5:18AM Sep 23, 2021
Alright, let's get this party started. Okay, one second. Yep. Here we go.
All right. Hey, I like to welcome you to another episode of mission matters. My name is Adam Torres, you can follow me on Instagram at ask Adam Torres. And if you'd like to apply to be a guest on the show, just head on over to mission matters, comm and click on Be our guest to apply. Alright, so today I have a Jay BAM on the line. And he's co founder and CEO of viral. Mj. Welcome to the show.
Yeah, thank you so much. Thanks for having me. Looking forward to having this conversation.
All right. So excited to get into viral and I mean, you just now closed a seed round, I understand that you're you're you're over subscribed, I mean, lots of big things going on there. So first off, just want to say Congrats. I mean, that's amazing. Yeah, thank
you. Thank you. It's, it's a hustle. And you know, with everything going on with COVID, I think we're just very lucky, very fortunate to have amazing investors, and being able to close around.
It's awesome. So we'll get further into that and what that looks like. But first, I'd like to start with our mission matters minute that we start all our shows with. So I say we at Mission matters. we amplify stories for entrepreneurs, executives and experts. So that's our mission here. I'd say what mission matters to you?
Yeah. So for us here at viral, we are helping brands and retailers increase revenue, and find new customers by leveraging authentic fan video content such as reviews, unboxing, videos, how to videos and more for insight, dimension and content marketing. So we are a fan, video commerce platforms that helps brands and retailers with fan discovery, insights, reading and ranking of their content, and then helps them license and leverage all the videos add to drive more commerce. And really, we help them drive more sales, conversion, engagement, and find new customers with All Things fan video. So think of us at a very high level as a Google for video. And we're also one of the very few companies in the world that can Google inside the video as well, to enable video commerce. So you know, we believe that the future of commerce is video, it will start with video, it will end with video, millions of customers are now starting their shopping journeys, with video on social media video on their phones, videos being shared by their friends, and video any commerce as well. So, you know, a brand like Nike or L'Oreal, they have millions of videos on YouTube, and Instagram and all these platforms, but really have no way to really harness all that content to drive more sales. So essentially, at viral, if someone made a great review about a Nike product on social media, we help these brands dig through millions of videos and find the top 10 reviews and that people are posting about their product and brand. And then help them read and rank all that content and licensed content for product marketing. So any brand, you know, if there was a great review, that will often happen be and be able to leverage and licensed that content. So that's really the ultimate mission we have here at viral is really to help brands and retailers grow revenue with All Things video. So you know, think of us at a very high level as a as a company that has trained machines to capture videos from multiple platforms, understand videos, and then help leverage videos for content marketing.
That's awesome. love bringing mission based entrepreneurs and executives on the show to share why they do what they do. And you're helping brands and we'll talk more definitely about the platform because I want to get in the weeds in this one because I think what you're doing is really, really it's really amazing. And it's it's pretty groundbreaking. So But first off, like how did you get on this path of being an entrepreneur and starting viral? Like how did you get started?
Yeah, so you know, I think I'm very fortunate to come from a very entrepreneurial family, my dad always said, you know, you got to own Intel not work for one, as an as in start a business. And so, you know, growing up, it was sort of, you know, we, you know, I always say that entrepreneurship is a disease that you can pass around. And it really came to me the value system for entrepreneurship and being an entrepreneur came from my parents. And so I'm very fortunate to have parents who support me in everything I do. But really beyond that, you know, my background is really, I've been selling shopping behavior for about 15 years now. So in my prior life before viral. And both the computer scientists and an MBA by background, I previously built a mobile shopping app company called motor media out of Boston. So we've built an app where you can scan and drag inside retail stores and supermarkets with your phone. So ended up having a successful exit with that we had raised venture capital money, I was the CTO and co founder for that company as well. We grew that company and then sold that company to Catalina marketing in 2009. And then after that, I went to work for Nokia, the