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Florian Tep - Market Diversification In Dropshipping And Ecommerce Brands

icon calendar 2021-08-17 | icon microphone 61minutes Listening Time | icon user Debutify Admin
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Florian Tep is an entrepreneur, digital marketer and a dance instructor.

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Tags: #Debutify #debutifypodcast #ecommerce #digitalmarketing #floriantep #dropshipping

Florian Tep: [00:00:00] Yeah, don't go too fast. Like basics are the most important. Like the basics are basically, product research, basic of copywriting, understanding the customer, the conversion rates optimization principles. Everything. And then you can like go into techniques and that will get you to scale.

Joseph: [00:00:22] You're listening to Ecomonics, a Debutify podcast. Your resource for one of the kind of insights into the world of e-commerce and business in the modern age. This is Joseph. I'll be presenting a wealth of industry knowledge from interviews, with successful business people and our own state-of-the-art research. Your time is valuable. So let's go.

The big five markets come up quite a bit on this show. And for good reason, there were most of us strategize. My guest today, Florian Tep, bucks this trend and as we always say, when faced with conflicting information, we head towards it face first. We talk about the incentive to sell in alternative markets, which maybe you've considered. Maybe you haven't, but you will now. Have a listen. 

Florian Tep, it is good to have you here on Ecomonics. How are you doing this evening? How are you feeling?

Florian Tep: [00:01:13] I'm great. How are you? 

Joseph: [00:01:15] Awesome. I'm doing pretty good. It's a, it's 10:00 PM for you. 10:00 AM for me. So, uh, there is a, there's a distinct change in, you know, you've had like your full day energy.

I've had my, I just had my breakfast energy. Some are looking to me in the middle. I, I, okay. We're gonna get into like the e-commerce good stuff, but I'm dying to know, uh, for our, for our video audience. What is it that you have like wrapped up in the back there? It looks like you put to tarp over a car or something? In, in, in, behind you?

I can't. I'm sorry. I just, yeah, it looks like it's, uh. 

Florian Tep: [00:01:47] Drawing, like, I don't know. That's art, that's art. 

Joseph: [00:01:52] I thought those were your windows. And there's like, I don't know, like you put your tarp. I'm sorry. I was just like, I was in the uncanny valley and I thought I was looking to your outside for it's anyways, cause it's 10:00 PM.

Right. And it's like, okay. Okay. Mystery solved. All right. So, uh, thank you for putting up with me, their audience and of course to our guests. So let's jump into our opening question. Um, this, uh, Florian, let us know. What do you do and what are you up to these days? 

Florian Tep: [00:02:18] So, um, I started ecom like, um, four years ago.

I, so actually my first project, so how I got into ecom. So like, I was a dancer before, like, uh, teaching a dance at the school, like I was teaching international dance. And my first entrepreneurial project was to create a product platform to teach people how to dance online, you know, so I moved to Cambodia to work on this project.

Uh, it didn't work. And then I was like, okay. I, there is no way for me to get back to France, try to find a nine to five and something like that. So I find out what drop shipping. I think it was a YouTube, YouTube ads, something like that about drop shipping e-commerce and like, oh, this is interesting. And then I bought a course and I was like, okay, here we go.

You know? And, uh, yeah, eight months to break through, crack the code. And since then I've been like, working on my business, traveling the world. Now I live in Bali and things have been pretty good. 

Joseph: [00:03:18] It, it, to be as, um, uh, prepared for this as I could. I listened to your another interview you had done it wasn't too long ago, either.

It was back in April with, um, uh, golden stream media. And there was a part of your story that stuck out to me about how, you know, you're over that eight month period, I suppose. Um, it was, you know, there wasn't, it was slow, it was slow, it was slow and, oh my God, where'd this money come from. And like, it just kind of like hit all all at once.

So I just, I I'd like to hear you expand on that, uh, on that experience of like, you know, why I would've expected, it would be more like a gradual increase where it goes like, you know, the, the three figure range to make sway to four figure five figure. So I would like to know a little bit more about like the evolution of how, you know, your experience went from your starting point to your, your breakthrough.

Florian Tep: [00:04:08] Yeah, I think it was more exponential than linear. And I was talking to a lot of different friends or so entrepreneurs and they had the same experience works. Nothing is working at first. And, uh, so it's not, it's not like you, you, you pass the 500 a day and then one K two K and so on. It just went literally from zero to like one K to six K to more like six figure months in just like a matter of like six weeks.

And, uh, I think it was like an accumulation because, you know, I've been working a lot for this eight months hustling hustle. And then at some point it just like everything fall into place. And also I was, I had a good, uh, I remember I was coached by two people at the time were pretty good at what they were teaching and it just, it just blew up, you know, uh, once you understand, you know, like once you have the good information, because also the problem is that when I started it, I had like this shiny object syndrome.

I think it's common for every beginner. Where you just try to look the best technique, the best secret watching knowledge on courses from other videos and trying to find like the secrets, you know, but the secret is actually to be focused, like find one course, one guy who is legit that you follow apply his method and not being distracted, uh, until you get results.

And if it's not working and just switch, find another guy who thinks you legit ecom follow his method and to do it get rid of that's when I started to focus mainly on like those in one minute and it started to blow up. Yeah. 

Joseph: [00:05:41] So, I mean, I I'm on the one end, um, especially for our, for our audience. Um, many of whom are, you know, looking to get to that breakthrough point.

It's it's, it's encouraging to hear that story, but it can also be intimidating too. Um, so what were some of the challenges that, uh, that you had ran into when your, your, your growth has started hitting an exponential. 

Florian Tep: [00:06:01] So the, the first problem, I think that everyone has is, uh, the blocks, you know, Facebook blocking, you have cashflow issues.

Uh, so I had to borrow money from my family to scale because if not that wouldn't scale as fast as I want it to. Yeah. And of course, like, so you also discover like other problems, like with suppliers and then you need to hire a team of 200, like, because you're doing volume, so you need to hire people. So it's like, you have so much to learn on the go, but it's also very fulfilling, you know, because you, things are working and you're motivated.

