We talk clients (how to get them and keep them), how to make sure your business is profitable, and how Slack has changed the game!
Adam: On this episode, we are talking about how we use Slack, how I would get my first client if I have to start over, and about how we’re figuring out profitability. Enjoy.
Hello, everyone. Welcome to another episode of The Steele Entrepreneur Show. As Brandon just informed me, this is episode 12. I thought it was episode 11. This is episode 12 of The Steele Entrepreneur Show. As you know, we are on YouTube, we are on Facebook. Also, we’re trying to get people listen in to the podcast, because I’m a podcast kinda guy. I do not watch these videos. I did not watch our videos. I did not watch anybody else’s videos. I’m not gonna be sitting watching a video, because that time I’m gonna be working. So it’s gonna be the downtime, like when I’m washing dishes or something like that that I’m gonna be listening to a podcast. So check us out on iTunes or on SoundCloud or on Stitcher. And we’re now on Google Play as well for your listening pleasure.
I don’t cater these too much towards the podcast peeps. But every time, before I come in and tape a show, in my mind I’m thinking, “Okay, do something special for the podcast peeps.” But it never happens. So I do promise something in the future. I’m thinking like…I did this interview with Michael Yurechko, really super smart [inaudible 00:01:36] dude, friend of mine, has done some work for me in the past, and just tremendously smart human being. We talked about all kinds of cool stuff. And I was thinking these recordings that I do with our lead copywriter, copy director, Chris…I suck at writing blogs, so he helps me like take what’s in here and put it out there. And I was thinking like “What if I just…” because I ramble on these things. What if I just grab that and just upload it to iTunes and SoundCloud and stuff and see how that goes. So there will be some stuff coming.
But without further ado, let’s get into the show. Brandon, what do we have for the first… Sorry, I’m terrible at remembering these questions, these topics.
Brandon: How to get your first client?
Adam: Yeah. This is a question I made up. With every business that we start, there’s always…you know, not quite starting from scratch, but I get into the zone where it’s kind of like I’m introducing people to a new idea, perhaps something that they’ve not heard of before, certainly not something that we’ve offered before. And a lot of times I’m, you know, approaching new people for the absolute first time, you know, first customer, trying to get that first person on board and pitching them on my idea. Now, I have a little bit of an advantage, because I have an email list, because I have a business network, because I have people, and God bless them, that will… You know, I can pitch them something. They bought from me before. They’ve hired me before. And they will try out just about anything. Shout-out to Conrad. He’s one of those guys that comes to mind who will quite literally buy anything. So [inaudible 00:03:36] makes a little bit of sense. He’s going to check it out. And I love that, and I appreciate that.
So if I didn’t have any of that, if I had to go back seven years and start from scratch or six years or seven years. One of these days, I’m gonna have to count it. There’s three angles that I would work on. The first angle and, I think, the most important angle is to work the network that you already have, which is family and friends. There is someone in the network that you don’t even realize you have. There is somebody in there that will hire you, assuming you convince them to do so, assuming that you have something worthwhile for them to purchase or hire you for. And that’s not always the case.
I know when I started selling stuff, no one hired me. You know, looking back at it now, it was because I didn’t know what the fuck I was talking about. I was trying to sell something I didn’t understand. And people could see through that. And so my first customer wasn’t somebody I met face to face. It was somebody I fooled into hiring me through the internet.I mean I think I did good work. I mean maybe relative to now, it wasn’t good work. But at the time it was, you know, the best I could do. But I had to, you know, I sort of not tricked but I really had to work at it and convince that person to hire me.
But there is somebody within your network that will hire you. My first step would be talk to literally everybody. Annoy the hell out of everybody in your network and explain what it is that you’re doing, what it is that you aim to do. And not only will that help get the word out, but it will help you get better at your pitch, help you get better at explaining what it is that you’re trying to offer here so that when the actual qualified or good lead comes around that may actually buy what it is that you’re selling, you’re gonna be a heck of a lot better at explaining it. You might actually have a chance at converting that person into an actual buyer.
But what I would ask those people in your network is would you buy this, first of all? Could you buy this? Will you buy this? But if not, do you know somebody that I could talk to? Do you know two somebodies within their network that you could talk to a little bit more about this, somebody that, you know, might be interested in just hearing you chat about it or might be interested in hiring you for it? And if you have, you know, let’s say, ten people in your network, multiply that by two people per person, and all of a sudden, you’re having way more discussions. Just from a numbers standpoint, you’re bound to come across somebody who can lead you to somebody who’s gonna buy your service. So that’s the first thing that I would do.
