when you make the switch from a constant launch mode cycle to an evergreen
cycle, that does have its challenges.
Find the time to pull out of your business, and actually foc focus on your
business and on your quality of life.
when humans have a constrained window in which they need to
get shit done, they get it done.
All of us have so much fire inside of us, so much fire, light, brilliance
inside of us that we all have to be realistic, um, with ourselves
because fire, energy, anything like that, like, it's like nuclear energy,
fire energy,
any kind of energy
is powerful if it's harnessed in the right way.
And it's deadly if it's not harnessed in the right way.
Joy Houston, we are back for numeral dose with you.
How you doing this?
Fine morning here.
I'm doing good.
I'm, I'm happy to be back with you.
I hope you got your, uh, peptide stack in order last time we chatted.
Right.
Yeah, I know I do.
How about you listening?
Watching, um, my hand's always feeling slightly better.
You know, bait in this.
And again, if you haven't listened to the episode that we dropped with Joy
about peptides and, or if you don't even know what we're talking about
right now and you're like, what the hell are peptides after this episode,
since you're already moving on this one?
Go bookmark that one.
It probably came out right before this or whenever, but just look for Joy's name and
peptides and you'll see why we love those.
But we're not talking about peptides this time.
We're talking about, uh.
today.
We're gonna talk quality of life today.
Damn right.
So that's, I mean, I love that this is, I mean, you live it.
I know it, you and Travis, your husband, and you know, I mean, you
guys are always doing really fun stuff.
You're just fun people in general, but you're also doing
really big shit with business and exponential growth all around.
But you have a great quality of life.
Um, that's like the essence of why I even have this show.
It's evolved over the years.
But the big thing is like, how do we, how, how can we be great entrepreneurs,
leaders in life, and do really cool stuff in business, if that's what
you wanna do, but also have a great life and not burn out in the process.
'cause that sucks been there.
I'm gonna give you my favorite secret on how we do that today.
I am totally gonna open it up and like, I'll tell you what I did.
Um, I think if there's anything that you need to know is a little bit fair warning,
you're gonna think I'm fucking crazy.
Like you'll be literally like, there's no way that I can do that.
Um, and I know that from experience because when I first heard it, I
was like, you're fucking crazy.
All your clients will quit.
You.
Everybody will hate you.
It's not gonna work.
Your business will fall apart.
I had so much resistance.
So
I am
I'll start by admitting that.
Yeah.
I'll start by admitting that.
Y yeah.
I love it.
Y you probably, you probably got some of the attention of a few
people here just now, so I mean, like, I don't know where we start
here because I don't know anything about this concept of Thrive Week.
You've kind of told me a little bit about it, but I, we purposely
kept it a mystery until we chatted.
So
All right,
I guess gimme the, yeah, like what's the, what's the big idea
here first and like what was the big problem you were trying to solve?
Yeah,
Okay.
So the big problem that I was trying to solve is we have an ongoing mastermind
and we have rolling Evergreen.
Programs.
Okay, so you know how it is when you're like, you either pick, you
have a diff a difficult decision.
If you're making scalable online offers, you're either stuck in launch mode, right?
Where you're like, John Walker style.
I'm gonna like love you John Walker, by the way.
Okay.
What?
Where you're like, I'm gonna launch and then I'm gonna rinse and repeat
and I'm gonna rinse and repeat.
I'm gonna rinse and repeat.
Right?
And it kind of puts you on this cycle of like, okay, I'm gonna fill.
All my offers and then I'm gonna fulfill on all my offers.
I'm gonna fill 'em up again, and then I'm gonna fill, it's a very like wave.
Okay, so my first sort of, let's level out the quality of life was
let's go for rolling Evergreen.
And, and then we just get our, yeah.
Then we get our conversion mechanisms firing on all cylinders and
everybody starts when they start.
And at first that was intimidating.
If you've never made that jump before, that's intimidating
when you first make that jump.
Because it feels like if everybody's gonna start together and in together,
that they're a community's not gonna build, there's not gonna be camaraderie.
Um, and that would be saying like, oh, only kindergarten should hang
out together, and then only middle schoolers should hang out together.
And then only college people, and then only elderly people.
That's not really the way that society works.
Right.
Like we have our elders to look up to.
We have our newbies to bring in new ideas and question our
thinking and our paradigms, right?
So when you make the switch from a constant launch mode cycle to an evergreen
cycle, that does have its challenges.
But I found that, wow, when newbies ask a question.
It reminds the elders of the basics that they've probably
forgotten or taken advantage of.
And then when elders ask questions that stump the newbies and make them feel like,
oh shit, I don't even know what they're talking about, um, it actually has the
newbies get excited about the levels that they're about to achieve in the community.
So I'll say that first.
Okay?
Mm-hmm.
So the first wave of Let's calm the stress down, let's make life a little
more, bit more manageable, is um, you know, this was back when we were
following the rule of five ones, right?
Like one audience, one offer, one conversion mechanism on one platform,
Intel, 1 million or one year.
So if you haven't read Red Ready, fire, aim, I'm talking about when
you're first trying to get your business to that 1 million mark.
So when we were trying to do that, we made the switch from constant
live launching to rolling evergreen cycles, and then just focused on the
conversion mechanisms that worked best.
And then you hit another problem, right?
So new level, new devil, right?
Like then now you've got rolling evergreen.
So then the question becomes.
When, when am I off, right?
I have to be on all the time, like week, over week, over week, over week.
And if you don't plan it carefully before you know it, your
husband's forgotten your name.
Your kids don't remember you.
They think you don't love them 'cause you're not at their
baseball game or ballet virtual or whatever they need to do, right?
And so that right about the time we are at a peak level of like, oh my God,
like we love delivering, but we also need a little bit of time to breathe.
We all, we can only inhale so much before we have to exhale.
Okay?
And so I was listening to Laurel Portier because I love her information
and we're in her group to just stay on the forefront of Facebook
ads and meta and what's changing.
And I think she's amazingly got her pulse on that.
I absolutely love it.
Um, I would say between her and Kurt Molly, like they keep me, you know,
rollerskating on the front line of meta.
I just follow both of them and listen really well.
I love, absolutely love both of them.
But Laura was actually having one of her brilliant little side conversations
and she was talking about Nick Peterson.
I know you've had him as a guest here on the show.
So if you guys haven't listened to Nick, like go back, rewind the, the, um,
he is in the archives.
He is.
He is like a few
he's old school.
