I'm like okay, guess what

(04:40):
you get to read how to winfriends and influence people.
Here's your own book.
And Like, take one onaccounting.
Here we go, let's go get youaccounting course right now.
And if I get an email sayingit's on sale for 25 bucks off or
whatever, I'll be moremotivated to buy it this month
than next month.

Speaker 1 (04:51):
Yeah, I think that's important, especially if you're
if, if what you sell is anecessity, right, it's not like
if you're in a service-basedbusiness, sometimes that's I
need it now, and like if you'rein a service-based business,
sometimes that's I need it now.
But if you're selling art oryou're selling clothing or
anything like that e-commercestuff like most people have,

(05:13):
like if they want it, they mightbuy it, but they also have the
ability to wait because it's notlike they need it.
Like that they must have.

Speaker 2 (05:20):
I did need that sparkly bow.

Speaker 1 (05:26):
Thank you for asking, so you have to think of it in
those terms.
The other thing is is thatthey're in a buying mood and the
holidays they expect to getdeals.
Like it's, it's an expectationto open the inbox and get deals.
Now, if they're not interested,they'll just avoid their inbox
for the day Right, so they kindof self-select.
But they don't really get madat getting 20 promos on Black

(05:48):
Friday.
They expect it.
And so you have to ask yourselfwell, what other point during
the year other than otherholidays, what other point
during the year does someone geta promotion and they're like oh
yeah, I was expecting that.
Unless you set it up, unlessyou build anticipation, unless
you create an event, the truthis is most people like, during

(06:12):
the year, when they get offers,it's just your offer in their
inbox, and so they may havenegative feelings towards it,
but they weren't expecting it,so it may not come at the right
time.
Holiday season, people expectthis stuff, and so they're more
open to looking at the deal andexploring the deal than

(06:32):
potentially any other time ofthe year.

Speaker 2 (06:35):
Well, like if you look at a promo, if it's
something's on sale, if it's forno reason, you just get this
email oh it's, you know, 20bucks off this week on your
purchase of these sparkly bows.
If you don't have a reason,it's not the summer sale, it's
not the Easter sale, it's notthe back to school be pretty for
your classes sale.
There has to be a reason you dothe sale and this is the
biggest time of year.

(06:55):
That there's the reason of theholidays and the gift giving,
even if it's a gift to yourself.

Speaker 1 (07:00):
And I will say this there is.
You can just search on Googlefor like holiday calendars.
There are holidays pretty muchfor every day of the year.
So if you don't want toparticipate in the big holidays
because you don't want to haveto fight for attention in the
inbox and all of that, but youwant to leverage some of the

(07:21):
reason why, there's always areason why you can find holidays
and days that have beendedicated to this or that.
There's even like a sandwichday, right, and so, depending on
what your business is, anddepending on what your business
is, you can kind of align itwith different holidays.

Speaker 2 (07:36):
If there's no reason, you think there's something
wrong with the product, there'ssomething wrong with the
business.
If they're going on sale fornot a summer splash or some
reason to give you that greatpromo, then you think there's
something wrong.
So you avoid the sale thenbecause there has to be two or
three emails leading up to thewhy and how cool or fun or
necessity is in your life, likeme.

Speaker 1 (07:56):
That's something.
Another reason people don'tnecessarily want to participate,
I believe, is because they feellike they don't want to put
their item on sale.
Right, if you're a coachselling, coaching, discounting
your services like you might notwant to do because you value it
, you you set your price perhour.
Um, you don't want other peopleto be like, well, hey, wait,

(08:18):
I'm paying this.
Like, how do I get the discount?
So there is a lot of scenariosservice-based businesses,
coaching, consulting, likethings like that.
They're like running a sale onyour price isn't normally
something you would do, and so Iknow a lot of people get turned
off of that.
But there's so many ways to tomake a special offer.
It doesn't have to be adiscount.

Speaker 2 (08:40):
Well, I mean, if it's , if it's, let's say, like a
mastermind or a coaching class,you could say, okay, so it's 50%
off the friend that you bringfor their first session or their
first like introductorywhatever, I don't know.
There's other things you can do.

Speaker 1 (08:54):
Yeah, I think you know a lot of people bundling
things together, right?
So there you know, maybe it'syou buying two things and then
they're getting somethingadditional, Maybe it's things
you've not sold before, that youbundle together and price right
.
There doesn't necessarily haveto be a sale.
You can add bonuses that areonly available during this time,

(09:16):
so it's still the same price,but now they get 10 additional
bonuses.
And the beauty of that is ifanybody does reach out who has
purchased a product and they'relike hey, I want those bonuses,
like you can just give them thebonuses, Like you're not giving
them like a refund or anythinglike that.

Speaker 2 (09:31):
If you're a coach and you're doing consulting, a lot
of times you'll have anaffiliate link to a product that
you recommend, like thesebeautiful mics we obviously
don't but, like if you'reselling something as a coach,
usually you've got other thingsyou recommend.
I recommend you get Vimeo.
I recommend you get.
You know, these lights or thesemonitors for your business, or
this keyboard is great and youhave an affiliate sale.
So when you even have anaffiliate sale as a coach, you

(09:52):
can pass on those Black Fridaysales too.
Oh, I love this keyboard, bythe way, that I've already
recommended you get and you getanother chance to touch your
audience.
Even if it's not necessarily asale for your product, you can
still find another reason toreach out to your clients.

Speaker 1 (10:06):
And even though, like Amazon, doesn't pay a lot with
their associate program, likeeven going in, like the things
you 10 things you use every dayyou could put on a on a sales
page.
You know, using Kartra youcould build a landing page
pretty quickly and you put onthe 10, you know, my 10 things
that help me sleep better andyou have a link to it and
they're all on sale, so youcould build a promotion for a

(10:29):
holiday around that, dependingon what time of year it is.

