Meet The Genius Who Saved A $10 Million Dead YouTube Channel

0:00Tella's YouTube channel was dead. They had like 300 views on their videos and then it shot up to like 30,000 views. You're really crushing it on LinkedIn, on X. I think crawl through the content in those folders and extract hooks. And I actually have used like variations of these hooks. I never ever run out of

0:16ideas anymore. What's step one in like the This is Louise. Louise does growth at Tella, which is an incredible screen recording software. And Louise has been absolutely blowing up Tella's socials. She's been crushing it on YouTube, on LinkedIn, on X, and also on Instagram. And today Louise is going to be showing us how she thinks about creating content, specifically how she goes about finding hooks that are going to work and

0:43hopefully go viral on these platforms. If you are trying to get attention and convert that attention into customers for your software company, for your tech company, you're probably thinking about how do I write an amazing hook. Every good content creator knows that a hook is like 80% of the success of any piece of content that you put out. And so Louise has a specific process that she uses AI for in order to extract some of the best hooks on the internet and use it to go viral on YouTube, LinkedIn, X, and on Instagram. In today's episode, Louise is going to be taking us through where you should and should not use AI

1:22as part of your process for creating content on these platforms. Louise, I'm going to hand it over to you. What are folks going to learn by the end of this episode if they stick around to the end? Thanks for having me. Yeah, um specifically I uh make content every day and I have done so for many years now. And I really just use AI to help me in the parts that I find the most time-consuming. Kind of think about

1:46it like I'm a one-person marketing team. What could I do with AI that 10-person marketing team do? And how can AI help me with that? And if I had a 10-person marketing team helping me with content specifically, then I would send someone and just look at TikToks all day, look at Reels all day, look at good LinkedIn formats. Like, I think this is very familiar for a lot of people who are busy and want to make content, they don't really have the time to do this research. And so, the good news is that many of us seemingly do have time to be on social media. Like, we do tend to

2:17scroll when we're tired at night or when maybe you're sitting on the toilet, I don't know where you scroll social media, but I have come up with a way to make that a bit productive where I essentially, I'll share my screen. Basically, whenever I am on TikTok, I go to videos, let's say this one, and then if I like the verbal or like the spoken hook or whatever is written on screen, in this case this guy actually has a very nice visual hook as well, so I wanted to save that. I just save that to a collection and I have called that collection hooks. So, I have that on

2:50Twitter, I have that on LinkedIn, and I have it on TikTok. And so, I am used to just have this folder but not do much with it until Claude came into my life. Really really quick, by the way. So, I know we were talking about this before recording, but why TikTok? Cuz I think that most SaaS founders, marketers, anyone who runs a tech company, they're probably not on TikTok, they're probably on X or LinkedIn. Why do you look at

3:20TikTok to find banger hooks? I just have this ranking of difficulty in when it comes to platforms that you could be on. And TikTok really is the most difficult to like grab someone's attention on. It's not the hardest to grow on, but it's really the hardest to get like consistent amount of views, in my opinion. And that's purely because it's such a platform that's been made for really short attention spans, as we all know. And I think that it's a good exercise to basically see, well, in a 1-minute video, how do you hook someone

3:52to stay for longer than 5 or 10 seconds? And if you get good at that, then probably all of the rest is going to be pretty easy for you. So, I'm not saying you should scroll TikTok all day. I'm just saying any platform where there's short-form content, mainly, is like the easiest to get the reps in, right? So, you see a lot of examples. Whereas a YouTube video, it might be half an hour long and you've just watched one intro or one hook. That's still good to analyze. I would look at structure more there. Like for YouTube, I would just look at how do they keep re-hooking

4:21their viewers? And for something like YouTube, the rules apply to X if you post videos there, which I encourage you to do. The hooks are also great for writing. Like I just naturally now, I think, have become good at writing hooks because I engage with them a lot. Like I look at them and I try to understand why they worked. And therefore, I think having looked at them like that makes it easier to just like very quickly write a good hook. To the point where my colleague or my my co-workers will ask me specifically for a hook because it just comes easier to me just because

4:53I've seen so many. So, so basically you should just spend as much time scrolling on TikTok as possible because it's actually productive and it'll help you go viral and grow your SaaS. Is that what you're saying? Essentially. I do think that there's no point in doing it if you don't uh save stuff that works. Sometimes I'll catch myself and be like, "Whoa, that that fully hooked me." Then I just save it without thinking about it. If I start thinking about it too much, it doesn't really work. And then you'll start to see themes. Like fear-based hooks are very common. Um and I don't recommend