The second thing that I would do…and now…hopefully, I’ll remember the third thing. I’m already forgetting it. It’s not on that list. Sorry, Brandon. I typed it out and then forgot to bring it. The second thing is just get involved in your community. And by that I mean…certainly, I mean your local community, especially if you’re selling something to people locally. So if you’re a restaurant, get to know all the restaurateurs around you, especially, you know, walking distance. Get to know all these people. I’ve seen that work super, super well.
But also if you’re maybe a digital product or you’re selling over the internet or perhaps you do business, you know, over the phone or you never really get to meet people face to face or, you know, maybe at the start you don’t get to meet people face to face, I would connect with your community. I would connect with your online community where people, not necessarily where your buyers are hanging out, though that certainly has its own merits, but where are your contemporaries hanging out. And that may seem a little bit strange. You know, go where all your competitors are. You know, talk to your competitors, things like that.
But quite honestly, I can remember that being one of the biggest game-changers for me was coming out of my shell, getting out of my little sort of cave of, you know, “I know everything. These people know nothing. I can beat all these people”. And instead, you know, embracing them for, you know…as people that are honestly way the hell ahead of you and understands way more than you and understand different things about, you know, what it is that you guys collectively do.
And so for me, you know, it was online forums. It was social. Majorly, it was internet marketing forums for me. You know, mainly wickedfire.com at the start, you know, back in 2010, that was where I got to know other people in my industry and got to learn about what they were doing in my industry. It was really, quite honestly, through those connections that I was able to get my first couple of customers. It was from meeting my competitors, because there was work in a lot of cases that they didn’t wanna do. You know, they had outgrown or they had sort of moved up to sort of better or different type of work. And so it was them that referred work to me just by getting to know them and trying to help them in whatever little way that I could or just being straight up friendly. A lot of people just aren’t friendly on these forums. They’re combative. They’re aggressive. They’re, you know, “I know better than you.” If you can be humble and thirsty and show that you’re hungry, people will respond positively to that.
And I found in a lot of cases people are happy to send you leads, leads that they’re not maybe interested in. And they may not be high quality, so you just have to, you know, take it in stride. But, you know, eventually some will pan out. So I found that to be really helpful. And today…or at least…actually, I think it was probably a year and a half in. I was blogging at this point trying to get what little I had learned at that point and some of the unique stuff or my unique approach at that point, which was I guess a little bit on the shadier side of things, you could say. Well, a nice way to put it would be a little bit outside of the box. Well, that approach was still very new or misunderstood or just not understood by my contemporaries.
And so what I found…you know, I was like, you know, I was getting traffic. People weren’t leaving comments. People weren’t tweeting this stuff out. And I later understood what that was about. But what I found out… And this was much thanks to a fellow by the name of Matthew Hunt here in Canada. He invited me to this…I think what he called at the time a local SEO mastermind group on Skype. So this was before the time of like Slack groups and things like that. He invited me to this Skype group. And it had people, like people that frustrated me, but I also frustrated me, because I couldn’t…I don’t know. I guess I just I couldn’t find a good way to reach out to these people. Maybe I wasn’t humble. I was just, you know, I guess the opposite of humble. I thought I knew better than these people and things like that, which was absolutely not the case. But I think I was just afraid. I was afraid of reaching out to these much more intelligent than myself, much more successful than myself people.
And so what really surprised me was that when I got invited into this group, these people are really interested in what I was doing. And these people are, you know, a lot of these people are like really traditional in what I do. So internet marketing, we call them kind of like white hats, people who do it kind of by the book and for good reason do it by the book. And so when they started expressing, you know, so much interest and really wanting to understand what it is I did in my approach and my understanding of different things, it really surprised me. And I’m sure there are a lot of different lessons in there beyond what I’m trying to get at right now. But some of these people became my greatest advocates and, to this day, send me business.
And it was not long after joining that group that things really took off for me, that these folks, you know, started referring stuff to me regularly. And my business just went from, you know, something that was very small and desperate and, you know, just trying to take on any work that I possibly could to a point where, you know, leads were coming in regularly, and things were really starting to grow. So embracing your community and not just your local community but your sort of where people online are hanging out was super, super powerful.
I’m gonna grab that [inaudible 00:14:03]. There’s one other thing that…
Brandon: Can I ask you a forward that one?