Speaker 2 (10:32):
As long as it's legal .

Speaker 1 (10:34):
Yeah, your favorite Christmas snacks, your favorite
this, your favorite that.
To your point, if you don'thave something that you want to
put up for an offer, but you dowant to make money and you want
to make an offer, yeah, thoseare kind of good options to look
into.
It's like what is it that I usethat I could be an affiliate
for, that I could promote that.
That company is going to have adiscount, is going to have a

(10:55):
sale, right, in this case, youdon't have an affiliate link.

Speaker 2 (10:59):
but if they have a Black Friday sale and something
that you've recommended, you getanother chance to touch your
client, another reason to reachout, One more positive in sales
in the holiday season.

Speaker 1 (11:08):
Yeah, I just think that the most important thing to
understand is that it's anopportunity for you to make an
offer.
So I understand kind of some ofthe thought processes people
have around not.

Speaker 2 (11:21):
Those were the most negative things I could think of
and try to overcome them.
Those were the negatives, sonow we can go to the positives.

Speaker 1 (11:27):
And that that kind of is why I think that most people
should be running offers duringthis time is because there's a
lot more positives thannegatives.
Um, again, we mentioned some ofthem.
You know, in terms of likepeople are expecting these deals
, People are in a buying mindsetbecause of the time of year and

(11:48):
because of the event or theholiday, so you're kind of
riding the wave that's alreadycreated for you, versus having
to create momentum from scratch,Like when you do a product
launch or you do a release ofsomething new during the year.
There's a lot of work that goesin that to build the
anticipation, to build that.
With these offers you're kindof riding the current like

(12:13):
feelings of the client or theaudience.

Speaker 2 (12:17):
Any sale that goes to January 7th.
I am going to question justbecause it's not the nature of
the sale season.

Speaker 1 (12:22):
But there's ways to set up successful sales and I
think that, as long as youunderstand that this is an
opportunity for you to connectwith your audience, to add value
, to give them an offer onsomething that you know can
change their life or benefittheir life in some way, it makes

(12:45):
sense.
There's not really a reason youshouldn't do it, other than
you've just decided you don'twant to do it.
Um, and maybe you have enoughmoney where it's like you don't
have to participate in thatbecause you don't ever run sales
right, like it's just a uh, aphilosophy you have with your
business and, uh, depending onyour business, you may not need
to, it may not fit that.
But what I'm saying is is youhave an opportunity and you know

(13:06):
, based on the conversationsI've had with a lot of small
business owners over the lastyear, um, you know these
opportunities are what they needright now and, um, you know, I
think it's just going to help,especially finishing the year
with where we're at right nowStrong with where we're at right
now strong.

Speaker 2 (13:27):
It's good also, when you're a coach or client, to
talk to your clients about whatsales they're offering.
Get ahead of it.
If you're not going to offer asale, then at least help them
maximize their season for theirbenefit.

Speaker 1 (13:36):
Yeah, yeah, this is a good point actually.
Maybe there's someone you cando something with as a special
offer, right?
You can offer their training.
Partner with them on a newthing that you release.
So let's talk a little bit aboutsetting yourself up for a good
promo, because I think when welook at what a lot of companies

(13:58):
do which probably is one of thereasons that people get turned
off of running promos ismidnight Thanksgiving, know,
midnight Thanksgiving day, orsoon, you know, black Friday, as
soon as it turns over, like youget email, you get a email,
right, and then you don't get it.
You don't get another emailuntil cyber Monday, which is you

(14:20):
know the next thing from them,but that's it and usually the
information you get email, eveneven TV commercials, when you
see them like they focus purelyon the price, right, it's not
that.
The assumption is is the dealis so good that we don't really
need to say anything else.
So it's like here's a 50 inchTV for a hundred bucks and the

(14:43):
assumption is is that peoplethink you know, a hundred bucks
is probably low?
I don't know pricing for TVsright now I haven't bought one
in a long time but like, let'ssay, 400 bucks or something
right, Whatever it might be akiller deal.
But again, if I don't knowanything, if I don't know that
it's a killer deal, like what'smy comparison to right To assume

(15:04):
that a prospect or potentialcustomer has information already
, it's a risk for an assumption,and so trying to just sell on
price is one of the biggestmistakes I think I see over the
holiday promos all through theyear.
Because, like, you'll get theValentine's Day promo, you know
you'll, so it doesn't reallymatter when it is.

(15:24):
But if they just send one emailor just have a one promo offer,
like through you know an ad orsomething like that, um, I don't
know if it does.
Well, unless it's somethingthat is like kind of already
established as a brand, peoplealready know what it is.

Speaker 2 (15:41):
Yeah it's going to be color, like you can assume some
things about the TV.
It's not battery powered.
It does plug in, like somethings you can't assume because
all TVs are built that way.
I assume all TVs are built thatway.
But so if you've got otherpeople doing other promos, there
are assumptions in thatone-time email, but there's no
reason to do one email, noneWith the scarcity you know with
the why you should buy.

(16:02):
What qualities on this TV areOLED versus the 4K?
Whatever You've got thosebenefits, there's way more
reason to email more than onetime for the specificity that
you're offering.

