Black Friday Recap and Heading into 2024 | Kevin King | Lunch With Norm

Black Friday Recap and Heading into 2024 | Kevin King | Lunch With Norm People are getting ticked. The nickel and diming is getting too much. And every time they do something, every time they increase a price or say that they're decreasing a price, actually at the bottom line for most sellers, they're losing. Hey everybody, it's Norm Ferraro, aka The Beard Guy here, and welcome to another Lunch with Norm, the e-commerce and Amazon FBA podcast. Today, we're going to be discussing Black the Black Friday recap, and what's it looking like to go into 2024, and a couple other things. We're going to talk about how to stand apart from your competitors, getting into the new season, or for the new year, what strategies Kevin our guest today is going to implement in either Q5 or going into the new year and what's new and exciting in the world of Kevin's kingdom. So welcome to another Lunch with Norm, the e-commerce and Amazon FBA podcast. All right, like I said, we're going to be talking about a couple of different topics today. It's going to go probably all over the map into a bunch of different rabbit holes. But we have our guest today, probably the most probably the yeah you probably come back the most uh Kevin, I know you're probably nodding in the background I can't see it right now but uh he's been involved in the internet since the beginning days kind of like me we're both fossils when it comes to this so about 1995 he sells millions of dollars of products on Amazon and he also mentors a ton of people collectively they do over half a billion dollars a year in Amazon through the Freedom Ticket and Healing 10 Masterminds, he also organizes one of, and okay my favorite uh BDDS, uh the event that I recommend if you can't get to a live event check out his virtual event but that's the Billion Dollar Seller Summit, and his new Billion Dollar uh newsletter which we'll be talking about just in a second but uh anyways you haven't guessed It's Kevin King and he's back for like the thousandth time. So let's talk with a sponsor or let's get over to a sponsor and we'll come right back. 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Matter of fact, I want to talk about, I noticed that in my group, like our web app blew up yesterday about this. We were talking about this briefly because I hadn't heard about it. until you mentioned it about the fees and then i opened up the the whatsapp group and it was it was crazy so what what's happening what's going on and why do you think amazon's doing this i think they're getting more sophisticated and they're actually realizing that you know we need to be getting people to shape up and get in line uh and so there there's a series of fee changes that they announced some i think are february summer april summer i can't remember all the specifics may or june or something uh and they're kind of giving you a heads up of this this is what we're going to be doing and they're just trying to get the the shipped uh tighter you know amazon used to be i don't know exactly how many warehouses they have now but it was i know at one point it was 200 plus and i have no idea what the number is now they they built a lot during covid and then they pulled back like they built uh a brand new one here in austin that he bought land to build another one that was going to be like something like six million square feet or some crazy freaking freaking number that but they've held off on it uh they pulled back uh when the coveted bump kind of leveled off and kind of dropped back they're like okay maybe we're over building and so they they're going to Turn that land into a data center now; they bought this expensive piece of land, and I just saw the other day that they're going to turn into a data center but. Amazon is right now overbought and overbuilt some of the warehouses. So they have some empty buildings. So they're subleasing these out now. There's a story about that in my newsletter, I think Monday of this week. And so they're starting to sublease some of those out. And so they're just trying to get their ducks in a row. And that's why they're implementing some of these changes. And some of it's like one of them is, if you don't have, if you're low stock, if you don't have four weeks worth of inventory, they're going to charge, charge your penalty, basically, if you're not keeping four weeks worth of inventory. And I think one of the reasons for that is it costs them extra money. If you're not keeping enough inventory, they can't distribute it across their network. So in the old days when they had 200 plus warehouses, you would usually send to what's called a cross dock. A cross dock is they don't store anything. It might be some warehouse in Dallas. And all that does is stuff comes in and they split it up and then they send it back out. It's basically like an airplane hub. You know, like flying into Atlanta on Delta Airlines and they do a hub. So that could be. Hold on, Kevin. Special announcement here. Kelsey, get online. What are you doing? Hey. Lauren's here. I'm coming to crash this morning. She's crashing the party. There we go. There you go. I was like, it's new and it's lunch with Norm. How are you? I haven't seen you this morning. It's been good. It was good yesterday, wasn't it? Are you submitting your 10-minute tactic? I did. Okay, good. He needs to win $1,000 so he can buy pink sparkly shoes. Oh, that's right. You should see the shoes. Are you wearing those today? No. But I like snake pants. Just as good as the pink sparkly shoes, by the way. So sorry for crashing. I just wanted to say hi. See you, Lauren. Okay. We'll see you later. Okay. So Amazon. You have Lauren or we can talk about boring fees. So, the way it worked is Amazon would have 200 plus warehouses and you'd send it into a cross-talk. They would figure out, you know, in the first they're just kind of guessing when you have a new product. But after a while, they know that OK, we need to send six of these to Miami, seven of these to Charlotte, 13 of them to Houston, 12 to Oakland, California, and so on. They would split them all up and send them out, and disperse them so that they're closer to the customer. And then they changed the model. Within the last year or two, they went to a more regionalized system so it's like eight regions now. And so instead of doing this cross thing and what would happen back then is if someone in Miami they sent six units to Miami and all six sold out. They would have some extras in Oakland they would have to fly that thing on Prime Air or whatever over to Oakland to get it delivered and it was costing them money. So they went to a system where they they had eight warehouses, eight major distribution hubs basically almost like you know like American Airlines has Miami, Dallas, JFK, and LA or like four major hubs in Chicago. Uh, they kind of went to that same system so everything comes in there and it serves that regional area and that's what they've moved to. And that's why you're seeing some of the when you split things up they're splitting it into kind of that geographical thing now uh where it gets it closer and so they they they want to penalize us if you don't have four months of four weeks of inventory because that means they got to move more stuff around and cost them more money. Because when something runs out one place, they don't have time to do it cost effectively. They got to rush it or throw it on an airplane. And so they're making us pay for that. They're like, 'hey, you guys gotta help us out and get your shit together and get stuff in here and quit being lollygagging around because it's costing us time and money and labor.' So that's one of the reasons for that change and for several of the others as well. Overall, I think it looks like what Amazon is saying. I don't know if this is true, but they're saying it could go down. Depending on what you're selling, some people are going to see a 15% reduction. Even though some of the fees are going up, they're lowering some other ones. They may say, if you do this right, you may actually see a slight reduction in your FBA costs. I don't know that that's true. That may be the best case scenario. And most people probably aren't going to see that, but it's going to be interesting to see what happens. But yeah, there's a lot of new fees. I don't know if you noticed, but a couple of months ago in my newsletter, there's a group that did a study and they went back and looked at all the P&Ls for like the last four or five years on Amazon. And Amazon breaks out what they spend on fulfillment