SFR 24: Dan Henry - From Pizza Boy To $200k In A Few Months. Dan Is The Real Deal…

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Dan went from not being able to pay his power bill, to WELL past $200k in a few short months. But it wasn't overnight. Here's how he did it. I'll personally be buy his product. Click on the link in the blog post to check out his offer…

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Steve Larsen:

Hey, everyone. This is Steve Larsen, and you're listening to a very special Sales Funnel Radio.

Speaker 2:

Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen.

Steve Larsen:

All right, everyone here, I've got a really unique episode here. This is fascinating stuff. Now, I've interviewed a lot of people in this podcast, and I've gone through, and we've thought we've got some great advice from great people in the past.

Today's no different though, but I've really cool spin...

I want to introduce you to a guy I've just come to know just in the last couple days, actually, named Dan Henry who is crushing it in the Facebook ad area. He's going to tell you a little more about it, but just killing it. The thing that grabbed my attention right off the bat is I was going through Facebook.

I see this thing that says, "From pizza boy to $200,000 in a couple of months." I was like, "What the heck?" You know what I mean? That's always going to grab your attention. There was a striped screenshot, and I was like, "Crap, this is real."

I was like, "Who is this kid?" I started going through, and a really fascinating story. With that, I just want to introduce everyone to Dan Henry.

Dan, how are you doing, man?

Dan Henry:

Hey, how's it going? It's super early, but how's it going, Steve?

Steve Larsen:

It's going good, yes. Just so we know, Dan was like, "I became an entrepreneur so I don't have to get up early in the morning."

Dan Henry:

Yes, you're darn right. I became an entrepreneur, especially an online entrepreneur, so I can sleep in.

That's my whole thing...

Steve Larsen:

That's awesome.

Dan Henry:

How are you doing this morning?

Steve Larsen:

I'm doing awesome. Like you took, Dan, a whole bunch of caffeine, and I am loving it. It's just starting to hit. Hey, I really want to know, and so does everyone else. I asked a few questions to people on the Sales Funnel Broker secret unknown hacks, all different pages.

I'm like, "Hey, I'm about to interview this awesome guy. What do you guys want to know?" I got a huge list of questions from people, actually.

Dan Henry:

Wow.

Steve Larsen:

I mean number one, people want to know, literally, I think some are like, "How does a pizza boy" ... Tell us about your story. How does a pizza boy go to 200 grand? We'd love to know how it happened.

Dan Henry:

Well, I'll go through it. 200 grand, it's getting crazy at this point. I did 32 yesterday. I'm at 9,045 so far today.

Steve Larsen:

Wow, you're passed 200, obviously.

Dan Henry:

Oh, way passed 200. I've been doing over a hundred thousand a month for the past three months.

It's getting wild now. I'll probably do close to 200 just this month.

Excuse me.

It's getting nuts. Let me see if I can run through this from beginning to end as cleanly and quickly as possible. Basically, back in 2009, I was a pizza boy. I was just your standard douche bag.

Steve Larsen:

That does not reflect all pizza boys, by the way. Just want to put that disclaimer in there.

Dan Henry:

It reflects me. I saw these articles and these Business Insider things and all of these stuff about these guys that were making stupid money, you know?

Steve Larsen:

Yes.

Dan Henry:

Just 18-year old kids making a million dollars. I was just like, "What is this?" It was this online marketing thing, and I was like, "I got to learn this." I spent two years just going nuts.

Going nuts and trying to learn it...

Steve Larsen:

How were you trying to learn it?

Dan Henry:

The normal ways: podcast, buying crappy digital marketing products. That whole thing.

Steve Larsen:

Yes, yes. It's like the gauntlet we all run through, you know what I mean?

Dan Henry:

Yes. A lot of the early days with the Digital Point Forums and the Warrior Forums and all that. That whole thing. I didn't really try anything until 2011, and when I did, it was a blog.

I was doing the whole SEO affiliate marketing blog thing. It was not how to make money. I know everybody starts with how to make money even though they haven't made a dime, which I don't freaking understand.

Mine was electronic cigarettes, okay?

Steve Larsen:

Okay.

Dan Henry:

I went from $145 my first month in commissions to $30,000 a month my 14th month, so just over a year. I was making 30 grand a month in a year. I was doing really, really well. Life was great. I thought I was on top of the world, and then, the whole SEO crash happened.

All that income just went poof, gone. It was just gone...

Excuse me...

Everything I worked for was just gone in a flash. I had a bunch of money in the bank because I had made that for that long of a time, and so I went, and I bought a night club. I took my skills offline because I was bitter, a little bit, about it.

I was like, "Well, I want to start a real business." I started this night club, and I remodeled it. That's when I first started to learn Facebook ads because I had to bring business into my night club.

It, in just over a year, I flipped the night club for a $300,000 profit. Now, you would think that that's all grand and well, but unfortunately, due to some really bad investments, me, investing in some software products I was trying to do, not paying taxes for three years like an idiot.

I wound up literally broke at the end of it, okay? This was actually last year that I was still broke.

Last year, I could not keep my lights on, almost. I had just gotten married to my wife who is a lawyer in Turkey, but does not have her ... she's working on it now to get her law degree here.

She had to get a job, and this woman is a lawyer...

She had to get a job at a Turkish restaurant to help me pay the electric. It was embarrassing for her, and it was embarrassing for me because I felt responsible that I made her do that. I'm sitting here, trying to keep afloat. I started another blog, and I was making about six grand a month doing that, but it wasn't consistent. I was barely keeping afloat. That was bad. Then, I started.

People wanted to know how I made money back then and all these. People had always asked me, "How did you make this money to buy this night club, to do this, to do that?" I thought about coaching, but I didn't really get into it. I started doing Facebook ads more. I started taking on clients, okay?

This is when it turned around...

I started taking on local clients, real estate, all that stuff. In about a month, I scaled to $10,000 a month in clients, okay? First month.

Steve Larsen:

You were running ads for them, for their business?

Dan Henry:

Yes, just running ads for them, okay, and getting them great results. What really launched me was I had this real estate agent.

Not real estate agent...

Condo development in Texas. I spent $441 in ads. They ended up selling $900,000 worth of condos in a week.

Then, I ended up getting interviewed on TV about it...

Steve Larsen:

I saw your picture all over the place. I was like, "Cool, this guy's been on TV, too."

