How Pat makes $25k/month with his Kettlebell Skool

0:00So Pat, how much money are you making on school? Um, right now my MR is about 20,500. And what's your group about? Kettle bells and working out at home. Kettle bells. Kettle bells. How much does your community cost? 40 bucks a month. And why are you passionate about men and kettle bells? So really, it comes down to my whole ethos of fitness in general. So kettle bells are my tool, but my ethos of fitness is I don't care what you do. Just work out and do something. If you love running, just keep running. You'll end up getting in shape. You love yoga, keep doing yoga. You'll end up

0:32getting in shape and so on. So, for me, if being in the fitness industry my entire life and trying basically everything, kettle bells have kind of stuck with me for the past four or five years and just been what I like to do. And social media for me, as someone who's been in the fitness industry, is just for the most part been here's what I'm doing. If you think it's cool, come along for the ride. Kettle bells just kind of took off. And then all of a sudden I was like, "All right, I got a lot of people following me for kettle bells. Let's keep this thing going." So I just

1:00like using them. That's that's my that's my whole thing. They're fun. Bro, the kettle bell swing is undeniable. It's so epic. 100%. So you have been passionate about this for a long time. You built up a social media following. How did you get on to school and why? So I was using another platform to deliver my program for about two and a half years and I have what everybody likes to call a leaky bucket, right? I did. and me and my business coach and mentor just kind of sat down and looked at it and decided something needs to change and we both kind of agreed on a potential platform change. The

1:33one I was using was good for here's your workout, go do it, see you later. And I remember Hormosi saying something about community. You can't AI community. And in the fitness industry, a lot of people are afraid of AI of going to chatbt, give me a 12week strength program, blah blah blah. You can do that, no problem. So I just needed something that was a little stickier. Was deciding between a couple platforms. I had heard of school. Just kind of started one to start playing around with it. Stopped looking at other ones and decided this is the move. This is a great place for me to host things. And a big part of it was just by the nature of what I do

2:07with Kettle Bell is people working out. Most of those people are working out at home alone. So I figured having a little space for them to actually talk to each other was going to allow them to sink their teeth into the program more and be stickier and I was right. Yeah. Working so far so good, right? So, what was it like for you to be able to be in deep communication with your members? Cuz you had a program before. Obviously, you've got social media. It's very different whenever you're in a community space and like all of a sudden they can tell you exactly what's going on. What

2:39was that experience like for you? It was very eye opening. I always, I won't lie, kind of rolled my eyes at the community concept. I always thought I'll give the good workouts, they like them, they get results and so on. But I quickly realized that's not the case. I brought people in and immediately they were just saying this is awesome. It's cool to talk to other people. And then I felt like I was just in the mix. I didn't feel like I was the teacher lecturing. I felt like I was just one of one of the crew. And that really changed everything for me to realize that I'm also just

3:09a dude who works out at home alone. I want other people who work out at home alone to share wins, talk about things, kind of nerd out on this tiny little thing called the kettle bell that we all enjoy. And it immediately opened my eyes to, oh, this is a real thing that people need, people want, and they and they crave it without realizing it. So cool. So, you do this really interesting thing online. You ready? Mhm. No. No. Come on. Bring it out. Yes. Let's go. Oh, you got the full one. Oh, this is heavy. Oh my god. All right. First off, where'd you get

3:44this? Cuz I'm going to buy it's going to be on my doorstep by the time I get So, not only are you into kettle bells, but like one of your big things is like you incorporate Lord of the Rings. Yes, I do. into your community and into your social media and into everything. So, what is the benefit of like doing weird stuff? And how I knew about this is like we were chatting back and forth and you saw that I had a sword in my background. You're like, "Dude, and then you showed me you had a sword in your background." I was like, "Bro, hell yeah." Big time Spider-Man meme. Yeah,

