Hey everyone, I'm in Mexico with my family preparing for the COOLEST event we do for our coaching students, our Mastermind in Paradise! I'm going to be sharing with them a strategy I revealed at Funnel Hacking LIVE this year and it's going to be amazing!

But I wanted to share the goodness! So, for the first time, I'm going to reveal my framework that's made ClickFunnels a 100M business! It's called the "Linchpin"!

We're going to split this into 2 episodes so make sure you're tuned in next week for part two.

Now this is a key principle. Everything I'm going to tell you guys the rest of from here at the end of the day all hinges on this one principle that I learned from David Frey. If you understand this, it is the key to everything. David told me, he said, "If you don't have continuity, then you don't have a business." I'll say it again. If you don't have continuity, you don't have a business, you just have a promotion or a campaign.

What's up, everybody? This is Russell. Welcome back to the Marketing Secrets podcast. I'm actually recording this introduction. I'm in Mexico right now. So in the background, if you hear waterfalls and rivers, that's why. I'm in the middle of nature eating guacamole and having the time of my life. So we are about to do our Two Comma Club X slash Inner Circle slash Category King slash Atlas Mastermind in Paradise. So we've got about five or 600 funnel hackers all flying out to beautiful Mexico for the next week for meetings and masterminds and having fun out here in paradise, and really, really excited. We came a week early this year with my kids, because last year they wanted to come and we didn't bring them, and so their spring break is right now, so we're doing spring break with my kids, and then this weekend is when all of the coaching groups show up, so we're excited.

But anyway, since you guys aren't here in Mexico with us, well 600 of you are, but for the rest of you guys who aren't here with us, I feel a little bad. I want you guys here. This is where you need to be. This is where entrepreneurs grow and develop and become the kind of entrepreneurs who can change the world. So I want you guys here, but since you're not here what I thought I would do is give you guys a cool gift. So you guys cool if I over deliver for the next two weeks?

Okay, so while I'm here in Mexico, instead of doing my normal podcast of me sharing insights and ideas, what I wanted do instead is I wanted to share you guys a presentation from Funnel Hacking Live. This is not just any presentation, this is the most important presentation I think I've ever given.

It is a presentation on showing a framework that we call the Linchpin. You've probably heard me talk about the Linchpin, or you've heard other people talking about it, or you've heard people in the ClickFunnels community. I first introduced this about 18 months ago to my inner circle. I shared it with them and I didn't tell anybody else. Then after I shared with them, I started doubling down on ClickFunnels like re-shifting everything to follow this specific framework. Then I decided at FHL this last year to share it in its full detail.

So we shared it, but what people didn't know behind the scenes is at the same time, we took the entire Two Comma Club X coaching program and we rebuilt it to sync with this Linchpin framework. Then my Inner Circle, my Category Kings, my Atlas, everybody is focusing on this Linchpin framework. What's been cool is over the last seven or eight months since FHL, right now me... I'm aggressively doing it in eight different companies. On top of that though, we've got a whole bunch, hundreds of other people doing it now in every industry. In fact, I saw yesterday Christine Morel launched MIFGE for Musicians, which was so cool.

Anyway, it's just fun seeing it now being replicated in so many different markets. But we always joke, we say the Linchpin is the way. Kind of like the Mandalorian where he's like, "This is the way." So, this is what the Linchpin is, and you're going to hear me talking a lot more about it. In fact, we have a book coming out called Linchpin that's going to be teaching this framework. But this FHL was the first time I really kind of shared it publicly with people, and the people who got it freaked out and they joined the coaching program knowing that we'd be focusing on that for the next year. So we've been doing that.

What's cool is that since this presentation is continuing to evolve and grow and mature now, there's hundreds of people's minds all playing with it, and this week in the Mastermind in Paradise, the entire week is broken down where each day we get together and we're focusing on one piece of the Linchpin. Like just continuity, just MIFGE, just dramatic demonstrations, just challenge, just webinars, just high take it. All these different pieces, and we got cool speakers all sharing some of the best practices that they're doing.

Anyway, so it's going to be insane. It's going to be amazing. That's what's happening over this week. So I want to catch you guys up. So obviously you're not going to be getting the things that are happening here in the room in the Mastermind yet, but this will at least give you the ability to catch up to where we're all at, which is understanding this framework called the Linchpin.

