Ryan, Author of the new book Ask is a marketing expert who has helped build multi-million dollar businesses in 23 different industries, generating over $100 million dollars in sales in the process. Today, he and his team offer training, consulting, and implementation services for entrepreneurs and businesses at all levels.
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Worst Entrepreneur moment
- Ouch, Ryan went through some STRUGGLES before he found his swing, but MAN are there golden nuggets strewn throughout!
Entrepreneur AH-HA Moment
- ASK. Ask your audience in a very strategic way. Ryan shares this strategy in detail!
What has you FIRED up?
- Ask! Click here
Small Business Resource
- Slack: Brings all your communication together in one place. It’s real-time messaging, archiving and search for modern teams.
Best Business Book
- Scaling Up by Verne Harnish
Ryan: Yes, I am.
John: So Ryan is the author of the new book Ask. He is a marketing expert who has helped to build multi-million dollar businesses in 23 countries generating over $100 million in sales in the process. Today, he and his team offer training, consulting and implementation services for entrepreneurs and businesses at all levels. Ryan, say what's up to Fire Nation and share what's going on in your world right now.
Ryan: What's up, Fire Nation? I am absolutely thrilled to be here, my man. Listen in addition to the book, I'm just so excited with what's going on in our business. We call it the Rocketship because we're moving at a million miles a minute, the team is growing at an epic pace and it's just a really, really fun time to be doing what we're doing.
John: Well, I can tell you, Ryan, I am Mr. Finger on the Pulse. I'm always looking and seeing what's going on in the world, and when I see a name like yours pop up in so many different places so often and always in good lights, I know that there's something going on in a good way with what you have. So I can't wait to share that with Fire Nation today, but before we do, Ryan, I just have to get inside your mind because again, you're everywhere, everybody's raving, there's so many great things being said about you, so let's give fight insights right away. The first insight being ideally, what do the first 80 minutes of your day look like?
Ryan: The first 80 minutes of my day: pretty simple. So I like to drop my son off at school in the morning. He's 3 years old right now. We have two boys, and immediately after that, I work out, and I work out with a trainer. What that does is it does two things. With my son taking him to school, it's the reminder for why I'm doing what I'm doing.
Ryan: That 15 minutes in the morning just with me and him one on one, having our conversation, talking to him, it really fires me up. Then I immediately head for the gym, work with my trainer, get physically fired up, and that sets me up for the rest of the day.
John: Those 80 minutes, Fire Nation, set Ryan up for success. I love how you kinda phrased that that those first 15 minutes just reminds you of what you do or why you do what you do. That's why I'm a big fan, if you're someone like me who doesn't necessarily at this time have a son to remind me of that stuff, of journaling. I love journaling, writing things down and just saying, "Hey, this is why I do what I do. This is what I'm thankful for." Ryan, you have some strengths, of course, we're gonna get to those, but what's your biggest weakness as an entrepreneur?
Ryan: I think my biggest weakness is need for control. You and I are very similar.
John: Are you lumping me in this category?
Ryan: Listen, I recognize this, and it's funny, I have clients that I work with who are just as OCD as I am. In some ways, it's a strength, but in other ways, I'll tell you what, it's one of the things that held me back. I think that if I wasn't so controlling and have a need to be in control, I could've shortcut our growth, what's taken us eight years to get to where we are today, probably in half. It has to do with letting go and being willing to let go and being willing to accept that while someone might not be able to do the exact job that you're able to do, letting someone do it and taking it off your plate and doing it 80 percent as well is actually better for you and better for your business.
John: Could not agree more. I accept you lumping me in this category with you, Ryan. I can tell you why, Fire Nation, he's so right. I mean, we do a little pre-interview checklist, and I'm going through the checklist, and I get to Ryan's part about what audio equipment is he using, and he tells me he's using a really good mic, and I'm like, "Uh, no you're not." Like let's go through the steps and make sure it's actually being recognized.
We did, it supposedly was, it was showing up as it was, but it just wasn't there. He's like, "But I've done a bunch of interviews with other people." I'm like, "That doesn't mean that it's being picked up because they're not as OCD as me. I know that this isn't right." So we made the right steps, we did a couple switches, boom. Ryan's coming in like a champ right now. Ryan, we're moving on to your biggest strength, which I hope you're gonna lump me in as well, so what's that, buddy?