Dan Henry:

Yes, yes. I've been on TV a lot. I've been on Business Insider twice. I'm hopefully working on getting on the Steve Harvey Show.

We've been going back and forth with the producer for a while. Hopefully, I can get on there. In case Steve is listening, hey. I'm on the list.

Steve Larsen:

We'll send it straight to him. It says, "Re: Steve, you better ... From one Steve to another."

Dan Henry:

Yes, so anyway, so things started looking better. I had clients. Then, I started doing a little bit of coaching for Facebook ads, for online marketing. I did try to put out a blogging course, but unfortunately, most bloggers are freaking lazy.

They don't take it seriously...

They think it's some sort of hobby, not a real business. I got out of that real quick because it weren't the people I wanted to be dealing with. This went on for a few months, and I got back on my feet, and I was making crazy money with clients.

Then, people obviously started asking me, "Well, how did you do this? How did you quickly make money with these clients," and all these. They were asking me these stuff. I decided to put out a little group coaching program. It was only seven people.

This was where my course started happening...

I don't understand this whole, "Let's build a course and sell it." You got to know that your course works. You might know how to do something, but you got to know that you can teach it to somebody.

Steve Larsen:

Right. It's totally a different skill, for sure.

Dan Henry:

Right, so I took seven people, and I worked with them personally, more of a group coaching than a course. I tweaked things. I figured out what was helping them and whatnot and what they really got in-tuned with and where their roadblocks were. I changed the material. I launched again to about 15 people. Then, I revised it. I did all these little launches until I had it down. I got three guys right now who were doing nothing, zero dollars.

Now, they're making over $10,000 a month. One of them is a doofy 19-yearold kid. The other is a slightly less doofy 22-year old kid. The other one is in his 30's. He's got a family.

Steve Larsen:

No doof?

Dan Henry:

No, he's still a doof.

Steve Larsen:

No, can you just point out, re-quote what you just said. Okay, for the audience, what Dan just said is amazing because we tell people to do this all the time.

Someone, the other day, just asked me like, "How do I get started? How do I do this?" I keep saying how to do it, and we keep saying how to do it. Go get results first. It's so much about that. Oh, man. You can't just go jump out, and just start if you like.

Dan Henry:

Listen, Steve, if nobody's going to listen, they're not...

They're just going to be like, "Yes, okay." They're going to nod their head, and they're going to go, and they're drinking their drink, their overpriced latte. They're not going to do what you're telling them to do, okay? That's what's going to happen. 99% of the people listening to this right now are going to not do it.

Steve Larsen:

Startup Stock Photo

Yes. I worked for free for 10 months for one company, just to get them sweet results. When they were making 60 grand every e-mail drop, then, I was like, "Okay, now you guys can start paying me." I took that story, and I went, and I sold it.

That's how I got going in this industry...

Same thing as you, anyways. Totally awesome, yes. Results first, everybody, before you get paid.

Dan Henry:

Yes, absolutely.

Steve Larsen:

All right. Continue, sorry.

Dan Henry:

Yes, so basically, now I had results. I decided to do an actual launch. I did an actual launch with an e-mail sequence. No webinar, just an e-mail sequence. I made $15,000 that month. That was fine. I was like, "Okay, that's cool," but I was a little disappointed. Then, I started implementing more of Russell's stuff from DotCom Secrets.

I digest everybody's stuff...

My favorite mixture right now is if you took Russell Brunson and put him in a bath tub with Ryan Lavesque, maybe sprinkled a little Derek Harper on. Not too much, but too much is way too strong, and just grinding them all up.

Steve Larsen:

All right. That's a great picture.

Dan Henry:

I got that whole little mixture going on. I started really getting into webinars. I took a webinar that I was working on, and I used the perfect webinar script.

Steve Larsen:

Okay. It's amazing.

Dan Henry:

Really, it was the same content. I just used Russell's format which really helps...

I put that all together, and I launched. I used all the same strategies I taught with Facebook ads for my launch, obviously because duh, that's ... That month, I ended up doing $104,000.

Steve Larsen:

Holy cow. Was that just three months ago, you were talking about?

Dan Henry:

Yes, that was three months ago.

Steve Larsen:

That's amazing, okay.

Dan Henry:

Yes. Here's the funny part. I didn't pay for any ads.

Steve Larsen:

Really?

Dan Henry:

No. You know why? Because as soon as you opted in for my webinar, I didn't take you to a thank you page. I didn't take you to a, "Hey, here, you registered for the webinar." I took you to an up sell.

It's a 37-dollar product...

The way I framed it was, "Hey." We'll all just tell you what it was. It was called Pixel Hero. Basically, you sign up for my webinar. What I did was the webinar was just ... It is a super long name. It was called, "How I made $10,000 my first month running Facebook ads for clients, and how you can too, even if you don't have results to show first," okay?

Steve Larsen:

Sure.

Dan Henry:

I taught a method. It's funny because it's all revolving around the "Get results first" method, even though it says, "Even if you don't have results first." It's a very interesting method. I do that webinar, and then, on the thank you page, it was called Pixel Hero.

I was like, "Hey, does the Facebook Pixel confuse you? If it does, you might want to check this product out because it really enhanced." This is the key. "It will really enhance what you learn on the webinar."

I noticed that when I said, "This thing that's only $37 will enhance what you're going to learn on the free webinar," it could have earned at 40%.

Steve Larsen:

Dude, holy crap.

Dan Henry:

It can earn at 40%.

Steve Larsen:

Now, was it even your product? Is it just an affiliate thing that you put in?

Dan Henry:

No, I don't do that crap. No, it was my product.

Steve Larsen:

That's awesome.

Dan Henry:

Yes, I put it together in a night. It was slides and all. It's like Russell's stuff. You get slides and all that stuff that I screen share. One of the bonuses was how to get webinar registrations for under a dollar. That really helped. I hit it from all different ways.

I did $9,000 in Pixel Hero sales before I even got on my webinar...

Steve Larsen:

That's amazing. I mean you literally created a self-liquidating offer for webinars, which is oh, man, that's cool.

Dan Henry:

Yes, yes. You know what I stole from Russell a little bit?

Steve Larsen:

Yes.

Dan Henry:

I saw him do this video once where he had a whiteboard, and he had the price, but he had paper taped up to the wall.

Steve Larsen:

Dude, go ahead, yes.

Dan Henry:

Yes, he did the whole thing, and the paper's there. I'm thinking, "Dude, just shut up, and rip off the paper, for crying out loud." I'm thinking, "Wait a minute."