You may be wondering, well, what is the Linchpin? How does this fit into everything else Russell's taught? I think Steve Larson said it best, he said, "The Linchpin is basically taking the value ladder and putting rules around it." So, you'll see that as you go through it.

Anyway, that's the game plan. So I'm going to break this up in two weeks, and this is the first half of the Linchpin presentation, which is going to go deep into some of the core philosophies that make Linchpin work. It's going to talk about continuity, talk about the MIFGE and some of these beginning things. Then next week, I'm going to let you guys listen to the second half of it, which we'll start going to dramatic demonstrations and other cool things as well. So it's going to be amazing. It's going to be awesome. I hope you guys enjoy it.

This is one of those things you may have to listen to two or three times to really grasp the power of it. This is one of the things I wish I could fly to your home and grab you by the ears and just hold your head and be like, "Listen to this. This is that important." Everything we're doing now inside of our companies either fit into this Linchpin framework or we get rid of it. This is including our supplement companies, our software companies, our info publishing companies, any partnerships we do. Everything fits into Linchpin or we don't do it. That's how vital and how important it is.

It was crazy is that I'm sure for most of you guys, for the last two years, we've been all struggling being profitable on ads. Ever since the iOS, Apple, Facebook update things, it's been harder. Since we've gone down hardcore in incorporating this Linchpin formula and framework I'll be sharing with you guys, we are positive on our ad spend day one in most of our campaigns, and then the ones that are leading to a dramatic demonstration were positive within the first seven days on our ROAS. Which is crazy. It's insane.

So it changes the game. I talk a lot about the evolution of offers, from having a product to an offer, to a funnel, to a value ladder. This is the next evolution, from a value ladder to Linchpin, which will give you the ability to outspend all of your customers. So, this is worth studying and restudying, and when the book comes out later this year, go and buying the book, and then joining the coaching programs and being indoctrinated deep with me and all the funnel hackers who see the vision of what we're doing.

Anyway, for those who aren't here in Mexico, we miss you. But this is something you start jumping into to start learning what we're geeking out on and going deep on here inside the mastermind group. So that said, hope you guys enjoy this first half of the episode of my presentation on the Linchpin at Funnel Hacking Lab.

So, second presentation I want to give you guys is called the Linchpin. This is something that, again, the only time I've ever shared this publicly was in my inner circle about eight months ago, and then again after I shared it, our team starts freaking out, we started going back to all of our businesses and re-tweaking things. I'm going to show you guys behind the scenes of all these businesses, you see how it actually works. But it is I think one of the most powerful things that we stumbled upon, and then I forgot about, and then we re-stumbled upon it again.

How many of you guys have ever had something where you do it and it's really, really successful, and then you forget about it and you stop doing it? Yeah. What does Stu say day one? Stu's like, "If something works, do more of it. If it doesn't work, do less of it." So this is one of those things. Literally, as I said in the title slide, it's the number one secret to ClickFunnels breaking nine figures a year. It's the difference between us being a $10 million a year company and a $200 million a year company was this little piece. It's so small and so insignificant and I'm almost scared to show you guys, because I don't want you to be like, "Oh yeah, yeah, that makes sense." No, if you don't have the like boom, aha, then you missed it, okay? So pay attention, because I'm going to walk through the process, and there's a lot of little pieces and intricacies, and after you see it, my goal is for you guys all to have the aha.

So, this is what the Linchpin looks like. If I was just to doodle it on a board. I'm going to go walk through all the pieces that's in a lot of details to see how they all work, how they fit together. But this is the structure of the business. I will show you how literally, this is the structure of ClickFunnels, it's the structure of magnetic marketing now, this is the structure of all of the different companies we're acquiring, all the companies we're building. It all follows this exact same process and model, okay?

You're welcome. I haven't even told you what it is yet. It's amazing though, I promise. It's going to be cool. In fact, all of the current Two CCX members, I did a little private webinar with them last week and I was like, "Here's the framework," and I showed it, and I wouldn't show them the whole thing, so for those of you guys who've been waiting for like two weeks, there's the framework. Now we're going to go into it. Okay. You're welcome. I told them this is the most amazing thing I've ever shared, and I wouldn't share it because I wanted to share with you guys altogether at once.

