Episode 69: Launch Your Product Or Service With Jeff Walker

Episode 69: Launch Your Product Or Service With Jeff Walker

I think in this day and age, everyone who’s in business needs to be a publisher. You need to be a publisher, whether you’re publishing to create awareness and build leads, whether you’re reaching out to your current clients to build reciprocity and community, or whether you’re looking to really build out the online portion of your business, you need to be in the publishing business. You need to regularly publish.

Susanne Mariga:Welcome to the Profit Talk Show. In this show, we’re going to explore strategies to help you maximize profits in your business while scaling and creating the lifestyle that you want as an entrepreneur. I am your host, Susanne Mariga. I am a Certified Public Accountant, a Certified Profit First Professional and a Certified Tax Coach. And today, we’re going to talk about strategies to help you maximize profits in your business. 
Susanne Mariga:Hello Profit First Entrepreneurs, and Thought Leaders. I am so excited today because we have a super special guest. We have New York Times bestselling author, Jeff Walker here with us today. And, Jeff is the creator of the Product Launch Formula course. He started publishing in actually 1996, right after quitting his corporate job and being a stay-at-home father. And he started with this newsletter of just 19 people. And after that, he really developed a successful formula for launching new ideas and products online and soon began teaching others how to lodge their own ideas online. And Jeff, today has received more and more invitations to teach or groups on how to use his formula to launch their own products and businesses. And he also has a step-by-step program called the Product Launch Formula. And in 2012, Jeff Walker was the internet entrepreneur extraordinaire and the $400 million man. He got that work from growing his business from scratch.
Susanne Mariga:So, please join me today in welcoming Jeff Walker. And we’re going to talk about how his students had been able to generate over a billion dollars in sales, and this is just a figure that continues to grow. So, please join me in welcoming Jeff Walker to the platform. Hey Jeff, how are you doing today?
Jeff Walker:Good. How are you, Susanne?
Susanne Mariga:And congratulations on your new book. 
Jeff Walker:Well, thank you. 
Susanne Mariga:Yeah. Talk about that, too, so that people can go out and get that book this week because it is a big deal. So, we definitely want people checking out this book. So tell me, Jeff, first of all, we love to know about your journey. Tell us about your journey. How did you get on this journey?
Jeff Walker:It’s been an amazing, crazy ride. So the bio you just read, the one tweak I would make to that was I left the corporate world and I didn’t get started right away. I was actually a stay at home dad for about five years before anything was going on. And my wife was supporting the family. She had a good job, but it was times were tight. We were scraping by, and I had two young children at home, and they’re like five and three or something like that, five and two. And I was just looking for some way to try to make some money. And after being a stay at home dad for a number of years, I left the court world with my tail tucked between my legs. I didn’t do very well in the corporate world, it didn’t fit. So, I was looking for something to do.
Jeff Walker:So, I had been online, and I had a passion about the stock market. I started publishing a newsletter. And like you just mentioned, the first one went out to 17 people. That’s everyone I knew that had an email address. And it gradually started to grow by word of mouth. And by the end of that year, I had several hundred people subscribing to it. And, I had this idea, well, maybe they’ll actually buy something from me if I offered something to them. And at that point, I had no marketing experience, no sales experience, no entrepreneurial experience. I had sort of a dismal corporate career for a few years. That was it. I wasn’t a stockbroker. I wasn’t a registered investment advisor. I had no credentials in my name, but I had a passion. I’m on a stock market, bought the stock market and  I had a lot to share about it.
Jeff Walker:And so, I came up with this idea for an enhanced version of this free newsletter I’ve been sending out for six months. And then, my next problem was, how do I sell this thing since I had no sales experience? And since I had this feeling that these people are getting my free newsletter. They really love me. They write back to me. They feel like they’re my friends, they’re my community. And, are they going to hate me if I try to sell something to them? And so, I came up with this process where I just romanced them for about a month with really great powerful content that naturally led into making the offer. And then, in early 1987, I launched that. I didn’t think of it as a launch. I didn’t know what I thought. It was so bare bones. So basic. So seat of the pants. 
Jeff Walker:You can’t even imagine it. In fact, to show you how much when it came time to actually say this thing’s available, you can buy it. I sent out an email that told everyone all about it. And then at the bottom I put a bunch of blank lines for them to fill in their information. And I said, print this out, write a check and send it to me in the mail because taking online transactions, credit cards was rocket science in 1997. And so amazingly, a few people took me up on that, and I did $1,650 in sales. Everyone has a different frame of reference on money. For some people that’s amazing. For me, if I could have done it backflip, I would have been doing backflips all the way down the street.