4:11huge. So, what's the benefit of having like a fun little flare like this for your community and for your content and for everything? Yeah. So, I'll give a little bit of the background of it is some of the kettle bell workouts that I do, I give them names. And I This is the Aragorn complex. This is the Gandalf complex, the Achilles, Hercules. I just gave them names because it just made them a little bit more interesting. It made it more of a thing. And for a while, I was just posting them. People would be like, "Oh, this is cool. I love it." But then when I started on school

4:39and I did my little introduction post for all my community members, you know, where are you from? What's your name? Why'd you join? And then just a personal thing. I said, "What what's your favorite movie?" And I think in the first like month when I was transferring everybody over, I had 600 or so people in there and 10 or 15% said favorite movie, Fellowship of the Rings, Two Towers, Love Lord of the Rings. And it made me realize that, oh, these corny little stupid videos I put up years ago of this is the Aragorn complex genuinely stuck with these people and probably made me stick out a

5:10little bit uh compared to maybe somebody else of other kettle bell influencers. And it just gives us a little bit of a thing to actually talk about as it is. It's a little I don't want I don't want my community to only be about fitness and working out. I want to know what books are you reading? What music do you listen to when you're working out? What movies do you like to watch? And it just so happens that a lot of people nerd out on Lord of the Rings and it just kind of attracted them to

5:36me. And you said something really interesting like there's a lot of people in the fitness industry. Number one, so fitness. Yes. It's like there's a lot of people doing kettle bells. Number two, cattle bell niche. It's like, is there anyone who's doing like fitness kettle bells? Nord does the ring. You know, it's it's another way to just kind of like niche around, differentiate yourself. And you know, I watched some of your videos and I was like, "You're doing a cattle bell

5:56swing." And he's like, "You're holding an Aragon sword in your hand." And it's like, "Bro, what?" Yeah. Little dangerous. You know, my mom and and mother-in-law freak out a little bit, but I've got enough practice with it. I'll be okay. It's great. And and this is the stuff that like people nerd out on. And, you know, Yeah. I mean, I was telling you, it's like Lord of the Rings is like huge part of what we do as well in our community. And it's it's the best. Yeah. People love it. It's it's a big sticking point for a lot of people. They think they're awesome. Yeah. And it's very different to

6:25if you were just kind of running a traditional course Yeah. format, right? It's like there's internal jokes. The internal memes. It's like the school cat like S was talking about yesterday at the event. Dude, that was my favorite thing about school when I first started. They're like, "Hey, here's this cat. I have a cat." Immediately cool. Throw him on there. I was like, "Wait, this guy plays music? Let's go." I listen to the cat music all the time. I love it. It's a great little thing that you don't realize is keeping you. What playlist do you select? Lowi. Lowi. Lowi. There's only one kind of option there. It's the best. Super cool. So, how do you get Let's go tactical,

7:03right? How do you get people in your community? So, what's working for you right now? Instagram, YouTube, and emails are my and Facebook are my main drivers. A lot of it is either social media. So, social media directly to the about page or social media to email list to about page. Cool. So you do you do only short form on socials or what do you I the past year I've taken YouTube a little

7:26bit more seriously and been long form but for the majority of my growth it's been short form. Cool. So you'll post either a short form video or a long form video and then in the description you'll just have a link to the about page. Yep. And then what have you found like the way that you encourage people to click that link? Like have you experimented with like certain phrases or certain ways of like presenting how to get people to make the click? For the most part, at least when it comes to long form, I'll try and throw it in there in the mix. Try not to be too salesy. Just

7:59reference it and say, "Hey, by the way, if you want more of this or if you're interested in that, go ahead and click the link." Whether it's my lead magnet or right to the about page, depending on what I'm talking about in the video, but I I kind of just let them know it's there. Not overly about it. I've always kind of been a fan of or uh I've always had the thought process in my mind if somebody really wants to buy something from you, they're going to find it. Especially on YouTube because everybody knows it's the first link in the description. If you like this person,

