How To Double, Triple Or Even QUADRUPLE Your Email Open Rates with Lawrence Tam & Josh Schoenly

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If you want to see the average earnings, please visit the page at www.empowernetwork.com forward slash income dot php. Hey, this is Lawrence Tan. I want to welcome you to the Inner Circle. And these calls are to help you with your business, your personal life, helping you grow, increase your sphere of influence, increase your ability to earn more money or even help more people. And this call is specifically for those who are really, really looking to just grow faster, listen to a daily audio is one of the fastest ways to growing.

Having your brain aligned to your goals, is the number one way to get you to your goals. Cause just wanting your goal versus actually having your goal aligned to it. That's the way the team works. You're getting your mind to it. So this call is specifically for that.

And I have a special guest and this special guest struggled for years in marketing and in business, but now is working at full time for a little over five years now and is an ex gym teacher. Let me go ahead and bring out Josh Schoenle. Josh, can you hear me, my man? I can Lawrence. Thanks for having me.

I appreciate it. Oh man. When I heard gym teacher, all I remember with gym teachers, our gym teachers back in the day, they wore those really short shorts. They used to call bike shorts and they would have the whistle and basically they would just say, Hey, go run your labs or hurry up and change classes next. But they didn't really teach anything.

It's kind of interesting that a gym teacher who's basically now a business that teaches marketing, teaches, you know, how to sell things online, how to build traffic, how to convert leads. You have a very, very interesting topic today that you're teaching on, right? Absolutely, man. Absolutely. We're going to talk about something that, you know, I think could help anybody who's, who's trying to do this online thing for whatever kind of business they've got.

Absolutely. Awesome. Awesome. Yeah. So today's topic, we're talking about email.

Now, most people think email, they're thinking like back in the stony ages, hotmail, AOL.com, maybe through your service provider. When they think email, they think, okay, the email, they open up. But when you're in business or when you're in the, when you're in the niche of actually maybe building your brand or getting your product out there, when we talk about email, we're talking about an actual marketing principle of email marketing, getting your message through email delivered to other people. And how do you do that properly? So you had a couple of tips or actually you had a lot of bullet points on what you wanted to teach with email.

What did you want to start with? Well, let's, I think I want to start with a little bit of context because, once you have the context, you can understand, I think, and absorb the principles a little better. So let's, let's, let's think about, what typically happens. And I think most listeners probably at some point have gone through this process, right? Some way, shape or form, you end up on a, a capture page.

You know, whatever the case may be, maybe you got an email, maybe you saw a Facebook ad, maybe you saw a banner on a website, whatever, you end up on a capture page, you end up entering your email information, and typically what happens is you go to some sort of, what I call like out of the box sales presentation, right? You know, most of the people listening to this call have probably are in some sort of business opportunity, have been in one before. And generally speaking in, in those sort of scenarios, you're given like this out of the box stuff, right? You might even be given an out of the box capture page or a sales video and so forth. And so, when you, when you think about it, let's, let's, let's use the scenario of Lawrence and I, Lawrence is the prospect and I'm the person building my list, right?

I'm building my email marketing with, and let's say, however, I got it, I got my sort of canned or out of the box capture page in front of Lawrence and Lawrence enters his information, right? He enters his email and he hits submit and he's taken to a sales presentation. But the sales presentation isn't from me, right? Because I'm not the creator of the opportunity or the business or whatever. I'm just using what I was given.

He watches the presentation. Maybe he gets distracted. Maybe the kids start screaming. Maybe he watches the whole thing. I don't know.

It doesn't matter. But if you put yourself in Lawrence's shoes, you got to a page, generally speaking, that has no information about me on it. He watches the video that has no information about me on it. And then he gets an email from me. And he's like, well, who's this Josh guy?

Delete. Might even mark it spam, right. And it isn't paying attention. Let's do a different scenario.

And the way that I recommend that you all do this process so that you can get, I've tested this. I've tested doing the scenario I just outlined for you extensively. And I've tested the scenario I'm about to outline for you. And I have documented it. It's, I get anywhere, depending on where the people are coming from.

I get anywhere from double to quadruple email open rates, not only on my initial email after someone opted into my capture page, right? But on a followup sequence of emails and even broadcast emails as well. So let's take a different scenario. Same thing here. Lawrence, however, I get him to my capture page, one way, shape or form.