5:23overusing them, but X is full of them. You might like it or not, but uh the designers are cooked, finance people are cooked. They all speak to the same to the same emotion, which is fear, and that's like an age-old marketing tactic, right? Or And by the way, yeah, this is like Steven Bartlett's channel as an example if you watch him on YouTube, Diary of a CEO. It's all just like, "We have 12

5:45months left to live." Yeah. Yeah, like so I I guess the point is that Tik Tok, because it's the hardest to go viral on, it's almost where you can find the highest quality hooks. If something worked on Tik Tok, you can actually take that and transfer over to X or Instagram. Mhm. I do really think it's interesting transferring hooks from Tik Tok to LinkedIn or X because I think people who use Instagram also use Tik Tok, but most tech founders or CMOs or marketing folk on X, they're probably not using Tik Tok. And so

6:17Tik Tok, but Instagram. Yeah. Yeah. that no one is on just X for fun. And one thing I do think is good to remember throughout all of this is that even B2B buyers are people that go on holidays, they want to save fashion, they want to save the home-related stuff, that follow celebrities. Like these are people that are still going to be on those platforms. But totally true, you can take anything you learn there and just apply it to written posts or videos on X

6:44as well. Which I do all the time. 100% agree. So, we're going to basically talk about on these platforms, you basically have like a swipe file on each of these platforms where you're saving the best hooks that you find, and then you use AI, if I'm understanding correctly, to extract those hooks, and then almost give yourself a daily digest of hooks that you can use in your

7:07content today. Is that accurate? That's accurate. I'm not going to show you the daily digest part just because it depends kind of on whether or not you have a agent that's always on, like a Hermes or a open cloth type of thing, that can actually send you those hooks. So, but this skill will be very easy to just give to that agent, the always on one, and keep executing and pulling whatever new you've saved, right? So, if you've saved something, it's it can look at it once a day, like as a cron job, just extract the ones you've saved that it hadn't added to your eye yet. So, the

7:39structure is going to be for me is a cloud skill or for you too, but cloud skill then uses a script to extract the transcript. So then takes out the first sentences and puts those in a markdown file. In my case it's going to be Obsidian, but if you use notion or if you use any type of yeah, database, then you can just send it there. Like you can just send the writing over there and I can just show you. But here if you can tell, this is spoken hook. So you want to know the truth. I know this controversial but respectfully. Essentially we're going to

8:13end up with something like that. And I actually have used like variations of these hooks. I never ever run out of ideas anymore. And as my friend Carmen, who you should really follow on LinkedIn, Carmen Vicente, she's amazing. She told me that even the TikTok team shouldn't tell me. She said she shared that even the TikTok team really encourages any partner they work with, any advertiser to spend at least 50% of your time on a piece of content

8:43on the hook. What's step one in like the trying to build a hook database process? Let's say you're on here and you see a TikTok you like, then you're going to go here and you're going to add that to your hooks folder. I'm not going to add this one because it doesn't have a spoken hook. But I'm going to show you my collection. So we're going to go to our profile, go to our favorites and then go to our collection. So here you

9:11see I've saved a bunch of great hooks. Let's Let's open one just so you get so you can have an idea. So he said, "When all the AI companies are about to IPO, your economic bells should go off." Mhm, that's a great hook. that one. So it's a great hook. It's very timely and it speaks to fear. In general that that tends to work. So yeah, I guess that's step one is whenever you're scrolling just make an

9:34effort to save these hooks. Really quick for So for a Tik Tok, you put it into your hooks folder here. You just bookmark it basically. That makes sense. Do you just like do you bookmark things on X or do you put them into like a list? Yeah, on X you would put them in a similar folder. I do have

9:51folders for video inspiration as well. Because I do have agents that can also look at like the full structure of a video. Again, you you saw that every every platform is going to have a similar save to folder feature. So. Yeah. Whatever you use. Okay, got it. So, step one you just basically make like a folder in your