8:25you want more of their stuff, it's there. Everyone knows that. So, I've been YouTube buy a lot of that cuz for the most part, I'll just put up a workout on YouTube and just be like, "Hey, you want more?" It's right there. Cool. But that's kind of been my strategy. And then a lot of short form stuff has been either leading right to the about page or just email. And in your short form videos, do you have any call to actions or you just make a banger video and then they click your profile and click the bio? I've been using ManyHat a lot. So a lot of call to actions for, you know,

8:51comment X to get this sent to you. And that's usually and manyhat is just like an automation tool. You can set it up. So like comment Gandalf below and then we'll get a DM from you and it'll send a link to the community or whatever it is. So Manny's working for you as well. Many been awesome. I've probably been doing it for a year or so now and it's been a really powerful tool to get a lot of stuff out there. Right. So, that's kind of like the front end. Y like that's how you're getting people on to your about page. Sam said something yesterday. It's like it the

9:23most basic thing and it blew my mind. It was my biggest takeaway from everything that was shared yesterday. There's a lot of things shared yesterday. There's a lot. He was bas and he's so nonchalant cuz that's how he rolls. He was like uh there's really only three things that you need to worry about. It's like getting people to your about page, converting them when they're there. Yeah. And then like making sure they don't leave. Mhm. So it's like traffic, conversion rate, and churn. And I was like, this is everything. There's nothing more. There's nothing. Yeah. So we've done the first bit. Yep. Let's go to your about page. Okay. What have you played around with? What

9:59have you experimented with? What's working to convert the traffic you send to your about page to actually sign up? That's a good question. I don't 100% know yet. Most people don't, honestly. And it's really refreshing to hear people say that who are like winning school games, making all this money on school. It's like, yeah, we just like send people to the about page and like kind of hope for the best. Honestly, that's basically what I've been doing. I have a VSSL, so I have like a 3minute video me being, hey, this is what we do. This is the results you'll get. And so on and so

10:28forth. And then after that, I just have like four pretty badass long testimonials that I don't even know if anybody's reading cuz they're long, but four like really cool testimonials from some of my people just they put posts in the community saying, "This is awesome. We love it." So on and so forth. And then I have like a 5-second video of my classroom just scrolling down. This is what you

10:49get. And then my about page itself is basically I I basically just took all of the introduction. This is actually a pretty good thing for people to do. I think I had my intro page of where you from, why'd you join, what are you struggling with? It asks those questions. I literally copied every

11:06single one of those, threw it into chatbt and was like, what are the five things popping up? And then just went back and forth with chatbt for 20 minutes to come up with an about page that hits on those pain points. And I was like, cool, throw that in there. And it's it's doing okay, I think. Easy peasy. According to Sam's numbers, my about page is converting well, so I'll take it. Do you know what your conversion rate is? 5.4. Four or six. That's great. Remind me 49 a month. Is that

11:30what you said? 40. 40 a month. 40. Yeah, that's with a free trial. That's a great conversion. Yeah, I'll take it. Wow. I'm not mad about it. So, there you go. I'm more of like a Sam was talking about it yesterday or Alex has talked about it. Conversions like I'll just send more people there. I don't need to worry about changing a line and then waiting a month to see if my conversion rate change. Just send more people. Yeah. Love it. Take that's the second thing. Okay. How do you get people to stay? Hey, I want to break this up. Yeah. It's basically like how do you

11:58get people results when they come inside? Yeah. Like when they first come in or just in Yeah. So, literally I've just I've seen you swing the sword on Instagram. I've clicked on the about page and I'm like, "Yeah, I mean uh this this works." Kaching. What happens next? So, if they watch the intro video, they'll know where to go. If if they watch the video, if they do I kind of have three uh three types of people in terms of their fitness level. I have somebody who hasn't really been working out at all and wants to get back into the swing of things or start. I have very short,