Adam: Yeah, please. Pass my phone first. Thank you, sir.
Brandon: So what if somebody is an industry that has a little bit more of an old school community, that’s less online-based, like their competitors… I’m thinking more for their competitors that operates…
Adam: Can you give an example perhaps?
Brandon: Well, okay, yeah. Off the top of my head I’m thinking a lot of videography companies don’t have big online presence, and they will function online.
Adam: That surprises me a little bit.
Brandon: Yeah. I think it’s more of a new age thing that videography companies get into. But as far as I know, the groups of videographers around here are like a bunch of, you know, old guys and dads and stuff. And so they just, yeah, they just do the work that they’ve had with clients they’ve had for a while and not much of an online presence. But I’m sure there’s other businesses too, right?
Adam: Well, you know, I think…and maybe there are some industries that are just sort of like this. And it’s just like I said, it surprised me that that videography is one of them. But I’m thinking of my girlfriend’s industry, which is, you know, wedding planning and things like that. Those folks, while you’d to think…and they do, you know, really embrace social and embrace, you know, the web. They seem to really embrace or prefer perhaps that sort of belly to belly…it’s a weird of putting things. One of my clients said that the other day…belly to belly or like, you know, handshake, like person to person type of thing, face to face type communication. And, you know, that’s a very sort of localized type of business now, isn’t it? You know, you’re not really doing a lot of work online. You are doing it locally, right?
So I would imagine your community, because of the nature of that particular business, they’re more inclined to prefer perhaps or flock towards meeting face to face. And I know in her industry, they have lots of events throughout the year where, you know, it will be like, what do they call? Like vendor meet-ups or vendor fairs where vendors, you know, share some of their different stuff that they’re doing for weddings, like, you know, food and like catering and different, I don’t know, flowers. It’s not an industry that I understand super well. But maybe that sort of the same thing as…
It would make sense for you to be at those events because you do some of, you know, you do a little bit of wedding videography and that kind of thing. So I don’t know where videographers in general would hang out, but maybe there are these pockets, like the wedding industry, where it would make sense to find yourself, something like that. I don’t know, yeah, I don’t know too much. But there’s one other thing on this topic, and I’ll be quick, because we still have two others to go over, is doing work for free. And I’ve heard this talked about a lot of times. And I think there’s a lot of companies that really take advantage of free work or interns and young people, students.
I think it’s hard to judge without knowing, you know, the full story. There’s a couple of groups in town here that I know I’ve heard some pretty awful stories about. You know, they’re the only big sort of tech game in town. And so everybody wants to work for them. And so they get these students to work for near nothing. But, you know, I guess you really have to understand, appreciate, or otherwise what they’re getting in return, what sort of exposure. I didn’t work for free, but I worked for almost, you know, near free, relative to what I had been making at other companies previous to it.
When I worked at an affiliate marketing company, I was an intern, and I made very little. And I have to thank my experience at that company for everything that came afterwards to this date. I probably wouldn’t have known about SEO. I probably wouldn’t have known about, you know, so many other things that they exposed me to during that, you know, very short five, six month stint or maybe it was eight months that I was there. So I think there’s a value in going to work for somebody in an industry that you’re interested in, because, one, you can gain that knowledge so when you do talk to people, you actually know what the fuck you’re talking about.
But, two, you know, find somebody who’s got, you know, who’s well connected, who’s maybe got an audience, who, you know, who’s been around for a while and can connect you with potential clients and do some work for them for free. You know, don’t go bankrupt doing it or anything, right? But, you know, offer them a couple of hours per day or an hour per day or, you know, a set amount of hours per week or just, you know, some project-based work. And I would be very clear about your expectations. Just be like, “Hey, I’m doing this for free, because I want X out of it.” And I can’t imagine them not understanding that. They would appreciate the free work. They would appreciate that you’re trying to leverage them, leverage their network to get somewhere else. And as long as the expectations are clear and they fulfill their end of the, you know, the agreement, of course, you do the same, then that should lead you to maybe… I mean I’ve seen people do it where it gives them a huge head start, because of the network that that particular individual that they went to work for or did some work for for free had. Otherwise, they would have been hustling little clients here and here and here and here. And it would have taken a hell of a lot more time to get to these big fish where, you know, all this guy that you did some work for had to do was just say, “Hey, this is my guy.”
