How We Got Our First 100 Customers (No Bulls**t, Specific Details)

24:04We will do it for you. We keep 20 % or 25 % of all the extra tax credits you get. You're not going to do this anyways. So it's just free money for you. And so a lot of people use this no risk offer method. And I think that's a very, very fast way to bypass one of the hardest parts is if you're a new company, which is you have no relationships, nobody trusts you, you have no track record. So you need to offer them something that has like zero downside and only upside. How many customers did you get doing that? Well, ironically, what ended up happening was we had like five interested customers and then one of them was like, hey, hey, hey, if you're going to do this, I want to own this technology.

24:41Like if it sounds like basically don't go to my competitors with this offer, like they're going to, then they're going to have, you know, this benefit. it. I want this. And so then they came back later and they renegotiated the deal and they said, how about this? We'll give you$5 million and the land and we'll do the permitting for you. And then we're like, okay, what's the catch? And they're like, the catch is if this works, we want to be able to buy 50 % of the technology for 50 million. And then we were like, all right, fine deals. This business is so freaking hard. Let's try this. And in the end, I don't think it ever ended up working or I'm not sure what actually happened because I left after that deal was signed.

25:18I was like, okay, I'm not going to sit there. Microbiomes don't even like charcoal. So it turns out that it didn't even work. It worked in the lab, but it was like, I think it turned out to be kind of expensive. What actually happened is this field trial was going to take five years to do. I wasn't going to sit around and wait to the conclusion of this. And so I think what happened was like the guy who said yes got fired or took another job. The next guy who came in was like, I don't know. I don't want to fund this. And I have no idea what happened. It kind of died on the vine. But you got the customers, and that's the point of the episode.

25:44Yeah, exactly. The subsequent failure is irrelevant, okay? Yeah, that doesn't matter. All right, my next one. So I started a conference series called HustleCon. I ended up hosting this event maybe four or five times. The first time I hosted it, I decided to host it in May. And I think the event happened in July 1 or July 15. but I had roughly six weeks between deciding to do it and it happening. And I think I made 60 grand in revenue and I think 50 ,000 in profit. The next year, I think it was something like 180 grand in revenue and my costs were only 20 grand. So whatever that is, that's what I made.

26:30And then I did it again. And I think I made like a quarter of a million in revenue and like 200 ,000 in profit. And then we hosted a bunch more events. Pete did like 600k, right? Yeah, it made... Each event was doing... A couple times, we got close to a million. And I made a ton of mistakes. The biggest mistake I made is I made it like a TED event, not like a trade show. Had I made it like a trade show, I probably could have made tens of millions per event. But I just didn't know what I was doing. And I also charged$300 to attend this event. So I screwed up the business. But I did get a lot of hype right away.

27:03And the way that I got hype was I actually found one of my old posts. I would... This one is on Priceonomics. So this guy, Rohan, he has a blog called Priceonomics. And at the time, they were like the best bloggers out there. He was such a good blogger. And he would go viral all the time. So he was going to give a talk on content marketing. And what I would do is I think I had 8 speakers. I wrote a blog post every Tuesday and Thursday on each speaker. And I would go to Hacker News and I would go to Reddit. And I would figure out which subreddits would this article fit best in. And then later on, and my second thing I'm going to talk about after you go is I ended up eventually writing blog posts specifically that would get popular in Reddit or on Reddit and different subreddits.

27:50But at this point, I hadn't figured that out. And so right away, I think on the first day of business, I think I got 1000 people to come to the website. And then after that, it would go to like 1000 to 5000 on any given day. and you would go to the website and it would say a funny pop-up that I would get your attention and I would say, give me your email. And the hustlecon.com, you couldn't even purchase a ticket unless you gave me your email. You couldn't even see all the details. And so I would get people's email and I would subsequently, the way I had it set up was I would write blog post number one, put it on Reddit.

28:24Blog post number two, put it on Reddit. The traffic comes, I collect their email. When I get their email, they go into a cycle where they get sent blog post number one, then they get blog post number two. And then I would keep writing blog post number three, number four, number five, and I would keep emailing it to the past people. So it was like a cycle. And those people would share just a little bit. And that's how I eventually got 2, 3, 4, 5 ,000 people coming to the website. And I did another thing where I made the speaker look like a hero. So it was like a glowing article about them and they would share it within their company and each employee would share it to be proud.