Jeff Walker:It was so amazing to make that money. And, it was a big deal for our family. And I had this thought that if I did this once, I can do it again, and I can do it again and again, and I might even get better at, and just the idea that someone would pay me for something that I created and that I was going to send to them digitally, that it was a hundred percent digital product. They’re going to get an email newsletter from me. It was amazing and sure enough, I was able to do it again, and I did get better. Next launch I did $6,000. So, almost four X result. And then, I did $8,000, and then I just kept on getting better. My marketing shops got better. My offers got better. My products got better. And in, by summer of 98, I did a launch that did like $34,000 in a single week.
Jeff Walker:That was as much money as I ever made in my corporate career in an entire year. And that was when I started talking to my wife, Mary, about coming home and being with me and the kids and helped me grow the business. And that’s what we did. By 99 she was home. By 2000 we moved out. I lived at that point in the Denver area, but we always wanted to live out in the mountains. So by 2000, we went out to our dream hometown. I love Durango, Colorado, which is way out in the mountains, 300 miles from Denver. And it just kept on going. It didn’t stop there, grew and grew and grew. And then in 2005, I had a bit of a change in direction. At that point I started teaching.
Jeff Walker:All this time I did mask all this marketing knowledge, the skills, this process, this formula for how to launch. And so in 2005, I started teaching that. Well in 2003, I took on a few coaching clients and I helped out a few friends proved that it could work in other markets besides just in my business and the stock market newsletters. And in 2005, came out with this Product Launch Formula online course. Well, back then, it wasn’t an online course. It was a bunch of DVDs and CDs and books and stuff. But now, it’s an online course. And since then, it’s just been one evolution after another. And my students and clients have now done over a billion dollars, a billion with a ‘B’ billion dollars in sales. So, it sounds crazy to say this, but that formula that I sort of stumbled on to and gradually refined has literally changed the way stuff is sold online.
Susanne Mariga:Wow. I love that. So, you guys, you really need to get this book that just got re-release.  It looks like maybe a few weeks ago, the book launched. If you got the original book, that’s outdated now. The world has changed, so everything has changed. So, Jeff has been a lot of time just updating this book and putting in great new technology. So, you guys got to definitely check out this book. It’s amazing. And so, let’s talk about it. We’ve got quite a bit of an audience here that’s in the manufacturing space. And, they’re used to selling to Bed Bath and Beyond. They’re used to selling to whole foods, but now, there’s this big push to really do direct to consumer and maybe not go through retailers because one retailer aren’t necessarily getting the foot traffic that they used to get. And, there’s a whole new way of doing things. So, tell us about how do we start to pivot our manufacturing businesses from used to like going to find that middleman, for that direct to consumer?
Jeff Walker:Well, it’s interesting you send us the new version. So, most of my clients are selling digital products. They have online courses, they have memberships, and they have coaching programs. So most of them are doing some form of digital delivery. However, probably about 10% of my clients have physical products and are more like a traditional business. But the reality is, of course, the world’s changed radically in the last 20 years, but in the last 18 months everything’s been turned upside down. And in the book, one of the people I talked about, because I love to teach from example and I love the examples to not be me. I love them to be my students examples. And so, one of them is with Amy Small. Amy has a business where she creates custom yarn.
Jeff Walker:And before I got to know Amy, I didn’t know that much about yarn, but I’ve learned people are incredibly passionate about knitting and crochet. And if you’re into knitting and crochet, you could just never have enough yarn. You’re always looking at yarn. And so, she makes this custom hand spun yarn that she sources in India imports here and sells it. And so this business is not new. It’s been around for a number of years, and she used to sell to yarn stores. And then, the yarn stores would sell her product out. But because her yarn is so custom, it’s almost like there’s a story behind it. There’s a connection behind it. There’s a community behind it. And the kind of projects you do with it are not just your normal every day. You’re going to make a scarf.
Jeff Walker:You’re going to make an infinity scarf. It’s just not just regular old projects, knitting projects. And the problem is when she sold through retail stores. The stores were not interested in that story, or they didn’t have the capability to tell that story. And she had no contact with her end customers. Now that Amy came into my world, she started building up a presence. She just started publishing, started building a small email list that’s grown over the years, and now she sells direct to her own clients. Her life is transformed, not the least because she has this connection with her clients. And she’s passionate about her product. She’s passionate about knitting, and she loves to share that passion. And she actually does this Knit Along, when they buy her product, they’re actually also joining a membership where they get to knit a project.
