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Contests on Facebook® Using Instagram®

I'm really super excited to bring in my next guest. Nathan Latka is the owner of Hayhoe. He is only I think he has 22 employees that work for him. He's based out of Blacksburg, Virginia, and I've actually known eight for three years now. He told me I signed up for one of his webinars that he was teaching from the dorm room at Virginia Tech. And And how did we meet each other? You signed up for my webinar. I'm like, Oh, yeah, so I did. And at the time he was teaching Facebook marketing magic and he was wearing paper towel outfits and being really goofy and really funny and really engaging. And I learned a lot from him, and he ended up actually creating my store account on Facebook. I usedto have a tab in my sue be doo account where you could literally click in and buy each piece of jewelry I was selling. And Nate would not stop creating the content. It was perfect. He wanted me to have the most perfect interface so that my customers could check out in Facebook and not have to go off Fa...

cebook to buy what I was selling, and I was amazed at all of this. And we actually got on the phone and we had a conversation. I remember being in the parking lot when I was buying food and we talked for over an hour and he's like, Sue, I'm gonna have a company. I am gonna have employees. I'm going to be the president of the United States someday. Mark my work literally. He said that to me. And I like you are such a go getter. I love it. Well, I have the pleasure of reconnecting with Nate When I spoke at Social Media Marketing world, as you can see, we had my hash times hashtag signs. But this was the first time I met Nate in person, and this goes back to bringing those online relationships offline. There is nothing like it. I'm going to give a little plug from for networking and marketing to the business owners out there. It is great that you're home creating what you love to dio, and I think that's wonderful. You were on, you know, your on line listening and learning, which is amazing. So much of my success and the reason that I'm standing here today is because I invest and networking. I go to conferences. I just love to meet other people like minded people who love to learn. And it's because of my networking that I've gotten where I am today. And I just love it when I meet someone that I get to meet someone in person that online that I get to meet in person. And now just to have be a part of this segment is amazing because Nate's gonna show you how to run contest in Facebook using Instagram, and we haven't talked about that yet. And Nate has so much value here. I'm just said to bring him up on the state, So come on. Hey ho guy way camera, three grams weight hash tag. This is so I'm officially launching my presidential campaign. It's 2032. Hillary, watch out. Thank you for having me. It's great to have is excited. Look, I don't know why I don't know why a 27 year old female was tuning into a guy doing a webinar in his dorm room. 15 way won't go there, but because you were so entertaining way did I get the outfit right. It was paper towel. It was a I let the audience control when I was wearing and what they said, and because I was in a dorm room, I had extra toilet paper kind of behind my head. And they said, Next episode we want you to wear toilet paper and I said, If that's what you want, that's what I'm gonna give you And that's what I did. So yeah, so you know, Sue, when I met, she told you a little bit about our story. It's rare. You get to work with an entrepreneur that's doing big things. And I think all of you in the audience, whether it's Nicole Tate or or Lin, are you guys watching? Right now you're all building big businesses, so God were able to connect. And I also know all of our time is extremely valuable, right as agents and consultants. So what you're gonna learn in the next 30 minutes is the quickest way, Okay, that you guys can get followers and engagement using instagram specifically via contests, So that's not interesting to you guys. Don't tune in. If it is interesting to you guys, keep watching you watching? They're watching. They're watching. So? So if you want to click me forward to the next slide, you know you need more of my clicker aereo. Some really bad Children can watch in the next 30 minutes. Here's what you're gonna learn. First, we're going to go over how to quickly use an INSTAGRAM photo contest to generate 2100 submissions. And this is all in under seven days. And this is starting from nothing. There's been a lot of big brand examples that have gone out. You know, when I first started and you for starting starting from zero. So this ideally is really gonna help those folks watching right now that are starting from zero. Or maybe you have less than 100 instagram followers or less than 100 likes. You're shaking your head. What's your name? Jennifer. Are you So you're you're just starting out. I just hit 100 and 50 followers on Instagram, and you know, I have about 100 likes on Facebook, so Yeah, I'm kind of at that. Cusp, I need you. Well, congratulations. You don't need million followers to drive sales and results, right? You need the right one, either right ones. That's exactly right, which which has been mentioned over and over in this course. The second thing, we're gonna focus on the next 30 minutes. Lin is exactly how big brand strategies can be used for beginners. Quickly, cheaply and efficiently. And lastly, I want to focus on the cheapest way that