Steve Larsen:

That's why he does it.

Dan Henry:

Yes, exactly. I was like, "Well, if I was that emotionally invested to that darn paper getting ripped off ... By the way, the only reason I'm saying darn is because I'm on your podcast.

I would be saying all kinds of different things normally...

Steve Larsen:

I appreciate it.

Dan Henry:

I did it, and it works well. I ripped it off, and boom. It worked really, really well. Then, I re-targeted people, and I was like, "Hey, this is your last chance, or the price is going up." I would spend $3, and make a $37 sale. I've done probably $40,000 in that offer.

Steve Larsen:

Just for that front-end offer?

Dan Henry:

Yes.

Steve Larsen:

I mean if you can get someone to go through, and they buy a 37-dollar product, the likelihood that someone actually shows up is huge, watches the thing, goes through.

Their engagement's high...

Dan Henry:

Oh, yes.

Steve Larsen:

Awesome.

Dan Henry:

It's a tripwire.

Steve Larsen:

Yes.

Dan Henry:

Let me just tell you, man. I've seen these things where Russell or anybody, you guys, you're talking about, "Oh, this funnel makes us $100,000 a day. Oh, this funnel makes us $30,000 a day."

Steve Larsen:

Which is true.

Dan Henry:

Yes, I know. Oh, I know it's true...

When you're watching that, you're like, "Oh, man." Some people probably are like, "That's not even possible." Then, some people are like me. I know it's possible. I know it. I just got to do it. Now that I'm doing it, honestly, it's been a crazy ride for me.

I remember looking at ... I don't know if it's still big now, but you know the income reports?

Steve Larsen:

Yes.

Dan Henry:

Who is the guy? It was Pat Flynn.

Steve Larsen:

Pat Flynn, yes.

Dan Henry:

Yes, and the EOI on Fire, so I started looking at those. I remember, I saw one with Pat Flynn, and it said, "Oh, I made 120 in an income report. 120 grand." I'm thinking to my self, "If I could only make 120 grand in a month, that would be amazing." Now, I'm making it. This week-

Steve Larsen:

You're matching that.

Dan Henry:

This week, I have done almost $80,000 this week.

Steve Larsen:

Yes. You woke up, and there was already almost 10 grand in your bank.

Dan Henry:

Yes, yes.

Steve Larsen:

That's amazing, man.

Dan Henry:

This week. That's on very little ads spent...

Now, it's a little bit higher this week because of the whole Black Friday thing, but when I went evergreen, which I'll get into in a minute, now, I'm up to at least five to $7,000 a day solid.

Now, it's getting crazy...

I've now have had 10, 12,000-dollar days. Yesterday, it was 32,000, but that was cyber Monday. Friday was 16,000. Anyway, I did my live webinar, and then, I did it again a month later. I made about the same amount a month later. Then, when I turned into evergreen, and I used your On The Hour webinar. There's that because I saw the ... What was it?

Was it the Certified Partner one that you guys did?

Steve Larsen:

Yes.

Dan Henry:

I was like, "That's awesome. I want to do that." I studied it, and I funnel-hacked you, basically.

I recreated it, and then, I spent all this time trying to figure out how to do it. Then, you guys end up releasing the code for it the next day. I was so, so angry. I was like, "Ahh." I just deleted everything I did and used your code. I did the On The Hour thing. I've just been hit, hit, man. Now, I've just opened my affiliate program because my webinar converts like great.

Like great. Oh, I don't have any coffee or anything. My webinar converts great. I just opened my affiliate program. One of my students made $800 yesterday on it. Everything's coming together, man. It's just amazing that last year, I could barely keep my electric on. Now, this is all happening.

Not only that, but I've got student results out of the Yin Yang. I think that's what really sells my stuff. I don't even go into big long copy. I just constantly push.

Every e-mail I send out has a new case study from a student. I don't push, really, my results so much. I mean I do, but mostly, my student results. I always do headlines for what these student results are.

They're all across the board. I'll push out, like for instance, a web designer spent $100. She landed her first 6,000-dollar client within $100. I got guys running it as an agency where they got chiropractors.

They're making 10 grand a month...

I got a bunch of those guys, real estate guys doing well. I know you know Jesse Coft. She is killing it. Within two weeks of taking the course, she had a killer webinar going. She made thousands to $10,000 for a masseuse place. There was somebody else.

I don't remember, but I just got all these variety of case studies, and I just push them out.

What I do is every single time somebody gets a result, I have my assistant, Stephanie, get them on Skype or get them on Hangouts for a five-minute success call. I record it, and I immediately push it out or put it in my sequence.

I just put it on my sales page, and I just push, push, push, push, push the results because that is honestly what I think matters. I think if you have results, you don't have to be awesome at sales copy, awesome at e-mail sequences or any of that because at the end of the day, you have the results.

You have the results, so all that other crap is just secondary, I think...

Steve Larsen:

No, it's so true because I did door-to-door sales for two summers, right? How many of those tactics I actually use what I do now? None.

What actually sells the stuff that I do and actually sells when I build funnels is I say, "Hey, I'm just built for the next president of Alberta, Canada." You know what I mean? It's helping him in his campaign.

"Hey." You can point back to all these different things. It's so much more powerful because now, you sell without actually selling. You know what I mean? You're actually pushing things without actually cramming down their throat.

It becomes very much a story-based automatically. It's just so much more powerful than a pitch that's more generic. Hey, I wanted to ask, so I'm actually drawing while you talk your funnel and all the different pieces. Now, so you go from a registration page ...

Dan Henry:

Do you want me to go through it? You want me to just go through the whole thing real quick?

Steve Larsen:

That would be awesome. Then, you said some crazy stuff. You've got little, little tiny ism's that you're doing, as far as capturing stories, getting them on Skype. Stuff like that. Those are things that are huge impacts, like you said. Those are not normal for people to be pulling off. I'd love to hear those kinds of things as well.

Dan Henry:

All right. Hey, I'll go through the whole thing. All right, so on my website, danhenry.org, I have a cheat sheet. It's called Seven Proven Steps to Creating, running and Profiting from Facebook Ads. It's a PDF cheat sheet. Once you go on there, and you opt in, whether it be from a cold ad or Google or whatever, you opt in.

You get this cheat sheet...

Now, this is where it gets interesting. Once you get the cheat sheet, you get forwarded to a thank you page where I invite you to my free Facebook group called Superhero Entrepreneurs.