And that person got that hookup, and immediately they were in. And they could then leverage that client for a bigger client and a bigger client and more clients. And quite honestly, if I could go back, that would probably be something that I would do and didn’t do, probably because of pride or misunderstanding or… I just didn’t know to do it. No one told me to do that sort of thing. So, yeah, that’s the three good ways that I would go about getting, you know, my first client.
Brandon, anything that you think I missed that you would do or…
Brandon: No, I thought that was great.
Adam: Cool. What time are we at right now? I’m probably 20 minutes on one question. God damn it. I’m so bad. Okay, so we’ve got two others. I wanna talk a little bit about Slack, and then I wanna talk a little bit about profitability. Slack is an amazing tool. Everybody’s heard about it by now. And if you haven’t, check it out, slack.com. It is a team collaboration. It’s a Messenger for business essentially. And it has grown absolutely massive, and it has been a huge thing for my business. It’s brought a company that was pretty much based on Skype because we’re a remote…you know, remote business, a remote client service digital marketing business. And everybody is worldwide. So we used at the time much smaller team, mind you. But we used Skype to communicate. And the team was disjointed. The team had no idea, you know, what the other person was doing. Everybody was just off in their own world. Nobody was communicating together. I’m sure we probably could’ve used Skype groups, assuming they existed back then. I imagine they might have, and I just didn’t think to use one. But no one knew what was going on. They just did their own thing, and that was it.
Two years ago, we switched to Slack. And we took this disjointed, disorganized, unfriendly, quite honestly, team, and not overnight, but quite quickly, we gained or grew or created some semblance of company culture, something that you’d almost only expect in a workplace environment where people actually, you know, brush shoulders and work together and that kind of thing. We don’t have quite the culture that a company like that would have, but way more culture than you would expect any sort of remote company to have. I can’t put my finger on exactly, you know, what did it. But Slack was absolutely the catalyst that brought us together.
And I think, in part, it has a little bit to do with how we organized Slack. And that’s kind of what I wanna run through, because I’ve had a couple of questions about this. They started with Trello. They started with Scrum. And now, people seem to be interested in how we’ve organized Slack and some of our Slack integrations and bots and things like that.
I’ll go over it quickly. And I think this is kind of where Slack is going is they wanna be the hub for everything. And so we’ve really embraced that. They are the center of all our operations. Everything, all roads lead to Slack essentially. And what I mean by that is, you know, if a client pings us on their board in Trello, we get hit up in Slack. That’s through just a straight-up, simple, native integration between Slack and Trello. If we start getting hammered, if one of our sites starts getting hammered, either the server lets us know through something custom that we’ve created or Google Analytics lets us know from just referrals. So if we get X amount of referrals into a site in X amount of time, it warns us and lets us get on top of that or add it to our, you know, Google Analytics blacklist or segment.
What else do we have? I’m missing a whole bunch of them, like uptime robot. So if like a site goes down, we hear about it. I’m missing some really good ones. They’re not coming to me. They’ll come to me later. But, oh, like sales stats for example. So if we make a sale, it lets us know. And that one is a little bit custom, but like there are a lot of native integrations. And if there aren’t native integration, there’s Zapier. If there isn’t Zapier, if there’s something very custom you wanna do, you know, a programmer worth his weight can certainly work it out, because, you know, Slack is just so friendly for those types of integrations and that sort of customization.
And so the way that…I mean beyond those integrations, the way that we have set things up is we have…basically, we’ve created channels for clients and projects. So a client, assuming they’re sort of large enough to warrant it, would have their own board in Trello and thus have their own channel in Slack. And the idea is we want everything to be discussed in the same place. We don’t want private DMs going back and forth about a client, because, you know, yes, the two people talking about it understand it, but everybody else doesn’t hear about that. And so people miss things. You know, people forget to include people on things.
And just generally, it’s important that people understand what other people are working on, because there are parts, you know… Maybe, you know, Chris and somebody and Serge are working on a particular thing. And Hugo knows that he’s going to have to work on this particular thing very soon. So he sees Chris and Serge talking about, you know, almost being done. He knows that he’s gonna have to be ready for it. Or if somebody has to search some details related to a client, you know, discussion that happened, they’re not gonna be able to find it. You know, somebody else that wasn’t privy to that DM conversation, direct message conversation, they’re not gonna be able to find it in the DMs. But they will find it in one of our client channels.