Ryan: Absolutely, positively, focus.
Ryan: What's interesting about this is it took me a long time to really appreciate this. About ten years ago, I took the Strengths Finder Test. I don't know if you've taken that?
John: I have.
Ryan: So my No. 1 strength is focus, and I needed to go through that sorta test and have that articulated in that way, with such clarity, for me to appreciate it. What I later did is I sort of took inventory of all the things that I had done in my life that I felt were my greatest accomplishments, and what was interesting was every single one of them was something that required singular focus at the expense of something else.
So in other words, I'm someone who does very well focusing on something on an intense sprint for a finite period of time and then maybe hitting the brakes for a bit. I'm not someone who's very good, in comparison to say my wife, who can consistently deliver day in and day out like a machine. I'm someone that has to be super focused on only one thing, hit it hard, and then move on to something else.
John: I love that. I mean, focus has always been one of my words, my touchstones, follow one course until success. I truly could not do a seven-day-a-week show one day a week, meaning that I would be doing one interview every single day. I just can't do that consistent type thing on that small level. I need to do it eight back-to-back interviews in one day. Just hit it hard all the way through, so we're definitely in that category, too, Ryan. Listen, you have some great habits. We're gonna talk about one later, but what's a habit that you wish you had?
Ryan: I wish I had the habit of turning it off. What I mean by that is I tend to be on all the time. Now, you might say, well, that's kind of a cop-out. That's a cop-out to the question, but in reality it isn't. I have a hard time unplugging and disconnecting from what I'm doing. So as a dad with two young boys, it's a challenge for me. I wish I had the habit of just being able to just say, "You know what? I'm closing the door in the office. I'm leaving the iPhone in there, and I'm just done for the day." It's a challenge that I still struggle with, and it's something that I wish, a habit that I wish I had.
John: Yeah, turning off. I mean, Fire Nation, we aren't just wired to be on all the time. We've gotta take that step back, take that deep break. In your defense, Ryan, when you're crushing it with your trainer in the mornings, your focus is on that because he's killing it for you, and that's a good thing. That's one thing we have to find, Fire Nation, is our off switch. Ryan, you have a lot of cool things going on right now. We're gonna talk about a couple of them in a little bit, but what's the one thing that has you most fired up right now?
Ryan: Well, see, the No. 1 thing that has me most fired up is our book, and I know you mentioned the book. I'll give you the reason why. So I've been doing information publishing for the last ten years, but this is my first "real" book with a real publishing company, and we had no idea what to expect. We had no idea if this is something that would resonate with people, but it's something that I really believed in. It's something that's gotten a tremendous amount of results, what's taught in the book.
What has me most excited is that we had a target of the number of books that we wanted to pre-order before the launch date that we wanted to get out, and we blew through that target by over 10,000 books. That was just validation for me. It was confirmation that the ideas, this concept, is something that's ready for the mainstream, and I'm just so excited to get this in as many people's hands as possible because I really think that this is something that's gonna change the way that business is transacted online.
John: Ask. I call it the shortest title with the longest subtitle. Can you spin off that subtitle right there for us?
Ryan: The subtitle is: The Counterintuitive Online Formula to Discover Exactly What Your Customers Want to Buy...Create a Mass of Raving Fans...and Take Any Business to the Next Level. Each of those three components are critical because without them, the formula would be incomplete.
John: I love it, I just love it because it's just that big Ask, then with the explainer all below it. So Ryan, you've had quite the entrepreneurial journey. I mean, generating over $100 million in sales in the process, and that was just one part of your journey. Take us to what you would consider not one of those moments, those nine-figure moments, but take us to the worst entrepreneurial moment that you've ever experienced, and tell us that story. Let us smell the roses of that day.
Ryan: I'm gonna take you back a few years. This is one that I constantly remind myself of all the time. It's had a huge impact on my thinking, and it's a huge motivator for me. So before I was doing what I'm doing now, like most of us, I wasn't born thinking I was gonna become an online entrepreneur. I was actually working for the insurance company AIG in China, and my wife – we were married at the time – we're still married. My wife was in Hong Kong, about a two and a half hour plane ride away, getting her Ph.D. at Hong Kong University.