Okay, so step number one, you have to understand, this whole process. Step number one is called continuity or subscription. Most of us call it continuity in the market, but I know that's a technical babble word. So what continuity is, is basically someone signs up for something, and you get billed month after month after month. Netflix is a continuity program. Disney Plus is the continuity program, where you sign up for once, you pay every single month. Step number one is continuity.

Now this is a key principle. Everything I'm going to tell you guys the rest of from here at the end of the day all hinges on this one principle that I learned from David Frey. If you understand this, it is the key to everything. David told me, he said, "If you don't have continuity, then you don't have a business." I'll say it again. If you don't have continuity, you don't have a business, you just have a promotion or a campaign.

Prior to ClickFunnels, I made a lot of money. I lost a lot of money. Made a lot of money, lost a lot of money. I was always tired. We were doing big launches and big downs, right. Until we had ClickFunnels, which is an actual continuity program where people sign up and they pay us monthly, where it took the pressure off of me and I could go back to creating, having fun, which has been the last eight years of my life. Continuity is the key, and like I said, what Dave said, if you don't have continuity, you don't have a business.

I'm curious. In this room right now, how many guys, raise your hand, have continuity in your business? Raise your hand. Very good. How many of you guys don't have continuity in your business right now? We're at about 50/50. Okay, that's good. For those of you guys who do have continuity, we're going to triple down on it today, those who don't yet it's going to become the focal point moving forward.

There's a lot of different types of continuity. My favorite, by the way, as you probably know, is SaaS. SaaS stands for software as a service. Back in the day, the way that software was sold, someone would sign up for Oracle or these big software programs, they'd pay $10 million, they'd come in, they'd connect the software, it was really expensive. Salesforce was the company that changed this. They were the first company who didn't charge $10 million to set up to use their CRM. They shifted this thing, and it changed the entire market to SaaS, software as a service. So instead it says, sign up, and it's like 500 bucks a month, for every single seat you have, and they started building continuity.

If you look at all the companies now, all the big companies have transitioned to this. Back in the day, Photoshop and Microsoft, all these things, you just buy the software, 500 bucks, you have the software. Now, if you notice, all of them are all shifted into SaaS. There's a reason. It's a more stable business model. It's nice waking up every single morning knowing the money's coming through. Just I want to paint it. This is not an income claim I'm scared to even talk about, but I want to paint a picture of this for you.

We launched ClickFunnels so we could start getting people signing up, and we got it where they're consistently signing up. It was cool because on your phone, any of you guys have Stripe on your phone? Stripe sends you a message every day about how much money you made the day before. So best thing is you wake up in the morning, you look to your phone, you pick it up and you just glance really quick, and you're like, "Ha, nice," right? I don't have to work today if I don't want to, but I'm going to, but that's really nice.

I remember the process looking at where it was like $1,000 a day, and I'm like, we have arrived, $1,000 a day. Then it was like $2,000 a day. Then it was like $5,000 a day. Then $10,000 a day. Then $30,000 a day. Then $50,000 a day. I remember the first time it started breaking a $100,000 a day, and I'm like, that used to be a good month for me. Now that's what happens before I wake up. Then $200,000 a day, $250,000, $300,000 a day. It is amazing. It's the best way to wake up in the morning. How do you have a bad day after that? You know what I mean?

I want this in all of your guys' businesses. This is why continuity is so important, because all the other stuff's amazing. Everything else. But if you look at your business through this lens, everything we're doing in our business is all focused on one thing and one thing only, and it's to build up our continuity income. All the rest of it's great and there's a place, and I'll show you in the model, there's a place for high ticket stuff, there's a place for events, there's a place for challenges, there's a place for all the things. But all of them have one and only one focal point which is to build up your continuity. So SaaS is one of my favorites.

Print newsletters are great. Dan Kennedy's company, he's been running it since 1996, was when the very first issue of the No BS newsletter came out. The reason why I bought the company outside the fact I wanted to hang out with Dan Kennedy, which we'll be honest, that was the real reason. The second reason why I bought it, though, is because it had a continuity program in place. It came at the time with, I can't remember how many, a thousand or so active members who were paying monthly for this newsletter. I said, "Cool, we just got to grow that." That's the business. I don't have to rethink it. I'm not going to do a product launch. Dan's not going to do product launch videos with me. We have this base, we have this thing. Now we're just going to focus on scaling the one thing that matters, which is continuity. So print newsletters are amazing.

