Today’s topic in this special episode of Romance Your Tribe Radio is dear to my heart. We’re diving in deep on the strategy I used to launch my online Wonderful Web Women business that took me from unknown to a list of thousands and replaced by previous 12 months income in just 8 weeks.
I’ve invited one of the world’s foremost experts on the strategy of Virtual Summits, Navid Moazzaz to share how a Virtual Summit can grow your business and step by step how to get started.
We also share what has changed since I launched with this technique over 10 years ago and share some cheeky behind-the-scenes stories from both our businesses.
In this episode of Romance Your Tribe Radio, we discuss:
- What a virtual summit is
- Why you’d want to do this instead of webinars and podcast?
- How to use a summit for rapid list building
- Different ways to make money through summits
- How to get people to promote you for free
- The cheeky thing Janet did on her first summit (out of desperation) that was responsible for launching her credibility and then big sales.
- How to get a detailed checklist to run your own Virtual Summit
- Who this is NOT suitable for
- Action steps you can take this week.
You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.
Virtual Summits. Deep Dive into List Building and The Oprah Effect
Before we jump into the strategy of successfully running Virtual Summits, let’s cover a few basics.
Some definitions to begin with…
What is a Virtual Summit?
A Virtual Summit is an online event or conference which is like a podcast or webinar on steroids.Multiple presenters deliver teaching sessions on a specific topic and people from around the world interested in the topic can register to attend the sessions.
Virtual Summits usually have multiple speakers. There are usually multiple presentations every day and the summit can go for as long as 5 – 7 days with around 20 – 30 experts who can join you and promote you.
How Virtual Summits Grow your Business
Both Navid and myself shared on the podcast that we both launched our businesses online using the Virtual Summit strategy. The result was fast growth of our email lists, influence and income.
These are the major benefits:
To understand how a Virtual Summit works to grow your email list, let’s use the visual of an offline conference or summit. One that is held in a huge conference centre with the doors to the conference room closed until the conference is ready to start.
So people have to hear about the conference, travel to the conference, line up and register and then get in through the doors when the room opens so they can get a seat.
So let’s see how that works on a virtual summit so you can see how the list building works:
How they hear about the conference: Sure, you can do advertising and other marketing strategies but one of the best ways to get people to hear about the summit is to ask the speakers to promote the event to their own mailing lists. You give them an incentive by sharing a percentage of sales to people they have referred (I’ll talk about the sales part in a moment).
Travel to the conference (traffic): To get the largest number of the best people to register, you want to make sure your speakers have a great reputation with their mailing lists and they are also willing and enthusiastic to promote. That’s why Navid recommends inviting speakers who are very well known in your industry (the draw cards who often won’t promote enthusiastically) and awesome up and comers (who will often send the most traffic).
Registering: This is where you grow your mailing list. All these beautiful people who have heard about your summit on the recommendation of people they trust, must register to join the summit and get all the info they need to take part. The summit is usually free and each person must join your mailing list on the event registration page. Ta da! That’s the point where your list can multiply for thousands.
Grab a seat: After people join your list you then communicate by email (and of course you can add social media to the mix) so people can build trust with you and make the most of the actual Virtual Summit.
The Oprah Effect
Ever heard of the Oprah Effect?
In The Oprah Winfrey Show, Oprah (the queen of talk shows) turned many fashion and lifestyle products into multimillion-dollar companies by just endorsing them on her show! Her audience believe in her because she has been seen as someone authentic, who has had a great impact to their lives.
Oprah wasn’t the celebrity to start with. Her impact came from actually interviewing celebrities and people of influence. Her impact built from being the interviewer, and someone people grew to trust.
Through a Virtual Summit YOU become the Oprah of the show.
You are the trusted interviewer who has great conversation with celebrities in your niche. You are seen as “one of them” quite quickly and your trust and credibility expands fast.
Navid shares many case studies of people making 5 and multiple 6 figures through their Virtual Summits. When I first launched my business Wonderful Web Women through a virtual summit I replaced my previous 12 months income in just 8 weeks!
In short here are the most common ways to make sales through your summit:
- Sell the recordings and action plans of the summit as an “All Access Pass Upgrade”. These can range from $27 to up to $197, with $97 being a nice sweet spot. It all depends on your niche. A 6% conversion rate of people taking up this offer is usually considered great though Navid shares that some of his clients have converted at over 20% (well done!).
- Upsell higher priced programs and coaching during and after the summit. This is where you will make the most money. So make sure the topic of your summit attract the kind of people who will be interested in your bigger offers.
Affiliate Sales: you can recommend speaker products, software and other related programs to your new subscribers and earn a commission on all sales you make.
Grab The Virtual Summit Checklist
There are a lot of moving pieces in running a successful Virtual Summit.
I DO NOT recommend running a summit if you are totally new to online marketing as it can be overwhelming.
However, the results can be huge when you do it well.
To make it easier for you Navid has created a very detailed and brilliant checklist which you can download for free from here.
It really is very thorough and gives you an idea of timelines, how to choose your topic, how to decide who to invite and the techy stuff you will need.
Action Steps: What you can do this week
Do these action steps to get started with your Virtual Summit:
- Ask yourself: How do I want to do it? Live? Recorded? Alone? With other speakers?
- Choose your topic: What topic will help you position yourself at the next level of credibility in your niche?
- Start Building Relationships: Who do you have on your wish list as featured guest experts?
- Check out and introduce yourself to our guest Navid Moazzan. He has had a number of virtual summit goodies for you over here at https://navidmoazzez.com And yep… you can download your checklist for free:)
- Check out the Romance Your Tribe programs, designed to get you super clear on your uniqueness, suite of offers and launch your online course.
- Check out the no-brainer special offer we have created in partnership with the founders of 10xpro, the software we use and recommend to manage all your funnels… and more. This is perfect software to run a Virtual Summit
A Special Message From Janet
Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to and you chose to join me on Romance Your Tribe Radio.
I’m honoured and grateful for your support.
If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!
Read The Transcript Here
Janet Beckers: Hello and welcome everybody. Janet Beckers here and I’d love to introduce you to my wonderful, wonderful guest, Navid Moazzaz.
Navid Moazzaz: Hey, what’s going on and excited to be on the show.
