Mastering Amazon FBA in 2023 | Kevin King

Mastering Amazon FBA in 2023 w/ Kevin King - Ep - 511 - Lunch With Norm Norman Farrar: You've got to evolve, you know, and you've got to always be on these new tips or strategies or you'll be left behind. Hey, everyone, it's Norm Ferrari, aka The Beard Guy here, and welcome to another Lunch with Norm, the e-commerce and FBA podcast. We are just waiting for our guests to come onto the show. And I just, I'm not sure what the delay is, but he'll be here shortly. So today we're going to be discussing mastering Amazon FBA in the fourth quarter of 2023. What can you do to improve your listings and your sales? What's happening in the world of Kevin King and tips for Black Friday, Cyber Monday? We're also answering live questions. So if you do have some questions today, make sure you put them in the comment section. Welcome to another Lunch With Norm, the eCommerce & Amazon FBA Podcast. Like I mentioned, today we're gonna be discussing mastering Amazon FBA in the fourth quarter. Our guest has been involved with internet marketing and eCommerce since 1995. He sells millions of dollars of products on Amazon and he also mentors sellers collectively doing over half a billion dollars per year on Amazon through Freedom Ticket and Helium 10 Elite. He also organizes the BDSS or the Billion Dollar Seller Summit. And his new favorite thing is his newsletter, Billion Dollar Seller. And return guest, probably his 100th appearance, and that's Kevin King. So he'll be coming up shortly. Just a word from our sponsor and we'll get right back with Kevin. Facing cashflow challenges with your eCommerce business? Discover Viably, your ultimate financial ally. From real-time sales data integrations to immediate funding access. Viably is here to support you. Plan your growth with their free tool for online sellers and engage with specialists whenever you need. Extend your cash flow with Viably. Kevin King: I've got my punch card. I've got nine punches. The 10th punch, I get a free lunch. I think it's the 10th time I've been on the show. I've got my punch card. What do I get for a free lunch? Norman Farrar: Well, typically, we go to White Castle or McDonald's. And I know you like White Castle. Kevin King: That wasn't too bad. White Castle at 2.30 in the morning last week in New Jersey. That wasn't too bad. I think we all got a shake, right? Unknown Speaker: Yeah, all fucking on shakes. Kevin King: I think you got one first and then Damon got one and I'm like, all right, I gotta get one. I can't be left out. Norman Farrar: So yeah, we were at the eCom cooperative and Kevin was presenting last week. It was a great, really great event because we got to meet so many new people. Kevin King: Yeah, good little crowd there. Norman Farrar: Yeah, so it was funny because a lot of the times when you go to an event, people probably would know, like Kevin, they know you a lot from Helium 10 and also from Freedom Ticket and BDSS, but it's kind of funny when you go to an event and people don't know you. Kevin King: Yeah, it happened at Titan too in San Diego. Norman Farrar: Yeah. Kevin King: You were both that we were both out a few weeks ago. There's a girl been selling for like seven years So everybody else is talking to me. She came up to me. She said I'm sorry, but Who are you? Norman Farrar: Yeah, I'm like, oh, okay. Kevin King: That's good. That means I'm in the right place Right. So I like it when I actually that happens. That means uh, that's one things we get we I think a lot of us are We know our little group. We know the people that come on the podcast. We know the people who we follow on social media. We know the podcast we listen to or the shows that we go to. We know that little audience, but there's so many audiences in this space that there's so many people out there that we have no clue they exist. And it's such a huge ecosystem. And one of the things that really illustrated that, there's two things recently that illustrated that the most to me, I mean, one is like the Titan Show, The Girl That Didn't Know Me, and then you go to New York and there's a group of people there. Some of that's because we've been OGs and some people are relatively new, so you have some of that. But going to Amazon Accelerate, 2,400 or 2,500, whatever number of sellers there, we see some of the same faces, but there's a ton of people there that they never go. They don't listen to podcasts. They don't go on the Facebook groups that we're on. They go in Seller Central, maybe, and that's what they know. And they're at that event, so you're meeting those people. And then you go to other events, like I get on LinkedIn. I wasn't on LinkedIn for the longest time. There was a page there, and I think I had six followers or something like that. In August, when I started the newsletter, I was like, you know what? I need to actually increase my LinkedIn presence. I was on Facebook, but everybody kept telling me, hey, all the Amazon crowd is on LinkedIn. That's where the activity is. That's where people are sharing the best stuff. I ramped up my LinkedIn presence. I'm still ramping it up, but I'm like, holy cow, I've been missing the boat here. There's a lot of people on LinkedIn that I've never even heard of that are posting incredible stuff, whether it be about PPC or about whatever, about our space. I'm like, who is this person? It's some company that's doing half a billion dollars that I've never even heard of before. I think it's important that people get out there. And discover that. Don't just stay in your own little clique. Don't just stay in your own little neighborhood. Get out there and explore the world. There's a lot more to it. And you know, I have my billion dollar Dream 100, which congratulations, you're one of the ones that are in there. Norman Farrar: Thank you. Kevin King: This is why I announce it every Thursday in my newsletter. They're pulled at random, so there's no particular order. Norm happened to be one of the first, I think you're sixth or seventh one, something like that. When I gave you the 20. Yeah, when you gave me the 20, I doubled the numbers in there and so fixed your odds, but I left that open. I already have them picked, but I only have 90 of them picked. And there's 10 spots that are open that'll probably be the last ones at some point, but that's because there's 10 people that should be in there that I just don't know them and I need to know them. So I think that's an important thing is find who you like and listen to Lunch With Norm because you're going to learn some great stuff and you got great guests, but also expand your horizons a little bit and go somewhere where the Lunch With Norm crowd is not and you'll learn some things. Norman Farrar: Yeah, exactly. And you never know who that person is going to be. So just at that New Jersey conference that we went to, the event, I met about 12 people. I had no clue, no idea who they were. We've already been in contact and it's been fantastic. But, you know, it's an event that I wasn't sure I was gonna go to. And I thought, oh, shoot, let's go. Kevin's going, so I'm gonna head down there. Kevin King: It did help that since you weren't speaking, you're just like, how can I get attention? Then you streaked across my presentation. Then everybody knows who you are. Norman Farrar: Just like that South Park episode. Kevin King: That always helps you get attention. Norman Farrar: Yeah, it does. It does. Kevin King: I just wish you would have worn different underwear. Norman Farrar: Now, I can't breathe. My glasses are getting foggy. Kevin King: All right. Norman Farrar: So, let's talk about what's happening in the world of Kevin King. What are you doing now? What are you focusing on? Kevin King: Well, my big focus, you said it earlier, right now is building up that newsletter. That's a major focus of mine. It takes a little bit of effort and work. It's starting to go really, really good. When I first launched it in