WEBVTT 1 00:00:00.000 --> 00:00:04.400 But the longer you delay the ask, the bigger the ask can be. 2 00:00:07.200 --> 00:00:10.080 Welcome to the game where we talk about how to get more customers, how to make more 3 00:00:10.080 --> 00:00:13.600 customers, how to keep them longer, and the many failures and lessons we have learned along 4 00:00:13.600 --> 00:00:19.040 the way. I hope you enjoy and subscribe. In this video I want to break down the difference between 5 00:00:19.040 --> 00:00:23.440 branding and direct response marketing and why not deeply understanding the differences, 6 00:00:23.440 --> 00:00:26.480 costing you millions and millions of dollars in ultimately the amount of money that you 7 00:00:26.480 --> 00:00:30.720 probably want to make. And if you don't know who I am, my name is Alex Mosey, I own acquisition.com. 8 00:00:30.720 --> 00:00:35.600 It's a portfolio of companies that is about 85 million dollars a year in revenue and I have nothing 9 00:00:35.600 --> 00:00:40.240 to sell you. All right, I make these videos because I was once broke and I've learned a lot of 10 00:00:40.240 --> 00:00:44.080 lessons along the way and I don't want the pain that I experienced to be in vain. All right, that's why 11 00:00:44.080 --> 00:00:49.600 I make these. So that being said, branding versus direct response. I think this is one of the more 12 00:00:49.600 --> 00:00:57.840 interesting topics that I have dove into over the last year or so and it's come from a variety of 13 00:00:57.840 --> 00:01:01.840 different conversations I've had with top marketers. In this morning, I had a conversation with Dean 14 00:01:01.840 --> 00:01:07.600 Grassy O.C. who is a phenomenal world class marketer and we talked for like an hour this morning, 15 00:01:07.600 --> 00:01:11.760 just about this concept of the difference between branding and direct response. And I thought I 16 00:01:11.760 --> 00:01:15.680 would share some of the lessons or discussion points that we had with you so that you can hopefully 17 00:01:15.680 --> 00:01:20.800 benefit. And so the first point is that you may have heard this in in my book, kind of really 18 00:01:20.800 --> 00:01:29.200 all our offers, but the longer you delay the ask, the bigger the ask can be. So for example, 19 00:01:29.200 --> 00:01:34.560 if you're, if you can use this in any situation, whether you're, you know, courting a lady or a guy 20 00:01:34.560 --> 00:01:38.400 or whatever, you know, in the first five seconds, you're like, hey, let's go on together. It's like, 21 00:01:38.400 --> 00:01:41.600 well, you might have some audience that be willing to do that, but the vast majority of people would 22 00:01:41.600 --> 00:01:46.240 not be willing to do that. But if you date for, you know, six months, then that might be something 23 00:01:46.240 --> 00:01:50.480 that would be almost everybody would be willing to do that after six months, depending on whatever 24 00:01:50.480 --> 00:01:53.920 relief beliefs. That's not my point here, but you can get the idea that a higher and higher percentage 25 00:01:53.920 --> 00:01:57.440 people would be willing to take you up on the offer if they had spent more and more time with you. 26 00:01:57.440 --> 00:02:02.480 And so the longer the delay, the bigger the ask and the visual that I like to describe to this is 27 00:02:02.480 --> 00:02:07.280 the longer the runway, the bigger the plan that can take off. And so the bigger the payload you can 28 00:02:07.280 --> 00:02:14.000 get based on the amount you delay to the same degree. If you've seen Gary Vee, he's, he's, 29 00:02:14.000 --> 00:02:20.000 he's an influencer and he owns a marketing agency out of New York. And he spent, I want to say, 30 00:02:20.000 --> 00:02:24.400 10 years or 12 years, building his personal brand. And then he finally had his ask, which was, 31 00:02:24.400 --> 00:02:28.560 hey, by my NFT. And then within this band of, you know, six months ended up making like a hundred 32 00:02:28.560 --> 00:02:33.440 million dollars from that NFT launch, right? Now, I would make the argument that the NFT launch 33 00:02:33.440 --> 00:02:38.560 itself was actually a director towards marketing play, whereas everything prior to that was really 34 00:02:38.560 --> 00:02:44.080 about brick building the brand, right? And so different examples of this that I think would be 35 00:02:44.080 --> 00:02:49.280 important to drive the point home and why I think that the many, many, many marketers start in 36 00:02:49.280 --> 00:02:54.400 