You're like, okay, you know, I just have to, you have problems and find solutions. Um, so to me that it wasn't the worst part. The worst part is like, where are you working? You're working and nothing is working and you're doubting yourself. You have your family. And you're like, oh, are you sure? Like, what you're doing is good.

They don't. What you're doing. And to me, that was the hardest part. 

Joseph: [00:06:57] Yeah. I, I don't, uh, it it's it's, it's, it's interesting. But we've talked about with, you tend to talk about like what people's, um, with their family and their peers are saying, although it doesn't, I don't know. I guess I haven't broached the subject, uh, lately.

Well, I guess one thing I'm wondering is like what, you know, what your family was trying to encourage you to do, uh, because prior to this, you were dancing and, you know, in some parts of the world, you would have the opposite where you have, you have somebody say, you know, maybe instead of, uh, pursuing dancing, maybe you should start your own.

And so I don't know if that's what they were doing here. It would have been a role reverse where it says, instead of pursuing your visits, maybe you should get back to dancing. 

Florian Tep: [00:07:33] Um, so that's the thing. Um, so my parents are, um, my background is, is, uh, Asian. Like my parents are from Cambodia and they moved to France, like because of the war and they didn't have the chance to get, to do like to study, you know, in college or university.

Uh, you know, and so that's why they were pushing once we, me and my brother were born in France or pushing us to be, to do good at school, have the best grades, the best, uh, attend the best schools. So they can have like the best jobs the road they had in mind was like, okay, do a study for like five years, get your master.

And then, uh, you know, my stuff from a big school, uh, one of the, you know, best friends school and then find a job in a big corporate that was their definition of the success. And, uh, on the side. So I had that, my student, my studies, and I was dancing on the side of the side to make money out there. And then I told them I would project because, uh, I spend every other, I think there was a lot of money to make, you know, by there was no like no rhino.

It's very trendy to have like all my courses and stuff, especially since the COVID. But when I got started, there was nothing, five years ago, nothing on the market, it was a fruition. And if I would have like executed things for probably if I had the experience that I have now, and I launched it, like back in 2016, I would have crushed it for sure.

But yeah, it didn't have the experience, so it didn't work. And then you have your parents who are like, yeah, maybe you should find a job or something. You know, like you, you have a master's degree, you could not lose. It's going to be useless if you don't find a job and. No, I don't want to do it is a good thing is  in France.

And then when I came back to France, I kind of like, uh, my mom, uh, give me the line. Um, I said, okay, no idea. If I say I give my mum, it's me, who did it. Okay. Give me three months to make it work until the end of the year. If it's not, then, uh, I'm going to find a job. And once you have three months, you have this slight pressure deadline.

You're like, I gotta make it work. If I want to have the left my dream and you hustle, hustle  it just blew up. 

Joseph: [00:09:42] Yeah. I mean, people, I think that pressure is it's one of the most common threads that I've, uh, that I've identified with, uh, people that I talk to, I, once in a while we talked to somebody, you know, they're, they're doing well financially.

And then they just think, you know what, I'm just going to do this anyways. It just doesn't come up as often. Uh, what comes up as often is that, you know, e-commerce and entrepreneurship to speak more broadly is a pathway for people to become free and to take control of their own lifestyles. Other, you know, they're living the life that they, they think is, um, the, the best opportunity for them, for themselves, but also really to make a significant change in the world.

Yeah. Yeah. There's definitely a few, there's a few things that, um, you know, that cropped up as, um, uh, as I'm hearing you describe this story, uh, I, I kind of want to get into a little bit more of the background, but I want to make sure that it's like a relevant question. So, um, with your, you, you did go through, I understand it was a, it was business school, uh, correct.

Yeah. So I do talk to people like we do get people who they've gone through business school and the opinions of it vary, you know, some people say, well, everything I learned to go to just, you know, I learn online. I think one of the more, um, positive takeaways that I had that I can recall more recently is that two things.

One is that when you're learning, yeah, yeah. The professor there, they're giving you their lecture, but what's unique is the students have the ability to participate and to have the, uh, maybe the professor explains things in a certain way, then make it easy for them to understand which I think increases the value far more than just checking out a YouTube video.

And then of course, there's your peers working alongside other, building a good work ethic. So what are some of the, the, the positive, and if you feel like it, what are some of the negative things that stuck out to, from your business, uh, education that it come with you as you enter into your entrepreneurship?

Florian Tep: [00:11:30] So I think the biggest, the main, yeah, the biggest takeaway that positive, the fact that I was able to have a, to do an internship in New York, you know, so I was living in New York for a year. It was my first experience like living abroad, you know, working. It was a very, I really loved that year. Was very good.

And, uh, that's how I started to break through in dancing, because from the start I was dancing, uh, it was not so common in the US you know, so had like a very good level for the US compared to France where I was okay. But that's like one of the best. So it opened me a lot of doors while I was starting to teach all over the US you know, the dancing.

And I mean, it was kind of like my first entrepreneurial journey. I too, I was trying to yeah. Make my name in the. Posting videos, trying to see how I could promote myself the best and the riffing, and, you know, it was really a great experience. So like I managed to get a social security number, uh, that the Arabic is nice to use the social security number next to the, I mean, in my business, because I incorporated my companies in the US.

And it's super useful, you know, uh, I didn't have to go through like everything. I can use my social and super useful for the, for the business. And, um, yes, that's the biggest take away and also was able to travel to, uh, improve my English because I was traveling like, you know, like a year abroad too important as an exchange student. And, uh, yeah, like I say, what I learned in class was pretty useless. It's like outdated, like marketing stuff, but overall I don't regret the experience because I mean, I wouldn't be where I am right now. If I did it, wouldn't do it. You know? So I don't usually, I don't have regrets about things in life, even bad things, failures and everything like that. help me to, to be who I am today. 

