Achieve 3X MORE Email Flow Revenue with THIS Tool

Achieve 3X MORE Email Flow Revenue with THIS Tool Speaker 1: Welcome back to Chew on This. Today we have a really special episode with the founder and CEO of Instant. At 17 years old, he actually started creating a tool that is used by your favorite brands today that's driving multi-million dollars of revenue for brands, but also a business that's raised over 30 million dollars in venture capital because it's a tool that's actually working the way it's intended to. Today we have Liam here who's going to be talking about what Instant does, why it was created, and why you need to add it to your store today. Liam, first of all, thank you so much for making time to come on here, gracing your presence. I know you've been on a little bit of a world tour and traveling as you're growing the U.S. side of the business, but for the few people who may not know you, give them a little bit about your background. What's Instant? What have you been building? Give a little bit of your background. Speaker 2: Yeah, thanks for having me on. I feel like this is a long time coming. You've been a big supporter of the podcast and obviously your incredible guests. I'm one of the co-founders and CEO at Instant. We work with brands to help them with their retention marketing, bringing their lost shoppers back to convert and ultimately significantly increasing their revenue in the process. I think that kind of wrapping all of that together, I started the company when I was 17, based in Australia. You know, we've raised significant amounts of venture capital since then, over 30 mil. And we work with, you know, over 500 brands in Australia and that again in the US. And I think that the most exciting thing is just seeing the significant impact that we have on so many of these brands and the revenue we drive. So yeah, excited to get into it. Speaker 1: Before we get started, a quick word about today's sponsor, Instant. As a brand, you know you're spending real money to drive traffic to your site. Problem is, 90% of the traffic is anonymous. You don't know who they are, and once they leave, it's pretty much impossible to get them back. That's where Instant comes in. It identifies up to 10 times more of those lost shoppers, so you can send more abandonment emails, build stronger retargeting audiences, and actually win back that lost revenue. Liquid IV, 3rd Love, Truly Beauty, these massive brands use Instant to get an average ROI of 21.7X and Instant guarantees you a 4X ROI for your money back. That's right, 4X ROI. With the start of Q4, there's no time to waste. Triple your email sales and lock in smarter retention today. Just go to instant.one slash chew to claim 50% off your first 60 days before this offer expires. That's instant.one slash chew. Now, let's get back to the episode. You're super humble because some of the brands on Instant are brands like Liquid IV, Third Love, Truly Beauty, TRX, Scotch and Soda, Garrett Popcorn. These are brands that have revolutionized their industries. They've been around for many years. Just touch a little bit on, at the end of the day, There's a lot of different tooling, a lot of different things that us as brands can use to increase our revenue significantly. Some of those tools actually do it, some of the tools don't, but clearly with the momentum you guys have gained, with just the amount of brands that have onboarded, stuck around and continue to be on the journey with what you guys are creating, There is obviously a high amount of intention of why you created this, right? So take me back a little bit to that beginning of, you know, as a 17-year-old when everyone else was probably trying to get ready for the next party in college, like you were there saying, hey, I'm going to create this tool that's going to have, you know, an extremely high intention of, you know, We're creating a lot of benefit for brands like us. By the way, we're onboarding with you guys next week. Tell us a little bit about where did that stem from? Speaker 2: I was definitely still gearing up for the next party, but I was also starting to build a company at the same time. Backstory of Instant. Is that both my parents, my sister and I, we went traveling around the world for four years. We traveled everywhere. We caravanned around Australia for a year of that. And when I was probably like 13, 14, I remember Just wanting to start making my own pocket money. And my mom said, you don't get something for nothing in life and you need to, you know, if you want to go and make your own money, you need to go and work for it. And I couldn't just go and get a job at McDonald's or something like that because we were traveling. And so I started a travel blog where I was sharing our travels on social media, started to work with travel destinations, etc. and started to make some cash. Then I launched a travel magazine which was called Navigate Australia and it was a free digital travel magazine focused on everything caravan, camping, travel related in Australia and it grew to 50,000 readers in around 