phone company, will launch the app store in about 35 countries around the world. Wow, I study online and offline shopping behaviors. So after I left, Nokia, and it was acquired by Microsoft actually moved from Boston to Berkeley, California, and I joined UC Berkeley as a professor was teaching innovation and startups at Haas for a couple of years. And while I was there, I was already thinking about, you know, what's next. So, you know, once an entrepreneur, always an entrepreneur, want to get back into another doing solving another big problem. And so, you know, a couple of years ago, I began noticing that a lot of customers now, I started with video. So you know, everyone, including my niece, you know, anytime she wants something, you're 13 years old, she will literally send me a YouTube video saying, Hey, I'm cool, you know, wonders, right? So 85% of shoppers say that they watch videos before they shop. And the reason is, videos, increase brand trust by 28. And it reduces review fraud, because you can see the product, the person the emotions inside the video, right. And so ultimately, brands are now you know, COVID and COVID really changed the conversation around video, I mean, video is already growing 200%, year to year COVID, it grew 600%. So, and of course, tick tock was the big breakout platform during COVID. So every brand and retailer is now trying to figure out, you know how to leverage video and really authentic video content in their shopping journeys for their customers. And meanwhile, you know, during COVID, Amazon launched a new store, where they are where you can watch videos and buy products. So, you know, we believe that Amazon has already amassed or 250 million video reviews on the platform. So what's happening now is that, you know, customers are going to expect us on their shopping pages or the on the on the on on both the retailer websites, shopping sides, and also the brand websites as well. Right? So how do you really harness the power of video make sense of all this amount of amounts of massive data is really the problem that we're focusing on at baarle. And video is here to stay, if anything, we're seeing platform every year coming up. So you know, customers are posting videos now across 30 platforms in 89 languages, right. And as a brand or retailer, I don't have the time to really dig through millions of again, there's no way to hire human power. The videos, right, only machines will be able to systematize this and do this at scale. And this is where AI and machine learning comes in. This is really where my team comes in as well. I was very fortunate to meet my co founder, Dr. Barbara at UC Berkeley. She has a PhD in machine learning and AI from Berkeley. And she was a scientist at Intel research, analyzing video and text. So she quit her job. And the two of us started viral about four years ago now. And here we are, you know, our timing of our business couldn't be better. You know, as they always say, you know, it's you know, fundraising is one thing but but being at the right place at the right time with the massive opportunity is another thing. So I think we're just very fortunate that we're finally we've arrived at that opportunity with video.
Man, that's exciting. And and I can see it like when you talk about user behavior, and like the change in pattern and things like that. I think maybe once upon a time, I didn't start on video, but you're right now and I go to YouTube and I go to another platform now even on Amazon when you say like the video review, like if it has a video review, and if I can see it and I can push play and I can feel like I'm kind of can see myself using it. I'm more likely to use that product then one that doesn't have a video review. I can especially if it's a third party and it's somebody else that's done the video even more so like I just feel like I trust it more. I don't know why, like I could be the only one that does that. But I'm like, oh that guy he's just a regular person. He's using it or she's using it to like me, I even I personally tend to like those better than some other really polished like corporate ones. Because I'm like, okay, that's not in studio where this guy's in his garage like and
I think Adam, you've hit the nail right, which is, you know, Kim Kardashian is great for brand awareness. But at the end of the day, when you think of the last mile shopping journey, you know, you arrived, we search for a product, you arrived on the product page, what influences the conversion is what other customers like you that look like you are saying about the product and brand. And so that's really the goal of our platform is really to help brands and retailers Find those other 4000 fans who love the brand who are making amazing videos, they're talking about the, the brand. And so how do you find those top fans, and those are those last mile 4000 fans is really what we're focusing on. So we're focusing on building scale. So being able to provide millions of reviews for those 20 million product pages that Target or Walmart, or any of these big retailers have.