Janet Beckers: Yeah, I’m really excited to, we’re going to be talking about a topic that is super, super close to my heart, which is virtual summit. Um, and the reason it’s so close to my heart is that is actually the technique that I use to launch my business. Wonderful web women, which has now evolved to run into tribe. It’s the reason that I went from having nobody knowing me. I’m having a mailing list, which was actually just my mom to thousands and thousands of people winning awards, you know, re replacing 12 months worth of income with just in a short time all based on this particular strategy. So since then, a lot has changed. And so, um, I’ve invited Navid along because he’s the man that knows how to run these so well now the most strategic way to do them, the way for it to work now rather than the way that it used to work when I did it 10 years ago. So that’s why I’m excited about this. But Tom, before we get started, um, let’s just, you know, I love to introduce the people, everybody here to you, not maybe just because, um, just so we can get a little bit of an insight about who you are and why you’ve gone down this track, um, before we start diving into any of that sort of strategy stuff. So, yeah. So tell us a little bit about you. Like why, why are you so passionate about this particular way of doing business?
Navid Moazzaz: Yeah, absolutely. I mean, it wasn’t always this way, but it’s kind of the summits and all this. I actually was kind of, uh, you know, stumbled across it because I was doing a podcast to me in a similar to this. I was doing that a few years ago. You know, because every one they were talking about, okay, got a larger cost cause and I think it’s a great vehicle. I definitely think I can and it fits in with what I’m doing now. It’s just when I did it, I started basically from scratch and I was building relationships with some influencers and all this, but I wasn’t growing my email list. I wasn’t generating that much revenue at all when I started out. So animals, blogging, podcasts and do that. And then I stumbled across these summits in the health niche because they, they were appeared to be free.
So sign up for them and I saw how are they doing this? How are they generating so many subscribers? In some cases I saw they were generating tens of thousands if not sometimes hundreds of thousands of email subscribers for one kind of online event, a virtual summit. And, and I also checked out how they’re monetizing. So they had an all access pass. They were sometimes promoting something in the back end and all this and some of these summits, they were doing millions of dollars in revenue. I was like, Holy Shit, how are we doing this and doing this podcast, which is a great vehicle, but I wanted to kind of level up my business quicker. Podcast is not the best list building and kind of right away, this is more for me if I would do a podcast and they would be more kind of connected my existing audience rather than just kind of skyrocket and build a new one.
So that’s kind of how, yeah, I mean I don’t know if you can feel the same, but like podcast, I think it’s a fantastic app. Always week in and week out, have a consistent schedule to connect with your existing audience. But unless you have a massive following, it’s not going to kind of do that much when you starting from scratch. Whereas the virtual summit, it’s kind of an online event. It’s kind of like a podcast or Webinar steroids. That’s kind of how I, how I like to put it. Right, so you have multiples. Yeah, I mean, yeah, multiple speakers on a, so you have 20 to 30 experts typically over, let’s say five to seven days. And some of them will come on and promote you. They promote you to their email list, their most valuable asset. And that’s how you are basically growing your audience and always the, we can go get into how you actually add value to the speakers.
That’s part of our, you know, virtual summit mastery. That’s kind of my sister and my program and how are we teaching this? We actually go really big on are making it a win, win, win. So I went for you. You’re going to grow your audience, going to grow your business from the summit, but also a win for your speakers. They gonna, you know, get something out of this. They going to grow their business from this and also for your audience. So you want to add value to them. That’s kind of a, I guess you wanted to get into a little bit. So, so kind of the difference, you know, before now I think
Janet Beckers: that’s kind of how we can start. It started off in giving you a little bit of an insight into now it is, um, because I find the kind of strategies that people specialize in really reflects a lot about their personality, like the kind of things that you get drawn to. Now. We met, we were both in a high end mastermind with Ryan Laveck called the elite mastermind. So we actually got to know each other really quite wells through, even though there were a lot of people in the group through that year because it’s not only were we having an opportunity every week to communicate, but we had retreats away and lots of times. So you get to know people really well. And I just loved how you were saying then about a core part to what you are, what your approach has been. You know, what’s going to be in for everybody.
Everything’s got to be win, win, win. And that was one thing I really noticed about you in all of our connections through out that whole year of late was, um, and everybody listening you’ll really get to see this with, with Navid, is you’ve always very much focused on the other people rather than yourself. Like every time that you would be contributing to conversations, anytime you would be, you know, sharing and presenting to the group, everything was always focused on what was going to help everybody else, what was the win for other people. Um, and so it makes perfectly good sense to me that you approach your marketing using a strategy that is very much focused on what’s in here, but absolutely everybody else, it’s very much a connection, a connection sort of personality, I guess, that that can be really attracted to doing this as a strategy. Yeah.
Navid Moazzaz: Oh absolutely. I mean, I’ll also, I just wanted to just kind of backing things up a little bit though. I’m in Davos, a fantastic, fantastic year actually. I think I, I definitely got to know everyone right away because I want some kind of price or like the, you know, the super share. I remembered the other first elite masterminds I had to kind of go up there and share and obviously then people familiarize themselves with me a little bit better about, yeah, I mean really kind of divorce the, you know, I had, as I said, I had the podcast, then I did my first summit. So before that I only had about 900 to a thousand [inaudible]. That was in 2014 so a few years ago. And I hosted my first summit, brought on a bunch of speakers on there obviously, and then I got about 3000 email subscribers from that summit and $20,000 in profit dot actually was the vehicle that I could quit my job and move abroad and basically start living the lifestyle I do now.
But if I would have stopped there with one summit, and that’s also what kind of is unique with how we are doing things, then it would have ended there. Basically. There’s a lot of people, they don’t leverage the momentum. So you’re gonna take that stomach, that’s a springboard for you to take your business to another level. So I quickly grew my business from that initial success. You know, making like $20,000 in profit from that summit to multiple six figures. I can, the next year I’m making 200 k the next year. Like we, they’re not be hosted and not as summit did like almost 30,000 subscribers. The next one and then a basically that dob that took my business, you know, it’s three x more to 600 k from 200 k to 600 case. So it was like it just growing, growing very quickly and then making an impact as we go. Because the lifetime value of a summit, you know, a 10 d and even more kind of the people who purchased the all access pass of the summit is very high. We have made, you know, all of that are most successful summit, which is, it’s almost 30,000 subscribers. They have actually made over $1 million from dad one summit. So it’s pretty interesting how it works and just monetize the audience.