Yeah.
honestly, you guys, he is like such a brilliant dude that sometimes
I get a piece from him and I can feel the brilliance in the Nugget.
Um, but it's definitely still like a raw gem.
It's not like shiny and polished and carved because what he can give you
can be so almost like esoteric, like big thinking that sometimes it takes
me a little bit of time to like land the plane and see like, how am I gonna
actually implement that in my life?
And this was one of those things.
Okay.
So she told me that, Laurel mentioned that her and her wife were using, um,
they, they were, they didn't call it what we call it, we call it a Thrive Week.
Okay.
So I can't remember what she was calling it.
I'm sorry.
I should remember, but I don't.
And I was like, wait, that's really interesting.
Say that again.
And she's like, yeah, I deliver.
So she looks at the monthly calendar and she was delivering week one, week
two, week three, and then in week four, and of course sometimes there's
those rando months where there's five weeks in a month, first three weeks
of the month delivering hardcore for her people, private clients groups,
rolling mastermind, just delivering.
Okay.
And then the last week, that was both her time to exhale and focus
on what the business needed.
So sort of like work on the business instead of in the business.
It was also the time that then she would schedule.
Like they're longer vacations.
Like, oh, we wanna get away to Rome for a while or whatever.
Like that kind of thing.
And immediately I had this tightness in my chest when I heard her say
that at the thought of it, because I'm thinking, I think I call all of
the practitioners that we serve in, in our world of Little Birds, right?
So we talk about that they're a little birds and they're all in the nest.
And I'm thinking, oh my God, how the little birds would chirp or
fall out of the nest or something.
Yeah, exactly.
Like if we just didn't show up for them like the last week,
are you fucking kidding me?
You know what I mean?
And um, and it was a real, like, it was one of those things I really
had to think on it, you know?
Um, and so she said, yeah, yeah.
Joy, if you're curious, if you're curious, go read bumpers.
Okay.
So I don't wanna get the title of this book wrong because it, like
the name of the book says it all.
And if you could put this in the chat for your people, or in the link
description below, that'd be great.
Okay.
Check out the title of this book.
Okay.
It's called Bumpers.
It came out in two versions.
The first version, the subtitle, as a copywriter, I'm fascinated
by V one and V two titles, right?
The first one was the Framework for Finding Your Personal Abundance,
maximum Productivity, um, greatest Profits and Highest Quality of Life.
Okay.
Now obviously someone told him that subtitle was too long.
Um, and then the new subtitle is Bumpers Maximum Productivity, profit
and Quality of Life, the Framework for Finding Your Personal Abundance.
So he slimmed it down a little bit.
Okay.
I remember this book because he, yeah, I, I read the very
first unpublished version of it
Yeah, the unpublished one, it's just black and white, like it
has just a black and white cover.
And then later they did the one with the fancy cover.
If you get the first one or second one, honestly, you
guys, it really doesn't matter.
The first one was like a, almost like a gun.
The way I heard the story, it was almost like a gun to his
head, like publish it because.
He shared the concept with his mastermind.
This is the story that I got from just like listening to
him talk about on YouTube.
The story that I got was, um, it was so powerful for the people
in his mastermind that they were like, you gotta publish this dude.
And it just sort of went out the door as a book with typos.
Like, yeah, shit.
Tons of typos and problems, you know what I mean?
Totally the best.
But in a way, I kind of loved reading that grungy version before I reread
the second one, because it was like, wow, he was just showing up to serve
and he didn't give a flying fuck how it looked to put a book out with errors.
He was like, Hey, if this served my people and my people are saying everybody
needs this, let's get access to this.
And how genuine is that?
And ego free just to be like, Hey, they said it.
I'm gonna do it.
I'm gonna pull the trigger.
I don't care how unpolished it is.
Here you go.
You know what I mean?
I love that.
super fast read.
It's like a hundred pages, like literally one
fast read.
Super fast read.
Okay.
And on, and like a few spoiler alerts here, but just to
motivate you to read the book.
The concept of bumpers is like if you take your kids bowling, that's just not
gonna be very fun because they're just gonna hit gutter balls all the time.
Right?
But if you put the bumpers up right, then all of a sudden they're having
a good time because at least they're knocking down a pin or two because
the chances of this completely going out of the rails has been eliminated.
They're just kind of like protecting
You're having more fun.
There's more joy, no
Yeah, exactly.
Exactly.
So you're, you're putting guard rails for like, the things that matter to you
in life to make sure that you don't, you know, land a gutter ball week over
week, over week and fail to partake in the things that light you up, that
you're not living your values, you know?
Okay.
So the basic concept, again, a little bit of a spoiler alert her, but the
basic concept is find the time to pull out of your bus, like out of your
business, and actually foc focus on your business and on your quality of life.
And so I decided to look at, okay, is it possible that Travis and I could do this?
You know, th like three weeks on deliver hardcore, and then actually give them
the last week and sometimes two off.
Okay.
And I started slowly.
So at first I was like, the last Friday of the month, I'm not gonna work.
We're not gonna work, we're just gonna work on the business, or we're
gonna take it off and do three days in Palm Springs together, reignite it
one day.
is all Okay.
Got
That's all I did.
Okay.
One day, and then as I saw, okay, well the earth didn't end.
The little birds didn't fall out of the nest, right?
My cl our clients didn't quit on us.
Nobody had a panic attack.
Then I was like Thursday and then Wednesday, and then introduced the concept
before I took the whole last week of the month off, I introduced the concept
that like, listen, you guys are only in our mastermind, or even if they were in
a enrolling evergreen program, you're only here because you wanna get results.
Okay.
My guess is you wanna get results in a way that sustains your quality of life.
In other words, you wanna make more money and you wanna have more
fulfillment for helping more people.
Yay and yay.
But my guess is you would also like to do that in a way that protects your quality
of life, and it keeps your ax sharp.
So in our community, sometimes we'll talk about, it's like a Tony Robbins
story, but like if you, if you listen to the old school, Tony Robbins, where
he would talk about like the lumberjack who gets the job because he came in
with his sharp ax and this and that, and then three months in he's gonna lose his
job because what did he forget to do?
Sharpen his freaking ax, right?
So like.
So if we could start protecting time in a way that you come in
and you get everything you need.
So there's no loss of reaching our objectives together, but we are gonna
compress that and do that more effectively in the first three weeks of the month.
And then we're gonna give you a month to implement catch up, breathe, right?