Same thing with projects, we’ve set them up the same way. So any project that, again, warrants their own channel or their own board in Trello would, like I said, get their own channel. We would communicate in that channel. So the Magistrate has their own channel. A client would have their own channel. Loganix has their channel. And then even products of Loganix again that warranted Loganix premium where we have a whole whack of clients, we need a channel there to manage that effort. Loganix [inaudible 00:27:56] very complex, very complex orders, we need to channel to organize that sort of thing.
And then beyond that…I must credit this with a lot of that company culture that we’ve sort of built is beyond that, we’ve created channels like just a general channel for, you know, stuff related to the business or businesses or just stuff that sort of generally related to all clients or maybe something related to, you know, we’re trying to pick up a new rank tracker right now to track how our sites are improving in Google. We have a channel called Good Finds. So if we wanna share something with the rest of our team, something we’ve read that we think is really good and everybody else should read it, we have them post that in Good Finds.
We have a channel called Ratchet, which we share, you know, anything funny we find funny online, anything ridiculous we find online, you know. Since we are online all day, we tend to dig up some pretty crazy stuff. And I think that kinda makes up the most of it. But I think the most important thing is you have to really sort of enforce and encourage people to use that as the hub. That has to be kind of the center of it all. That’s how it works. That’s how it should work if you’re using Slack. That’s where things, you know, conversations need to happen, and they need to be sharable, and they need to be available to everybody else on the team. So that’s how we structure that.
And the last thing, and I’m gonna try and rush through this, so, you know, we don’t make this anymore longer than it already is going to be. We talked about, I don’t remember what episode it was in, but we talked about profitability and P&Ls; and things like that in the past. And I’d mentioned that we had been having quite a bit of trouble tracking, you know, how much money we were making from a client, you know, at the end of the month. And we’ve been using QuickBooks. And we have this really complicated process of tracking these payments and expenses and all that kind of thing. We basically set it up with classes so that each client would get a class in QuickBooks, and then we would just draw a simple P&L there.
But it wasn’t so simple, because the way that we track things, we time-track. So I want to know, you know, what each team member is doing at any given moment so that I can sort of figure out, you know, was that a good use of time? Are they moving at an acceptable speed, etc., etc.? So we bill our time a little bit like lawyers, except we don’t bill the client. So we bill time to the client project, and then, basically, I pay that or, you know, the company pays that. And so, you know, we’re able to look at a particular client project for basically like a week in FreshBooks, for example, and see, okay, you know, John spent X amount of time on X task, and Serge spent this amount of time on, you know, this task, and then he worked on the same client and, you know, worked on this task instead and spent, you know, 2.23 hours on that.
But what was tricky is when I would get an invoice, I would have all that detail, right? And so when we needed to assign each one of those costs or time investments or sections of time to the particular client so that I could run a P&L against, again, you know, what they paid us and what we spent essentially to provide that service. They would have to go in a separate journal entries into QuickBooks.
And, you know, it would look like, you know, Serge, you know, $40, he worked X amount of minutes and, you know, put that in. That would just be a very small piece of his invoice. He would have 40 other entries that will be a part of that invoice, and each one of those entries would have to make their way into QuickBooks under one of these classes. And we’re talking about hundreds of entries every single day. You know, that doesn’t even count like, you know, actual expenses from, you know, just like credit card expenses or bank expenses that will be applied to those classes as well.
So it was a nightmare. It was a nightmare for our accounting team. And it got to a point where they didn’t want to keep up, and it was just impossible pretty much for them to keep up. So for the last while, we’ve been really kind of running the business by feel, by gut with the broken windshields. You know, we haven’t known how well we’re doing on a particular account. And I’ve run into this in the past before where things got really out of hand because we ran the business like that for too long. We couldn’t find anything that could sort of solve our problem. As long as we wanted to keep that sort of…I don’t know if the word is granularity, assuming that I think that’s a word…that sort granular detail, I couldn’t find something to do that. And so when in doubt, put Josh on.
Josh is one of our very talented programmers, and everybody should have a Josh. I mean I don’t think it really matters what space you’re in. There’s so much that a programmer can do for you. If I could go back, you’d be one of my first hires is somebody who is capable of automating things and making things more efficient and quicker and just cutting down the sort of the amount of labor hours that were involved in these silly processes. So he’s built a system, and I don’t have the technical specs for it, nor do I really, you know, fully understand them, because it takes me a while, many times him explaining different pieces of code for me to really grasp it.
