This Athlete Got His First 50 SaaS Clients with Ads

0:000ero to 1, [music] 0 to 2, 0 to 3k per month is so challenging. What kind of got you through [music] that original time of getting it off the ground? I think it's the consistency. You are not scared to invest your money into it. Every dollar, [music] every euro counts when it's running ads. We check it every

0:16day, making sure everything's all set. Welcome back everybody. I am super excited to have LeBron on today. He was the very first person uh in the community that I created around around high level around um helping business owners get reviews. He was the first person in there. So, LeBron, it is great to have you on. Yes, man. Thank you. Thank you very much. I was uh indeed the very first person and yeah, I'm I'm gladly that uh that you helped me. Of course, the first one I got one-on-one sessions, so it

0:46helped me a lot. Yeah. Yeah. The group the group coaching calls were LeBron and I. So, u that's that's awesome. But for anybody who doesn't know who you are, kind of introduce yourself and what you're doing. Yeah, man. So, uh my name is LeBron. Uh 22 years old and yeah, I actually run a SAS company. Uh I first off started doing e-commerce was like a few years

1:14ago with a with a good friend of mine. Uh he's still my business partner. He's also involved in this business right now. Um yeah, that's where I actually started my journey. I did e-commerce. Uh it worked very very well. Uh I did some great numbers. Uh but then I came into a big hold uh payment holds, Shopify holds, a lot of holds, and it it took me all the way to the back. Uh so I needed to figure everything out. So I need to check, okay, what should I do? Should I start all over again? Should I check something else? What is what is on the

1:56market? Do I need to do some trading crypto? And yeah, I I was actually searching for for for what's possible. Uh then I started a a marketing agency uh because I actually always did the ads when uh we did our stores on e-commerce specifically on meta ads and uh yeah I got I I got couple of clients um I'm based in the Netherlands of course so from there on I got a couple of clients I helped them scale to also great numbers uh I also did some local businesses. Um, yeah, and it actually worked very well. The only thing that was really bothering me was, uh, I got

2:46the clients, so the acquisition was good, but the results weren't always that good. So, a lot of clients they just left after two months, three months, after after three months. Um, so I was I was really searching. I was really checking out what uh what else is there on the market. What else should I do? What else could I do? Um, yeah, I'm a person I'm a very very competitive person because I also uh do sports on

3:15the side. I am track and field athlete. So, wow. Yeah, for me everything is competitive and I always wanted to check okay what is what else is possible. Um, and then I actually, yeah, I I actually saw you. I saw you in a community, I think. Then I texted you and uh, I told you this concept is sick. I I obviously need to learn it. Uh, show

3:46me show me how how it works. That's how it actually started. And uh yeah, from there on I I took o took over uh the whole SAS concept and uh I actually try to do exactly the same the same as you but then in my own market in the Netherlands. Um and yeah, that's actually actually a bit of my journey. Um yeah, and as I said at the side, I do track and field. So I track I almost train every day and yeah that's also one thing for me that keeps me away from the business because it's always business business business working working but the trainings keeps me keeps me

4:37going. Yeah. Yeah. For sure. What event do you do in track and field? I do 100 and 200 meters. No way. All right. You're quick. You're quick. Yeah. Yeah. Yeah. We Maybe we should run against each other. Maybe we'll see. You will definitely you would definitely beat me. Trust me. Uh the um you know I look I I probably look about as fast as I am. I sometimes people like see me in person and they're like, "Oh, you're taller than I thought you were in person, which is an amazing comp compliment. If you want me to like go ahead and sew that, it's a great compliment." But

5:12how tall are you? I'm 5'10", like 5'11 with shoes on. And so people I don't know why I don't know if it's the angle I record my videos but people much think I'm short from the off that energy but that's that's tough but but I look just about as fast as you think a 510 white sort of you know would be yeah you have you have from from that type you have a lot of quick people there are a lot of quick people yeah that's true that's true yeah but they're like one in a thousand you know there's like for every one fast for every What's Matthew Bowling? Whatever

5:47the guy that went to that really fast white kid. Yeah. Yeah. Matthew. Yeah. For like for every one of him, there is like a 100,000 people that look just like him that are all running 18 second 100 meters just like me, you know. Okay. No, but anyways, we can talk about track and field. I'm sure a bunch. But well, let's talk about it for a second because I want to I can do whatever you want to