Joseph: [00:13:22] Yeah. I, I appreciate that. I get asked that once in a while, you know, Joseph, do you have any regrets? And I just like, yeah, No, I'm pretty good average, you know, overall, I don't know. Um, but I also would say, would I, what time would I would rather go back to? And I say, well, no, there's no time.

I would rather be than right now because each, you know, each day is it has the potential to be the best day of my life, because it has the advantage of every other day that came before it. So, yeah, it's, it's helpful to have, um, a positive spin on that. And I got to say like your, every, every time you answer a question, you bring up a new place that you've been to Poland, New York.

Um, you were at, you were in Bali, right? Yeah. Uh, moved out to Cambodia and France, I would imagine that going to New York was probably the most significant, um, change in, in worldview. Um, uh, pretty significant culture shock to go from where you were to, to there. Uh, so I, I just want to touch on that too, because this is just fascinating to me.

I'm not much of a traveler. I, I was doing the social distancing thing even before the lockdown time in my apartment. Um, so yeah, so I, I like to hear about, like, what were, what was maybe the biggest culture shock that you had encountered? Like, what was the most significant change that you would perceive maybe in like the way somebody had treated you or even the way a business was run, what was on TV or just like, what really stuck out to you in that way?

Florian Tep: [00:14:40] Um, so when I was in New York, I didn't do business hours on an internship, you know? Um, so I was like a non project. Uh, like I was never. I never seen myself as an entrepreneur at that time, my goal was to like, you know, um, find a job in a big corporate. And I was like, oh my God, I have this internship on New York, in New York on my resume.

It's going to be so good when I'm going to apply to jobs later. You know, it's a very nice experience. And yeah,  the American culture is so different, but I love with American people are their like go getter and don't think the French too much, they are very perfectionist, they complain a lot.

And then I overthink too much instead of just taking action, you know, and why the American people hear about drop shipping, that you can see the difference in like ecom group, drop shipping. Like the French groups, people are asking like basic questions, like, oh, should I open a company, do this, this, they want to have everything perfect before they start.

And then the US market like, okay guys, like how do I get started with a different product? And like the most important things, how to make money. While French people not too proper in the mindset. Yeah, that's, I think that's the biggest difference I've seen in the, into our of business for, especially for entrepreneurs.

Joseph: [00:15:56] States is still the frontier of the, of the whole planet. You know, people come to the US from all over the, all over the world because it's, it is a little bit riskier to be in the US for any number of reasons, many of which get political, but it is also the place for people to really like, get a grasp on, on their own, on their own life.

I mean, even, even me in Canada, which I consider is basically the United States wearing a helmet is I'm so marketing to the US anyways, even if I don't go to the US directly, it's still involved in my ability to, you know, become free than I am now. So, so that, that makes a lot of sense, but I haven't been to France, so I can't speak to any particular experience.

 

Yeah. I get to getting back to some of the, uh, some, some questions that I have regarding your, you know, your e-commerce experience. Once in a while shiny object syndrome comes up. And I guess what I want to know more about is the line between realizing that something, um, does needs to be changed or upgraded, or maybe because something might become outdated versus working on something that's fine productive, but then being attracted to a shiny, like you said, a shiny object or, or an attractive bobble. So does this question make sense? Like how do we know when actually we actually should find something to change or something new is something is going wrong or it's not relevant versus just, I don't know, being addicted to something new.

Florian Tep: [00:17:25] Very good question. So I would say, cause the thing is, um, since I'm already advanced in ecom, I can still feel it, but as a, as a beginner when you get started, um, yeah, it's because you don't, you're new. You don't know like if what you're doing is right. If you're following the correct information, because there so many like courses and, and gurus out there, you, you know, like some of them are legit.

And when you're a can you don't know? So I would say I wouldn't reply to this question as both beginner and advanced, um, as to beginner, you want to test it to the, to the T. So you want to find a course, of course you can like talk to other people, uh, and see like, uh, if there are people in the group of results, if they, you know, following exactly the structure, if no one gets results in the group, something sketchy, you know, because like, in my group for my course, like, so it's, the students love to show the wins, the success and, you know, and then it gives like some hope to the new people, you know, like, oh, those guys, they made it.

I can make it too. And, um, yeah, like it should be testing to the something for like one month, two months, and you don't see progress. It's not going anywhere. And you see other that no one is progressing in the group. Then I think something is off and maybe it's time for a change. But in general. Um, so when we start to look at, as an advanced person, I thought to look at things when I feel I'm stagnating.

So, you know, like either, um, I don't, I don't manage to break pass the mark.  Whatever. And like, shit, I don't manage to pass that mark. Tested a lot of things. So maybe it's time to look for different information to break that plateau. Or, um, if I feel like I'm stagnating and I need some change in the business, you know, like things aren't going working well, but, uh, like I feel like I'm getting some kind of a comfort zone and I'm like, I don't want like that.

Like, because comfort is the enemy of progress of improvement. And I feel like it's time to dive into something new so that it can get to it more stimulated. Yeah. That's, that's what I would say. Uh, is there anything else I can add to that? Uh, yeah, I mean, when you get that adventure, you will, you will feel it like when you're stagnating and you see all, or you see other people who are like, um, questioning and of course, super important to master something first, before you dive into the next thing, you know, that's first before you get into our Pinterest ads, because it's going to be confusing if you don't master yet one platform and try to learn a lot of things, right.

Joseph: [00:20:16] Yeah. You know, the, the, uh, the other question that I wanted to follow up with you, I, you, you also answered in the midst of that, which is, you know, how to go about vetting a course. And, and especially for a beginner, I trying to understand, you know, is this, is this course legit, or did I just, um, uh, dump a bunch of money for a very hard lesson learned?

And, and your answer is what are you, you know, what are your peers saying? If it, if people are succeeding and they're sharing their success and they're legitimizing it on the, on the ground level, then that adds to, uh, a great deal of, and frankly, maybe they cracked the code anyways, on their own individually.