Now, this is important because I used to try to be super professional. It wasn't working for me. I just blended in with everybody else. When I started being myself, that's when it blew up.

I'm basically the Kevin Smith of all my marketing on my extremely juvenile humor. It costs a lot. When I bring them to the thank you page for my group, I'm wearing a bunny hat ears, and I say, "Thanks for joining." I tell them about my group. I say, "Let me invite you into the group," and I say my spam policy.

This is how I pre-frame people right away to get used to how I am. I say, "Listen, if you spam in my group, we have a policy. If you spam in my group, I will send you goat balls. My admins will send you pictures of goat balls."

Everybody in the group has my permission to PM you with pictures of goat balls. They get used to my crazy incorrect way. Now, listen, seriously, if you go join Superhero Entrepreneurs right now, and you spam, you self-promote, you will get sent tons of goat balls. What happens is we don't even have to ban people.

They leave because they get just bombarded with pictures of goat balls, okay?

Steve Larsen:

What the heck? That's awesome, man.

Dan Henry:

Yes. Now, people, and here's the funny thing. People enjoy this because I'm making stupid money, but I'm being a total jackass. I'm letting them know that it's possible. You can be your self.

I'm the type of guy that would send you a picture of goat balls if you spam my group. That's me. You know what? That's what I'm going to do.

Steve Larsen:

That's awesome.

Dan Henry:

I take them to that page. I warm them up to my personality. I get them in my Facebook group, which is key. Then, after that, they get sent a five-day e-mail sequence which is your soap opera sequence, basically.

That sequence tells them my story, indoctrinates them and pushes to my On The Hour webinar. It plays every hour. They register for the webinar. They get forwarded to the webinar room when it's time.

Now, they get an e-mail that offers Pixel Hero, and they also get re-targeted for Pixel Hero. That helps my ad cost and all that.

Steve Larsen:

They go right after registration though. There's a interstitial page though where they go to Pixel Hero, right, before confirmation page?

Dan Henry:

Yes. No, the Pixel Hero only gets offered in the funnel steps when I did it live...

When I switched it to evergreen, I just send an e-mail because I didn't want to. What happens if they opt in five minutes before it plays? What are they going to do? Watch the sales video? Then, I mean I guess I could split test it, but it's working, obviously, great right now. Basically, they get forwarded to a page.

On this thank you page is just a five-minute video where I teach them how to get easy ROI clients. This warms them up as well.

Steve Larsen:

This is before the webinar even starts?

Dan Henry:

Yes. I send them an e-mail with pre-free videos as well. They can just watch it at their leisure. Basically, the e-mail they get right away is, "Hey, here's your" ... I basically funnel-hacked your certification thing. I looked at the e-mail Russell sent, and he was like, "No matter what time you opt in," he says, "It's starting now." I was like, "Oh, that's interesting." I did that. I also said, "By the way, here's three free videos you could watch anytime. I will help supplement the webinar."

I do that...

Steve Larsen:

Those are your indoctrination videos, prior to coming on. Okay.

Dan Henry:

Yes, I did those videos when I did the live webinar. I might change these stuff a little bit, tweak it. I'm trying to fit what I did live into this evergreen thing because it's a little different. They opt in, and it plays every hour. The webinar plays every hour, so it's a little bit different.

Steve Larsen:

If you don't mind, how many e-mails are they actually getting then, when they opt in? I mean that could be a concern for some people. They're like, "Oh," but it probably doesn't matter.

Dan Henry:

Oh, they're fine. They'll live.

Steve Larsen:

Right, okay.

Dan Henry:

They get two e-mails as soon as they opt in. The fist e-mail is the whole, "Here's your link to the webinar." Then, the second e-mail is, "Do you have trouble with the Facebook Pixel?" That is a very short e-mail. It's two sentences, and it basically says, "If you have trouble with the Facebook Pixel, just click here." That's it, and it takes them to my OTO page. They also get re-targeted as well for that.

It's no big deal if they don't read the e-mail. I do tons of sales with re-targeting...

Then, they watch the webinar. They get offered the product, and they have seven days to sign up. They get e-mails, and the e-mail sequence at that point is literally just results, results, results, results, results, results, results. I just go nuts.

Then, I re-target people...

Oh, this is another interesting thing I should include. When people opt into the cheat sheet, for five days, they get targeted with all my TV interviews, podcasts I've been on. They see. Basically, they opt in-

Steve Larsen:

Social proof like crazy.

Dan Henry:

Yes, social proof. Yes. It's like my credibility...

I call it my credibility campaign. Then, when they opt into the webinar, now, they're getting re-targeted with just one of nine case studies from my students, okay? I just keep funneling them back to that. If they haven't bought already, by the time day seven hits, they've only got that much time to buy. They've already been hit with the cheat sheet, soap opera sequence, the TV interviews I did, the speeches I've done, all of that.

Then, they got hit with the webinar. Then, they got hit with the follow-ups and the case studies. They're getting hit. I'm following them around Facebook with re-targeting on the student results and all of these.

Steve Larsen:

Wow.

Dan Henry:

At this point, then, if they don't buy, they get forwarded to a waiting list. I actually find I do a ton of sales from the waiting list. Even though you basically have all this time to sign up, like I just opened for Black Friday and Cyber Monday to everybody on the waiting list, just to people on the waiting list and people on my group.

Like I said, I did $16,000 on Friday, and I did $32,000 yesterday...

Steve Larsen:

It's from a waiting ... I've heard a lot of strategies with that waiting list. They'll go at them. If someone didn't buy on the webinar, you just toss them. I mean do you have them tucked in for waiting list?

Dan Henry:

You toss them on over to the waiting list. Yes, they have to opt in for it.

Steve Larsen:

How do you get them to do that?

Dan Henry:

Once the timer runs out, and the offer expires ... Oh, I use Deadline Funnel, by the way.

Steve Larsen:

Okay, cool.

Dan Henry:

Once that times out, no matter where they are, whether it's a sales pitch or whatever, they get forwarded to the, "Hey, sorry. You missed it. Jump on the waiting list," okay?

Steve Larsen:

Wow.

Dan Henry:

When every once in a while, I'll find a reason to open it up like Black Friday and Cyber Monday. I sent an e-mail out to that waiting list, and they just buy like crazy.