6:10do. Let's go. Um, what's the what what's your plans with that? Is this something you really enjoy? you loved. Are you still competing? Do you want to continue to, you know, go and do it, you know, further down the line or what's kind of the goal with that? Yeah. So, I I actually have very big goals with track and field. I want to be at the Olympics, the next Olympics actually. Uh it's possible. It's possible if I do my best and I keep going because I've been injured for let's say around two years. Uh my hamstrings it was on and off on and off on and off. Uh but before that it yeah

6:49actually went very well. Uh did also great at nationals in my country. U so I I I do it every day. I train every day. I really like it but I also had big goals for it. And u yeah for me in my in my head in my mind it's still possible. I see the people that I run with that I

7:12had run with they went to the Olympics. So I know okay that's the that's the that those are the possibilities of course. Yeah. Um so yeah man I I really like it. I really enjoy it. Uh it keeps me running of course. Heck yeah. Yeah. Yeah. That's awesome. What do you just curious like what do you have to run in the 100 and 200 to qualify? Is there a set number? Does it all depend on who

7:38you're racing against? Yeah, it's uh I think the 100 it's 1010. So it's pretty pretty fast. Uh and yeah, it's really quick and the 200 it is I think 99 something like that. So that's it's really Wow. Wait, I'm so confused. Why is the Why is it faster for 200? Is it because you get up to speed quicker and then the second 100 is way quicker because you're

8:14already up to speed? Okay. Yeah. Exactly. Exactly. Like it's And of course, you need to have the endurance to run that 200 as faster than your first 100. Um but it's it's the it's the you have a bigger space to get in your acceleration, keep your speed. Uh so that's why the the 1990 that's because I think yeah so the world record is 1919 by using gold of course and the 100

8:52meters it's 958. So, okay. As Yeah, I can see the difference. Gotcha. Gotcha. Okay. And what which one of those events is your better one? Like what's your better time right now? 200 or So, so right now my better time is the 100. Uh because of my injuries, I couldn't run the 200. So, the Yeah. curve curve. I I couldn't run it because of my injuries. So actually my my focus point will be the 200 uh when I'm fully fully good and fully

9:29settled. Uh but right now it's the 100 meters. Gotcha. Gotcha. Cool, man. That's awesome. I like to talk about track and field stuff. Cool. All day because I'm I love I love sports. Uh I wish I was a more athletic person. Uh I wish I would have like I wish I would have picked a sport as a kid and stuck to it. I never did that and I think I, you know, that kind of sucks. But anyways, back to business. It's all about being competitive. Yeah. Um, where, so where are you at right now? How many clients

9:57do you have? So, we're around 50. Uh, awesome. And we're doing around 38 to 42 uh, MR. Uh, yeah, it it of course it all started with nothing. Uh, the beginning was very hard. Uh but of course um we we we actually did everything free for the first couple of clients uh just to get the testimonials.

10:28Um so yeah, that's where I'm right now. Yeah. Gotcha. Awesome. And what's kind of um so you're at about 50 clients doing the reviews. I know we talked a little bit off air about uh additional packages as well which we can talk about but what is working for y'all right now in terms of getting uh new customers? Yeah. So we mainly run ads uh because I have a background of running ads and doing Facebook and and I started my whole journey with running ads. Uh I

11:00first off I tried some cold calling. Wasn't uh the best at it. never was um and I told myself I need to do something my profession. So I actually started running ads instantly after uh I think after the second or third client I started running ads. Um and uh yeah it still running the ads. Uh, also of course the referrals. Uh, but mainly it's it's it's just running the ads, making sure the creatives are booked,

11:35getting new creative, juicy creators. Uh, yeah. So, it's mainly that. That's awesome. Yeah. Know, I think that like there's so many people that are listening to this who would kill to be at 50 clients and at like 4,000 recurring revenue and all that stuff. And um one thing just for somebody listening is like what got you through that hard phase cuz like obviously business is still hard. It's still hard for me. It's still hard for you now or whatever. But like that 0ero to 1, 0 to2, 0 to 3k per month is so challenging because you're just like absolutely grinding and you don't know what's right and what's wrong. You don't