10:10bookmark section on whatever platform. You just you spend some time scrolling, which is probably the fun part, and you save some hooks, which are things that you come across that genuinely make you want to watch or read that content. Got it. Okay, perfect. Exactly. Yeah, a little like prerequisite is to have a Claude subscription because what I'm sharing is essentially a Claude skill. You can also set this skill up in Claude Co-works, but it works easier if you just do it in a terminal. But essentially, you're going to grab this repo and you're going to share it with Claude Code. You're just going to give it a link and it's

10:43going to install this skill for you. So, it's just going to walk you through all the steps to install this, which is done in like a minute. Um I'll spare you this installation because it takes a little bit of time. Assuming you've grabbed this repo and grabbed this link and given it to Claude, even if you give it to to chat with Claude and say what do I do with this, it's going to tell you what to do with this. So, then once it says that the skill successfully been installed, we can actually go ahead and open a new terminal tab, and we're going to just go {dash} Tik Tok hooks, and

11:16it's going to run the skill for us. You're true I know you've been on this like mission to become a developer. Yeah. Um and I'm like yeah, it looks like you're there. I I actually don't ever use the terminal like this. I'm like what even what's going on here? I don't even know. To be fair, I could have just taken this link and given it to where I usually work, which is open session, which is our open source tool, and just been like,

11:43"What's to do?" What Yeah. Given it this, and it's just going to use, in this case, Fable, but we can change the model as well. And it's just going to say, "Oh, this looks like it's a uh link to a repo with a cloud skill in it. Do you want to install this skill?" So, even if you're in a chat interface, it's still very easy to install. But, it does need to install some things on your device, and in that case, you you are going to have to use the terminal to just paste some commands in there. But, it tell you how and which commands, so don't worry about that. All

12:17right, so here we are for the fun part. Essentially, the first question it's going to ask you is, "Where would you like your hooks to live?" I've told the skill that I'm going to be using Obsidian, um so it's asking me like, "Where would you like to save these hooks on a daily basis?" You can save it outside of Obsidian, so you just see the description here, just a markdown file on your device, so it could just be like a a random document in your finder. And I'm going to say I would like it to go to my vault on Obsidian. A vault is just like a word Obsidian, which is a tool

12:53that I just showed you. This tool. Uh they call wherever your documents live a vault for notes. So, it's just jargon, but it's just the same as Notion. Um yeah, so in actually, in that case, you could have said I wanted to save it to Notion. Um "Do you want to sync a private TikTok collection? If yes, you should paste the collection." So, we want to sync the collection I showed you, so the folder of the folder of videos that we're going to extract the hooks from, right? So, you just grab the web link here and you're going to type it in the

13:30bottom here. So, I just go yes. Um So, that's for where the collection lives. You could have given it another platform as well, but I recommend going with uh TikTok. And here we can go 5 10 20 whatever you'd like to extract. Again, if you give this skill because the skill comes with like instructions on how to extract the transcripts, that's the value of the skill, then you can give this to any agent and you can say turn this into a daily task or an hourly task if you're a really big scroller. We're going to go with extracting five hooks. And then I like a Basis view, which is like a database,

14:06kind of the same as you have databases in Notion, right? It would save it like that with like a little image and it can do that in Obsidian as well. So, we're just going to go with that and then submit. And then it's going to go and work for us normally and extract the last five hooks that I've saved. So, basically like the skill that you created, am I understanding it right that step one is you create these bookmark folders on TikTok or on X as an example? Then, when you install the skill, it's basically going to go and get access to those folders and just

14:44crawl through the content in those folders and extract hooks. And it's going to take those hooks that it extracts and just put it into a nice spreadsheet-looking thing on uh Notion or wherever you organize your stuff. Exactly. And what's really cool is that let's say you do use Claude to talk about the piece of content I'm making and I'm like kind of riffing on a hook or something, it'll go into my database and come up with ideas. Like it Nowadays, it just by itself goes, "Oh no, but I think you might want to go with more of a X versus Y hook." Like um how we used to do

15:23this type of work versus how we do it today. That's also a hook, right? People like to know how things have changed. And it just comes up with these suggestions. I would never really trust it in the end with like the end. The final version's never very good, but I do like that it reminds me of all of the structures or all of the types of hooks I could be using. And it just does that by reading my local files. These are basically local files that it has access to. Okay, so you see how it created a folder with these separate videos, right? Um like separate hooks. I didn't