direct response and that end up in branding is because of what I'm about to share with you. So 37 00:02:54.400 --> 00:03:01.040 please listen closely to this if you are trying to make more money. If you look at most big consumer 38 00:03:01.040 --> 00:03:06.240 brands, you look at, you know, Colgate or Crest or, you know, shampoo brands, right? That have been 39 00:03:06.240 --> 00:03:11.600 here for a very long time. They're not offering two for one deals. They're not like, hey, go buy this 40 00:03:11.600 --> 00:03:16.480 toothpaste for 50% off, right? That's not actually what they're doing. They're just talking about the 41 00:03:16.480 --> 00:03:21.200 products. And if you look at some of these bigger celebrities that exist, you look at Dwayne Johnson, 42 00:03:21.200 --> 00:03:26.480 the rock, built his huge brand and then said, hey, I'm, I'm offering, I'm, I'm starting to 43 00:03:27.040 --> 00:03:31.200 you guys should check it out. Colin McGregor, Colin McGregor built up, you know, his personal brand 44 00:03:31.200 --> 00:03:35.840 that said, hey, check out proper 12 Kylie Jenner was like, hey, built up a brand and then she did 45 00:03:35.840 --> 00:03:41.120 her lip kits. And so what's interesting is that brand people are now realizing is an amazing 46 00:03:41.120 --> 00:03:48.000 arbitrage opportunity for maximizing value. And I think part of the reason behind this is that 47 00:03:48.000 --> 00:03:53.040 goodwill compounds faster than revenue does. And so hear me out, think through this with me. 48 00:03:53.360 --> 00:03:58.960 If you've seen somebody who's consistently been selling in this maybe you, what happens is you 49 00:03:58.960 --> 00:04:05.680 provide value in some way and then you extract the value that you've, the equity in the relationship 50 00:04:05.680 --> 00:04:10.400 through monetizing it through an ask or some sort of right hook as they say, just getting them to 51 00:04:10.400 --> 00:04:14.720 try and buy something, right? And the thing is is that whenever you make an ask, you decrease your 52 00:04:14.720 --> 00:04:18.880 goodwill, right? And so you kind of have to start over at zero again and then you build up goodwill 53 00:04:18.880 --> 00:04:23.040 and then you ask and then it goes back to zero again, right? And so you're constantly depositing 54 00:04:23.040 --> 00:04:29.600 and extracting capital in the relationship and the hope is that it costs you less to deposit than 55 00:04:29.600 --> 00:04:34.240 you make on the extraction, right? Like that's fundamentally what like traditional direct response 56 00:04:34.240 --> 00:04:39.760 marketing is at at its most basic form, right? And the reason it is direct response is that we are 57 00:04:40.320 --> 00:04:49.360 actively requesting a direct reply or immediate action as a result of seeing our advertisement, 58 00:04:49.360 --> 00:04:55.920 right? Of any kind. To contrast that with branding, what we're doing with branding is that we 59 00:04:55.920 --> 00:05:02.240 are reinforcing the values and the stories that people tell about our products and services, 60 00:05:02.240 --> 00:05:08.560 all right? So we're reinforcing stories versus asking for actions. And you might be like, well, 61 00:05:09.040 --> 00:05:13.200 branding doesn't make sense. And I want to tell you this because when I started out my career, 62 00:05:13.200 --> 00:05:18.320 I thought that every single company that did branding was retarded. I was like, you guys are idiots. 63 00:05:18.320 --> 00:05:23.280 If you guys understood how direct response worked, you guys would make more money. I'm such a genius, 64 00:05:23.280 --> 00:05:29.680 blah, blah, blah. And I was wrong as I often am. And the more I study these massive companies, 65 00:05:29.680 --> 00:05:36.640 I was like, okay, so all of these companies all do this type of marketing, whereas little old me is 66 00:05:36.640 --> 00:05:42.880 doing this quick jab, right hook, whatever. Mark of just give-ass, give-ass, give-ass, give-ass, 67 00:05:42.880 --> 00:05:47.680 and always just deposit it in a value in order to extract the value later. And the thing is, 68 00:05:47.680 --> 00:05:53.680 is people get it. People have seen it. They know the game. And yes, it does work to a limited 69 00:05:53.680 --> 00:06:01.840 degree, right? But it's very, very rare to find a massive, massive direct response company. 