anyone in the audience here today or watching us can cross promote across Facebook and Instagram. Guys that sound good, bringing the global love with you. We have people that do you believe that you could be the president. They love your charisma and they're ready. And they are the JFK hair thing. Okay, let's jump in. Let's get started. So you should. You should absolutely engage with us as we're going on via these hashtags. But let's get started 1st 1st how to use an instagram contest to generate 2100 followers from scratch. So Lynn, who is with us in the audience today, runs her own hotel, the hotel chain or a single vacation rental in New Zealand. There's a lot of people that run brick and mortar locations. This story was actually from Mercedes Benz. Now I'm gonna preface this by saying Mercedes Benz obviously a big brand, right, Right, right. But what they did was ingenious because you could use the same strategy starting from zero. So when you started your cape cod and you have your daughter's sue be doo dressed up in all your stuff and you're selling starfish earrings or when I was telling Facebook courses from my dorm room anyone could use this strategy. What they did Lin is they partnered with five other Instagram accounts. Okay, that already had 10, to say a 1,000,000 followers. And what's the best way to really go in and engage with the folks that already have a lot of traction? Well, typically, they have egos and rightfully so. They earned it right, Right. It's not easy to build these following. So see what they did is they sent a message to these folks and said, Hey, we're gonna give you a direct access to our INSTAGRAM account. Would you be willing Teoh instagram from it and engage in this Mercedes Benz contest over the next seven days from our accounts, like a partnership exactly like a partnership. So sue, if if you've got a 1,000,000 followers. And I'm just starting. And I'm selling vacation trying to decrease the vacancy rate. My vacation rental in New Zealand. Great people to partner with might be the surf club in New Zealand, right? Or the folks that do the I don't know. What do you do in New Zealand? Parasailing behind bar Zoar bright or other things Mercedes Benz connected with racers or other folks like that. So, um, the trick then is reaching out. So have you ever been reached out specifically on your account and partnership? Yes, I've been asked a happy A. Which ones? Which ones? You respond. Which ones do you avoid? I respond to that. Ones that align with my brand. Always. It has to add value. And not just to me, but all my followers. I don't ever want to feel filthy. E want. Always give the value. Yep. So all of you guys are watching right now you're thinking about these people have millions of followers. How do I reach out to them? This is a little intimidating. Put yourself in their shoes like Sue there. They've had success there getting pitched all the time. Focus on what they're trying to do, which is deliver authentic riel content to your followers that right and phrase that you can reach out to them via an email cake. Go on their instagram account. Click the link to their blog's see if there's a contact form and the simple message like, Hey, I've got a vacation rental in New Zealand were putting the other campaign. We want five people to partner to tweet, instrument from our account pictures of their sailing or things related to vacation rentals. Would you be willing to do that? And I'll get you additional exposure? They do that in the polling, their followers, which is great. I love what Nate saying. I think already in the community I see so many people partnering from that hash tag in to go live and saying, I didn't know you did that. I want to help you. Yeah, exactly what you're saying with the big brands are happening here, right within our community. Well, it's actually struggle. You're dead on because right before we went live today I actually lost my pants and my shoes in a little sailboat incidents over the past six days, and I'm running in from Nordstrom rack right down the street, like in these things that barely fit and I overheard. I believe it was in a coal and a group right outside the Creative Life Studios, saying, I didn't know you did that we should partner Who is she talking? Teoh. You guys were on a group, but you're right on. Don't be scared to leverage other people's success. And here's what I want to say. But you have to ask. So many people don't feel comfortable asking. You're not gonna get anywhere unless you ask. So you've got to put yourself out there. Don't be timid. You'll be amazed. What happens when you do? They ask. So if someone's gonna reach out to you, they really want to partner with you. Yes, what's the response or what's a inbound email on inbound? Ask, Do you look like that where you say yes to it again? If it wasn't Sales E and if it was for where we were both gaining what we you know the value of what we could give to our audience. I have people ask me all the time to sell their products at my store, and I will not compromise my brand identity, which is really very specific to Cape Cod in the islands, being the cape in the Vineyard in Nantucket and if you know they're pitching, Part of the reason that I get upset when I get pitches like that that don't work is that they clearly didn't spend time on my website like they haven't even researched who I am or what they do. They just want to sell me what they're selling. So that turns me off when they don't even look at who I am and where I align my brand