August, you say you're coming out with a newsletter and people just roll their eyes. You have your people who are big fans and they want to follow everything you do, but the vast majority of people just roll their eyes like I don't need another newsletter in my inbox. I get too many already. The people are seeing what it actually is and it's more like a magazine, more like a mastermind than it is anything else. And so the word's getting out, it's starting to snowball and the numbers are going up. I'm doing some marketing stuff. You know, within it too, like there's a new VIP section that you only get that VIP tip on Mondays if you've referred at least two people or more. And I introduced it initially, gave it away for free. And then this week I gave it a 50% off sale. You only had to have one referral to see it. But that's some of the cool stuff you can do with the tools that are out there that are built for newsletters is you can actually make sections of the newsletter disappear. They don't even exist if you haven't met a certain criteria. And so it does it on the fly. So if you've referred two or more people, it adds an extra section, which is like a VIP cool tip. So that's one of the things to help grow it as well. So that's a big focus. It's fourth quarter. So my seasonal calendar business is in full swing right now. So shipped in, I think it took the first order September 29th, I think, on Amazon. And it's already doing better than usual. And then on my flyer, I have a list of 17,500. Actually, after we clean that list, because we use a NCOA service to take out all the bad addresses, the dead people and the people that moved with no new address, that's like 16,900. That's dropping next week in the physical mail to them. It cost me about $10,000 to do that, about $4,000 to print it, and about $6,000 in postage. But that brings back well into the six figures in revenue. So that will drop next week. It takes about a week for that to get delivered. So by the time I get back from Vegas or Australia, right after that, I should have a mailbox full of checks and money orders and see a lot of business. So that's going to keep me busy as well. Norman Farrar: I think it's pretty funny that you still get checks. Kevin King: Yeah, I get stacks of them. Checks, for those of you that are too young that don't know, checks are little pieces of paper where you say $10.77 or whatever and you sign it. Money orders are the things you go to 7-Eleven and you pay 79 cents and they give you a piece of paper. You give them cash. Yeah, people still send those in the mail with a stamp on the envelope, handwritten envelope. Some people actually, some of them are crazy. They actually, they don't want to cut up the order form that we send out, so they actually make their own order form. They will actually go on a typewriter, like a typewriter, and actually put the little dashes across and make their own little order form and all neatened columns and send it in. It's meticulous that some of these, I don't know, some of these people have nothing else to do in their life, but it's okay with me. That's my customer and I know the avatar and I know how to market to them. Norman Farrar: Yeah, some people don't like change. Kevin King: Yeah. I still have people that if I don't sit on this, I'm a little bit late this year getting the mail piece out. Usually it goes out a couple of weeks prior to this. I'm just a little bit late getting it out. So I'm actually starting to get Letters in the mail now saying, hey, I haven't got my flyer yet. Are you going to send it? I'm not on the Internet. I don't have an Internet connection. So there's people out there in this world that still are not connected to the Internet, still don't want to or don't have a credit card or don't want to order something online. I service them. I mean, 80% of our business comes online, but that other 20% is significant. It's a healthy six figures. It's kind of fun to actually go to the post office and you have one of those little post office boxes and you put the key in and you open it up and it's just full. It's just completely full of envelopes in there and you have a couple of advertising flyers or something. Those get trashed right away but then you have all these envelopes and you don't know what's in an envelope because you open up the envelope. It could be a check for $29.95. It could be a check for $600 because some of these guys buy a lot of calendars. And so these are individual people, not stores. They're collectors and stuff. So you're opening each one and it's kind of cool. There's a big one. And now I've been doing this so long, I recognize the names or the handwriting. There's Johnny. He didn't die yet. He's been buying from me for 23 years. Or sometimes I'll get something back. You'll send the flyer out. And it'll come back in the mail and it'll have a sticker from the post office that says deceased on it. You know, return to sender, deceased. And I'm like, oh man. Norman Farrar: You take them off your mailing list? Kevin King: Yeah, I take them off the mailing list. Or it'll be their wife. They'll send it back or something and they'll be like, please take Johnny off. You know, he passed away of a heart attack last year. But these are people that I've seen that have been ordered for me since the 90s. So it's like, I never met them in person. I don't know who they are, but I know them. You know, through their name or through their handwriting or through whatever, through their past order history. So you get to know your customers. It's kind of cool. Norman Farrar: Yeah. That's what I like about the podcast, the live podcast, because you get to know the people who are commenting. Now, there's a lot of people that are on that just like to listen, and that's fine. But the people that are commenting, like AMZElite, we know that's Tom. Tom goes to BDSS. There are so many people on here that you get to know through the community. You feel like you just get to know them as friends. It's kind of cool building up that community. Kevin King: That's how you also stay in touch with your avatar. An important lesson off of this is a lot of us get removed. We're managing our company and we have VAs or we have somebody else that has those customer touch points and you don't have them. I think that's a major mistake. As an owner of a company, no matter how big the company, you need to get on the front lines. Even the biggest companies sometimes do this. The CEO will go work in the call center for a week. Usually not a week. It's like usually two hours or something, but it should be like a week. And you have to get those touch points because you can then see what, because a lot of stuff doesn't get passed up the chain. They just deal with it and sometimes you want that. You don't want to deal with all these little micro things, but a lot of times you can figure out problems by having those touch points or from a marketing point of view, you start to know your customer and you can actually, you know, what's his avatar? How do I market to them to give them what they want? And without that, if you get too far removed from that, as a manager or as an owner of a company, I think that's not healthy. You need some degree of that to stay in touch with some, figure out a way to stay in touch with some of that as you grow your company. You can't do it all, but as you grow your company, figure out a way to go beyond just getting a report of here's the seven comments that people said, but actually have those interactions somehow. Norman Farrar: But it goes the other way too, Kevin, is if the avatar or if the culture of the company isn't passed down to the VA correctly, if they're not properly trained, they can kill a company as fast as you grew it. Kevin King: Yeah, oh yeah. Oh, for sure. Yeah, one bad apple can, to the wrong person, can ruin a lot. Norman Farrar: Spoil the whole thing, girl. That's the way. You don't remember that song? Kevin King: No. Norman Farrar: Osmonds. Unknown Speaker: You don't remember that? Norman Farrar: One bad apple can spoil the whole thing, girl. You know? Kevin King: I'm not as old as you. Norman Farrar: It was Jackson 5 maybe. Way back, way, way back. So the other thing, so let's talk about this. Let's expand this a little bit. Avatars are everything, especially going into fourth quarter. So going into fourth quarter, what's something you can do to concentrate on that avatar? So let's say you have whatever your product is. Okay, let's say it's Bully Stix. Okay, so we both sold Bully Stix. We're going into fourth. What's something you can do to help pinpoint or boost that avatar, get them to buy from you now? Kevin King: Well, the number one thing I would do now with AI stuff is I would be taking, especially if you have a lot of reviews and if you don't use your competitors' reviews, Take all as many 10,000 reviews or however many you got or as many as you can get and throw those in the AI and have it analyze them. There's some special tools and special prompts that will do some of that or you can do it yourself and it can analyze and it can come back with a profile of who, what are the type of people and what are they looking for. Not just what they're complaining for but what are they looking for. If you've got customer lists yourself, you know, people that filled out a warranty card or you've got names and addresses on your list, I would do some reverse Big data matching on that. You can use companies like Melissa Data. There's tons of them that do this where they will tell you this is the age of them, whether they're married or not, what kind of cars they drive, all that kind of demographic information. You can get that. You can overlay it with, there's others that will overlay it with other lists where they will say, you can say, here's my list of 10,000. Tell me how many of these people smoke cigars. And you can overlay that with this big data like people like catalog companies like the cigar companies that have mail order catalogs. They have lists and they overlay it and say, oh, these 17% of your customers actually smoke cigars based on that they bought from this. We think they smoke cigars because they bought from the cigar publication or they subscribe to this other publication, you know, Cigar Aficionado or something. And so you can do that kind of stuff to really hone in on who they are and then go after them. And you want to make sure you market. You always want to be talking to your ideal customer and everybody is not your customer. So you've got to pinpoint who that is. And if you're selling shampoo for women over 50, you don't want a 22-year-old influencer doing your stuff. You want someone that fits that avatar, someone that looks like them, that feels like them. And don't try to be politically correct. You see a lot of advertisements now on TV especially where they make sure they have the black person, they make sure they have the Asian person, they make sure they have the Hispanic person, they make sure they have the white person just so that they can be woke and politically correct. That's stupid because if that's your avatar, okay. But in a lot of cases, if I'm selling a shampoo for a black woman's hair, it's a special type. Their hair is a little bit different than a white woman's hair. I don't need to have somebody that's not of African-American origin in that ad. It needs to be that person. So make sure you dial in on who it is you're going after. And lock that in that that's super important and then all your all your advertising should be around that You know, I just saw today. I think Amazon just announced it unboxed that AI is now built into the advertising I think it's an in brand if your brand registered They have now an AI Thing where you can actually create images for your ads within Amazon so you can take your product of your bully stick and If it or whatever it is coffee mug that coffee mug you had and drop it on the Amazon and then write a prompt within Amazon's advertising console and say drop put this coffee cup in a coffee cup and whatever scene you want and it'll throw it'll create it in that scene. I know Bradley from Healing10 has been testing this for a couple weeks. He says it's pretty good. It's got a few little quirks, but it's pretty good. But doing that kind of stuff and you can create Christmas things, you know, if your product is giftable, You can now instantly take your product and drop it into a scene and write a prompt within Amazon itself and say put my coffee cup with some stockings behind it. 50 plus year old woman smiling sitting on the couch with her grandchildren playing on the floor or whatever and I'll make the picture and run that as an ad right within all within Amazon. So doing that kind of stuff can be very very powerful and for fourth quarter I think by having this tool now you can do some really cool thematic stuff not just fourth quarter but you know different holidays Father's Day, Mother's Day, Valentine's Day, International Women's Day, whatever and run ads based on that easily swap this stuff out and probably dramatically raise your conversions. I haven't dived into it yet. I just saw them announce it this morning, but it looks pretty cool. Norman Farrar: Okay. Yeah, I haven't heard anything about that. So we'll have to talk about that offline a little bit. So that was just announced today? Kevin King: Yeah, just announced this morning and unboxed in New York. Bradley posted on LinkedIn, a couple other people posted on LinkedIn. Yeah, it was just a couple of hours ago they announced it. But Bradley posted that he's actually had access to it for a couple of weeks and he's been testing it with his coffin shelf, testing it out. Norman Farrar: That's pretty cool. Kevin King: I think you can do some dynamic stuff with it too, where automatically you can have a series of images and rotate it. I haven't dove into it, so I could be speaking out of line here, but it looks promising. And I know some of the ad people were posting that this is badass. Norman Farrar: Okay, so I want to circle back just to the reviews and maybe we can get a few action steps. So I know in Helium 10 that you can use their review widget and it'll extract all the main keywords. But is there something that can extract? Because the way that I would do this is I would download all of my reviews. I put it onto a document. The document would then I just go in and that you could use you could use a code interpreter or what's called data analyzer now and just add that That word document and that should be able to answer anything that you want once you do that Is that the way that you're doing it or is that the way you're thinking of running the yeah? Kevin King: I haven't uploaded a document. You could do it that way. I've just pasted it in I mean, but if I have 10,000 sometimes I've had to use Claude because it has a higher limit up and But a document, that method would work. But yeah, then I'm just writing prompts like analyze this and tell me what are the five biggest pain points, what are the five biggest, what are the five things to talk about the most, what type of customer, if you were creating a, if you were a market research running a focus group and had to create a customer profile based on what these people are commenting, and assume these are eCommerce sellers that are buying, I'm sorry, eCommerce buyers that are buying online, what would you say the profile of these people would be? And give me three different versions. And I'll come back and say, based on all this, we think these are mostly women of this age that do this and that. And you can be very specific in there. Tell me what kind of car they might drive and what kind of house they live in, what kind of money they might make, and it can analyze that and come up with a pretty good estimate. It's not necessarily 100% accurate, but at least it's a starting point. Norman Farrar: Okay, great. So