12:10know the bottom from the top. And I still feel that way a lot of times, you know, um you I think at all levels you'll feel that way to some some extent. But what kind of got you through that original time of getting it off the ground? Yeah, it's I think it's the the consistency. Just keep keep on going even when it's not working, even when it's it's still not on the level that you want it to be. After a while, uh it's just just keep keep on going. Uh making sure that if you try something, don't try it off. Try it fully. uh making sure you are not scared to invest

12:49your money into it because a lot of people are scared to invest their money when it's at the start or see not not for sure. Um but yeah, I think every every dollar every euro counts uh when when with running ads. Um and of course it wasn't all this, it was this this this. Yeah. And when it when it was down and we had days where no leads were coming in, uh we still knew, okay, this week we we will get leads and we close them. Um so it's just shutting off your emotions, making sure that uh when you run the ads that you check it every day, making sure

13:36everything is all set, your whole funnel is good. um making sure that when a lead comes in, it needs to be caught instantly. The follow-ups needs to be great, needs to be good. So, it's it's it's a whole package, of course. Uh yeah, and of course, people al also think that you need to have thousands of dollars to run ads, but that's not even the not even the case. I think our first month was I think around two to 300 euros uh on Espat wasn't even that that much. Uh but we we already got some clients out of it. And of course it's a a longlasting business. Uh your clients

14:17will stay longer than you think most of the time. Um, and of course the whole concept with the review thing, uh, you get your client's results, so they will always stay even when it when it when there are two to three reviews a month. Uh, they know um they know it's results, they know it's uh, it's something that

14:42they pay for and they know it's working. So that's why the turn rate is also very low. uh on this concept. Yeah, for sure. And I think like people underestimate like, oh, I have to get them 30 reviews a month for them to stay with us. Like, no, no, no. Like, no, no, no. Like, a lot of these business owners would pay um I get on calls people all the time that say they're paying their customers or their their employees 50 or $100 per review, right? And so, if you get them three reviews and you're charging 100, 200, 300 bucks, that's kind of on par with it. And they didn't have to do

15:15anything, you know? And then you're also responding and repurposing and doing all that stuff. And so yeah. No, I mean I think definitely um the more reviews the better, but a lot of times people just want to be able to check a box, especially kind of we we live in a little bit of a nuisance business where it's like they know they should be getting reviews, but they don't have a process in place, right? And so we live kind of in that range where it's like for 100 200 300 bucks a month, a lot of these business owners are good to just kind of like get it off their plate. Um

15:42so yeah, that's that's awesome. Awesome. They kind of get started. Like I think that's a huge a huge thing people need to understand. You can start with just a couple hundred bucks a month, you know? So, you know, five to 10 bucks a day on ads. It's nothing crazy. Um and like it can um I I think a lot of times I recommend cold calling, cold outreach. I mean, I did cold texting and cold DMs and cold emails. Like that was like what I did. I did it all pretty much manually and that was how I grew. But I think you you said something that was smart and

16:11insightful insightful is that you had been running ads for years. You knew how to run adines, right? And the ma main reason most people don't start is don't start running ads because they don't have the money or they don't feel like they have the money, right? But if you have experience running ads or you have experience cold calling or you have experience with cold email, lean into the experience you have. lean into kind of where you already um have learned some lessons because it's just going to

16:37shortcut your process um down the road. But um you're running ads, getting customers. Walk us through your process. So um what are you doing for the ad creative? Yeah. So we mainly focus on UGC creators. So we'll give them the script. uh our focus is always always always has been the 14-day trial. Uh but in our market, so the Netherlands, uh there are a lot of people in the unaware stage. So they don't really know what it is. They know it's about reviews. They know they can get reviews, but a lot of people they don't know what the whole concept is of the the SAS. So

17:22uh we try and uh make our content uh with a lot of uh information so they know okay it's about this uh this is what it does this is how you can get it and this is what you need to do. M um and of course we also use call to actions so they can click on the ad, go to a funnel, fill in the form and then of course we try and call them instantly. Uh but yeah, mainly on on the on the ads is it's it's actually all about trying to get them out of the unaware stage. Making sure they are aware of the concept, making sure that

18:02they know it's about reviews because uh a lot of people they sign up but they think it's about fake reviews. Um but of course we don't want to have people that don't sign up that think it's about fake reviews. So we try to tackle that to uh making sure that in every creative or every video that we make, we talk about