Janet Beckers: Yeah. Well let’s dive into that. So I think one of the things that we’ve said w to give everybody here a little bit of a structure for you, taking your notes, what we’ll do first is we’ll really get super clear on actually what a summit is so that you can understand exactly what is a summit and how does it work. And then, uh, know, and I fought because I actually launched my business with a summer and, but things have changed. So we’re going to go and to, you know, the difference between what worked back then and what’s working now so that you can get an idea and we’ll give you some reality checks on what kind of timelines are involved here. What kind of, um, you know, what you need to know before you start going down this track. So, um, so let’s do that. So the first thing, let’s just do like a really simple, how does, you know from the, the simple things that like what actually is a, a summer, like how on a very, very briefly overview of what does, what does it, how does it work?
Navid Moazzaz: Yeah. I invent a, essentially, as I mentioned, little bit alluded to before, it’s, you know, a multi speaker event over a few days, right? So you might have, can be a smaller summit too, can be like a one day summit event. But I think when you’re starting out and you want to kind of, you know, blow up your business a little bit more, it’s more beneficial to you to host the five to about seven days summit because you can have more speakers on there. So let’s say 20 to 30 speakers because let’s say you only with let’s say five to 10 speakers, you might not get all of them to promote you initially. You know, you got to have a mix of kind of different levels of speakers and all that. And so it’s more beneficial to have kind of this balance 23 or 20 to 30 in some exceptions you can have maybe 10 to 15 but usually most people find these 30 it will do well and does somebody still believe free to sign up for it.
You want to grow your email list, you want to grow an audience from this and essentially you’re getting paid to grow that email list, which is really cool with the way we are teaching it and then you have an all access pass base class that instant after they opt in, they give you their email address, they have an upgrade for door locks as pass. That includes Billy recordings can be some great bonuses that is like hell. Helping people to implement the content can be action guides session knows you can have also bump offers. You can have a lot of different things to kind of maximize that lifetime value even more. And in dunning that’s basically creates your products, right? Your speakers are creating your product for is even if you don’t have a product yet and you’re feeling like why? How can I do this? Well, you don’t need one. I didn’t have one before I hosted my first summit and then my s all access pass on my premium pass became my first product. So that was pretty funny actually. Yeah. Yeah.
Janet Beckers: So I think that’s the thing. He, for people who, this is a totally new concept to, because this is the thing I used to find that people couldn’t get their head around is around the list building is you will have all of these speakers, but in order for people to be able to know where do they get the, where do they hear the interviews, what time does it start? All of that sort of stuff. In order for anybody to be able to take part in it, they have to join your mailing list. So really you’ve got everybody that’s going to be sharing that this, that this is coming up and they all have to go. You’re the gatekeeper. They go through your optin page. That’s how you build your mailing list. So
Navid Moazzaz: exactly. And you can do prerecorded too. I wanted to mention so people don’t feel all around. You need to do live sessions. You can, here’s what we recommend so you can build a maximum engagement. So if you’re doing this the first time, good, do record it. So you do recorded sessions with the speakers. Let’s see how 20 speakers, he did 20 recorded sessions with them during the summit. You could include kind of a light kickoff, you know during the time it’s happening. There’s some advanced strategies to later you can turn it evergreen and stuff like that. But the first time you’re doing it, like include a few live sessions. I kind of like office hours maybe in a Facebook group, just to kind of add that kind of, you know, engagement and connection with the audience as well. So they feel you’re part of it.
Navid Moazzaz: You can also have comments and stuff like that, but it’s, it’s just the, you know, you, I’m sure you’re honest, I’ve seen these not regular conference. Essentially you’re bringing it kind of online, just having it free for a limited time. Usually it’s 24 to 48 hours. Availability from bene session goals go live during the summit. Then he pulls, you know, basically you lock it down in the mall, the all access pass. That’s Kinda what’s going on here. That’s how you also seeing and a lot of people upgrade. I mean you’ll be surprised like you know a good, you know, I would say decent upgrade rate would be, you know, from free options to paid is about let’s say four to 6%. Anything above 6% is considered pretty good. So we have students even getting 21 to 30% is, you know, cool in some niches like in the heart niche. And we had the wanting to play therapy niche, getting a very high conversion rate, that recent one and teaching in a Spanish language or for for teachers basically. So that was pretty cool. Got a very high conversion rate for all access pass as well.
Janet Beckers: So I love, I love this idea and the nice part is when it comes to sort of understanding all the steps in this, understand that you’ve got a fantastic checklists for people to be able to use, haven’t you? So they can, they can go there and have a look at all the different things that it, that actually the logistics that take part in doing this. Is that right?
Navid Moazzaz: Yeah. So the, let’s see us on my side and I’d be more [inaudible] dot com slash via his last shaviah via some slash. Cheatsheet you can link that up. Also, we have a free guide without any optin. It’s just virtual summit, guide.com basically. And you can check it out there. So yeah, it breaks down all this. Yeah. Going fast or anything like that. Then you know, someplace we have Wilson Master class you’re running, so you can check out there if you just simply email me if you are on my list or something.
Janet Beckers: Yeah. So let’s have a look. So just so that you know, if you’re listening here and you’re going, oh fuck, I can’t understand all the parts that no, that’s okay. Because you can go there and you can get all the details on there. So what we want to do today is we want to give you an overview of you starting to think about what you could do yourself and how you would use this in your own business. And then we’ll, we’ll just go through some of those decision points and excuse me, and we’ll look at some of the, you know, how are you going to make the most of it? So that’s that we’ll be able to see what worked for me and what stopped working. Um, and so, and what’s working really, really well now. So the very thing is, let’s have a look at the topics because when I launched mine, mine was launching a business called wonderful web women.
And I had absolutely no street cred at all in that area. So for me, I thought, well, if I can find the most successful women in the world, I don’t have to be the expert here. I’m not the boss. Like I’m not the one that’s saying, look at me. I know everything as really passionate, you know, positioning myself as the passionate reporter, which is a really powerful way to start out because it allows you to be able to go, I don’t know, but I’ll find out for you. So it takes the pressure off you if you’re not feeling like you’re the legend. Um, but for me it was easy because I could go back then, like nobody was doing them like I could. I found it very difficult to find people to learn how to do it. So I had to pull everything’s together separately, like find somebody to teach me how to do interviews and other person to guide me on the tech stuff and all in another one on joint venture.
