Ladies and gentlemen, welcome to this video. I'm gonna be talking about boosting your conversions, particularly boosting your conversions, like emergency conversion, boosting. And I'm gonna give you a little bit of the history as to why I'm I, I'm teaching this. And that is, there's always a chance that your launch just doesn't perform the way you wanted it to, the way that you anticipated it would, the way that it did in your tests even. So I'll start there. Before you do any kind of a product launch you want to test, don't ever be that person that uses your affiliates as a Guinea pig, okay? Because you've created an amazing product and you like it, and you love it doesn't necessarily mean that is going to attract people, and that people are just gonna throw money at you. And really the only way to know how a product is going to perform during a launch is to test it.


And it, you don't have to have a list to test a product. You know, unfortunately, a lot of people make the mistake of spending so much time on the product creation that then when it comes to the marketing part, like they spend so much time on the, it's called internet marketing for a reason. And, you know, you, you, too, too many people spend way too much time on the internet, not enough time on the marketing, okay? And when you go to launch your product, you tend to rush it, right? You, because you're comfortable creating products, it's easier to create a product. Anybody could create a product. Digital products are, you know eBooks and videos and things like that. You can make them in the privacy of your own at home. Nobody's judging you. You can just, you know, spend as much time as you want on it.


But when it comes to marketing, huh? You gotta reach out to people. You gotta talk to people. You gotta expose your ideas out there. You can be a victim of criticism, and people tend to rush that part because they don't enjoy it as much as they do the creation part of it. And unfortunately, marketing is much more important than product creation, because regardless of how good of a product you created, nobody is gonna even know it exists without marketing. So your marketing has to be on point. And unfortunately, spending a year creating a product or six months creating a product, or six weeks creating a product, and then only a few days marketing, it's just gonna result in disaster. So you've gotta test your marketing, and I think that a lot of people rush it, and then they get themselves in a pickle. Now, when they're in that pickle, they don't know what the hell to do.


And unfortunately, in many cases, this situation, if you make the wrong decision, now any human can make a mistake and get themselves in a pickle. But it's the way that you react and the way that you, that you run things and handle the situation when you're in that pickle, that determines whether or not you will continue to have a successful business. And I think a lot of the reasons why people fail and ruin their, their careers or their reputations, is they just don't handle those situations well. They lie about it. They pretend like it's


Converting when it isn't. Come on, man, your affiliates, no, they're not making money. I've had people tell me that, you know, a product is converting, it's doing well for everybody except me, but I can see the stats. I can see what's going on. You know, and then they post their leaderboard, and I'm number two on their leaderboard. And I've only made like three sales. Like, dude, you know, and, and, and, and it really all just comes down to why would you do that? Why would you pretend that your thing is doing well, when eventually it's all gonna be, you're only gonna, you can only pull that off for a day or two until I realize, like, wait a second, because you gotta post your leaderboard if you don't have a live leaderboard. Nowadays, ever since we invented the live leaderboard many years ago now all these platforms have live leaderboards, and they display who's where on the, on, on the leaderboard as far as sales.


And if nobody's made any sales, that's pretty easy to see that. So, you know, you really just can't have that fake it to make it mentality that's gonna ruin you, that's gonna ruin you. And look, people make mistakes. It is not the end of the world if your product didn't convert the way that you anticipated it. First of all I'm gonna give you four things in this video that you want to, in this lesson, I'm gonna give you four things that you want to focus on. If you are in that situation, if you're stuck and your thing just isn't converting, and you have to make some serious changes quick, or else you're gonna lose your affiliates and, and quite possibly just, you know fail with your launch. So I'm gonna go over that, but before I reveal what those four things are and talk to you about how to do each of them, I want to first tell you that you should spend time or invest time into making sure that you don't have this problem.


And the way that you do that is you test. And the way that you test is basically before you launch the product, you create a page, a private page, and you send traffic to that page, and you monitor the results. You can send traffic from your own list. You can send, you can ask maybe a close affiliate or a friend to look at it and decide whether or not maybe they wanna send some traffic to it. They're gonna get first dibs at any, any money they make. Maybe give them a hundred percent of the commissions, because what you really want is the data. You want, the information about the conversion so that you can share that with your affiliates. It's very, very powerful to tell an affiliate on the JV page when you're in the process of recruiting them to already have statistics for them before the product's even gone live.


