The VIP Loyalty Strategy That Works, and Why Your Subscription Might Be Illegal

27:28To the extent that e-commerce brands can create a paid subscription tier of some kind, it's still underutilized, right? We call it fee for VIP subscriptions. You know, mostly we see it on the services side, right? Like everybody trying to copy the Amazon Prime playbook, which is an example of fee for VIP. You want to be a member of Amazon Prime, you got to pay in. You want to be a member of Uber One, you got to pay. You want to be a member of Instacart Express or DashPass, you've got to pay. This is a fundamental shift away from free points programs and sort of free loyalty programs that have existed for probably three decades now.

28:19The reason that I think it's compelling for businesses to take a look at is this sort of element that we call skin in the game. If you have a customer who is willing to invest$10 a month,$20 a month,$100 a year in the case of Prime to get access to more of your brand, be it discounts, events, early access to sales, exclusive content, exclusive products, a visit to your headquarters. To the extent that you can package this up and get it behind a paywall, you should. The results of these programs are very compelling and a big reason why CEOs are trying to copy, frankly, the Amazon Prime playbook, right?

29:05Think about it. Paid loyalty. You've got an engaged customer. You have someone with skin in the game. They're more likely to engage with your product, your service before looking at substitutes because they're paying in to that particular loyalty program. This is on top, of course, the steady stream of recurring revenue and predictable revenue that you're getting from those members. So highly engaged, extremely high usage, high quality cohort of customers. Conversely, a non-member or someone that's just collecting points. These points programs are terrible from a consumer engagement perspective.

29:47Most people don't pick your favorite, I don't know, air miles like loyalty program. Tell me how many folks that are signed up to any of those loyalty programs are engaged, use those programs frequently, talk about those programs to their friends or colleagues, feel like they have a relationship with that particular brand. Honestly, the usage numbers are extremely low. Breakage is off the charts. You know, these companies have mass amounts of points listed as liabilities on their balance sheet, which they have to book as liabilities because, you know, in which case they're redeemed at some point.

30:25Right. In the future, you know, that's an accounting exercise that's nightmarish for most companies at scale. And the results are the opposite, frankly, for any paid loyalty or fee for VIP program. You know, Tinder Premium is another example that comes to mind. I mean, there's so many, but to the extent that you're a brand that you have this potential to create a paid subscription tier, you should. I love that is the one that you chose. And it's not on the sheet. No, is it not even one? It's not even on the sheet. Oh, geez, it's bonus material. It's something. That's why you have to listen to this podcast.

31:01I couldn't agree more. And I think we're actually, we're actually solving, trying to solve for this from, from a product standpoint for e-commerce. Cause like, you know, when you said to the extent that you can do it in the right in the beginning, it is hard to do. It is hard to do. I agree. And we have a number of apps that when you connect together, you can do things where when a customer subscribes, you can give VIP pricing. So we have a customer pricing app that traditionally it's been used a lot for wholesale pricing, VIP gold spend$500 or more, get X pricing. but we started having a lot of subscription brands asking hey can i use this app with my subscribers so when they subscribe they get va vip pricing and we said well sure that's a great idea actually blind barrels was who was that they were the runner-up for the at sub summit two years ago for the what's it called the cube not the cube it was the pitch competition oh yes door door envy front door envy got first anyway they got second they're using our subscription app and they just implemented they sell whiskey and they have a whiskey club and you know it's like 39 59 or 159 depending which one you get but they also have all these bottles that they also sell and so just a couple months ago he and we're gonna actually do a live podcast on this ad sub summit so another reason to come but he wanted to implement member pricing to give vip pricing for people when they're part of a subscription and he's seen incredible success with it.

32:38Like it's really been a huge value driver for buying a subscription because even I often say, you know, if the subscription is only about the product, as soon as you hit subscription fatigue, like you might get tired of the whiskey, maybe one month you don't drink the whiskey, let's just say, or maybe someone else gives you a bottle of whiskey and now you've got two whiskeys in yourself. This could apply for anything. As soon as you have a couple boxes of something, you start to think, oh, I should cancel my subscription. But if now canceling your subscription means you're going to lose your VIP pricing, you're going to lose your custom access to products that other customers don't get, you're going to lose your whatever those other benefits are, you are less likely to cancel.