But basically, he’s built a system that goes into FreshBooks, pulls a report. So he’s thrown this on sort of a junk server, and he pulls these reports from FreshBooks where all that time information is, time and how much that time cost and which project that time was allocated to, pulls all that. And then he’s able to, basically, summarize all that information…right now, we’re working on PayPal and Stripe integrations…but basically summarize all that information into a dashboard so that I’m able to see live at any given time, because it’s constantly pulling how the health of each organization or each company or each product or each service or each client is doing at any particular time.
I can pull one of our clients and be like “Okay, they paid us this. And so far, this month, we’ve spent exactly this much on,” you know, “on them.” And believe it or not, that was a tricky thing for us to accomplish in any piece of software that we tried out. It was tough to get this sort of dashboard created. There were sort of these, you know, ways we could hack it, but it was never, you know, this sort of system. So now, I’m gonna have this beautiful dashboard that I’m gonna be able to get, you know, wake up in the morning, check the dashboard, see how we’re doing. I’m gonna be able to run reports, all that kind of stuff.
But what’s even better is now he’s gonna be able to summarize that information. It won’t require my bookkeeper to break things out by class, you know, in the same way that we did before, because all that information, the goal of all that information was to give me those very granular P&Ls;. I have that now. So she doesn’t need…you know, the bookkeeper and the accountants, they don’t need to worry about that anymore. They can just associate the expense or the invoice with the company, right? At the very most, if Serge, for example, works on three different companies, that’s just three different journal entries. That’s it. Whereas, before, it was, you know, a single invoice from him would be like 20, 25, 30, 40 different journal entries. Times that by all the team members we have, it’s a fucking nightmare. Times that by, you know, we pay people weekly, times that by four, four invoices per person, it became impossible and certainly cost-prohibitive.
So, you know, the idea of updating you on this or the reason I’m updating you on this is I am assuming, based on some of the questions that I get and conversations that I have, that other people are having these same or similar problems. And so I wanna share some of the problems that we’re facing and how we deal with them. And that one took, you know, three or four weeks for us to kind of figure out, mostly because we’re just busy. But I wanted to update you guys on that and let you know how we were able to solve that. It’s still very far from solved. But very soon, we’re gonna have sort of a final product. And I think what I’ll do is I’ll share a screenshot of a few different things and how that is kinda working.
So I think that’s all that I had to say on that particular subject or the three subjects or the two subjects before it. Brandon, I’m not forgetting anything?
Brandon: It sounds like you hit a lot of parts.
Adam: How many minutes are we at? How many?
Brandon: Thirty-five-plus.
Adam: Every time I come in here, I’m like “We’re gonna bang this out in 15 minutes.” It never happens. And I don’t think I’m rambling. I mean now I’m rambling. But I don’t think that… Anyways, I hope that its value-packed. That’s always the goal. And I think people are enjoying it. If you are, I hope you let me know, because it does…I mean I’m a human being. It does help to get a little pat on the back occasionally and to be reminded that I’m not wasting my time. So a comment, a like, a share, you know, we’re on Facebook, we’re on YouTube, we’re on Instagram, we’re on SoundCloud, we’re on iTunes, we’re on Google Play, we’re on Stitcher. We’re blogging. We’re doing all kinds of things. So there is always a place where you can let us know what you’re liking, what you’re not liking. If you have any questions, I would love them. I’d love to feature them on the show. I’d love to talk to you in person or, you know, just over the phone and try and help you, you know, in whatever way I can. So do let me know, please. You know, leave a comment. I’m here, I’m open, and I’m ready to take on somebody’s questions.
If you haven’t subscribed yet, I hope that you will. I hope that you’ll take a minute out of your time and maybe share this show with a friend, somebody that, you know, might find this useful, maybe somebody who hasn’t, you know, quite taken the leap yet and might be interested in some of the things that we have to say here. It might give them the courage that they need to take that leap. And if I can do that, man, that would mean everything to me. That would be everything that this show is about is it’s about not only getting people to take the leap but then helping them once they take that very important leap.
So thank you, everyone. I appreciate your time. I appreciate your attention. I know there are so many other things that are fighting for your attention. So it means so much if you would take the time to, you know, spend 30 minutes, 30-plus minutes out of your day with us. And like I said, comments, likes, subscribe, leave a review on iTunes, on SoundCloud, on whatever. I don’t even know if you can leave comments or reviews on SoundCloud. But if you can, please do. And we will see you again on episode 13 of The Steele Entrepreneur Show. Thanks, guys. Have a good one.