15:54want that to happen, so I'm going to say instead of separate notes, collect these hooks into a data single database in Obsidian. I think it's called bases, something like that. So, yeah. The best view for this is a spreadsheet. So, you can see here that it has also extracted the visual, which is great because it means that if you just view the visual hook here, you'd be like, "Oh, that's actually really good." Like these big letters and a how-to, which is a job to be done. Big letters with a little bit of a transparent view. Like I think that's that's a good visual hook as well. Um

16:35Yeah, exactly. She's she's really like stylish. This video was a little boring, but I saved it because I was like, "I get judged and I don't like it." So, probably that's a good hook, you know, to say here's how you're going to solve this thing that's annoying that keeps happening to you. While that's cooking, so really simple. Set up the skill you're going to you're going to share, so anyone can just find that in the description. Sounds like they can just take that, drop it into Claude, and just be like, "Can you just install this skill?" It'll do it for you. If you are confused, just ask Claude, it'll tell

17:12you exactly what to do to get unstuck. Do you see here it just created a database right quickly. The reason I created a skill is because you could use browser use. For those of you who aren't familiar, it's where your computer kind of takes over and visits pages. But, first of all, it runs into issues of like downloading the videos. Some videos are not downloadable. So, we created a script to download them. And it's just way slower. One of them did have speech

17:39in it. Uh I saved my own video to show you. So, here we have the first hook. I can't afford it. I can't afford it. I can find me whatever. Let me show you the full hooks because it might be more fun. I I thought this one was very interesting as in like it it solicited a feeling for me. So, it's like, "Ooh, I want to do something with if this and this makes you uncomfortable, that doesn't mean you're

18:04this negative thing." Mhm. You know, it's like no. I like how you're thinking like you're almost taking this hook and you're like, "Okay, how do I turn this into a template that I could apply to Yeah. as an example promoting Tella. Like this one is very personal, but you could take the same format and apply it to a piece of content that can maybe help you get customers for a SaaS product. Is do you have any process for that or is it just happening in your head cuz you've got a

18:35lot of reps? No no process, but I I think that as you start to look at these, you start to see that they elicit a visceral reaction in you. Like the best hooks elicit some sort of emotion. And that's true for B2B as well. Although, in B2B, there's sometimes a bit more constraint around being able to use fear-based messaging a lot because we don't like when companies

19:00do that. So, just watch out with that. But, let's say you're posting from a a founder's profile and you're allowed to do whatever you want. Like then people aren't as like picky about it. In this case, it's has very clear like emotional language in it. The word uncomfortable, I think morality and then emotions, I just recognize those and I think what works in this one specifically, the if it makes you uncomfortable, it's a situation that's relatable. It doesn't mean you're cold or ungrateful. It speaks to guilt because we probably feel guilty when we do a certain thing. So, let's say in work context or let's say

19:35you sell something to manage your finances. If you don't understand like how your basic taxes work or like it's it just makes your whatever ADHD really bad or you avoid it and you feel super guilty, then you're not a bad person. This there's like reasons for why we don't like to do our taxes. I'm just saying something, but I I imagine whatever you're selling speaks to someone like at an emotional level as

20:02well. Here's my last question is, so now you have this bank of hooks. I know in your case you're you're getting it sent to you automatically, but you don't necessarily need that. You could just run the skill every day if you wanted. How do you then take that and turn it into content? Like when you sit down to create content, because also for the viewer, for context, Tell us YouTube channel was dead until you started posting and all of the sudden they had like 300 views on their videos and then it shot up to like 30,000 views. You're really crushing it on LinkedIn, on X. I

20:34think people aspire to the success on the social platforms that you have. And so what is your process for just creating that content every day? Do you literally come into this hook database and be like, "Okay, today I'm going to create three of these?" or what do you do? No. So, I should give you a little bit of context is that my full-time job is to create content and I have some other marketing channels that I deal with. I do some product stuff, but mostly I dedicate my time to making content. So, that should tell you something about the time I have available as well. But I

21:05hope these tools can make it a bit easier to make content. So, I essentially go from our product or the stuff we want to sell, so in our case that's Stella, and then I do a combination of things. I try to stay within the realm of Stella-related things, but try to go as far away from product-related content as I can. Sometimes to great frustration of my founders, but I have found that the only way you can really grow is if you don't constantly talk about your product all the time. Like, you need some sort of human. Now, Stella's YouTube channel specifically, I had another strategy, which was to look at keywords. So, on