You can show them a picture and say, Hey, look, look at how this performed in our tests. You know what? That gives an affiliate, a prospective affiliate confidence. It tells me, wow, you know what you're talking about? You've looked into this, you've taken the care to make sure that I'm not going to lose money, or that you, you've done everything you possibly can to make sure that I'm gonna be able to make money when this goes live. So at the very least, it makes me feel like you're not using me as a Guinea pig to try to test your offer. Maybe you can recruit a good friend to be a Guinea pig in exchange for maybe a higher commission, and maybe that good friend before they promote can have some say on the, the, the sales page and maybe what, what would work well for their list and so on and so forth.
Or maybe you, yourself are your own best friend, and you do that to your own list, whether you have a hundred people or a thousand people, maybe just a segment of your list that you're, that you're testing an offer to. And you know what, at the end of the day, you can just create a Facebook ad or maybe buy some solo ad traffic, or maybe put a banner somewhere, buy a, buy some media buys, you know, buy some media somewhere like a banner ad where you can now send some traffic to a page just to test. And unfortunately, we don't have enough of that in our industry where people are willing to take a few hundred bucks and just invest it into testing their offer. You'll spend all this time, effort, energy, and money creating the product, but then when it comes to launching it to marketing it, marketing it, you're not willing to just grab a few hundred bucks, 300, 400 bucks to just throw some traffic at it to see how it performs in order to save yourself a huge possible headache, reputation, damaging incidents after you know, you, you launch simply because you were unprepared or you didn't have a test.


You know? And, and sometimes we'll run various tests like we, Melinda and I have become addicted to testing before launches, especially when it comes to the payment process and the funnel. Melinda makes like so many different vari, you know, I'll, I'll run the, I'll do the ab split testing with the pages. Melinda does all the, the funnel testing, every possible purchase combination we test, there's so much that we put into the testing of a product because we don't want, you know, just recently, actually, just just before I recorded this video, at the time that I made this I had a situation where I was promoting a product Today. Today this product launched already. It, the, the, the vendor launched it, and it's, it's been live for like two days. It's a pretty big launch. Like it's at the top of the leaderboard on JV z, like the top sellers.


And I went to, to, to promote it, but before I did it, I made a bonus page and I'm testing my affiliate link to make sure that I'm gonna get credit. So I click my link on my bonus page, and it takes me to their sales page, but then I click their order button on their sales page. Now, what I realized, they have two order buttons for two different price options. I clicked on one of them, and it took me to the JV zoo payment page, and I did see my name and affiliate ID as a referring affiliate. Okay, great. Then I went back to the sales page and I tested the other button, and it didn't show me as the affiliate. So guess what, whether intentionally or unintentionally, in this particular case, it was just an oversight. This person that was running this launch was not crediting their affiliates for any sales made by one of the buttons because they had made a mistake in the way they set up their funnel inside of JV Zoo.


One of the buttons on their page was not being counted as a funnel sale for an affiliate. So that means that up until the, the, the moment that I brought that up to them, they didn't even know that it wasn't crediting. And, you know, that means that any sales that were made up until the point that I, I told the affiliate didn't get credited with that. Who knows how many people got screwed out of their commission? And here's where it gets even worse. Who knows how many buyers got screwed out of their bonus? Because now, when the buyer bought a product through somebody's bonus page, now they go to claim the bonus and, and, and the, the the vendor, the affiliate says, no, you didn't buy through my link. And they're like, no, I did buy through your link. And they didn't get credited.


You know, and that's just because the vendor didn't spend enough time testing. And now this is the thing, the product itself is awesome. It is amazing. That thing probably took them a year to create. But how, you know, you, you couldn't spend, you know, 20 minutes or, or, or a day testing the buttons, you know? And, and if you did test them, you clearly didn't do a very good job. You, you know, that's why it's important that you try to preempt these sorts of situations. The example that I just gave you about the button, that's a technical issue, but the one that I wanna talk to you about more today is conversion. So your buttons are working, but nobody's clicking them. You're just not making sales. This has happened to me and Melinda many times. Melinda and I have done over two dozen, I mean, well over two dozen launches.