33:24It becomes more sticky, right? Lower breakage. I couldn't agree more. I think that's such a a big one. And sorry, I just want to add one more thing to it because two years ago, I won't blame you if you weren't there, but were you at the talk I did at SubSummit about sunk cost? No, but the one you did on referral strategy, which we could talk about later with the viral coefficient. That was a big one. I don't know if I was at this one. So I believe in what you said so much, actually. It's always neat hearing different people talk about a similar concept and how they approach it. The way I've always looked at it is I believe there's different psychological reasons people buy, right?

34:06Like we don't, we buy, buying is an emotional action. We don't necessarily buy because we need a new shirt or we need something. It's emotional. When you're shopping, like there's been tests, like there's endorphins released in your brain. It's a dopamine hit when you check out. It's people scroll and they buy when they're drunk they buy when they're in bed and it's anyways it's not so much like i need these things i have to buy it they buy for other reasons right so they buy there's fomo there's fear of missing out like that's why these drops work really well there's only 300 shoe drop they buy for social connection like we buy a certain outfit because we want to look a certain way it's not because we need a new shirt it's to whatever i think another big reason people make decisions is what's called the sunk cost fallacy.

34:54And I've talked about this on the podcast before, but sunk cost fallacy applies to a lot of areas of life. It's like, it's not just why you buy something, but it might be, I was talking to someone earlier, that's why 80 % of the clothes in your closet you don't wear, but you still keep there because you paid for them. Some people say it's why people stay in a marriage longer than they should. It's a morbid way to look at it, but like, well, you've invested this much time. But there's an irrational bias towards sunk cost versus future potential. And I think that's why your example of like the air miles points, if you paid Delta$1 ,000 a month for a Fly Anywhere membership or something like that, Fly Anywhere continental US.

35:39Now, if you go and you book a flight with United, you feel like you're losing money. but if you just earned points at both of them it's not that you feel like you're losing money with delta you're just not earning your points yeah right and so it doesn't have the same psychological thing and so sunk cost is a big reason people make decisions and i think retail brands haven't really had a good way to tap into that they can tap into urgency and fomo and it can tap into all these other reasons people buy but membership specifically recurring membership or paid loyalty, whatever you want to call it, I think is a great mechanism to tap into it.

36:20And personally, I think you're for sure onto something. And I think at the head of the curve and for brands listening right now, if you can tap into that, I think you'll be ahead of a lot because I think, you know, five years, the concept of like being a paid member, you know, Amazon Prime was a pioneer in it. Restoration Hardware in 2016 was a pioneer in it. All these people were like pioneers launching their membership program. But the brands now are not pioneers. They're copying all the other ones. And it's going to become a normal way people interact with a brand, paid membership, paid loyalty.

36:56So we can double down on this notion, take it one step further, because there's a lot of psychology at play here. And I know we're deviating from the whole pricing conversation a little bit, but it's important. So the other thing that we should double click on is something you said that your subscription is way more than just the product. It's way more than the product of the service, let's say. In effect, the most successful subscription companies on the planet have tapped into this idea of experience, right? The most successful subscription companies, frankly, are experiences. The most successful membership or fee-for-VIP programs that exist or will exist in the future will take this experience to a whole other level and tap into the psychology of status.

37:44Ultimately, my thesis, based on what I'm seeing, is that everyone wants to be an influencer. Even customers that aren't, quote-unquote, influencers want to be influencers. They want to feel like they're important and they want to feel like they have something interesting to share with other people. And so if you can make your brand or your membership or your subscription, something that your member or subscriber can talk about to their friends or colleagues at the office or at the water cooler, that's incredibly powerful because now you're tapping into deep consumer psychology. I always highlight the old use case of Dollar Shave Club and what made that use case really successful early on beyond the viral video.

38:35The fact that this was something cool that guys could talk about at the water cooler. No one was talking about shopping for razors at Walgreens or CVS or Shoppers Drug Mart if you're in Canada. that's not a cool experience that's not something to talk about right but lining up to this sort of like dollar shave club thing where you get a razor at your door every month and you're paying 99 cents for that's something cool the guys can now talk about right yeah to the extent that you as a company can kind of package or reposition your brand your membership your fee for vip as something exclusive that elevates the status for subscriber is a huge unlock, a huge unlock.