I get him to my capture page. Same thing. Now we might even talk about how you can get a little bit better results, you know, and things you can do with your capture page versus using maybe something you've been given by the company that you're working with. But he gets to a capture page, enters his email. And instead of going to some sales presentation or sales video or some information that has nothing, that, you know, has no way for Lawrence to meet me, he goes to a page that has a video by me, short video, minute or two minutes, doing a couple of things.

Number one, introducing myself. Okay. Just introducing myself. Hey, this is Josh Shanley. And I wanted to let you know that the information you requested has been emailed to you.

Okay. So I'm introducing myself to them. I'm letting them know that, you know, what they asked for, because typically on a capture page, you're offering something, right? Enter your email to get X, Y, Z, maybe a free report or to register for a webinar or, you know, maybe for some sort of training, once you make shape or form. But before you go check your email, I just wanted to introduce myself and let you know that I'm a real person, just like you are, as you can see from this video, right?

And I'm obviously pretending I'm doing a video right now. And what I like to do is on this, what in our industry is called a thank you page. What I like to do is I like to include ways for them to connect with me, right? Maybe my Facebook link. Here's what I do specifically.

I put my Facebook link, my LinkedIn link, my YouTube channel, and I even put my cell phone number. I'm not suggesting you do that, but that's what I do. And the video is all about doing a couple of things. One, it's about introducing you and creating a relationship with your prospect with leverage, right? If you think about it, you know, in the old way of trying to get business, you know, you wanted to develop a relationship with, oftentimes, you know, came by, you know, if you had a brick and mortar business, somebody coming through the door and getting to meet you or, you know, even by phone.

But you can accomplish the same sort of end result by doing something like I'm describing here. So purpose one is to introduce and to start to create a relationship. Purpose two is to train the person to check their email, specifically to check their email from you. So in that video, I will say multiple times to go check your email and look for an email from me. My name is Josh Shanley, and I have it.

I usually have my name on the page as well. And I say, you know, you can find the spelling on the page below. And I recommend you go check your email right now for the information that you requested. Okay. So that's the first way, the first sort of point of differentiation versus what I see the masses doing online.

And this is in any industry, right? Let's take real estate agents. Because I was one for a while. I wasn't just a gym teacher. I've tried my hand at several things.

Real estate agents send people to a capture page, right? Offer maybe a free list of properties for sale in, you know, in XYZ town, whatever. And then they opt in and they go to some website that just has a list of houses that they can find anywhere. Okay. So I think it's really important to create, you know, some people call this a bridge video.

I think it's even slightly different than a bridge video. It's creating that initial bond with your prospect and training and setting an expectation for them to go check their email and look for email from you. Now, a couple of things you can do to even crank this up a bit is create some level of excitement in the prospect in that video. Maybe you've got a bonus training or some bonus information that you're going to include in the initial email or maybe in your follow-up sequence, which we'll talk about here in a minute, but create a level of excitement or a level of surprise that you're already like going to over deliver to them. You know, Hey, I know you asked for information about XYZ, but I wanted to let you know that I'm also going to be sharing with you W or TUV, whatever, I don't know, different letters.

But create that sort of level of excitement and anticipation so that again, they're excited and looking forward to your email versus the initial scenario I said, where, you know, you send somebody to a capture page, they go to a sales presentation. That's not you. And then they get an email from you and they don't know who you are from point one. And the likelihood of them opening and engaging with you is way, way down versus the scenario I just outlined.

Does that make sense? Did I leave anything out? No, I was taking a couple of notes to batch it together so we can review one minute, quick intro. It's considered the thank you page. It's like right before the sales page, after the capture page.

And the pre-frame on that video would be to say, Hey, the information is being emailed to you. Say what your name is. I'm a real person. Build a quick rapport with the person, and then have some type of lead, like surprise, or some type of ad copy, to have that person wanting to search for your email.

Did I miss anything? No, that's like perfect. That's perfect. And here's the thing. What I have found, you know, people are, some people are freaked out by doing videos and that's fine.

I understand that. But here's what I would say. In this case, any video is better than no video, because, again, at least what I see in our industry is too many people doing the first scenario that I said. And if you can be, this is a way that you can rise above your competition because there's lots of people, in whatever almost industry you're in, you know, if you're listening to this call, there's competition in every industry, right?

And so you can do some little things to differentiate yourself in your marketplace. Every little bit helps. So now that we've got them to opt, you know, somebody's opted in, right? And they're on your email list and we've already done something a little bit different, right? We've differentiated ourselves.