One time, I sent an e-mail, and I was just like, "Listen, I know you missed the course. You know you want to get it. Just freaking do it, okay? Click here." I'd be paid 10 grand. I mean I swear to God. I don't know what it is.

People don't read their e-mail or something. I get e-mails all the time...

"Please let me in. Please let me in. Please let me in." I'm thinking, "You had seven days, dude. What is taking so" ... It revolves around a key thing here. It's that there's two very important points here. Number one, I could do this funnel completely different. See, everybody gets so ... "Oh, give me your funnel. Give me your funnel. Give me your funnel. Can I have a copy of your funnel?"

None of that means anything if what you put in the funnel sucks, okay?

Steve Larsen:

Yes. It literally is the copy. It's the way you do it that matters, yes.

Dan Henry:

Right, so when you say you funnel hack someone, yes, you can funnel hack the process, but it's only going to work if whatever you're offering is good.

If it sucks, and you don't have results, people aren't going to buy just because they went through a certain amount of funnel steps. I mean that's just ridiculous, because everybody's sick of people being full of crap these days. Everybody's full of crap. 99.9, they make $5 online.

Now, they want to go create a course, you know?

Steve Larsen:

Right, mm-hmm (affirmative).

Dan Henry:

When I created my course, I did it in stages. I refined it. I redid it. I redid it. I made sure that it worked for people without me, holding their hand. You're going to still have people, like every once in a while, I'll get somebody who's like, "The course is not working for me." I'll be like, "Well, run me through what's going on."

They'll run me through it...

Steve Larsen:

Yes, what are you doing?

Dan Henry:

Obviously, they're doing it completely different. I'm like, "Why are you doing this? This is not what I said to do." "Well, I just thought." I'm like, "Oh, you thought? You thought nothing. You're not doing it the right way. Do it the right way, and you'll get results." Then, they do it the right way.

Then, they get results...

Then, they're like, "Oh, it worked." I'm like, "Yes, no crap." Listen, I have refined this. I have taken ... Put it this way. I'm really close with one of ... I'm going to call him out right now. This is funny. One of my students, his name is Tanner, okay? This kid is 19 years old. Now, have you ever seen those videos on YouTube where they go and ask people who the Vice President is? They don't know.

Steve Larsen:

Yes, yes.

Dan Henry:

This is one of those dudes, okay?

Steve Larsen:

Okay, sounds cool.

Dan Henry:

He would totally be one of those guys. The kid is making $10,000 a month running a Facebook ad agency. I didn't give him any private coaching except the course.

Steve Larsen:

It's just from your course.

Dan Henry:

Right.

Steve Larsen:

From your content, yes.

Dan Henry:

Right. He took the basic version. It's like I refined it so that literally, somebody like, and I love him.

He knows I love him, but one of those dudes can make that much money, that's what I was going for. Forget funnels. Forget webinars. Let me get this down first, okay?

Steve Larsen:

Right.

Dan Henry:

Let me get this to where people are going to get results. I did it in two things because my course goes over, "How to run ads for your self or for clients," and actually didn't even start for clients at first.

I just noticed everybody wanted to do it for clients, so I added that aspect. It works for both, and I got it to where, for instance, this girl, Gretchen, she is a high-end web designer. She didn't know nothing about Facebook ads. She spent her first hundred dollars and landed a 6,000-dollar client. Boom. Got her.

Tanner, who's making 10 grand a month...

All these people, and once I had that, I knew I had something. When I launched big, I started getting, literally, every other day, I get a message from Stephanie.

She's like, "We got another success call. We got another success call." I don't even know who these people are. They sign up. They take the course. They get results. They make money. That was the whole plan: get results first.

I know everybody's listening right there. "Oh, let me get his funnel. Let me funnel hack him." It's like, "No, dude. You could screw the whole funnel."

Actually, on that launch that I made, my second launch to where I did another hundred grand, 500 people didn't get the webinar registration link because of the API.

Something happened with "Get Response," and the API wasn't talking to quick funnels. It was their issue. I know people have had issues with that. Here's a little tip.

Don't use the API for anything...

Use HTML parsing. It will work every time. If you use API, you could risk losing e-mails.

Steve Larsen:

Just so the audience know, you're talking about the ... If you're using a third party auto-responder, and you're inside ClickFunnels, open that top right spot, It says, "e-mail." If you click right there, and you drop in HTML and click pars, it grabs straight from the code, right from your third party auto-responder, or you can do it through an API.

Sometimes, there's issues with that...

Dan Henry:

Exactly, and I didn't know that. 500 people didn't get my registration e-mail, so I had to re-target the crap out of people and be like, "Hey, here's the replay." I probably could have done more that second month, but whatever. I think we talked about that.

I think I messaged you about that...

Steve Larsen:

I think you did, yes.

Dan Henry:

Yes, because I made 40 grand the week I launched it, and the first time I launched it, I made 45 grand the first day.

When I first did my first webinar, it was literally my first, where I did the perfect webinar script, that first day, I did $45,000.

Steve Larsen:

Now, could you walk us through what the offer actually is, or do you want to say that for the webinar? Totally fine.

Dan Henry:

No, no. I don't care. If people are interested, they're going to watch the webinar.

They'll find it. Basically, here was the secret that I did on the webinar. I know people are going to start copying me, and they're going to try to copy me, but whatever. I'm not worried.

You're not going to do this good...

Steve Larsen:

That's a challenge to you. Now, you got to do better. It's like your pride's on the line.

Dan Henry:

I compete with my students all the time. It's funny. Actually, real quick side note. I had a student launch her course, and she did $53,000 in a week. That week, I had done 20,000. I got all pissed over that cost. Damn it. I got all peed off, cheated on, darn it.

Steve Larsen:

Hey, pissed isn't a swear word, is it? I hope not.

Dan Henry:

Isn't it? Well, good. Then, I got pissed off. I'm like, "I can't let her beat me." Then, I went out and made a hundred grand. Anyway, basically, I do the three secrets.

Now, here's the key. There is a way to get Facebook ad clients. People don't realize how easy Facebook ads are if you ignore the noise. There's just so much noise out there. Oh my God, the split testing and the buttons and the objectives and the acronyms.

It's maddening. Dude, it has nothing to do with any of that. It has to do with psychology. My ads, they're not all crazy. They're so simple. If you run ads for local businesses, doctors, lawyers, gyms, chiropractors, dentists, these are very easy. I could teach you in an afternoon, how to kill it for these type of businesses, all right? It's not hard.