So I had to kind of bolt it all together. But for me, I just did the top Econ, you know, find the most, you know, low from the most successful women online. Now that worked exceptionally well back then because there wasn’t a platform. Is that not only people we could go for that I didn’t, that couldn’t find these female role models. They just weren’t many. And also there wasn’t, um, you know, for the fame for these wonderful successful women, there weren’t as many platforms for their to get their message out. So it was at, you said at the beginning what’s in it for everybody? That topic worked really well, but I don’t think it would work very well. Now it’s way, way too general. So from what now, like what would you recommend for people to take into consider working out their topic?
Navid Moazzaz: Yeah. Obviously like 10 years. I mean telesummits was what it kind of called when it came to the scene and what and all this kind of on, I mean the teleseminars and all is usually actually they were not even that time. I mean there were some were some with great content, all this. But the problem is sometimes I think there was not even video initially and that I came a little late now. Yeah. It was not really a, it was, it was harder. At least you could probably, we’ll see kind of maybe more advanced at the time to do what we are doing now with, you know, zoom or whatever. You know this really easy, these things,
Janet Beckers: You couldn’t even prerecord, but you had no way of playing it back to start at a certain time. Say you had to either do them live and we had to be there and click start through the replay. Then it was very difficult. Yeah,
Navid Moazzaz: it was. Yeah, it was. It was harder. But now these days I think the high perceived value mean there’s podcasts and their audio on they’re great and you’re sharing maybe stories and stuff like that on a podcast. But I think like really humming very on a summit. There’s also ups, you know the game a little bit. Then it doesn’t have to be too hard. I mean, I’m right now, for example, I’m traveling, I’m here in the US at a time. You’re doing this. I just kind of bought something. I’m just home depot. Like this background is, it’s not a real brick, you know, if you’re seeing this, yeah, this looks good, but I just bought this for like, you know, I think cost, it didn’t cost me too much to get it. It’s just a peel and stick or whatever and you put it on. That’s kind of how you see it could be to have a little bit more professional setups these days.
And then obviously a lighting, we have the green light, whatever. It doesn’t have to be that, but I think it’s the barrier to have a good quality. It’s easier these days. So that’s why it’s kind of a little bit expected so that you do the bare minimum to do that. And also in terms of kind of this topic which we talked about, I think having a niche summit like go very, instead of having a broad one, just kind of teaching, you know, women in online businesses on something maybe doing like a inter. So we, I can share some examples from students for having a fitness health summit. I think going deeper, not even a strength summit, maybe a women’s strength summit, right? So it’s, you know, for women by women and by doing that you’ll be a lot more successful. Like this student instead of maybe not succeeding at all because it will be too broad and you know, get a disappears.
She did 20,000 opt-ins and over $60,000 in revenue, basically starting in a new kind of brand from scratch there. So that’s kind of what can happen if you go more niche. I’m not saying you will the 20,000, but at least a few thousand, right? You will get more people excited to promote what you’re doing because you, you know, it’s also some industries they’re more competitive and the more competitive and industries you got to see how you can stand out either having different speakers or maybe the topic different angle, you’re going to definitely find a unique hook for what you’re doing in order to stand out in a competitive marketplace. So I think that’s even more important these days.
Janet Beckers: Absolutely. And you know, I remember we had a discussion last time we got together and we can’t, it um, you, yeah, you had one. There was one particular thing that you said that stuck with me ever since, which was such good advice is when you’re choosing your topic yet narrowing it right down, but even, and then the next step was instead of say running a topic on something that you’re already known well for is step up and think, what do I really want to be known for?
Those topics for me that was a like, of course, you know, you could run one on, you know, an area that you’re already feeling confident, any you’ve got a following in that use this to help you step out. I think that’s really great.
Navid Moazzaz: I’m glad you brought that up actually because you might be, or let’s say you are right now a lawyer, but you don’t want to be known as a lawyer anymore. I mean then maybe you should think about what are I really want to do? What am I passionate about? What am I interested in? You don’t have to have the benefit of some it actually, you don’t need to have expertise right now. Obviously it can help you if you have some expertise to create courses and other things in the backend. But even if you don’t, you can be of someone who doesn’t…
You don’t have expertise, you can still get great speakers because you’re the facilitator, you’re hosting the event and you’re building essentially your brand by association. You can build almost instant authority. I mean there’s no such thing as an overnight success, right? But that’s kind of what happens with, you know, when you’re hosting a salmon, you’re putting people next, you know, next your, you know, face. And did they see you there? So you position yourself even we have had students, he had never had an ecommerce store. Right. Then Amazon, and he’s not even saying that I’m teaching this, right? He just hosting events and now is that actually just started, he started with some, is it like five or six of them and really successful, he’s say from [inaudible], not even a native English speaker. And now he just host these first offline conference with like 200 people in Prague.
So that’s what’s going to happen right? From virtual to offline events. Because you know, the most stupid thing, it’s good, excuse the expression, like hosting an offline event or something like that. When you’re starting out and I hear people coming to me, I want to host this event and get like 500 people show up. It’s very difficult to get people to shop in a locator. Alertly yeah. When you have an audience, you know, you have an audience who are interested in what you are doing, it’s a lot easier. So build the audience first, wait a summit for example. In this case we are talking about this. And then you can do a lot of other things like launching courses, launching high ticket, launching, hi. You know, offline events and the list goes on and on there.
Janet Beckers: Yeah, I love it. That’s, so that’s, that’s the next part because you are the passionate reporter. So even if you are, recognize that having expert in a particular areas, think about how you want to be at the next stage. And that’s why it’s also a great one when you’re starting out. If you know what your niche is, you can, um, you know, really, um, you know, put yourself on the map really quickly. Now let’s talk about the next part because once people have worked out their niche, then the next thing is how on earth am I going to convince these people to actually say yes, I’ll be happy to be, you know, be interviewed. And then even even in the next step, you are, hopefully some of them will go, well, yeah, sure. And all that. My little list of incredibly engaged, the people who loved me, I’ll tell them about this and get them to come over and sign up for you. So I’ll help you build your list. But fatigue, get those people. Yup. Um, I know what I had to do when I first started to be because nobody knew me. Um, I’m really curious about what’s your advice for people, like what things are the core things that they need to keep in mind to get people to say yes.
Navid Moazzaz: Okay. Awesome. Yeah. So what I recommend first is to create this list. The main use Google sheets or can you say Eric, I use air table now. It’s like a Google sheets on steroids basically. But I put together my lists and, and it’s kind of a dream 100 list or wishlist, whatever you want to call it. And the first kind of influencer outreach, this doesn’t have to be only of people you are going to be a perfect fit for your summit. That’s kind of influence in your market and it’s good to have overflow of influencers potentially connect with. Right? So I do that first, but to get it out and like research mean, you know, as you get more seasoned in your business could probably have, you know, VA or someone like that research. But again, I think the connections, you got to kind of make them in some way.