12 months. I think we partnered with like 190 councils and tourism brands across that period and I was 16, 17 by this point. I fast-tracked my high schooling to finish high school when I was 16 and then COVID hit and everyone stopped traveling, the magazine died, all of the advertisers went and I went to college and studied business and marketing. And one of our marketing assignments, our lecturer, she made us start a Shopify store, dropshipping products from China, advertising them on Facebook ads and see if we could use like our newfound marketing skills to generate revenue. And I chose to do pet beds, pet products, and everyone was buying dogs and cats in COVID. And so this store went from being a side hustle university project to actually generating revenue And so that's how I got into the world of e-com. And our first product, I noticed that a lot of people were landing on our site and this website and not completing the purchase at the point that they needed to fill out their personal information. And our first product that we built was actually called Instant Checkout, which was a direct competitor to ShopPay. And we grew that product to over 100 brands in our first six months. We raised venture capital, we grew it to a million dollars in revenue, and it was really successful. But Shopify was always going to win that landscape. But what we built with that product was being able to remember your shopper every single time they came back to your website. And so we then thought, well, why don't we use that ability to remember a shopper every time they come back to your website? But instead of doing that for checkout, we brought it into the marketing side of things And we then enabled a marketing manager and an e-commerce business from the marketing perspective to retarget their lost shoppers after they've left their website. So that's kind of the back story on Instant. We've, you know, obviously we've grown significantly since then, like you said, working with some pretty incredible brands. And, you know, the brands that we have the ability to work with today, I think to answer your question around why do they stick around? It's because I think for us, two things, we drive significant revenue in a very turnkey way. I think that's very key for a lot of solutions today where you look at so many of these platforms and it still takes significant human investment, long onboarding process, complicated pricing, etc. And then the other thing is I think so many tech companies just don't invest in product and engineering. They have huge sales teams and they're always in your email inbox. When you really kind of uncover the surface, underneath there's just very little product and engineering investment. And for us, we tripled our product and engineering team just in Q1 alone this year, again in Q2. And so we really care about building a product that is incredible. Speaker 1: No, I love that. You know, at the ethos of what you mentioned, right, is like this idea of people come to your website and they don't take the favorable action you want. It may be filling out the opt-in pop-up. It might be, you know, checking out and converting. Whatever is the hopeful objective There's a lot of people not doing it. It's why you look at conversion rates being, you know, sub 5% and people still being okay with that, right? But then there's this pool of like 95% of people that are like, you know, not giving you their email, not giving you their information, but yet you paid. For the traffic to get there, right? You spend a lot of money on ads, you spend a lot of money on the traffic sources that you did for these people to come there, only to leave you with literally nothing, right? And I think at the core of that, that is a problem, right? It is like, you know, why are brands, why are we so okay with that, right? I think the way you guys always positioned it so well is like, don't be okay with it and here's that solution. Speaker 2: I think the reality is that so many brands If you look at their marketing strategy across the year, everyone is so focused on how to drive more traffic to their website. Influences, you know, cool campaigns, new products, etc. And then maybe like tier two, they focus on, all right, we're going to go through another refresh of our product page to make sure that converts and we're going to implement another payment solution and another buy now pay later. But they completely forget, what about all the people that have landed there and still leave without converting? Almost nobody focuses on it. Speaker 1: You know, and I think the one thing that always comes up in people's mind, right? And, you know, put like compliance and all that stuff aside because you guys are a large enough company. I think you guys are very focused on making sure that everything is done correctly. But more importantly, the question that comes up, right? And I talk to brands about this all the time. And sometimes I'm wondering why they think this way, but people do. It's like, wait, if I don't have their information, I don't want to contact