So I want to go through the kind of the user journey there and are the user experience and I guess there's two different sides to tackle that from obviously, there's the end user who is who is consuming the content and ideally making the purchase. And then the other side of that is the brand that may be working with viral or using the platform, maybe it's a it's a beauty brand, right? Or it's a CPG company or something else, and they're wanting to use viral. So which one do you want to start with for the user
journey, let me actually start with the brand journey. And then and then that will lead us into the customer journey as well. So today, what happens is, you know, customer buys a new car, buys a beauty product, or, or, or wears a dress, or by the way, as a fashion brand. They come home, they make videos, the videos are being posted on its own, they're sitting on their phone, or they're being on YouTube. And so what happens is, you know, for us at viral, we're able to scan the web, and we're able to find these videos. So So what makes us very unique and special here at viral is that we're able to help brands, you know, match millions of videos on YouTube, to the to their entire product catalog by product, category, brand, competitor, keyword and hashtag. And once we match the video to a product, we then go inside the video and we parse the audio, text and images to help brands and rate and rank all the content in nine dimensions. And so those dimensions are sentiment analysis of the audio scene analysis, indoor, outdoor 600, scenes and landmarks. We analyze the other demographic data, you know who's in the video by age, ethnicity and gender. Brand safety is one of the big concerns for brands, they want to make sure that there's no nudity or profanity or minors in the video. And so we scan that we also flag the video if there's any brand safety issues, and we track all the engagement that's happening around the video as well. And so we and so essentially and keywords, and all of that. So essentially, we're helping brands rate and rank all their top content in multiple dimensions. And then they can find all the top 10 reviews for their product. And then after we captured the video, we also capture the email address of the Creator as well from their channel. And then so brands can reach out to them to license their content. And also to run invite them to their marketing campaigns. Perhaps your product shout out for a new product lines that they're doing with their top fans, or perhaps capture review that they're missing right now on on social media. Yeah, perhaps do a video contest, I have a fun contest around Christmas holidays when you're, you know, either your Christmas gear or during Halloween, you know, really decorating your face with a beauty product or a certain kind of lipstick, and more. So essentially, we're able to help brands find this authentic content by helping with by analyzing the video and these nine dimensions. And so really, the key to video commerce is video search in video search. And that's the problem we have solved. So I'll give you an example. Let's say you and I are both buying electronics headset product. Okay? And you're particularly interested in the sound quality of the product I'm particularly interested in in the color and the design and the shape of the of the headset, right or the other comfort, right? Yeah, with viral both the brands and the customers can search inside the video so you can literally search and say I'm looking you know, you can type the word comfort. Or you can you can you can type the word sound quality, and take you inside the video where this feature is being discussed. So both you as a brand don't have to watch the entire video Wow, we can instantly decide whether you're interested in leveraging this video for commerce. On the customer side. We're building tools. So this actually gets into your second part of the question, which is we're now launching a Shopify app, we're putting a budget up a visit essentially is a is a is going to be a place where we can showcase video reviews. There are three problems we solve for for for brands and for customers with with our widget or for Shopify. First, we're able to do offer in video search. So if there are 20 reviews on the page, you can instantly find inside the video what you're looking for and make your purchase decision. And this is very important for brands right at the end of the day. They care about helping customers make their informed purchase decisions. The second is personalization. So if I know that, uh, that Adam, you know who is 25 years old male is visiting the website, I can watch a video that features will look someone who looks like you.
And, and and personalization is also the holy grail, right? I mean, at the end of the day, people want to see people like them buying the product, right? And then finally, the third component of this is really the Google SEO, right? I mean, a lot of us arrive or start shopping journeys, either on the search engine on Google, or, or we start on a search engine on the homepage for Amazon retailers or brand websites, right. So how can we lead with video, right? So essentially, for search engines we're adding when Google indexes a page, yeah, anytime it hits a video on the page, it doesn't know what's inside the video. So with viral we're able to add the transcript, we're adding all the AI tags inside the video. So for the first time, Google will now know what's inside the video. So they can put the best top reviews unboxing videos in the Google search results, right? Or if you're browsing a product on the homepage, we can help put the best videos on your homepage that can start to drive more engagement and conversion, right? What's interesting about video is at the moment that video is playing in front of you in front of your eyes, your eyes will automatically your brain is going to go towards moving images. Right. It's how our minds I guess, in general, right. So yeah, so we're so helping solve both the problems right on the brand side, it's insights licensing and and yeah, the marketing. On the customer side, we're actually brands are enabling we're viral. A tool where customers can can make their shopping decisions. Yeah, he is we have integrated with QR codes to QR codes is another big insight, I would say that as your clothes have really taken off during cooling. So you know, we customer can scan a QR code on the packaging, and launch the videos, right? With viral and and also we have embedded QR codes on the widget as well, on the on the on the product page. So as you're watching the videos, you can even share that QR code with your friends so they can see it and open the shopping experience.