Jeff Walker:These projects are amazing. The community she’s built, but what has also happened is her margins have just increased dramatically because now she’s selling direct to the consumer instead of through the middleman, instead of through the yarn stores. So, her margins have exploded. When people go through her Knit Along, people can actually get one-on-one help from a coach. She has a group of coaches, she’s hired, and they’ll actually work with people one-on-one to help them with any project, which these practices can be very, very complex. So, she has enough margin where she can actually pay those coaches. That margin used to go to the yarn’s store and now think about it. Now, she’s helping people actually create these projects, and people are talking about, or they’re sharing these projects.
Jeff Walker:And her business has grown and grown and grown. She recently did a launch where she did in the first hour that the product was available. And since we’re online, we can do things like we could have a launch where we can count down to the actual minute when it opens up and registration or sales starts in her first hour, she sold over a hundred thousand dollars worth of year in one hour. It’s not messing around. I wonder what it is in relation to what a year of profit would be in her old business. And I have a feeling it would stand up pretty well to it.
Jeff Walker:I haven’t asked her that specific question, but it just goes to show an example of how going direct to consumer, your margins can go through the roof, but also your volume can go through the roof as you get past long traffic. And also, these days you can advertise. Online advertising has never been simpler or easier. When I started, there was really no platforms, but now anyone can be an advertiser on Facebook within minutes, and you can start at $3 a day or $5 a day, and everything is trackable. So, it’s not like you’re just buying an ad in a newspaper or an ad on radio and hoping people show up, and you don’t really know and it’s all trackable. So, this idea of going direct to consumer is something we’re seeing more and more of.
Susanne Mariga:I love that. That is really neat. I work with some manufacturing companies and I don’t think I’ve seen anyone make a hundred thousand dollars in an hour. Usually there’s at least a trip to someplace on an airplane. Very substantial.
Jeff Walker:And, for Amy, it’s a physical product. She’s got real costs. She sources it from India. So, it’s not all just magic, but outside of product costs, she has no marketing costs. She’s built up this following, and she has a huge percentage of people that once they go through Knit Along, they go through the next one and the next one. So, her cost of customer acquisition is incredibly low. And, she’ll have fulfillment costs to ship stuff out, but still it’s just absolutely amazing.
Susanne Mariga:It’s amazing. And  I love how you said that she reinvested back into coaches. That even give more value to the clients. So, it becomes more of, “What’s Amy’s next project for this month for us? I can’t wait to get started on that.” So, that’s really neat. Now, Jeff, you said something very interesting. That’s really kind of a new concept for us brick and mortar businesses as businesses that have a product based type of business, and I’ve seen a lot of coaches do it, but the fact that it’s building almost like a community, building that tribe online, we like to call it a cult following around here, tell us about that. Tell us what that looks like. How do you build that? And, because obviously, like Amy has lifetime customers now, and as long as they can knit and crochet, they’re going to be there for us, how do we build that?
Jeff Walker:Well, it’s one of the things I’ve valued the most. I personally am all about building communities and in my world I have clients. So, my first version of my Product Launch Formula course came out in October 2005. And I have clients that joined me in October 2005 that are still clients to this day. And part of that, they’re getting great results from my work, and they feel a connection to me, but they also feel a connection to the community and since Covid started, this community has become so much more valued. We used to say that in my world, in this online world, I think it probably is for all business, but this online world, the world I know at best, we used to say that they come for the content, and they stay for the community.
Jeff Walker:So, community is how you make your product, your offer, your service sticky that where people don’t want to leave, but you couldn’t actually sell community. You could sell on the basis of your product and the results that product would make, and the transformation would make in someone’s life. And then after they bought the product, you would also give them the community. And all of a sudden, it’s two years later, and they can’t leave you because they love the community.
Jeff Walker:Since the start of a COVID, I think we collectively, as a species, we’ve come to really value a connection with others. And, when we had it taken away from us, we realized how much we missed it. And so these days you can actually lean into selling community. It’s not the only thing you’re selling, but you can talk about community. And so, online, there are all kinds of different ways communities built can grow. They can grow in a Facebook group. They can grow in the comments section on a blog post. They can grow in a membership site. But, if you think about it, like Amy’s, there are people that are passionate about knitting, and they’re facing a big obstacles creating these sweaters.