and shipping and everything. And they did the math and whatever the amount Amazon spent on shipping and fulfillment fees, which is across the entire fulfillment system, not just 1P, but 3P. The 3P sellers based on the P &L. The money they charged us paid for not only everything that we shipped but everything Amazon shipped as well, uh, and so it's a profit center for them, uh, and they're making money off it and that's one of the things that the FTC, you know, is going after. But if you still look at it, if you said okay to hell with Amazon, I'm just going to ship this stuff myself, UPS or DHL or FedEx today or or even next day, you'd still be paying a heck of a lot more money than what we're paying to Amazon to fulfill it, so at the end of the day, you still can't beat it. And Amazon actually is the biggest. It just came out. They're the biggest shipper in the United States. They have surpassed UPS and FedEx in total volume of deliveries now. So they are number one in the United States. So that's pretty quick. That was about a five-year period that they, five, six-year period that they've gone from not delivering anything themselves and depending on the post office and UPS primarily to weaning them off of that and now delivering everything. Themselves and become so big that they're delivering more on a daily basis than even UPS is shipping across their entire network, and FedEx combined, are shipping across their entire network. I just feel, Kevin, that, okay, they've got to cover this off, but we're paying for that already. And there's going to be a time, like the talks that were in our group yesterday, and I'm not sure, I started to look at it in the BDSS group as well. People are getting ticked; the nickel-and-diming is getting too much, and if every time they do something, every time they increase a price or say that they keep increasing a price, actually at the bottom line for most sellers, they're losing. These are the tone of the messaging is getting more and more like I'm had it with Amazon; I'm moving off of Amazon. My message last night was look, regardless of where you go, whatever what platform, Amazon is still the dominant one to be on, even with the negative, you just got to make sure your profitability is there, that you know your numbers and that you can be sustainable but you can still grow and be very successful on Amazon. But it's they're nickel-and-diming everything right now well, that's part of the FTC is they're saying they're a monopoly and they're doing it because they can; so that's like you like you said if you're fed up, you say F U to Amazon; I'll just go do. It myself well, good luck. Uh, it's a whole different business model. Uh, some people are successful at it, but it's much more difficult. You gotta drive all the traffic yourself; you gotta do all the fulfillment yourself; you're paying more in most cases for the fulfillment. I mean, if you're selling jewelry or something that you can put in an envelope for a buck, you might be saving money, but you're spending more in most cases. And Amazon is the shopping cart of choice for a lot of people; it's where they go. Uh, so if you're not there, good luck to you. Um, and so you have almost no choice uh, in it, and that's power. What the FTC is saying. How can we fix this, and then when you couple Amazon on top of that saying that you're not allowed, we're going to take the buy box away from you and penalize you as a seller on our platform where everybody is-if you sell it cheaper somewhere else, that's that's wrong. I think that's going to actually change. I think Amazon they've already dialed that back a little bit saying some some uh websites like Timu don't count in that uh but I think you're gonna see them completely come off of that buy box suppression thing they're gonna have to uh they're not gonna have a choice um or the government's gonna go after them and but Amazon always, they know they're big, they know they have clout, they know they have power. Just look at what they did with sales tax; they got away with that for 15 years, and where we had to worry about sales tax, and then California was coming after everybody. They knew the entire time what they were doing. They're like, 'We're too big to f**k with.' We'll wait till the last moment until we have to make the change. And that's what's going to happen on the shipping and everything else; it's the frustration. They're not going to make any changes until they're forced, and they see a mass accident, and they're not worried about it. If you got into your WhatsApp group, if there's 500 people in there and 100 of them say, To heck with Amazon, I'm gonna go sell somewhere else-maybe Walmart or Shopify or somewhere else. Amazon's like good luck, don't let the door hit you in the ass, uh, because there's a hundred more guys waiting in line right behind you, uh, we don't care, so it that's that's part of it. One of the things that I'm looking for now is that, uh, there's a comment here from Simon and he talks about what goes up must come down. I remember years ago talking with my dad-we're out having a cigar, We're talking about Walmart and how we can't see anybody beating Walmart because they were just putting up super center after super center. And their goal was to have a Walmart at that time it was for every 16 miles. So how can anybody compete with that? Walmart dominated. And then all of a sudden, this little online company working out of a garage starts Amazon. It wasn't even called Amazon back in the day, but it grew. And now we're saying, like, if I'm sitting down having a cigar or whatever with you, I'm seeing the exact same thing. But now we're seeing ripples. This is a little thing called TikTok shop. Or there's Walmart Marketplace, which is growing, but TikTok shop. Who knows where that's going to go? Who knows what's the next thing in line that's going to take on Amazon? Right now it looks like it's a beast, that nobody's going to come close to it. But I'd really like to know what that next that the thing is that Amazon has in their favor, that's going to make the most they have is their distribution network. The only tick-tock is the search engine of choice for the younger generation. They go there instead of Google to type in look for their news or to look for if they want to know how to make pumpkin pie. They're not going to Google and typing that in, or YouTube. Some do, but the vast majority now are going to Tick-Tock and typing that in. So they're going to start shifting some more; they're buying there. But the problem is the world has become... I see this in my my my calendar business, you know? I sell on Amazon; I sell uh through Calendars. com and other places, and I also sell direct, and I still charge shipping and handling. So if you order a calendar on Amazon of mine, it's $19. 95. If you're a Prime member, it's free delivery. If you order for me directly on my website or through the mail with a check or money order, it's $19. 95 plus $9. 95 shipping and handling. You order two calendars; it's $12. 95 shipping and handling and there's still some people that are willing to pay that and wait these are the old school guys that are probably in their 50s 60s 70s 80s that are still ordering from me that they're just that's just the way they they like it and they do it but i get a lot of people all the time like are you are you out of your mind you're going to charge me 9 . 