28:58and that's how I got 2, 3, 4, 5 ,000 people. And I think the email list... If you Google HustleCon Nev Blogs, my friend Neville Medora, Nev, N-E-V-B-L-O-G, he wrote a blog post about how I made 60 grand in like six weeks and I list all the blog posts and emails that I sent. And that's originally how we got our first, I think 10 ,000 email subscribers. is just doing that blogging. And when I say we, I mean me in my kitchen, just like doing this in my crappy San Francisco apartment. That's, yeah, that's great. I remember reading those blog posts. They're really good. I highly suggest you go read those.

29:42They're detailed and specific, and you literally have screenshots of what you wrote in certain emails. And I think that's really cool to go see. I like when people share those specifics. Oh, do you hear that? You hear that? That's no. Dude, that's the thrill of the shill.

30:04I thought we had a pause. I thought we had a pause. I was like, wait, what? All right, you've got 90 seconds to thrill me. All right, for those who don't remember, the thrill of the shill is where we shill a thing, but the way we do it is with value. We do it by entertaining with a little bit of story. So I was going to talk to you about Shepard, but the way I did it was I asked Marshall, I go, yo, when you launch this thing, because this is now a business that is coming up on, like, I guess I really shouldn't say, but millions of dollars of profit a year. So a very, very, very healthy business.

30:34How old are they? Four years? Yeah, like less than four years old. So in less than four years, getting to basically eight figures in profit. Profit, not revenue, profit. So anyways, I was like, hey, dude, I'm doing this episode about how you got your first hundred customers. What did you do for Shepard? And he goes, well, I did a couple of things, but he's like, what I did was, he linked me to the tweet. So he did three or four steps in a row. So tweet one, I'll show this on the screen. He just goes, I'm launching a new business tomorrow. And then he did the sign emoji. And then he said, hint, it's an agency.

31:06And he had a small Twitter following, about 10 ,000 followers at the time. Not like a huge mega influencer, but enough. And that post itself has 350 likes. So that post itself probably got a bunch of people being curious, going inbound. And then what he did next, he's like, I'm going to explain it on my newsletter. So he goes to the newsletter and he writes this post And he goes, today I'm launching this new business, but let me tell you a story. And he goes, a few years ago, my business is struggling. Here's why. So he does what I call the personal story tactic, which is instead of pitching the solution that you've made, you pitch the problem that you had.

31:38And you tell a personal story where you reveal some information, you do some vulnerability, and hopefully other people resonate with the problem that you had. So he goes, my business was doing good. And he's like, but I, or so he's like, I had this business. It was kind of struggling. I was working all the time, but we never really had any profits. I realized I always thought I could solve the problem with growth. And then finally, one day I was like, maybe I should try to lower my costs. I didn't really know what to do. So I looked for where could I lower my cost? He goes, I heard about a guy who had hired somebody in the Philippines for less than a thousand dollars a month.

32:08Meanwhile, I was paying somebody five thousand for the same service. So I did it. I did another one. Here's a picture of me in the Philippines. We went out and met them because I was so amazed at how this worked. He goes, and so then that became my secret weapon. I was hiring overseas. And so now all of a sudden I went from profit margin of zero to profit margin of whatever, 15%. And that made the difference between the business sucking to the business being good. So I started doing this for a few friends just for fun. Finally decided I'm going to make a business called supportshepherd.com to help you find amazing employees that are 80 % less than the US equivalent.

32:39He goes, blah, blah, blah. And then he sent me the screenshot. We could show this on the screen. So this newsletter went to 12 ,000 people. It had an 11 % click rate, which is the power of a story versus an ad. And so normally an ad would get like a one to 3 % click. Exactly. So this is 10 times better. Why is it 10 times better? Because again, he kind of opened up the kimono and told a story. So to support shepherd.com, it says 1300 people clicked that link. And then that's where he got, you know, you can even assume even like a 3 % conversion on 1300 people is going to get you, you know, your whatever your, I don't know the math, but like, let's say your first 20, 30 customers to get the ball rolling.

33:15And for a business like this, where each customer is worth thousands of dollars, that was enough to sort of really actually move the needle. And then what he did was he just kept doing the same thing. And so if you want to hire people, go use Shepard. That's really the shill. But I actually like this method a lot. I remember that Ryan Hoover did this amazingly with Product Hunt also. I remember him doing this. So he did the hand-to-hand combat where every morning he would go to Phil's Coffee in San Francisco at like five or six in the morning. And for the first three hours of the day, all he would do would be reply to people's tweets.