Speaker 1 (16:14):
And we'll go back to the product launch formula.
You know Jeff Walker createdthat.
It's still today very powerful,still doing stuff.
What makes it successful is thepre-launch right.
So if you are planning on doingwe'll use Thanksgiving because
it's coming up, it's easy for usto wrap our heads around with
everything since it's in thestores and stuff like that.
But like, let's say, you'redoing a Black Friday promo, like

(16:36):
if you wait until Black Fridayyou're behind.
Right, there needs to be aseries of pre-sale before that
information, either advertisingor emails or you know promotions
in different ways whereveryou're on a podcast or like
there's lots of ways to get theword out about what's going on.
But you want to build theanticipation and on the day of

(16:58):
the sale or the day that theoffer goes live, people
shouldn't have to spend the daylearning about what it is
they're purchasing.
At that point they should beready to buy.
And you know we used to haveearly bird lists to gauge the
enthusiasm and the excitement,to make sure that, like when we
go live, like we were going tosell, you know 100, 200 copies,
like right off the bat and youwant to think in those terms

(17:21):
when you're building out theseyou want to look at, like how do
we build the anticipation forthis so that when it does go
live, they're already decidedthey want to purchase it and
then the offer is where it makesit, the no brainer, where they
have to buy it.
Right this second?

Speaker 2 (17:39):
Oh man, for me as a CEO, when I look at the problems
that we have, in whateverdepartment my company's got
problems I always see those asopportunities.
I always say this okay, sowe've got this problem over here
with this one software we use.
Hey, guess what?
This one over here that werecommend has a sale over here.
We're going to make everybodyhappier, we're going to save
money over here and we look, Ilook at everything as an

(17:59):
opportunity.
So when you're talking aboutdoing a, why wouldn't you do a
promo for a seasonal?
There is no chance.
I'm not doing it not to makemore money and take advantage of
the season, but because there's.
I'm excited.
I'm doing a promo.
I'm actually excited about whatI'm offering.
From my perspective as aconsultant or my software
perspective is what I can giveto your business.

Speaker 1 (18:25):
Well, in that case, you know, we've done a few
different ones, like withWebinar Jam.
We always did share the loveright, and that was to be able
to bundle webinar jam with everwebinar, and then, once we had
culture, also with culture.
You know we've done um uh, we'vedone may 4th deals with.
With may the 4th be with you,you know for because, like,
where that's a holiday that weenjoy, we have, we have a lot of
fun with.
So we've done different thingsand what I noticed is that

(18:49):
there's a lot of people oftenwho are on the fence and they're
not sure and they might havedone a trial before you know, a
few years ago and the productobviously dramatically changes
over time.
And when you run these offers,what you find is all of a sudden
, like those people who wereunsure, they don't want to miss
the opportunity, and I guess ina way you've created some form

(19:13):
of FOMO, because usually you'regoing to use scarcity.
Usually, if you're notdiscounting the price, you've
added bonuses.
Sometimes even with bonuses,you discount the price.
You know you're building up thevalue of this, of whatever it
is you're going to offer themand then giving them a drastic
discount or positioning it wherethe value is 10x what they're

(19:34):
going to invest.

Speaker 2 (19:34):
The ball effect is great.

Speaker 1 (19:36):
And so the truth is, for some people, it just pushes
them over the edge.
And you know, and early in mycareer I used to think to myself
, with long-form sales letters,why do we have the offer, and
then we repeat it, and then wehave a PS, and then we have a
PPS, and then we have a PPPS,and then, even after that, we

(19:58):
have follow-up.
Why do we do all of that?
They either want it or theydon't.
And what you find is and Ilearned this running webinars is
that, like your majority ofbuyers on webinars especially
today, 2024, don't come from thewebinar, they come from the
replay, the follow-up, they comefrom everything else, because
the first time someone's exposedto something, they're not

(20:18):
necessarily ready to buy, butthey may be interested and they
might just need a little bitmore information to push them
over.
And I one of my favorite surveyquestions often is to ask people
who click, who don't buy, islike why did you not buy?
And usually it's because theythey they couldn't find
something that they thought itlike.
They had a very specific thingthey wanted and they just didn't

(20:41):
know if the product had it ornot.
So they're like if it doesn'tdo that, I don't know if I want
it.
And when you get the answers tothat survey question, oftentimes
you realize like, oh, we justdidn't present the right
information for them to findwhat they need with pre-content,

(21:05):
overcoming objections early,improving the sales page layouts
to make sure the things thatthey want to see are some of the
first things, versus beingburied or hidden or not even on
the page they're on.
They'd have to go like sixpages deep, but the idea is here
.
Is that, like going back towhat I was saying is, if you
just run an offer hey, my coursethat I normally sell, you know?
Let's say, you sell a mentaltoughness course.

(21:26):
My mental toughness course ison sale for 50% You'll get some
buyers because there's alwayspeople-.
Don't be afraid to buy, there'salways people who are just like,
eager to buy right, but thepeople who have questions or
don't know what the mentaltoughness program is like.
You have to have somewhere forthem to go look and to go deeper
.

Speaker 2 (21:42):
But if you've if you've done that before you make
the offer like I like theanti-sale yeah, I like the why
not, if you say, hey, get thismental mental toughness course
right now, and why you wouldn'twant to buy is list those
reasons that are actuallyhighlighting the reasons they
would.
But those negatives first arelike you know, if it's not for
you, it's not for, don't acceptevery client I mean mental

(22:03):
toughness and you don't reallyfeel like that's your thing.
Then go ahead and check out anddon't feel bad about not buying
Like it's not your thing.

Speaker 1 (22:10):
And I think the idea, the idea is is that by the time
that they can purchase, thedecision is not like oh, I got
to read all this information, Igot to do research, like you've
already taken care of that, soyou know you want to start your
promos, whether it's BlackFriday, cyber Monday, whether

(22:31):
it's Christmas, whether it's NewYear's, whether it's Easter,
you know, valentine's Day,easter, 4th of July, you know
where, depending on where youare in the world, like there's
all these major holidays, majorholidays like, and depending on
what you're going to do, likeyou need to be two, three weeks
in advance, like getting the,the audience prepared, know
what's coming.
One of my favorite brands isflag.