I had this job where I was basically tethered to the BlackBerry, opening up sales offices around the country, living out of hotels, and we had this crazy bi-country marriage, and I reached a point in my mid-twenties where I said, "Enough. I don't want to do this any more. I want to start my own business." We went through every iteration. We thought at one point we were going to open up a McDonald's in China, start an import-export company. We went through everything, and then one day, my wife was the one that found the idea.
She said, "Ryan, there's this website that is new." It was new at the time, so it was about 2007. "There's this website that's new, and what's really cool about it is you can see exactly how much sales people are making every single day. It's like Etsy for hand-made goods – it's like E-bay for hand-made goods. It's called Etsy." Now, Etsy is, I think, ready to go for an IPO, but in 2007 it was like a nothing –
Ryan: – company. She said, "What's even cooler is that there's this type of jewelry that's selling like crazy, and I think this could be our thing, Ryan. It's Scrabble tile jewelry made with origami paper." We thought to ourselves, "This is brilliant. We're in Asia; we have access to all this origami paper, more styles and variations than anybody in the Western world. I have access to all this inexpensive Asian labor."
At the time, I was managing a team of 24 Chinese staff. I speak Chinese fluently, so I said, "I can manage a team. We can build this." We were like, "We're gonna build this Scrabble tile jewelry empire." Then we got to our senses and we said, "Okay, that's a terrible idea." But she said, "Hang on a second." She said, "Look at this. There are these people who, they're not selling the jewelry, but they're selling the tutorials."
Ryan: "They're teaching people how to make the jewelry." That's when I remembered the fact that in 1849, and I know you know the answer to this. Who made all the money in the Gold Rush?
John: The people who sold the picks and shovels.
Ryan: Picks and shovels, exactly. This was a picks-and-shovels play. I said, "There's this gold rush going on for this Scrabble tile jewelry, and what if we create these tutorials?" So we saw the people who were making tutorials in the market, and they were pretty poor, and so we said, "We can build a better mousetrap." So we did that. We created this new tutorial. It was really great, it was really awesome, we started selling it, and it didn't sell very well. Eventually, we were able to kinda figure things out. We created different tutorials, and we realized the key was segmentation, and we kinda started getting going.
We made $1,000.00 a month, $3,000.00, $5,000.00, $6,000.00 a month, and then in late 2008, I walked into my office at AIG, and The Wall Street Journal was sitting on my desk. I'll remember this day for the rest of my life. This was late 2008 when the world's financial crisis hit, and this is just after Bear Stearns and Lehman Brothers had filed for bankruptcy, and the headline on The Wall Street Journal said, "AIG to file for bankruptcy." So I picked up the phone to my wife, and remember, making a couple thousand dollars a month in our little, fledgling business.
I pick up the phone, I call my wife, and I say, "Honey, go to thewallstreetjournal.com. Tell me what you see. I think this is the day. I think this is the day that I'm gonna quit, I'm gonna turn in my resignation." So I did that that very day, walked into my boss's office, the CEO of our China division, handed him my resignation two-week notice, sold everything that I owned except for what I could fit into two suitcases, moved in with my wife in Hong Kong in her little student apartment as a Ph.D. student, 400 square feet, had my $450.00 laptop, two suitcases of stuff, got to work, started doing good with our business, started making more money, took it to about $10,000.00 a month, and then you know what happened next?
The Scrabble tile jewelry market crashed just like the world financial market. It was like overnight, people started buying the stuff the market had reached that saturation point, and we lost everything. Except this time, I wasn't making my six-figure salary, I didn't have my expense account, I didn't have my big, fancy apartment or anything like that. We're living on a $500.00-a-month Ph.D. stipend that my wife was getting in this tiny little apartment in Hong Kong, and we just kinda looked at each other and we said, "Oh, bleep. What are we gonna do?" So my wife, she was studying history and art history, so you know, quick poll. As an art history Ph.D. candidate, are your salary prospects high or low?
Ryan: So basically, she said, "Well, listen. I'll get a job. I'll get a job, I'll finish the program, we'll move back to the U.S. I'll get a job." She got a job as the museum curator as the Brownsville Historical Association in Brownsville, Texas, and her salary? $36,000.00 a year.
Ryan: So we moved back to the U.S., we moved back to the U.S., moved into an apartment. We have nothing. We didn't have any furniture or anything. We opened up a bank account. The free prize that you get when we opened up the bank account, you know what it was? It was one of those foldable chairs like you get on the side of soccer games, the collapsible chairs?