95 for shipping uh and it's going to take uh seven to ten days to get here by us mail um they're they're accustomed to getting it instant gratification today or tomorrow. And that's going to be a shift. And then TikTok, you know, they're partnering with people that have these fulfillment networks, but nobody is even close to what Amazon fulfillment can do. Walmart is the next closest, but Walmart's is geared towards distribution to stores, not to consumers. It's called last mile. So Amazon is, nobody can beat them on last mile. Walmart has a chance, but Walmart's now making they're taking areas of their store where there's a McDonald's and a nail salon, and they're turning those into like little little mini fulfillment centers, almost like little hubs for local drivers and stuff or you can pick things up. Um, they have a chance, but TikTok does not have a chance on fulfilling my Tick-Tock for a while. I mean, they're saying they're gonna start spending money, and now that the case in Wyoming, Montana, where it was, that just got repealed. That state blocked TikTok and banned them starting January 1st. There's an injunction now that just got signed off, and so that's not going to happen. They're kind of waiting to see some of the political stuff, but they'll start building. I think TikTok will start either by somebody and broiled out, or they'll start building a network similar to what Amazon has, but they're way behind. It's going to take a long time to catch up. Look at Shopify. they're they're trying to do something that like they have a shopify bought deliver and then that was they got rid of it they bought it and then like holy cow they lost a bunch of money with this is not our we're not good at this uh and then they spun it back off um so that shopify you know they have that marketplace now where you can go in there you can search across multiple stores and stuff and you know they're trying to become a platform um uh but you know they're canadian so what what chance do they have Well, you know, I'm just kidding. One thing is if they do fail, they'll say sorry. Anyways. But no, yeah, I mean, Amazon just like you said, everything goes up, goes down. And I think, you know, Amazon may hit some roadblocks or some stumps in the road. But I just don't see in the next 10 to 15, 20 years. them taking a big hit um unless the government does something and and you know timu shine john's about to do an ipo for 90 billion dollars um here in the u . I think Timu's got all this low-price stuff, you know they're digging at some of the little commodity-type of stuff off of Amazon. Amazon may you know some certain product categories on Amazon may suffer, um, but the vast majority aren't I don't think Amazon has any chance of going the way of eBay. eBay was a dominant player 20 years ago and now they're just a speck on a donkey's ass, um. So it's I don't think Amazon is going to go that direction. Uh, I think they'll have some hiccups; there's some certain product categories you know, like two-dollar makeup brushes or something, are going to be become more even more saturated, more difficult because of Timu and some traffic will be siphoned off that way. But I just don't see... because of that distribution network, and I think Jeff knew that that's why he spent what was it, the first 15 or 20 years of Amazon? They never showed a profit, and you know people, I remember he's on the Letterman show or Jay Leno or something, uh, 15 years ago. I'm like, so you've been in business 10 years and you've never shown a profit how does this work, how's that even a business? Uh, and he knew I got to build this, build this, build this, and then we'll be almost indestructible. But even the Roman Empire fell, and they were indestructible at one time, so at some point Amazon something's going to happen. It'll crash and burn. But I don't see that happening anytime soon. See, this is why I think Jeff built the Blue Genesis, because there's going to be so many upset Amazon sellers – it'll be like the witch hunt with pitchforks. And he'll have to escape quickly, and it's just like Austin Powers. He'll be out there on Mars just doing his own little community. but amazon messes up some stuff i mean look at drone delivery 10 years ago amazon announced 2014 they announced we're going to be doing drone deliveries coming soon and to this day there is no drone delivery they're testing it in college station texas in one other place there's virtually nothing being delivered they had one of those drones at the conference amazon accelerate conference in uh in seattle back in uh when was that thing in september i think it was um it was pretty cool looking it's a big old though it's not like all these little drones that you fly around your house uh you know in the in the field behind your house it's big old thing um looks like something that would deliver a bomb um but it that still hasn't taken off uh so there's there's and you know they've had other failures they've had they've had other other other failures along the way too you know with their phone and some other stuff so they they they miss on a lot of stuff but they're entrenched in some so many verticals from distribution to AWS to Amazon products to video content to, you know, there's areas like Inspire and some of their little social media. They can't hold a candle to TikTok. It's not their core competency. Their core competency is on the product side is distribution fulfillment. They're unbeatable to the consumer. Yeah, it's it's unfortunate what's happening. And by the way, if you're listening. Uh, we've already got a few questions in if you have questions make sure you get them in early uh so we can get them answered a lot of the times when uh Kevin's on uh you know we'll get uh seven ten extra questions that we just can't get to so get them in early and we'll get to them uh probably in about 15 minutes uh. Kevin, I want to also talk about uh you've been going on about this for a long time now and this is your newsletters And when you first started talking to me about newsletters, I think you remember my reaction like, oh, yeah. Like, yeah, go for it. You go do that thing. But now I've seen what you've been doing and how you've been building and the importance of it. And I've also seen other companies and what's happened. Like if you take a look at some of these companies that have just sold for huge dollars over a very short period of time. It's like, oh man, you've got a gold mine on here, like you've got a gold concept, you're diamond in the rough with the newsletters right now, and those newsletters, unfortunately, I think we agree about the saturation. We're going to have a whole bunch of gurus that are going to come on very quickly, and we're going to see this crazy newsletter like it's going to be a gold rush again. And I want you to explain about this: why is what you're doing with your newsletters different than like those million that will be coming onto the market? Yeah, so the newsletter industry has been around for a long time. You know, I used to have one 25 years ago went out to 250, 000 people a day, seven days a week. And this is before the technology and it's before can spam. This is before Google had a junk folder and a spam folder and a VIP inbox and a promotional box and all that. So it was much, much, much easier back then. But now about because of the success of Milk Road that sold for like 27 million, because of success of several others that sold one that sold for like 75 million, another one sold for 500 million. They've it's kind of had this outside of the Amazon world and the Internet marketing world. Newsletters are a hot thing right now. And most people that approach even the New York Times, you know, that they may they have something like three million newsletter subscribers. And they're charging $399 to $15,99 a month for that. And that's a cash cow. They're making more money off of that than they are off of ads or the newspaper or anything else, banners or whatever. That's where their cash is. The thing with newsletters is it allows you to hyper-target. And so you can do that on a blog. You can do that a little bit on social media. But nothing can do it as well as a newsletter because you control it. And that's where. Uh, and most of the people that are in this newsletter industry come from the journalism side; they're journalist people, and all they know is they know how to sell ads and maybe put a few affiliate links, but they don't know how to do it tie it to products. So the opportunity right now, the huge opportunity is product sellers. We know our product side if you can figure out a little just a 30 or 40 percent gets that get there on the newsletter on a newsletter side, you can crush it by marrying these two things together. And most people when you say 'newsletter' they just roll their eyes like like you did when I first said because you're like, 'I already get i get one from Jungle Scout, i get Helium Tens, i get Lunch with Norms, i get this one, i get that one; i can't keep up with them all. I open them all, it is 10% off of this and it's here's the latest hire that we just did or here's uh look at us in the press, here's our latest three press releases they're Just, they're, they're garbage, I mean you guys are doing a good job on yours. Kelsey's uh picking up the pace quite a bit on it, you know it started out a little um, you know like everybody else's, but you guys are Kelsey's doing a really good job bringing that up uh and and coming along, there's still some work to be done, but uh kudos to Kelsey for the hard work he's putting into that. But it's not easy, and so a lot. It's just like selling on Amazon, you have the gurus saying this is easy stuff uh just stick your name on something from Alibaba and go to the beach and watch the cash