Supplements. How many of you guys are in the supplement business? Yeah. I love supplements. We have I think three supplement companies we bought or are launching this year, and they're... No, three we bought. Yeah, we bought a green drink company, a bone broth company, and then how many of you guys heard the news? Do you guys know that we bought Lady Boss? Because continuity. Supplements. I love supplements. I'll tell that story another day. But supplement companies are great because continuity. I love continuity businesses.

Box of the month clubs are great. This is actually Mark Rober is the YouTuber, he's really, really good, and my kids and I love watching his videos. He's so much fun to watch. A month ago or so, he launched the box of the month club, where every single month you get a new box, and you get these gadgets, and you make these cool things, and I was sitting there watching a video with my little buddy Aidan, who was the one who came out here as Bruno the Bull on day number one doing the cartwheels, and he got excited, I got excited, we bought this, and now these come once a month, we get the box, and we sit down, and we make these cool little gadgets. One of them spins a coin, one of them shot rubber bands, all these really, really cool things. So we bought the continuity from them, and so box of the months are great.

Most businesses are some type of box of the month. Anyone who's got an e-commerce business. Perry talked a little bit about premiums, I'm talking about premiums a little bit. But a premium into a continuity is the greatest. Look at e-com, like how do I shift e-com into a box of the month?

Another great one, another one of my favorites are membership sites. We are doubling down on membership sites, mostly because now ClickFunnels has the greatest membership site building platform on the planet, which makes it really, really exciting. But membership sites are a big thing.

The other thing that's really powerful, I want to explain this, because I don't think even I didn't get it until we started going deep down doing membership sites again. Membership sites are actually easier to build than a course. Think about this, with a course, it's like building a college curriculum. All the stuff you have to to teach them, all the modules and the steps and the frameworks. It's a lot of stuff. The membership site is different. Membership sites are more about mastery.

So, I was talking to Stu McLaren, and he was doing a consult with me as we were rolling out one of our membership sites, and he said, "The biggest problem you're going to have, Russell, is you're going to want to put a million things in membership sites." It's like, "I got a million things. Let me put it all here so you have access to everything." He's like, "You give people access to everything, they come in there, they get overwhelmed, they cancel, they leave, all sorts of stuff like that." He's like, "The secret to a membership site is you give them just certain things consistently every single month." So the way he broke it down to me, he said, "Every single month, you create one masterclass, you're teaching a topic. Just one. Because Russell, you don't want to do one a day or three a week. No, just one a month. So you do one teaching a concept."

So for me, my masterclass is about 30 minutes long. I teach a masterclass. Then the next week he says, "You do a backstage pass, showing behind the scenes of what you're actually doing so people can see you doing the thing that they're learning about in the masterclass." Then step number three, you do a member makeover, you take one of your members, and you do the thing for them and make it better for them. Then week number four, you take a nap. 

That is so much easier than building a course. Courses are great. There's a place for all of the things, but from a continuity standpoint, it's actually easier to build a membership site and have continuity than it is to build an entire course. So our membership sites, this is the structure they're coming through. People come in, and they go through this process.

These are all the different ways to build continuity. So coming back to this framework again, step number one is really understanding and mastering the business is the continuity. I'm trying to triple down on that because I want to make sure that as I go through the next steps we don't forget about this, because everything else we're doing is an appendage to this and this alone.

I want to guys to see the business I'm in, you guys see me do all sort of stuff. I do live events like this, we do webinars, we do challenges, we do book funnels, we do all the things. But I'm not in the author business, I'm not in the event business, I'm not in any of the businesses. I'm in the continuity business. Everything else is an appendage that gets more people into the continuity, gets them to stick longer, become raving fans. But that is the only thing that really is the goal at the end of the day. All right, so that's step number one.

Step number two is called the MIFGE. How many you guys have heard me talk about MIFGE before? Okay. This is literally the most annoying thing in the world. The MIFGE. MIFGE. Can you guys say that? MIFGE? It's like the weirdest thing. So I didn't know what the MIFGE was until we acquired Dan Kennedy's company, and we had the team that was left come into our office, and the first question's like, well, what's worked? What's worked in the past? I want to make sure I'm not reinventing the wheel here. This company was run by Dan Kennedy, for crying out loud. He knows more than I do about this game. What should we do?