70 00:06:01.840 --> 00:06:05.360 I'm not saying they don't exist, but I would say the preponderance of enormous companies 71 00:06:05.360 --> 00:06:11.760 are not direct response-based companies. And so why is that? And I would pause it, and this is 72 00:06:11.760 --> 00:06:17.280 my theory, and this is what I talked to, Dean this morning about at length, is the difference between 73 00:06:17.280 --> 00:06:26.000 direct response and branding is not the ROI on the advertisement itself, but on the time horizon 74 00:06:26.000 --> 00:06:31.200 with which we measure it, all right? And so in direct response, you're always calculating your 75 00:06:31.200 --> 00:06:39.040 return on ad spend immediately. Rather than thinking, can I build up this brand and then look at 76 00:06:39.040 --> 00:06:44.480 the return you're getting on that brand overall over an extended period of time? And so I'll give you 77 00:06:44.480 --> 00:06:50.320 a classic example to illustrate the difference. If I were selling t-shirts, a direct response 78 00:06:50.320 --> 00:06:58.320 marketer might have a cool, funny meme thing, aggressively market it, have upsells of two of the 79 00:06:58.320 --> 00:07:01.600 same shirts, five of the same shirts, give them a continuity for each meme shirt every month, 80 00:07:01.600 --> 00:07:04.720 blah, blah, blah, blah, blah, blah, right? It would be a typical direct response market play, 81 00:07:04.720 --> 00:07:08.560 not see you can't make money doing it, you can. And that's this is the big exception I'm having 82 00:07:08.560 --> 00:07:14.800 here, right? Is that like you can become a millionaire doing small games, all right? So I'm not saying 83 00:07:14.800 --> 00:07:20.640 you can't do it, you absolutely can. It's just that what type of game would you prefer to play? And I 84 00:07:20.640 --> 00:07:25.200 can say that as I've aged or weathered in the game, I continue to shift more and more towards branding, 85 00:07:25.200 --> 00:07:30.000 but I do think there's a balance that needs to be struck, but from a from a branding perspective 86 00:07:30.000 --> 00:07:38.000 in that same example, it would be spending a year talking about what your values are, the stories 87 00:07:38.000 --> 00:07:44.960 that you want people to tell about you and your company. And then you can simply put your brand 88 00:07:44.960 --> 00:07:50.960 on a t-shirt and people will pay a hundred dollars for it, right? And so then what is the return on 89 00:07:50.960 --> 00:07:54.960 the advertising you did for that year? Well, if you can sell t-shirts for a hundred dollars rather 90 00:07:54.960 --> 00:08:00.560 trying to, rather than trying to arbitrage, you know, meme t-shirts and discounts and bundling and 91 00:08:00.560 --> 00:08:06.000 doing all sorts of more complex things and just simply saying, if you believe what we believe, vote 92 00:08:06.000 --> 00:08:10.800 with your dollars about the things that you care about, right? Align with us. And that's fundamentally 93 00:08:10.800 --> 00:08:16.240 what branding is. And the when branding works very well is when what you are saying about your 94 00:08:16.240 --> 00:08:22.320 brand clarifies what people are already saying. And so a lot of times people have a general 95 00:08:22.320 --> 00:08:28.400 gist of what your brand is. Hopefully it's what you want. Oftentimes it's not. And this is 96 00:08:28.400 --> 00:08:33.280 especially true in the direct response marketing community at large because people say terrible 97 00:08:33.280 --> 00:08:38.000 things about the people who are doing their direct response. And so their brand is the reputation 98 00:08:38.000 --> 00:08:43.360 and the things that other people say about you. Real quick guys, if you can think about how you 99 00:08:43.360 --> 00:08:48.320 found this podcast, somebody probably tweeted it, told you about it, shared it on Instagram or 100 00:08:48.320 --> 00:08:52.880 something like that. The only way this grows is through word of mouth. And so I don't run ads, 101 00:08:52.880 --> 00:08:57.360 I don't do sponsorships, I don't sell anything. My only ask is that you continue to pay it forward, 102 00:08:57.360 --> 00:09:01.360 do whoever showed you or however you found out about this podcast that you do the exact same thing. 