register ring! Newsletter is the same, it's it's work, but if You do it right! The marriage of building an audience and to products is magical. And people are like, well, Kevin, nobody reads email anymore. Everybody's on TikTok and Instagram. Bullshit. Email is the thing that everybody has. Not everybody. Think about this. Of everybody that you know, some of your friends are on TikTok. Some of them are on Facebook. Some of them are on this or that social media. Some of them are on Slack. Does everybody have an email address that you know? Everybody. There might be one oddball that lives in a cabin in Wyoming that doesn't. But everybody has email, and people check their email. It's the one thing that permeates everything. It's like the driver's license of the internet or something. And so people, if you deliver value to them, they will read it. It's just like when you go to your mailbox in the old days, and you open up the mailbox, and there'd be 30 things in there if you remember those days. And you're sitting there over the trash can sorting it out. Junk, junk, junk, junk, junk, junk, junk, junk. Oh, wait, this is a bill. This one's important. This is a letter from my birthday card from my grandmother. It might be 20 bucks in there. Keep that one. You want to have those birthday cards from your grandmother that have 20 bucks in them. And if you have that, and you can deliver it by email because you can tailor it. It's a one-to-one relationship. Social media is not as one-to-one. There's a lot of other noise on there. You see other people commenting. You see other people posting. A newsletter is a one-to-one relationship. It's talk radio. uh by email it's one to one there's no other noise and you control the medium you control the delivery you on facebook or social media i can post i don't know i don't know if this post is gonna on my linkedin post i'm gonna have 218 people see it or if i'm gonna have 26 000 people see it i have no way to know there's ways to game the system hey everybody go comment everybody go share go do this don't put a link in the body of it you know all these little rules but you just you just just like trying to sell on amazon how do we game the system to rank on page one with a newsletter you control it when it's sent who's seeing it you know who's seeing it you know everybody who's seen it because there's there's software that will show you who who's clicking what they're clicking what they're interested in down they don't have to tell you that you're not taking a poll and saying hey do you guys want to know more about dachshunds or about beagles um take the poll and people like oh i'd like to know more about dachshunds but but what people say and what people do are often two different things it's like if you ask somebody which price would you like to pay for your membership $19 . 95 a month or $9 . 95 a month everybody's going to say $9 . 95 a month of course it's cheaper i'd rather pay less but when it comes to it if you put that up as a test and see what they'll pay that pay the 19 a lot of those people that would pay $9 . 95 will pay $19 . 95 a month when it comes push comes to shove and they gotta pull the credit card out of their wallet or hit their thumb with their Apple Pay or whatever, you know that data and you don't know that anywhere else, so you control the message, you control the distribution, you control the data, and if you do it right, you start building raving fans. So people, uh, you know when I first started my newsletter a lot of people rolled their eyes like you did, and then I it took me, it was a challenge to get people to start like looking at it and reading it, and now people are pissed if they don't get it. You know there's some people that still are too busy and they're like 'Oh yeah, I haven't seen it and I call them on it; they're like 'Yeah, I got your newsletter was at a conference You know in Australia, like yeah, I get it. I said, 'Oh, did you see last week's about this? Yeah, yeah, I think so.' I was like, 'You don't get the newsletter. You don't read it. Uh, let me look what's your email address. Oh, well uh, I'm not uh, don't quit bullshitting me. You're not on the newsletter and that's a lot of people but once they get on there, I have people now that are pissed if it every Monday and Thursday if they don't have it. If it's uh, I send it out like clockwork so it's reliable, it's on your front porch at the same time every week. So, you know, you can count on it. And people are like, 'I get emails.' I'm looking forward to this. That's when you know you have something that's like, well, I'm looking forward to what's what you're going to be said or what's going to be in the next one. And as a product seller, as an Amazon seller, you can do this for your products and it can be magical. Is it easy? No, it takes time. It takes patience, just like trying to build a business on Amazon. But once you get the ball rolling and it snowballs, the power that you have to rank number one on anything you. uh launch the power you have to whether that be on amazon or walmart or tick tock or whatever the the power of the branding that you're building with your customers the power of how you can negotiate deals with suppliers and with other people just exponentially goes up and even for service providers um but you got to do it right most people either they can't write or they don't know how to curate or they don't know how to put it together and that that's a challenge and that's some of what um you know i'm good at and going to be teaching uh but that's that if you do it right that that's what works and so that's what makes the billion dollar sellers because you know you're getting value you know it's that 20 it's when you're sitting over the trash can it's the 20 envelope from grandma with a happy birthday Check in, it, because you're going to open that up and there's something there for me. Too many people put on a newsletter; it's all about us, it's all about here. Here's our newest feature on our website, here's our newest uh, we just promoted Susie to a Vice President, uh, I just got one today from um Medjet Assist and it's like our, the subject line is our monthly newsletter is here! Exclamation point. Like, who the fuck gives a shit? I'm sorry about the cussing there, but it's uh, sorry if I offended anybody, but it's like, it's like some 23-year-old was sitting there writing the thing and like, I finally got it done, oh my god, that Newsletter is here, everybody jumped for joy, it's done and everybody on the other side is like That's the stupidest subject line ever. Who cares? And you look in the newsletter, here's a case study about someone they flew back from Africa that got sick. And then it's like, oh, here's us in the news. But you look at the stories, they're links to PR news releases about how you should actually have insurance. They're not anything of value. It's not, here's the seven deadly things to eat in Africa. Don't freaking eat this stuff if you're going to Africa. There's no value. And so, that's the problem: most of these newsletters there's no value or they they take something and they summarize it in one or two sentences and you have to click off to go read it. Well, what happens when someone clicks off to go read it? One is I don't want to read some big long story unless I'm deeply interested in it; I want a snippet of it, I want the USA Today, I want the snippet of the news so I'm informed, and if there's something that I'm seriously interested in that I want to go deep on, I will click on that. So, you better in that newsletter Tell me something, I should learn something in that paragraph. So, if you're telling me here's a podcast, you know, we interviewed Destiny with Sean on PPC tactics. Go listen to podcast episode 2602. She talks about PPC and how you should rank for Black Friday. Click here. That's ridiculous. Most people are never going to click that. And there's no value. If you put, Destiny was on the podcast 2602, and she said, these are the three things that you need to make sure you do for Black Friday. Make sure you have this checked. Make sure you have this checked. If you want to save 20% on your ACOS, make sure that these three things are not activated on the settings. And if you want to learn more like this, go and click here. And if you write it like that, then if I'm just reading and skimming, I just got some value. Even if I don't have time to go click that link and go deeper, I don't even care; I'm like, oh, that was cool, and I feel I walk away from that feeling like I learned something, I got some value, and that's where a