Now, how do we create a followup sequence, so that we can get even more engagement and hopefully create a customer or client, or maybe recruit a new team member, whatever your objective in your business. What are some things that you can do to, or how can you create a sequence? Now, some of you may not even know what that is, but a followup sequence, or an autoresponder sequence, is just a sequence of emails that you create once that go out automatically when someone opts into your list. Okay. And you know, in some companies and some industries, people have sort of done-for-you followup sequences, which is all well and good, but I think, for the same reason that I think you should create your own sort of custom thank you page message video and so forth.

I think you should create your own followup sequence because it, they will be in your voice. They'll be your personality. And ultimately people buy from people. People will buy from you. People are going to join you more than anything else.

And there's nothing wrong with being your genuine self, right? You want to work with people that resonate with you, whatever business you're in, right? So here's how I recommend. And this is one that, you know, if you're not taking notes, you might want to, if you're listening to this in your car, obviously, maybe listen to it later where you can take notes.

But these are, this is sort of the general sort of what Lawrence mentioned at the beginning, sort of like paint by numbers method of doing followups. And it's as follows. So the first email that you're going to send is the one that goes out immediately, right? And that's the one delivering on the thing that you promised, right? So whatever you promised them on the thank you page, you're going to deliver that in that initial email that goes out immediately, right?

So it's, you know, Hey, whatever it is, if it's a video or a recorded webinar or whatever it is, or an audio, whatever the thing is, deliver that thing. That's it. Just deliver on. Cause here's the other thing, with all of this is you want to create, what's the phrase I'm looking for?

You want to deliver on what you're offering, right? Your favor, right? You're delivering on what you promised, right? And that creates integrity in the mind of the prospect. Okay.

This is someone who's actually, you know, delivering on what they promised, because that's the other thing out in the marketplace. This may seem like a little thing, but this is going on in every industry. And so if you can be that one that's delivering on that promise, you're going to differentiate yourself. So that's the first email. The next day, I like to send an email, they got the thing that they asked for.

Okay. So, resending the thing from before, from the day before, right? Making sure that they got that and telling them a little bit of a story, like your story as to why you're in this kind of business, or what you're doing, et cetera, then to connect with you on social media, because the other way to dramatically increase your email open rates is if you are connecting with people in more than one place, you're going to get dramatically better open rates and engagement rates. You can connect with them on social media, whether it be on Facebook or LinkedIn or your YouTube channel, whatever, the better.

Second email, I'm reiterating, Hey, connect with me. On a third email, I would send, I would share my story, and particularly in my case, when I do most of these things, like, you know, I failed in a bunch of businesses, went through bankruptcy. I was, you know, at a place where we were broke and, you know, I didn't know if I was going to have to go back to being a teacher and so forth.

But here's what I did, instead of giving up all my dreams, here's what I did. And I let people into my life, right? I share things that some people aren't comfortable sharing. But again, when you do this right, they can, there'll be something in your story, some level.

And some people, like I've had people email me, or hit me up on Facebook, or text me, or even call me, like, I am living your story. I'm living it. People will resonate and connect with you on maybe one part of your story. And some people will resonate. That's the third email.

And then what I like to do, for just a couple more emails, cause then I'll talk about what this Lawrence, I don't know what you do for sequences, but I like a short followup sequence. And then I go to, I've just found for me that works better. I don't know what you, it just changes. It depends. It's just to give you ideas, right?

There's no perfect formula for everything. There are principles that you can apply. So how you can apply them to your industry. So here's the rest of what I typically do in a followup sequence. I will address questions.

Okay. Commonly asked questions about whatever it is I'm trying to help the person with. Right. So a commonly asked question about, you know, whatever they opted in for, right. If they opted in for information on how to get more traffic to their website, or how to get more leads, or how to make more sales, put more people into their business, or whatever it is, they opted in with questions about buying your first home or getting a mortgage, whatever.

Answering commonly asked questions, right? I like to do that in my followup sequence as well. I like to share, because of that, that person doing business with you, right? Because they might be able, like if you tell your story, you know, you might be some superhuman person, right, in their mind.

But if you share other stories of people who have gotten the information that you share, well now it's like, well, it's not just Lawrence that can do this or Josh that can do this. That was a terrible example, but, you know, stories should be related to what result they're looking for, right? The result that they opted in for. If somebody opted in for information about how to recruit more people into their business, you would want to share success stories of people who've applied the information that you shared with them and gotten the end result. If, you know, let's go to the real estate example again.