33:47So anytime somebody said something about Product Hunt, he would reply personally. Anytime somebody mentioned a cool product, he would be like, that's awesome. Do you want to post that on Product Hunt? I gave you access. And he would manually, brute force, do this in the morning. But then he would go and he would go to Fast Company and say, hey, do you want to cover Product Hunt? And they're like, I never heard of it. No. So he's like, damn, I really want to get pressed, but I can't. They don't want to talk about products and it's not sexy enough. So then instead what he did was he would go to Fast Company and he would say, hey, I signed up a thousand customers for my side project in a weekend.

34:19Can I tell you how we did it? And I wrote this blog post. It's already written in this Google Doc. Will you guys run this as a guest post? And then if you go look, Product has a bunch of posts that he wrote. And so it was like he would get to 100 customers. Then he would write the post of how he got to 100 customers, get that posted somewhere on IndieHackers or whatever. That would get him to 1 ,000. Then he'd go write the post of how I got to 1 ,000 because he's like the generically interesting story. People aren't that interested in product time, but they are interested in how a guy can bootstrap his side hustle to 1 ,000 customers in a week.

34:52And he did the work for them. And he did the work for them. And so again, it was a no-brainer offer to basically say, hey, it's written. Do you want to run this or should I go, I like FastingUpdate. You guys should run this. If not, I guess I'll go ask somebody else. And that method I saw was something somebody else did that worked really well. All right. Solid thrill of the shill. Good job. You forgot the call to action. Join Shepard.com. Support Shepard.com. Support Shepard.com. Hey, quick message here, because you know that feeling when you send a wire and it actually works? No friction. Well, I've used Mercury for years now.

35:25And let me tell you, it just works. And that's why I use it for not one, not two, but eight of my companies, from credit cards to invoices. I have everything in one place. There's no janky dashboard. I'm never told, please visit a local bank branch. None of that tomfoolery. And a few months ago, I landed a big client. And the first thing I did, I sent them a clean branded invoice. Boom, deal closed, cash in the door. That's the kind of banking experience I want. And that's why I use Mercury. So if you're running a startup and you want banking that feels like it's built in this century, well, go to mercury.com and get started in minutes.

35:56Mercury is a financial technology company, not a bank. Bank, the services are provided through Choice Financial Group, column A, and Evolve Bank and Trust members, FDIC. All right. What's your next one? Okay. So my next one I call pissing in the pond. And pissing in the pond is as good of a method as it sounds like. So what you want to do, like you said. Sounds like a horrible method. There's riches and niches. Similarly, what you want to do is not try to boil the ocean. Bad phrase. You want to piss in the pond. Okay, so blowing the ocean is when you go try to get the mass market to care about what you're doing.

36:30It doesn't really work. What you want to do is say, all right, I'm small anyways. To me, when I have no customers, 10 customers is a big win. 100 customers is a phenomenal win. And so where can I go that is small but hyper-obsessed? And so what we did when we launched our e-commerce brand was we knew that there were Facebook groups dedicated to literally like comparing products in our niche. These weren't big, right? There were maybe 5 ,000 people total. And this is like, and Facebook, you know, I was like, that's kind of a small overall Facebook group. And what we would do is we'd go there and we would do the Marshall thing, just like he did with Shepard.

37:09We would go tell our story, which was why we started this brand. So instead of saying buy our product, we would say, hey, y 'all wanted to share my story, the ups and downs that's gone over the last six months trying to launch a brand that does this. And then we would share like, here were some of the ups we had. Here were some of the downs we had when we got screwed or we got scammed or we were so naive. And people really started rooting for us. And you can get people to root for you. And so that's how we for my e-com biz, we did, I think, 30 ,000 in month one in revenue, about I think 28 ,000 specifically.

37:42And our ad spend was only maybe$500 or$1 ,000. So we did try ads, but most of the revenue that first month came from this group. And this was really good because who those 100 customers are actually matters. And if you can get 100 of the hyper-obsessed people of a niche to actually give a shit about you and know about you, they are the ones who spread the word. They're the ones that other people look to for recommendations. And so it's actually quite valuable to go piss in that pond. And so you go to that group and the way you do it, that's acceptable where you're making the water warmer, not uncomfortable is you tell a story of the ups and the downs you've had trying to build something cool in this space.