Make sure that you're actually living your values, actually enjoying your life.
I thought for sure clients would quit.
Like I thought my private clients would freak out.
I thought that's where my members would leave.
I thought people wouldn't enroll in a 12 week program that was then stretched.
Because you gotta think about if you wanna do four weeks in a row, that's 12 weeks.
It turns a three month program into a four month program because you're taking
that final week off every month, right?
So you're now distributing that 12 week delivery time over four
months instead of three months.
Okay.
I thought everybody would freak out.
The complete fucking opposite happened.
What happened was I got all of these messenger messages, all of these emails
of gratitude from people saying, you know, I come to you because I wanna
be at the bleeding edge of marketing, and I wanna scale my business in a
way that makes sense, and I trust you to do that while I stay in the
forefront of what I'm really good at.
But now that you've done this, you are forcing me to a, make sure I never
have a reason for not implementing everything you tell me because I have
a, a break and two, to protect my own quality of life by emulating this.
And what happened was all of them that were, what happened was, do you know Kurt?
Molly always says when he is telling a story, what happened was.
Love you, Kurt.
Um, so what happened was they all implemented their
own programs the same way.
They all started immediately going, oh my God, wait, this is so smart.
And so they pulled out time from their own, even their
clinic hours, even the ones.
So in case the, in case any of you didn't hear the last podcast, my, my audience
is all health entrepreneurs, right?
So these are not your MDs working at Kaiser.
These are people who wanna own their own business online.
They want scalable offers.
So what all of them did, even the ones who had clinic hours and they also had
online offers, they just kept pulling back Friday, Thursday, Wednesday.
And then some of them will keep their like clinic hours on
Monday, Tuesday, one day a week.
But almost all of them dropped entirely the last week, sometimes two,
and there's five weeks in a month.
And they all started following suit.
And that, and you can see how, what I was saying, right?
Like you could see how, like, you would be like, no way.
There's no way I could do that because I feel so busy right
now.
you could see it, but I forget.
There's a name of the law, there's a name of a behavioral law or
principle that I can't remember.
I'm, I'm gonna fuck up exactly how you say it.
But what it's basically trying to say is people will finish
what needs to be finished in the space of time that you give them.
So if you give them every week of every month,
keep expanding.
Yeah.
exactly.
But if you compress it and it needs to be done by this time, you know,
look how quickly things can get done.
You know what I mean?
Look.
Look how quickly Gavin Newsom just had one thing put on one piece of paper in
a bazillion envelopes that sent it out to California in like less than 90 days.
Like people would've told him that was impossible, right?
And it was like, we're gonna shrink it right on down.
And like when humans have a constrained window in which they need
to get shit done, they get it done.
And so now, you know, we look at the calendar at the beginning.
So we, we put out our calendar in um, November for all of our audience, and
they can see in advance, they can see.
Work, work, work break.
They plan their vacations around it.
They model their delivery around it.
Like we plan our, like there's, I think it works out you guys that
there's like three times in the year, at least some years there's four,
but there's three times a year at least where there's two week breaks.
So we can instantly look at that.
Like Travis and I have our, um, 20 year anniversary brush
our shoulder off, um, next week actually.
And so we can look at the counter and we can see, oh, let's plan our 20 year
on one of our two week breaks and let's go, you know, somewhere we've really
been wanting to go, you know, and, and Maverick can look at that and he can,
he knows when, like our son is Maverick.
He can look at that and he can know when we have big gaps of time and we can make
a cool, interesting travel request, right?
Um, and when we have shorter weeks, you know, and it lets us
plan our vacations, our travel, or our curriculum revamp, right?
Because in your curriculum things change, especially for all of us, right?
If we're in marketing, like AI's coming into play now, super agents are coming
into play and fuck SEO, now we have to get a chat bt to find our brand
instead of just Google search, right?
Like things are constantly changing, right?
So we can look at the weeks that we wanna do content updates and content refresh,
and we just know what that's gonna look like at the beginning of the year.
I think the big thing that I didn't know going into this conversation is I
thought this Thrive Week was literally just for you and Travis, you know, your
spouse and, and family, you know, you mentioned Maverick, but No, like, you're
literally instituting this for everybody.
It's anyone that you're working with.
You were saying, this is the way we do things, and if you're joining us,
like if you're working closely with us, our close high-end mastermind group,
you know, what is it, annual contract, it sounds like an engagement, right?
It's every time.
Yeah.
Mm-hmm.
They, they join annually.
Exactly.
Yeah.
They join annually.
So you're like creating this expectation of this is how we do
things that just, I mean, it, it literally is a benefit to everyone.
So not only are they gonna keep exponentially growing in the business
together with you, with them, with their own business, and they can
actually apply things, but you're forcing them to take time off.
And I think the thing I remember hearing about this from, uh, Tim Ferris years and
years ago is like when you have something to look forward to, even if it's a day
off and like a, a mini trip or just even if you're staying in town, you know,
you, you have something on the calendar.
That you get to look forward to your brain, you know, for all
of us procrastinators, which I think all of us kind of are, when
all have a little bit.
yeah.
I mean like we all are, that we, that's why we need to condense our time or
put those bumpers back to the book.
Like that's the idea is like, how do we put bumpers around our lives
that we know the most important shit needs to get done within that, those
bumpers that we set for ourselves.
But then you have this like whole layer of accountability that you guys
bring to the group, and it's mapped out for a whole year in advance.
Like, I'd be stu Yeah, like you're like thriving all year because you know,
all this stuff's coming and ideally you're planning some cool stuff.
You're not just like grinding out work the entire time you're off in your Thrive
exactly.
Or, and if you know that you're gonna grind on something, so like last week,
this is the first week of November.
Mm-hmm.
last week we actually had a Thrive Week last week, and as I, as I shared with
you and Heather, um, my son Maverick had to have his deviated septum corrected.
Well, if you've never heard of that surgery, like they're basically rota
rooting your whole face and it just, it's a whole big, messy, scary thing.
And so we could plan that when we knew we had a Thrive Week
and we could be there for him.
Support and, you know, lounge on the couch and just be with him
or whatever he needed, you know?
But because he is, he is also like, he's gonna be 17 in December,
so he is like, okay, get away from me, mom enough cuddles.
You know what I mean?
I mean, I'm lucky he's still color right.
But, um, but I also planned the filming of the, um, I have a, I
had a book that just came out.