lot of people mess up and so that's where uh they just do it wrong um and so that's that's uh yeah I can get I can go on my soapbox on this but uh yeah yeah and I'm gonna get back to it because one of the things and we've got to go to a break in a second but one of the things that uh I was surprised that; But I can see why. It really is a mastermind. When it comes down to it, it is some information that's coming in, coming in, coming in. You can skim it. You can get it as you want. So there's tons of value there. And this is the surprising part. So, you are very popular, very well known all over from Freedom Ticket to AMPM Podcast to these events that you put on. But where you're getting the value and where you're getting more people inquiring about your services through the newsletter. Yeah, the newsletter is the most – this surprised me. I've had over – I started the Billion Dollar Stars newsletter because I'm doing it for – You and I are doing some stuff, and I'm doing it for some of our brands, dog brand, and we're probably going to do one for cigars and some other stuff. Uh, and I'm doing it there but I was like, 'I need to; I need to learn the ropes first' and I already have a little bit of an audience on Amazon so let me, let me do something I'm super passionate about, and let me just kind of learn what's the best software, what works, what doesn't, what should I be doing right? And that was the initial intent. Then, let's branch off, and we're working on on several others now. Um, but that the thing that surprised me is, you know, I've had 160,000 plus students go through the Freedom Tickets. A lot of people, I get recognized by Uber drivers in New York is random or at the Walmart in Austin. Somebody behind me comes up to me and taps me on the shoulder and says, 'Are you... do you ever hear of Helium 10? You look familiar.' You know, so I get a lot of that kind of stuff. Um, I'll also do the podcast. Uh, and you know, the podcast is great. I love doing the podcast. I'm on virtual events and on things like yours, but the power that the newsletter has given me-from a branding point of view and from, um, I hate to say it from a, I guess a power point of view is surprising. You know, when I first came out with a newsletter, you know, there are some tricks in there that I do like the Dream 100 that is to recognize people in this industry. I mean, you're in that, that are good, solid people because there's a lot of riffraff and, and, and it's also a marketing thing because if you're in the Dream 100, you're, you're probably going to be like, 'Hey, I'm happy I'm in this; this is a little badge you know I can put on my shoulder and you might post it on social media so it can't create this snowball effect.' You can do that in any industry if you're selling dog products, you can do the top 10, the top dog trainers, and feature them and watch them feature your newsletter and you build all this traffic that you would never get on social media; you never get anywhere else. You can do all kinds of cool stuff like that and when I first started it people were like, 'You know Tomer, I think was the first one.' It's random so I have a list of 90 people already pre-vetted unless somebody messes up and they get kicked out and they post something they shouldn't post or something. And I got 10 spots open for people that I haven't met yet because there's people out there that I just don't run in their circle, um, I don't know them so there's 10 spots open and we randomly pull them out so there's no certain order so Tomer just happened smart guy happened to be the first one when he Got it, he was like 'oh thanks Kevin, appreciate it cool the second person I can't remember who the second one was right now um They were kind of the same way. But by the third one and the fourth one, it started snowballing. And now I have people messaging me, 'how do I get into this? What do I gotta do? How do I become part of the Dream 100?' And I'm doing some cool stuff around that that I'll be announcing soon. There's a really cool website coming up around that and some other cool stuff and some other benefits. And that's powerful right there. And it's going to get way more powerful when I announce some of the stuff I'm going to be doing next year. And then just the people coming to me, how can I get featured in your newsletter? I want to feature in your newsletter. People are coming to me. And a lot of people, they're afraid to spend money on ads. So they're afraid to spend $500 on an ad or whatever. And so I'm like, all right, you send me subscribers. You get 10 or more subscribers through this little link that tracks it. I'll feature you in the community. I set up a community shout-out section. So it's up to two people in each newsletter where you'll shout out, 'Here's the course they're doing', 'Here's the party they're doing', 'Here's their new book' or whatever. But they send me traffic first. That's and I know that, and I know that traffic-I don't know the exact number yet, but I know that every person on my list should be worth about 30 bucks because some of these people are going to buy into the billion-dollar seller summit and in May, and some of them are going to buy into the virtual event. I don't know the exact numbers yet; it'll be interesting to see the the final how that works. But I'm already seeing it now where it can move the needle, and then people become-you become, you almost become their friend, and they feel like they know you because I personalize it and so, you know, it feels more personal. And so, that's it's just we don't have time here to go into all of it, but I'm going to be doing it on this on this uh webinar tomorrow-I'm going to show you first, I'm going to show you for the first i'm going to show you for the first uh 45 minutes or so why this you should be doing a newsletter and why it's not what you think it is, and how to overcome some of the hurdles. And then the next uh hour or so, I'm going to show you-you know, I'm known for hacks-I'm going to show you like 20 some odd newsletter hacks, like cool stuff, like how do you get content, how do you make sure the email is delivered, how you do this it's so it's not going to be a here's step one to ten; it's going to be a show. you some of the cool stuff to get you thinking and then if you decide that hey uh this looks cool i think i should do this i'm gonna there'll be an offer for training with me it's not a course it's not take some sort of course but there'll be an offer to join me for the next three months uh every week we will i will go over more detail way into detail into the weeds and stuff i will help you hold your hand actually you'll be able to send me your newsletter if you want to and i'll critique it and like no you should do this or what about this you're this part and i hope you get that refined and answer questions and help you have the best chance Of success to actually get this launch to crush it with, with the business you're doing and um that's that's what I'll be doing tomorrow so hopefully some of you can come on, you'll learn something, you'll learn a lot, it's going to be about two hours there will be a replay, it's free, yeah, it's free and it'll be a replay if you if you miss it but this is not one of these webinars where it's structured, you know it's not the perfect webinar it's not a jason flatland uh webinar or you know something that some of the other guys in the space do where it's they tell you some information then they go into this big long sales pitch and start Stacking all these bonuses on top of and doing all this psychology stuff, uh, are you with me, and all that kind of stuff, you know I'm not doing that. I'm gonna provide value, tell you hey if you like the value you're getting come join me and I'll and you decide you want to do this uh I'll help you, I'll help you get there and give you the best chance of success. But this is basically like that picture shows-if you have a newsletter, if all those people at the door on the left waiting for that's your brand with a newsletter, everybody else is going to be on the right. So if you do this right, and you can, you can crush it, and I'm convinced of that. I've Seen it in my own stuff, and it's patience-it's not a quick fix, and it takes a mindset shift for getting a mindset shift on some of your customers. Because when you say the word 'newsletter', you know it's a turn-off to a lot of people. But if you can get them to start engaging and reading, you can do magic right so. And I think this is so important-one of the reasons why I wanted to bring it up on the podcast is it's so