So you just talked to them and next thing you know, they're, the students are helping each other out anyways. So, so that also, um, I think for a lot of people is a really important takeaway is a course can be. If, if let's just say, God forbid, it's an illegitimate. Uh, and, and it's, uh, and it's a scam by being isolated and not communicating with others.

That's where you'll know that's where you're definitely going to get gone versus participating in the community. I think the presence of a community alone should, um, uh, uh, should put it in the right direction. But on top of that, are people actually making tangible gains that's, that's a huge takeaway.

And I think I would, I would strongly consider that for myself, where I designed up for a course. Luckily I'm in a unique position. I get lots of people to interview. So, you know, I kind of like on my own little journey here, if I'm understanding correctly, you also have your own course too. Am I right? 

Florian Tep: [00:21:37] Yeah. I have a course in French. Um, so when I started to get success in, in ecom to me, the next step was to teach it because you should do this one. I did with, for dancing. I said to get good at dancing. And I was like, okay, I want it to not, it's like to me, it's I love to share with people. And I was thinking, okay, should I go on the English market or French market?

And I was checking what they were doing on the French market and English market and a lot of competition of competition in the English market and the French market. There are some values on knowledge bombs. I could bring that none of my competitors were sharing. I was like, okay, this is how I work in front of myself.

So yeah, I just opened my Facebook group and my goal was to share as much value as I can for free, but like not holding back on the value, like resharing, like the like super good delegates for free. And then like people open my group. I did what I could do where everyday I was posting a golden nugget, either video or post with a lot of value.

So every day for 30 days, and also was posting those, those value posts in different Facebook groups. And then a lot of people were liking it. Some of, none of my posts went viral in the, in one of the group, it had like 200 likes and like. 100 comments, you know? And then from there, I just like miss it or two people who liked the post to, to join my group.

And then like, from there they say, oh my God, this guy is issuing so much value for free. No one is doing it on the French market. So they talk to their friends and there's more and more beautiful group. And in one month I grew the group to like 500 members and then I launched a better version of my course.

And I said, I can like help to get results with. And from there, uh, I will do like a full lunch from there. And I swear to 10 people like sold out in 24 hours,  because it shows so much value for free that they, they were like, oh man, like if this guy is serving that type of value for free, what is it going to be when, when I'm going to pay for it?

And then like out of the 10 people, I think you have six or seven people who crossed six figures, two people who crossed seven figures. And also like the group was like, I also selected, uh, I meant like some selection on three questions, you know, to make sure I was only getting like super motivated people and the good mindset, because I really, really wanted to get them results because there would be like my, my seminars, you know, and my proof of results basically.

And then from there, I just like snowballed because more people like, uh, heard about like the results I was getting from my students, they joined. And then I started to scale with ads and, and yeah know, like I have like 300 people in my course. And I grew my Facebook, my peer group to 6.5. 

Joseph: [00:24:21] And this is the, uh, the dropship heroes group?

If I'm, if I'm on my research. 

Florian Tep: [00:24:25] This one, this one. Yeah. So yeah, if you speak French, you speak French. Just even if you're not, I have some of my friends actually, who don't speak English, but, uh, sorry. So don't speak French, but I told her, just joined the group, check the units and you can use the translate options from Facebook to see what I'm talking about, because there was a lot of things you can learn as well from it. 

Joseph: [00:24:44] Now, um, are you, uh, is your group, um, still primarily a marketing to the US or are you using the French speaking language to your advantage? Are you marketing? I try not to get into just this. I don't know exactly at what level, like how effective or how worthwhile it might be in, in the, in the French market, but is what, what, how much of it is, is in that, uh, is in that realm.

Florian Tep: [00:25:07] Um, so the, that's what kind of made me different on the French market is I'm not selling neither on the French market, neither on the US market. You know, I had this, this project that I call like unsaturated markets, where I'm going to find big winners because US and French has become so saturated, so much, so much competition, even a French market wasn't situated maybe like three years ago. And then some guys, uh, came in and the, before me and the highlight the scale the shit out of the course, like, you know, super popular in France. It became like super saturated, um, US same as like, okay. Like I discovered those unsaturated markets a little bit by accident because my ex was like from Norway and I was like, let's try this market and see how it goes.

And it was a fucking gold mine, like we scaled to over like, so I remember like one week after launching the store, we were scaled to 4K per day with 50% profit, just on the small market in Norway. And I was like, oh, what the fuck? This is like a gold mine. We two products, maybe, you know, and then we tested like two or three more products and we skipped over 200 K in three months with like a 40% profit like numbers that I've never seen on the us market.

And it was like, whoa. And then I was like, okay, this is not always working the same. That destroyed the other countries. Let's try Denmark, Sweden, Germany, like all these European country, like translating stores so that people think it's, they were buying from local store and like taking those best sellers that we take for that we saw in the French market.

And that's basically how I, I did drop shipping for the past few years only doing those. Sometimes I would find a good product on those markets and I would launch it on the US different marketing was to work, you know, but the French and US are not my primary markets to go for.

Joseph: [00:27:05] Yeah. I mean, the USA. French. I didn't, I didn't know about so, uh, but, uh, I, I hear you. So one thing that, so this, this, this, uh, this, uh, cross mine earlier, cause you were just comparing, you know, the, the cultural difference between the more, um, I guess proactive, uh, uh, uh, you, you also entrepreneurs versus I guess the more reserved, um, uh, methodical, uh, French market, did you, uh, or French speakers and rehab noticing, uh, anything like that with the people who had been reaching out to you to work in the course, like, were they a little more slower to the take and you had to kind of condition them to be more like the Americans. 

Florian Tep: [00:27:46] Yeah. So basically like the way, because of how I am I think that attract students that had this more go getter, personality, you know, like the, they don't want to be frictionless, just want to take action and execute fast and get results. And, and I think, yeah, people, they can identify the straightened in me and they're like, oh, I like this guy.