12:31simple 15-minute workouts for them to do. I say, "Your goal is to just check the box, get something done." I then have people who may have been working out but are brand new to kettle bells. They'll go to the beginner kettle bell course and program where they will learn the techniques that they need to learn. I then have my current cycle, which is what the majority of people are doing, which is I've worked out and have some slight knowledge of how to use a kettle bell. You'll jump in. Those are the three paths that people can take. It's kind of like a traffic light system, like Yeah. red, yellow, green. Yeah. Really, really cool. Mhm. And then they go and they

13:06follow those paths that you've kind of like set for them in the classroom. Then what? Like, how do you get people? Yeah. So I have the brand new to fitness and brand new to kettle bells. The third one is what is called the current cycle. So my group is called project bellplex. It's project bellplex current cycle. Everybody who's not doing the other two paths is doing that. So anybody who might be familiar with the crossfit style of things. What CrossFit did amazing. Everybody's doing the same workout every day. Bro, they're all doing it. It's so you feel like you're part of

13:40something. You feel like you're part of something. I always say misery loves company in the fitness. It's true. in the fitness everybody because what I do is everybody's doing the same workout on that day. Maybe you do it Monday and I did it Tuesday but we're all doing the same week because we all love to say it's like bro those Turkish getups how crazy were they bro it's like oh my back like yeah right and that's what I do is we all have the same week everybody's doing it and then what I do is I post a comment or post a community post and pin that to the workout. Wow. Every single

14:10workout has its own thread. So then everybody just goes and gives their recap of the workout. Wow, Pat, you're an [ __ ] That one hurt. I felt great today. I went up and wait this week. So every single workout for every single week has a new thread for people to talk about. So the overall conversation as soon as you jump into the group for the day is around the workout that everybody's doing that day. Man, I like now I'm excited. Like you have my attention. No, no, you have my curiosity. Now you have my attention because one of the kind of uh challenges of having a paid group that is just recurring every single month is people are jumping in at different

14:46points. Yep. Right. So someone who joined six months ago is at a very different point of the journey than someone who's joined like 5 minutes ago. Yep. And you've just created this way. It's like everyone can be like all in this together high school musical style. Yep. How often Thanks.

15:06My goal is always to make producer Ethan laugh. So yeah, shout out. Um, how do you Yeah. So, how often do you change the cycle? Mhm. So, that's every six weeks. Six weeks. Then we do one week of what's called a de lo week where I'll just kind of take it easy, stretch, lighter workouts, whatever. And then we start a new cycle. And social wise, that's where I make my new push of, hey, this new thing's starting. Come join us now. So you have this kind of like scarcity and urgency push as well. Yeah. Come join at the new cycle. There's no better time to start at the beginning and it's

15:39it's so it kind of run in cohorts essentially. Yeah. Wow. Overall it's evergreen but essentially it's a little bit of a cohort/launch type of situation. I've never heard of anyone else on school doing that. It is. I I stole the idea from somebody. Like I've been doing that setup forever since I started, but I I kind of stole the idea from someone and I haven't stopped. And I almost did, this is actually a really cool thing because I know schoolers are listening. I did a thing when I was on school for a month. I took the 10 people in my leaderboard and got on a call with them and

16:12not a Q&A. I was asking them questions. Why are you here? Why is this sticking? What's keeping you engaging? And so on. And I had the thought that I think a lot of people do of all right you come in day one here's your workout you're going to be here you have a six-month path. Yes. And everybody said no don't do that because then everybody's all over the place. We like doing the same workout and talking about it. And so I had this idea that I thought was great to somebody's on day one. They're going to go through this and step one and step two and step three and they are

16:45like that's stupid. like good thing I talk to my people 100% and and that's what we did. So I did like a challenge model for a long time a challenge is like there's pros and cons to every model, right? And there's no one model to rule them all, right? Hey, see what did but uh you know I think especially for that community like it is High School Musical. It's like if you can create that we're all in this together experience this the magic of the stickiness of community, the magic of school really really starts to work. It it blew my mind how into it people were with with the