39:23And I would say probably a good comparable for this. Like when I think about wine, for example, if you don't know where the wine is from or how it's made, like if you just buy a$30 bottle of wine and you don't know all the details of it you don't have versus if someone tells you you know a sommelier comes up to your table and tells you about how it's made and the certain elevation that the grapes are and the farmer who owns the land and just everything that makes it what it is you appreciate that wine differently than if you just bought off the shelf and didn't know anything about it someone just said try this wine right and you're probably more likely to recommend that wine to a friend or tell someone about it because you understand it you know more about it i think one of the big misses that brands do is they think when someone subscribes that they've got the customer that they've they're a subscriber now but what they really have is they have a lead they have someone now their job they have one transaction yes yeah their job is now to educate them about the product about the company about the mission the values the founder how it's made how it's ethically sourced and everything that makes it do is like that's you know the job isn't done i forget his name robert scoble i want to say he speaks sometimes at sub summit he had this great example that he shared i might be saying the last name wrong but anyways he talked about his experience with charity water so charity water is an organization that builds wells all over and but it's a subscription business you subscribe like 40 a month as a donation but then it helps bring clean water to people.

41:07And so anyways, you go through the site, you learn about all the good they're doing, bringing clean water, how people know about it. And then something in you is you're compelled to commit to$20 a month or$40 a month. You select your donation, you go through checkout, you enter your credit card, everything. And you would think like, okay, I'm bought in, I'm subscribed, I'm donating. That's a win, right? Then on the thank you page, when you're, as soon as you're done your subscription is this video from the founder of charity water talking about all the good that they're doing the wells that they're building and then your mind goes to like why are they showing me this i just decided to subscribe like you don't need to re-educate me on the value of charity water i have already i've already subscribed but what they know is that they have to continually educate the subscription donors on the value that they're bringing the wells they're building.

42:01Otherwise people don't stay subscribed. They, if they don't perceive the value, there is no real value. It's like there's billions of dollars of value in Netflix. I don't know if you added up the cost of every movie in there, if you were to buy every movie in Netflix, every show, I don't know what it would cost. There's billions of dollars of tons. Right. And I don't know what a Netflix subscription is nowadays, like 15 bucks a month or something, but yet some people say, Oh, I'm going to cancel my Netflix subscription. It's too much. Well, logically, it's not too much at all. But the problem is if you don't watch Netflix for a couple months, you don't perceive the value.

42:37You're not using it. You don't understand it. You go to cancel it. And so I was talking to Robbie, good friend of both of ours, Robbie Baxter one time. And I loved it. She said, when someone goes through checkout at the point they hit checkout, like the just peak moment of excitement, there's a half life of excitement from that point on. So you have this opportunity, like when someone checks out on your website, you could probably send them three emails in the first hour and they'd be okay with that because like they're excited like you send them an email about the product educating it here's how you use it and if it's your gut vitamins or whatever it is here's how you're going to start feeling in a week and then the next day send two emails then one but by the time they've got their protein shake or whatever it is they ordered they've got so much education that you basically like i love what you said everyone wants to be an influencer so it's the brand's job to arm them with the knowledge of the product right and that i think is like we just think well once they bought it they must understand that so like i love the way you phrase that and i hadn't thought about it that way before but that's so good at the top of the show i mentioned omni send can now talk to chat gbt and claude and i want to tell you why that's even bigger than it sounds so if you missed it quick catch up.

43:55OmniSend is what I use for email and SMS on every Shopify store I work with, plus for this show as well. And you can now connect your AI, Cloud Chat, GPT straight to your OmniSend account, your data, your campaigns, your flows, everything. You open a chat and you ask, what should I focus on this week to make more money? And it will come back with real answers about your store, which flow is underperforming, which automation needs improvement, which customers are going quiet, what's missing, everything. My favorite part though is AI segments. I used to build these by hand clicking through filters forever.

44:32Now I just type something like customers who bought twice but ignored my last campaign and it just builds it. And anything it writes already sounds exactly like your brand because it pulls from all your previous emails from your website, your logo, your color, your voice, everything. I've been doing this for 15 years and this is the closest I've ever felt to having a full-time marketer sitting right beside me. I have a link for you in the show notes that will give you 30 % off for your first three months, or you can just use code J30 when you sign up, J-A-Y-3-0. If you're ready to migrate from Klaviyo to OmniSend like thousands of others, they will do everything for you.

45:07You just show up and all your campaigns and automations from Klaviyo will be set up and running in OmniSend, ready to go. And usually at 35 % less what you were paying Klaviyo.