Jeff Walker:I’ve seen them. They’re really cool, but they’re not just like your average boring sweater. They’re amazing works of art. And it’s a challenge. Again, I’m not a knitter, but I have seen it. I’ve seen the work. I’ve seen how people react to her and her coaches. And so, when people are working through challenges together, and they share a common affinity, you have the making of community. Also, you have to do is give them the space to connect and sort of set the ground rules. That’s a critical part. Whenever you’re leaving the community, you have to tell people that this is who we are. This is how we interact. This is how we take care of each other. This is the stuff that kind of actions that we can’t abide, that we can’t allow. 
Jeff Walker:And this is why. Because this community is too important, and we can’t let any one bad apple spoil the bunch. So, don’t do these things, but do these things. Asking questions is always good. It helps us gets better. Sharing your wins is always good. If you know this is a safe place where, maybe you can’t brag to your parents or your kids or your friends, but here you can brag about your sweater or about your new golf swing or about your meditation practice or whatever. This is where you can come when there are some setbacks. This is where you get a helping hand. This is where you can get us support when you stumble, when things go wrong, and you’re all awesome. I love this community. Let’s be great together.
Susanne Mariga:I love that. While you’re talking Jeff, I didn’t realize I had been sucked into a community with instant pot. These pressure cookers. I just can’t wait for the next recipe to come out. And here I am in the community and didn’t even know it is very, very powerful.  I’m on pins and needles to see the next post or the next recipe. But you’re absolutely right. Building that community, I wouldn’t have bought an Instant pot to be part of the community, but it is one of those things that, when the next edition comes out with a pressure cooker and deep fryer all at once, I’m going to be first in line because it’s going to get posted there. So, you’re absolutely right.
Jeff Walker:How many people have you told about it? 
Susanne Mariga:Oh my gosh. Everybody I’ve seen in person this year.
Jeff Walker:Exactly. If it was just like the last time you bought a frying pan, you probably didn’t go around telling everyone about this frying pan, but this instant pot where you’ve got the support, where you got the community, where you’ve got support in it in getting better and having more success. And that’s maybe a place where people can share their ideas and their innovations and their recipes, and all of a sudden you’re having more success. You’re seeing more other people having success. You’re a fan, of course, you’re going to tell people about it.
Susanne Mariga:It’s so bad. I have a family of four. I already have two of them. We’ve even had instant pot funerals. It’s a pot on the floor, we’ve got to like mourn that loss with the community, but, oh my goodness, I didn’t even realize I was in a community until talking with you on that. Now, are there some things that we should look into building as we’re building out communities? Are there some things that we need to do? And then, how do we present our offer as we’re building these communities? Because at the end of the day, having that community, too, is also about growing business.
Jeff Walker:Well, if you do it right, when you make the offer, you’ll actually have your community cheering you on. In my business, one of the ways I’ve driven a lot of the traffic and a lot of the leads to my site is through what’s known as affiliate marketing. So, having people tell people about my offer, give them a link, if they drive people from that link and those people end up buying, then I give them a commission. So, we’re basically sharing the sale price. And, if you look at the people who are my top affiliates over time, they’re all my clients, they’re all people that came up through the community, and you might be like, “Well, that’s great, but they’re only doing that to make the money. But the reality is, they have an infinite number of people that they could be promoting.” If you’re an affiliate marketer, it’s endless stuff you can promote, but they choose to promote me. And many of them have for 10 years or more because of that community, because of that connection. So, I think I got a little bit of a sidebar there from your actual question. So, it was how do you make the offer?
Susanne Mariga:How do you sell within a community? I know whenever I go visit family that’s part of my community, I always feel guilty selling.
Jeff Walker:Well, first of all, this whole process that I teach, we call it Product Launch Formula is all about delivering huge value before you ask for the sale. So, it’s structured. It’s a series of content. It’s usually four pieces of content, three pieces that lead into the sale. And the fourth, that’s actually makes the offer. And if you do this right, you’re actually building real value in this what we call our Pre-launch content. And there’s a very specific sequence you follow, but it’s a very empowering message, whatever you’re sharing, whether it’s about Instant pot or knitting or building an online business, it’s all about showing people they have an opportunity to have a better life. It’s about an opportunity at the end of the day, we’re all reducing pain or increasing pleasure for our clients. That’s what we do.