If you're trying to get more buyers, right? If you're trying to sell more houses, you would share success stories of people who have used you and had a good experience. Exactly what those success stories vary, but the idea, the principle is the same. And any of this stuff that I'm sharing, you can do this in different mediums, right? You can have a text only email.

You could do it by video, you know, so you send a short email and you're like, Hey, check out this video by so-and-so, she used the same information that I shared with you to get X, Y, Z result as well. You know, the other type of emails you'll do in a follow-up sequence, or I guess the last type would be, and you can do this in a technical way, I mean there are services that you can do this with, you don't have to do it in that way either. You could simply send an email that says, you know, Hey, what's the one thing that you need help with right now? You know, if I could wave a magic wand, what would it be? Hit reply and let me know.

And if I can help you, I will. Something like that. Again, it's to create a conversation, a bond with them, to another level. So those are things that I recommend. Remind them to connect with you on social media, right?

If you're not on social media, you probably should be, but if not, you can leave that out of it, right? Let them into your life on some level. And then the couple other things are, Q and A, right, frequently asked questions. If you do that stuff, let me quantify it.

This might be, you know, for some of the people that have been doing email marketing for a while, this might be eye opening for some, for others. When I combine all of these things, the ten emails were fantastic, versus what I would say is the industry average. Any thoughts before I go on? I think I've got, to cover, and then, yeah, yeah, for sure. The thank you page that goes before the sales page, but you still let them go to the sales page.

Correct? I actually don't. Now, I'm not saying people shouldn't, but here's what I do. I'm training them to open my email. And here's what I have found. If you're sending them directly to a sales pitch, they may never open your email ever. If you've got something that is, you know, real content and real training, and maybe just has a subtle sales pitch, you might be okay. But I want to train them to open my email.

And I have done it depending on the traffic source. I've gotten, from one traffic source, Facebook, I'll just say Facebook pay-per-click, when I do that process, I can get over a hundred percent open rate of my initial email that goes out to the people. If you're thinking, how do you get over a hundred percent, people are opening it more than once. So, when I'm doing that, but there are cases like, again, these are ideas for you and there's never any, you know, I don't know.

In what we do, there's rarely any like 100% hard and fast rules, you do this one thing all the time, right? It's my recommendation that I want to train them to open my emails for the long term. So I don't, in most cases, the only thing they can do on my thank you page, in most cases, is connect with me on social media, because I want them to go check their email.

So when do you send them back to the sales page? In that initial email. Okay. But I guess it depends on what you're offering on the capture page too, right? If what you're offering on your email capture is your sales video, and how that works, you might do one thing versus another.

Does that make sense? Yeah, yeah, yeah, yeah. If you're offering a report, let's say you're offering a report that isn't about your sales video for your company, then in that case, you might do a thank you page bridge and let them go to the sales video, if they choose, because the report is separate from that, right?

But if what they're opting in for is the sales video or the training video, I want them, you know, I'm doing everything possible to train them to open my email, because this part of it is technical, but if you get people to open and engage with your email, you're more likely to get back into their inbox. And, you know, with most email providers now having different, email boxes, you know, the primary box and different boxes, the more you can get into their primary box, or at least just into their inbox, the better. And by getting them opening and clicking on your email, that's one of the best ways to help that happen more frequently.

So, your process is, you want to sell later, well, not always, but let's just say basically, you want to build a rapport, get them used to opening your email, and then you'll sell from there, versus straight to the sales page, which could burn a bridge where they'll never open the email from you again. That's the idea. And what I found generally speaking is I don't lose any upfront conversions, because the person that was going to buy or join or whatever is still going to do that, even if they've got an extra hoop or two to jump through, they're still going to do that anyway. But now I've created bigger engagement from all of those people, greater engagement, higher open rates from all of the people on that immediate email, but also on the following sequences and the broadcasts that I send over time as well.

So with this process, would you leave the default double opt-in? I don't, but you could. I mean, you could. I view it as it's kind of like its own thing, it kind of is like a double opt-in, but you know, depending on who you're using for email marketing, the double opt-in emails can be hard to manipulate, and the default ones are sometimes just horrible, ugly. Yeah, so but you're sort of accomplishing the same thing, right? You're, you know, if somebody really wants the information, they're going to hit the back button and put in their real email, right?