(22:51):
No fail, they just posted avlog of like shooting their
black friday deals.
So they haven't, as far as Iknow and again, I don't pay
attention to every email I getfrom them on everything they
post, but as far as I know, likethey haven't, as far as I know
and again, I don't pay attentionto every email I get from them
on everything they post but asfar as I know, like they haven't
said what's going to be on theBlack Friday offer, they haven't
like revealed it, but you get,like when you see an item you've

(23:13):
not seen before and they'resaying they're going to release.
So they do two things, which isreally interesting.
They do a sale on older itemsobviously the inventory they
want to get rid of, and thenthey release in limited
quantities new items, right?
So there's two sides of thecoin on Black Friday there's the
savings and then there's thegetting the item.
That's like either limited orlike special, just for the for

(23:35):
the offer.
But here we are, like you know,almost, I think, three weeks
out from Thanksgiving.
I think it's like two and sixdays or whatever, but like I'm
already seeing a glimpse of whatthat is.
So it builds the anticipation,right, and it's like the visual

(23:55):
of seeing oh, that's reallyreally cool.
So obviously like if you listento this and you don't have a
clothing line or you don't haveit like that, but are there
things you can do?
That can start like hintingabout a new program you have or
you know, a new bonus thatyou've created?
Like how do you build theanticipation where?
Now, when it comes to the inbox, the secrets coming open your

(24:17):
present early.

Speaker 2 (24:18):
It's my gift, open your gift.
The gift is what's going to bepromo.
Right, you could do it.
Especially you could get yourstocking out whatever you could
have.
If you're not telling thedetails of the promo, whether
it's a sale or bonuses or extrastuff that you're adding you can
get that motivation and hype up, like the pre-launch saying on
Black Friday you get to openyour gift and they have to click

(24:39):
and open that link to show whatthat sale is.
That's kind of cool.

Speaker 1 (24:42):
And you probably have more chance of standing out in
the inbox when the person islooking for your email, right.

Speaker 2 (24:50):
I know what I look for.
That's where all these ideascome from.
Besides, I'm shopping PBT formy girls All their love fancy
pink lamps and stuff and I'mlike I don't need to buy them
right now.
They're just brand new and outand I know it's coming and
there's nothing new coming forChristmas probably.
This is it.
There's a new thing on BlackFriday it'll be 10% off and then
I'll go buy that lamp then yeahbut like you get kind of
alluded to in your brain if youget all these emails and yeah,

(25:10):
you don't want to get lost inthe shuffle by by maybe not
doing a promo, because you'relike, oh, I'm just going to get
tramped down the inbox.
But guess what?
Pbt is going to email me againand again and again and I'm
going to think about it again,I'm going to think about it
again and then eventually I'llprobably purchase a little bow
sparkly lamp.

Speaker 1 (25:26):
And I'll say that's why it's so important, actually,
on the days that you're runningthe sale, to email the unopens,
to send a second email to tohave, you know, a series of
followup.
You know, depending on actions,to really think through, like
if someone clicks and adds likean ads, adds a product to their
cart and then they don't buy,like making sure you have a

(25:46):
specific cart abandonment set upfor that right.
So that's why, a lot of times,some of this early prep is
needed as well, because you wantto think through how can we
maximize, optimize theconversions here.
That said, you know we'vementioned email and you know pre
emailing early, talking aboutbuilding anticipation, is going
to help you stand out.
But don't get stuck on justusing email.

(26:08):
If you have, you know, directmail.
If, like, if you have themailing addresses of your
clientele, like, guess what,they ain't getting a lot of
direct mail.
They might be getting somedirect mail but they're not
getting a lot.
So you know there's an easy wayto make sure that you get your
information in their hands rightOn the actual day, or like
before, or whatever.
And again, you'd have to thinkthrough how does this work, what

(26:30):
would it actually look like andand you know each business
would be different and somebusinesses aren't going to be
suited for that but we also haveSMS.
We also have paid advertising.
Now, you might not want toadvertise cold to people that
have never heard you before,because, again, you are dealing
with a lot of other advertiserswho are going to be doing that.
But if you have a list and anaudience like, retarget them.

(26:52):
Like, because, again, if theydon't see your emails because
they do get a hundred emails orthere's someone who's checked
out from this, I don't want toparticipate in this.
So I'm just not going to loginto my email, but they're on
facebook or anywhere else thatallows retargeting exploratory
like and it shows up and theyknow you because they're on your
list, like they're going to bemore likely to want to purchase
right and so you as a businessowner and we've talked about

(27:17):
this before you have to rememberthat you're not actually the
prospect or the client right andand you have to think about.
You have to think about so justbecause, like you personally
are like oh, I'm not, I don'tparticipate in Black Friday, I
don't do any of that.
That's ridiculous.
Like I don't care about savinga hundred bucks and having to
stand in line at 5am.

Speaker 2 (27:36):
All of your clients.
Do that.

Speaker 1 (27:38):
Exactly, exactly the prospects, clients, audience.
You know everybody you'recommunicating with, like there's
a lot of them that do, andthere's a lot of people that
like like there's people I'vemet who are millionaires, that
love to coupon and I'm likeWhat'd I say about PBT?
Why do you need a coupon?

Speaker 2 (27:57):
I don't.
I mean it's a good idea, it's agood savings.
There's a reason.
If you're financially wise withsome of your investments or
money and you know, if you knowa deal is coming, you're just a
little more patient.