38:20Why you started, what worked for you, what didn't work for you, some of the big mistakes you made, and people will then root for you because you're the underdog. Now, let me take you another example of this. So I can't believe we even did this business. I'm embarrassed to even say this is a business I was doing. But in our idea lab, we had a hackathon. And in the hackathon, our DevOps guy was like, hey, I built this app. It's like Foursquare. Foursquare was hot at the time. This is way back in the day. He's like, it's Foursquare for beers. And he's like, basically, every time you drink a beer, watch this, you scan the label and it checks in that beer and it keeps track of all the different beers you've drank.

38:57And then everybody's like, starts laughing. We're like, that's awesome, man. That's cool. You know, beer, who doesn't love beer? And so we were kind of like, maybe there's a thing here. And actually to this day, that actually there is a business called Untap that does this. And there's a, there's a version of this for wine. We were just the wrong people to start this business. Similar to the sushi business. I made the same mistake again, which was. You don't even drink beer. Do you? The guy who, I drink beer, but I'm not like a craft beer aficionado guy who loves to go try new craft beers. you're like drinking it.

39:24You're like, ah, yes. Yeah. Miller light. like i did a tour once and the guy was like smell these hops and i was like no thanks i don't you guys have french fries exactly i was like can i just drink it i don't care about all this so anyways um we had this app called beer hunt okay so how do you do it there was a craft beer so it was like where do you get again if you go to the mass market mass market is like me they don't care about beer enough to care about this product but instead there was a craft beer tasting festival or something like that in San Francisco. We went there and we tried to make a splash.

40:00This is also what I'll call the booth babes method. It's how do you actually make a splash at an event? And so we weren't hosting this when we were attending. And so we dressed up like it was Oktoberfest. We dressed up like in our, whatever, Lederhalsen and whatever. We wore outfits like we were straight from Germany. And we came and we created, we were like, people probably won't just download our app if we say download our app. So how do we give them something? What age were you when you did this? 23, 24 and so we but you know our whole company was older but we're all there and they were they were down for it which I liked you know our engineers are doing this and so what we did was we created a scavenger hunt for the conference we were like hey here's a little card if you can mark off all these things at this conference we're going to give one person like you know they're like whatever some beer dream it was like you know you're going to get a year supply of crap beer and it was like it didn't even matter what the prize was the idea was like people are going to wander around this place anyways they were happy to play the game of like marking things off as they went so we had our branded little scavenger hunt they would do it and at the end we would had a guy standing at the door he would collect them he would give them out and he would collect them and on it they had their email address and so now we had basically i think we had 1400 leads or something from the state it's 1400 leads of people who are so into craft beer that they will go to this craft beer, like paid money to go to this craft beer tasting festival type thing.

41:26And so then that those became the first, you know, whatever 700 customers, 700 people to download our app. And they really gave a shit. So that that really cranked the engine to get something started. Seeing you at a 23 year old you at a like fancy brewery, it reminded me of a time. One time I told Neville, I go, Neville, I've never been to a strip club or somehow it came up. and he was like, I'm going to take you right now. And I was like, I don't really want to go to a strip club. He's like, well, you have your flight at 5pm. There's a strip club near the airport in Texas. It's 2 o 'clock. Let's go.

42:00And I don't drink. So it's even worse. And we go out to the strip club and I'm so uncomfortable. I'm rubbing my hands. I don't know what to do with my hands. And these strippers come up and touch my shoulders and they're like, Hey, can I get you anything? and I was like, yeah, can I get some ketchup for these fries? Like the waitresses? Yeah. Like, and the food was only$6. It was$1 for fries,$5 for a sandwich. I remember texting my wife. I'm like, do I, how much do I tip? Because I kind of took up a seat, but I didn't do anything. It's just like, it was the most uncomfortable that I've ever been.

42:41It's like the first and only time I've ever been to a strip club was two o 'clock at the airport in Austin strip club. uh and that just can i tell you the one time i went to strip club it's it's an incredible story so i've been one time in my life you know maybe 22 years old something like that and we go and it's me people know me so i don't need to describe me but it's my buddy who's like the ladies man this guy like was the big man on campus he you know like your dorm has like an ra he's like hooked up with the ra's girlfriend and it's like that guy's a senior we were fresh and I was like, wow, this guy is amazing.

43:14And so we go with this guy. He's the man. And then we go with our other buddy who was like Mr. Long-Term Relationship. So he's been in a relationship forever and never met, never known this guy, not in a relationship, but he had just broken up. And so we go to a strip club because, you know, like in Vegas, they're like, hey, boys, you want some free drink? Get in this limo. We're like, oh, wow, what's the case? And they drive you like 30 minutes away to a strip club in there. Now you're here. And you have two free drink coupons that you can go redeem at the bar. So me and the ladies, we don't know what to do.