them, right? I don't feel comfortable with this and that. And the truth is, I don't even think we all know as shoppers anymore where we're leaving information or not. It's almost like the way I look at it, and many of the other brands that are even customers of yours or understand the how the product works is like, at the end of the day, you're coming to a website with intention to probably consider this product, and if you're going to make my life a little bit easier by reminding me or letting me know that, hey, it's still there, but not, and not kind of let me just say, hey, if you didn't give me your email address, you can't get that reminder. I feel like that's carving out a huge gap and then filling in the gap rather than looking at it as like, Oh, you didn't give me anything? Great. Well, see you later, maybe never. What's your thoughts on when people question that? Speaker 2: Yeah, it's very interesting because in Instance case, we've always taken the approach of only really ever letting a brand retarget their opted-in shoppers. And what this means is Today I would explain it as Safari, Chrome, etc. have short-term memory loss. They forget who your shopper is after 24 hours, 48 hours. So even if this shopper has filled in a pop-up, they've completed purchase, you know, they're returning to your website, you have absolutely no idea who they are. And they might be your most loyal customer or a second-time shopper or maybe they've just filled out a pop-up form. You're forgetting who they are. And so sure, you're able to send email campaigns to them because they've opted in and they've subscribed. However, what most brands forget about is that you're not able to actually trigger a flow or a retargeting flow in many occasions. And if you look at last Black Friday, Cyber Monday, retention flows were 30% to 50% of most brands' revenue. However, majority of brands just don't focus on Actually figuring out how to indefinitely remember who their shoppers are that are landing on their website. And so I would say that it's a huge unlock from my perspective, whether it's instant or not or another solution in market. From my perspective, it's a huge unlock of revenue that's already waiting for you because you're already spending significant cash on getting these shoppers to your website in the first place. So you may as well just focus on how to convert more of them. And so it actually decreases things like your, or increases, I should say, your return on ad spend, for example, because now all of a sudden you're converting more of the people that are coming from ads. It's skyrocketing your email revenue for A channel that just hasn't seen growth forever from shoppers that are already landing on your website in the first place. So I'd say it's a pretty huge unlock for minimal effort. Speaker 1: You touched on BFCM and we're right around the corner here. Speaker 2: Of course. Speaker 1: What's the number one blind spot that you see in retention that a brand could fix this week or next week? Obviously in collaboration with even using something like Instant, like what is kind of those things that you see at a brand and you're like, oh my god, this is just like this massive gaping hole that many of us just kind of ignore. Speaker 2: Yeah, I was actually speaking on stage about this yesterday and I kind of referenced a recent case study or I guess study that Klaviyo did. They looked at 167,000 of their customers and it showed that brands that focus on list growth between Q1 and Q3 saw significantly higher conversion in Q4 across Black Friday, Cyber Monday compared to most brands That all of a sudden focus on list growth and their email strategy in Q4. It's like a last minute, holy shit, what are we doing? Whoa, whoa, whoa, what are we doing? We've got this sale launching tomorrow. Has anyone actually thought about email? And last year that drove 40% of our revenue and we haven't even thought about it. And so I think looking at that, now is the time to invest in email, but more particularly invest in how do you capture more shoppers' information that are landing on your website. I would say one of the biggest unlocks has been something called predictive opt-in. So step one is getting these people to your website. Step two is actually figuring out how to capture more of these email addresses in the first place. And step three is something like instant, where we extend the life of that cookie forever. But predictive opt-in basically enables you as a brand to capture more email addresses by showing a pop-up on your website based on shopper behavior. And so today you land on most people's websites or most brands' websites and you get that annoying pop-up immediately, right? And everyone clicks X before it's even loaded and like Get it get it away. Yeah Where is showing a pop-up based on a shopper's behavior? So e.g. Showing a pop-up when they're when they've added an item to their cart Maybe they've added the second item to their cart, but now it's like oh are they gonna purchase or are they gonna leave? All right, let's show them