web. So I partner on Lee with those who align with my brands, especially when it has to do with my store. Great. So spend the time, do the research research before you pitch anybody, do the research and see what they dio. Great, awesome, very cool guys. So let's move forward to the second portion again. Feel free to engage with us. Instead, gal live dragons to go live you can reach to as well or myself at Nathan Latka, along with the creative live team we've got online in the chat room at Creativelive. The second part I want to focus on today is the easy way to launch a Facebook contest that integrates with Instagram to drive results. Now just by a show of hands real quick. How many of you guys spend a lot of time and you have computer science majors and you're really good developers? Hands are going way nobody, right? You know, here's a challenge with doing these kinds of things that are super engaging is typically you're going to go on a freelancer or oh, desk, your developer house, the rest of story pan out. It's expensive, yes, stressful and very stressful managing all that potentially overseas. So you're working in the middle of the night scoping out what you want this contest to look like and then potentially don't get back what you actually want, you lend shaking your head. You guys know what I'm talking about, right? You like miss dinner with your family because you're putting code into a Google search and all this has turned into a seven hour ordeal, right? Guilty. All of you guys are guilty. This is the easy way to do it. Okay, so when you bring the when you bring them together, you have to think about what's natural for the customer. So in all of social media, Okay, the reason we have multiple social media platforms is because there's different ways. Toe learn something visual. Auditory, kinesthetic. What is instagram? All of it. What if you had to pick the number one visual visual, right? Visuals? Well, I can t a company like Blawg Talk radio or podcasts. What kinds of people do you think are engaging there? People that learn via auditor so you can break down social? If you're one of about what platforms you should be on, just ask yourself, How do your fans and customers learning? Jessica shaking your head? You agree, right? So So that's all you have to ask yourself. How do your ideal customers learn if they learn via visual instruments a great hit if they're kinesthetic learners? Facebook's fantastic because it encompasses everything. Visual auditory, writing, reading notes, watching pictures, looking through feed, etcetera. So I want to tell you a story. A story about a company called Montana Boom. Have you heard of these guys? I haven't. I hadn't either until I started from research. So there a boom box company and it's it's ah, you do origami at all. I do not. You didn't Couto. I had one of the klutz kits. I used to do it when they told me how todo has a camper. I saw that come through your sure, but I don't remember. It's an organ at the white origami fold up boom box, and the ways in that school is when it's flat, you can draw on it so people can draw designs on it, then fold it up. And what Montana boom did was they encourage their fans to take a picture of their creation and then enter their email and then submit the video of the image of their creation via instagram. But it automatically pulled into Facebook. Very cool. So is that That's not clear at somebody asked a question about what part of that's not clear. Lynn, I could tell by the look on your face. How did it automatically pull into Facebook? Great. This campaign by Montana boom was actually launched via a Facebook campaign. Okay. Via Facebook application. Right. What's your name? Mona. Lisa. So you have a Facebook page? Yes. Okay. Those of you that have a razor and you have a Facebook page, Guys tweeted us real quick to have a Facebook page. Just shoot us a tweet. If you have a Facebook page, you can launch these applications 8 810 pixels wide. Nicole, you should check out her page. He does a great job on her. She's got Instagram on the new fan page design on the bottom up to her page. She's got the Pinterest feed built in. She got the Instagram feed on Twitter feed all built in. She's crushing it so you guys can do the same thing. K. These air called tab applications and what Montana Boom did on this out is they had a big picture of the boom box before was designed and under it it said, Color your boom box, take a picture and submit it on Instagram using hashtag Montana Boom 1,000,000,000. And what they did then is any hashtags that came in with Montana boom on Instagram, also then posted in that Facebook app to be voted on. So what happens is, let's say, Let's say so. Let's say you're competing in that contest. You spent three hours designing this boom box and you submitted the photo. What you gonna do next I would hope that I went. You hope that your win and if the person that gets the most votes is the one that's gonna win, What you gonna become for that brand brand ambassador Marketing force marketing force? So sue posts or Montana, and it's probably going to Cape Cod designs all over it. This boom box like stupid instant gow, right? When she posts this, she even wants to win. She's gonna ask her whole audience to go vote on her app, which gets Montana boom, additional views, additional engagement and guys Additional email captures because when Sue enters her design, you have to put your email and as well. So you're building your email list. You're getting instagram followers. You're