We've got more six figure launches under our belts than I can even count. And they haven't always gone smoothly. As a matter of fact, I have to say that we learned something new with every single launch that we've done. And we've had several launches where we even, even being as thorough as we are with the testing in advance on launch day, we're just not seeing the conversion that we wanted to see. We're not seeing the EPC that we're wanting to see. And I'm not talking about, well, we just didn't get enough support from affiliates. I'm saying that the clicks that we are getting, they're not turning into vi into buyers at the ratio or the percentage that we were expecting based on our tests. So we've learned how to quickly adapt, improvise, and overcome these challenges by working on four things. Now, when you get to this situation, I'm gonna tell you that it's really important to, number one, stay calm and realize that everything will pass. This too shall pass. Number two, it's important that you be transparent, be open-minded and willing to accept the fact that it is possible that your story, your hook, or your product just isn't appealing to the audience. So don't be so dogmatic and so freaking emotionally attached to your thing that you fail to recognize that your affiliates that are trying to support you simply aren't making money. So you have to be willing to


Change things, and you have to be willing to look at the facts and admit when something is wrong, okay? Now, don't throw the baby out with the bath water just 'cause you had a bad first couple of hours of your product launch and you're not making the sales that you're expecting. It's okay. Take a step back and recover. One of the best things that you can do is get some advice from some of your top affiliates or the people that are already promoting and find out, well, what do you guys think could be wrong? I know that you're not getting the conversion you want to get. We're seeing this problem with the other affiliates as well. We're, we're looking to make some changes on the fly. What do you think would work best? And, and ask, just ask the affiliates. They know what's gonna work well for their list.


As a matter of fact, this is one of the things that I do before the launch. I talk to the people that I know are gonna be promoting, especially the ones that have been my top affiliates for a long time. We've got a handful, maybe six or seven people that I know are promote, I ask them to take a look at the page before I even launch the product, because I know they're gonna be one of my top sellers. And I want to have, I want them to have a say on what that page looks like, because for me, it's not about emotional attachment to a particular hook or slogan or anything. Not anymore. Anyway, I've learned my lesson. I want to make sure that every product that I create makes my affiliates rich. Because for me, the product that I'm selling really is just an entryway to make money on the backend with webinars and with other offers that I'm gonna make for these customers.


The the key is to make your affiliates wealthy with your product. Because if you can do that, then you're never gonna have to worry about traffic. So it just makes sense to involve them in the sales page creation process. But regardless, if you haven't done that and now it's launch day and it's not converting, the least you could do is turn to them and get some opinions. And then what's gonna happen is these guys are gonna, number one, they're gonna appreciate your honesty. Number two, they're gonna like the fact that you're willing to listen to them and make some adjustments. And the, the first thing that I would, that I've learned that you should the first thing of the four that I told you I was gonna mention, the first thing that has the biggest effect on conversion is gonna be the offer.


Okay? A lot of people rush. And this is, this is a tendency that, that I, I see common with people is they rush to lower the price. Like, oh my God, it's not converting. It must be the price. Lemme tell you something. Sometimes products sell better at a higher price. Sometimes raising the price is what you need to do. That, you not. We have had launches where the price simply was too low. People did not believe it. It could not be true. It had to be a scam or a mistake. So we had to raise the price to actually make sense and, and get people to buy. So, so that is possible. That isn't always the case. But the number one thing to look at when your page isn't converting is the offer. So what exactly is the offer, Omar? What do you mean by that? Well, the offer by definition is what they


Get for what they pay, what they get for what they pay. Are they getting enough for the amount of money? That is their perception of it, okay? And that's the important part. Do they perceive that they're getting enough for what they're paying? 'cause Sometimes they are, sometimes they're getting more than enough, but you just haven't done a very good job of explaining that you are illustrating that on the page. So that could be part of the, the problem. So rushing to lower the price isn't the answer. Maybe you should be rushing to better explain the value, or maybe you should be rushing to increase the value and add bonuses, or maybe just more be more descriptive of what they're getting. You know, sometimes we just let bullet points do the talking for us. But the, the mind doesn't think in bullet points. The mind doesn't think in words.
You know how the mind thinks, it thinks in pictures. And if you aren't making them visualize what they're getting on your sales page, there's a reason why we wanna have an image of an ebook, even though there's no physical book, because subconsciously, if I can't see it, it doesn't exist because my mind thinks in pictures. So if I can't imagine it, imagine it with my mind's eye, then subconsciously it doesn't exist. Just because I'm looking at a list of bullets that's not gonna automatically make this thing materialized in my head. So, you know, you might wanna save your, and, and, and why would you just do a bullet list? And why would you skimp on the description? All that. I'll tell you why. Because you spent all this time creating the product, and then you rushed the marketing, you rushed the sales page, you know, you didn't spend time testing it because you would've learned that your page wasn't converting if you had sense of traffic to it.