Now, for coaches and courses, that's different. I cover all that in my course, but for the webinar, I show you how to get results for those type of clients. Then, I show you how to get those type of clients right away. My first secret, and this is key, this is going to be huge. This is a huge value bomb right here.

Secret number one, I show you how to get clients, literally, within an hour.

Sometimes, 20 minutes, five minutes. I've had several people do it, and they got clients before the webinar was over. It's like really one of my best things, and I throw it out there on the webinar.

What happens is people start doing this technique, and I'll save the technique for the webinar, but people start doing this technique. I say, "Go ahead and do it."

Then, I start going through the rest of the webinar...

By the time I get to the pitch, people's inboxes are blowing up with people wanting them to run ads for them, okay?

Now, they got to buy the course because now, they're getting clients, right? They got to know how to run Facebook ads, or they got to know how to run better. They got to know how to improve their agency or whatever. They got to know how to get more clients.

They got to know how to run whatever. I show them that on there. The secret, too. I show them how to get results for those clients. I give them everything they need. I've had several people. Several people, not buy my course and get results from that webinar.

I'm okay with that. They're making money. They get clients...

For the people that want to take it to the next level, I offer them the course...

The course covers everything. It covers no only running for clients, running for yourself, whether you're a coach, a consultant, an online course. You want to run ads for restaurants.

You want to ad runs for night clubs, chiropractors, doctors, lawyers, real estate, it's all in there. It's called, "Facebook Ads for Entrepreneurs."

It's a very comprehensive course. It's huge, tons of bonuses. I mean it's a very big course. It's huge...

Steve Larsen:

Dude, that's awesome. By the way, Dan just is Zeigarnik effect of the crap, out of all of us, by the way. If you don't know what that is, it's when you start saying something, but then not finish it. It sounds like you all need to go watch that webinar.

You said there's a technique that makes ... So you make people do things on the webinar to follow on with you, and they're getting results in the middle of the webinar.

By the time the pitch happens, you are the obvious answer to them continuing...

Dan Henry:

Yes, yes, yes.

Steve Larsen:

Genius, my friend. That is amazing.

Dan Henry:

Thank you, thank you. Now, I don't tell people. I don't say, "Hey, go get a real estate client. Go get an online coach." Some people try it, and I even tell them not to do it. I show them how to get clients that are, what I call, "Easy ROI clients."

These clients are super. You cannot possibly screw up a Facebook ad for these clients. I give them a funnel, too. I give them a free funnel. I give them everything. I give them the funnel. I give them everything they need. You cannot screw it up.

Where people screw up is they watch the webinar...

Then, they go, and they try to take on clients outside of that scope. Then, they have a little bit of trouble, but then, they buy the course, and they learn how to do it for those clients as well.

Because it's a free webinar, I say, "Listen, I'm going to teach you how to get easy clients, how to get results for easy clients. If you want your hand held or you want to learn how to get results for different industries, for your self or for your coach or harder industries, or you just want to learn how to excel quicker, here's the course." That really, really works.

I know some people out there are like, "Well, you shouldn't run Facebook ads if you don't know what you're doing." Yes, I totally agree, but like I said, for a select few types of clients ...

Steve Larsen:

Certain area, right.

Dan Henry:

Yes, it's stupid easy. It is because I have had people take the course, get a client and get stupid results. For instance, I've had several instances. Okay, I'll give you an example. I'll give you a perfect example.

Cory Ellerbroek, this guy, and this almost makes me cry, this story. Cory Ellerbroek, he's a chiropractor in Texas. Cory was about to shut down his practice. He had very little business. He was literally about to close his doors. He had been following me for awhile. He bought my course on his last credit card. It was like his last Hail, Mary. Within the first day of him, running an ad, he got five or six new patients on nothing, like $40 ad spend.
I have a case study. I don't remember. Let me see if I can find the numbers. Yes, I'll find the numbers. I'll go to my quick funnels. I'll tell you exact numbers. Yes, let me tell you the exact because I want to be accurate here.

Steve Larsen:

I know everyone listening now is going to be just frothing at the mouth to go to danhenry.org.

Dan Henry:

Okay. Yes, well, do that.

Steve Larsen:

Get your credit card out, and get it ready.

Dan Henry:

All right, so here's the numbers, okay?

Steve Larsen:

Sounds good, yes.

Dan Henry:

I'll give you the numbers right now. He spent $90, and he got 12 new patients.

Steve Larsen:

12? Oh, man.

Dan Henry:

Okay, paying clients. This is somebody who is brand new, all right? Don't tell me ... See, all these people. I'm going to be honest right now. I'm going to piss off a lot of people.

Honestly, I see them post in the groups and all of these. "Oh, well listen, to be good at Facebook ads, you got to test, test, test. You got to split test. You got to do this. You got to do that." I don't even split test my ads. No, I don't split test my ads, okay?

Steve Larsen:

That's huge.

Dan Henry:

Yes. I don't. I don't need to because now, I do split test ... I split test audiences.

I don't split test ads, all right, because here's my thing. I want to create a perfect sequence for my perfect customer. Instead of trying to force and split test that ad and that copy to convince people, I want to create something that if somebody would opt into that, they'd be an easy sell.

Instead of split testing the ad, I split test people. I find the people that engage with that ad the best. That's why I get such crazy ROI. I do not split test ads. I never have. Now, even still to this day, I don't split test ads.

Steve Larsen:

You want the ad to only let people in. You're not trying to convince clicks.

Dan Henry:

Yes. Let that sink in. Let that sink in for a second. I've got flamed even on the ClickFunnels go, "You don't split test ads? Oh, but I got them all up at arms." It's like, "Well, guess what? I'm spending two grand a month in ads, and I'm making over 100, so obviously" ...

Steve Larsen:

Right, something's working.

Dan Henry:

Something's working. I mean I've got these crazy ROIs. It's because of that, I don't split test ads. See, to me, I'm going to throw all this crap against the wall and see what sticks because I didn't take the time to know my customer. I go crazy into customer research, crazy.

My first step like sometimes, when I get into a new ad or industry, I got take people out to lunch. I survey them. I ask very specific questions, which I cover in my course.

I figure out exactly the pain points, the struggles, the roadblocks. I interject that into a script that I have for Facebook ads, okay? It's a formula.

Steve Larsen:

Fascinating.

Dan Henry:

It's Russell's. It's like Russell's scripts, but it requires the answers from the survey to plug in. All my ads convert immediately because of this. I do not split test. I just don't because I don't want to split test.