important for a brand. So, if you're a brand out there and you don't have a newsletter, and if you check out uh what Kevin's going to be doing tomorrow, it'll give you some insight as to why you should be there-why you should be. This innovator. So many people are not going to be doing this. So, check it out tomorrow. I've got to talk about a couple of things. First of all, Kelsey, I never talked to you about the prize today. You know what we're giving away? I'm guessing a press release in a blog article? Or a blog article uh or it could be a video from uh from you as well good we did do that yes last time so we we could but why don't we select one of those three okay so you have your choice so you can either win a press release a blog article or a product review or be featured on my tick tock channel for deals and discounts Just write hashtag Wheel of Kelsey in the comment sections to enter. And if you take two people, you get an extra entry. And yeah, I think that's it. There we go. Okay. And now why don't we just-Let's say someone wanted to comment here. Facebook user like 15 minutes ago said, 'Why are newsletters becoming increasingly popular nowadays? And what role does AI play in the trend?' AI right now plays a lot into that trend. A lot of people, it's being sold. as easy it's being sold, oh, you don't need to know how to write; you don't need to know how to curate. AI can do it all for you just don't worry about it, that's hogwash! That's um... AI is a great tool; AI will absolutely help you with doing a newsletter, but everybody who's good at that is falling for some of these things that are all about AI. Let AI do the whole newsletter? You can do 50 newsletters by yourself in an hour a day with AI, run uh it ain't gonna work! It might; you might be able to send some emails out, you might be able to set it up and you're like, 'You're all excited.' But after a month or two, 99 are going to fail absolutely fail. They'll all give you similar they're going to be hogwash. You'll be just like the other guy that just posted in here. I get 100 newsletters a day and I hit delete on all of them... hopefully not mine... but uh you get 100 a day and hit delete. On all of them that's that's what's going to happen it's going to be saturated as as you know what. But there's ways to stand out and there's ways to do it right. You got to get to a sponsor. All right, all right, OK. This episode of Lunch with Norm is sponsored by VAA Philippines. Looking for a high-quality virtual assistant for your business? With the rigorous screening, intensive Amazon and Walmart training, and ongoing professional development, get the peace of mind with skill and motivated virtual assistants for a long-term working relationship. Hire through VAA today; and now let's get back to the show. All right, we're back. That wasn't long, Kevin. Sorry about that. I get excited. I get excited. I'm like, I want to help people. I want to answer their questions. All right, so yeah, we can continue talking about that because it's so important and going back to Simon's question by the way or statement saying that yeah he deletes everything but here's the difference if you go and you see uh a product, a brand, uh a niche whatever it is and you opt into that and I've been doing it so I've got uh right now newsletters that I flag, I label and I start And they come into my inbox on AI. So that's one area that I want to learn more about. I learned so much about AI from really good newsletters. And it's just something I can look forward to. I skim through it. Same thing with what Kevin's doing. And there's a bunch of different niches that I like. But AI and Kevin's newsletter is fantastic. But see, that's the difference. You might hit delete on all of them, but once you start getting content that's valuable, that can help you grow, or it could be something that you like, just a hobby or whatever it is, that's when these high-quality, value-driven newsletters are going to come to life. And people, I think, will go like it's a 180. They'll go from hating it, like SEO. If you say SEO or if you say press releases, that's kind of taboo. And newsletters have fallen into that as well. I don't know how you're going to actually, that's a good question. Are you ever going to think about changing the word newsletter to something else? Yeah, I've experimented with that, calling it magazine. You know, sometimes when people roll their eyes to me and they say, do you get the newsletter? Like, oh, yeah, yeah. Like, no, no, it's more like a magazine. And that's what's happening. You're seeing Vogue and you're seeing a lot of these magazines actually shift to a newsletter format. And even some of the big publications, you know, New York Post, Washington, New York Times, Washington Post, and so on. They said it's a problem because the word newsletter has become it's become commoditized and people have a perception of what it is. That it's just uh here's a bunch of just self-promotional junk uh of no value and so that's you don't see me in newsletters, in the the name Billion Dollar Sellers Newsletter, but you don't see it anywhere else really um, and you know one of the things I always put just as a like a little note to make sure it sticks out, like the guy that was deleting a hundred is, it always says [BDSN] Billion Dollar Seller Newsletter in brackets on every subject line I have, I use some interesting subject lines to help get opens and not just be boring. But that way, if you're about to hit that delete button on the subject line, then you see BDSN and you see it's from Kevin King. So those two consistent things are like, oh, wait, I don't want to delete that one. That looks pretty cool. Let me open that. So there's little things like that, but open rates don't matter. Open rates is not what you're after when you're doing a newsletter. I'll talk about that tomorrow. Open rates are meaningless. I mean, they matter to tell you, I guess, um a general overview of the list so that they're on a cursory level but that's not the metric you need to be paying attention to at all it's very interesting that you said that you change it to word magazine I i'm at an event and one of the guys i was talking to yesterday is coming out with his personal brand magazine and it's interesting that you said that so I wonder if that's going to be the difference is a magazine which has deeper articles and more long term so it's not the right word I I don't know maybe bulletin or something uh I don't know that that's something I should be thinking about and see if I can't come up with another Name and start calling it that, but that's that's a good point, but if I said hey hey norm do you get my bulletin uh what would your reaction be? What would you like? What do you mean? What's a bulletin? That the hell like? What are you into now? Send me a memo or sticky. It's a it's a tough thing uh to come up with the right way to describe it, but once you get people into it and they know what you're going to be delivering and they get um then they start looking forward to it that's that's that's the key no matter what you call it right is you want they they're like what's coming next? What value am I going to get today? And the thing is if you give People you know, especially in our space. If you give people, people like Kevin, when I first started this, after like the first three people, like you're gonna run out stuff to say, you're giving away so much stuff in each one of these, how are you gonna keep this up? I was like, no problem, there's plenty of stuff. This is not an issue, I'm not worrying about that in the least, and then like, well, you, you have this uh virtual summit, you know it's like a thousand bucks in February to come to the virtual summit, and you have your BDSS which is like 5, 000 bucks, how do uh, you know, aren't you just giving away what you given there? I said, yes, some of what I'm giving away is what I would give in there. But what we're going to give in there, that ups the game for what's given in there. Now, all the speakers that are coming on the virtual and like, oh, I can't talk about this because Kevin's already covered. I got to up my game. So it raises the level and raises the bar for everything. And then if you're getting that much value of a newsletter, you're like, holy cow, this is what he's giving away for free. What the heck am I going to get if I pay? Right. And so that's and you can do the same thing with physical products and you can do the same thing with with. Or if you're listening to this and you own a SaaS company or you're teaching or something, there's so much you