Jeff Walker:Instant pot opportunity is to be able to make these great meals and make them simply and easily, and what is it like to have a family gather around a dinner? How powerful is that in this day and age? How incredible! And maybe everyone’s a little too busy. They’re just running around so much going on, but with an Instant pot, you can make this meal, and you can have that family dinner. So, the opportunity here is to have amazing nutritious food without a huge amount of work and ended up being able to enjoy that meal, hopefully with loved ones. That might be for a certain avatar that you have, that could be maybe there are singles, it’s a slightly different messaging, but when you share that type of empowering message, and then, that’s just the first piece of content and there’ll be a second piece.
Jeff Walker:And that second piece is probably going to have some recipes, and it’s going to get people to that transformation quicker. And, the third one is about getting them really to enroll in having this new change in their life. Whatever it is, whether it’s a hand-knitted sweater, or whether it’s an amazing Instant pot meal with your family. And so, when you take people’s, people fall in love with you, it sounds crazy. But if you do this right, they fall in love with you and the people in your community are going to be cheering you on. And then, it’s a matter of putting together a great offer. You have to make a decision Is this offer for the people that are in your community? Is this something that they can add on to whatever they’ve already purchased from you?
Jeff Walker:Is this a new offer for them to join and buy? Or maybe you’re just relaunching the thing that they already own. And then you’re just enlisting them to try to share this message with friends and families and colleagues, so at the end of the day, this it’s a process where you just create great big value in people’s lives. And then, you give them the opportunity to take the next step and join you on this journey that you’re going to give them with the product and the vast majority of people, whether they buy from you or not are going to love you.
Susanne Mariga:I love that. You just bought me. You just told me a third instant pot. I didn’t think about it the way that you just spend it. That’s amazing. So tell me, as you’re building a community, now that you’ve got your offer with this community, how long does it take to build this community? How long of a journey is this? This hundred thousand dollar an hour sale.
Jeff Walker:Well that landed the plane. Otherwise, it’s a lifetime, or it’s five minutes, whichever you want. I think I can’t remember exactly where she was in terms of building her list. When I talk about lists, I’m always talking about an email list. Social media is really cool. It’s a great way to build your audience, but at the end of the day, you want to push them from social into an email list. And email lists are incredibly powerful. Email list actually works. And I like to say that the only people that questioned whether email list work are those people that don’t have an email lists because when you have an email list, and you push that send button, it’s amazing how it’s instant, instant traffic to wherever you want it to go. To your website, to your social, or to a sales page.
Jeff Walker:So you want to start building an email list. You can start publishing in social. You can start to find your voice in social. It’s super easy. Anyone with a phone can be a publisher five minutes from now. Just when I say publisher, that means you’re putting out some level of content. So, it could be on Facebook. It could be Instagram. It could be Pinterest. It could be YouTube anywhere. So, you can start publishing there, start building your following there, but then you’ll push people to an email list. So you’ll put together some type of free offer where they can go get some additional, generally there’ll be some content. They can go get a little mini course. They can go get a PDF and go get a white paper. They can go get a little mini video course or whatever, but you’ve pushed them from social, and you’ll send to a page which we call an opt-in page or a squeeze page where they have to put their email in and then get that free, whatever it is that we call a lead magnet.
Jeff Walker:The lead magnet is what people opt in for. And then, you’ve got their email address, and you start to follow up with them to get to a hundred thousand dollars in an hour. If everyone could do it super quick, it’s going to take work, and it’s going to vary by market. And it’s going to vary by your offer. It’s going to vary by everything, frankly, everything you bring to the table as a business person. I think Amy’s list, for some reason, I think it was like around 18,000 people on that list to do a hundred thousand dollars in an hour. But, you put together a great offer, and she put together a great market, by the way, she’s like the last person in the world you would ever consider as a sales person.
Jeff Walker:She can’t stand sales. It just gives her the heebie-jeebies, but she did a hundred. The sales didn’t stop after an hour that launch in that one week, I think it was like over $400,000 in sales. Yeah. It, so you know, it’s my first email went out to 17 people, and then it just grew. The second one went out to like 29 people. A few months later, it went out to hundreds of people. A few months later, went out to thousands of people, and it’s just a gradual process. I would think most people that are listening to this, if you have everyone listening has got a business, so if you have a business, you have clients, you already have a list. You probably have an email list of some sort, but you have a current client list. And those are the kind of people you can reach out to and go through this launch process. And, I’m not promising a hundred thousand dollars in an hour or a week, but I think the results can be shocking.