21:45YouTube it's really just an SEO game, search engine optimization. Just knowing what topic is going to be big or searched for, and then anticipating that. And one way to do that is by looking at uh more ephemeral platforms like X, where most news travels the fastest. So, I would look at something happening there, like a new model coming out, and then I would make a video about it within a week or two. And that's essentially the crux of like the

22:13strategy there. I I know I saw another video that you will do some stuff that's keyword-based well where you will use VidIQ to find keywords, but in other cases you're just riding the wave of trends where it's like Astra just got released. Okay, you're going to do a video about Astra and how you can use Astra to

22:32edit videos. Edit videos, yeah. Exactly, which everyone's talking about right now. Everyone's talking about it. Yes. Uh which also demotivated me. I'm just like, look at this guy's video. No, but that's essentially that's exactly what happens. It's a model comes out in our case, and then I use it for video editing. I've done a few of those now, and I'm more interested now in slightly more niche types of content and more evergreen content. So, something I also like to do and that's really motivating for content is series. This works well from a personal account, but I've also seen brands do it. So, it's basically something that keeps people wanting to

23:08come back, right? To follow you for more. I have two series now. I have one where I'm turning myself from marketer to engineer, and I take you through what I make, what I add to the product, my challenges, my questions. And then I have another one where I try to define taste. Taste in AI and tech is a big thing right now because people are saying that it's the last like it's your only moat, and it's the only way you can stand out in an age of AI. And so I'm like, "Ooh, that's a niche enough but big enough topic that I want to make a

23:37series about." So, yeah. That's how I approach content. Last question, do you have any visibility into what content you create performs best in terms of actual sales of Tella? If I'm being very sincere about this, I find this a very hard question to answer, and I it makes me insecure a lot because I get so much positive feedback from people like I hear customers joining that have joined because of my content. I hear it like sporadically and anecdotally, but there is just almost no way to track this kind of stuff, which I know is very demotivating for someone who is trying to get maybe their founder to invest

24:15more in content. And my strategy there, if you believe that content is a good idea or let's say you only have budget for organic content, so you do with what you you have, then try to become the very best at it. Maybe do it after work like I started out doing this after work, and then I proved to my previous founders or the people I worked for that

24:36it worked to generate B2B leads. I know, I remember years ago there was this whole trend around dark social, which is still a thing where like, you know, dark social is when somebody takes content and they share it with their team or their founder or their CMO on Slack or in WhatsApp, and you can't attribute those purchases, but that's where a lot of the buying decisions get

25:01made. For B2B, it's easier because they're bigger deals, and you only need a handful, maybe not a handful, you need a couple of tens or maybe hundreds a year to have a solid business, right? In our case, like I had an agency before this, where I worked for an agency, then became partner. We just needed a handful of clients, and I knew exactly where they came from, and many of them came from my content, or at least said that

25:25they were pushed over the line. That's how I managed to get commissions there because I was like, "Hey, it seems like these people are coming for me, so give me more money on that," which they were totally fine with. But I think that's actually the the hopeful thing for some B2B models is that you can just kind of through conversation know if they've come across your content. For us as Tella, it's hard because we have thousands of users, and so they say they've seen us on LinkedIn. Like, no one actually fills in the attribution form, but my dream is to update our attribution like form and just put my

26:00face, like, give it options, but just put my face, my face, my face. And then I'm like, cuz it's so silly. No one actually fills them out. In fact, I think people get annoyed, and so they like purposely give the wrong answer. 100%. Yeah, I mean, like, and it's interesting cuz often the attribution that people will leave on the form fill is different than when you get them on a call, and you're like, "How'd you hear about us?" And they're like, "Oh, I think it was like uh Louis on YouTube." And it's like, "Oh, interesting, cuz you put meta ads on your form, so

26:30You know what I should do? Is whenever they fill in something that's not me, I just go, "Are you sure? Are you sure? You didn't see this person?" All right, is there anything else that you want to tell the audience, anything else that you think would be valuable for people to learn? I think people should make videos. There's so many ways of bulk making videos. I just think, really, really, really, 2026, you still have an edge if you're a founder or anyone in B2B that's not afraid to be on video. And it'll make people feel like there's a human behind a business, which is always a