we're at the bottom of the hour, and Kels, can you come on? We never talked about our giveaway. What are you going to give away, Kels? Unknown Speaker: Well, we can do, let me see, one of my TikTok videos again or a social media console, but anything on your side, Norm? Norman Farrar: I really like the idea that you're doing something. Kevin King: Okay. All right. Unknown Speaker: Well, let's do that then. Norman Farrar: Okay, so Kelsey's gonna do his TikTok video, and I swear, Kelsey, the next time I'll do something. I'll just, you know, but the TikTok videos are pretty cool. So anyways, with that, if this is the first time that you're watching, I see we have a bunch of listeners right now. If this is the first time, at the bottom of every hour, or at the top of the hour, we do a giveaway. And that is a hashtag WheelOfKelsey. Or if you tag two people, you get a second entry. Today is gonna be a TikTok video that you can use. And it could be used for other repurposing as well. Unknown Speaker: Or a product video. Norman Farrar: Or a product video. Whatever you like. Unknown Speaker: And we also have a request. Maybe if we can have an option for a press release. Norman Farrar: Yep, absolutely. Press release. If you want the TikTok video or the press release, just let us know and you could be a winner. So just hashtag WillaKelsey, tag two people. And now let's go to a sponsor. We'll be right back with Kevin. 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, Kevin. Kevin King: I've got a question for you. I'm looking here behind you over your right shoulder. Norman Farrar: Yeah. Kevin King: I see some rabbit food. I know you don't eat rabbit food. What is that stuff up there? Norman Farrar: Rabbit food? Kevin King: Supplements and stuff. Some rabbit food supplements or something up there. Norman Farrar: Oh, it's matcha tea. Kevin King: Is it just matcha tea? Okay. I thought it was one of those like no eating like powder things or something. Norman Farrar: I can't. Kevin King: It looks like a little bag or it's like get your greens by taking a scoop of this and that way you don't have to eat lettuce. Norman Farrar: No outside of matcha tea. Anything green is not healthy for me. So let's just put it that way. I'm not as you know, and I think you're the same not big veggie eaters. Kevin King: No, I'm not a big vegetarian either, no. Norman Farrar: Let's talk about fourth quarter again. What are some other strategies that you're seeing come up? Kevin King: The number one thing that I like to do, it's a little late for some products on this, but I like to ride the wave. I like to get in by mid-September with all my products, especially if they're seasonal, and just giving those two sales a day, three sales a day initially, and just ride that wave all the way up to where it's 20, 30, 50 sales a day as the season progresses. So that it may be a little late for some products on that now. But that's one of my strategies that I do. One of the things I don't do that's counter to a lot of people, I don't do anything special for Black Friday or Cyber Monday. Now with this new AI tool that Amazon's got with the ads, if I'm running ads, I'll probably dabble with that, changing out some ads, because that's not gonna cost me anything. It's not much effort. But I don't do any discounting. I don't do any lightning deals, or deals of the day, unless I've got something I'm trying to get rid of. If I've got a product I'm overstocked on, I want to get it out of here or maybe I'm launching something new, I'm late to the game and it's just now launching and I need to get a little bit of momentum, those are the only times during Black Friday or Cyber Monday I would discount. In fact, what I'd normally do is actually raise the price and then put a coupon on it. I've talked about this before. I have a makeup mirror that I used to sell. It's $24.95 normally. Holidays around mid-November, I raised it to $29.95 and then I put a $5 clippable coupon on it. So it's still $24.95 for the people that clip the coupon. A lot of people don't clip the coupon, but what that does is I might sell a few less, but I end up making actually more money. So it might cut my sales from 30 a day to 28 because some people just strictly look at the price and what happens a lot of times is people are buying these as gifts, especially if it's a gift to buy them. They'll be looking at, here's a makeup mirror, my competition, it's $23.99 and here's one that's $29.99 but there's a $5 coupon on it. So it's basically, that's a dollar more in this case. If I click that coupon, it must be better because it's $30, but I can get it for basically the same price, I'll buy it. I use that and anything that's giftable, that can work for me and it does work for me. That's one of the things that I do, but I don't do any other special promotions around those holidays. A lot of times what you're doing is you're either moving, like Kelsey just said it, he said after the fall prime day, things are a little bit slow now. All you're doing is you're bunching everything into one window. So people are going to buy this stuff anyway. So do you want to bunch it into one window and give them a discount or do you want to take advantage of the people that are already there and just sell them at your normal price and the people that are still going to buy it, they're going to buy it a week later and you don't bunch them in. You end up giving away a lot of product at a discounted price and some people say, well, I can get extra rank that way or I can get some momentum that way and that may be true but a lot of times you level back down because you have that big spike and then nothing for a few days afterwards. So basically a lot of times you don't stay up. Unless you maintain that some other method, other promotions or you're constantly promoting. So people, I don't like to sell based on price. I like to sell based on value. So there are price shoppers that only want, and companies that only based on price or sell, do their things on price. But I'd rather sell more on brand and more on quality than on price. So I keep the price high. And then don't forget, a lot of people always, they think that The holidays ends a day or two before Christmas, but you have a lag for a couple days around Christmas 23rd, maybe 25th, 26th. But after Christmas, make sure you're in stock and make sure you got stuff going because people get gift cards and they're using those like crazy on Amazon to buy what they want. And then a lot of people, they get crap that they don't want and they send it back. So they send back some other piece of junk makeup mirror they got and buy yours instead. And so make sure you, All the way into mid-January is really good season. Right. That's not just if you're selling New Year's Eve, New Year's Resolution stuff, weight loss or whatever, fitness, it's everything. That wave rides for a while. And remember, too, on your returns, anything bought from November 1st to December 31st can be returned as late as January 31st. You might get hit with a lot of returns in January that you're not expecting, so make sure you bake that into your forecast, too, that you may see a rise in returns from people sending stuff back late. Norman Farrar: Especially apparel, shoes, jewelry. Kevin King: Yeah, and make sure if you're using someone like Getida or something, make sure that come February or March, you're monitoring that, or if you're doing it yourself, you're monitoring that because a lot of people may not actually return the stuff they're saying they return, and Amazon may have already given them credit, and then just doesn't follow up to charge them when they don't return it. Norman Farrar: Yeah. So do you drive Any additional traffic or is it just let it roll the way it's rolling? Or do you go out there and go to Facebook, go to Google? Kevin King: I do some stuff on Google. I use Amped for some of that. I drive traffic some from my house list on a