a 10% discount now and We've seen email address capture skyrocket like 50%, 60%, 70% by showing a pop-up at the right moment based on behavior. That's a really simple thing as an example. Speaker 1: It's incredible. Speaker 2: Because we're pretty close now. Speaker 1: Yeah, we are. And in terms of when you look at how brands are able to capitalize on this, is there anything you can talk about in terms of, and maybe there isn't here, so it's okay if there isn't, but is there anything about that cohort of people that is just different from the usual customers? The fact that maybe you're able to get some of these people Across the pond a little bit better or more efficiently and with more intention, have you seen certain elements of quality come out of that customer or like a better LTV or AOV because you're being more intentional with the timing of how you're planning certain things? Is there any characteristics you've seen to be able to look at that cohort of customers? Speaker 2: Absolutely, and I think in our space with particularly tools like Instant is to really be I guess careful with the type of data that you collect on a shopper. That's right. You don't want data that's purchased or farmed because it just ends up your spam rates significantly skyrocket, deliveries go down, and it just actually nets out being pretty poor performance. And so it's really important that the information that you do collect and the shoppers that you are remembering on your website are opted-in on your specific website and actually want to hear from you. And so I think that with Instant particularly and things like Predictive Opt-in, like you've mentioned, they're intentional shoppers, like they've landed on your specific website, they've shopped around, they've shown interest. And so when they do receive an email from you or an SMS, they're expecting to receive it. And kind of similar to what you said before, it's almost like a reminder in so many ways. Where we're kind of going the step further with this is more, you know, today there's huge push on AI, right? We started with audiences and helping a brand to remember their shopper indefinitely. Whereas now we can start to craft the email based on what we think that shopper is most likely to resonate with as well. So we're not only sending the email to the right person at the right time, but we're also crafting email flows on a unique basis as well. So every shopper receives a different email. No two shoppers receive the same email. So we're really excited about that as well. Speaker 1: Quick break to talk more about today's sponsor, Instant. Are your abandonment flows making at least 20% of your site's revenue? If not, you're in trouble. Most retention tools have bad short-term memory and even worse opt-in rates. If you don't catch an email opt-in within hours, that date is gone forever. So why pay for someone to be on your list if your abandoned emails never fire when they come back? Instant fixes that. It captures those emails, remembers them forever, and then sends shoppers the exact messages They need to come back and buy. It takes minutes to go live, there are no contracts, and they even have a 4X ROI guaranteed. Or simply, your money back. Try it now at instant.one slash Chew and receive 50% off your first 60 days for a limited time only. That's instant.one slash Chew. Now, let's get back to the episode. So many things I feel like as us e-com founders and brand owners and operators, there's so many things that when we talk about it in logic, everything makes sense. It's like, why do we, even when we do a welcome email, right? We don't even think about sometimes what that person saw or clicked on in terms of coming to the website. The welcome email sometimes is showing them products that They don't even know we offer, right? It's like, why isn't it personalized to the flow or even like your post-purchase email, right? Like, we do these like, thank you for your purchase and here's something about the brand rather than like, thank you for your purchase of the Obvi Fat Burner, here's some things to know about this product, here's what you should get excited about, gonna be shipping in this month. Like, this hyper-personalization world feels like it's getting closer to being something that is something that we can all probably Adopt and then also integrate quickly now. How much of that do you believe a brand should start focusing on today versus like, you know, it's still getting to a point where we're understanding incrementality still, if it's really going to create impact. What's your thoughts on that? Speaker 2: Yeah, I mean, I think that there's a lot of debate behind things like, when it comes to AI, things like image generation, for example, where, you know, there's some tools that are absolutely incredible and some prompts work really, really well, and then other times it just ends up a disaster. Whereas, I think that, particularly in more recent months, for things like email, It's, you know, taken absolutely leaps and bounds and is in a very strong position now to