But now, here we are, you're using affiliates as Guinea pigs, you're not sure why it's not converting. The very first thing to test or to change or to, to alter is the offer. Okay? So how do we know whether our changes are working? Well, you want to add some sort of a split test. Usually ab split tests, and it could be A, B, C, D, but you could do this with JVZoo. You could do it right inside of JVZoo, or you could do this with a rotator, a page rotator script where it's a plugin or, you know, some membership software does it. Essentially what it means is that every other person that visits your site will see either a version A or version B or version C of your page. So you can have a version A with maybe this headline, version B with this headline and version C with that headline, you know, so you split testing the headlines.


And then what'll happen is after you get a certain amount of clicks I, I generally make a, don't make a, a judgment until I have a, at least a thousand visitors, not clicks, but a thousand real visitors to the page. Once, once we've had at least a thousand visitors, I look at how the sales are divided. So which page made more sales, A, B, or C? That's how I determine which is the ne. And, and split testing never ends. So now, if C one, okay, then C becomes my primary. So now we're gonna test the videos on C, so I'm gonna have a version of C, C, C, but now it becomes with this video, with that video, or with no video, or maybe with a different sub headline, or maybe with a different you know, offer or maybe with, with bonuses, without bonuses.


So this is how you continue split testing and split. And when you continue doing this you're, you're gonna eventually arrive at the best version of your page. And if you never stop testing, your page will just continue to get better and better and better and better and better. Okay? So you have to start with the offer are, am I giving them enough value, or are they perceiving that they're getting enough value, enough bang for their buck? Okay? The answer here isn't to lower the price. It's typically to increase the value or to do a better job of explaining the value that we have. A lot of people rush to lower the price. They assume that it must be overpriced. And that's, and, and it's, it's, it's usually not that it's overpriced, it's usually that it's undervalued. And that's the issue. And what ends up happening is you go and you shoot yourself in the foot, you kill your profits, you kill your affiliate.
What good is it? If you increase the conversion, but you decrease the profit for the affiliate, they're in the same freaking boat that they were when your thing wasn't converting to begin with. Now it's converting, but I'm making no money. You might as well give it away for free. Yeah, okay, great. So now it's converting, it's free. So everybody's getting it, but I'm not making any money because it's free. So you, you cut your nose off spite your face. So that's not the answer. Rushing to lower the price isn't the answer. I'm not saying that it won't help in some situations, but I'm saying look at the value. Look at the value proposition. Look at the selling position. Look at the, and we're gonna go into the next thing here. Look at the hook. So the number two thing after the offer, the number two thing that's gonna affect your conversion that you should consider is the hook and the story.


What is the hook? What is the thing that's gonna get them to listen, that's gonna get them to, to pay attention? What is the, the, the, the emotional attachment that's gonna get them to read the page? If you don't have a big, bold statement, and, and, you know, a lot of people struggle with headlines and, and the formula for a, for a great headline is pretty simple. And, and that is all of the good without all of the bad. If you stick to that, you're, you're generally gonna have a pretty good headline. And that is, this product gives you all of this good stuff. It gives you this, this, this, and this without having to do this, this, this, and that. So that you make a bold statement like that. And the important thing with the bold statement is that you justify it right underneath with proof, because if not, you're leaving an open loop in the mind of your prospect, in the mind of your visitor.


You, whenever you make a claim, you better justify that claim. You better prove it right somewhere else on the page. If not, you're literally just creating your own demise by, by making a claim that you didn't back up. So you have the power of only making claims that you know you can back up. So don't make any claims that you can't back up. And when you do make a claim, make sure that you back it up with proof right underneath. It's like when you watch one of these TV commercials where, you know, they, they make a claim and say, bounty is the quicker picker upper, what do they do right after they say that they take a piece of bounty paper and they wipe something really fast. You see, we just quickly picked up this water with this bounty. They backed up their claim. As silly as that might sound, that concept is called closing a loop.