couple of my products. I'll do that. I've talked about that before. One of the things I have not done that I am planning on testing is TikTok to drive traffic. I need to get set up on TikTok shop. I'm not set up on TikTok shop yet, but TikTok right now is probably, especially this holiday season with all the promotions that TikTok's doing where they're rebating you for up to, you can do up to a 50% off coupon and TikTok will reimburse you for that 50%. They have a $4 billion budget to do this. So they're like, give everybody a good deal and then we'll pay you for the good deal. It's a marketing cost for them to get people to start. It's crazy. There was a girl that just spoke in New York Monday at a Helium 10 thing. I know her. You actually might know her, Elizabeth. She's been to, she was in Puerto Rico. Norman Farrar: Oh yeah, I know her. Kevin King: She's doing, what Bradley just told me, she's doing a million dollars a month on TikTok right now. Norman Farrar: Yeah. Kevin King: And she's speaking at the BDSS virtual event in February about this. Evidently, whatever she showed people was like, people were like going nuts over how to do this. There's tremendous opportunity on TikTok. I know you're big at Walmart. I think TikTok is going to supplant Walmart within a couple of years if they don't mess this up as the number two marketplace behind Amazon. Norman Farrar: They're being very aggressive and I agree. I don't think Amazon nor Walmart are in the position that TikTok is with that exposure. Kevin King: TikTok, I mean, look at if you're launching a new product, you can get discovery on TikTok. If you know how to do TikTok right, you can get discovery. You can't get it on Amazon. You can go advertise until you're blue in the face and spend a lot of money, but someone's got 10,000 reviews. You've got zero, even though your product is way superior. Even if you spend a lot of money on advertising, the chance of you cracking that nut is very, very difficult. You can do that on TikTok though. You've got 150 plus million people in the US using TikTok. And it's the number one place for product discovery right now. And now with TikTok Shop, once they get TikTok Pay integrated, they don't have that yet. But once they have that, once they have their own fulfillment, it's coming. But once they have all that, they're going to be a force to be reckoned with. And if you go look at some of the studies, I think this is coming in my newsletter next week, we have a whole breakdown on TikTok. I don't know if you know in the Billion Dollar Sellers WhatsApp chat group that's super active. There's a guy in there named Karen that's massive on TikTok. He's got like 900 social media influencers on his list and does amazing stuff. He's done a breakdown of like here's what he's doing to launch on TikTok and it's coming in the newsletter. He wrote it just for the newsletter. It's exclusive. I'll have that in there next week, but it's really, really awesome opportunity right now, and there's other studies, like I was saying, that are showing that these younger generations, they trust their friends more than they trust reviews, anonymous reviews, and the younger generation, the Kelsey's age, They trust recommendations from friends or who they think are their friends, which are TikTok people who become their their screen friends. They trust them way more than they do any kind of reviews or big media like Amazon. And so you can influence a lot of what people do and what they buy. And TikTok knows this. And I actually have a meeting with some guys from TikTok. It's like four of them on Friday. I spoke to them about a month ago and they said, hey, we're having trouble onboarding people right now. A lot of these big Amazon sellers are just like, I just don't know about this. They don't understand it. They're not using it. And they're like, we're having a little bit of trouble onboarding them. We want to create like a little group, a little society basically. And there's things that we can say To you like here's how that you know, it's almost like insider tips of like here's how the algorithm works Here's what you need to do to make massive sales will help you we can't put this out there publicly though So anybody that's in this group We can share it to you Kevin and then you share it to the group kind of thing. And so I don't know if that's I This is what they said they want to do. I have another call with them this week. Like I said, we'll see if they change their tune or if that's what they still want to do. But there may be an opportunity there where I could put together some sellers and say, here's what they say is the best way to make massive sales. And I can help some people out. But I think there's Based on what Elizabeth is doing, it's just crazy what the opportunity there is. You don't have to fight against reviews. You don't have to fight against the same algorithms. It's a different algorithm. Amazon is trying with Inspire and some of what they're doing, they're trying to create their own. Amazon, I don't know if you saw this, they just launched something. Was it Ask a Friend or something? I forget the exact name of it, but something to the effect of Ask a Friend. So if you're looking at a product, you can click a button and tag a friend and say, what do you think about this? What do you think about this dress? What do you think about This item and your friends you can create almost like a little social create on the fly like five or ten friends like it's almost like. Private little chat on amazon to discuss something and they will influence what you buy amazon realizes that the influence right now is. Not so much from anonymous reviews for the younger generation especially, but it's from people you know or people that you trust, your friends and your social network, what they believe is gonna influence you more. And so doing that kind of stuff is huge. I forget what the, I can look up the name, but it's Amazon just launched it, but it's pretty cool. Norman Farrar: What do you think of Amazon Inspire? Kevin King: It's not working. I have not dived deep into it but it's just not working. It's a TikTok imitator, but it's... Norman Farrar: They missed it. Kevin King: They missed it. I mean, YouTube right now is struggling to get creators. They're offering some serious stuff because creators are abandoning YouTube and going to TikTok and Instagram. And they're like, come back, come back. We need content. We need content. So they're offering up, they're creating all kinds of new programs and new things to try to woo some of these big creators back that have kind of left YouTube shorts and YouTube creation and gone other places. Tick-tock is dominating and you know, there's some issues with a Chinese based ownership and you know, why was it Wyoming Montana? Whatever that state is. That's bandit basically starting January 1st. So some of that has to be worked out but tick-tocks are going anywhere. I mean, they're too big and maybe they have to split off and have us owners some 100% US ownership or something and subdivision, but or maybe they change it. I you know tick-tock used to be called musically. It started out as a music thing called musically And so maybe they it evolves, but tick-tock is not going anywhere. I may hit may evolve a little bit don't ping on regulations, but It's a powerful, powerful medium as Kelsey probably knows. Norman Farrar: Do you remember? I forget which event it was. I never heard of TikTok and I forget who we were walking around with and they were saying, oh, it's just a dance platform. I said, well, why would anybody listen to TikTok? Who wants to watch people dancing? And then you were with me and we did our TikTok dance. Kevin King: Did we? I don't remember that. You remember? Norman Farrar: I have it still. I can use it for blackmail. Kevin King: I don't remember that. That'd be funny to see that. Norman Farrar: Yeah, I'll try to dig it up. Unknown Speaker: Yeah, if