Then they kept saying, they're like, "Oh, the MIFGE." I was like, "What are you talking about?" They're like, "The MIFGE." At first I was so annoyed just because I couldn't remember. I tried to remember what it was in the conversation, and finally I'm like, "What is the MIFGE?" They said, "The MIFGE stands for the most incredible free gift ever. The MIFGE." I was like, "Oh, okay. " Eighteen years ago when I got into Dan Kennedy's world, it's because I bought the most incredible free gift ever. I had no idea it was called the MIFGE. So we used to tease about it, and then it eventually became a thing.

So the first thing we did, and this is me and Dan Kennedy and Bill Glazer back when I was like, I don't know, 25 years old, 26 years old, in that world, getting immersed with them, I came into the world because they had this offer called the Most Incredible Free Gift Offer. Now, a couple things before I go too deep. The offer does not have to be free. We call it the MIFGE internally because now it's the word that we use, and hopefully inside of our community, we'll start calling it the MIFGE because it's like a quick thing we can start calling it. But it doesn't have to be the Most Incredible Free Gift Ever. It could be a paid gift as well. It doesn't matter. It's just an irresistible offer that's so irresistible, you'd be insane to say no.

So I went back, when we bought Dan's company, I got this Google Drive that had everything that he'd ever created in the last 40 years, which is like treasure hunting, going through and searching things in folder after folder after folder and events and super conferences and masterminds and copy and swipe file. It's just been so much fun. So I went into that folder and I typed in MIFGE, and all of a sudden popped up 300 different versions of ways that they'd sold the MIFGE in the past. Sales letters, faxes, events, postcards, direct mail, inserts in books. I started looking, every single thing that Dan had ever done was all a MIFGE offer. You look at any one of his books, you go to Barnes & Noble right now and buy his book and flip through it, the MIFGE offer's in it. You look at anything. This was the focal point of all of their marketing efforts. They weren't buying traffic to 20 different things. All of their marketing efforts focused on one offer and one offer only, and it was the MIFGE. Because it's the Most Incredible Free Gift Ever.

So we looked at it and said, "Okay, well if we're going to relaunch this company and the newsletter and all that stuff, I want to build out a MIFGE too." So that's the first step we did. Now, Perry came up here and talked about premiums, which was so cool, and he actually talked about Sports Illustrated MIFGE, and so I'm not going to... It's funny, I'm sitting backstage preparing this presentation, and I look up, and the video's playing, it's literally the video I was going to play on the next slide. I'm like, Perry ripped the exact same video I did off the YouTube, which is the original Sports Illustrated video. So I'm not going to re-show it.

But the concept I want to understand is that Sports Illustrated MIFGE was the football phone and Sports Illustrated swimsuit issue. The continuity was Sports Illustrated. But the MIFGE is what got people to actually get on continuity. The hardest thing you will find in your business is to get somebody to actually subscribe for continuity. So we can't just hope that they sign up. We create an irresistible offer that gets somebody in. We give them a football phone and Sports Illustrated swimsuit issue for your business.

So for us, when we launched Dan's company, first thing we did is we created the MIFGE. Literally, we were writing the headline for this, it was almost a joke. I was like, "We should use the word MIFGE in the actual headline." So if you're ever like, "What was that weird thing Russell said again?" Just go to nobsletter.com, make Most Incredible Free Gift Ever, MIFGE. "Oh yeah, that's right."

So this was the MIFGE designed to help you make maximum money in minimum time. So we created this irresistible offer with stuff from Dan, stuff from me. It became amazing. We launched this into the world to Dan's newsletter and to our newsletter, and in like 14 days, I think 14 days, we had almost 4,000 people join a $97 a month continuity newsletter. That crazy? Okay. Yeah. That deserves a round of applause, I think.

Maybe you guys all have your calculators out and you're like, "97 times 4,000. Holy crap. Wait, times 12 months in a year. Oh my gosh, I should have a MIFGE in my business." How many of you guys are thinking that? Because that's what I started thinking. After I did this, I sat back, I was like, "Why in the world doesn't ClickFunnels have a MIFGE? I've been studying Dan for a decade and a half and I missed it. We need a MIFGE."