103 00:09:01.360 --> 00:09:05.440 So if it was a review, if it was a post, if you do that, it would mean the world to me and you'll 104 00:09:05.440 --> 00:09:11.360 throw some good comment out there for another entrepreneur. Right, in an example that Elon Musk gave 105 00:09:12.080 --> 00:09:16.400 an interview, I can't remember where he gave it, he talked about how the consumer is the one 106 00:09:16.400 --> 00:09:20.720 that creates your brand. He said, if you look at, I think he gave the example of Toyota and Ford, 107 00:09:20.720 --> 00:09:24.720 but the point is not necessarily the brands, but more so the message, which is he said, listen, 108 00:09:25.520 --> 00:09:32.000 Ford talked about being reliable and being high quality, etc. He said, in Toyota, 109 00:09:32.000 --> 00:09:36.960 their marketing never set that. And yet Toyota is the company that's known for being reliable 110 00:09:36.960 --> 00:09:41.120 and high quality and things like that compared to the Ford's. Right, he said, so as much, 111 00:09:41.120 --> 00:09:46.720 you can say whatever you want in the marketing messaging, but it has to be true. And so to my 112 00:09:46.720 --> 00:09:52.560 interpretation of that is, what you want to do is give people the words to describe your brand 113 00:09:52.560 --> 00:09:58.800 that are true and just give them the words to say rather than trying to redefine the thoughts they 114 00:09:58.800 --> 00:10:03.600 have. And I think that that is really what comes to effect of branding and doing that deliberately. 115 00:10:03.600 --> 00:10:08.400 As an added point to that, this is something that I got from Grant Cardone, which has been one 116 00:10:08.400 --> 00:10:12.800 of the really deep and profound lessons I think I got from our two conversations we've had 117 00:10:13.600 --> 00:10:19.600 about marketing in general. But one, first off, the many people who don't like Grant, you have to 118 00:10:19.600 --> 00:10:26.160 appreciate how effective he is at promoting himself and his brand. Like, you have to respect that. 119 00:10:26.160 --> 00:10:32.800 All right, you can not like them in, but you can app, you must respect what his level of effort 120 00:10:32.800 --> 00:10:36.560 and the outcome and the output of his effort, right? I personally have had nothing but positive 121 00:10:36.560 --> 00:10:40.560 interactions with the grant, but my point is, is that you have to respect that. Now that being said, 122 00:10:42.400 --> 00:10:47.360 one of the things that he said that I have really taken with me is the one or two words 123 00:10:47.360 --> 00:10:54.560 that someone will associate with your brand. He said, when they think of me, I want them to think 124 00:10:54.560 --> 00:11:00.560 this, right? And that is not, you know, this massive declarative, you know, value statement or 125 00:11:00.560 --> 00:11:06.720 mission statement because people don't care, right? Nor do they remember hardly anything. And so 126 00:11:06.720 --> 00:11:13.120 if you can get the masses to just remember, oh, yeah, he's the real estate guy. He's the business 127 00:11:13.120 --> 00:11:17.440 builder guy, right? Which would be more aligned with what we do. We build businesses and we, you know, 128 00:11:17.440 --> 00:11:23.920 we buy interest in information, coaching, e-learning type businesses that are in a niche. And like, 129 00:11:23.920 --> 00:11:26.800 that's what I want people to associate. Now, they're not going to remember all the stuff that I just 130 00:11:26.800 --> 00:11:30.640 said. But if I can just, if they can just say like, he's a digital business builder, like he, 131 00:11:30.640 --> 00:11:34.800 or like digital business investor, right? Either of those things would be things that I would say, 132 00:11:34.800 --> 00:11:38.560 okay, that's a positive association. That's the type of association that I want people to make with 133 00:11:38.560 --> 00:11:44.160 my brand, right? And the thing is, is that if I can wait a longer time, which is why most people 134 00:11:44.160 --> 00:11:49.360 cannot do this and why I'm not saying you necessarily have to start branding day one. But if you can 135 00:11:49.360 --> 00:11:54.400 be cognizant of what the message that you were relaying in your content and in the advertising 136 00:11:54.400 --> 00:11:59.200 that you do, and I'm using advertising by the actual definition, which is to make known, right? 