43:45None of us have ever been to strip club. So we go to the bar again. What do I, I'm uncomfortable. Let me just like find a safety net. It's like, let's go get a drink. Yeah, drink, drink, drink. That's a good idea. And we go, and then we turned and look for our friend, Mr. Long, Mr. Always Wifed Up. And he's not only not with us, he is holding hands with a stripper going into the back room. And I'm like, it's been less than like two minutes. We're like, we're like, What's he doing? And so we had several questions. One, I can't, like, why is he doing this so fast? Number two, why is he going to the back room?

44:20Isn't that, like, for, like, the high-tier stuff? Like, why isn't he just sitting here and watching the stripper? And three, most importantly, was, why did he pick her? Because he had picked, just objectively, completely scientifically, the least attractive stripper in the place. and so 15 minutes go by he comes back out and I'm like I have a thousand questions what happens in the back room how much does it cost do you have to tip on top of the cost I have so many logistical questions but most importantly why'd you pick her man you could have picked anyone here and he goes oh you can pick he goes oh he goes I thought it's like Harry Potter the wand chooses the wizard to this day the line, the one chooses the wizard is like etched in my soul.

45:10It just applies to any situation. And neither of us have been to a strip club since. Since. Never been again. Can't top that. Alright, I'll do one last one. Trends. Trends. We're going to go from shipper to what? Sass. Yeah. Sassy to sass. Yeah. I hope people have made it this far. Trends. Trends.co was a paid research newsletter that I launched. When we sold it 18 months after launching it, I think it was doing$400 ,000 or$500 ,000 a month in sales. I think we had 20 ,000 users or so. And it was great. Whatever. I screwed up a bunch of stuff with that, but we got some results. And the way that we got results is we started...

45:58And I did this as a little skunk project. And if you actually see the link, I list to my original Gumroad project. I made a Gumroad page. And I think it was like 400 words of me just writing a story explaining. So basically, the story was like in 1996, Jeff Bezos saw this amazing stat, which was that the internet was growing at 2300%. Nothing grows that fast, Bezos said, unless it's in a petri dish. And immediately then, he knew that he had to start an internet company that sold something. And so that was how it started. And then I said, Hey, everyone. I'm Sam. I invest in a lot of companies or I have this company called The Hustle.

46:38And I'm able to see a lot of interesting things. Next quarter, I'm launching this product called Trends where I'm going to break down interesting companies and explain how they work and hopefully identify a handful of trends as shocking as this Bezos one that he found. So you're going to be able to catch the tidal wave instead of miss it. I'm going to charge$300 a year for this. But right now, you just spend$100 and you get a lifetime of access. And so I got... Originally, I got 1 ,000 or 2 ,000 people to sign up for this. And I'll explain how. But before we even launched this whole project, I ran Facebook ads against this Gumroad page.

47:16And it made$60 ,000 in pre-sales. And the way that I got the initial 100 users is... The Hustle at the time probably had a million emails. and I just found the 300 engaged users and I sent them an email that basically explained the story and linked to the Gumroad page. And then what I did was I actually got on the phone with all 100 of them. And I asked them, why'd you do this? What are you looking for? What are your expectations? And then I went and made the first report based off of some of their insights and what they wanted. And then what we did was people would sign up to The Hustle and afterwards they would see a page that says, thank you.

47:53By the way, we have something coming soon. And it would link to this Gumroad page. Now, that's a little bit... If you're listening to this and you don't have an audience, you're like, wow, what the fuck? That's not really actionable. But I had to share, this is how we built... I think it was 400 or 500 ,000 by month 18. And so it worked. And we built the product around just calling those people. Yeah, that's like you had a launch pad. You had an audience that you had built for years, and then you were able to do this. And I wouldn't recommend doing that just to launch a product. but if you don't really know what product you want to launch it's not a bad idea to build a launch pad along the way but I did the same thing with Hampton and I would DM people on Twitter and you could say I have an audience so it helps I didn't use my audience but I did use my reputation so some people had known me but I cold emailed people on LinkedIn and I called people on Twitter so if you want to do this methodology you could still do it that way yeah and we didn't mention a couple of the obvious ones so ads we kind of loosely mentioned it, cold outreach.