So if I put in a bogus email and I go to this thank you page, you know, and I see, oh, this is a real person, you know, and I got, you know, I guess I better put in my real email if I do want this report or this information or whatever.

Yeah, so what, so you were saying you get 50% open in your follow-up series, what do you normally get on your very first email? Because I've noticed that kind of determines the rest of the way, the relationship with the audience. When I do this traffic source, I get anywhere from 60 percent to, like I said, certain traffic sources are over 100%, which means the person comes back, you know, some people come back and open it more than once. Now that's, that is like, that's not even quadruple, that's probably more like six or eight times the average, because, like you were saying, most people only have like a five to ten percent open, because the way they market and pre-frame their traffic, to get them to open their emails to insurers, is so focused on that, your open rate is exponentially higher, not even two, three, or four times, it's like ten times higher, almost.

Well, I mean, and I would recommend everybody have this, you have to take a long view on your business, like treat this like a business, and know and understand that pretty much across the board there's only a small percentage of people that are going to buy whatever it is that you're selling up front. And you're going to buy up front, small percentage, the majority is going to come with follow-up. And if you've got more people opening your emails in your follow-up, well then that percentage, you know, that percentage that you're leaving on the table, it can get larger by doing that, by creating that level of engagement and so forth. That's sort of the thinking behind it, is taking a long view with list building and with your business, and not having blinders on, only focused on, I want to get an immediate sale.

And so it takes some discipline to do it right, because, you know, I think most of us have that mentality, to get that immediate sale, whatever it is that we're doing. But, again, what I've found is generally speaking you don't hurt the immediate sale, because the guy or gal who was going to buy immediately, they're going to go through the extra hoop or two and buy anyway.

Yeah, okay, but you drop more over time. Okay, so I guess a question, anyone who's listening to this who isn't into email marketing, they're thinking, do I send like cat photos, memes, what are you sending? Yeah, so here's, then, you know, we gave you a sort of idea of what to send for a follow-up sequence, ongoing. Really only three, maybe four, kinds of emails to send. One is Q&A, FAQs, and I talked about that in the follow-up sequence, but if you're doing this right, you're going to get people asking you questions, either replying to your emails, asking you on social media, calling or texting you, whatever. And every time you get asked a question, it's an opportunity to send an email. You know, so-and-so asked me this question today, and maybe you have the same question as well, here's my answer. That's an email, plain and simple, right?

And regardless of which kind of email you're sending, you always sort of want to transition to a call to action. You know, and the call to action doesn't necessarily have to be to buy whatever it is that you're selling, maybe the call to action is to register for a call to action, or a free workshop, or to get more information, or something like that, doesn't have to always be, now go buy this thing, right? So that's the first one. Anytime you're asked questions, you just need to become aware of that, you know, if someone is asking this question, there are more people on my list who have the same question in their head, and so if I can address it, that takes away a potential objection that they had, consciously or unconsciously, and so they're like, oh, okay, that makes sense.

Number two, how-to videos. Here's how to do something, right? So, you know, the logical how-to video is something that piggybacks off of what they opted in for, right? Whatever thing they initially wanted information on, you can do a how-to video that some way, shape or form logically piggybacks off that. In fact, before Lawrence and I got on this call, for everybody, that's what I was doing, I was making a short how-to video that I am going to email to my list, right? And how-to, it doesn't have to be a video, it could be, you could put how-to into a text into an email, or it could be a blog post, text that you send the email to, right? The medium doesn't matter, but the content is pretty constant.

And then the last one, and this is by far the most powerful, which I already mentioned in the follow-up sequence, but it's stories. Stories are, in my experience, the best way to sell without selling. Okay, if you tell a story, people love stories, right? I mean, that's why so many books sell, you know, that's why so many people watch television, they love stories, people love stories. And so if you can, and storytelling is a skill, right, it's not something, you know, some people are naturally better at storytelling, but it's something that you can learn over time. And the other thing I would say is, you can borrow a story, right? Now, you've got to be careful, but, like, you know, for example, on my team we borrow and share each other's stories, so that we have other stories to tell our list, right?