I want to find the right customer. I don't want to convince people to buy my stuff. I want to find people already ready to buy my stuff, okay? Then, sales become easy. Cory, he spent $90. He has 12 new patients. Now, he's actually thinking of expanding his practice. He is too busy to even talk to me.

This guy was going to shut down his chiropractic practice. Now, he's thinking about opening up a second location. He's starting to consult with other chiropractors and do ads for them. He's killing it, all right? Killing it.

I actually got to send you the screen shot. It's a screen shot. Maybe you could put it on your ...

Steve Larsen:

Yes, yes, yes. I'll put it in the blog.

Dan Henry:

Yes. It's literally me, talking to him, and I said something like, "Hey, Cory. Can you help out with this thread in the student group about chiropractors." He's like, "I don't have time. I'm so slammed."

Then, he told me the story of the credit card and how he was about to close practice. I was like, "What?" The thing is, for certain clients, I can teach you how to get crazy results for them in a couple hours.

Yes, now, if you want to watch it on my course, you want to do something like that. I can teach you that, too. That's in the course, but it's going to be more in two hours, okay?

Steve Larsen:

Yes.

Dan Henry:

If you follow a strategy where you focus on psychology, instead of all this crazy button-clicking inside the dashboard, you can get crazy results. I don't look at cost per click. I don't look at click-through rate. All those analytics are turned off in my dashboard. They're all turned off, okay? I swear. I know everybody's right now, freaking out.

Steve Larsen:

Yes, that's huge.

Dan Henry:

Some people hate me.

Listen, I don't split test. I don't look at cost per click. Don't give a crap what my cost per click is, what my click-through rate is because the way that I do it, I focus solely on conversion in sales. Also, here's something. I'll give you teaser.

Do you know how everybody freaks out about targeting?

Steve Larsen:

Yes.

Dan Henry:

Did you know that in some cases, you don't even need to target?

Steve Larsen:

No, I actually had no idea that you could do that.

Dan Henry:

Yes, you could actually let Facebook do the work for you, and nobody knows that.

Nobody actually realizes that...

There are some campaigns I run for local businesses. I don't do any targeting. I got no interest targeting.

Steve Larsen:

That's pretty big. That's a huge deal.

Dan Henry:

Yes, listen, listen. If it's popular, it's wrong. Have you ever heard of that?

Steve Larsen:

Yes.

Dan Henry:

Okay. I've got at least 50 students that have taken every Facebook ads course under the sun. Hey always tell me, "Holy crap, this is so different, and it works so much better," because I take a psychological approach to Facebook ads.

I don't take a button-clicking techie approach...

I take a psychological real down-to-earth approach. These people are in their kitchen. They're driving. They're walking down the aisle in the mall, and they see your ad. You're pulling them out of their life. You got to do something. You got to hit them in their brain in order to pull them out of their life and into your world.

Steve Larsen:

Goat balls.

Dan Henry:

Yes, goat balls, exactly, pattern interrupt. Yes, hopefully, I've covered a good amount of-

Steve Larsen:

Man, I can't even believe it. This is fantastic. You're right. This is a complete different approach. It just goes to show. Funnel hacking is awesome, and it sits in this certain realm, you know what I mean?

You're given this whole other avenue where you can go and actually be ... You're a pioneer, I feel like, in the Facebook ads. Not a lot of people do this. I don't know anyone else who does this type of strategy. This is awesome.

Dan Henry:

Well, it's something I learned over time, working with clients because I did the same thing, man. I looked at all the other trainings out there, what everybody says. I just hate this mentality. "Oh, let's tweak, tweak, tweak, test, test, test, test."

Yes, there could be a little bit of testing, but here's the thing. You will take all the 99% of all that tweaking and testing out of the equation if you do the damn customer research and what your customer is thinking. You can skip all that because when you split test, that's all you're really doing.

You're split testing things, and you're split tests are literally telling you what's connecting with your customer more and more and more. If you just figure that out from the beginning, like I'm on the big Ask Ryan Levesque. My method of customer research is actually similar to the method from Ryan Levesque in Ask.

Steve Larsen:

It's in the book, yes.

Dan Henry:

Right, but it's on steroids. Think like Arnold Schwarzenegger, 1960's like, "This is my customer research." Yes, this is totally different, but it's based on the same principles, but it's very specific questions.

What I do in my course is when you ask the questions, you just take the popular answers, and you plug them into the script. You plug them into the Facebook ad script, and it just converts.

Steve Larsen:

Okay, that's amazing. I mean you've certainly taken us through.

Dan Henry:

I'm really trying to hit. I'm really trying to make sure I get to speak at the next Funnel Hacking Live.

Steve Larsen:

I will put in a plug. We just sold out yesterday, actually, on that. Yes, yes.

Dan Henry:

Yes, I had a bunch of people tell me, "I want to go." I have this horrible fear of flying, so I don't really go to the conferences a lot, but if I'm going to get on stage, I'll take a train or something.

I do have a horrible fear of flying...

Steve Larsen:

Man, well, speaking of that, let's go 30,000-foot view then. Yes, I mean you've certainly taken us through the trenches on how you're doing this. Now, just conceptually, just the overall arching strategy that you're using for the people who are, let's say they don't want to go to Facebook ads.

What would you tell people to do who are still the pizza boys? You know what I mean? Who don't want to go Facebook route, but they want to do something else, some other product. What's the thing they should go do?

Dan Henry:

Well, at any point, you're going to probably need to use Facebook ads regardless. You don't have to take on clients. You can sell your own product, but the quickest way to do it is with Facebook ads. I think that would be involved at some point.

Steve Larsen:

Oh, yes, for sure. I mean as far as their own business creation.

Dan Henry:

Oh, creating a product creation?

Steve Larsen:

Yes, how should they get started?

Dan Henry:

All right. You want my formula?

Steve Larsen:

Sure.

Dan Henry:

Okay. Everybody says, "Oh, find a problem and create a solution," or "Find a product and sell as solution." That is so vague, okay?

Steve Larsen:

It's very vague.

Dan Henry:

It's so vague. Here's my formula. Ready for it?

Steve Larsen:

Mm-hmm (affirmative).

Dan Henry:

Here it is. Find a specific problem for a specific person and create a specific solution while avoiding the common roadblock that that specific person usually runs into with that specific problem.