Speaker 1 (28:06):
Everybody has the things they like and a lot of
people like to buy stuff and alot of people like to feel like
they're getting a deal.
So leverage that.
You have an opportunity toleverage, that.
You have the ability toleverage that.
Just remember that you stillneed to keep the basic
principles of selling.
Do the pre-sell buildanticipation.

(28:26):
Make sure you're clear on thebenefits.
Make sure you break downeverything they're getting.
Just because you add fivebonuses.
Make sure you explain thosebonuses.
If it's something that's goingto give them immense value, if
they feel the bonus is worthmore than the actual course that
you're selling or the productthat you're selling, sometimes

(28:47):
people will buy just because ofthe bonus is worth more than the
actual course that you'reselling or the product that
you're selling.
Like that, sometimes peoplewill buy just because of the
bonus.
So they normally might not buyyour course but they do because
you've given them one or twobonuses that really speak to
them.
And then they go through thecourse anyway and they get the
benefit of that and then theyturn into an amazing client.
But you never know someone'stipping point.
You never know the like.
There's things I've looked atyears ago that I have saved, as

(29:08):
one day I'll get that or whatlike, and I'll put it off
because it's not urgent, it'snot important, it's just
something I would like.
Um, I think everybody does that.
And then there's things that,like, you need and you buy.
Like I need a new phone charger, I'm not waiting for a sale on
phone charges, I'm going toAmazon ordering an Amazon basic
charger to get it right.
So there's different things,but most of the people listening
to this I'm going to guess andyou guys write in let us know if

(29:30):
we're wrong.
But, like most of people listento this, they don't have what
they would consider atraditional product to like put
on sale.
And that's where you do have tothink a little bit outside the
box.

Speaker 2 (29:39):
So you have a lot to compete with too.
It puts you in the better box.
If you look at what's happeningnow, what's what's coming out
is anyone that does theThanksgiving sale, that's their
black Friday sale.
But it's not black Friday yet.
Some people are rejecting those, those brands, those big box
stores, for convoluting.
Don't ruin Thanksgiving, havethe black Friday so when you're
supposed to have it, we'rewaiting for that.
Don't ruin my family dinnerbecause you're having a hundred

(29:59):
bucks off that TV or whatever.
And then now we've learned thatthere's a bunch of brands that
have that lower quality productfor Black Friday.
So, oh, I don't want that TVbecause it's actually a crappier
made TV, more plastic parts orwhatever they do in there.
I don't know, it might be myfavorite example now because
there's so many choices, but youhave the opportunity to say
here's how I stand out fromthose other sales too.

(30:23):
My scarcity is real.
If we're ending this BlackFriday sale and I'm going to
sell a hundred or whateveraccounts of these, how many
coaching clients I can take?
That is your limit and say, hey, I'm ending it on midnight when
Black Friday ends, I'm notstarting it until Black Friday
starts midnight to midnight.
Whatever.
You've actually got thatscarcity.
You're proving that you're aman or woman of your word.
You're saying I'm offering youthis value that has these

(30:43):
benefits that are substantial.
This TV is OLED.
All metal parts will last you10 years.
Here's the warranty, whatever.
And be careful with refundpolicies, because everyone has
those for the Black Friday stuffand the day after a lot of
refunds because they boughtsomething they didn't anticipate
had all those benefits.
But if you're offering thatcoaching program I guess a
specialized with masterminds orpersonal, you know, touch where

(31:06):
you have a limited time is money.
You can only touch so manyclients with that specialty
service.
Make sure that you're reallyelevating and bow tying those
specialty services that are veryspecial and that give that
value increase.

Speaker 1 (31:20):
Yeah, I think also like and that give that value
increase.
Yeah, I think also, like I can'tgo through every scenario of
every business and whatpotentially they could do, but,
as you're listening, like, youshould be thinking it like this
Like you know, if you have oneor two products, like, then
you're probably going to beadding bonuses, right, and a lot

(31:46):
of times you can add, like yourtime as a bonus and, you know,
do it in a group setting, likeyou could do.
Like, if you have a course,it's like a self-study course.
It doesn't include any personalcoaching or anything like that.
Well, if it's six weeks, maybeyou do three Q and A calls for
the group that you didn't donormally and you can invite the
rest of the students if you wantto.
You know, and you do the Q&As,because I guarantee you could

(32:06):
turn those Q&As into a productor you'll get questions during
that Q&A.
That's going to make theproduct better in the future.
So it's like a free way toessentially like crowdsource,
like what's missing?
What information wasn't there,what questions they had, what
information was there.
But maybe you didn't go deepenough.
So, like, even though you'regiving your time, you're
actually getting something back.

(32:34):
Um, you know, if you havemultiple products, um, or you're
like, you have a, a, a businesslike a, you're a chiropractor
or a fitness professional orsomething like that, like this
is where knowing your averageorder value, the lifetime value
of your clients, um, the the ofyour clients, the length of term
that they're with you, how longthey stay a member three, six,
12 months this is where it's soimportant, because you can
create offers that areridiculously good, that will
bring you more money than itwould normally.

(32:56):
What I mean is, let's say, youhave a product that's a
membership site that's 99 amonth and your average person
stays for four months.
So you know you make 400 bucksper person.
So 12 months at 99 a month is1200 bucks.
50 off is 600.
You just made an extra 200versus your normal uh client

(33:16):
value.
So knowing your numbers canhelp you create your offers too,
because you can still do a sale, but you're actually collecting
more money than you normallywould.
And so that's where sometimesyou have to like think different
about what you're doing.
Because, again, if someonecomes to you as a chiropractor
and they normally do 12 sessionslike, why not sell them 36, you

(33:37):
know, so there's ways to do itand then you can offer a
discount because you are goingto make more money out of it.