significantly drive performance for your brand. I mean, starting from the top is just copy generation. I don't know why, particularly now in more recent months, there's no reason why two shoppers should receive the same email one. But more importantly, today if you look at most retention emails, It's the same thing. Hi Liam, saw you abandon your car, come back for 10% off. It doesn't include, you know, none of the copy includes anything about the product that you viewed. It doesn't include anything about the fact that you've got free shipping on offer across your website. It doesn't include anything about the free gift that you have available. And it's probably got some outdated branding that your agency put together forever ago. And so With AI Now, you can craft an email that all of the copy in the email references the product that the shopper viewed. The subject line of the email includes emojis, is consistently experimenting, A-B testing. Every subject line is different. It includes the name of the product. It includes offers. All the way through to things like smart coupon codes, for example, where it's never been possible before for every shopper to receive a different coupon code based on how they interacted with your website, but also their past purchasing history. Whereas now you can do that. You can set a minimum order value and a maximum percentage, and you can let the AI do everything in between. And that's skyrocketing conversion. So I think brands like we're working with, like 3rdLove and Liquid IV, etc. The reason why they're so successful with Insta is because those teams just experiment with so many different things. And it's no longer really a fact if it does this work or not. For example, Smart Send Time, it's never been possible for A brand to trigger an email. Classically a brand will trigger an email two hours after a shopper abandons their cart. Whereas now you can send an email using optimized send time to trigger an email when that shopper is most likely to convert. So sending an email to Liam at 9 p.m. at night when he's lying in bed versus sending it to him at 10 a.m. in the day increases conversion. And you can see that increases conversion by 26% for July luggage. So it's no longer really a question of does this work or not like it's very clear that it does yeah What extent you're willing to go to get? Yeah, I mean we work with many brands that in previously not using AI and audiences to increase their shopper identification, they generated what they used to generate in three months, we now generate them in 30 days with email. Like they've unlocked another two months out of every three of revenue, which is wild. Speaker 1: Insane. It's so powerful because like you said, there's so many AI tools and there's so many utility points of AI and whatnot, but I think when it comes to your guys' suite of features and product sets, you truly understand how it's being used to actually create a lot of impact rather than Being used to potentially free up some time that you don't really know if it's good I feel like that's a lot of tools, right? Speaker 2: It's just like freeing up time time time and doesn't actually drive revenue for the business And we're also on the approach of all right. We actually are not just we're not hardcore sales like you will Basically never receive an email from us called in your email inbox. Sure, you might hear us speak at an event or on this podcast, but we just rely on case studies to prove the product. Because we just drive significant revenue and majority of our revenue growth just comes from word-of-mouth. One founder mentioning it to another founder, they mention it to another too. And everyone just has this, whoa, we're not using instant. Speaker 1: Speaking of case studies, I think you guys have one really good one where it's a Karen Kane broke 1.5 million in incremental revenue and I think it was just in like what four months. First of all, how do you get such a large brand to trust and come on and like beta out and work with a product that is a little bit early and then also drive that much level of success? There's got to be also this element of like Wow, this is one. Is it too good to be true? But then you see it and it's like, no, this is happening. Tell us the experience of working with a brand that size and do you see similar results also happening on a brand half the size? Speaker 2: Absolutely. I mean, Karen Kane is a perfect example of what I just mentioned, where they came to us. And so we have these huge brands that come to us because they've heard about us somewhere, generally from another founder, and they just feel like they're missing out. We're able to get these brands I would say mostly because it's so easy to give instantly go like Karen Kane for even a brand that size they went live within 24 hours. And so the setup process and actually just proving the results is really simple. But more importantly whenever I'm speaking to brands I feel like a lot of SaaS companies and SaaS tools, you're always talking about hypotheticals. It's like, oh, we're