So obviously in the book funnel, I have an implementation toolkit,
like a little member portal with videos of me kicking their ass into
actually implementing the book.
And so I knew, okay, the days before his surgery, I'm gonna be filming the days
after, I'm gonna be taking care of him.
And then when he's sleeping, I'll be filming then.
Right?
So I knew it.
And because Travis and I wanna protect our, our spark, our fire, our passion, we
know, okay, well if we're gonna be filming on those days, which days can we do a
half day and we go out to dinner, or we catch sunset at the beach, we live, right?
We live at the beach.
Like, when can we do the little things where.
Stealing away a three or four hour block here, or, you know, meeting
for that little sexy lunch date.
You know, like something like that.
How do we pin all of those things and make sure every Thrive Week always has
at least some of those moments that we know we're gonna bank on, though,
like, those are our, our memories.
You know, like the photo memories you take when you're like, I
just wanna remember this minute
forever.
Like, Like, we make sure that those Thrive weeks, even if we decide to film
a new course or, you know, write a, you know, we're gonna power through three
chapters of our next book or something like that, then let's go ahead and
make sure that we at least do time blocks where, you know, the passion
stays alive and the business is running well and family feels prioritized.
All those good things, you know.
That's what I was gonna ask is, um, you know, in these Thrive Weeks,
'cause I think the way that maybe on surface level, it seems like,
all right, these are Thrive weeks.
I could just like take time off and screw off and, you know, and
if that's what you need, like, I'm sure that's a big portion of it.
Maybe that's even possibly the most important thing to do to rest, recharge,
and, and you know, your brain just like works differently when it's not
staring at a computer on constant calls or whatever it might be.
But at the same time, like you said, you can have time blocks built into
this Thrive Week where you can still, you can work on the business, not in
it, kind of like a whole Michael Gerber approach, E-Myth, you know, so you're
working on the business, these things that, which again, takes a different
wire, you know, focus of your brain.
It just, it's different than when you're like doing this kind of thing.
And also Joe, just think about it, right?
Like if you're looking at the year, like when Travis had his big, he had a
big birthday, you know, like he wanted to go and stay a month in Barcelona.
So we rented a pimp like penthouse with extra room so friends could
rotate through and come visit.
And we did a month in Barcelona, like little day trips here and there.
And so we knew like, okay, the first three weeks of those, of
that month, um, it happened to be like a five week month, right?
So we had two weeks where we just like, whatever, let's go close to Bravo, let's
go to Che, let's go on little day trips.
And like we just had a good time and we didn't think about work at all
for the last two weeks of that month.
But even like the first three weeks were like, well, we just did the time
calculation difference and we showed up for our calls and you know, did a
couple of private client sessions and our mastermind groups and like, but
other than that we were, you know, checking out Picasso museums and eating
tapas and having a good time, you know, so because you can see it in the
year out, like you can see the whole year out, which weeks have five weeks.
You can plan on, okay, we're gonna just play hooky and we're just gonna
completely refresh and cut loose and let our brain relax and not do work.
And then for those of us who love our jobs, like I think a lot
of people who are, who are, are attracted to you and your content.
We do love what we do, and so it is easy for us to be those people
that like, well, balance is just me being able to fit business in, in
a life that I truly love every day.
Like that's what balance looks like for some of us, you know?
So I think it gives you that freedom to choose which ones are we gonna
be working vacations, which ones are gonna be pure play like, and
you can plan around it, you know?
Yeah, and I think that's an important note because when we're so ingrained in our
business, and especially like my wife, Heather and I, and you and Travis spouses
who work together, you know, and it might not be on the everyday working on every.
There's that layer that's different than a lot of other spouses out there.
People, you know, like those of you watching listening, your spouse
or your partner might not be into business and they might not even
want to hear you talk about it.
So, joy, my question is, how the hell do you turn it off?
Like, is it, I don't know if this is a struggle that you or Travis had,
but maybe if it's from other people in your community, like how, not only for
our partner's sake, but for our sake.
'cause sometimes I'll just say, you know, like leaving the business mode
and then I go into family kid mode.
I do, there's, there's a buffer that gets to happen there.
And I'm not always perfect with it.
And this is on the everyday as well.
But it's like, and even Heather will remind me, she's like, all
right, take the, the work brain off.
Or you know, like, I'm just taking on my habit.
It's like, you
Yeah, yeah.
business because now it's different.
It's like lead with your heart more so rather than get shit done
mode kind of thing, if that makes
Yeah.
Okay, I'm gonna totally tell you that, um, first of all, total transparency.
Anyone who knows us know that, like Travis and I went through a rough patch.
We went through a like, are we even gonna do this anymore?
I wanna fucking kill you.
You know what I mean?
Which I do think that in a 20 year marriage, it's normal to have those like,
ah, like, can we even do this moments?
And the real test is not whether or not you have those moments.
It's whether or not when you have those moments, you assume
the best about the other person.
So you start, no matter how pissed off you are, you assume
there's no mal-intent, right?
And then you support the other person through getting to where you wanna go.
So the reason that I share that in advance is I can be, it's funny
because sometimes it'll be him who does it, and sometimes it'll be me.
But that experience that you were just sharing of like, oh,
you're winding down the day.
But maybe she was working, Heather's working in her silo in
the business and, and you're working in your silo in the business.
And Travis and I definitely have very clear silos.
We would've killed each other a long time ago if we didn't
have your side of the line.
My side of the line, right?
Like, so first of all, we have very clear boundaries and
this is your side of the line.
This is my side of the line.
I will take your advice from your side of the line about my side
of the line, but I make my final decisions because of a big ass fucking
girl and I can make my decisions.
And conversely, him being the tech and the AI and traffic side, I might
have my thoughts about his side of the line and I get to express them.
But I also have to respect that ultimately those decisions are his.
So I would say it all starts from, if you're gonna be brave enough to be
a couple that works together, those divisions need to be clearly aligned.
But in answer to your question about how do I solve the problem of my head
is still in business mode and he's like, where's my super sweet, sexy,
hot wife who I wanna twirl around and dance and cuddle up with, right?
Like.
If he catches me in that mode, then it's his responsibility
to a assume the best about me.
Right?
So that looks like, oh, she's being a mama lion for all of our baby birds.
Okay?
So if she's being a mama lion for all of our baby birds, and there's things
on her blonde brain that she can't put down, I need to assume the best
about her and say she's really just looking out for our people, right?
Or our bottom line, or, or protecting our family financially.