48:51There's a bunch of traditional methods to try to do this. We told you what we did, which was partly because we were young and dumb and we didn't know any better. We didn't know that you could just, I didn't know you could just run ads or just do cold emails. I would go door to door instead. But also, some of it's in the specifics. So for example, for Milk Road, I had an audience. So I had a newsletter, I had this podcast, and I could have just mentioned it, but I layered on another tactic, which is what I call the David Blaine method. And, you know, David Blaine will do this shit where he's like, I'm going to freeze myself for a week.

49:27Yeah, watch me, you know, slightly torture myself and try to do something incredible. And it's like, all right. He's like, I'm going to freeze myself in a block of ice. I'm going to bury myself underground. I'm going to hold my breath until I pass out. Yeah, I'm going to, he literally did one where he's like, I'm going to hold onto these balloons and fly away. It's like, okay, dope. And he did it. He flew away like the movie Up. And so David Blaine does this stuff. So when we started The Milk Road, I was like, okay, I think if I told people that, hey, I'm starting a daily newsletter about crypto for people that want to read the latest kind of news and info on crypto, I think people would sign up.

50:01But I wanted to juice it a little bit. So how did I go a little bit further? I was like, let me do a stunt. And so I said, I am funding. And of course, you have to have some money to do this version of it. But you could really, David Blaine puts his body through torture. I put some money on the line. So what I did was I said, I'm going to put a million dollars in this wallet. You can go look at the address right now. Here's a million dollars in a wallet. And then I'm going to try to turn this into 10 million through trading crypto. And this is like, you know, Dave from Barstool does this with his Davey Day trader.

50:29You know, Jason Calcanis tried to copy that and do JTrader. Like people try to do a version of this where it's like, watch me try to run this bankroll up. I learned this from back in the poker days. I used to love when anyone would do this in the gambling or poker space. and they'd be like, I'm starting with this bankroll. I'm either going broke. I'm going to this level. I'm getting to this milestone. And here I'm going to post all of my history. And it never works out, but it's really fun to watch. And that's what I figured. And that's exactly what happened. I managed to turn a million dollars because we bought it like, you know, P crypto into what became like$350 ,000 at the bottom.

51:01And then now it's a little bit higher. But basically it's like, watch me lose money. But either way, watch me lose money is also entertaining. People will subscribe to watch me get my ass kicked. They'll watch, to watch me kick ass. And even better, they'll subscribe to find out whether I get my ass kicked or whether I kick ass. And the other version of this is, people call it now Build in Public. People do that. Before that, Buffer and ConvertKit did this stuff where they would share all their team's salaries. They would share all their team's revenue or the company's revenue. And it tends to work.

51:32I remember this guy named Pat Flynn from Smart Passive Income. He was one of the first guys to do this. He would share his monthly revenue and where it all came from. and I would go there every month to see what he was doing. And it totally worked. The extreme access works, but I think the other one is calling your shot or basically creating a storyline. So it's basically like, what is the story? There's the hero, they have a goal, and they have an obstacle. And then there's some stakes. There's something on the line. And I think that's the way to juice that up. So it's not just, I'm going to build in public, so I'll provide a monthly update.

52:04It's, I'm going to try to do X. And if I don't do X, you know like there's a there's a like i'm putting something on the line trying to get there and i'm going to try to do this incredible thing not just inch my way forward you know if i said hey i'm um you know i'll show you you know my you know some of the things i'm investing in that'd be okay but to say i'm going to try to turn a million dollars into 10 million or go bust that people want to watch more and so you know i think the david blaine spectacle method is another one i want to see you do that with your second trip to the strip club Build in public, bro I'm going to order as much food And free water as I can Until they kick me out of the strip club Can I make it over or under six hours Before they realize This guy's just here for the fries Alright, we gotta end there That's the pod I feel like I can rule the world I know I can be what I want to I put my all in it like no days off On the road, let's travel, never looking back

53:09Hey, let's take a quick break because there's a quote that I love I want to read you. It's that we shape our tools and thereafter they shape us. And as an entrepreneur, if you're using a bank that was built in the 90s, you're operating like you're in the 90s. And trust me, I've been there. Clunky portals, random holds on your money,$50 wire fees, and then being told, please visit your local branch. Well, that's why I switched to a different type of banking solution, Mercury. It turns your financial chores into a smooth workflow. You can do wires, invoices, cards, reimbursements, two clicks, and I'm done.

53:42If you're already using Mercury, respect. If you're still using one of the old big banks, I got questions for you. So go visit Mercury.com and give it a test drive. Mercury is a financial technology company, not a bank. Banking services are provided through Choice Financial Group, column N8, and Evolve Bank & Trust members, FDIC.