Ryan: So my wife negotiated two. Those became our living room furniture. We bought a $200.00 mattress. We put it on the floor. We had one car. I drove my wife to and from work. $50.00 a week grocery budget. We had a TV with rabbit ears that we jammed into the windowsills to get additional reception for the three channels that we got, and I just got to work. I just started working my butt off. I said, "I know what we did in the Scrabble tile market, it works. What I need to do now is go into a market that's evergreen. No more am I gonna go into a fad market that is gonna be here today, gone tomorrow."
So we went into the gardening market, and we took that business from nothing to $25,000.00 a month within 18 months. My wife quit her job, she joined me in the company, and then we launched our second market, and then just one after another after another. The thing that I hated, and the reason why this is the story that I wanted to share is because I never wanted to go back to that time when we were back in Hong Kong having that "oh, crap, what are we gonna do?" moment. I remind myself of it every single month because it keeps me hungry, and it keeps me going.
John: Ryan, my four favorite words that you shared throughout that entire story were, "I got to work." I got to work. I mean, to me that just said everything. You could have just sat back and watched Jerry Springer on those bunny ears all day long, but you, my friend, you got to work. Fire Nation, what it all boils down to, any successful entrepreneur that you see, at one point they looked in the mirror and they said, "It's time to go to work," and then they did it. They put that nose to the grindstone, and they didn't look up until they were bringing in that 5-, 10-, 25k per month.
So Ryan, hat tip to you, my friend. Amazing story. I love how you tell it. I mean, that's exactly the type of alliteration I'm looking for from my guests. Let's use that with your next story, which is the aha moment. I mean, you shared multiple aha moments throughout your worst entrepreneurial moments. Which one of all of your aha moments do you think would resonate best with Fire Nation? Take us there and tell that story.
Ryan: Well, it goes back to the same time. I think it's important to appreciate this because I know a lot of people who are listening to this. I know your audience because I am an audience member. I know your audience; a lot of people are maybe looking to start something new. They're looking to maybe leave their current job and do something new, so when you hear someone who's generated $100 million online in sales, I know how distant that feels. It's like listening to a company like Apple or Dell. It's like, "How do you get there?"
So going back to the early days when we were only making a couple thousand dollars a month, here's the big aha moment, John. This was the thing in my entire Ask formula, the entire book, all the wealth that I've generated is basically it comes back down to this moment right here. So we're selling in the Scrabble tile jewelry market, and we have this one course that we're selling, which is teaching people how to make the jewelry with Scrabble tiles and origami paper. We're selling it, but we're not really selling that much.
So one day out of desperation, I reach out to our tiny little list, which I think at the time maybe was 1,000 people, our e-mail list. Out of desperation, I just asked people and I said, "Why haven't you decided to buy our course?" I mean, we put our heart and soul into this thing. We thought it was so much better than anything else in the market, and we just asked people, "Why haven't you bought?" What came back, John, was amazing. People came back, and what we found was that we thought we were selling to one type of person. There were really different four different segments in this market.
So yes, there were the people who wanted to make the Scrabble tile jewelry with the origami paper, and we pretty much sold to those people, but we also had people who were more interested in making photo jewelry using photographs and Scrabble tiles, and the problem was the methodology to use the origami paper, it made the photographs run. They didn't look nice, and so they said, "This doesn't work." They were frustrated. Then we had a third group of people who wanted to make the same type of jewelry, but they wanted to use glass tiles instead of Scrabble tiles.
Then we had this fourth group of people that had all the Scrabble tile materials, and they're saying, "I've got all this stuff sitting around my apartment. What else can I build with this stuff? What else can I make?" That's when the light bulb went off, and we went back to work. We said, "You know what? We need four tutorials, four courses, not just one." So we went back, we created four different courses, four different sales letters, we put it up, and we said, "Hey, which of the following best describes you?" Overnight, we went from making a few thousand bucks a month to then growing it to that six-figure business that it became.
That was the big aha moment. I realized that the secret, and this is something that's held true in every single other market that I've entered from gardening, memory improvement, satellite TV, dog training, fitness training, weight loss supplements, and the list goes on, it's all been predicated on that concept that if you try to jam a one-size-fits-all solution down someone's throat, it's not the right answer. There are different subgroups or buckets, as I like to call them, in every single market, and the real secret is customizing your marketing, customizing the products you sell to each of those specific segments, and when you do that, it's amazing what can happen.