45:20I'll give merchants to brands another way to think about it. So your churn risk is highest earlier on in the customer lifecycle, because that's when the customer is the least confident. Yes, they're excited, but it's new. It's novel. It's that first transaction. If buyer's remorse is going to creep in, it's going to creep in earlier on in the lifecycle. It's like dating. Every touch point you have out and into the future builds the foundation of that relationship, builds on that foundation. Your first date, probability of you marrying that person is the lowest. As you have more and more dates out into the future, your probability of marrying that person increases or being with that person forever increases.

46:10so like companies and consumers have a relationship just like any other relationship the more touch points the more meaningful touch points you have the more important and meaningful that relationship is going to be over time so to your point you know can you over message and over communicate maybe but it's very critical and important to do so early and often in the first 30 60 90 days yeah and consistency i think there's some people that are i've heard this sentiment that well i don't want to message my subscribers too much it reminds them that they're subscribed you know they've got a gym membership if and okay can i just an important point about that if that is the thinking that you have as a ceo or stakeholder in your business your value proposition is too weak plain and simple like if you are concerned that a text message or an email reminder is going to be a subtle hint.

47:11They're still being billed and therefore there's a risk they're going to cancel because oops, they've forgotten about the subscription. Your value proposition isn't good enough. Plain and simple. Yeah. Yeah. There's an underlying problem that it will surface at some point. A hundred percent. Yeah. Yeah. What would you say are some of the biggest mistakes you see subscriptions brands make when trying to grow their subscription business? So overemphasis on acquisition, probably obvious to many. Prioritizing new signups while neglecting strategies to retain subscribers, that'd be number one. Ignoring or mismanaging churn.

47:48So failing to track, analyze, proactively address churn. And there's two types of churn, right? Very important to distinguish between voluntary churn, which is a customer service slash operations issue, and then involuntary churn, which is payments. That's the payment side of the business. That's a whole other issue. Both of those problems require very different solutions, but important to highlight that. Poor onboarding or user experience, neglecting that initial period where that value perception is established. And then I'd say lack of referral strategy is another one. You've talked about this many times at conferences.

48:27That's a huge miss, right? Acquisition is a big theme. Retention is a big theme. There are teams associated with both of those sides of the business, but very seldomly do I come across companies with one, a robust referral strategy in place and two, a team that's actually managing that referral strategy. That owns it. That owns it. Yeah. Yeah. Okay. I want to shift into Axis Brands, which is kind of outside the subscription space a little bit or completely. So, which is, I find super interesting. We could probably talk for hours on subscriptions, but I wanted to highlight, this is a bit of a new venture for you born from you've been working with brands and you listening and hearing pain points that they're going through.

49:13And I don't want to speak for you because I don't know the exact story, but I know that's a little bit of how Access Brands was formed. So tell me about it. What is it and why did you start it? Sure. So it was sort of birthed by accident, but basically the story is we were working or have been working with a lot of e-commerce brands, on online brands for many years now that usually enter through the scraper base front door. Let's say they've got a subscription commerce business, or they've got an interest in building a subscription or membership model, or they have other issues related to customer retention or churn, they needed to fix it.

49:46And so that was sort of core to what we were doing under scraper base. But as a consultancy, you start to listen to what is going on in these particular businesses And a common theme related to brands was that they hated their agencies. That just consistently came up, whether it was their paid search agency, their media buying agency, their email marketing agency, their content agency, whatever. They consistently complained that their agencies were charging too much money, taking hefty percentages of their media spend, and they had no ROI to show for it. And that just kept coming up. You know, I come from the e-commerce world, sort of pre-Scriberbase, grew a DTC couponing company north of 15 ,000 subscribers, you know, understood e-commerce and online from many different angles and sort of just putting on my operator hat saying, you know, I know this world.

50:50I know paid media. I know how this works. We also know a lot of good people. We can try and steer our clients in the right direction. So we started to do that. And then it got to a point where we said, you know, we have people on our bench. We can help directly and start replacing these agencies and start adding value in these different areas, whether it was Amazon or Shopify, you know, Walmart marketplace and beyond. So built up a steady bench, I want to say over the course of a year plus. Initially rolled out this kind of mini agency with a bunch of successful use cases. and it was called D2C in a box, which was a terrible name, but had to go with something.