You open the loop when you made the big, hairy, audacious claim, now you have to close the loop by showing proof that your claim was actually real. And that also establishes trust and authority, because now you're proving that the things you say are true, right? So the hook and the story are tied into that. And if, if you're, if, if you don't have a hook, a hook is basically what is the, the reason for them to read? What is the reason for them to, to follow your story on this page? What's the hook? What is hooking them to this page and keeping them here? You know, a lot of people just completely try to sell the product on a list of features and benefits. And here's the thing, if it doesn't have a hook, there's no reason to keep me here. Because every product has features and benefits.
People are emotional beings, and the purchases that they're making on your page are based on impulse. Nobody, nobody schedules on their calendar when they're gonna be buying an info product. Nobody turns over to their spouse in the morning and says, Hey, honey, I sure hope that I get an email about a product that I, so that I can spend money on it. Nobody does that. These purchases are pattern interrupt, impulse purchases. They buy it because you got them excited. If you didn't get them excited, they probably left your page and they went somewhere else and bought somebody else's thing because that person made them excited. How do you get somebody excited with a hook, with a story? What's your hook? What's the reason to keep them on the page? What's the purpose? Does your thing drive traffic? Does your thing, and, and, and when you're looking for a hook, it, it, the, the easiest way to it, it's the pleasure principle.


Okay? So the, the easiest way to consider, well, what do I do for the, your, your, your story basically has, your product has to do two, one of two things. It either increases pleasure or it decreases pain. So it either makes something that's difficult and painful, easy and painless, or it makes something that you know, it, it makes something that, that was dreadful, pleasant, and, and happy. So it either increases pleasure or it decreases pain. Okay? The, that's the hook. And, and the hook is like, man, I used to be a broke and I didn't have this, but then I got this tool, and look, I've been able to accomplish this, that, and the other thing, and, and, and, and it increased this. And now I can go on a, on on vacations and I can do that. And I go, so I made this claim, right?


So I gotta prove it down below. Here's a picture of me on vacation here. Here's a picture of the money that I made. Here's a picture of this, right? So any, any claim that I make. So I'm taking a hook, I'm opening up a loop, and I'm justifying it with proof. Okay? So the, the third thing that you need to work on is the deck. So the deck of the letter, the deck of the page is what's visible above the fold. So meaning when I land on your page, what I can see on a regular monitor without scrolling, and that's usually the headline, the video, the sub headline. Sometimes people put bullets in that area. That deck of the page determines whether or not the person's gonna stay on it or not. If the deck of that page is not gripping, if that doesn't have that, that, that wow factor, then I'm gonna balance.


If it takes forever for that deck to load, and I'm just looking at a freaking loading gif or something like that, I'm gonna leave the deck of the page. The most important part of the page, it usually contains the headline or the pre-headline, sub-headline. It usually contains some, some, some bold text to get their attention. And it usually contains a video, a sales video. Now, the video is important, it's gonna have a message. And again, just like the deck has a headline, the video should grab them by the eyeballs right away. You've only got a few seconds to get their attention, and then you've gotta keep their attention. Okay? So the deck, what's going on on the deck? What's the headline? What's the sub headline? Can it be better? Are we showing them everything that they, that they that they get you know all the good without all the bad, right?
Are you accomplishing that in your deck? And then finally the fourth thing is the audience, right? Ultimately, if you're doing these other things, right, do you have the right audience and the right audience temperature? You know, no matter how good your steak offer is, and your steak page where you're selling Omaha steaks or whatever type of beef, Angus beef is, if your audience is made up of solely vegetarians, that's gonna be a very tough sell. That's not to mean that you're not gonna sell some steak packages to vegetarians that want to get it as a gift for somebody that is a meat eater as possible. I'm not saying it's, it's, it's, but at the end of the day, you have a, the wrong audience. You have the right message, you have a, a, a good, you know, deck, you have a good offer, you have, but you're not making sales.