going to drive this percentage increase or this dollar revenue and everything sounds too true. But because we're able to go live so quickly, it's like, hey, rather than talk about the hypotheticals, let's just trial it and we'll just talk about the numbers. But yeah, I mean, most brands will see Significant results like Karen Kane. Obviously, they're an outlier. They're an incredibly large brand and have seen a wild success with Instant. They primarily use Instant AI, so use AI to generate the entirety of their retention marketing. There's not one person that focuses on retention marketing at Karen Kane. They let AI do it all and that's the result they're seeing. Speaker 1: Wow, that's crazy. I think Off of that piece, I'd love to like take a couple of minutes on like, walk me through the hesitations, brands that, you know, may have now become customers and onboard and are seeing great success. What are some of the other hesitation points that happen when it comes to utilizing tech like Instant or even just, you know, the idea of heavily relying on AI-based tools? Walk me through some of those other hesitation points that you guys face. Because I feel like sometimes our listeners and our viewers, they like to make themselves feel like, yeah, that's me. And then to understand it, so maybe you can give me a couple other hesitation points you guys have had to work through. Speaker 2: Absolutely. The number one thing I feel like any tool that we face, just like any other tool, is always attribution in e-com. And it's very reasonable. If I put myself in your shoes, for example, if you added up the revenue from all of your tools, you're a significantly larger business than you are today. Attribution is always the missing element. No one's really cracked it. Our most common question is, we're going to trial this thing, how do we actually measure it? We've also got all of these other tools as well, so how is it going to impact that? To solve that, something we didn't used to invest in a lot was, say, as simple as our dashboard and helping a brand to really understand their results. With Instant, it was all manual. You had to have your weekly customer success meeting where we'd go through a PDF and show you your results. Or you had to rely on Google Analytics. Whereas now we have a very neat dashboard that shows you all your results day on day, week on week, month on month, since go live, broken down by product, ROI, we show you a shopper timeline, we show you individually how every shopper, the timeline of how every shopper are purchased. So the first email they received, when we first identified them, the email they got, the coupon code they entered, all the way through to purchase and paint that entire journey. And I think once we show How the level of detail that we go into to truly Help a brand understand the results of incident. You're like, well, okay, we're in. And so it's always our biggest hesitation, but also I would say the thing that I'm pretty confident in at this point. Speaker 1: That's amazing. You know, you've been beyond tactical in this episode so far. I do want to jump into a little bit of rapid-fire, but before we do that, one other question I do have is A lot of times tools feel like they may be able to service everyone, but they specialize really in a few certain niches or certain categories. Where does instance sit? Do you guys, are you really able to provide benefits in your agnostic to category? Or are there certain ones that you're like, hey, if you're an apparel, there is absolutely no reason you would not even consider instance versus, you know, if you're in skincare, maybe there's something else. Give me a little bit about the category niches. Speaker 2: Yeah, I mean, we work with brands across every industry now. There's no category that we don't service or offer in the world of e-com. But particularly women's fashion, fashion brands, apparel. Beauty and cosmetics is huge and where we see significant adoption of instant. I think maybe that's just there's so many brands in those verticals. Speaker 1: That's right. Speaker 2: That definitely helps but you know those brands see wild success. Speaker 1: Right. Speaker 2: Because shoppers are ideally repeat purchasing, always coming back, they're very loyal to those brands, etc. Speaker 1: And then a business that's like 80% subscription based, right? Speaker 2: Oh, huge results with Instant. I mean, because ordinarily a subscription business We work with a really large brand, Liquid IV for example. A lot of people will subscribe to receive Liquid IV all the time. And being able to remember their shoppers now every time they come back to update their subscription or better yet, increase it. They're now able to do that really simply because we're remembering them every time they come back to your website. Speaker 1: That's incredible. Super helpful. Thank you for that. I do want to jump into people getting to know you a little bit more. So with some rapid-fire questions if you're ready. Speaker 2: Okay. Speaker 1: What's one lesson growing up traveling