Susanne Mariga:If I were present value your 34,000 that you made in a week, way back in 1996, that probably is a few hundred thousand dollars at this point. It definitely works. I remember, you and I, before we went online we talked a little bit about the publishing business and book launches, and it brings back down to the email list. I have to confess, I’m one of those people that had an email list just because people were signing up for our classes, or they were calling in, and they had to put their email and phone number. And I never used it. I never ever used it. It was literally coming to an Infusion soft. We would call the number, and then we’d forget about it.
Susanne Mariga:And, I remembered during our book launch, the first things they told us is, “You need to warm up your list. You need some more of your list of a few thousand people on this list and start sending out content to them.” I never thought how powerful that list would be, but you’re absolutely right, Jeff. That list is there are people that looked you up for a reason, even if they didn’t buy from you. Initially, they looked you up for a reason.
Jeff Walker: It’s amazing. 
Susanne Mariga:Definitely. Now, one of the things I want to do as we close out, and I love to pick your mind is, if you could leave our viewers and our listeners with one piece of advice, and it can be personal, it can be business, what would that piece of advice be?
Jeff Walker:That’s an interesting question, especially, I’m going to try to tailor it to your audience. I think in this day and age, everyone who’s in business needs to be a publisher. You need to be a publisher, whether you’re publishing to create awareness and build leads, whether you’re reaching out to your current clients to build reciprocity and community, or whether you’re looking to really build out the online portion of your business, you need to be in the publishing business, you need to regularly publish, and it doesn’t have to be complicated. It doesn’t have to be hard. You can start off, like I said, with Instagram or Pinterest or YouTube or Facebook or wherever, but you need to be speaking to your current clients, or your prospective clients, hopes, dreams, fears, frustrations, and show up in front of them regularly, and then drive people to an email list. And the effort you put into that, I think you’ll find the ROI on that effort will be almost impossible to calculate over the years.
Susanne Mariga:That’s really great advice. So, everybody become a publisher. Start small. Start with that Instagram. Just like Jeff says, and just give value, and then, build community that way. So, that is amazing advice. Now, Jeff, you have an amazing new book that has actually just been released, and this podcast is going to come up pretty soon. So, it’s climbing the ranks pretty quickly, guys. It’s going to be a Wall Street bestseller. How do we get a copy of this book? Where do we buy it from?
Jeff Walker:Any bookseller, it will be there. The easiest will be Amazon. So, if you just go to Amazon and you search for Jeff Walker Launch, it’s there. Actually, if you go to thelaunchbook.com, there’s gonna probably be some extra bonuses that you can get when you get the book. So, it all depends on the timing, but if you go to thelaunchbook.com and that page will basically just give you instructions, and it will tell you to go to Amazon or Barnes and Noble or wherever, buy the book, come back, put your receipt in, and then you can get some extra bonuses. It’s available pretty much anywhere. Get a few extra bonuses at thelaunchbook.com.
Susanne Mariga:So, go to thelaunchbook.com and Jeff Walker is his name. It’s a big yellow orange book. You cannot miss it. You’ve got to get it. It’s an amazing book about really just growing your business and curating your own community so that you not only help others in a significant level in a more meaningful way, but you don’t have to go through that middle man. You interact with your customer. You see the value that you’re getting, and you see the lives that you’re touching. So, this is an incredible book to get that. Thank you, Jeff. And, how does everybody reach you, to contact you, to work with you?
Jeff Walker:I’ll give a couple sites. First is just JeffWalker.com. And I publish there at least on a weekly basis. I put out generally a video every week, or you can learn more about the Product Launch Formula, my online course at productlaunchformula.com. We only release that typically once a year, maybe twice a year. So, there’s just like a waiting list there right now, but that’ll come out in November. We’ll run another class.
Susanne Mariga:Get on that waiting list quickly, Guys, because he’s pretty popular there. He’s worked with some major authors and producers out there. So, you’d definitely want to make sure you get on his waiting list in order to work with him, to help launch your product. Thank you, Jeff, for joining us today. 
Jeff Walker:Thank you.
Susanne Mariga:I want you to have your most profitable year ever. Yes, no matter what’s going on in the economy, no matter what’s going on in the world, you can have your best year ever. And I want to show you how. Join me in our private Facebook group where I will be hosting our Free. Yes. I said, Free Profit First Masterclass on Facebook, please join the Profit First Masterclass with Susanne Mariga. Again, I look forward to seeing you there and watching you have your best year ever.

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