17:21setup and it's perfect for your niche especially because then you're not doing the same workout all the time. It's novel. It's exciting. It's new. And then something that Alex always talks about, you heard him talk about it yesterday is like you have it's a consumable element to your community. Yeah. There's no end. There's no end. It's like I got to come back for the next cycle. It's something I was talking to some other fitness people and just in general and it's the double-edged sword of of what I do. I don't have that lose your first 15 pounds in 90 days that gets people in real quick. But I did this happened when I did higher ticket coaching back in the day. I'd

17:56sign people up for 90 days or whatever. They have this end point in their mind. So, I don't know if this is a good or bad thing. It's just the way I've always done things. I think it's great when people have this this uh promise of again whatever it is uh learn uh I remember the Rob the guy who teaches Spanish have a learn to have a fiveminute conversation your first 30 days right I don't have anything like that so it might not get people in immediately oh I want to do that but once they're in like hey you're there's no end you just stay with us now until you're bored and leave but

18:26I think there is something psychologically to if you have this promise of learn to do this in 60 or 90 days mentally they say all right on day 91 I'm good. Yeah. See you later. Right. And most people, speaking from experience, they don't even make it halfway through the thing anyway. You know, I was talking to someone yesterday, I can't remember who it was, and they were like, "Yeah, I've got this like, you know, 60day thing." And I'm like, "Oh, how many people make it all the way through the end?" He's like, "Bro, 5%." I was like, "Oh, it hurts." Whereas what you have is like very, very unique. So, I always like to say like when people are listening to these episodes,

19:00it's like your story is just a mirror to everyone else's story cuz like there's very few people listening that are kettlebell Lord of the Rings fitness communities. Yes. But whatever their niche is, it's like you can apply like the same sort of idea. Yeah. And it's very powerful. It goes back to what Alex was saying yesterday about there's a lot of conversation about uh creating. They kept using the word cult is like how do you create your cult or your followers or whatever and he just kept saying there's no and Sam was saying it too. There's no creating it. You just are. Right. The the cat wasn't an intentional strategic plan. It was just I don't know. I'm Sam

19:36and want this cat in here so I'm going to put it in. It's I don't know. I just thought naming a kettle workout argorn was cool. And those people just kind of find you. Yeah. Yeah. Yeah. And you think about like movements in general, it's like you think about church, like church never ends. You go to church again next week. You think about uh sport like let's just pick soccer, it's like never ends. Like there's always the next match, there's always the next tournament,

19:55there's always the next championship, there's always the next always next, always the next. And if you are selling monthly paid recurring memberships, it's a good idea to think about that. If you're selling a one-time high ticket thing, it's like great. You're going to have a very clear start and end point. What you said you did used to do high ticket. Yeah. Do you do any of that right now? None. So tell me why you don't do that anymore. I don't like So I've been training people my entire life. So and I still do train people in person. Oh, cool. Um, so I always felt like that was my high ticket. There was something about I like being in person and being with people

20:29in classes and one-on-one clients. When it came to online stuff, I like the idea of one to many of here's your thing, like get after and go do it. I don't love the idea of higher ticket coaching too much. I'm starting to dabble with it a little bit more, but at the time it just wasn't for me. I didn't like the cold DMing people, want to get on a sales call, do the sales call, 45 minute call, have to talk to my wife about it. Oh, that's way more expensive than I thought. That whole process was just draining the hell out of me. And even when I got the person,

20:59same thing that you were saying before is people sent sign up for a 90-day program, they fall off sometimes. Sure. And it just wasn't sticking with me. So, it just eventually faded away. And also at the time I was still training people a ton in person. So doing both of those didn't work. So I just slowly started to build low ticket cuz I didn't need the money immediately which is very fortunate of me. And then all of a sudden I was like oh making a lot more than my person. Let's put more energy here. And again I always like to make it super super explicit. It's like there is