can do. If you own the distribution, you own the product and you own the distribution, you own it. Just look, why did Jeff Bezos buy the Washington Post? He has distribution and he owns media. Why did Elon Musk buy Twitter to get media? If you own the media and own the distribution, you own the message. And that's what you're doing better than um uh a Marshall McLuhan thing right, so back in what 60s Marshall McLuhan came out with the medium is the message, so and that's so true, yep. But uh okay. So I do have to run to another meeting in about four or five minutes. So let's do rapid fire. OK. And oh, there's a message I sent over to you in private chat. Can you take a look at that and see if that's possible? OK. All right. I'll do the first. Yeah, I can do the first month. Yeah. OK. So just before we get into these rapid fire questions, we just upped it. Kevin is going to provide some training on the newsletter. It's a 397 value, and that's all I'm going to say is that this is great. I didn't expect this, but this is going to be part of the Wheel of Kelsey today. It's awesome. Okay, so thank you, Kevin. Now let's rapid fire it. OK, we got some big questions. So from Manny, is there a way or strategy to hide the number of sales? It attracts competitors. I used to put different variations so the best seller got covered, but now Amazon has this new feature that shows which variation has sold more than 50 plus, 100 plus, 300 plus. Thank you so much as always, Kevin and Norm. Yeah, there's no way that I know of to hide that. And I don't think there will be unless there's some sort of loophole somewhere. Uh, that someone discovers, but um, you know there's no way to hide that, and that's a yeah, your competitors can see that they can do the same thing though with uh helium 10 or jungle scout or something else um, but yeah, yeah, um, no, there's no way. Okay, this one's from Cool Hand Uh, I'm planning now for recovering from a stock out that will end up being 30 days long. Any tips of what I can or should be doing now and what to do when I go back in stock? Man, this is not good for you um, especially this time of year um, I don't know how much what your sales volume is but uh, you may be this product may be dead um, I hope, I hope that's not the case uh, but you may if you've been out of stock now and it's it's fourth quarter so what's happening is your sales are everybody's sales are up, I don't know what category and maybe you're up 10 maybe you're up 500 um, but Everybody's sales are up, and there's going to be a lag on that, so when you come back in stock, that lag is going to still influence the ranking, so it's going to take you till it comes back down to, in this Amazon system, because the lag of the ranking and the sales per day, and stuff that's factored into the ranking. Uh, that portion of the ranking part I mean what you've done for me lately matters most, the last week, the last day, but there is a trailing history, and you're gonna have some some crap numbers, and it's going to hurt you, and it's going to hurt you longer than normal because you ran out of stock right now, so you're you probably Will not get back up doing much until March uh February March uh and um I will be unless you just have no competition and you're in a just some sort of super niche but if you're in a competitive niche, you're probably dead uh getting back to your level uh where you were you that's not to say you throw in the towel and go run away and hide in the closet. But it's getting back to the level where you were at beforehand is going to be difficult if there's any kind of competition being asked. What you can do is you can close the listing, at least do that. I believe that still helps somewhat. It's not as effective as it was five years ago, but close the listing temporarily until you get back in stock. And then we get back in stock. going to have to do some promotions if you have a house list or or a way to do some sort of promotion lower your price to try to get some get the momentum back you'll start seeing sales again you're not like totally dead uh but you're going to be dramatically hurt so kev this i luke you asked this in the group uh last night as well i think or the day before one of the things that i would be doing is if you've got the product ready i would probably depending on the size and i know your product or products i fly whatever it takes to get it into uh into stock i just fly it over whatever you can to get it in there faster just to stop this hurting your listings yeah if you can do that or if you can even even switch to uh an fbm model and just put a release date of 30 days from now You know, it's still going to hurt. It's still going to hurt you. And you're going to lose a lot of sales, but there will be some people. Well, yeah, I really want, uh, what, what you're selling. I'm willing to wait the 30 days. At least you'll have something coming in. And then when you get into stock, either you ship those yourself or have your three or three PL do it, or go stand in your garage or go stand in line at the post office and ship those a hundred units. Um, and just, uh, um, got it up or, you know, you, sometimes what people can do is they'll, they'll take those a hundred. fulfill it through Amazon. Just go in there and manually type it in and fulfill it. But make sure that date is dead on because if you miss that date, that's going to hurt you. If you say 30 days and there's a delay in your shipment, it's really 42 days, your account's going to be in trouble under suspension. So you got to be careful with that and be very confident that you can do that. There's one other tip here. If you think that raising your price dramatically is going to help you out, It'll probably hurt you more than just letting it go out with a bang, so close your listing but don't stop your sales from happening because that's going to affect your sales uh your trailing sales. So, uh, this is something that Kevin and I have talked about before in the podcast, and it's so important that you do that. And you just don't raise it double or triple it, and all of a sudden you got no sales happening; that doesn't look good in your history. Yeah, if you can raise the price and maintain the same settlement sales level, keep raising the price, starts really hurting you. Uh, you don't want to do that. People always say, 'I want to go out with a bang and then I'll come back in; actually hurts you more than it helps you. Okay, so do you have time or should we go to the wheel? Actually, I need to yeah i need to run to another meeting. Okay, if you've got to take off right now, we'll just do the wheel on our own. Uh, yeah, I'm four minutes late. Okay, I'll see you later, Kevin. Thanks a lot for joining. Appreciate it. Have a good one. All right. Thanks. Yeah. All right, Kels. Let's see what the questions are because I might be able to handle them just rapid fire. Okay. From Spencer. Are you guys aware of any grants out there for Amazon sellers? I'm not aware of that. I do know that they were having, if you were a minority, that they were having. If it was women or if you were part of a different minority group, they did have them incentivized um I think there was a loan or grant available and I think it was for $15,000 or something, and then they gave you credits against uh PPC, I don't know if that still exists; that was going back probably a year and a half ago. Okay, um from Fazul, how to prevent the loss of the Amazon buy box? Well, we talked about if your price is too high, sometimes Amazon will block that buy box. The other thing is if you're having a sale and you didn't specify in your inventory the min-max price. So if you just have a list price or the MSRP, and a list price and that's what's showing and all of a sudden you've you've tried to put it on sale for 30 less and you've tried to raise it up 20 sometimes Amazon will block that because you're raising it too quickly so to prevent that you go into your uh your your inventory or your catalog go into the inventory Select the columns because it's not default, but you have to go in, select additional columns, min, max, and then you can put the lowest that it'll go, the highest you'll allow it to go. Then, if you have to dramatically increase or decrease, you'll keep the buy box. You should keep the buy box. Okay, great. The next one is from DripFit. What is the effect of one out of four of my variations go out of stock? Is it the same if it was one product without any variations no, so don't worry about that if you do, you got to get it back in stock uh for sure but um yeah you can just just