Navid Moazzaz: It’s kind of like you can’t really, it’s harder to outsource authentic connections, right? So you’ve got to definitely, I think that’s really important. I do still to this day. Let me, I’m, I’m about to, I’m planning a summit right now and in the big process of doing this right now, and I’m doing all these kind of calls to the potential speakers connecting with them, but if you’re newer to this, I would recommend if you have time, basically start kind of being on the radar. You know, maybe you have been in programs, masterminds, whatever. In that case kind of share some add value them, like be, you know, obviously it’s the easiest to get in front of someone if you’re have been in a mastermind or if you have bought a program, if you haven’t, let’s say a book or a podcast, maybe to have a podcast, leave a review, do the kind of low hanging fruit to actually get in front of them. Maybe they have Facebook lives every week, shop their comment they get for sure. Get on their email list. Right? So you got to do these things. Stand up. Most people are actually not doing this, so, oh, it can be the person. Yeah, just do that.
Janet Beckers: That’s that. You know, it sounds really basic. One on one, like number one is you’re being super organized, you actually got your heat race, you know, or your love list, however you want to put, these are the people I want. So your systematic. But then a lot of times what I always found, cause when I used to teach how to do this stuff and then it was a lack of period of time where it was sort of like, ah, this is great. So I used to get invites all the time from people who were not in my program. That was fine. Or even external. And my students never did this. And I know your students never would, but other people would come to me and I go, you just want to pick my list like you’ve, you’ve just, I know that this is just a cut and paste. You’ve, I’ve got no relationship. We’re all so they’re coming in cold. And so our reaction was I just had to cut and paste. No thanks. But you know, goodbye.
Navid Moazzaz: I’m glad you’re bringing this up.
Janet Beckers: Yeah. Oh, I can’t stand it because it was obvious that there were, they weren’t thinking about me. And so when you said about, yeah, get on their radar. The other thing that I see people do wrong when they do do that is they go turtle Sangal. And so there’s a, you know, you want to position yourself as a, as an equal, as somebody who’s got a brain, somebody who they would be, you know, like to get to know. So if you’re on those Facebook lives and you’re going, oh my God, you just fantastic. I love what you do, which is monthly, but you’re not, you’re positioning yourself as a Pango asking, ask really intelligent questions, give, you know, share
Navid Moazzaz: like the one who is standing in line to take a picture, the one who’s like, ah, can I have a picture with you? I mean, that’s nice, but that’s the wrong approach. You should look at lecture at coming. You should come. You should think if I ever take a picture with that influencer or someone in, I see them as peers. I don’t see them as, I mean they might make more money than me, but I don’t see them as higher value than that…
Janet Beckers: No, no. That’s kind of the big thing. Oh absolutely. So think about if y’all got a peer who’s doing Facebook lives, who have you, we just go with that example. They’re doing it because they want engagement. So help them get engagement, share with it. You know, say I learned this from you and I got this result. Those sorts of things. Like it’s, you know, just cause that’s a big difference. Rather coming called going, I want you to do this for me and let me just pick your list. Or they go total fan girl, which is a real turn off. So yeah, that’s, that’s a really good point. So that’s number one is really building up those relationships as first. Is there anything else that you can give us a tip to help people to get those first people?
Navid Moazzaz: For sure. I would say that you don’t, I mean obviously you’re hosting some that you can build a relationship asks you go, I would say make this part of kind of your habits to build relationships that should be kind of second nature to you in business. Any way to do that because otherwise it’s going to feel forced I think because like you mean all we can of course if you want to host the summit to him three months or four months from now. Right, okay. You don’t have as much time to do this, but that’s fine. You can still host a successful summit. You just like keep that in the, in your mind to always kind of always build a relationship. Always be doing this. Right. So you might have your big list of let’s say a hundred people in your industry. You know, as you go building relationships with these people, even if they are not speaking at your first summit.
So getting into kind of the emails and stuff like how do you reach out to people, I mean helps when you have a relationship because then you can refer to something in the email. Otherwise if I don’t know them I tend to reference something in the opening line of the email and Ninja trick can also be to have like a video invite that could obviously make you stand out the liver. You still need to have an email. You still not need to have a solid email though so they click that link to the video but either way, like menches on the specific, maybe they have had it, maybe you found them through a community and they did some really awesome training mentioned that mentioned specific in a program of theirs, mentioned that whatever it is and then you’ve got to name drop. Basically add social proof.
You going to say, okay, here’s what I’m doing. I’m hosting this summit and if you know roughly your numbers, what are going to expect. Say that. Otherwise you can guesstimate the little bit maybe once you’re hoping to get from it, but don’t over exaggerate too much because usually if people find out about it, it’s all good and they just, anyway. Yeah. And that’s basically the email. I mean they, and then you can go if they’re not be, it’d be making a distinction of like a kind of say, you know, A-listers that kind celebrity influencers trust off the word [inaudible] there they have good solid audiences and then up in commerce. I think the audiences that are most useful to kind of, most people at least that would be trusted authorities up in commerce, A-listers, they are great for, you know, being on the summit and you know, driving people.
People know them for sure. It’s exciting to have them on and all this, but they are not always promoting cause they’re very busy. They have promo schedules, they’re scheduled out, stuff like that. So you’ve got to be, I’m always searching for people, you know, who kind of, you know, they’re just coming up through the space. Sometimes they have been maybe a year or two in the space sometimes, but they are growing very quickly and I’m like, wow, how are they doing this and I’m actually in myself and learn from them sometimes. That’s why I bring them on board for my summit. You might even see we hosted list [inaudible] two point though in this year basically, and I’m, I’m more of this kind of in the lookup from new people who have a hat I don’t, didn’t even know maybe a year, year ago, but now I found them because I did some research and I love that. I love my people like that. That’s, I really can be illustrated in a year from now. By the way. It can become a listers big. Become friends with people like that is never a bad idea to become friends with the up and comers because they are going to become in some cases the next Tony Robbins almost.