John: Fire Nation, do you know how you get there with your audience?
John & Ryan: You ask.
John: Oh, my god, that is like a moment in time right there.
Ryan: You could not have written that script better. That was not a set-up, by the way, that was not planned.
John: Not planned, not a set-up, epic. I have goose bumps, I'm not gonna lie. Even though I do this all the time, that's just special audio right there, Fire Nation. Ryan, it's obvious that Ask is gonna be a huge, huge help to a lot of people within Fire Nation. So we're gonna be getting to a few things into what I love to call the lightning round, but before we get there, let's take a minute to thank our sponsors. Ryan, welcome to the lightning round where you get to share incredible resources and mind-blowing answers. Sound like a plan?
Ryan: Sounds like a plan.
John: What was holding you back from becoming an entrepreneur?
Ryan: It comes down to fear of failure. I was working a high, six-figure job. I graduated with an Ivy League degree. I was the first in my family ever to go to college. I come from a blue-collar working class background. I paid my way through school, and then to get all the way to where I was and then to give that up, to start from scratch and walk into the abyss, I was terrified of failing.
John: What is the best advice you've ever received?
Ryan: It's what I consider to be the five most profitable words of my career. This is a writer-downer. The five most profitable words of my career: "Screw it, just do it."
John: Richard Branson. Love it, that's just ... Fire Nation, it's that simple. Don't try to complicate things. Ryan, let's dive into a personal habit that you do have that you believe contributes to your success.
Ryan: Probably I would describe it as eliminating decision fatigue, and what I mean by that is I've streamlined my life in such a way that I can focus my best brainpower and attention on what really matters to me. So I wear the same exact outfit every single day. I eat the same exact food every single day. I start with a green juice. I have three green smoothies, I have two salads and a form of wild-caught protein. We've outsourced virtually all of our domestic work, any housekeeper work, handyman work, anything like that. We have people who cook for us, we have people who do grocery shopping, cleaning, everything like that.
It's counterintuitive, and it's like, "Well, how can I do that?" Streamlining the life and eliminating the decision fatigue around what we're gonna eat, what we're gonna wear – me specifically, not my wife – has allowed me to have this focus on what I consider to be the mission that I'm on right now.
John: Me even thinking about going to the grocery store, not even actually going, just thinking about going, I become a worse entrepreneur because I've just used so much brainpower and mental energy and stress. I don't even wanna think – just think about even trying to park in the parking lot. I'm just like, "Forget about it."
John: Fire Nation, as you grow and as you can, you want to be doing all of these different things. You wanna be taking whatever mental bandwidth that's just on your mind and just getting rid of it in these ways. Ryan, do you have an Internet resource like an Evernote that you can share with our listeners?
Ryan: Right now, I am loving Slack. Slack.com. It's the communication tool that my team and I – we have about 25 people on the team, mostly in North America, that's how we communicate with each other every single day. It's a closed-circuit, sort of IM system that is multi-device that allows us to communicate with each other without any of the distraction of being on Skype or Facebook or anything like that. So we've consolidated all of our team communications through this tool called Slack. I think it's amazing.
John: People that I know, high level entrepreneurs, are raving about Slack. Ryan, if you could recommend just one book for our listeners to join Ask on the bookshelf, what would it be and why?
Ryan: I just spent the last three nights up till 2:30 a.m. in the morning, basically until my eyes would no longer stay open reading the book Scaling Up by Verne Harnish. We're working right now to scale our business in a tremendous way and for anybody who's looking to grow their business, this book is amazing. If you've read Verne Harnish's other book The Rockefeller Habits, that is like kindergarten compared to this book. It is amazing.
I've had people who've been thanking me for recommending this book. I had a woman just this morning who said, "You saved me $60,000.00 on a consultant because you shared this book with me instead. I got what I needed to get in the first hundred pages of the book." So Scaling Up by Verne Harnish. I'm just a fan. I have no incentive beyond that.
John: Yeah, Verne Harnish, great entrepreneur, great past guest of Entrepreneur on Fire. Fire Nation, I know you love audio, so I teamed up with Audible. If you haven't already, you can get an amazing audio book for free at eofirebook.com. Ryan, is Ask in the audio format?
Ryan: Ask will be in the audio format.