Like the way he thinks, I like the way he does it. And then the, so they want to turn my course, you know, and because they have the same kind of mindset. And I remember like, uh, at some point when we were like around 180 students, I had over 90 students that, that crossed the six-figure mark out of 100. So I'd had the 50% of people of my course that reached six figures in sales.

It was like pretty impressive. But yeah, it's, it was only like for my organic traffic, but then we want to send it to scale with ads. And it's different because you have a different quality. Like when you have people coming from your group from your organic. Then they know who you are, this your content, they see the value add when they come from the ads.

Uh, the  quality is not so it's like people who like, see the ad, they're like, oh my God, this is like my new opportunity. And the, they don't know what they're getting into. And they, they get into the growth of the rest. It's super, even if from giving super good information, it takes a lot of work and then they give up and then, uh, it's, it's, uh, it's different. 

Joseph: [00:29:07] Yeah. But th there's a, there's an interesting insight there. It's just about the difference between, um, ads, which, I mean, it's, it is, it is a gamble with ads, regardless, because you're always trying to reach out to as cold as you can justify. I mean, you want there to be some more warm of, they are, the more likely they're going to commit to something else anyways, versus the efficacy of organic marketing, which, um, conveys more about what the experience will really be like, you know, they, they get to know you a little bit better. They know what to expect and have an affinity for you. So they're more likely to them, uh, reach out and be more in line with how you would want to direct your, your students. So, yeah, that, that makes sense.

That checks out to me, uh, kind of veer off slightly just because, uh, I want to make sure I get this question and this is it. This is why I enjoy asking, because a lot of people that I talk to, um, like lists such as yourself, uh, have a distinct background, and I asked you, you know, there's any takeaways or anything that came with you in business, but I'm also wondering about your, your dance experience did, um, and maybe it was, I mean, I don't know how much the cause Zumba.

Translate into, into selling product, but maybe about like your, your, uh, determination mindset habits, what did anything from your, from your dance experience form into a skill set that came with you and to e-commerce? 

Florian Tep: [00:30:20] Yeah, definitely. So the thing, so what I was doing when I was dancing, so I had this, I was obsessed, obsessed.

I'm like really putting into all my soul into it and was to separate in the business. And what I'm doing is, um, I have, uh, uh, I'm very good at picking up things and then like, kind of like writing some kind of process. So like my whole will look exactly the way that's the super like detail in terms of technique, in terms of musicality of everything.

And I don't think anyone else did that, like in the, in the dancing, because it's absurd, but, um, yeah, so I keep the same like mindset for the, for the business where I would like always reassess, everything that I'm doing, uh, trying to get feedback from people, you know, like for the dancing or certainly videos to some of my friends and I would get to that. And then it says for the business that I would like follow lots of ads, I would underline something.

I would ask someone name and I can check my ask would do like I have those numbers, but sure. And then you don't have this, this for knowledge, like put your ego aside and always be like, oh, I don't know. Even when you get advanced and always have this like growing mindset where you can learn from anyone, you know, even like from big, you know, sometimes I see my students, you know, and I learn a lot for my students because they discover new, new stuff.

You know, it's not because I'm teaching them that, like, I have nothing to learn from them. So like this growth mindset that I had from dancing, I translate it to the business, the passion, also the obsession and, uh, the teaching also like the way I was teaching, dancing, uh, like, um, because people say I'm very good at explaining complicated things.

Into Lexi in a simple terms in a, in a step away. And that's what I did for them, for my students. And that's what I do also for econ. So people love my content because they say like, oh my God, it's just, you made it so simple the way from the way you explained and that's yeah. 

Joseph: [00:32:17] Yeah. Like my, my dance experience is, uh, is pretty, uh, uh, limited my, my girlfriend, she bought just dance on the, on the PlayStation a couple of months ago and I got, I got into it like crazy because I'm as a gamer, I like, you know, the, the rhythm electronic match and moves.

And so it appeals to my competitive side and what I noticed and what I think this is true about, um, about, you know, instructing dance that can be conveyed into other areas as well is that, you know, you, you got to build the muscle memory little by little, you learn the steps. People can't jump into it right away, uh, being, uh, being ready to take a ticket on stage over time, the person becomes more comfortable doing the moves until the, to the point, to the point where it becomes second nature.

And I think that's going to be, that's got to be true to about e-commerce too, is you got to learn the steps little by little. 

Florian Tep: [00:33:03] Yeah, don't, don't go too fast. Like basics of the most important, like the basics are basically their product research, the basics of copywriting, understanding of customer, the conversion rates, optimization principles, everything.

And then you can like go into techniques that are going to get you to scale. 

Joseph: [00:33:18] Exactly. Cause it, it, it it's, it's what I was thinking as well as asking about a very early on about how it was, you know, a slow, slow, slow, and then it just exponential because everything clicks all of a sudden. And then all this, all of a sudden, all of these, all this training starts to pay off and then you start to move more organically.

My describe my dancing or my discovering business. I'm trying to do both here. That's the point.  

Yeah. 

Florian Tep: [00:33:38] It's brilliant. There is a lot of similarities in my journey, the dancing and the, in the business, you know, it's a big identity too. I was struggling a lot at first and it became just exponential at some point where like everything clicked, you know?

And then when I started, so it's like, so when you start to check something, is when you start to remaster something. That's what I noticed. So when I started teaching my dance cause I had time to break down what I'm doing, you know, because I had to break it down to explain to my students and it's in for business.

When I started to teach like econ, I started to break down like my principles as well into like simple processes and formulas. And I was like, wow, it's so well to explain this way. And my students loved it and they got pretty fast, you know? And I'm always focusing on the foundations for foundation foundation, as you said first, and then like go into advance.

Joseph: [00:34:31] So, so here's what I, uh, what I'm wondering now, where so, well, that, that, that question is, uh, is wrapped up. Um, I didn't have a follow up for it. I wish I did, but that's okay. So you're, you were describing that, uh, us not don't bother don't go over the saturated markets. Uh, it was the Scandinavian countries.