137 00:11:59.200 --> 00:12:03.040 When you, when you make your products and services known in the many ways that you do it, 138 00:12:03.040 --> 00:12:09.040 if you can reinforce the simple message in every single thing, people will begin as long as it's 139 00:12:09.040 --> 00:12:14.160 aligned with what's true to say the same things back to you. And that will reinforce the cycle of 140 00:12:14.160 --> 00:12:22.000 who you are in the marketplace and what you stand for. And so if branding is a higher ROI activity 141 00:12:22.000 --> 00:12:26.880 overall, I believe it is. And I think that there's the many massive companies that exist out there 142 00:12:26.880 --> 00:12:32.320 would be great testaments and evidence to that point is that they don't engage in direct response 143 00:12:32.320 --> 00:12:37.440 marketing for the most part or even at all. To the vast, like the vast majority of the time, 144 00:12:37.440 --> 00:12:41.920 they are talking much more about who they are and what they stand for, right? Why they do what they 145 00:12:41.920 --> 00:12:47.360 do, right? And then people then buy their products and service in accordance with their values. 146 00:12:47.360 --> 00:12:51.360 And they vote with their dollars about the things that they care about being the identity that they 147 00:12:51.360 --> 00:12:57.040 wish to associate with, right? And so I think that the reason Seth Godin started with direct response 148 00:12:57.040 --> 00:13:00.960 and then became and now talks exclusively about branding. The reason Simon Sandex started direct 149 00:13:00.960 --> 00:13:05.200 response and then talks way more about branding. The reason that I started in direct response and talk 150 00:13:05.200 --> 00:13:09.600 much more about branding stuff. Now, at least that's my belief in where I think it's because that's 151 00:13:09.600 --> 00:13:15.680 where you make more money just over a longer time horizon. And I think the reason that many 152 00:13:15.680 --> 00:13:18.880 direct response marketers burn out is because they don't like the brand that they are building for 153 00:13:18.880 --> 00:13:23.920 themselves, which is why most people leave the space over a long enough time horizon. And so 154 00:13:23.920 --> 00:13:28.000 that's why you don't see many, I'm not saying there aren't any, but the vast majority of direct 155 00:13:28.000 --> 00:13:32.560 response marketers tend to be younger. And one of the difficult things about this, and I was having 156 00:13:32.560 --> 00:13:37.600 a conversation with the friend about this, is that because it is such a young space, 157 00:13:38.880 --> 00:13:46.160 there are not many people who have old lessons. And so the predominant education that exists 158 00:13:46.160 --> 00:13:50.800 in the spaces, people who are new, the fact that someone can consider themselves a quote, 159 00:13:50.800 --> 00:13:55.600 OG in the internet marketing space after three years is laughable, right? It's laughable, 160 00:13:55.600 --> 00:14:00.880 hilarious, but it's true. In that space, it's very difficult to be an OG because most people burn 161 00:14:00.880 --> 00:14:07.040 out because their brand equity drops so much, right? And so if the only way that we can build very 162 00:14:07.040 --> 00:14:12.320 big things is doing them, the same thing over a long period of time, then it would create the 163 00:14:12.880 --> 00:14:16.960 the, I don't want to say obvious, but a natural conclusion that branding is the direction that more 164 00:14:16.960 --> 00:14:23.440 people end up going in once they have the ability to do so. And so if you can delay the ask, 165 00:14:23.440 --> 00:14:27.360 and you can have the resources, and you can have the patience to build something bigger, 166 00:14:27.360 --> 00:14:33.520 your goodwill will compound faster than your revenue will in a direct response marketing environment. 167 00:14:33.520 --> 00:14:39.200 And so this is the concept around give, give, give, rather than ask, give, give, give, comma, 168 00:14:39.280 --> 00:14:45.360 give, give, give, comma, give, give, give, get. And what's interesting is that I think most people 169 00:14:46.240 --> 00:14:51.040 in the prospects that are consuming your, your content and things like that, they are waiting for 170 00:14:51.040 --> 00:14:58.000 the other shoe to drop. They're waiting for you to make the ask. And so they have their guard up. 171 00:14:58.000 --> 00:15:03.680 But if you give, give, give, and then right when they're expecting you to ask, give again, 172 00:15:03.680 --> 00:15:07.920 and then again, and give even more, their guard begins to drop and then they start to think, 173 00:15:08.800 --> 00:15:15.200 man, this guy or this gal is awesome. I really like this person. And then something interesting 174 00:15:15.200 --> 00:15:19.040 happens, they start telling people about you because they don't believe that they're sacrificing 175 00:15:19.040 --> 00:15:25.600 their own brand equity by sharing your message. And so