18:25real reviews from your customers. So then they know instantly is it isn't about fake reviews. We're not talking about fake reviews so you can sign up because there are a lot of companies that just don't want to work with companies that do fake reviews uh but actually want real reviews. So those are the perfect clients for us. Uh, and that's where we actually focus on. Uh, we also do the retargeting ads. So, people that interacted, people that almost filled in the form, we try to give them a good a better offer than they thought it was. So, for example, a 30-day trial uh or a a good percentage of the the

19:13real price. Um but yeah, it's mainly about uh getting the prospecting campaign in and also doing the retargeting. Uh from there on uh of course try and test a lot of creatives. I think that is the biggest the biggest one. Uh also meta has had has had a new update uh because there is a lot of a lot of content on on running ads right now on meta because of AI. Uh so getting a lot of creative creatives out is just very important. You really need to know which creators work and when you know the creatives those creatives are working of course you need to uh focus on that concept on that

20:01visual. Yeah. And and that is how you scale. Yeah. Yeah. For sure. And like I think that's something we're testing with our ads. So, we don't have them on right now, but when we were running them last week, we messed up something with tracking or whatever, but uh when we had them on last week, we had like 30 different We had like 25 different um ads we were testing at one time, which like for some people was like a whole bunch. For some people is like none at

20:27all, but yeah, we had like 25 or 30. That was like the most we had ever been testing. And before our tracking got all messed up, we were getting the best results we' ever gotten. Um, but for somebody that's like listening to this, he said UGC creator, would you recommend like if someone's comfortable on camera, would you recommend them getting it or are y'all getting UGC characters or not characters but PE people who maybe look like the avatar? Like where are you finding these UGC creators and um, you know, what are you paying them and stuff like that? Yeah. So, um we actually try and try and contact a lot of UGC

21:03creators on Instagram uh on Instagram itself. So, uh we yeah there there is actually a big pool. Uh so I always scroll my Instagram and I see a lot of content. So that's what I do. I see a lot of content. I see a lot of people and um it's just yeah it's not exactly the feeling but if you think okay this person his head is good or she looks good uh because people attract to attractive people so I always try and find people that look just look good so that's one thing that works just very good uh and uh mainly people that just speak good speak loudly they have a bit of

21:48experience Um, and when I see that, so I'm just scrolling on Instagram, I see something or see someone and I message them. I message them uh on my uh on my business page. I just message them, tell them, "Hey, we have a business and we just we need you." And yeah, we pay them around 80 uh to 150 per video, but you always you can always find better deals because we all we also had a uh you see creator. He was at our location for I think like four hours and he asked I think he asked 50 50 euros an hour but we shooted I think

22:36we shooted like 50 videos indeed those four hours and for him it was good for him it was worth it but for us it was also great and their videos were also good so um yeah it's around it's around that price yeah yeah for sure for Sure. And I wonder like as AI gets more common and stuff like that and video AI gets better and sore and all that stuff, I wonder if that price will continue to go down because they can like clone themselves and make the videos or like we can just make the videos without having the creator. It's crazy crazy world we're living in. Have you tested AI ads yet or

23:15just uh or just all real people? UC? Yeah. So for now we actually only did real people UGC everything real. Uh but we are uh trying to look at some AI ads. Uh because I know those ads also work. Uh they're way cheaper of course. Um, and I'm also trying to master that because if you master that, then you have endless endless videos, endless creatives that you can test. So, I think it's just a matter of time that we also

23:53try that. Yeah. Yeah, I know. It's crazy. It's like, oh man, scroll through a feed of mostly AI videos and and then people like other softwares out there have like people write the AI reviews now. you like go to leave a review and then it's like oh generate the AI review merchant does that or whatever. It's like bro we just going to be living in a fake in a fake reality like we're gonna have to just get off the phone like get off the phone. It's the damn phone. It's the damn computer. Get off it. The only thing that you can believe is like the real thing you can see not on the

24:25screen. Yeah, that's true, man. It's it's crazy. It's if you can use it in your advantage then then I always say just use it. Yeah, we're in a Yeah, we're in a little golden age here where especially like a lot of the a lot of stuff like none of the stuff we're doing is inherently hurting anybody if we use an AI video to run ads and stuff. It's like that's not harming anybody. We just get to spend less money but on like on ads and stuff, but all right. So, they you would run the ads. Um, walk us through what's the funnel like? Um, y'all going to demo