I pretty sure that Scandinavia like Denmark. So, I mean, I, myself right now, I I've, I've got my first, um, a few skin cells in the game. Um, and obviously it's still a highly appealing to wanting to appeal to the US and Canada. And it, it is more of a cultural thing just because I think I know of more about how to speak to people that I've absorbed their dialect, uh, pretty much all my life.

Um, but so people in my position, what would be like the first couple of steps to, uh, consider selling into, you know, these, these less saturated markets, like the Scandinavian countries, I would imagine language is a barrier. I was still wanting to go to English speaking countries, but there's quite a few of us.

Florian Tep: [00:35:29] Yeah. So basically, so what you need to do is first, like find products that are, uh, trendy. So basically if you have big products that crushed it in, you have a broad appeal, you know, mass market product. You don't want to have something too niche because then because those markets are super small. So if it's too niche and you won't have enough customers to escape, but if you take sort of some trending products or cat products or dog products, like everyone in wherever they are in the world, they will have dogs cats,  or kitchen products.

So those are like pretty broad, cosmetics or beauty. And what you want to do is find what's what's proven. So you either take what's trending right now, like what is being said. So you go to add spice or any other product research method, you see what's trending and then you don't need to take exactly.

You can do some, even some crap. I used this, this, this app, um, is a descriptor. That I'm using. Yeah. And yeah, I don't know if you're interested, you can, uh, I can put my link. I haven't even have this long code for people who use it and they want to use this app. They can scrap any product on initial I store reduce, you know, so what I do, that's just crap.

There's something that is working. I just translate it. So I find a it on or off on Fiverr or Upwork, the quality is better on Upwork than Fiverr. Um, so whatever language that Norwegian, Denmark, whatever, and then I just translate the whole store. Um, so for example, for the, for the terms of service and everything. You find the store on ads by who already said to Norway or Denmark and so on. And it just, you scrap their, uh, their legal pages and just change the name of your company, you know? So it takes time. And then later, just to test, you know, then after I want to make things clear, uh, have the legal pages more better than you can hire someone to actually translate something.

But at first you don't want to waste too much time on that. Do you want to test quickly? So you scrape. Uh, so either, like I said, product that worked very well last year or two years ago, or six months ago, and then you just launched them. So you translate everything higher transit on Upwork. You also translate the ad, copy the creative something.

I don't even, like, I just take the same creative from the store because I want it fast. I just launch it, see if it works. And then from there, if it works, then I just redo it and redo my own content with either like. Other YouTube videos, like making a mix of future videos or hiring some UGC content, you know, finding influencers on Instagram and like micro, micro influencer, then ask them to do th the testing method is pretty classic.

So yeah. Yeah. Like AVO with like 10 ad sets with like 10 different interests since the market is smaller, like you would need to find a few is you just have to know where it's going to be 5 million people. So, uh, you can start with audiences that are like 200 K uh, people in the audience just for testing.

And then of course the better. Um, yeah. And then see if it picks up and then from there you can, you can skate. And the thing is like with this fundamental market, they have a big purchasing power. So you can't even price higher than, uh, there are some products that I saw there were sitting at some certain price in France or the US.

And I was like, okay, no way. It's so, because I was in Norway, it's so fucking expensive, man. This countries that's like in terms of cost of living. So I was like, okay, let's put the price would convert a 10% commission rate with a higher price. So better margin or profit. But our commission rate people are not complaining as much in those countries and in a us or France, you know, it's like in the culture that are more like, they just don't complain, you know, they don't waste the voice much.

I think. 

Joseph: [00:39:29] Yeah. There's a word for it. I think they're content. Yeah. 

Florian Tep: [00:39:31] Maybe even if they would, they wouldn't like. Um, be super, uh, loud about it. So yeah, basically find mass market. So if you, for people listening to the podcast, if you have something already working on the US market, fresh market, whatever, uh, just take the same stuff that you it's proven for.

You translate it, launch it on a new starter, this fully translate to one of those markets. So now when I was in Australia, Africa, not too many people there, so it's becomes more difficult, but it's still more easy to than the French or just market to me. But Denmark's within our super goods. Also, like if you want to do English markets, you can do UK.

So like have a store like in British pounds and it will convert. You said only two, you can, it will convert way better than your travel starting with so a crushing to the UK markets, it's less competitive than the. Um, yeah, and the union also need to of course have the language translated in plastic currency in the local market.

So you just go to it and see what it is and if you're not sure. So let's say you already have a star in USD. You want to change the currency to, for example, the Dinesh crone, like the currency in Denmark, but you already had some sense on the store or introduce contact professor brought and they would make a change for you so that you can, you can do it.

And then it's one of testing of products in our stores work on those markets. We can do a select niche store, one product store. I did it two, it works, uh, most of both. And it's like taking something that is preventive and just sort of punching it, just translate. 

Joseph: [00:41:10] And then what about logistics? Is there, are there particular 3PLsPLS that, um, are more effective to servicing those parts of the, uh, of the world?

Florian Tep: [00:41:18] So it's basically the same depends on the country, but like you have a, the same one that you can do it at uni express, uh, if I can, uh, if you're testing the product, you can use a AliExpress drop shipping at first, but of course it's better to move to a, an agent or supplier when you scale. Uh, but yeah, you can, you, can you have the delivery and depending on the country, like seven to seven days to two weeks, you know, pretty fast, um, it's pretty from China.

It's pretty easy to, to go to those markets and then you have even more like, just talk about Scandinavia, but I have students crushing to Germany. I never managed to make anything work there. Like a lot of like add to cart. But some of my students spend some good numbers.

There just kept some products to Portugal, uh, someone from my friend selling to Japan, to Romania. And also what you need to do is also local payment processor. Because someone, for example, in Germany, like people pay 80% of your pay with paper. So it's like, if you don't have PayPal on your store, you you're not going to be able to serve children.