And they should all include an offer or call to action, right? You always want to weave in, whether it's a question and answer email, whether it's a how-to email, or whether it's a story email, you want to weave in that offer or call to action. Okay, and sometimes it's easier than others, right, sometimes it's going to be a little bit awkward, and that's okay. And the last thing I would say, the fourth category that I'll just mention here, which you should use sparingly, is an email that's a direct call to action, right? Direct, you know, you opted into my list looking for XYZ, here's how to make that happen, go do this, go sign up here, or something like that. I recommend doing that the minority of the time, 10 to 20 percent of the time with your emails, and then you can do the other three, the Q&A, the how-to, and the stories, 80 to 90 percent of the time. And here's what I think you'll find if you do that, that's the reverse of what most people are doing in the marketplace. Most people in the marketplace, at least in my experience, are 80 to 90 percent of the time just pitching, just, you know, go buy this thing, go sign up for this thing, and 10 to 20 percent of the time maybe doing how-to, Q&A, or story. If you can do the opposite, you are naturally going to attract more people to you, in any industry, whatever it is that you're doing, if you do those three kinds of emails and you do them a majority of the time. Does that make sense?

Man, I was, that was fantastic. The four types, FAQs, how-to, stories, and the direct call to action, right on. That was stellar, man. So you never have to worry about, you never have to think about, okay, what am I going to email? Because the thing we, I think we've hinted at it but we haven't directly said it, and I think you have the same philosophy as I do, is you should be emailing your list once or twice a day. And I think Lawrence, I've heard you say that before as well, and that might vary by industry that you're in.

But if you think about those four things, you should never run out of ideas to send your list. And if you further ask yourself this question, and this is maybe where we'll wrap up, if you ask yourself this question before you write an email, generally speaking I think you'll get a better result, if you ask yourself, what can I send today that will help at least one person on my list get the result that they were looking for, get away from the pain that caused them to opt into my list in the first place, and get more of the pleasure that they were looking for, whatever the industry, whatever it is that you're looking for. Put yourself in the mind of the prospect. What can I send today that would help just one person make a decision that would help them get less of what they don't want and more of what they do want? And if you put it into the context of those four types of emails, you should never have a problem coming up with an idea to email your list.

That is awesome. So crafting an email specifically for one person, because it's easier for someone who writes an email to solve one person's problem than say ten people's different problems, right? And the thing is, that one person, if you have any number of people on your list, most likely it's going to talk to more than one person, right? But if you just think about it from that perspective, think about it like you're writing and crafting an email specifically for that one person. You know, there's that myth, you know, you're never going to make everybody happy, right? And if you try to, you don't get anywhere. And that was the worst description of that phrase ever, but I think the listeners understand what I'm saying. You're never going to please everybody, so think about the one person, and if you try to talk to that one person.

Yeah, that is killer, this is fantastic information. Just understand that in almost any industry that I've been researching, and you just look around, five to ten percent open rates is pretty standard for autoresponder follow-up. So this is the type of information that would help any type of business. If you sell vacuum cleaners, you know, you have a hair salon, or you sell homes, this is definitely something you should integrate into your business, because only a small fraction of people are going to be able to, like you said, only a small fraction will generally purchase on the front end. And, you know, if you're doing digital products, or maybe you're an affiliate marketer, I mean, you're looking anywhere from one to five percent max, that leaves you anywhere from 95 to 99 percent of the people who didn't buy on first take, first contact. So having a strong follow-up, and having a follow-up that people actually open, is very critical to your business on an ongoing basis, considering what your cost for traffic and clicks and leads would be.

So we're going to wrap up this Circle Call. Josh, thank you so much for, you know, coming out here and showing a game plan to how to double, triple, quadruple, even ten-x your open rates. Is there anything last thing you want to say? No, man, I think I probably gave enough to get people's heads spinning, but here's what I do want to say. I want to thank you for having me on, and I want to thank every one of you for listening. Here's one thing I will say, I beg you, I implore you, to take action on this information. This has nothing to do with emailing, but if I boiled it down to the one thing that took me from not succeeding to succeeding, it was the ability to quickly put knowledge into action, right? So the faster you implement even just one of the things you heard on this call or any of these Inner Circle calls, the more quickly you're going to see better and greater results, whatever business you're in.

Man, you hit it right on the head. So by all means, listen to this again a couple times, implement it the same day. This is definitely something you can implement like right now after you got this call. And then listen to the next calls with Inner Circle. We want to thank you for everything. My name is Lawrence Tan, and I'm going to thank Josh. Hey, thanks for everything. See you on the next call. Bye.