that is where the compounding effects of 176 00:15:25.600 --> 00:15:30.560 word of mouth start to take off. And so when I say that goodwill compounds faster than 177 00:15:30.560 --> 00:15:34.560 revenue, it's because in the traditional example, it would be give, give, ask, and this isn't me 178 00:15:34.560 --> 00:15:38.320 pooping area or anything like that. I mean, I think that very much at least establishing 179 00:15:38.320 --> 00:15:42.240 that cadence is useful for most people who are doing a direct response, at least give something 180 00:15:42.240 --> 00:15:47.520 before you ask, right? But if rather than asking, right, where you have to start over at zero 181 00:15:47.520 --> 00:15:51.360 because you build, you build equity, you build value in the relationship and then you're asking 182 00:15:51.360 --> 00:15:54.480 you back down to zero and then you build it and then you go back down to zero and then you basically 183 00:15:54.480 --> 00:15:59.920 always cap by the amount of value that you have in the relationship. That's the cap, right? 184 00:16:00.800 --> 00:16:05.760 But the alternative, if you were to look at this visually, would be give, give, give, give, give, 185 00:16:05.760 --> 00:16:09.760 give, give, give, and then it keeps going, the chart keeps going off. And then at a certain point, 186 00:16:09.760 --> 00:16:14.640 a certain percentage of that audience, because they have, they are reciprocal in nature type people, 187 00:16:15.520 --> 00:16:20.880 they will take steps towards you without you even asking simply because they believe so strongly 188 00:16:20.880 --> 00:16:25.280 in what you have and those the types of clients, right, that you want to be able to take on, 189 00:16:25.280 --> 00:16:29.040 it just takes patience to get there. But when you have those types of clients, they get better 190 00:16:29.040 --> 00:16:33.360 results, they pay bigger premiums and that also gives you implied scarcity within your products 191 00:16:33.360 --> 00:16:37.440 and services and you are always understanding your demand, which will essentially eliminate your 192 00:16:37.440 --> 00:16:44.000 bottleneck that you have in growing because you always have more demand than you can possibly handle 193 00:16:44.000 --> 00:16:49.200 and that is the benefit of building the brand over the long term rather than simply the, the, 194 00:16:49.200 --> 00:16:54.400 one, two punches in order to extract capital today. And so if you can delay the amount of time 195 00:16:54.480 --> 00:16:58.880 that you have between when you provide value and when you ask and ideally you never do, 196 00:16:58.880 --> 00:17:03.600 you simply allow the goodwill to continue to compound, allow the word of math to continue to grow, 197 00:17:03.600 --> 00:17:07.840 to the point where you start receiving money probably far, far further in the future than you 198 00:17:07.840 --> 00:17:13.040 are now and what you are accustomed to doing. But in that future state, you can then look at the 199 00:17:13.040 --> 00:17:17.520 minimal amount that you're spending, right, in order to distribute your message to advertise, 200 00:17:17.520 --> 00:17:22.240 right, to make known. And then you will see that you have significantly higher returns on your 201 00:17:22.240 --> 00:17:26.480 advertising efforts. It just took longer to get there. And so understanding that it's been 202 00:17:26.480 --> 00:17:31.280 branding in direct response and having a longer term perspective and looking at the OGs in the 203 00:17:31.280 --> 00:17:35.200 space or lack thereof, the people who have transitioned from direct response to branding, 204 00:17:35.200 --> 00:17:38.240 I think that there is a lot of lessons that we can take from it and this is just one of them 205 00:17:38.240 --> 00:17:42.000 that I wanted to share with you. And if you're new to the channel, Walk into Mosy Nation, 206 00:17:42.000 --> 00:17:44.720 I said this earlier, but our portfolio is about $85 million dollars a year. It's actually 207 00:17:44.720 --> 00:17:47.760 a little higher than that. I just tried to stay consistent, but I think it's probably over 100 now. 208 00:17:48.400 --> 00:17:54.720 But I make these videos because I struggled a lot coming up and I hope that the pain that I 209 00:17:54.720 --> 00:18:02.400 went through is not for nothing. And so that's why I make these videos. And yeah, so I just hope 210 00:18:02.400 --> 00:18:14.480 you like it. So anyways, keep being awesome and I'll see you guys in the next video. Bye!