Janet Beckers: Yes. That is such a good point because a lot of times people will just go and try it again. I always say go for the top first. If you can get those few big names, then that helps the others to come on board. But really when it comes to your list building and your traction, yeah, that’s great tip. It’s going to be more the up and coming that are going to be the ones that help you to grow your list and they get much more involved. That is a brilliant, brilliant tip. When, um, when, when I ran my summit, the thing that made it really successful was the invitation that I sent out to people and I just use headings of, you know, what is the project? Why have I chosen you? And so I really was very specific about why them and then just really clear, you know, what’s in it for you really long, what’s in it for me really short, what do I expect of you reading short? What can you expect of me really long? And then a call to action. And that’s, that was just really the simple thing. Um,
Navid Moazzaz: I can to make the first email quite short by the way. I mean I think you can do like add some more stuff to the first email. I tend to make the first thing kind of to just gather interest from them. Then I basically get on, I usually try to get on a call with them because you know, having kind of a video call or lead at the very least an audio call if you can meet them in person always. It’s kind of hard to do that with everyone. I think just having a call with them just kind of speeds up that relationship building. Also rapport, build support and then when you do this session slot eastern also there I ask them how can we make this a super big win for you to participate in my summit? And then I focused on that first basically, you know, building that relationship. And then I asked them, okay, so we are having the dates of the summit is this and this thing, would that work you to share to your audience and be getting like, I mean it’s so far, at least for this one, you have 100% of people. I’d have to have, I’ve had about 26 calls so far. So it’s not just you, not 26 calls with the potential, you know, we’d speakers, they’ve been on my next summit and 100% of them have said, yes, we are promoting if VR going behind us.
Janet Beckers: That is brilliant. You know what that is? That is absolute gold because that’s the hardest part is getting to people to promote. Um, that was the thing, you know, mine was much smaller and we’ll talk about that in a minute. Um, but that is absolute gold is what, you know, the, the stronger the relationship you’ve got with people, um, and the stronger you know, commitment that they feel to you, then they’re going to promote for you. And that’s where your, that’s where it’s going to be successful you summit. So that is, you know, that’s a lot of extra work having those 26 calls. But then the other side of it is what a privilege to have 26 calls with people who were doing great stuff.
Navid Moazzaz: Like they’re 10 minutes Max, 15 minutes, they’re not even that long. Right. But then also you have to keep in mind if someone doesn’t promote for you the first time around, don’t get discouraged. Like not you sometimes the first time around you’re not as successful as you hope to be a ride. So it’s important to kind of talk about that part of it as well. Like we don’t have students in the health space and they maybe did 700 to a thousand off this, which some arc is, is a lot for Denmark and it wasn’t that much. And he got a little bit discouraged, but then he saw care. I didn’t have the right speakers on board, which is a big thing. You need to have the right speakers that are aligned with whatever you want to do. You need to have the right topic. We talked about that. His topic was a little bit off and then it took him one or kind of another two summits and then he figured out and he went into the fasting niche, right. And Eh, he, and then he started to crush it with 15,000 is 20 20,000 on a scale. Is this up to well over six figures. And that’s just because he nailed that down and also didn’t give up. Like you can’t really fail unless you do give up. Like that’s what happens when most people give up before they actually read.
Janet Beckers: That is such brilliant advice and that goes for so much in business is, you know what sometimes the first time it’s, it’s not that that technique didn’t work or you are no good at it. It’s just you’ve got to, you’ve got to keep on sticking with us. That’s, that’s just such brilliant, brilliant advice for everything I reckon in business. Yeah, that is huge. Um, so I’m just aware of our time so we’ll just sort of tie up with just a couple of things for people who are listening. Is the next part. So we’ve talked about the list building. So the advantage here, you know, really just going over the core things that I want everybody here to really keep in mind is um, you know, you want to, this is about relationships. So this is going to be taking part in a longterm game even though this is a strategy that makes the most of that opportunity.
Janet Beckers: So you’ve got, you know, it’s a battle longterm with relationships. Really think about your topic of being as you can and where you want to be known for. And then you know, your list building, the stronger your relationships that you’ve got with the people who you invite this, the more likely they are to promote and especially those up and comings are going to do it for you. So we’ve talked about the list building. The next part that I want to be able to finish off on here is show me the cash babies. So maybe if we can talk about like the simplest way to make money and then some just one or two extra things that you can add on. Yup,
Navid Moazzaz: Absolutely. I mean the simplest way, I mean the, I mean let’s start with the all access pass. That’s the common thing. People can have up, you know, upsell to the all access pass to the summit is free to sign up for, I’ll be slayed. Then you have an Alexis pass. Sometimes people call it premium pass or whatever VIP pass. That’s kind of the recordings audios and can be some extra bonuses. Can Be transcripts. Don’t do transcripts almost. You know you’re somebody going to do well because it can be very expensive too.
Janet Beckers: Yeah, it can be very expensive.
Navid Moazzaz: It’s not needed. I didn’t have it for us all my, you know, multi six figure launches. I didn’t have it for everything I did. But now for, for the next one we might do some stuff at the transcripts and also it’s just more useful if you want to create like action guides, session notes. It just speeds up the process a little bit. The hub. And then you can also include bonuses from speakers and stuff like that. And also even for the free summit includes speakers, lead magnets and hold out to out of value. But that’s kind of the essence on an all access pass. So yes, bundle in things that helps people even more than that. So I think these days you’ve got to do a little bit more than just adding the recording. Just add something extra, can be a Q and a calls, can be some private, you know, some, some extra, can I be coupon for tools, you know, deals for tools, freebies and stuff like that. That’s what you want to have in your all access pass…
Janet Beckers: That’s great, it’s about people being able to implement isn’t it?
Navid Moazzaz: Yeah, absolutely. Yes. So that’s the locks is Pasa. You can make some people ask can you make real money from an all access pass and dancer is, you can even had students making, you know, six figures from an all access pass promoting it. I made you know, multi six figures from it, but you know that’s the, you know, even even beyond that you can, I know some, some instead of doing millions of dollars in just the low ticket one, obviously you need volume in that case. But it’s definitely possible. I would say if you’re starting out, you know you can definitely do anywhere for like $20,000 to, you know, 40 $50,000. That’s kind of the spectrum. If you have it starting absolutely from scratch, that’s something, you know a lot of our students at least are doing those numbers when they come into the program.
Janet Beckers: And what sort of price point will your class be?