So I went back to our team, I was like, "Hey guys, you know how the MIFGE is crushing it right now, and we're getting tons of people, and this company's growing? We took it out of this stagnant spot, all of a sudden it's blowing up, it's growing, new members are coming in, paid ads are working again, everything's happening, and all we're doing is focusing on one offer, and we're blowing up this company? Why don't we do that in ClickFunnels?" You guys ever have those things?

So guess what we did next? The fact is, it's actually funny. I talked about the MIFGE on a podcast episode, I spoke at some event, talked about it three or four times, and wasn't it telling that the fourth time that I talked about it, I was like, "We should build our own MIFGE."

So shortly thereafter, we built the ClickFunnels MIFGE, which is yourfirstfunnel.com. We created this MIFGE, and we started driving traffic to it. It's crazy. We get customers at ClickFunnels, it's cheaper for if we drive traffic directly to clickfunnels.com, it's like $150 to $250 for someone to sign up for a free trial. We drive traffic to the MIFGE, it's like $100 for a trial. But guess what? When someone buys a MIFGE, there's the MIFGE, there's an order form bump, there's upsell, downsell. We make $300 for every single person who takes the MIFGE. So I can spend $300 to get a ClickFunnels customer now and still break even. You guys getting this? Okay? Changed everything for us. The metrics are completely different. Most of our ad focus now is on this and this. This is the thing now, scaling our companies and growing them dramatically. The MIFGE is so simple, it's just an irresistible offer to get somebody to join you in your continuity program.

So you guys can go look at these. I would recommend funnel hacking these two funnels. Even if you don't want to be members of them, just go through, because we've been testing, we have so much traffic, so much volume coming through these things, that we've been testing every single element and offer from the order form bumps, the upsells, the downsells. The Dan Kennedy MIFGE right now has the highest average cart value of any funnel I've ever built ever. Which just means I think I can spend like $350 to get something to get the MIFGE there, and I still break even. It's crazy. That's how you scale a company.

What did Dan Kennedy say back in the day and over and over and over again? "Whoever can spend the most money to acquire a customer wins." I can spend 350 bucks to break even to get a new customer. Who else can do that? Nobody. ClickFunnels, we can spend 250, 300 bucks and still break even? It's crazy. Thank you. These guys get it. There you go.

Okay, let me go back. So that's the number two. Focus on subscription, then we build a MIFGE offer to get people into the subscription. After that point, now we can go and start driving traffic. This is where the MIFGE gets created. Now it's like, "Hey, let's launch the MIFGE." You drive traffic, you do Facebook ads, you do Instagram. All the focus starts coming here, and now this is where the process begins. This is where I start marketing the business, whatever it is. So advertising goes to the MIFGE, MIFGE gets people on continuity, and now we're in business.

All right guys, hope you enjoyed that first half of the presentation. That's just two of the steps. Next we're going to go deep into the rest of the puzzle that makes this whole thing work. For any of you guys who are starting to grasp what I'm talking about, even maybe it's confusing, like, "I don't quite understand it, but I see the vision. I'm understanding what Russell's saying, I feel the energy and excitement," if you want to dive deep with us, like I said, at every level, the Two Comma Club X coaching program, which is the beginning, that's where we take people from startup to a million dollars in sales. That's what we're focusing on is the Linchpin. The next tier from a million to 10, which is Inner Circle, we're focusing on. From 10 to 30, which is our category king, we're focusing. Thirty to 100, which is the Atlas group. We're focusing on the same framework at every single tier.

So depending where you are, if you're like, "I know I want this," I'd recommend going to twocommaclubx.com, it's spelled out T-W-O comma club x.com, and there's an application form. You can fill the application, so my team will jump on a call, and if you're a good fit, we will let you in the coaching program, and you can start building out your Linchpin with us starting tonight or tomorrow or whenever makes sense for you.

So anyway, there's just an option if you do want to dive into this deep with me. If you want to get deep in the pool, all the cool kids who are learning this stuff at a high level, you should come join us in the Two Comma Club X coaching program, because this is all we're doing is talking Linchpin. So again, it's twocommaclubx.com. It's really cool, as we've been developing this, for each module, we're going through and building out workbooks and swipe files and case studies and showing... Again, this model is evolving and growing so rapidly right now. It's really, really exciting. So if you want to geek out with me, like I said, come to twocommaclubx.com, come apply, and we'll have some fun.

So thanks so much for listening, and we'll see you guys on the next episode of the Marketing Secrets podcast.