24:58call and trying to close them or what what's y'all's process like after the ads? Yeah. So, so after the ads, uh, we mainly do lead forks. Um, we also did landing pages, but for some reason, uh, this specific one, our land pages just just don't work. Do we just stick on the lead forms, they also work fine with us. Um so after they uh after they signed in on the lead form then we try and call them instantly but we uh when we call them the first time uh because a lot of a lot of people when they sign up they also book in a call because we have a link after the

25:40lead form that they can also watch a video and they book in a call. So they're already known of it. Uh yeah, even when they book in a call, we call them to just make sure if everything is okay, they have the correct information there and all sorts of thing. And um yeah, we actually try and half close them on the call. So we ask them what the reason is that they signed up. We ask them uh if they need any other information. Uh, and we actually try and uh make the sales call that they booked, we try and switch it to a a sales onboarding or maybe

26:25instantly an onboarding call uh because on the phone you can actually always try close them I think. And also uh with our offer because we have a free free trial that can use for 14 days. So we we always thought that hey if you really like it just try it out for 14 days and just let me know if you like it or not and then yeah nine of out of 10 times they just say yes why not and then we just switch the sales call into a boarding and then when the onboarding call is there we just quickly show them a little bit of the software just a

27:04little bit and then after that then we just start with the onboarding and uh making sure everything's all right, all good. And then yeah, the free trials actually starts that. Gotcha. Okay. Gotcha. Yeah. So, um one thing with lead forms, people always crap on lead forms, but I started on lead forms for forever. And I think that now you can disqualify people on lead forms. Like it's not um you can you can do a lot of things to try to make sure you're getting quality leads. So, what are you doing with the lead forms to make sure you continue to get quality leads? That's the I think

27:37that's the biggest thing, right, with lead forms. People say, "Oh, the quality is awful. The optimization, you're optimizing for these awful leads you're getting from lead forms, but what are y'all doing to keep the quality high in terms of friction and stuff?" Yeah. Yeah. Yeah. So, we actually try and ask at least two questions. Uh, so we filter them all the way out. Also, on the lead form, you have text, so you can put some text on it. Um, and we actually try and throw all the people away who think that's about fake reviews. So, uh, we put a warning and then we put the warning and we say, uh, this is not

28:16about free reviews or this is not about fake reviews. Uh, so they know it's not about fake reviews. And that's one thing that works pretty good. Um, and I also think it's not only about the leader. Um I do think it's also about your creatives and how you uh angle your creatives because when you uh show the people uh something else then other people will attract your your ads because meta will think okay those people will probably sign up uh but that doesn't mean it will be instantly quality leads. So what we actually try and do is okay the lead form we ask two questions works good but our focus will

29:05be more on the creatives themselves. So the videos uh and and the photos that we make and actually we try and uh yeah we we we try and tell the people who see the ads we try and uh tell them instantly how uh the system works and what you can get out of it. So those those two things and we actually see that when we try and focus on that point then also the the quality of the leads

29:36will also be way better. So I think it's two things. It's it's just your creatives and the question that's the questions that you ask on the default. Yeah. Yeah. For sure. I think I think that's when you're running ads there's just a million different variables, right? And so you can run creative that says like, hey, uh, you know, get the secret codes on how to win the lottery for from from someone who's won the lottery, you know,

30:01a hundred times or something like that. And you'll get a lot of leads, but you'll get a lot of bad quality leads for reviews if that's what you're trying to sell, right? Whereas on the polar opposite end of that spectrum, it's like we help you get more Google reviews by asking your customers via text and email to leave you a review. And like then you're not going to get as many as many

30:21leads because it's like not as sexy. It's not as exciting or whatever, but the ones you get will be a little bit higher quality because they know exactly what you're what you're what you're marketing, right? And so there's just a trillion variables there. Yeah. Yeah, for sure. And Facebook or Meta always also helps you because they now know exactly what you do. They now know exactly what type of persons or clients you need. So they will put those ads into those people or they let them see your ads. Um because now it's just a creative game. It's not about the targeting that you put or the adset that you make. if specific

31:02dark signal. It's just all about your creatives and what you put in your creatives that puts them into the right uh into the right eyeballs. Yeah, for sure. For sure. Yeah. Know. Well, let's let's do this. Let's close out with like let's give somebody listening to this who might be cold calling right now, texting, emailing,