21:29no one way to do school. Like literally you can't do it wrong because there's like a million ways to do it. Like what is it a million ways to make a million dollars is not the most like it's like literally true. It's like so I think if you're a beginner on school, it's very easy to listen to an episode like this guy only does like this. It's like that's the way and then you listen to the next episode. Oh no no no this guy does completely differently. It's like then you just like but it depends like what you actually want and also what stage you're at cuz you have a huge audience on

21:54social media. So it's like you can just you can throw traffic at a page and it works. If you don't have a lot of traffic like yeah maybe you need to think about doing something that's a little bit more personalized. All that sort of stuff. Talk to me about the interaction between your IRL business and your online business. In what way? Well, like you have a gym or what's the So, no, I just rent space at a gym and train clients out of that. Cool. And like do you use that IRL in any way to feed into the online? So, like, do you record content there? Like, do you use like videos? Like,

22:27is there any way that these things talk to each other or No, a little bit. So, I do I have some one-on-one training and some small groups. So, it's like me and two or three people, but I also teach some group classes. So, that's me and 10, 15, 20, 25 people. That is what I'll you I'll get really good content for. There's something sticky about, oh, he's not just a dude in his garage swinging kettle bells. It's, oh, he's teaching 20 other people how to do this, 20 normal people, right? And it tends to be a little bit stickier. That content seems to do pretty well. So, if I

22:56just prop my tripod up while I'm explaining part of the workout and throw that on social media, it tends to do pretty good. So there's a little cross-pollination and some people who take my class like to start using kettle bells and then transfer over to the the school community, but for the most part it's it's pretty good content cuz I think it bridges the gap between that just another fitness influencer working out alone telling you what to do or showing me what he does and oh no, he's actually showing a bunch of normal people how to do this too. Maybe I can do it also. Yeah,

23:26it's like visual proof. That's exactly what it is. and it makes it real. And it's just one thing that like all of us should think about moving into the next decade. It's like how do we make things feel as real as possible because the world is increasingly becoming not real, you know? And that's that's something else that I've done. I I took that skill. I've taught so much group fitness and I think I've done a good job and I say this because my people have told me this. Now all of my workouts on school are followalong workouts. So they just click play and I'm doing the workout and I'm getting after it and I'm teaching them and coaching them and motivating

24:00them. Go up in weight, go up in reps. If you can't do this exercise, do this. I'm doing all of that with them. Yeah. And it's just completely changed the game for them of working out at home alone. They're getting more coaching. Everybody's trying a little bit harder. It's it's been a really good uh pivot to making things a little bit more real as opposed to here's my workout for the day. All right, I'll just go do it. Which some people love and that's fine. But when it comes to stickiness in community, cuz like you were saying, there's catchphrases. There's things I'm saying repeatedly I didn't know and people are like, I hate when Pat says this every time. I don't even know

24:35what you're saying. So, one of the first workout programs I ever did was Tony Horton's P90X. So, exactly P90X. I know all the jokes and be, you know, it's like I'm every time I stress my shoulder like I'm like be stupid. Yep. And so, you can build all these little kind of like funny memes into it. It's like Yeah. There's also things I'm like, Tony, like I get hated whenever you say that, bro. And it's like, I can't hear you. I'm a pre-recorded piece of content. That's that's what all of the conversations are for each one of the workouts. It's just that was hard. That was terrible in the best way possible, the same way workouts are, or just, you know, giving me

25:10[ __ ] But I'm in there doing it with them, too. Like, I'm genuinely doing the workout and getting after it. So, it's uh it's a little bit more of a cohesive thing. anything else that you have experimented with to yeah lower your churn, keep people in there longer, get them better results. I'm still kind of figuring that out since I'm only been on school for a couple months. Um I have been anybody who doesn't follow through with their free trial or does end up cancing, I'll do my best to reach out to them and just ask why. Always say no hard feelings. I'm just curious

25:45as to any sort of feedback, people that didn't like it and so on and so forth. I don't always get responses, but it's something I've been trying to do just to get a better idea of why isn't this working? And then something also I've been doing is when people join, you know, how you can put the questions in there, I'll ask what's their skill level with it specifically with a kettle bell, beginner, intermediate, advanced, whatever. I'll try and go through some of my members and see who's beginner because they tend to maybe get overwhelmed and kind of reach out and be, hey, so you're a beginner. Just wanted to check in. Have you been able to find everything? How's