Navid Moazzaz: for sure it’s $67 to $97. Like you have a onetime offer for license six 67 then it can go up to 97 again, it depends on your market. I would be careful depending on the market, som students might charge, you know, 27 to $47 in our community. And, but I think for most marketers, these 67 to $97 to work well if you’re in more professional markets like the bay, you know, beat to stuff so that you could consider even a little bit higher. But again, it depends on your strategy. I think for me, I want to turn as many, you know, email subscriber, you’re basically free attendees into buyers as possible. That’s why I keep the price point’s a little bit lower. Right? So this is my strategy behind it and it works well. And then in the back end you can have, you know, online courses, you can have membership sites, you can have high ticket.
Even high ticket is a great strategy to be good. I implement for my next summit, right? So we have a high ticket program now for virtual summit mastery and be kind of having coaching in that. So we might do the application and that’s, you can get application calls on a summit as well. You can do it from the very beginning that people, people opt into the summit in the emails and during sessions and even afterwards as well get them onto a webinar or something like this. Great grandiose. And then sponsorships. That would be Kevin nother one might not be for everyone. But I think a lot of our students these days, they are getting either paid sponsorships for you know, just a few thousand dollars or sometimes multiple five figures or beginning kind of this promotional mix with paypal speed sponsorships or just promote promo sponsorships. Or simply as having kind of some deals from a tool, like let’s say I’m doing this building school, I might feature convert kit on there because it’s irrelevant tool and they provide let’s say 30 day, the 30 day trial or a 60 day trial for the paid people. So you can be, they are very open in some markets to doing things like that. So you conduct kind of test the waters a little bit bit incorporating some kind of sponsors on their life. You can also adds value to your summit. They authority because you have logos on there and stuff like that.
Janet Beckers: Absolutely. Sponsored by. Yeah, that’s great. You know what this song, the way that mine works, the way that I monetize mine when I started and I’m just curious to see if this works. Steel. Um, yeah. I mean, first of all, I was launching a membership site, um, which I really only decided to do like two weeks before I started it. But that was how I would make my money. Um, and that worked well. I got members straightaway and had recurring income, which was brilliant. But the other way where I made money was um, and I only had eight speakers and I’ll share with you a moment who the eighth one was cause that’s where I made the money. But um, so I, because it was all done live and it was once a week and the whole, the whole idea of being doing 20 odd just was just almost impossible to do back then. You couldn’t, you couldn’t do that and sleep. Um, but what did happen then, which I don’t know if this would work now is they were 60 minute interviews and each one was on a specific topic and each of them sold, each of them made a pitch and I made a commission on every one of those. Um, and so that’s where I can remember I made, that was the first time I made $12,000 in commissions on a 60 minute call. And I’d only been, I was only like four weeks into
Navid Moazzaz: me starting the business and I just went, yes. Now would that work? Yeah. I mean that’s interesting. I’ve seen also kind of Marisa Murgatroyd doing a little bit like that for her superhero. Something she used to do this before. They were really successful actually. So basically it constantly, and I think it works a little bit better when you have kind of live sessions for kind of making a pitch, but either way it could work. I think I’m not the reason I’m not doing this. I don’t want to, I want to have like a value based event without an eye. I still do include the speakers, lead magnets, they can’t be a paid right away offer, but I do include speakers, lead magnets. If there is a software I might include that file to the software or ideal to it for example. And it’s not to say that this other strategy doesn’t work.
I think it’s just a matter of what you prefer to do. What I’m doing as well. Maybe afterwards I might promote some of the speakers to my list. For example, if it’s a good fit, I might provide like a resource bundle, something free, free free lead magnets of the speakers and promote that offer. So I just liked to create it a value based event and also depends a limit on what you have afterwards. Uh, and another thing I forgot to mention I affiliate marketing is a big con is a big thing. So you can also promote someone after the summit. Let’s see. Actually for my first song me that hosted, I promoted by me to safety after my first, I had grown my list with 30,000 people, so I had a very engaged audience off that outside promoted him and I made, I think it was like 32,000 something and plus I made the cash price because I’ve one is unbelievable.
I want, this I made all were $40,000 a month after my first summit and then that’s, that’s basically been on timing my own product. You can do this because you need just an engaged audience and then you can absolutely promote something else. It’s just a matter of kind of how I kind of liked to promote some of these specific route in the promoting everyone at the same time. It’s kind I guess my philosophy a little bit I think. I think that’s again, yeah, that’s the big change that I can see it the way that they were done in the way they they’re done now. I would not do pictures on every interview now, but I think it’s much, it’s also not as evergreen by the way like you know we, we are. We are thinking a lot about like how can we, what can we do with this summit afterwards so we have the teaching or how can you multiply this?
How can you re-purpose the content? How can you turn it into an evergreen summit to relaunch it some it afterwards, if you have any pitches in every one and there might be time sensitive is not going to work the best afterwards, so I was just going to be thoughtful of this beef, thoughtful what you’re saying during session all you really, you really need to say welcome to the summit, everything single thing. Then it might be harder for you to turn it into a podcast later because Chandler bolt, which is one of our students, he turned his summit two summits into a podcast. We made a few hundred thousand dollars extra for his business. That was just the same content as it used to years for this virtual summit and afterwards like a year later to turn it into a podcast that is really successful.
Janet Beckers: I love it. I love that whole idea of what can you leverage. So, um, I might just share one story and then I’m aware of that time. We’ll have to wrap up cause I’m, I’m aware of yeah. Yeah. Tom, they’re very, very great to see your time. Cause I know that you actually, as we’re recording this, your actual middle of organizing your own site. Um, so the one thing when it came to monetizing the thing that made a huge difference for me that this is the one that really brought in the money for me was, I mean making the affiliate sales was awesome. Getting people onto a low priced membership. It was, I had a special for $37 instead of $47 that worked really well. But the big thing that made the difference was I had eight speakers. I mean now you would have a lot more.
But the person who I’d put down, um, they’re the gatekeeper was non stuffing me around and it got close to the end of time. I went, I have not got time to organize this, so I’m going to find a next year, another person who’s going to be the eight speaker and I’m going to make it me. And so on the sales page or they’ll sign up page. I had the eight speaker was Janet Beckers talking about how she built a list of awesome and replaced her income in eight short weeks and how you can too. And so that was a bit, I was a little bit got CP course I had to then go and do it. So I actually just found somebody who had turned up to every live call and I asked, so do you want a job to getting the spotlight? You can interview me.