getting Facebook likes as well. You guys are shaking your head. It feels good, doesn't it? There smiling Super easy. They're all smiling. Yeah, and as part of the as part of the bonuses, we built this and specifically for Lin and Nicole and all you guys that are like linen. Nicole, you can use this this set up I just articulated without having to code. It's a dragon drop way to do it at heo dot com ford slash instagram. We step it up just for you in the course for you guys to check out any questions related to again the easy way. We maybe it would be helpful to actually break it down by another example and walk us through the steps of how to do that. We do have some folks that are really interested, but they're hashtag brain is on strike strike. Maybe you could just recap that and give another example. Great whatever way you think would be the best way to really make it make sense. So let me give you another example. A makeup artist, perfect makeup artist, small business makeup artists. Less than Instagram followers less than 100 Facebook likes. They posted this campaign and asked for people who had bought their Facebook or their makeup product to submit their hashtag fall looks into this campaign. So it launched on their Facebook page. The entry mechanism was using an instagram hashtag and then, using hair dot com, Ford slash instrument that link the technology blends them automatically. I think it's seamless. So what happened is you had a bunch of folks taking pictures of himself using the product, posting the images and capturing the email. Because when they submit that image lin, they have to put their email and to do it. And you have a question because you are ready to just crank that microphone. Just I don't exactly have a question, but I wanted to restate. Excuse me? What? I'm what you're saying. That's so I can make sure I understand it. Um, so the mechanism is driven through instagram. But because we set it up through HEO, the code is to bring it into Facebook. And it leverages the 1.2 billion users on Facebook as well as the 200 million on Instagram to widen your audience. And the hashtag is what pulls it all together. So that's a lot. Let me break it down. Okay, let me break it down. The contest lives on Facebook right now. The tab. Okay, that's the house, right? Right. The means by which you live in your house or you get to your house is your car. Instagram is the car. That's how you enter the house, right? Car house. Hope there's no brains on fire. Car house. Right. So the house is Facebook. You're saying the way that you get engaged or enter the contest, which is the house is used hashtag fall makeup or fall? Look, that's the means by which you enter the contest. And the reason that we're seeing these kinds of campaigns convert at over 30% meaning if 100 people just cause see your campaign on Facebook, you're going to get over 30 30 of them. Actually, engaging is because you're using a natural social media platform for the entry. It's a hash tag. You're not asking him to do something unnatural. You've seen these before. You do crazy things. Very simple. Super simple. Did that answer the question? Yes. And then they put their email address in the entry. Correct. So I'm I am. I'm gonna act like real quick that I'm a female and I am the fall makeup artists, right? And I and I have makeup brand, and I say, Lynn, if your if your Facebook fan on Instagram follower and you have our products, insert your email below and upload an image to instagram with hashtag fall looks for your chance to win three free makeup sets. Okay, that's what the Facebook APP says. And what happens is that it drives UGC, which is user generated content. So feel free to research that you can then use that user generated content as you did right before I came on with the video you created for this course right that other artists had created. And it makes your job so much easier because you're not having to create all the content yourself. We talked about user generated content specifically with Dunkin Donuts. So I'm like, I like that you're bringing it up where it's actually other people that are promoting what you're doing and what I have you I used. I've set up an example of what you're talking about, and I thought it was amazing. The lead capturing alone with the emails is priceless. If you're trying to grow your list, Andi don't have very many people on your email list. This application is really great, and I really love the integration with Instagram and how easy it is by using just a hashtag to enter. Yeah, we know we hear from people like Burt's chips. It's one of our customers. They're based in Deb on Britain, and Dylan is their social media marketing manager. Much like Jessica is at Dunkin Donuts. And you know, we hear from them every day. We talked to hundreds of customers every day, and what we're typically hearing is, once we get engagement, how do we take the engagement and turn that into emails and then sales? And Nicole, you know this. It's not easy. That's what people hire you, right? Not easy. So these kinds of contests where you're starting with the engagement then you're asking for the email is a form of entering the contest. And then you could do email marketing and further social marketing campaigns to drive this sale. It would allow somebody that starting with 100 instagram followers or 100 folks on Facebook toe have success quickly, easily and cheaply. So there is actually a question coming in in about natural kind of gal wants to know. Where does the email get