51:32And so we started incubating this sort of on the side as a side hustle. And then it grew and more and more clients came on board. And we were branded earlier this year to access brands, basically for the sole reason that, like I said, wasn't happy with D2C in a box as a brand, but we want to, and are now in the process of acquiring companies in the D2C space. So if you're selling your business, please contact me. And two, incubating and bringing to market our own brands and then scaling them on Shopify, Amazon and beyond because we have this playbook that has worked so well on a fee for service model.

52:13And let me just be clear, our positioning, frankly, since day one has been the agency. So we're not agency people. We're business owners who've operated businesses in the e-commerce space at scale. you have great expertise deep expertise in amazon defy and beyond and put our money where our mouth is and we don't take a percent of media spend from any of our clients even those that are on fee for service we have lock-ins we have no long-term retainers of any kind you like us you work with us we're producing for you great we're not you fire us that is what's worked so far and we haven't lost a client i love it i love it so you you know they're primarily shopify brands but you help them get into other channels such as Amazon and like someone might listening might say well anyone can sell on Amazon that's not hard I can list my products on Amazon and there's apps that connect it but it's a whole different beast getting your products on Amazon which is easy anyone can do that versus actually doing well growing owning positioning on Amazon and explain to me the difference because someone might be thinking like, well, I could just get my products on Amazon too.

53:28Sure. So there are differences, right? Like if you're a Shopify business, it's a pure DTC play, you own the customer. You own the customer data. That is not true for Amazon. So if you start selling on Amazon, you don't own the customer, Amazon does. That is the main distinction. That said, Amazon is a great diversification play away from just pure DTC with lower CAC and better unit economic potential. And obviously it's the largest shopping mall in the world. And if you can sell your product at scale on Amazon, why not do so? A lot of premium brands shied away from Amazon in the past. They thought it sort of downgraded their brand equity.

54:03Not so anymore. It's become for us like what we've seen is a necessary pillar for a lot of brands that are diversifying. But to your point, Jay, like Amazon is a notorious complex web to navigate. It is very complicated. Yes, you can put up an Amazon store, but good luck managing the entire process and business at scale. There are so many elements to this thing. If you can do it yourself, great, fantastic. You don't need us. That said, most of the brands we talk to, even very large established brands have not made Amazon successful just yet. And that's where we come in. Fascinating. Is there a certain type of brand that works really well?

54:44Sorry, not even like maybe it's more product mix that works really well for Amazon? Yeah. So supply side, yes. You know, high gross margin businesses with low cost of goods that are ship friendly are very - Like smaller physical dimension. Yeah, exactly. Shipping friendly, lighter weight, you know, heavier the product, the more expensive it is to ship. Mass marketable categories or mass market appeal tends to be where Amazon plays best. I always say subscription friendly because you've got the potential for Amazon subscribe and save. And to the extent that you can expect that, you should. So I think beyond that, though, it requires a bit of a predictive analytics game, which we do for every client, by the way.

55:28But we can almost with 95 % certainty predict whether something will be successful on Amazon. And we don't touch anything without going through that exercise first. So if someone listening is interested in finding out if their product mix might be a good candidate, they can connect with you and you do a bit of an assessment. We do a free audit. Actually, right now we're doing free audits, which are pretty extensive. And we look at demands. We talk about trending search terms. We look at category demand, what's working on Amazon, what's not, and why their product is likely to succeed or not. and then provide them with actually a 12-month P &L with hard numbers right down to EBITDA, frankly, for each and every product that we intend to bring to market.

56:17So yeah, pretty detailed stuff. That's amazing. That feels like a no-brainer to go through. So can I put that out there to our listeners and share? I don't want to overwhelm you, but that seems like an exercise that everyone should maybe go through because i think i agree with you 100 it's even you don't even hear the narrative from shopify anymore it used to be that shopify was arming the rebels against amazon and it's not like i mean it's another channel and even if they did you have to not listen to that like you some of our biggest brands we work with like liquid death great example they actually did something really interesting where they were selling subscriptions on their website using our subscription app and one day I noticed they weren't selling subscriptions anymore and I thought oh did they uninstall our app or did they stop selling and I went on their site and a case of liquid death was$19.99 on their site and then they had a picture of the same case that said$16.99 buy on Amazon I thought why the heck would they drive someone to Amazon when they're paying 15 % you know obviously for those who don't know liquid death probably one of the most successful beverage companies fastest growing in the world but one of specifically with amazon their whole strategy was to drive their d2c traffic there boost up their rankings get their products ranked first second third and i think now if you search like mineral water sparkling they're like they they own the search box or whatever you call it the top skews and now then it's a snowball effect right like once you own that then it's ring so it's i think a important part of strategy it's not to say that you're not selling on Shopify, but I think it's worth exploring and understanding in this audit process that you mentioned.