you can dig that up. Kevin King: I'll show everybody the one where you streaked across the stage. Norman Farrar: Oh yeah, exactly. Kevin King: No, but I remember TikTok in 2018. I was at, well, I think it was a Grant Cardone's 10X event. Miami, was it 2018 or 2019? Maybe it was 2019. It was around the time of the Super Bowl, so maybe it was 2019. I was at Greg Cardone's 10X event he did in like a baseball stadium in Miami, like 20,000 people. Rich Goldstein threw a Super Bowl party, but I remember going at that time to, I think Brandon Young had like a Topgolf little meetup, like he always does. And I went with Isabella Hamilton and a couple other people. I think that's actually where I met Isabella, actually, at this Topgolf thing. And someone there was talking about TikTok, and I'd never heard of it. I'm like, Kevin, have you looked at this TikTok thing? And I'm like, what's what I never heard of tick-tock. What is it? They're like, this is gonna be the next hot thing. I've been on it. It's like addictive. It's like this. So that's what I first heard about it. Yeah, I can't remember that's 2018 or 2019. And then I've been on it ever since and watching what they're doing. And now what they're doing, they're just ramping it up, putting on steroids. And it's gonna be a major force for that people need to pay attention to. One, to drive traffic, create awareness for your brand on Amazon or Walmart. Or wherever you're selling but also TikTok shop Right and take that shop right now that some of their fees are like crazy low You know like no 15% it's like wave in some cases or 2% Something crazy low. Norman Farrar: Yeah Okay. So what time is this for? Okay, so we're we're getting close and we got a bunch of questions. Why don't we start with some questions gals? Unknown Speaker: Alright, so our first question is from Neil. He's asking, do you guys keyword stack your listings when first launching to a new product? Why or why not should you do this? Kevin King: No, don't do it. Because it's going to change your relevance. I mean the way the semantic, there's a story in the Billion Dollar Sellers newsletter from about two weeks ago about this or a week and a half ago. I think the subject line was like what the gurus are telling you is about AI is wrong or something like the Amazon is wrong something like that. But it's they've switched to a semantic type of logic and so keyword stuffing can mess that up. You want to have a You know, 10, 15, 20 keywords that are relevant, most relevant, but stuffing it with 100 or 200 other, all these long tail keywords is a mistake. Don't do that because the way the semantic engine is working now on Amazon, it can really mess you up. So no, do not do that. Norman Farrar: So what you're saying is 10 to 15 or 15 to 20 keyword phrases throughout your bullets and your title. Kevin King: It will figure it out, and if you keyword stuff it, it could set it down wrong paths. Norman Farrar: What about the back end? Kevin King: The back end, in your search terms, yeah, you could put some random stuff in there that might help you a little bit. I would not go to Datadive and find the 250 words that you need to put in your listing and put all 250 words in your listing. Norman Farrar: I got a question about the metadata. So you've got metadata that you can put in your photos, metadata that you can put into your A-plus listings. Are you putting keywords and keyword phrases in there? Kevin King: Yeah, you should fill in all those. I think it's 50 characters on your images. You can go into, I don't know if Canva does it. I don't think, someone told me Canva doesn't, I don't use Canva. I don't think Kevin does it, but Photoshop, you can open up the image and you can go into the metadata and there's title, description, keywords in there. Make sure you're doing that because that gets transferred with the image and that works for Google, works for a lot of places. So make sure you're filling all that metadata in as well. Norman Farrar: You were saying at this event this weekend not to put the keyword into the file name. Kevin King: Yeah, naming the file name With keywords, for Amazon, it gets stripped. Amazon renames it 186372448 or whatever, and it gets stripped. So using a keyword as a file name is not going to really make a difference on Amazon. I don't know if it does on Google or not, or Walmart, but on Amazon for sure it doesn't. Unknown Speaker: Okay, the next question is from Tony. Kevin, do you still do almost everything yourself? Do you have a team of VAs? Kevin King: I have one part-time VA in Pakistan and that's it. I have nobody else that works directly for me. I have no payroll. I either do things myself or I partner smart. So I partner with people that have Have those teams or have those skills. Well, so whatever I'm missing I will partner with so like example, this was Steve Simonson me and I did product savants together And so we needed people he he already had a VA. He already had an executive assistant He already had people that could source in China And so we partnered up and I just did my thing my thing and they took care of everything else And so there's no need to hire all that Could I do that? Could I? Could I, instead of hiring, if I wanted to do a newsletter business or something, could I go out and hire people and train them how to do this and own 100% of the business? Yes, I could. But I'd rather not do that and have those headaches. I'd rather partner with someone like Norm that's already got some of these people or already got some of these systems. I already figured it out and let him do that and give him, you know, split a pie with someone like that. That way I don't ever have to deal with shit I don't want to deal with. I can focus on what I'm best at and let other people do what they're good at. I do the same thing with Helium 10 with the partnerships I have there. I don't work for Helium 10, but I have partnerships there. So like the podcast, you know, like Norm has his podcast here. He's got his son's doing an excellent job, you know, creating all the images and doing all the promotions and all that stuff. But they're on his payroll. I'm assuming you're not doing child labor, but they're on his payroll. Norman Farrar: It was. He started when he was about 10. That's what I figured. Kevin King: You give him some macaroni every once in a while, right? Macaroni and cheese out of the box, as long as he eats his vegetables with it. But anyway, so he's got that payroll. I don't have that with my podcast, with AM PM podcast. I call up Norm and say, Norm, you want to be on the podcast? He says, yeah, sure. I'm like, okay, what day? I don't even have a calendar link. I'm old school. I keep it in a notepad on the computer. So I'm like, how about this time we record it and I'm done. For that hour, I enjoy my time. We're talking, we're shooting the shit or, you know, whatever. And then I turn it over to a Helium 10 VA. They edit the whole thing and they do all the graphics. They do the whole thing. They send me a link when it's done and I share that with Norm. I might share it on social media and that's it. Could I have my own podcast and hire someone to do all that and control and be full ownership of that podcast? Absolutely. But why? I'm leveraging their audience, their tech team. I'd be paying a lot of that money out now. Maybe I'd make it 10, 15, 20% more maybe, but it's not worth it to me. I'd rather do something else. And so that's my approach on it. And how I'm able to do what I do is I partner smart. And I'm careful with who I partner with. I don't just run into, I get a lot of people offering me deals all the time and I turn most of them down. Unknown Speaker: All right, so our next question is from Pyro Ant. Any tips for launching a product with a very high price point, greater than $600? Kevin King: I'm sure I would have a lot of tips, but I would have to know what the product is and what the market is in order to do that. Yeah. A $600 product is, you're going to need a longer sales funnel for that. Unless there's some sort of branding or something already out there on that, just throwing up a $600 product on Amazon is going to be difficult unless there's some sort of It's a known commodity or it's a known item or known brands. You're going to have to do a warm-up process. But I could be more specific, but I'd have to know the product. Unknown Speaker: All right. From Amar, is it advisable to initially set a higher price for my new products with variations, even if they aren't seasonal, and then implement discounts and coupons for each variation? Kevin King: No, I don't know about that one. I typically like to try to get a little momentum going at the beginning and start with a lower price because not everybody is going to see the discounts and take the discounts. That works for an established product. That already has history, but for a brand new product, I would probably actually go the opposite. And I would probably start with a lower price with no coupons or discounts necessary, and then work it up. The discounts and coupons can work once you are established. And like I said, that makeup mirror, if you're here listening earlier, that was an established product, but I probably would not do that at the gate, out of the gate. Unknown Speaker: This one is from Darren. Do you know if TikTok provides any operational or logistical support like Amazon or is it more like Shopify? Kevin King: Yeah, they don't have their own fulfillment yet. They're working on that. They have partnerships with companies that they tie into. But the fulfillment side of it right now is either you partner with one of their companies that they have deals with, or you do it yourself. But the good thing is you get all the customer data. So unlike Amazon, you get all the customer names and addresses and everything, which you don't get off of Amazon. Their plan is to actually set up their entire fulfillment network like Amazon has. That's not easy to do. It's expensive. It's very sophisticated. If you ever take a tour of an Amazon facility, there's one down here in Austin in San Marcos that does tours. They used to only have six or eight of them in the US and a couple in the UK, but now I just saw I actually have this link in the newsletter coming soon. They have like 30 of them around the country now that you can go in. I would recommend every seller to go take one of their free tours. It's like an hour, hour and a half long and you walk through and you see it and it'll give you an appreciation for the mass sophistication of this operations procedure that they have. It's pretty mind-blowing with all the robots running around and the way everything is just, it's pretty mind-blowing. So that's not an easy thing to set up. And other people have tried it. You know, even Shopify bought Deliver and then realized this is a sinking hole and they They got rid of it after a year, year and a half. Logistics is a tough business. And that's one of the reasons Walmart is very, very, very, very good at logistics for physical stores. But Amazon, on the flip side, is very, very good at logistics for eCommerce. And that's one of the things that Walmart's having trouble with now is finding a way to actually compete on the eCommerce side, even though they dominate on the retail distribution side. And Amazon's gotten so good now on their logistics that I don't know if you saw this, but they're actually going to start competing and doing logistics for others. So if you're some small mom and pop shop, they're going to start doing logistics to bring in your inventory that you didn't necessarily buy on Amazon, that you bought somewhere else. And now Amazon is actually leveraging those logistics. Like I just saw on my ship station, Now there's options for UPS, FedEx, USPS, which is a post office, and I forget the exact name of it, but basically Amazon Logistics. And so I can actually ship, instead of shipping through UPS or US Mail, I can ship my orders off of my ship station that came in off of my personal website through Amazon Logistics. And so they'll deliver those along with the Amazon orders. So they're not doing that everywhere. It's on certain cities. I think it's like 12 cities or something like that initially, but that'll probably after that, the beta test, it'll probably expand out unless it just doesn't work for some reason. But they have that down. That's why if you go back there and look at, I remember there's a, I think it was Jay Leno or one of the night shows, my name is Letterman from like 20 years ago, Bezos went on as a guest and I think it was, Letterman, I think it's Letterman actually, he's like, or maybe it's Leno, whichever one. They're like, so you're losing $100 million a month or a year, whatever the number, a quarter. And Bezos is like, absolutely. They're like, well, how do you stay in business losing $100 million a quarter? Amazon wasn't profitable for the first, a lot of years. I forget, it was their first, but they were building out this, this network and this system. It's super sophisticated. It's mind-blowing. Genius that made this stuff. Norman Farrar: Okay, next question. Unknown Speaker: Okay, from Tom or AMZElites. Do you think TikTok is good for premium $60 to $70 toy product? Kevin King: I don't know. Is it Kelsey? Unknown Speaker: I've never touched toys. My audience is like 18 to 24 males. So this is just not in my demographic. So I'm not sure. Kevin King: I don't know on that one. You know, some of TikTok can be an impulse buy, but you can build just an easy, it's easier To build justification on TikTok because if you especially if you do something like what Paul Harvey recommended where you get like five different influencers to promote your product, send it out and get five different ones to promote the product, create videos for you. And they start showing on their channels and you grab their videos and use those in your ads, which you can do on TikTok. And you would then run ads using those five influencers videos against a very small audience of like 5,000 people that your target demographic. And then you have these five influencers will start showing up in those 5,000 people's feed over and over and over. And what that does is it starts creating in the customer's mind like, oh, everybody's talking about this. It must be hot. Let me go look it up. But you could do this with a toy, maybe on a higher priced toy. And maybe this goes back to the $600 thing earlier, too, as you might be. I'm just brainstorming here. You might be able to actually take that and. Have each of those videos almost be like a sequence where one it's almost like a warm-up They might see them out of order, but it's almost like a warm. Here's the toy, you know in One big key point on it. Here's the toy on another key point So they're not doing the exact same stuff and then that kind of warms up the people to so See the different aspects from different people and go. Okay. This is worth 60 bucks or 70 bucks But that that's a good question I would think seeing it demonstrated and people vouching for it on TikTok is going to be better than a bunch of reviews from anonymous people on Amazon. But I don't know the exact answer to that. Unknown Speaker: Okay. And just two more questions here. One from Tony. Any update on TMUT? I'm seeing lots of TikTok videos about them right now. Kevin King: Timu is making, I think TikTok is crushing them, but Timu and Shine are both making a big push, but they're more discount, more like cheap $1, $2, $3 items. From what I'm seeing on TikTok, at least in my feeds and what I'm reading is TikTok is not, they're going more after the more impulse, the $5 to $20 range, but I can see Timu, I think, has a chance on some of the lower-end commodity stuff and the women that just want deals. They're just going to buy stuff because it's on sale or it's cheap. I think Timu will carve out their little niche and they're