if your if your main listing or your main money maker goes out of stock then you'll probably have a problem okay uh and then For Legendary Studio, we talked about the Amazon fee structures at the beginning of this episode, I think pretty in-depth for about a good 25 minutes. So if you can just check that out. And we'll repurpose. We'll go through that in detail and how to repurpose and put it on social. Yeah, okay. And this one's from Manny. How many variations should a listing have before people get confused? In my opinion, it's five, but maybe you two have another opinion. Thank you again. I've experimented that with soap. So I've had a lot of soap. I think I had 30 or tons, tons, put it that way. And then what I did is I broke it up into scents. So into different categories. So I had floral scents, men's scents, tropical scents, and broke it up. And then there was only. Know seven to ten maybe even less depending on what the sense were but um yeah that worked uh because if people are looking for soap and they're looking for a specific type of soap uh then they could go over there and they have their selection but uh yeah it's com it's completely up to you, you can experiment sometimes too where it gets confusing is when you put the two different um I give you have two quantities and a cent, or a quantity and sizing. Some people try to put too much information in with a lot of different cents and a lot of different sizes, let's say. That could be really confusing. But just experiment with it. All right. So, we got another one from Spencer. I got banned from Facebook Marketplace for some reason. I posted my product and I got banned. Do you have any experience with this? All I know is that I know Wilford Lightheart and I had a company. And Facebook decided to ban us for being fake. And everything was real. And we still haven't got the account back. And that was three years ago. Four years ago, yeah, I know Facebook is just one of those platforms where it's it is a pain or whenever there's issues so, other than like contacting support that's probably the best way around it unless someone else can provide additional information, but that that's all we got. And then I'm not going to be touching on the newsletter questions here, but this one is from Fazul. What if I got patent infringement claims? We already have a patent pending. So, patent pending is nothing. So it's just the patent page. It just means that you filed. You don't have that patent. And if you have a patent infringement claim, you want to check it out. Now, a lot of those claims are just false. And one of the suggestions I would have is just going back to our read that's going to happen in a second), but making sure that you have a lawyer like Paul Raffleson and his law firm or his service called Seller Basics. You pay $99 and they'll go up to bat for you, figure out whether this is bogus or not. So I can't really, without knowing a lot more about it, I can't really help you. But a lot of sellers this time of year will go and file these false claims to kick you off during the holidays and then get you back on. So it also depends if you have some money. If they're doing a false claim like that, you can go after them. So I'm not a lawyer, but that's just my opinion. All right. So I think that's all the Amazon questions here. Oh, I get to talk about Paul now. For what? Seller Basics. Oh, yes, yes, yeah. It's your time to shine. All right, my time to shine. Let's see. Okay, let's see what we have to say today. Great. You put it in. Thank you, Kelsey. All right, so let's talk about Seller Basics. Hey, Amazon sellers ever faced with account suspensions, ASIN hiccups, or IP headaches? Introducing Seller Basics, your Amazon account guardian. With just $99 per month, Seller Basics offers a dedicated team to shield your business from these challenges. Plus, this membership offers free legal consultations from seasoned e-commerce attorneys. No long-term contracts. Cancel with just a month's notice. View Seller Basics as your account guardian. Back it up. View Seller Basics as your Amazon accounts health plan. Check out Seller Basics at sellerbasics. com. Now note, this is a disclaimer. Seller Basics is not an insurer law firm. Consultations come from independent firms. Results may vary and membership needed before events leading to claims. And lastly, terms apply. Okay, and every podcast we're having, these issues are coming up where this $99 membership is helping out people. But you have to have that membership. And I want to stress that: you have to have that beforehand. If not, you're paying regular fees, which is quite expensive. Okay. So, Kels, let's get back to this. Alright. It's time for the Wheel of Kelsey. I do want to mention, we talked about just a little bit, but Kevin is offering uh his uh 397 training from the for the newsletters too, so this is going to be for one person as well and then you get your choice of the press release blog article um or a UGC video or discount video from me. So um it's a great prize today I don't think Kevin uh normally gives these out, so this is for the webinar. Let's check it out! I also posted the link over um in the WhatsApp group, so you can sign up for Kevin's webinar there and it's time for the Wheel of Kelsey. Let's go. All right, so here we go. We got lots of entries today. Video today, shuffle these up and let's see who today's winner is. Please email me kate at Kate@lunchwithnorm. com if you are the winner. Looks like it's rad, rad! Congrats, you got a great prize today, and you know what? The newsletter training so for you, I would definitely get on there. Um, one of the biggest newsletter niches right now is preppers, and your product and your solar product would fit in perfectly. So check out that training tomorrow. I know I've talked to Kevin last night about some of the stuff he's going to be talking about, and it's fantastic. That's it for today's episode. Kelsey, anything else to say? Don't leave me hanging. No, I think we covered everything. So rad, just email me. Um, K at lunch with Norm. Com and let me know which of the three you'd like, so the press release blog article or the video, and then we'll connect you with Kevin too for your prize. So um, I think that's it covered everything. Make sure you sign up for okay, the uh, the WhatsApp group, uh, I'll drop the link in again, um, and then also, WhatsApp is going crazy, by the way, and like, I've seen some people on here, um, that are are part of the group. And the conversations are so different than the conversations that we are having in our other communities. I'm loving it. I love to see the engagement, everybody who's participating. It's fantastic. So keep it up, guys. And if you are interested in our newsletter, that's another thing. This week's newsletter was, I think, the best newsletter we've ever put out. I like it. And if you have any comments on what you think of it or what you like to see in it, just let us know. By the way, I'm just kind of curious, how many people found Norm, found the beard guy? If you saw the newsletter, you'll know what I'm talking about. It was tricky. It was. It took me a couple of minutes to go through and find the beard guy. Yeah, so we have like a little Where's Waldo thing in our newsletter. So we're going to be sending it out. Our first official Beehive newsletter, which is the platform that Kevin recommends for the newsletters too. So that's going to be happening on Monday. So super excited about it. I think it's going to be a lot of fun. And hopefully, we'll get your reactions on what you think. And yeah, if you have any questions, let us know in our Facebook group or the WhatsApp group. We've got a great community over there, and uh, it's been fun hanging out with everyone, but uh, yeah, I think that's it, okay, all right, everybody. Thanks for joining us today; it's always fun having Kevin on the podcast, so join us every Monday, Wednesday, and Friday at noon Eastern Standard Time. And like I always say, we have a great community if you want to be part of it. You can go over to our Facebook group or over to our new WhatsApp group, which is on fire right now. Loving it! We're getting new members every day. Okay. Until I won't be around on Friday, there's going to be a prerecord, but I think you're going to love this prerecord that we did. I think we recorded about two weeks ago. Anyways, I think you're going to love it. So tune in on Friday, and I will see you next week. Want more great information? Don’t forget to subscribe by clicking here. Also, if you want to check out our latest podcast, click over here.