Okay?
So it starts with him having a good assumption about me, or
conversely, if he's chatting about business and it's state night, I
have to assume the best about him.
And then we have to recognize that and ask what it's gonna take to take that hat off.
So if I was Heather and you were doing that, then I would have to make the
assumption that like, all right, Joe's trying to provide for the family.
He's being super, super driven about the success of his clients, the success of his
business, all the things she has to make, all the positive assumptions about you.
And then she has to recognize, okay, he is still stuck in business mode.
and then she has to take upon herself.
I have to take upon my self.
When I do it is like, okay, baby, you're still, your business hat is still on.
Like there are things that are still brewing, um, that are
in the way of us hanging out.
And I want you, I want your big strong arms around me.
I just want your grounding presence.
Like for me as a woman in business, and you can ask Heather
if this is her perception.
I could be a whirling durvis of energy.
And then when I am, when I get to switch gears and be feminine and soft, that's a
very driven masculine energy to get shit done all day, make money, hit numbers.
That's a very masculine part of my personality.
So when I get to be with him, then I feel grounded, like less whirling
rocket ship and more like, oh my gosh, like I can actually be soft
and you know, like a bird flew by.
How pretty, like I don't even notice that shit when I'm working.
You know what I mean?
So.
I have to look at him and I have to recognize, okay, he's, he is
in business mode because he has the best intentions possible.
And look at him and say, okay, you're still in business mode and I
need my grounding, big strong man.
What do we need to like, go through really quickly so that we can transition into
hangout time and just be together and not talk about work, and not talk about
our kids or our planning and, you know, paperwork and shit that needs to be done.
Like how do we get there?
And then it usually is, oh, okay, well there's a new ad
campaign going out tomorrow.
I just need to make sure you are understanding this.
Like, you me, this done.
Like, and then once he barfs it out, then he can put it down.
But there's like literally something like almost tangibly in the way if, if he's
still spinning and talking about work.
If I am still spinning and talking about work, it's because there's a few
things that have not been communicated between the silos and once the messages
have been communicated to both silos.
So both silos come home.
One of us is communi is still in business mode.
What communications need to happen between the silos?
We send those messages, we get clarity on ownership, responsibility,
accountability for handling those within a specific timeline.
Then the silos can go back and to being individual and they can shut down
for the night and we can be together.
That's my thing for it, is assume the best about the other person.
They're not doing it to be an asshole.
They're not doing it because they don't think you're important
because they don't value family.
That's a bunch of stories that our ego will tell us because deep down,
a lot of us struggle to believe that we're, we're worth having the love
that we have in our life, right?
So that's just a bunch of garbage.
So if we can put all of that aside and assume the best about the person,
and then make a way for them to download out of that mode, that's it.
I love that.
And that's, that's a, it's a healthy process.
I think assumptions are a big thing.
It's like we gotta assume.
Albeit, you know, we're in a relationship for a reason.
Like I'm 16 years with, uh, Heather this year, so I'm
Congratulations.
but we're, we're
That's great.
But like, you know, you know, when we, when you're with someone,
you, you gotta assume the best, you know, in relationship.
But that goes with your team at work too, and all these other things.
So it's a similar mode.
And I like what you said is almost like you have that core of assumption
that we're all in this together.
Like we're, we have a shared mission vision that we're all striving for, but at
the same time, our brains are squirrely.
They're crazy little things and we need to unload that.
Like, so it reminds me of, uh, that book Getting things done, you know, GTD, like
the GTD method where the first thing is basically get it outta your brain, right?
It's like brain dump wherever you gotta do it on, on, you know, I'm
using this app called Reflect lately.
It's really cool.
Um,
Ooh, I haven't tried that one.
Reflect,
Reflect app.
Yeah,
okay.
Okay.
I'm gonna put that in my phone right now.
Great way to sync up all your ideas.
It's daily remind, you know, you can sync up calendars, all that fun stuff.
And you know, it's that I do voice notes all the time too.
But anything to just unload that shit, that might not make perfect sense,
but it's just like a bunch of to-dos.
'cause yeah, it could spin all, all of us out and that's
what Heather will remind me.
She's like, write it down.
And so I did the same thing for her.
It's interesting how it's flipped kind of sometimes over the years in a relationship
too, but, uh, but you're right.
Like once you do that, assume the best for yourself and others
and then just unload your mind.
Then I just feel like everything just gets a little freer,
And you use reflect, I'll be honest, like if you don't have a fancy app,
like sometimes I'll just open my phone.
Pull up the next day's Google Calendar.
Everybody has Google at calendar, right?
So like pull up the next day's Google Calendar, find an itty bitty block, right?
Like, and I'll write all the things that are tripping me out.
And even if I don't solve them in that span of time, at least there's
a breather space in my day to schedule them or have them delegated
or whatever, and then I'm done.
Then I can like let my hair down and be feminine and be soft and not be driven and
like goal oriented and in business mode.
So Yeah.
that's my
Well that,
that leads to another, a con I was just thinking about was like, what are
your daily bumpers or like, how do you make every day kind of thrive for you?
Uh, Travis, maybe your, your whole group that you're chatting.
Like, are there like certain bumpers that you would put on, you know,
time-wise, are there certain activities throughout the day that you always,
or at least you roughly have a structure for that you could share?
Yeah, I always have a structure.
First of all, I have to say I'm, I'm spoiled fucking rotten because
not only do I get my Thrive Weeks, at the end of the year, I go up.
Um, so we live at the beach and there's a beautiful like vista up at
Cape Sessions Park near our house, and it's like a mile and it's a
mile and a half up and back, right?
So I take my little puff, his name is Ace, and I get to hike up there
and I get to hike home in the morning, and then I end my day in
time to make my favorite yoga class.
So I have to say at, for a long time, I thought that was really selfish.
Like, oh, I should pick one.
Like, I should do this or I should do that.
I shouldn't be guarding so much time for like my physical
fitness, but I'm fucking wired.
Like I'm wired to move fast, go hard, strong, like.
I, uh, and maybe that's a, a rare thing for, for women, you know, or
people might perceive that it is.
But the more I meet people like, you know, Emma and Deb, and you
know, I know like I'm not alone.
There's a fucking lot of us out there that are wired to move really fast.
And the way that I keep that on the rail.
I think of it like this, Joe.