And so just to make sure I'm understanding this, right, because you've used this term many times, and so you're you're looking at past possibly millions of videos for a particular brand. So and even just like if we think about like one of the big problems you solved. And that's just the authenticity and just making sure that the brand is getting an ROI on their investment. Well, if you're looking through millions of videos, so if you think about like the old school way that this would have been done prior to viral, you might call up an agency, maybe an agency that represents a certain amount of influencers or something else. So you might have your marketing team, do some research and do their own search and see if they can see who's the best influencer out there that maybe matches their product. Or you might an influencer might come on your radar. And you might contact them even though they've never reviewed your product, or they don't know anything about you, but they have a niche audience that maybe matches your brand. All of those seem to me secondary to getting somebody that's already using your product that's already authentically making videos that's already like even the micro influencers. It's not just how many people you might not need somebody with millions of followers, it might be somebody with 100,000 real followers that might move your brand in like then I've heard I just happen to know because I'm in the media business. I've heard people working with one influencer with 10,000 followers, and they generated over half a million dollars in revenue for their company, one influencer with 10,000 it was a higher dollar product. And it was in a certain space that you know, justified that kind of revenue. But the point is that influencer has been has earned the trust of those followers for years to find that particular person without having like, they got lucky. They got lucky on there's like literally he said, the person that I'm talking about said yeah, he just came up on my feed one day, I got lucky because I was searching for it. And then I saw that it was real. I liked the content, I followed it. Like Who has time for that, when you're looking at millions of videos, you can't just get lucky. Like you need something like viral to systematize it so that you can make this a legitimate part of your overall brand strategy. Invest in it grow systematically and plan for future growth. Like you can't just be getting lucky on I found this person or I know a guy or I know somebody that knows a guy or we're gonna invent somebody and have them that's already got a following and have them see if they I mean all of those are seem to be pretty risky propositions compared to what you're proposing.
Yeah. So you know, essentially, influence of followers only only it only goes so far right? Yeah, you're not buying a product because an influencer simply as follows. You're buying the product because it's Once actually said something positive or negative about the product, yeah, inside the inside the video, right. So when you start thinking about the quality of the content, you know, there are millions of reviews that are sitting on YouTube that just never got promoted. Because the person who made the video they've uploaded the video, but they never cared to promote the video, but the video itself is extremely useful. Yeah, for shoppers to make their purchase decision. And so that's really the holy grail, right? How do you find all this content that micro influencers? posting? And how do you really leverage all that content at scale, is really what we're focusing on here at blue arrow. So we our customers, really the, the head of digital marketing, so people at the brand market usually use our product, and benefit from our product, or really the social teams, the insights teams, and the content marketing teams, at brands and retailers. And so essentially, you know, our, our goal is to help them continuously find all the top content that people are posting, right. I mean, you know, if you if you look at some of the some of our top categories, like beauty and fashion, you know, there's a company like Revlon is, is adding almost 20 to 50 skews every week. Wow. So it could be different colors of the product, or it could be a new packaging, or for a lipstick, and so on. Right? So the bottom line is for every ecommerce site, reviews, drive comments, right? In fact, people will not buy if there are no reviews, or unboxing videos or reviews anymore, right? Because reviews build the trust, they add the brand trust, and tax reviews have now been around for a while. But tax reviews, in my opinion are very old, they're archaic. You literally don't even know the person actually had the product. And they're filled by bots. So video has now become the way for brands to have conversations with their customers. And that's really what we're driving with here at viral is, is how do you really engage the customer? in a number of different ways, right? And of course, you know, we're focusing on a lot of video content, we can also process you know, even live video content as well after after the live video ads, right. So essentially, what we do is we make both the branded videos and the fan videos searchable and useful. Right, so So today, even some of the big brands have a 1000s of videos that they themselves created, right for their products. And the problem is, you know, if the video is long, the customer is not going to watch that video. I mean, I mean, really the key to again, the key to video conferences, making video searchable and keeping it short. Right? There is there's a reason why Tick Tock has taken off is the videos are less than 30 seconds to literally grab your attention before you lose it right. Yeah. And so with our platform, we not only help brands make their content useful, we can push branded videos to the widget in front of the customer, we can make all their content searchable. And we can also as we as they capture and license fan content, we also make that useful as well. So today, what we have done is we have integrated with three different platforms.
social media platforms like YouTube, you by the way has the most video content, but it has more video reviews, and product videos and everything that Instagram and Tiktok combined. And it has more video even more video content than these two platforms combined. Of course, because it's has been around for a long time. we've integrated with e commerce such as Shopify so we can capture videos after purchases made. And we can also influence the shopping behavior on on the Shopify store. And then we've also integrated with platforms like Dropbox, we can capture videos directly from customers, by customers sharing their Dropbox link. So So we really don't host any videos the customer we are, the customer still owns and owns the right to that video, we simply acquire the right on behalf. We help brands acquire the rights to use that video for content marketing. And the beauty here is we're solving a big problem for everyone. Right? As a shopper, I want the right I want to see the right videos. Yeah, if I'm making a video I want people not to steal my video I want to I want to be rewarded or course you can give creators rewards, you know, either cash or non cash rewards. And for brands and retailers they're interested in having a continuous supply of content and promote on on their ecommerce pages on social and for all the brands for their brand strategy. Right. So we really are have solved this problem is this trifecta. The shoppers, the creators in the and the retailers and brands.