31:20cold emailing, whatever they're doing. One, keep doing what you're doing, but like don't quit. Keep reaching out to people. Keep making people letting people know you exist. But if somebody said, "Hey, I want to take a Saturday afternoon. I I need I got four or five hours on a Saturday afternoon. I want to get my first ad live." Walk us through kind of like version one. Obviously, doesn't have to be perfect and all the stuff, whatever. But walk us through version one of just getting something live in a couple hours. What does that what was what would that look like if you were going to go do that off the

31:47call right now? Yeah. So, of course, you need, of course, the your Facebook account. So, if you set everything up, it's just very easy. just uh get into your Facebook account, go to your business manager, make an account. Uh all of the settings will be actually very easy. Just put your credit card in credit card into it. Uh and you have an ad account. Uh after that, I will just go to my Canva. So I'll just purchase a Canva subscription for 10 to$12, something like that. Um, and I'll just make I would say 10 different variants of different kinds of and stores of ads specifically on your

32:35offer. Uh, and uh some and and why do I say 10? Because you need a you need a lot you need a lot to test. Uh so that's where all my focus will be on how uh how should I or how would I make those ads? Um and then after that after that after you made those 10 ads uh yeah I I just I I would say I would just put all of those ads into one campaign, one ad set just broad targeting. So very easy put everything under all of those on under the the interest broad all everything under there. Um and I will just test it

33:22out with $10 a day. Yeah. uh for a week. Uh and I'm I'm actually 100% sure that you will get uh at least you will get data off of it so you can see which creatives are working, which creators are not working and then decide, okay, those creatives are working. Now I'm going to going back to the to the table and uh making some new ads of those. Yes. Where that I've seen

33:51that that work. Yeah. Yeah. Yeah. And I think just like lead form, lead form, right? Like you'd say just set up a lead form, plug that into high level. Like that's really easy. Just look up a video on how to integrate Facebook lead forms with high level. Just go to your settings, connect um your Facebook lead form there and map the fields. Um yeah, and I would say with the creative, like you were talking

34:12about creating 10 different things. Don't don't create 10 different versions and just like change the color. I would change I would take like big cracks at like in the beginning when you're testing like totally different angles. Fine. you'll find certain links that appeal to certain audiences, right? So, maybe it's ranking higher on Google.

34:28Maybe it's the automated responses. Maybe it's the personalized image where we're requesting with the customer's name. Maybe it's the product that we integrate into your CRM. Maybe it's the fact that we post on social media. These are that's like five different ads right there that hit a different angle, hit a different pain point, and they're bigger swings once you find what's working. And then that's when you can start, let's optimize this color here. Let's save this a little bit differently here. do the small tweaks, but at first like take the big swings on the different angles that might kind of get people's

34:56attention. Um because um because yeah, that's going to give you the best results there. But yeah, no, that's great. Now now you nobody has an excuse of not turning on an ad campaign for $10 a day right now. LeBron just walked you through it. It's easy peasy. Uh LeBron actually put together um Facebook ads training in our community. So feel free to sign up with

35:14our link down below um to the community. Um you can join in there. It's totally free. If you sign up my link, the high level in the description, you'll get an extended trial. You get access to all the goodies and stuff. And LeBron's made a bunch of training videos on how he how he got creative. He I think that ad that you filmed in the barberh shop was so cool. Um, you know, the ad that you have there. It's like he goes through like getting that video. Um, he goes through setting up accounts, all that sort of stuff and integrating with high level the followup. And so definitely uh so I

35:43have that link down below. We'll also have LeBron's links in the description as well. And so um where what's the best place for people to find you? Uh yeah, I would say on Instagram. Um Instagram is I think it's the best place. Uh I will also be making a new uh a new course. I think uh actually I know uh on whole concept of running ads, the marketing concept uh also the new updates using AI to run your ads uh make your creatives of course. So yeah, that

36:19will also be coming coming soon. Awesome. Awesome. Sweet. This was great, LeBron. Yeah, I really appreciate you hopping on letting people know you how you've gotten to where you've gotten and uh also helping them run ads. So, we'll have all his stuff linked down below. Drop a comment if you got a question for him. I'm sure he'll be down there responding to him. And y'all have a

36:38great rest of your day. See you, LeBron. Yes.