I feel like all of us have so much fire inside of us, so much fire, light,
brilliance inside of us that we all have to be realistic, um, with ourselves
because fire, energy, anything like that, like, it's like nuclear energy, fire,
energy, any kind of energy is powerful if it's harnessed in the right way.
And it's deadly if it's not harnessed in the right way.
And I notice that like I can get short with other people,
I can bowl other people over.
I can like, you know, I can accidentally use that fire in detrimental ways rather
than it's a light that everyone can see their own way to their brilliant marketing
and, and business strategy through, right.
So my, uh, when I did journaling meditation, like honest assessments
of my life, I was like, when I do my morning and at my evening and
I sandwich my time between there.
My morning gives my blood pumping.
It lets me think out loud.
It lets me like go, go, go.
So that some of that fire is a little bit released physically.
And then I can actually maintain a nice slow burn throughout the day of service.
Like it never gets edgy or gr grungy.
And then before I can be great mom to maverick, great wife to Travis, I
find I need to shut everything down.
I give my ea everything that needs to be set up for the next day, drop
it, walk to yoga, and my walk there is where I'm shifting gears from work
to like, okay, now I'm gonna go be in my body and then my walk from.
It's, yeah, that's the bumper piece.
And then walking back from yoga again, I'm blessed that I, I have a yoga
studio, like we live in Pacific Beach.
It has like one of the highest walkability life scores in the nation, right?
So, um, the walk home from yoga is okay, now I took care of my
body, my mind, I'm gonna go and I'm gonna be present with my family.
So for me, that's what boundary my time is.
I mean, there's other things too.
You know, you know, I'm committed to my peptide stack, you know,
I'm committed to healthy eating.
You know, I'm committed to making sure there's always a social, like,
I need my friends, I need my people.
Like I, I'm over the, we have to do everything alone.
It's not fucking COVID anymore.
We need each other.
Let's get back in harmony.
You know?
Um, so as long as I have my physical routine, my healthy food, my connected
time with friends, those I would say are my like daily bumpers.
Yeah.
That's beautiful.
Thanks for breaking it out because it's, I think, uh, I don't know, we
all live differently, but when we're in our bubble work bubble, especially
like you said, a lot of us are working at home now because of maybe COVID or
whatever else happened in our lives.
I mean, I know that affected, I mean, I have two little, little, little ones, and
they popped around COVID time, so it did put a little damper on the social life,
but at the same time, it's getting better.
It's getting better.
Thank God.
it is getting better.
It is getting better.
And for all the, you know, political temperature and as volatile as that is.
I'm really finding that there's a silver lining there that like people on the
extremes are finally going, wait a minute, red, blue, we're all red, white, and blue.
We all want like, ample money and love and community and freedoms.
You know, like we all kind of want the same thing.
So I do think that even that is like, we're all just humans and
we all just want a decent life.
Like knock it off on both ends, like let's come together.
So I do feel like that community piece is, is I'm seeing it resurge everywhere.
I don't know what your experience is, but I think the divisiveness has
finally started to hit a tipping point where they're like, wait a minute, we
all kind of care about the same thing.
So I'm personally an optimist and a patriot, so I believe we will find
a way, um, to come back to a healthy middle where we all love each other.
I'm with you.
And you know, you have AI as another, you know, uh, something thrown into the
MI mix there too, that, you know, it's, I guess on the service level, people can
connect with AI and, but at the same time, what my thought is humans get even more
important in the whole mix is community.
That's gonna be the thing that will have a lot more value I think, over time,
whereas tech will have a layer to it all.
But you're right, like we need to connect with people, get in groups.
The masterminds we're a part of together, the groups.
I mean, like there's trust there that you can't make without
seeing people and without spending time, you know, legitimately like
years of time with people too,
Yeah.
I think so too.
Well, joy, let's wrap up on your book, because it's not on the surface level.
It might not hit everybody here and, and be like, oh, this is for me.
But on a conceptual level, I think it's really brilliant.
So tell me what it is and, uh, you know, concept and how it applies
Yeah.
Um, the book is called Get Cash Pay Clients.
Um, I think everybody would like their clients that are ready to fork over money.
So in that way it sort of could apply to your audience.
It's written specifically.
So the subtitle is How Upfront Labs Create a Wildly Profitable
Health Business With Less Work.
Okay.
So the takeaway for health practitioners is, you know, they've been doing
marketing and then nurturing and sales, and then finally enrollment
and then they would do a lab test.
And a lab test isn't a really effective tool of showing people something's
wrong and something needs to be done.
Right.
So my.
Yeah, blood work, a hormone test, a stool test, a SIBO test.
It's confirmation that people are like, I'm not crazy.
There's actually something going on in my body.
And so obviously that makes the sales conversation for
practitioners to have people enroll into working them much easier.
So I was like, knock that shit off.
Pull it from the bottom of the funnel, put it at the top of the funnel.
Now there's legal things that need to happen so that tests can be ordered to
prospects, not patients in a legal way.
So the book kind of covers all of that.
Um, but how that is applicable to your audience, a much wider audience is this,
the fundamental concept of the book is, uh, it presumes that you are no longer
interested in growing an audience of.
Freebie seekers, tire kickers, people who will bleed you dry for information,
never having any intention of actually investing and taking action and being
responsible for their own results.
Okay?
So it starts from that premise.
And if that premise is true for you, then it shares a lot of
digging and research that I did.
Kurt, Molly included, to kind of investigate a little bit what
happened, like what happened to the effective lure opt-in lead magnet?
What happened to the effective webinar, right?
So in, in our world, okay, we were seeing it tank and tank
and tank and tank and tank.
So ad costs going up, conversions going down, which means cost of client
acquisition goes through the roof and you start to wonder, what the hell am I doing?
Like what?
I have this audience and this email list full of people that I'm
lucky if I can get, you know, a, a halfway decent open rate compared
to what I got three years ago.
And God forbid, I actually wanted a click through rate and sales.
Okay.
So it was really starting to look depressing and depressing and
downright like morbid, right?
And so in poking around all of my marketing friends, everyone I knew,
I was like, Hey, it's appearing to me that the algorithms, if we think
about the algorithms as the minions that do the work for all of these
free platforms that we're, we're all consuming content on, okay, if it's
free, then we are paying with ourselves.
We are the product, okay?
So if the algorithms are serving that whole, you know, beehive, then the
algorithms we know are tracking all of the things that we as advertisers can pay for.
Okay?
So if you guys haven't run ads with me, just bear with me, okay?
But if you were running ads, and if you already run them, you know this, okay?