captured? Is that an often form? Is it connected to like a male chimp? Or how does that work? Yeah, well, guys, tell these guys real quick. What? What email marketing pot from? Are you guys using and real quick someone from Mike Just reel off real quick blend would be using mail. Chimp I contact him, Male Champ Mail Chimp and I'm going to be incorporating Infusion Soft Champ An infusion. Would you ever, however, an office out of an office? Autopilot. That was quite a few different variations. Yeah, so you know there's a ton of resource is here. Mail. Chimp is free for under 2000 subscribers. It's a great place to start if you're not doing email marketing. A Weber's really great. They tend to have the cheapest price per e mail subscriber on your list. Infusions office significantly more advanced than both of those you can do tagging an additional things that allow you to do follow up emails and drip campaigns. I don't want to get too much into email marketing, but the reason that I bring that up is because you should be using Facebook and Instagram to build your email list. Because Jessica, if Facebook and Instagram get crushed tomorrow, for whatever reason, have you list that you and I are gonna will pivot or entrepreneurs figure it out. But if they dio you own your list, great. So just making the capture part of the strategy and then putting that into whatever email program you have as an additional strategy after the fact. That's exactly correct. And if they don't? Okay, if they don't, A lot of people don't have an email marketing service. You can just wave generated CS for you as well. You have no self. I excel file a comma, separated very value. Yeah, I'm not a list of all the people that signed up with their email. So you can actually take that and build from that. Totally. Yeah. You can email them one on one if you wanted Teoh. Yeah. Question. What's your name? Robin. Robin, it's nice meeting you. Nice to meet you too. You're a little bit dynamic. No, awesome. Uh, my business partner and I have a business that's been growing over the last couple of years, and we actually had to move from male Cipto office autopilot because we had so many more lists and our were planning to grow that I mean, were, you know, 5000 plus and we're trying to grow a zoo much as possible. What? Can you talk a little bit too? That growth and we're not, You know, we have that luxury problem So, Robin is your specific question. How to use Instagram and Facebook together to grow your email list from emails to say 10,000. Correct? You consider that success? Well, I'd like to see 100,000 but strategy Tell us, e I want 100,000. Give me the 100,000 strategy. Right? Look, there's a it when it comes down to it. What? What we do on our back end is we're looking at data from every campaign. So every time an INSTAGRAM campaign gets launched or Facebook campaign launched were saying Okay, this is a vacation rental in New Zealand. This is a social media consultant from Boston and And then we look at the conversion rates and the Burbage around those campaigns toe optimize for conversion rate. Meaning when I say optimists were conversion, right, guys, what I mean is, if 100 people view the campaign, how do we help folks make sure that they're capturing at least 10 2030% of those views into email leads? So the answer to your question Robin, is actually another question. So how maney on your own instagram right now, How many followers do you have close to 800 on Facebook. How many likes do you have, uh, fans? More fans? I can check it really quickly. Give me arrange 2000. 2000. So start, start with the incentive. So typically, people get this wrong and you guys were gonna have a little I'm gonna pull out a little Tony Robbins, you're gonna be a little one on one for a second. How many of you guys are really guilty of launching a campaign in the past where you thought? I don't know what to give away. So I'm just gonna give away an IPhone or an IPad or a Mac or headphones. Come on. Really big. I've done it that big. Yeah, well, people, people just give away like something that doesn't emotionally respond to their fan base. Montana boom. We talked about earlier. Could have just given away an IPad. Write. What you want to do is find what emotionally drives your 2000 fans lately and your 800 instagram followers. You do this really well, thank you. Mean seriously. So, you know, giving away. I remember when you give you a starfish earrings? Yeah, much better than anyone. an IPad to drive engagement because that's your brand. How did that do? Oh, I meant, as I mentioned yesterday, Whenever we give away anything for free, we get so much love back by growing the community, we often get orders for that exact same pair earrings that we gave away on Ben. They tell other people come over and start being a part of the community because you can get great free stuff. Yeah, and so that that maybe cost you eight bucks. That pair of depends on it depends on the pair. Usually under $20. Is my investment under 20 bucks? Right. So if you give an example, Burt's chips, they were going to give away a an IPad. What? I worked with Dylan. They not giving away just a simple bag of chips and this unique salt combination that they had created that they're six friars in their factory. And Devon, Britain used to put on their chips, so the total cost of that was under six bucks. Lynn, can you guess how many emails they captured from this campaign? Wait. They shipped out french fries unstuck on that potato potato. Oh, are they in the UK chips are French. I need to know that the president, Yeah, so chips. And here's what happened. And this fan page, it's It's a lot like Robin and these guys. They didn't start with a ton. That fan Page captured 45 the Instagram that the combination between the two captured 4500 impressions and from 4500 impressions. What would you consider a successful conversion rate on that? 5 to 10%? 