27:03good thing. So, I would say I'm a bit biased, but I really think you should be making videos. Is that mainly on YouTube, or do you also do video on other platforms? On other platforms. You don't need to be on YouTube if it doesn't make sense. I think YouTube makes a lot of sense if people are looking for like tutorials or trying to understand trends, or if you can be really like 11 Labs has a nice YouTube, you know? They do a lot of content on how to do sound effects for this type video. Like, that's stuff people search for. If you have enough

27:34those, it's very useful to be on there. But if it's more of the thought leadership, as much as I despise that word, or trying to share a worldview that your company has, then I think you should do it on LinkedIn or X. I think one of the reasons why it's such a good moat, and everyone loves the word moat, is because it's hard and people are not willing to do it. And I think those are the best moats. It's just effort and it's shamelessness. Like It's really cringe. It's really time-intensive. I make a lot of Tik Tok and Instagram videos now, and I'm like, this sucks so bad. Cuz I post it, and

28:08then it gets 50 likes, not even 20. And then, once in a blue moon, one goes viral, and it gains you two or three thousand followers. So, it's like you need to be putting in your best effort for every single video. But over time, you do get better at hook writing, which is for me the main determinant if

28:28your video will go viral or not. For sure. Also, video is good because it's one of the last non-fungible forms of content where like, obviously like text-based content, the internet has been flooded with text-based content from Claude. Like, yeah, you can create an AI avatar of yourself, but I think that it's still Yeah, like don't do that.

28:53Don't do it. Yeah. It's obvious, and there's just no substitute for you like going into the public domain and just putting your reputation on the line, putting your face out there, literally. It's the best medium. Like, anyone who says it's not, besides reading books, you're lying. Like, you you want to watch videos. You don't want to read

29:12blogs. You're probably skimming, let's be honest here. Skimming, exactly. And you probably read actually read a few tweets a day. Well, look, where can people find you if they want to learn more? Because I know that you have an amazing Instagram account as an example. It's starting to to get a lot of traction. Yeah. Yeah, I think that could be fun for people to follow. So, first of all, sign up to Tele. I'm very happy to share a discount. Like, we can get anyone who's watching a good discount. We're launching a lot of agent-first video editing tools. So, you'll see like, it's just a chat box, and you can say, "Cut

29:43out my silences, add these images." You know, that's what we see as the future of video editing. And then, for Instagram, if you want to follow my personal Instagram or X, it's Lulu in Tech. And I think it's fun if you're at the start of this content journey, and you want to see someone else who is. I had two or 300 followers like 3 weeks ago, and here we are now. And so, I think that's like the live today I posted is 10 likes. But, yeah, you'll see basically what stuff works or doesn't. But, I'd love for you to join

30:13me there. Oh, yeah. I like I like the content where you can follow someone along as they're like you're starting your Instagram journey. But, you are crushing I mean, that's a lot of followers in a short amount of time. But, the point The last thing I I just want to say before we jump off, there's a great quote from Warren Buffett. It's basically like, if you want to succeed, you have to be able to jump from failure to failure with no

30:35discernible loss of enthusiasm. Something along those lines. That's content creation, because it's like you said, it's not like you have constant progress every day. It's like you're hitting your head against the wall for 10 days and then on the 11th day something just goes viral and you get the payoff for the 10 days of work, which is just a lot on your nervous

30:54system to be fair. But it's only a lot if you are very strict on yourself and see it as a reflection of your worth. And and that sounds cheesy maybe, but I posted a video that made this account mini blow up like and I did the same on X. Like honestly those days I didn't really think of posting. I didn't really want to post. So now I think what would have happened if I had started a year ago and posted every single day. Like there's just like a law probably that means it would have worked. Like you see anyone that's big on TikTok or Instagram, they

31:31say just start because there's no reason that they can do it and you can't. But every post you haven't posted is super cheesy again, but is not a post that's going to go viral. It's not a post that's going to do well. But I do get it. There's conflicting, you know, you could be spending time on your product. You could be spending time raising money, but in the end if you're doing the harder thing than and other people aren't doing it, then chances are you'll

31:53win. Yeah, nobody's going to find your product if you don't have good marketing distribution as everybody likes to say these days. Everyone likes to say it, but it's true. It is true. and and probably they'll find a way dumber product. Your products aren't dumb, but like they'll find it way faster. This is true.

32:10Yeah. All right. Well, that's the show. Thanks for coming on. No fun. Thank you for having me.