Steve Larsen:

You're going to find something specific, but do something different?

Dan Henry:

Yes, so basically, you want to find a problem that is a problem only for a specific type of person, and you want to create a solution.

Here's the, yes, the most important part is your solution has to avoid the common roadblock, okay? I'll give you an example. My course revolves around how to run Facebook ads for clients or your self. The client aspect, what I did with this was I figured out a way to get ... Everybody's big pain point is, "Well, I don't have results yet. I'm learning Facebook ads. I haven't started yet...

...How do I get clients if I don't have any results to show? How do I ever get clients?"

Steve Larsen:

You do that before the webinar? I mean during it, basically.

Dan Henry:

Right, so what I do is I show them A: how to get easy clients that you can't possibly screw up, and B; how to get those clients on board before you have any results to show, okay?

It's how you pitch them and how you sell them and how you attract them without saying, "Oh, look what I've done," okay? Here's the great part. It's no risk to you or the client. I know that sounds crazy like that's impossible. How do you get a client and make it to where you can get that client without showing a result, but at the same time, you're doing it at very little risk to their bank account or your reputation.

Well, I figured out a way to hit all those points. I thought about it for awhile, and I figured it out, okay? That's what I give away on the webinar.

Steve Larsen:

Yes, I mean that's amazing. You went in, and you found the exact issue. That's not the fluffy issue. Those are the real "What keeps me up at night." I don't want to have more customers. I want less customers with more money, kind of thing. What's that real-

Dan Henry:

Right, well, you also got to remember that listen, a lot of people, they create an online course...

They're like, "This is what I want to do." No. You need to find out what to do, okay? You need to find out. For instance, my first month, when I made $10,000, and I tell you this. The method that I teach on the webinar is like an upgraded version of that because I tweaked it.

What I did was when I found out that was what the pain points were, I made sure to create a solution that would actually work for that. What I did was I went into my existing small group of students. I said, "hey, guys." I said, "Do me a favor real quick. Do this thing, and tell me if it works." Everybody is like, "Oh, no. That ain't going to work. That's not going to work. Oh, please." I'm like, "Just shut up and do it."

I talked to people by myself literally like, is there anybody that ... You know the goat balls, they get used to it. Literally, that's how I get so much success as well. I'm very abrasive.

I will take a wash cloth, put it over your mouth and pour success down your throat if I have to because I need your results so I can sell more courses.

I need your results, so I can be the next Tony Robbins. I need your results, so I'm going to freaking drag you kicking and screaming through the mud to success, so don't buy my course if you want to be pampered. I don't pamper, okay?

I'm like a freaking drill sergeant...

Steve Larsen:

Love it.

Dan Henry:

Basically, what I did was I posted this in my student group. I said, "Do this thing." Everybody did it, and it worked. People started getting clients like crazy.

Remember, at this point, this was before I got big, before I launched. This was the small group. I posted it with that. It was about 20 people, and everybody started getting results. Then, that's when I knew it worked. That's when I put it in my webinar, and then I launched, and boom, it went crazy. It works. I had this one guy.

He's like 65 years old. He did it, and he got 10 clients or 10 client leads. I think he closed probably half of them within two days of attending the webinar. Dude didn't even buy my course, but whatever.

Steve Larsen:

That's hilarious, man. Hey, I want to thank you for all the stuff you shared. I mean my gosh, you guys. There's going to be this little button on your phone or computer or whatever that looks like a little half circle with an arrow.

It's the repeat button, and I want you to go back and hit it and listen to this again because the value is just insane, absolutely amazing and certainly a prolific leader. Dan, I really appreciate it. I know everyone else does also. Any final words, I guess, as we wrap it up?

Dan Henry:

Yes, I mean if you want to know about that, here's what I suggest. Get yourself a copy of DotCom Secrets. Get yourself a copy of Ask by Ryan Levesque. Get yourself a copy of the 4-hour Work Week, Rich Dad, Poor Dad. Get all those books. If you want to learn more about what I do and how I do Facebook ads, you can go to danhenry.org and download my cheat sheet: 7 steps to creating, running and profiting from Facebook ads.

That cheat sheet is on the website: 7 simple steps to creating, running and profiting from Facebook ads. Don't even remember the name of my own freaking...

Steve Larsen:

That's okay. You've been going for a while, just drop it at the value, so I appreciate it. The Facebook group also.

Dan Henry:

Yes, you'll get an invite to superhero entrepreneurs as soon as you opt in.

Steve Larsen:

Awesome.

Dan Henry:

You'll get in that way, so danhenry.org. Get the cheat sheet. You'll then get an invite to my group. I'm in my group all the time. I'm going to tell you my whole story in a lot more detail than I went in on here because there's a lot into it. I'm going to tell you my whole story on how I went from broke to this in a 5-day sequence.

In that sequence, I'll offer you a chance to watch the webinar. Then, you'll see the webinar. Then, you'll get a bunch of case studies and all of these. If you want to buy the course, go for it. If not, I don't know. Send me chocolates.

Steve Larsen:

Yes, no, and honestly, you guys should go buy. Dan Henry is the cutting-edge on this stuff, and he's going to stay that way. That's just how who he is and why he teaches what he does. There's been people that built funnels for him like, "Okay, I'm going to build the funnel. You send the traffic." They're like, "Oh, okay. Yes, yes, yes, yes, yes, yes."

They're just really excited about the funnel. Funnels are great, but they are dead without traffic. You have to have people in them. This is the other part of the pie. It's not even a full thing until you have both sides. You got to have some kind of funnel, somewhere to send people, some sequence, some automation, but if you have not traffic, I mean you're already dead in the water. You might as well not even build a funnel. Go buy his course.

Dan Henry:

Right.

Steve Larsen:

Go get his course.

Dan Henry:

Thank you, Stephen, for the going endorsement.

Steve Larsen:

Yes, this is not a planned endorsement. It's just this is good.

Dan Henry:

Yes.

Steve Larsen:

I appreciate it.

Dan Henry:

I mean I appreciate you having me on. This is great. I love it. A little early, but I'm sitting here barely awake, but it was absolutely fantastic coming on.

This was my favorite podcast to do where I couldn't fly off at the mouth with profanities. There are some podcasts, if you look up, that I just go nuts on because it's just me. That's how I am.

Steve Larsen:

Yes, yes. That's awesome. Well, hey, thanks so much, Dan. I'd love to meet up again some time in the future and do a follow up.

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