26:18everything feeling? And so on and so forth. Very cool. Yeah. And what else are kind of like top of mind for you right now? Like especially after the event yesterday, like what do you think you want to focus on next? Cuz again, I love like to chat to people who are crushing it on school to show it's like everyone's still just trying to figure it out. You know what I mean? You're always just figuring out the next thing. It's so easy. He's a beginner. It's like, "Oh my gosh, Pat's making all this money on Google. He knows everything." And like, and you're like, I love my favorite thing

26:45was like, "Yeah, so what are you doing your about pitch?" Like, "Honestly, bro, like I don't really know." And it's perfect because like no one knows it all figured out, right? So, what's what's kind of like current like challenges you're facing or current things that you're trying to think through and like Yeah, something that's very small and very tangible that I think a lot of people could benefit from and it it the conversation came up with one of my members right before and then we went into yesterday. So, obviously selling annual memberships is great. People commit, they're in, so on and so forth. And one of the things I think a lot of people are doing that's really cool is

27:21giving using the another tier option but just as their annual. So you go to sign up and it says 40 a month or 359 for the year. I give a big year discount. I don't money is great but like come on in and let's work out for a year. So I give a big discount on that and want people to take advantage of it and obviously you get somebody in for a year somebody more committed so on and so forth. So somebody reached out to me and said hey can I sign up for the year? How do I do that? this is great but I don't I don't know what to do and that made me realize that I want to start that second tier

27:52of so when you go to sign up it is right in front of your face 40 or 359 and then throw a little you get one call with me or something like that to go in I was talking to the pickle ball guy about that and he gave me that idea so that's something very small and tangible that I would love to kind of incorporate and I think a lot of people could benefit from because people are willing to sign up for a year but sometimes they just don't know they need to be reminded. They need We all need to be reminded more than we're told. Needs to be made explicit. One of my favorite things about doing

28:22like this school podcast is like hearing sentences that have never been uttered anywhere else before. And I love the fact that you're like, "Yeah, yeah." I was like talking to the pickle ball guy about that. And everyone listening to this like, "Yeah, I know who that is." The guy who just has uh taken over everybody's discovery page. Yeah. Yeah. It's like, "Yeah, you're talking about Kyle,

28:40bro. Let's go. Let's go." Yeah. But that's that's a little takeaway uh from yesterday. I really want to try. It's just little tactics that I think can go a long way and change things for people. And I mean bigger tactics are I think I need to start running ads and so on, but that's a whole another conversation. Totally. And the cool thing is is like when you have a community, it is an asset. Y and you're just making it better and making it better and making it better. Like it's your product. It is. And like so many like you know whenever you did one-on-one IRL or digital before, it's like you do the call, they pay the money and it's finished. Yeah. And

29:14that's it. It's gone. It's like you make a tweak in your community and then like you come back the next day, the tweak's still there. Yep. And then like you do that for 6 months, you're like, I've just made six months of tweaks and the tweaks haven't gone anywhere. It's like everything's getting better. This is awesome. And it's like beautiful. And the people help you do that. I think that's what having access having such access to your community. I mean, I'm in my community

29:37non-stop. I am going for 365 dark green squares hardcore. That fire emoji is never going away. But I'm also just in there because I like to be a part of it. And in that you end up learning a lot. And that's something that I heard a lot of people say. I heard Sam say it a lot. I heard probably you and Kirby and a lot of other people say just start your community and the people like you don't need to have it all figured out. I thought I did when I first started like this is awesome. And then people started coming in and I'm like okay that's way too much stuff. I got to take that

30:09away. I think they want this and they're saying no we don't want that. You will learn a lot from your community. So, if you just have something in there and get them in, they'll tell you what they want.