5 to 10%? What about you guys? Nicole? What you launch campaigns for folks? What do you consider a healthy conversion rate on the landing page? Um, if right now, because I just started doing them. If I can get 50% I'm 50 You're hired 50% conversion rate. I would love Teoh, you said, Talk big. Right now. That's that's huge. Most people, when you look at unbalanced data, which is a landing page platform, and you guys get your lead pages. It's 5 to 6 to 7% is really good. From 4500 impressions. They captured 2300 email address is 2200 email addresses. There was no ad spend their. It's because it was an emotional incentive. So Robin circle all the way back to your question ping two or three of those followers on Facebook and on Instagram and asked them what they really want that you have and then see that something you can give away exactly. Can I have a really quick question on the hashtag? So when you're using the hashtag for the contest to use a hashtag that is your own that nobody's used yet and created new or to use the hashtag that already has a significant following to catch people I like to always come up with unique, hashtag and again the strategy that I think works best this Use your name or your initials. Add it to a word if you're trying to capture, um ah, hashtag that you want people to remember you by and that's how people will find you and you'll reach that many, even if you only have X amount of followers or likes or whatever. Correct. All you need is one person toe. Enter the campaign to become that brand of Angeles because then the ideally they point to to pull in 55 point, and it goes on and on. Great question again, guys, if you have questions, keep chatting with these guys. You can reach us with the hashtag or any of these other outlets. So last thing I want to focus on is how to use an INSTAGRAM photo contest to generate 20 100 submissions. Even if you're starting with nothing and what I'm going to actually skip forward here. Sometimes when you're presenting and you're on the clicker, you don't realize your fingers on the back, but not the forward button. It's happened a few times, but actually the folks on the simplest way to cross promote So you know, you guys again times the most valuable you're putting in one minute of your time to generate this content. How do you get double the results? Well, there's a few quick strategies. Ah company called Whistler Water. A company called Whistler Water posted a picture of their water in the Whistler Mountains that had a great backdrop and said, We're giving away 2 12 packs of our Whistler water. Click here to go enter the campaign on Facebook when you click that link. So they this house, in this case is Instagram. That's what's housing the contest. The car is Facebook. They went to the Facebook page, toe up. Oh, that image to their instagram app on the Facebook page that they created with hair dot com, ford slash instagram. And once they did that, they then use those images toe update their cover photo, their profile picture. They just inundated all their social outlets with this user generated content, so that was a huge success for them. It generate over 400 responses in under 24 hours, and this was again Robin. These is a small audience, not small, because that sounds negative, but it's totally okay if you have less than 2000 likes or less than 100 folks following you. These kinds of strategies work, so go ahead. Think it's really important Teoh understand what is actually happening here? Is that your your buzz agents, as we call them? The people who are engaging are actually promoting for you for your business, and you don't have to do it as much or spend much money doing it because they're going to do it for you. And that's the beauty of this user generated content that can happen from these contests. That's exactly right? Exactly right, Guys, we've seen it over and over again, so I encourage you to take the jump. Go in. Any other questions that we're seeing? Come in. No, Go ahead. And what's your name? My name is Lou Vista. Said so. Nice meeting you. Nice to meet you. Got to hear my question. Is you captured the email? Does your application or whatever it is? Uh, also check that they hash tagged a photo, cause don't. If that's what the contest is, they need to do both steps to be eligible to win. Correct? Yeah. Most people wouldn't enter their email unless they were also uploading the image. Okay, because they're not actually entering. So yeah, that that confirmation does happen, OK? Yep. Do you have any final thoughts for this segment? You guys should just always remember you soon. Remember, systems an entrepreneur? I certainly do. We're all in this together land with her vacation rental, Natalie, with her consulting agency and all of you guys watching if you're starting with less than 100 instagram followers, less than 100 Facebook likes. Just don't be a scared scared to get in there and fail. And There's a Ben Horowitz quote, which I can't quote, cause we're not allowed to cuss on here. But, uh, this search Ben Horowitz quote, it will be the first thing in Google and jump in there, take a risk and you have a lot of success.