Speaker 2 (33:42):
you know, do it and you can, then you can offer a
discount because you are goingto make more money out of it,
you know.
Or even go go a little bitfunkier than that.
If you take that anti-salethought process that we talked
about.
Right, you say I am notoffering a sale.
I know Black Friday isimportant.
I know everybody's spendingtons of money recklessly or
responsibly, whatever.
But only my active clients aregetting these extra six hours of

(34:05):
blah blah, blah, freemiums.
Only my cogent clients will getthese videos that I've done for
you already.
Only the cogent clients.
I have get these hours of mytime to tell them how to elevate
this number to this number orwhatever you could do the anti.
I have space for three to sixnew clients, but that's it, and
I would offer a discount.
But my time is worth what it isand I actually provide these
extra values to all of mycurrent clients.

(34:27):
So if you'd like to get onboard, I welcome you to do so,
but like, this is what'sincluded.

Speaker 1 (34:32):
Well, to that point, you could do a special Black
Friday training for your, foryour clients right.
And they get access by.
So now you could start todayand say, hey look, I'm not doing
a sale.

Speaker 2 (34:46):
Who doesn't love a freemium?

Speaker 1 (34:47):
I'm not doing a sale.

Speaker 2 (34:47):
For their clients.

Speaker 1 (34:48):
But I want to add value, so I'm going to be doing
this for my clients.
If you sign up between now andThanksgiving or now and
Christmas, depending on when youdecide to do this like you'll
get access to that.
You you'll get access to thereplay, the workbook, everything
you're going to do from it.
That also gives you a newproduct that you could go out

(35:09):
and put as a front end to sellinto your membership or sell
separately, or you just put itin the membership site.
But you could do one of thosepretty frequently, because a lot
of times if you don't have anopen shot launch, it's evergreen
.
You have to create reasons forpeople to enroll.

Speaker 2 (35:20):
So they'll put it off .
Yeah, carpe diem tomorrow.

Speaker 1 (35:23):
Or they'll put it off yeah, carpe diem tomorrow.
Or like they'll join and thenthey'll cancel because it's like
you know, oh, I'm overwhelmed,I'll come back.
So, if you are doing specialtrainings, if you are putting
things together, they're likeadditional member benefits.
They give you opportunities topromo year round.
But it's a really good way totake an anti-sale approach, to
take an anti-Thanksgivingapproach.
It's a really good way to takean anti-sale approach, to take

(35:46):
an anti-Thanksgiving approach.
You could promo and say I'mgoing to be doing my sale on
like Tuesday versus Thursday,because I know your inbox is
going to be flooded, so I'mgoing to get ahead of the curve
and that way you can go enjoythe time of your family.
You don't have to be checking.
So you can spin it any way youwant.
I think the worst thing to dois just not do anything.

Speaker 2 (36:01):
You said think out of the box.
That's what I like to do aswell.

Speaker 1 (36:04):
Yeah.
So I think that the first thingsomeone needs to do is just
establish, like, what can theyoffer right?
And think in terms of you mightjust go back and look at what's
the best thing you've offeredin the past that got the most
sales, the most interaction, themost engagement, what seemed to

(36:24):
have the most buzz around it,what was the one thing or
program you offered that made adifference?
And just build around that andlook at okay, and here again,
with bonuses, you don'tnecessarily have to have the
bonus created.
The whole idea of paid tocreate is you get paid ahead of
time and then you create it, soyou can come up with five
bonuses and then deliver themafter you've sold.

(36:47):
You can have dates when they'regoing to be live.
You can do live trainings youcould do, you know, if you had
five bonuses, you could do fiveweeks of each week as a live
training that you deliver thebonus.
So there's lots ofopportunities to literally not
create more work up front foryou and only do it on after
you've collected the money.
Um, but I would look at what,what's missing from your product

(37:08):
that would strengthen it orwould be needed Right.
So we've talked about thisbefore.
If you have a product you'reselling, well, you need traffic.
So let's say you have a coursecourse on how to create a course
like okay, well then, how doyou sell the course?
How do you get traffic to thecourse?
How do you do an upsell offer?

(37:28):
So there's many things youcould look at and go oh yeah, so
I teach that these people arealso going to be interested this
, this and this and again.
Even easier way to createbonuses is go find five people
that do the thing thatcomplements your course.
Have them do a training for you, right, have an affiliate link
then, and then at the end of thetraining they can pitch
whatever they're selling.
So they've delivered an hour ortwo of real solid content and

(37:52):
then at the end said hey, if youwant our help with that, reach
out to us.
Service-based businesses areusually best for this kind of
thing because they'll give a tonof value in terms of their
content because what they'reoffering is we'll just do it for
you.
So we've given you everythingyou need.
But if you want to help, reachout so you can have an affiliate
or JV relationship, dependingon how you want to manage that.
So you don't even necessarilyhave to create bonuses to create

(38:13):
massive value, and so you couldget creative like that.
And again, look into yournetwork, look into your customer
base.
You know, if you have, havethings you can think of, like
there's no reason you couldn'tsend an email out to your
customers.
We're like who here doesFacebook advertising?
Who here is an email copywriter?
Who here's this right, buildyour own like uh, marvel, you

(38:34):
know Avengers team to to delivervalue and then build off of it.

Speaker 2 (38:39):
Well, if anything, we've talked about this before.
Somebody asked us how do youdetermine what the price of your
course should be?
And like how do you know you'recharging enough?
Or you're asking, you're askingthem like for money, like are
you doing that from thatdesperation standpoint where
you're like how much can Icharge?
Or if you're like, how can I doa sale and get all these new
clients Like that's a about it?