in a caravan with your family that has stuck with you? Speaker 2: I think consistent change can be good and when you're traveling so often you just learn to love consistent change, which is definitely needed in business, right? Yes. Speaker 1: Yeah, it's happening by the minute. Do you have a daily ritual or habit that keeps you grounded? Speaker 2: Maybe not daily, but I think so many businesses focus on quarterly goals. And I really love just focusing on the next month ahead. I think that's been a big driver of growth. Speaker 1: And do you get your whole team kind of? Speaker 2: Absolutely. We don't focus on OKRs or quarterly goals at all. Sure, we have them as a business, but it's like, what are we doing in the next 30 days? Product, revenue, customers, everything, next 30 days. Speaker 1: It's amazing. I love that. How do you stay focused and motivated while building a business as a teenager? Speaker 2: I think for me, I just got super excited by growth and more importantly seeing I think I just got more and more and more excited when we started working with so many smaller businesses or medium-sized businesses and seeing the significant revenue that we added to their business and jumping on a call with the founder or a husband and wife team and seeing the revenue that we'd added and they've just been so happy. That is so fulfilling. I really love that. Speaker 1: I love that. What's the most surprising growth hack you've tried that actually worked? Speaker 2: Oh, that's an interesting one. Um, I... One of our most successful ways to get a response from a brand that we really want to work with is to send an email from me. But I always put sent from iPhone in the signature of the email. And it makes people think that it's like sent on the go, on the fly, this guy's like super genuine, which I am. And yes, get huge responses when I put sent from iPhone. Speaker 1: That's definitely a steal. How do you measure success for Instant Beyond Revenue? Speaker 2: This one's easy. I would say speed of impact. How quickly we can add value for your business. Speaker 1: That's great. How do you balance work and personal life while running a multi-million dollar business? Speaker 2: Probably don't. I would say it just combines, right? Speaker 1: Yeah, it's all just one thing. What's the next dream brand you want to close? Speaker 2: We really want to close Princess Bollie. That's the next big brand. Speaker 1: Have you sent them a message from iPhone? Speaker 2: I don't know. I don't think I have. Maybe I should, right? Unknown Speaker: I think you've got to do it today. Speaker 2: I think we're in touch. Speaker 1: That's awesome. Have you ever faced a moment of self-doubt and how did you push through it? Speaker 2: Yeah, absolutely. When we were really focused on instant checkout and we were going head-to-head with Shopify and ShopPay, that's pretty scary, right? They're a platform that even I look up to. And I think when we were coming up with our next product idea, in that little snippet before we had that next product, that was a little scary, I would say. Speaker 1: It's amazing. If you weren't doing tech and entrepreneurship, what would you be doing instead? Speaker 2: I always wanted to study to become a doctor actually, so maybe I'll do that one day. Speaker 1: Maybe one day. Perhaps. You have enough years on your side. Before we wrap up, just a quick reminder about Instant. A good abandonment email can make all the difference, but 88% of shoppers never get one. With Instant, you can send up to 10 times more retention emails and use AI to personalize every single message. Fast-growing brands like Higher Dose, Garrett Popcorn and Karen Kane have tripled their abandonment flow revenue since going live. You could be next. Don't miss out. Book a demo today at instant.one slash Chew and receive 50% off your first 60 days. That's instant.one slash Chew. Now, let's get back to the episode. Liam, this has been incredible. I think I always appreciate the people who can come in and truly deliver thoughtful reasoning as well as tactical takeaways that brand owners and operators can go and apply tomorrow. And beyond the obvious thing of using instinct at a brand, I think just the way you think about how brands can grow is very inspiring. So appreciate that. The way we like to wrap up Chew on This episodes is, you know, you've given a lot of great ideas, a lot of great thoughts, but if you had to give one takeaway for the brand watchers and listeners, what's that one thing you want everyone to chew on, one tactical thing you want everyone to take away and go and do with their business today? Speaker 2: Yeah, thanks for having me on the podcast. As I said, I feel like this is a long time coming and glad to finally be on. Thanks for having me. I would say my final takeaway is really simple. If you're not embracing AI in your business today, you're already behind. Speaker 1: Chew on that. Speaker 2: If you want more from us, follow us on Twitter, follow us on Instagram, follow us on TikTok and check out the website ChewOnThis.io.