Yeah, and so that I mean the best thing we have now or at least that I see for searches really when some some YouTube creators, they put very Detailed minutes going down the line. But other than that it's not searchable. Like I can't go in there. I can't search, I can't get that exact function. So like this the search part of it, I mean, that's like, that's a game changer to me. It's like, Oh, I can search, it's done and takes me to the right spot, there might be one or two, and then boom, like, I get my information I can go, like, that's a big deal.
Yeah. And you know, for us, again, as I mentioned before, it's more than just searching title and title and description, right? We're actually searching inside the video, we're searching audio track, we're searching the image track, right? We're sourcing the text, the transcript, we're searching a number of different features of what's inside the video,
man. And then another part that you brought up is the, you're solving a lot of problems for the creator side of things. So some people spend like you can't you come across a video and you're like, Man, this is amazing. This took a lot of time. And like you respect that you put a comment on a do other things like that. And then you see it and you're like man, like this person put heart into this. And then you see, and it doesn't have maybe the ranking you would hope it would, you're like I had to get to go how long to look for this. Whereas something like that could potentially be like at the forefront for the quality. So now, it's rewarding the creators, possibly if they if the brand does end up aligning with them, number one, but number two, we're just going to get better content.
Yeah, and honestly, like, that also matters is competitor insights as well right on both the creators and fans and everything. So not only are we brands can track their data on their videos, but they can also drag competitor fan videos and insights as well. Right. And so essentially, well,
that's good, I need to think that.
Yeah, and and, you know, if you have many customers, they've leveraged a competitor data, to up their messaging to understand what they have, what competitors have, and what they don't have, when it comes to video content, understanding the voice the share of their video wise on on social media, and then also understanding engagement. And then finally, we're able to generate sentiment and keywords on how people expressing about your product and brand. So some of our customers have also find some new insights. For example, a big CPG brand cheese brand that came to us found some new core relationship between ingredients diets, and demographic data during cobit. Right, which they had previously not considered. And they're now using all this data for for new product development. Right? So it's so rich, right? There's so much data out there with video. And really, how do you harness that data? is really what we're for. And we focus on Commerce, primarily. We don't do everything, everything, and we're focusing on how can we help brands, understand their customers, understand their fans, and then engage with them and do more?
Wow, that's amazing, as a great example, like that data then allowed them to create new products that people would care about from them. Like that's a big deal. Like, what's the what's the value of that? Right?
Yep, yeah, absolutely. And again, you know, who I mean, how do you source and dig through millions of videos, right?
still blows my mind, you're saying millions. I mean, I still am trying to wrap my head around that I understand. But it's still it's
our goal is to get you know, in a couple of years to billions, right. And that's what become a very successful big company. And that's really the vision, like our vision is to influence the entire shopping journey. For the customer with video, the moment they type the product name in the search box, and you actually landing on the homepage, the product page, the shopping cart, and then post purchase. It's awesome.
So So speaking of growing and growing the company, I do want to circle back to where we started, which was, you just closed the round. Congratulations, you know, closing a seed round. Not an easy thing to do. I believe you're oversubscribed, even at the moment. I mean, tell me a little bit more about that.