(39:02):
You know what you're offeringis gold.
For these reasons.
So if you get re-excited aboutyour own ideas, you'll get
reinvigorated on how to promo it.
I mean, give yourself the timeto be creative.

Speaker 1 (39:11):
Yeah, and again, like , if you don't want to do any of
that and you're like myproduct's two grand, I'm not
doing it.
Maybe you've never offered apayment plan and so you offer a
payment plan Like there's somany ways how did you know
Exactly?
There's so many ways to takewhat you have and reshape the
offer, and I mean this is stuffyou could be doing all the time,
year round.
But my point is, sometimesthese national holidays that we

(39:34):
all celebrate, they allow ourcreative juices to flow.
Because, let's be real, Ifyou're, if you, if you're not
someone who has a lot of goodideas and you go to the mall and
walk around the mall right now,you're going to be inspired.
You're going to see stuff.
You're going to see decorations.
You're going to see stuff Likeyou start looking online for
deals.
People are already talkingabout black Friday deals that
are coming on Amazon.
Walmart's talking about whatthey're going to have.

(39:55):
There's seeding alreadyhappening out there.
There's probably people thatyou're on the list that are your
like, because obviously, as abusiness owner, we're also
usually the best consumers,right?

Speaker 2 (40:06):
Yes, we are.

Speaker 1 (40:07):
Practice what we preach.
And the truth is is I'vealready started getting emails
that are setting up Black Fridaystuff.
So, even if you're a day behindand you're just modeling what
you're seeing or or observing,like it's better than not doing
something.
And I think that that's likeyou know now, with with the
advancement of ai and theability to kind of like brain

(40:27):
dump and get information andideas back, you can come up with
a pretty good plan and startmoving forward on this.
And there's no reason that,like, if the offer crushes it,
like you put it, you, oh well,maybe I should roll this back
out.
Okay, but we did a special forblack Friday, so they're not
going to get the five bonuses,but maybe they on Monday.
There's something else they getbecause the offer converted

(40:50):
Right.
So, like, if you are just doinga black Friday offer, don't
forget there's cyber Monday andthen, like, if the offer
crusheses it, you can do thesame offer but without those
bonuses.
Like you have to changesomething, like you said you
have to.
You know, be a, be a person ofyour word, so that people,
because, like, because the, theminute you don't like, the
minute you're like, oh, the likewas supposed to close the cart

(41:12):
at midnight, but my developerforgot, and so I'm leaving it
open for another 24 hours, likepeople.
They know that's not real, buthere's the funny thing you still
make sales.
But here's the truth what sohell.

Speaker 2 (41:23):
It's real, but it's almost never.

Speaker 1 (41:24):
Almost never real but the truth is is, if you don't
like, if you don't reopen thecart, you will get a ton of
messages from people whogenuinely missed the sale, who,
like, didn't see the emails,didn't do those things, and I
remember.
So I probably shouldn't saythis on air, but I don't care.
Do we ever Like?

(41:45):
Before I invested in myself.
I was given a hard drive fullof some of the top internet
marketing courses that were ofthe time, and one of those was
Frank Kern's Mass Control.
So I go through it, I use whatI learned.
And we did a launch and I madelike 135 grand and I felt so bad
that I reached out to Frank andI was like, hey, I got to pay.

(42:07):
You Like how much is the course?
And he's like it's not for sale, bro.
And I'm like no, no, no, I gota pirated copy.
I made a ton of money.
I don't feel right.
I want, I want like, I want tolike balance the universe here.
And he's like you just have towait until the launch.
He would not take my money.
Now most people are like that'scrazy.
He would fast forward to thelaunch.

(42:30):
I was like, soon as it went live, I purchased.
I didn't need to purchase.
I already had the course.
He didn't take my money.
I could, but much like he builtso much goodwill I'm using his
words here he built so muchgoodwill and like basically
making me wait, that like whenyou get those emails, don't send

(42:51):
them the link to buy at thediscount.
If it's genuine, let them knowthat right now it's unavailable,
it's over, but it may becomeavailable again, you know, in
the future and you'll let themknow and the desire to buy will
go through the roof for thosepeople and they will not ever
miss a deal again always want towhat you can't have so, like

(43:14):
it's funny, because, like youknow, probably for every pirated
copy, like you know, one in onethousand feels bad enough to go
pay the original creator, butthat's because nobody really
does anything with theinformation.
My point, though, is just simplythat if someone wants to give
you money or wants what you have, making them wait is not always

(43:35):
a bad thing, right?
So don't get into the pressure,after whatever time period you
do, to open the cart up for noreason.
Maybe it's two weeks later, youopen the cart up again and
you've got a different set ofbonuses or a different reason
why.
Maybe it's Christmas, sothere's a little bit longer of a
gap a month or so.
But just have patience withthat and understand there will

(43:58):
be people who write in.
But, trust me, the mistake is,if you could and I think legally
, if you give someone, if you,if you close the offer and then
you give someone a backdooraccess, you actually have to
give everybody who asks for thebackdoor access.
I'm pretty sure that's.
There's like some legal thingthere where you can't it can't

(44:19):
be selective on it, so so,basically, it's like once you've
done it for one person, youhave to do it for everybody else
, is my understanding.

Speaker 2 (44:25):
Maybe you have to do it for everyone that wrote in.

Speaker 1 (44:27):
Yeah, that's what I meant.
I don't think you publicly haveto go out there, but like you
can't be picky and choosing.
But like, well, I'll give thisperson a link and not that
personal link, because I thinkif it gets out that you well, if
they write you rudely, maybeyou've got the right to say no.
Yeah, I get so confused by what,what you can and can't do, but
the, the but.
The truth is from a goodgoodwill, a from a commerce

(44:48):
standpoint.
You know, just just stick tothe word.
Whatever you decide, just stickto it.
You know, if you decide to shutthe cart and then reopen the
cart, that's your choice.
But at the end of the day, likebeing ethical never really
fails long-term.
You know, short-term you mightlose a couple thousand bucks
here or there, but long-term italways seems to come back
tenfold.