You're not converting. 'cause The offer is wrong. So maybe you have an affiliate sending traffic to your thing and they're not getting any sales because their, their audience is completely mismatched. Don't make the mistake that I made in the beginning where I thought, well, any affiliate is a great affiliate. Now, I used to be like, well, look, dude, do you have a list and you have a pulse? Okay, if you have a pulse and you have a list, I'm gonna let you promote my product. You know, I, I don't do that anymore. I wanna make sure that this product can make you money and make me money. I don't wanna just send a stake offer to a bunch of vegetarians. I want this to work for both of us. And here's what happens when you, when you just dismiss that fact, you're gonna end


Up getting a whole bunch of clicks that not, that are not gonna buy. And now that affects your conversions, which are public metrics. Other affiliates are looking at that and they're saying, oh my goodness, this isn't converting, so I'm not gonna promote because it's not converting. Now, maybe it would've converted for me, but the fact that you let some guy with a list of vegetarians promote your product because you thought, Hey, I just need traffic. And any traffic is good traffic. You just screwed up your own conversions. You just messed up your own metrics and that precluded some other affiliates that did have a targeted list for your offer from promoting. So do you have the right audience and do you have the right temperature? So again, just to recap before you get, you know, avoid, a lot of these problems are avoidable with some testing.


Don't spend all your time on the internet, not enough time on the marketing. It's called internet marketing for a reason. Make sure you test the marketing. You are gonna be marketing to affiliates at the same time as you're marketing to customers, but an affiliate can be worth a hundred customers. So it's really, really important that you get the marketing right for affiliates. Don't be afraid to throw some money at it and test it, test, test, test so that you can avoid these problems. Okay? Then the offer, then what they get for what they pay. Make sure that the offer is right and, and don't rush to lower the price. I'm not saying that it won't be beneficial in some cases to lower the price, but I'm saying that your first option should be to increase the value. And it's not always just increasing the value, but sometimes it's properly illustrating the value that you have with your product.
Okay? Create a sales page that hooks them. You gotta have a hook and you gotta have a story. You have to illustrate that value, but you gotta wrap it around a hook. Why are they watching? Remember the pleasure principle, okay? Does it increase pleasure? Does it decrease pain? Ex describe that. Okay, explain that to people. Never leave an open loop because creating a statement and then justifying that statement builds trust because you're showing people like, Hey, I made this statement, but then look, I showed you the proof right beneath it. Remember that the most important part of your page is the deck. That's the page above the fold. That's the part that they see when they land before they scroll. Okay? Make sure that that converts. That's the most important part. So if you're gonna be doing split testing, the best thing for you to split test is the stuff that's in the deck.


And finally, like I just said, the audience, make sure you're not trying to sell stakes to vegetarians. Just because an affiliate is willing to promote doesn't necessarily mean that they should, because the offer needs to match the audience. And the audience is usually where you should start when you're thinking about what products should I create. It's a lot easier to create a product for an audience than it is to create an audience for a product. And those are my tips for getting yourself out of a pinch. When you finally have launched and, and you realize that you're not converting, give yourself time to test these things. Keep your affiliates in the loop. Do not fake it to make it, do not hide behind things. Bring your affiliates into the loop and, and, and ask them what they feel that they should do. And listen, nobody is going to fault you for pulling the plug and resetting things and doing it again another time, okay?


Don't make promises for bonuses and for, for like contest prizes and things like that, that you can't afford to pay even if your launch doesn't convert. Okay? So if you're gonna create a, a sales contest or something like that, make sure that you know your numbers. And, and if you're gonna say, Hey, I'm doing a contest with no minimums. Make sure that you're giving something away as your prize that will not, you know, break the bank. I've had that problem too, where in the past, I, I, you know, when I was first starting out, I made a promise of this big fancy digital camera. My launch didn't even co make enough money for me to cover the cost of the prize. And I, and I still fulfilled that prize because that was a responsibility of mine. And, and at the same time, don't place crazy requirements on, on your launches on your launch contest, because that's like, you know, in the Olympics, placing requirements on the gold medal, the gold medalist is the best in the world.


Whether he did it in six minutes or 10 minutes, or five minutes or or five seconds, they're still the best in the world. Placing a requirement on that person is, is not a good idea. It's gonna deter affiliates. So you gotta find the balance. You gotta strike the right balance when it comes to running your contest when it comes to creating your launch and making sure that you convert. So I hope that this information helps you protect yourself from you know, having a launch that doesn't convert. And I, I hope it also educates you so that if you do, or when you do, because this is something that will happen, it happens to all of us. You have an offer that just isn't performing that the way that, that you wanted it to, at least now you're prepared to handle that without losing your head and you know where to start. Okay? I hope you enjoyed this and I'll look forward to seeing you in the next video. Take care.