Yeah, absolutely. So, you know, we have just last Friday, we closed a $2 million seed round from from investors. And we're very proud of who our investors are everyone from the head of engineering at Google Shopping invested in the company to the SVP of engineering at e commerce at Salesforce Marketing Cloud, invest in the company, to the CTO of Airbnb, the head of AI at Pinterest, invest in the company, the head of engineering at Amazon at Microsoft. And so you know, so it's who's of who have angel investors. And then also we have some great VC funds as well such as no Miss ventures out of New York and nurture ventures, gain jewels, and a couple of other both micro VC and and cch funds as well. We've invested in the company. So we're just beyond thrilled that we have the right kind of investors who will really help us you know, open up there, you know, the money is going to come But it's really the network, right? What really matters. So you know, at this stage, you know, we're now with the money that we have just raised our hiring as well. So, you know, just want to give a quick shout out to where we have a couple of open positions director of engineering sales reps and during manager as well, on our website. So this money is going towards hiring Tommen could do to build the infrastructure to analyze millions and billions of videos as we go along. And really to build a really an awesome product and to spend some money on sales and marketing as well. So we've raised on a convertible note, and also just happy to share that, you know, we're keeping the round open for a little bit for another four weeks. So I already know we're going to be oversubscribed. And because we have 10 other investors who have lined up now to invest in the company, so if your focus is ecommerce or video excites you, you know, please connect with me. I know it's still around, it's a low open. And we're happy to connect with you have more conversations, and have you as an investor.
Oh, man, this is this is great. I mean, I love it. And I and at the end of the show, of course give you an opportunity to leave contact information. And we'll definitely put that in the show notes as well. So I mean, lot going on, you're still you're still standing look good. Everything set close the seed round. I mean, that's awesome. You're on a roll. What's next? I mean, what's next for you? What's next for viral? What's next for everything?
Yeah, so you know, for us, it really at this point, it's really growth, growth and growth. And that means a number of different things. You know, one is, you know, we need to get to we want to get to certain milestones with with revenue. We're already generating revenue, we have over 50 brand and retail customers. And some of our customers include, you know, companies like Google, Android, Revlon, Porsche, airasia, sargento, a number of different agencies as well, that we're working with. And And so yeah, so we're growing, right. So So, of course, the number one thing is, is revenue. And then how do you do that? The second is really, you know, hiring talent as well, you know, this is, it's always a team effort. So today, we have a team of 15, I'm very proud to say it's a very diverse team, half of the team is is, including the engine team is women. So we are very diverse, we have seven ethnicities, and 20 languages on the team. Wow, we want to continue to expand that we have a very strong culture and value system in our company. It's very horizontal, as well, everyone talks to everyone. You know, at the end of the day, I want to I'm interested in not just having a great viral employees, I'm interested in having great world citizen, you know, I want everyone who worked with enter the company to be very proud of working with viral and the standard that we have set here. I you know, we have an amazing culture. And I love that like so, you know, we're hiring. So we're looking for, you know, experts to help us with on the both on the sales and marketing side, and also on the, on the engineering side, as well. And, yeah, and really continue to build the infrastructure as well, to continue to grow the company. So hopefully, in another 10 to 12 months, you know, we'll raise a series a round, you know, when we're ready, really ready to ramp up the rocket ship, and really go from there. So yeah, so, you know, I'm also looking for, you know, if someone is listening here and is a CMO or head of digital marketing at a brand or retailer agency would love the opportunity to connect with you as well. So please reach out. And my email address is, it's a firstname.lastname@example.org. So it's a j, EY, a j for letters, act. Wireless VI, vi, r. i, l l.com. So it's it's a play on the word of morality videos go viral. So you know, there's the closest we could come to dome getting the domain name, which is borrow again, I'll spell it it's borrow v VI, ri Ll calm.
Yeah, thank you. That's awesome. Yeah, no, I'm excited to watch you watch the growth of the company. Watch the journey and I just have to say again, awesome having you on the show today if somebody wants to learn more about the platform, we're also going to put the show notes in the show notes we'll make sure that we have all this spelled out the correct way viral and and in the also the the website all that other good stuff because we definitely want people to go check out the platform, check out what you're doing. I think it's awesome. It's it really is a game changer like search in the video. I mean, I have a whole laundry list of reasons why viral makes sense. And obviously, you do too, because you got a lot of investors that have hopped on board and are ready to get on this rocket shipping go. So I'm excited to watch you continue to grow and happy to bring this to my audience. So first off, thank you for coming on the show. To the audience, as always, thank you for tuning in. Hope you got a lot of value out of this. Hope you hope you learned a lot. If you did, don't forget, especially if you're a first time visitor or listener, hit that subscribe button, we definitely want you to be a return visitor. I'm have many more mission based entrepreneurs and businesses coming up and we don't want you to miss anything there. And I say again, it really has been a pleasure and congrats on all the success.
Thank you. Thanks so much for having me and great opportunity to speak with you and thank you so much.
All right, so we'll cut there. Come on, man. Yeah, you've done