Speaker 2 (45:07):
I think, to always do what you say you're going to do
.
Yeah, it's just an integritything.

Speaker 1 (45:11):
Cool Anything else on the promos.
Holidays are your like favoritetime of the year.

Speaker 2 (45:15):
Wow, my love language is gifts and it's not even that
I like receiving gifts which Ido and they become staples in my
home.
I can't get rid of.
Like my mom knit me this redblanket she made herself, which
is crazy, but she made it andnow I take it with me, like on

(45:36):
planes, on trips, like it's myblanket and the cat's out.
I'm like, make sure we are, weare explaining, like the actual
value, even with a discount ornot, the amazing things that you
can do with this product,because I am still excited about
it and I'd love for them to useit as a gift or give it as a
gift or have it as a gift andI'd love to do the discount and
I'm less motivated.

Speaker 1 (45:57):
You said something there that triggered I don't
know why it triggered thisthought process.
But if you have a product andthere's multiple levels, so you
have like a basic, you have likea professional, you have like a
VIP elite, whatever multiplelevels One of the things you can
do because, like, you don'talways have to sell to new
people, right, if you havecustomers, one of the things you

(46:20):
can do is allow them to upgradeand experience the next level
and then, if they like it, theycan continue on.
So you could create, you couldthink about stuff like that, and
I'm thinking like with webinarjam.
If I was on like a basicaccount or culture is on a basic
account with that has featuresthat I don't have like, could I
upgrade, like for a discount,upgrade to a higher level, and
then you know, if I choose tostay, it does go to the regular

(46:42):
billing.
So you could also do a discountfor a very limited time to let
someone experience it.
That's a really good idea.
And then, if they want to, theycan continue on at the regular
price.
So you don't always have tothink of new customers.
You don't always have to thinkof, you know, permanent
discounts.
You don't have to do discountsat all, and my favorite thing is
to add value, not decreaseprice.

Speaker 2 (47:07):
What's a little funny about that is if you do have
the webinar jam, right, and thenyou add the EverWebinar, we
have that 30-day back moneyguarantee, whatever.
So you have that refund period.
So you're always welcome to goput your credit card in and
purchase it for the month andthen it will auto bill after
that month.
But if you just give it, like,just give every client you've
got access that has Webinar Jama free month of every webinar,
like hey, we're just because youhaven't bought yet, we're just
going to give you a free monthand their access is right there

(47:27):
when they log into Webinar Jam,that is brilliant.
And then like, if you want tokeep it, you know, then it's
that billing.

Speaker 1 (47:34):
On the note of free, like that's something we didn't
touch on, like you don't have tosell something.
You could give something freeaway for black friday everyone
looks at freemium well.
Also, it separates you from thesales, right.
But let's say you have a courseand it has 10 modules.
Give module one away.
Give or give your best moduleaway, right, if module sometimes
module one is just a warm-up soit might not be the best to

(47:54):
sell the rest of the course, butif you have a killer module,
you have you.
You know that.
You know, in your coursethere's one, one video that
everybody who watches it sayshow it changed their life or it
was the most impactful piece ofthe course.
Give that away for free, right,with a button underneath that
says get the whole course.
Like you know, yes, give meaccess to everything.

(48:15):
And and sell it way, becausenow you've led with a gift to
them versus asking for a sale.
And then, if they see the valuewhich they should, they'll
upgrade.
And obviously there's certainthings you can do to manufacture
the sale in different ways.
We don't have, like we can'treally go through like building
the landing page and all thetech stuff.
Nobody wants to listen to thatstuff.

(48:36):
Long podcast, you know it's notas simple as just throwing it
up there.
You do want to have some goodframing and emails and headlines
and stuff like that.
But my point is you can thinkdifferently.
You don't have to just do a 50%off, 75% off sale.
You will see those.
You'll see people bundling upall their courses, but they're

(48:57):
doing it because it's a lead gen.
They're trying to get someonefrom a freebie.
They're just trying to getsomeone to take out their wallet
, because as soon as someonegives you a dollar, they are a
better customer than someonewho's never given you a buck.

Speaker 2 (49:07):
Well, I like that, that, the most sparklier the
better.
But if I go on like a BlackFriday thing, like my kid wants
this, this Barbie with thispurple dress or whatever, and
Amazon has it sold out by 6 amBecause they only had however
many and I just missed it and Iwas like, well, she's still
getting it for Christmas, I'mgoing back and I am buying it
because I was excited she wantsit and I found it.

(49:28):
So if you already have a course, you've given them all the
emails to give them all thebenefits that you are providing
and they providing, and they domiss the sale.
Maybe they're just excitedenough.
They're like you know what?
I missed the sale.
But here we go.

Speaker 1 (49:40):
Yeah, and it happens I've seen people purchase at
full price after because theywant it and they kick themselves
that they missed the sale.
But they're like, you know what?
I do want this, yeah, like, andI'm not going to wait anymore.
You know, I'm not going to waitto the next sale.
So it uh, it does have thatbenefit too, that if you do a

(50:00):
good job, people desire for theproduct, for the service, will
go up.
So I think that's it.

Speaker 2 (50:05):
I think we covered a bunch of things.

Speaker 1 (50:06):
All right everyone.
Thanks so much for listening.
Talk to you on the next episode.

Speaker 2 (50:14):
Yay, we really rolled with that one.