So it's a lot of information like that that you need to know. Um, if you have cloud, it's going to be market is going to be better, but  is enough, usually 80% pay by card. So you don't even need PayPal. If you're, I know a lot of people are banned from PayPal, so we've just created. The credit cards. So my friend who was selling to Japan told me like, just same paypal is enough.

So yeah. But it's always better to do some research about the local payment processor and see if you have it, it's going to be better. 

Joseph: [00:42:59] Yeah. That makes sense. That makes a lot of sense. Okay. Just one small thing. I need to clarify for my own sake. So, um, it sounds to me like, let's just say for instance, I started selling to Japan.

Uh, I would want to get a Japanese domain and basically like copy maybe as much of my website over as I know. 

Florian Tep: [00:43:16] Okay. You mean the Japanese domain.com is enough. I said.com or .co and it works whatever the country is.

Joseph: [00:43:22] Okay. Is it, but am I, I'm sorry, I'm sorry. I'm just, uh, not sure about this. You have to forgive me, but so if I'm, uh, if I'm so selling to Japan, I can, I can translate everything over now.

Is it when website that will switch languages or am I still putting up like a secondary website to service a particular area? 

Florian Tep: [00:43:43] Uh, secondary is better because I've tried to like to have this one single store and it's a big mess. You can use the bloods for that, but it's a big mess because then your email sequences is not translated and like, she'll be fine stuff, you know?

So it's better to have one store per country or so like when you're not on Facebook, one page, don't put your, all your eggs on the same moment and baskets, which if you get the bond from you, not only you have to find different countries on the same page or the same content, if you get banned and then you lose all your markets.

So it's better to have one page and one website for country. 

Joseph: [00:44:21] Yeah. Yeah. That makes it makes, uh, uh, way more sense that way. Cause you also need to specify payment, processors, specify language. Um, and so th th th the list of reasons to do it just goes on and on. And so it's, it's important to keep that in mind.

And for that matter, you know, most of the design work is already done. Like if I were to. Start selling that Germany. I know on my website looks like most of that is taken care of. It's just about okay. And then the, and also it's, it seems prohibitive at first, but a lot of the, uh, the, the logistics and payment processing, of course, most people say logistics.

They just talk about shipping. When I say logistics, I think all backend, because that's just me. But once you figure that stuff out, you figure that stuff out for the first store. Now you understand that for any additional sort of, that person wants to run. So it committing to a country takes guy does take some extra research.

So I would say like, if it, for me, I would think very careful about which country I would want to market to. Um, and then from there, you know, the, sky's the limit with how many stores I can, I can potentially run. 

Florian Tep: [00:45:23] And you with this method, you need one product that is crushing it, and you can scale it horizontally across like five different stores and from different countries.

That's also the magic . Once the product die, really to find out another product you just don't just send product. It's proven to different markets and scan whatever, because it's not going to work on every market. Uh, just get like the one that are working and if it's not, then it's okay.

Joseph: [00:45:48] And it's worth mentioning too. Um, you know, not that we, uh, I try not to get too much into like, you know, plugging territory, Debutify theme that's been, um, that's been how they use so for, for, for your students as well. So you've been able to. Is the Debutify theme that you guys are firing up when setting up into another country. 

Florian Tep: [00:46:09] Yeah. So that's, that's what I accepted to this podcast because I really liked Debutify. It's so simple to use.

And that's the term I say to my, to my student, like, just go for the fights. We're going to start with the free plan and going to wetland, or if she wants it's super it's clean and yeah, it's basically you translate all the  things that you have by default. And that's what I love on the theme.

It's like those guarantees. Things that you have on the footer and you can translate them. And it's good because we can do either one product store brands or general store with it's like very, very versatile and, uh, yeah, all my students do it and now they are all using Debutify. 

Joseph: [00:46:52] Yeah, we don't want to, and again, I didn't want to spend too much time just to get you to, to, to praise Debutify, but also wanting to make sure that I got in there.

Just, uh, just a little bit.

By the way, if you're a current user Debutify or haven't tried us out yet, Debutify version three has been released and now was a good time to upgrade or get started as any. A streamlined user interface along with an ever increasing array of conversion boosting add-ons is waiting for you. So download today for free and start your journey. Who knows, maybe I'll be interviewing you before too long.

So one of the components here, business, I just also wanted to hear a little bit about, um, which is a digital flow. Uh, you have to forgive me if like you've already mentioned it, but maybe you didn't call it the name. So this is your, is this an ad agency that right? 

Florian Tep: [00:47:39] No. So basically it's just like, when I opened my first company, I was like, okay, maybe I need to, maybe I'm going to switch to an agency or something.

And I want some kind of like, fancy name. So I just came up with a digital flow agency, but in the end I'm just doing e-comm and having the courses right now. Uh, and it's more like my personal brand name that is used, uh, rather than the name of the company. So it's like people know me as front up and not like digital flow agency.

Joseph: [00:48:07] Okay. Yeah. Fair enough. We're we're coming up on the, on the final, basically 10 minutes of this, of this here episode. And I gotta say the, the, the value has been immense. And so I'm just like, my, my brain is just in a, in absorption right now. So I checked out some of the, uh, the content that you had written on medium.com.

There's some cool articles there that, uh, I would, I would recommend people to check out. Um, there's one. I want to definitely make sure that we, uh, that we make time for, which is about morning routines. Now I haven't talked, I haven't done too many mindset questions lately, but morning routine is probably one of the most important elements to a person's day.

If they don't have their mornings, right. The whole day can fall apart. And I know this because even, even days where, like, I didn't quite. At my ideal time, it, it compares it's exponential and it messes up with the remainder of the day. So I love it for you too. Um, let's, let's start with the present and we'll work our way backwards.

So what is your morning routine these days? And then how did we construct this over time? 

Florian Tep: [00:49:09] So the first something super important in morning. If you have one, to me, it's like one of the biggest takeaways you can take from the, from this podcast, even more than the technical  about the unsaturated markets.