You can pay for video views, right?
You can just pay for something to be seen.
You can pay for a view, you can pay for an opt-in, right?
You can pay for just a conversion or you can pay for a sale.
Okay, so if we start from the premise that these algorithms that are checking
us out and measuring our behaviors, it completely makes sense that those
algorithms know, okay, well, Joe is a, uh, he's a content consumer.
He'll watch videos and he'll opt into ship, but he's not the
type to buy from this platform.
He's gonna maybe go to Google, find it later, but Joy, she is happy to like,
oh, she saw something that was cute from ri, she's gonna see that ad, she's gonna
click it, she's gonna buy it today.
Okay.
Then it makes sense that that algorithm is like, oh, well Joy would be a good
person to serve up for people who actually run a, run a sales conversion.
And Joe would be the perfect person for it to put in front of that
opt-in for someone who just wants someone to opt into something.
So the algorithm is probably trying to satisfy its advertisers.
Does that make sense what
I'm
right.
Absolutely.
And they're getting smarter all the time with AI too.
All the
yes.
Yeah.
Exactly, exactly.
I remember when Cambridge Analytica was, was, um, early
involved with the Trump campaign.
They were sharing that like, oh, if you had made five moves in
the online space, they'll you more about you than your family.
And that was decades ago.
So can you imagine now it's probably like, oh yeah, you do two or three things.
It knows your first born child, you
know?
Okay.
Exactly.
Okay.
So assuming that we're believing the algorithms are now, we're being
watched, our behaviors being tracked, I make the argument in the book
that we should all now move people from these free platforms over here.
TikTok, Instagram, meta to YouTube, whatever.
Okay.
We should go from putting out our content on these platforms.
We have to do that to be perceived as experts.
And then when we move them over to our online ecosphere, and when
I say our online ecosphere, I'm talking about our CRM, right?
This is where we take people's money, their name, their
information, all that, right?
So when we move people from the free world over here to our world.
I am much more focused about having quality over here than quantity over here.
And the filtration system that the book promotes you using is let's
go from free content, not free webinar over here anymore, because
that's quality but not quantity.
Why don't we go, uh, let's say a book.
This book is like 9 95, right?
So for me to have from free content over here and I share a concept from
the book and they want it, then they can go into my world in a 9 95 offer.
What does that do?
That gives me a whole community list world in my online ecosphere.
Of more quality leads that are known to be buyers.
Okay?
Now, my favorite three ways of doing that, our number one is a book,
because the cost is so low, right?
You're going to get someone's attention for under, let's call it under 15 bucks.
Okay?
Great way to do that.
If they're not gonna spend 15, they're not gonna spend 15 grand if that's
what you backend offer is, right?
And then that, and that's number one, is the book because of price point.
Number two, if you're a practitioner, is a lab test funnel number
three is a paid workshop, okay?
Paid workshops can be tricky because you act, you actually have to solve
one specific problem that your avatar has on that workshop to prove
that your value and get shit done.
But all of those will give you an environment of people that are buyers.
Now that gets you money.
Yes.
It's more, it's more effective, right?
Because you're actually making money faster.
But here's the thing I'm really trying to do.
I'm really trying to train the algorithm that your online content for free
over here is trying to find buyers.
It's trying to find the people who bust out their credit card.
It's not trying to find your freebie seeker, tire kickers people
who will never actually get off their ass and fucking do anything.
And the reason that I want that is twofold.
One, the money, right?
I like the money track to be faster obvious.
Okay?
The second thing is, I want clients who are actually gonna be implementers.
They're actually gonna do what we teach them to do because if they
don't, we never get the testimonial, they never get the result.
It's not good for anybody really.
And so
you're
start, from like ground level Right.
Indoctrinating them to your process so it's, you're not trying to recreate shit
when they're way over here and they're
probably resisting it.
And then it covers like, the obvious pushback to that is,
yeah, Joy, but there's always a place for free content valid.
So fucking valid.
Um, if I, if I'm gonna be on someone else's podcast, if I'm gonna be on
a collab with someone who has a big audience, if I'm gonna be on any sort
of summit or stage, is that a perfect environment for me to say, Hey, here's
an opt-in and we pull 'em into the list and those people are tagged?
One could argue, yes.
Okay.
Um, and, and I think that that is perfectly valid.
Okay.
But I will be completely transparent that I'm way more elitist and
like superior than that I'll even do on a podcast or on a CoLab.
And I'll say, Hey, if you want this free thing.
DM me, right?
Go to Instagram dm me, and then I can still auto deliver that
free thing through the dm, right?
I can use Manny chatter if you, you go high level, you just use
the in-house system there, right?
So I still like the filtration.
So me personally, my business is over the million mark.
Like I'm not worried about it, right?
So I would rather focus on quality.
So even in those environments like I do, I think that's the right environment for
people who are still growing their brand.
For people who haven't hit their initial numbers.
For people who are still really revenue focused, I mean, I'm still
revenue focused, don't get me wrong.
Like that's still a benchmark that I measure my success by.
But even when I do that now, I would way rather be like, Hey, come
see me over at Real Joy Houston on Instagram and DM me the word book.
If you wanna know how to write your book, we'll pull it outta you in five
days in Vegas and you'll get the shit done instead of waiting for a year.
Right?
So I would do that rather than we'll go opt in over here for this webinar and
then they're gonna think about it and then they're gonna nurture for six months.
I'm actually conditioning those people to be the kind of person
that drags ass on making decisions.
And in case you can't tell, like, I'm not a really great leader for
someone who wants to drag ass.
I'm making decisions like
I'm a good
up with you then.
Yeah.
They're not
keep up.
Exactly.
And you know what?
There'll be another train that will come by the station that
goes slower if you don't like that bullet train, you know what I
mean?
Like it's totally fine, totally fine.
So the book basically addresses, Hey, here's what's happening.
Here's how the algorithm we're working.
It's breaks down.
Here's the argument for leading with, if you wanna give away
something free, do it in a messenger.
It gives you, it opens up the sale by chat door.
Right now you can actually see, is this person a good person?
But when you bring them into your world, take a little bit of money.
Like if you used to give away a book charge $5, if you used to host a webinar,
that's actually fucking powerful.
It has to be powerful.
It can't be some cheesy, shitty webinar, right?
But like if they come to a webinar that you could turn into a workshop where they
finish one piece of it, charge $95 for that, you know, charge 45, I don't care.