John: All right, let's get on that, brother. Ryan, this is the last question of the lightning round, but it's a doozy. Imagine you, Ryan Levesque, woke up tomorrow morning in a brand new world identical to Earth, but you knew no one. You still have all the experience and knowledge you currently have, your food and shelter: taken care of, but all you have is a laptop and $500.00. What would you do in the next seven days?
Ryan: It's pretty simple. Very specific strategy. So my domain expertise is as an online marketer. So what I would do is I would go online, find Facebook or whatever equivalent exists similar to Facebook, and I would join every single Facebook marketing group that exists so I could be around other marketers.
I would identify, just based on the types of conversations that were going on, anybody who had a list, an e-mail list of at least 50,000 people, and then I would approach those people and I would say, "What are your thoughts around – would you be open to me paying you $500.00 to ask a single question to your audience, 'What's the single biggest challenge that you're struggling with in your business?'" Go through my survey process, share the results with the list owner and propose creating a product that solves that problem whereby we have a 50/50 split.
It would be a slam-dunk strategy, and it's something in fact that I've used to enter basically each of the 17 markets that I've successfully entered. It would really be as simple as that.
John: Man. So simple, but powerful, and it comes down to Ask, Fire Nation. The Counterintuitive Online Formula to Discover Exactly What Your Customers Want to Buy...Create a Mass of Raving Fans...and Take Any Business to the Next Level. Ryan, let's end today on fire with you sharing one parting piece of guidance, the best way that we connect with you, and then we'll say goodbye.
Ryan: Well, the parting piece of guidance goes back to, in my mind, the five most profitable words of my career: "Screw it, just do it." I have someone that I work with who affectionately has been told that he's been blessed with the gift of lack of thought. Don't overthink it. Nothing trumps action. Screw it, just do it. You're gonna figure it out along the way.
John: Love all of that. And how can we, Fire Nation, connect with you?
Ryan: So here's what I thought we would do.
Ryan: I think this would be really cool. Why don't we give away a few copies of the book to your audience?
Ryan: I thought this would be cool if you're open to it. So what I thought we would do, so if you go to askformula.com/fire and you enter the coupon code fire2015, F-I-R-E 2015, click apply, for the first hundred people who take advantage of this, I'll ship you a physical copy of the book. I don't care, by the way, if you live in Bali, Nepal, whatever, I'll just ship it to you from my office on me, and for the next 500 people – because I know you've got a quite a following, my friend.
John: Oh, yeah.
Ryan: I'm gonna send you a free copy of the e-book in whatever version that you like to consume it in, whether that's Kindle or Nook or whatever. So this way, you can get this book that we've been talking about so much without having to go to Barnes & Noble or Amazon or the airport bookstore or Wal-Mart and buy yourself a physical copy. I thought it'd be cool if we gave away a few copies like that. I hope that's okay. Does that sound like a plan?
John: That sounds like something Fire Nation is gonna gobble up like garlic mashed potatoes on Thanksgiving Day.
Ryan: Well, I love it, sweet.
John: See, that's what happens when I start to say something before actually thinking about it. It just comes out like that. I don't know where that came from, but that's how much Fire Nation's going to love it. Is there any other way that Fire Nation can check you out or maybe follow you on Twitter?
Ryan: Yeah, if you go to funnelspecialists.com, that is our main website. That will give you kind of an indication for what I do, and one of the coolest things is that most people love is I tell stories in my e-mails. I tell marketing stories, I tell life stories, and people love getting my daily e-mail. If you go to funnelspecialists.com, you can get that daily e-mail from me, and we can stay in touch.
John: I just signed up: funnelspecialists.com. JLD's in the hizzo, and Fire Nation, you are the average of the five people you spend the most time with. You've been hanging out with JLD and Ryan today, so keep up the heat. Head over to eofire.com. Just type Ryan in the search bar because his Show Notes Page will pop right up with everything that we've been talking about today. Oh, by the way, including askformula.com/fire.
If you enter in the promo code fire2015, fire2015, the first 100 of you Fire Nation faithful who get this done, you're gonna get a physical copy of this book sent to your doorstep 100 percent free. The next 500 of you to do this are gonna get an e-version directly sent to your inbox. This is an absolute amazing opportunity, Fire Nation, get in this. The most important question and then follow-up formula sequence that you can have is at your fingertips. Ryan, thank you for sharing your journey with Fire Nation today. For that, my friend, we salute –
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