Um, but what I did is because every other speaker I had been pitching something, well, it was congruent for me to pitch something. And so I didn’t have anything. So I sold at the end. I pitched who would like to do, I think it was like as a six week course and I’ll run you through life how you can build a list of thousands. I ain’t short wait. Yeah. Um, and that’s where I say I made at that. I mean for me back then, you know, even making $1,000 was huge. So I think that that first sale I made something like $40,000. Um,
Navid Moazzaz: wow, that’s, that’s, that’s incredible. And actually I forgot to, I do recommend highly actually if you have some expertise or you want to share either if you’d even if, if you’re new to market, even then I recommend you put yourself on the summit actually at least 10 lessons learned from let’s say Lewisville in school or tell us as learn from the summit, do that. And you will actually be seen more. You want to be seen in the spotlight a little bit on your own summit of course. And that’s why I really recommend people doing like our live kickoff initially because then then first session always usually then most of you and typically at least as so do it live kick off like the day so you kick things off. You also get a big spike in sales for that if you, if you structure it correctly and stuff like that and then at the end of the summit you do at 10 lessons learned and then afterwards you can obviously promote an affiliate offer. You can, yeah, whatever you want afterwards they do. Serbia absolutely serve your list after you built that up and see what they kind of want to do. A deep dive survey and like Ryan Lubeck…
Janet Beckers: That is really good. Yeah. Do you be on number one? I hadn’t thought about that. You’re doing that number one and then that follow up as soon as I did that apart from it made me money, but it positioned me as an equal and as soon as I did that I started getting contacts from people saying we want to interview you. Can you come to America and presented our conference because you are obviously at the same level as the people who you have been interviewing. Okay.
Navid Moazzaz: Like our story’s pretty similar. Like I, I’m just listening to what you’re saying here. Like the, I had a pretty similar experience when I did my first one because people started asking me, I was not really having a big kind of pitch or anything for my, on my summit for Dsm virtual summit mastery. But I got a similar experience that people started asking you how did I do it and we want to learn from you. And obviously then I accidentally put together, I mean I, I had to put together the program. People are asking me, it’s a lot easier when people come to you and ask you how, okay, we want this from you now I go create it instead of like, and I’ll try to guess what people want. Right?
Janet Beckers: Yeah, absolutely. And you know what the secret to that too, why my business took off and why yours has taken off his, we both went, sure. Yeah, how to do this. Yeah.
Navid Moazzaz: You work it out, right. It was my first online course. You also become kind of my most successful mean that they’re still running today is actually coming up on four year anniversary in September. So yeah, it’s been running a strong sense via some one point they’ll be housed out the PLA pilots just like early 2015 the pilot was running then to me a few months and then we launched a kind of the flagship and not, we don’t want to be as some three point though.
Janet Beckers: Yeah, I did the same thing. I write, I taught, I ran one for a few years and it started off at like $400 and then things get there and ended up selling for $2,000. Um, until things, I notice things changed a lot in the industry. As soon as podcast came out with a way that I was doing, it just wasn’t gonna work anymore. So I stopped selling it because I didn’t want to give people the wrong thing. And I’ve actually looked in the back end of what Navid is doing in his, um, I’ve actually got you. You actually talk me through that and you did a call about it. You have done such a brilliant job, really step by step template. Brilliant. Brilliant job. Like, yeah, just, just garden, just getting it like you know how to do it really, really well. So, um, yeah. Well we’ve been, we’ve been a wrap up. We’ve been here a while. It’s just been this,
Navid Moazzaz: it’s been so fun to Chaffey Solang hustles experience this every day. I do that. So that’s
Janet Beckers: Oh, okay. Oh that’s good. Yeah. She had some real war stories. Sure. We could talk about this cut off for our
Navid Moazzaz: share. He summit stories and things like that.
Janet Beckers: Very hard to do it without a beer though. That’s the next step. Yeah. Well thank you so much for your time, for people now in terms of, I love people to be able to take action this week. So what would you say for people who are listening now, like what’s something they can do this week that’s going to help them to prepare to be able to run a tele summit?
Navid Moazzaz: Hey, yeah, I would say like if you want to, if you’re considering hosting this, you want to explode your email list authority and all of that we talked about here today. I think start kind of thinking about, first of all topic you can run it on. I mean that if you’re already doing something in your business, I mean it should be pretty simple. Think about what if you already have a price thinking about how your stomach can be aligned with whatever you are currently doing or what you want to be doing and then start building these relationships. I think that’d be talked about as well. Start simple things, right? Building that list of people. Even if you know whether or not you’re joining a summit program like my mine virtual sign master a year ago to do something else. I think having that dream list of people that you want to connect with and you know, build real, real relationships with would be really powerful for you, no matter what you’re doing in business. You, you got to do that.
Janet Beckers: Yeah. That’s brilliant. That’s great advice. So that’s my challenge to you. Everybody that’s listening here is go and you know, if this is something, you know, the idea of doing a summit works for you, go over and, um, so if we go to, we’ve got romance, your tribe.com forward slash sites. If you just go there, that will take you to where you can get the, you know, the guide for you to actually know exactly what’s involved in doing this. So go and do that and then follow it and have its advice and just, you know, even if you don’t go ahead with doing a tele summit, having those relationships and systematically, you know, creating friends is what it is. You know, creating friendships and investing the time in them is trying to grow your business. Yeah. Thank you so much for the day. And, um, I can’t wait to see the summit that you’ve got that you’re working on now to see when that’s coming out. And you know what, you’ve convinced me, I haven’t done a summit now for eight years and I absolutely love it. I know it’s a lot of work. There’s a lot of interviews and stuff to be doing, but I am here announcing to everybody that within the next 12 months I shall be running. Yes, yes. They happen here. So excited. So excited
Navid Moazzaz: and obviously we can link up some more. I mean I’ll send some resources to you as well. I have some free resources. We just kind of ramped up some blog content on my site as well. So we have quite a few good resources on some meds, you know, free content even on gated, but you can always get on my list of real, more interested in what we are doing as well. So.
Janet Beckers: Excellent. Yeah, thanks to all of those, all of those articles and everything. We’ll put all of those on the blog post page that goes with this, um, with this interview. So if you’re listening to this over on iTunes or something, come over over to the blog post and you will see all of those links and we’ll have a good summary action shape for what you can be doing. Um, that will be on that page as well. So go get them folks. And that’s it. I’ve actually now made it public, so in the next 12 months they will be a tele summit, a virtual summit being run by Janet. Yes. Awesome. Okay. Thank you so much. Thank you everybody for being here. Bye!