But like put a little, when people pay, they pay attention.
Enough said.
That's it.
Yeah.
And it always has been.
So definitely.
I love your call to action, by the way, to Instagram.
So say that one more time, because
I'll say
is something
time.
to mention about you.
Actually, you and Travis help pull out a book from someone, and I
don't know, does it matter which industry they're in or, or what,
It doesn't matter.
The industry, what matters is, um, that you can clearly articulate the
problem for your current audience.
mm-hmm.
have a proven solution.
In other words, you have a process, a method, a protocol away, right, to
solve that problem and that you're willing to break that down and share
that process in the book in ways that it's a client acquisition book.
Joe, it's not a, I was born, you know, it is not your life story.
It's not your magnum opus.
That's not what it's for.
It's literally a client acquisition book.
Okay?
So if you, if you know what the problem is and you can solve the problem, and
you have a backend offer that's ready to sell, meaning you already have your
program, your process, your method, your pill, your magic bean, your super
cool machine, whatever you have, if you have that offer on the backend ready to
sell, um, and you can tell the success stories and how your process works in
a book, then we pull it out of you.
We basically force you to give little mini TED talks about each step in your
process, and then we help you compile it.
That way you're not actually typing.
We find that something happens between the brain and the fingers.
That slows down Authors, leaders really, you know, bright luminaries
get slowed down by that process.
And so if we can let luminaries just go ahead and speak about it, like talk,
they can talk about it, no problem.
Right?
And they can share success stories, no problem.
And then with the power of ai, we can take what they said not to be confused
with all these fly by night people helping like write a book with ai.
Like fuck that noise.
Okay.
This is taking your itty bitty TED talks about the processes of what you do and
then compiling that your own words.
From ai, and then the cool thing is we pull it all out of you in a five
day sprint in Vegas, you're literally sequestered in Vegas at the Aria.
It's beautiful.
And then on day five, Travis has this legit gangster GPT that he runs to find
the appropriate categories in Amazon.
So before you turn your book funnel on, you can have a soft launch on Amazon.
You can get to number one in your category proven you pick.
If you pick a small enough pond, you could just be a goldfish in that pond
and you could still be number one, right?
So he's gained that system with A GPT.
And so we all put our information, the topic of the book, our avatar,
all into that GBT, and it's like, it like lets us all know, here's the
categories you're most likely to rank number one in with the fewest sales.
It does the calculations for us.
And so we all leave the five days with our book completed, our categories
selected, our covers off to the designer, and we're off to the races.
And it's happening in February.
We do it twice a year.
The next one is February 22nd.
So if you want details on that, go to Instagram.
I am Real Joy Houston.
So at Real Joy Houston.
And just DM me the word book and you'll see the whole details.
It's just a private Google document because it, you know, it, it like,
we put our heart and soul into it.
So we only let 12, um, you know, we want 12 authors in with us at a time.
Um, and, and we do it twice a year, so if this one's already sold
out, there were two spots as, as of this morning that were left.
If it sells out, we'll tell you about the next one.
Sweet.
No, that's, uh, I've, I've heard about the model, uh, a lot more even right
before this, and it's, it is gangsta.
And when it's backed by not only you but Travis, and if y'all
don't know Travis Houston well,
hopefully you meet him soon.
Yeah.
How that guy can like, stay at the bleeding edge of like AI marketing.
Like, I'm constantly impressed by, I mean, obviously he's my husband, so I'm partial,
but like, just on an intellectual level, I'm like, damn, dude, you're a gangster.
yeah, yeah, yeah.
So do it.
Go, go.
Hit up Joy, because that is, if there's a book in you, which everybody has, I mean,
you need someone to rip it on outta you in it with a good format and get it done
and it's not for everybody.
You have to have a offer because it's literally a client acquisition book, so
you have to have an offer ready to sell on the back end or it's a waste of time.
But everybody who's done it with us has a finished their book, and everyone
who put the book out on Amazon has hit number one in their category.
So that's a pretty impressive track record.
That's pretty damn good.
Yeah.
I love
Well, um, yeah, definitely go there.
We'll put stuff in the show notes so it's easy to find you and your book as well.
Get cash paid clients.
Um, what's, uh, I'm, I'm curious, uh, what's like something on Thrive Week
or, or what's something that you're looking forward in the next, I don't
know, few months or so that you're gonna do that's, uh, yeah, like a Thrive Week
I'm totally
excited to this.
Okay, well, first of all, uh, my 20 year anniversary is coming up, so I'm
super, super looking forward to that.
But what we're wanting to do around our anniversary is explore a place
that we heard of through Nuno.
Do you know Nuno?
He's like a go high level genius.
Oh my God.
If you, if you just go to YouTube and search Nuno, go high level and you
will find him, and I promise it will be your new Netflix of knowledge.
I swear to God, he is like, so, he's so smart.
Okay.
Um, but also a fucking amazing human, just a kind, amazing, just
salt of the earth kind of person.
And we were, he found out that we were looking at Portugal as in as
a purchasing a second home kind of place, and he told us, oh yeah, yeah.
All those places you're looking at are fine and dandy and everything, but how
would you like to move to the island that is known as the Hawaii of Europe?
And it's also the place where fiber enters Europe, so you're
never gonna have internet problems.
I was like.
Sold.
What's the, I, I feel like I was, I've
not gonna tell you now.
Everybody's gonna move there,
all right.
So offline,
you in private.
So, so we are gonna be doing some island exploring and, um, and we're
gonna go there and check it out.
So that's the thing that's like on the horizon that I'm like, you know, when
you, when you have something coming up and, and like every dog walk or whatever,
you're like googling it or watching YouTube videos on it, and you just get
goosebumps when you think about it.
That's, that's
the thing That's
on the horizon for me that I'm so excited about.
Yeah.
All right.
Well I like the, um, I like people could do their own research, but
I'm gonna get the intel right now.
Yeah.
I will, I'll tell you and Heather.
Awesome.
Well, hey, let's, um, this is great.
Thank you Joy.
And yeah, this whole Thrive Week, I mean we covered so much and here and
also in that peptide episode from before whenever we, it was probably before this.
Go check it out.
Joy.
You rock hu Uh, I was gonna try, I call Travis Houston.
Travis, you rock too.
You're not even here, but you totally rock.
God damn.
Yeah, so love you too.
And uh, we'll keep it going.
So
thank you.
Give Heather a hug for me.
I will.
All right.
Bye.
hun.