going to do okay, but I don't think they're going to be anywhere close to what TikTok has the potential to do. Unknown Speaker: Okay, and our last question is from Neil. Do you have any PPC advice for someone about to launch their first product? Kevin King: Try to get some buy-in reviews before you really ramp up your PPC too much. See if you can at least get those first couple buy-in reviews coming in. I mean, you can do PPC without it. Just expect to be bleeding some money. You really need a couple of reviews in there to actually get the ball rolling. On your PPC, don't go too crazy at the beginning. Do some testing to see what works. I know you have a honeymoon period that you're trying to work within. I would ramp it up. I'm not talking $5 a day. I'd put $50 or $100 a day on something but ramp it up and ramp up your bidding. Don't go after the big keywords. Go after the keywords that have like 100, 200, 300, 500 searches a month that are relevant to your product where you can better compete and don't go after the big keywords initially on your PPC. Have those in your listing. Have them in your title, have them in your bullet points, description, so you get a little bit of ranking juice every time someone buys, even if they buy off a different keyword. If that's in your listing, it shows the algorithm a little bit of love, but start off with the low-lying fruits and work your way up once you get more reviews. Norman Farrar: It's funny. You were talking about $100, $200, $300 a day. When I first started the managed services business, part of our contract said that they needed to spend on PPC and the total amount was roughly an average of $300 a month. That's been changed, but that's what it was. Kevin King: Wow. Norman Farrar: Yeah. That's $300 a month. Kevin King: That was a lot seven, eight years ago. Norman Farrar: Oh, yeah. Well, there was no PPC. Kevin King: There was no PPC, but now, yeah, that's not gonna get you a seat at the table. Norman Farrar: Yeah. So, it's just funny how times have changed and you've always, you've got to evolve, you know, and you've got to always be on these new tips or strategies or you'll be left behind. And this is actually one other thing is if you've just put up your listing and you haven't changed it or not just put up your listing, but let's say you put it up a year or two ago and you haven't revised it at all. Well, I can guarantee I know what your sales look like. 100% know what your sales look like. So you've got to constantly go in there and tweak. So I think that's really important, especially in fourth quarter and especially leading up to it. I said this on the last podcast, I'll say it again. If you're interested in getting some extra sales to take you from the lull, because people are going to slow down going up to Black Friday, is do your pre-launch or a pre-Black Friday sale and just provide them, if you have an email list, let them know that they can save an additional 5% or something. And that'll at least get you some sales coming in to bring you over the hump. And then you could take any of the strategies that you heard today. You know, Kevin doesn't, or he brings, he bumps up his price and then puts the coupon on it. Or there's various other things you can do as well. But I think that's it for the questions today. Kev, you're off the hook. Kevin King: Hey, it's always a pleasure. Norman Farrar: There you go. So pleasure. We are about a minute away. We've got a great giveaway today, and that's Kelsey is going to create a TikTok video. It could be a product video, or you can choose between that or a press release. And you got about 30 seconds to put in hashtag wheel of Kelsey, tag two people, you get a second entry. And now, Kelsey, am I doing a read? Unknown Speaker: You sure are. It's my favorite time of the podcast. Norman Farrar: Okay, so I just closed off what I was supposed to say. Give me a sec, Kevin. You want to sing something? Kevin King: That's okay. Norman Farrar: You don't want to sing anything while I bring up my... Kevin King: I'm not a good singer. Unknown Speaker: So I do want to share with with everyone in the Beard Nation. We have a special birthday today. We have the one and only Marsha Reese. Today is today. So she had a message here that she's been passing the newsletter link on to friends who are subscribing. Hey, how about those Arizona Diamondbacks going to the World Series? What a great birthday gift to me. So happy birthday, Marsha, from the Lunch With Norm crew, and always great to see you and best wishes. Kevin King: Yeah, happy birthday, Marsha, and my Texas Rangers may have a word to say about those Diamondbacks. Norman Farrar: By the way, when I got Colin's book, Start, Scale, Exit, Repeat, Marsha, I was reading the back here, And you're mentioned in there as well. So that took me by surprise. All of a sudden, there's Marsha Reese in the back of this book with an acknowledgement. So anyways, congrats on that. And yeah, you can check out that book as well. It's still on Amazon. They've sold out of the hard copy, but you can still get the Kindle or you can get it on Audible. But Kels, can you add their call out at the bottom of our notes today? It's not there. So I'm going to blame that on Kelsey. And our sponsor, you've probably heard, is Seller Basics. So a second as Kelsey does his job and places the placement so I can read it, so I don't make it up off the top of my head. Oh, where did you go, Kelsey? What else can we talk about while we wait for Kels? Kevin King: I'm looking forward to having some good cigars with you in Vegas next weekend. Norman Farrar: That's next week. Kevin King: Yeah, the big smoke. Evidently, it's the biggest cigar and whiskey convention in the world, right? Norman Farrar: Yep. Kevin King: I don't know. We're going to be like kids in a candy store. Norman Farrar: Oh, I can't wait. Kevin King: If you don't drink, but the cigar side, you'll be. Norman Farrar: I'll be enjoying myself with a spruce beer or a ginger beer. Kevin King: What's our record for three or four cigars in one day? I think there's a possibility we might break that. Norman Farrar: I know we will. I just can't even think about that. Oh my gosh. But yeah, that's fantastic. And by the way, I'm not sure if Ben's listening. He was on the last podcast, but those cigars that we got from him from New Jersey, I've had two of them and they're just fantastic. So I know this isn't eCom, but this is also part of breaking bread and getting to know people. Kevin King: That's right. Norman Farrar: All right. Is it here? Oh, there we go. Now I can say this. And now that Kevin's here, I'm going to screw this right up. So this is from our friend, Paul Raffleston. This is Seller Basics. Here we go. Live read. Hey, Amazon sellers ever faced 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 eCommerce attorneys. No long-term contracts. Cancel with just a month's notice. View Seller Basics as your Amazon's account health plan. Check it out at sellerbasics.com. And I do have to put in a disclaimer here. Seller Basics isn't an insurer or a law firm. Consultations come from independent firms. Results can vary and membership needed before events leading to claims. And remember, terms apply. And that's Seller Basics. There we go. From our friend Paul Raffleson who we met, well not that we just met him, but just memories of Puerto Rico. That was awesome. Yeah. All right. So that's it. Let's go to the Wheel of Kelsey. Unknown Speaker: It's time for the Wheel of Kelsey. Norman Farrar: All right, here we go. Here we go. Unknown Speaker: All right. If you are the winner, please email me kate at lunch with norm.com drip and it looks like drip drip fit. Norman Farrar: All right. Congratulations. Just pick whatever prize you want. And we'll get that done for you. Okay. That's it, Mr. King. Want more great information? Don't forget to subscribe by clicking here. Also, if you want to check out our latest podcasts, click over here.