58:07Sounds like a really good place for brands to start. Yeah. And for those that want to contact me directly, they can do so on LinkedIn. That's the only place I hang out on social media. So happy to connect with folks either directly through your channels, Jay, you can be the podcast or on LinkedIn. Awesome. And I'll make sure to include it all in the show notes. Adam, I know we went over, over time, it seems like that just flew by like this. And I think I got through a third of the questions on the list here, which is how it goes. But I know for sure we're going to do this again because you are a wealth of information.

58:39And I just really thoroughly enjoy our conversation so much every time we talk. So where do you want people to go? You mentioned LinkedIn. I know you are one of the best people to follow on LinkedIn. So I highly encourage people to follow Adam. But where else do you want people to go to learn about like a Scriberbase, accessbrands.com? What are they? Give me the details. Yeah. So accessbrandsgroup.com is for everything e-commerce operations related, you know, Amazon, Shopify and beyond. Access, A-X-I-S, brandsgroup.com, scriberbase.com for anything subscription commerce related. But everything is underneath my personal umbrella on LinkedIn and folks can connect with me there.

59:20Adam Leventer I believe I'm the only Adam Leventer on LinkedIn and if there's an additional Adam Leventer it's a fake profile someone's stealing your clout and I'll throw in this there too if you don't have this book already get this book probably just on Amazon it's probably available everywhere I'm assuming and Jay you gotta come back on the podcast we gotta do a round two Entrepreneurs Expose and continue this conversation there I would love to Adam thank you so much it's been a pleasure Jay it's a lot of fun thanks for having me Hey everyone, thank you so much for listening to this week's episode.

59:53As you know, at the end of each episode, I like to share a 1 % idea. The whole concept is you improve 1 % a day. At the end of the year, you are 3 ,700 % better. So today's 1 % idea is take 20 minutes and optimize your Instagram bio and link in bio and description. Just take 20 minutes and optimize your Instagram page. Here's why. 81 % of shoppers use Instagram to research products and services. So this means your Instagram bio, it's not just a formality, it's your storefront. And if it's vague or outdated or you haven't posted in a year or it's boring, like you're losing traffic, you're losing trust.

1:00:38People will go to your website, they'll look at your Instagram. And if it's a ghost town, you lose trust and ultimately you lose sales. So here's your 1 % improvement for today. Spend just 20 minutes. That's all it should take. Tightening up your Instagram bio and optimizing your LinkedIn bio. And here's how. Write a clear value-driven bio. And by this, I mean, instead of, let's think of a skincare brand, instead of clean, naturally, you, it should be plat-based skincare for sensitive skin. Don't waste characters. Tell people what you sell, who it's for, and why they should care. Not some catchy, clean, naturally, natural you.

1:01:22Just plant-based skincare for sensitive skin. Add a call to action. Use the last line of your bio to make sure you guide the visitor. Shop our summer sale, grab our free healthcare guide, tell them what to do next. And lastly, there's a lot you can do your LinkedIn, but that's going to share three tips today. make sure you're using some type of smart linked tool. Shopify has one. It's called LinkPop. There's beacons, there's Linktree. It lets you showcase your best sellers, some type of lead maggot. Do you have special bundles, a sale, a summer sale, featured products, featured blog posts? Go look up LinkPop.

1:01:56It's a Shopify tool. Or I also like Linktree. And make sure you're using some type of smart link to guide them when you take that next step. So don't underestimate your Instagram profile. It might actually be the most valuable 150 characters in your business. So that's your 1 % tip for today. Thanks everyone for listening. If you're liking these podcasts or getting anything from them at all, please leave a five-star review for us. We would really, really appreciate it. And if you do shoot me an email, jay at shopify1 %.com. Let me know. I've got a special prize for you. I've got t-shirts, hats for 1 %ers that we're sending out.

1:02:32So I just really appreciate you taking the time to leave a review. Thanks everyone. See you on the next episode.