It's, don't look at your phone first thing in the morning, like it's so life-changing and once you started to do it because when you start to use, like you wake up, you first, when you started to check your phone, your messages, and you start your day in interactive mode, you're like, you know, if you get some stressful messages from your team or from their family or whatever, uh, and you would still like use your brain to boost up on the morning, you know when, like, usually if you want to get, you got to get put in the work and you get like 2% from the satisfaction of, of, uh, of getting work done.

And if you, yeah, you fill yourself with like dopamine, right from the start it's still gonna have to productivity is going to put you in directive mode. So usually what I do is I don't watch my phone until like noon. Um, so I do like my work, uh, in the morning. Um, so my routine is like slightly get started.

No, no phones. You can, you can, uh, what it can do is you can put your phone in, uh, where like your alarm or your phone, use the alarm on the phone. Some words that you have to stand up to turn off the alarm so that you get started. And the first thing I do is like cold shower because wakes me up, you know, um, culture.

But like I was doing it in Europe when I was living there during the winter. It's just me. We move because you do something that is super uncomfortable, the cold water wakes you up and you get like, you should be good at sort of like, whoa, I did it. Like I, it was so you, you accomplished like a hard task.

I don't know if you read the book. It's like, he says that if you start your day by eating a frog, then you're, you cannot have, it's like the most difficult thing during the day that they cannot be worse than that. You know? So that's the idea with this cold shower thing. Uh, and then from there, I like to do, uh, in addition, uh, reading for like 10 minutes, you know, just to some business books in the morning for like 10 minutes, in addition for like 10 to 20 minutes, depending on the day and, uh, right.

Struggling. So sometimes I draw in the morning, sometimes in the evening, depending on if I have ideas, thoughts that I want to write it down. And then I guess other of my days, so sprint. No notification nothing like deep work on the most important task of the day. Something that is like really intense focus because that's in the morning that you're the most focused and yeah, you work on this task for like one hour and a half, two hours, and then take some breaks and bottoms to take breaks and then do another like deeper work session for artists.

So it's like, you want to get done? I just like triggers of the proper day because that's, what's gonna move the business once it's done. Then you can feel like your day is like, you will feel like, feel like it's going to be like noon and you'd be like, shit. I did already so much, you know, during my day.

And then in the afternoon I do more like shallow task and replying to messages to email to my team and perfect. That's what made that look like. 

Joseph: [00:52:30] And, and this doesn't all happen all at once, which is, I think is one of the issues that I, um, had that identified with myself. And then I picked up when I read the article, is that somebody who's

the total bomb. They have no good habits whatsoever and they wake up one day and they think they're going to be able to do all of this. And that's just not true. The reality of it is, is that you're you have to build this like one habit at a time. 

Florian Tep: [00:52:50] Exactly. And you want to do it smarter. For example, if you want to take the habit of meditation, don't put yourself too much pressure on doing like 10, 20 minutes per day.

Just say, I'll get you there. I'm going to just gonna get one minute. Cause my eyes, maybe like we stand on like this, like inhale from the nose, exhale from the, from the mouth for 10 times. Boom. And when it gets started, maybe you can let be okay if I do do this one minute, it's fine. I did what I need to do, but sometimes you will go like longer and you feel happy about it.

So you want to focus first on the consistency and then on the habits. So same for the culture. Like, no I'm doing  but you can do it first. Okay. I just gonna open the shower. So I'm just gonna get one spray for like five seconds. And then I would like change it to the. So always find a way to minimize the habit as much as possible so that you get consistent with it.

And that's what I do is I also have a tracker where I, you know, I have a daily tracker where I, I tracked, like if I did my habits, how my day went and then that's something I learned when I took a coaching performance and productivity and, uh, yeah, focus on consistency first. And, uh, and then the habit, little by little until it becomes.

Uh, yeah. I'm passionate about this topic. 

Joseph: [00:54:12] Yeah. Yeah. I, I, uh, well, I appreciate it a lot because there was a few things that weren't even like working out for me in the morning. And it's funny too, because just to tie the whole thing in full circle is that there's numerous similarities between this and teaching somebody how to, how to dance is that, you know, you have to do these little habits little by little, and then over time they, it becomes like a nature.

And next thing you know, you're doing, you're doing a naturally, uh, cold, cold shower though. That's been a hard, hard barrier to cross. 

Florian Tep: [00:54:40] What habits are you struggling with right now? 

Joseph: [00:54:43] Uh, consistently getting up. Um, I, what I try to do is I have my alarm at 8:00 AM, but I try to have like a natural wake-up. So I'm trying to like wake up naturally at seven and use 8:00 AM as like, um, uh, as a, uh, as a, as an alert to, to get up.

And, and, and the hard part is just fighting the urge to cozy up in bed for a few more minutes. I mean, there's other problems too, but that's the first one that I, that I fight. 

No, I, uh, I do have to get up out of bed to go and I don't, it was on my phone. I have, um, a product that I'm actually tempted to drop ship because it has this light thing that pop that.

And, uh, so my phone, I turned my phone off at night and I go put it somewhere in the other room and I try to mix it up each time so that when I go in there, I'm like, where did I put my phone? Just to try to like minimize the chances before I, um, uh, before I end up turning it on. 

Florian Tep: [00:55:35] Yeah. Have you read at the big habits from? 

I think it's the best book you can read on the subject. I would predict habits breaking bad habits. So, so good. So highly, highly recommended to anyone who wants to increase their productivity. Okay. 

Joseph: [00:55:53] Well, that's, uh, uh, um, I, I wrote down everything that you had mentioned so far, so, uh, that that's, uh, ate the frog and habits and yeah.

Florian Tep: [00:56:01] Yeah. I would start with atomic habits. 

Joseph: [00:56:02] Yeah. And I'm glad I brought this up because the person needs to be able to, to succeed. It's not just the methodology behind shipping. It's about the first section. Yeah. 

Florian Tep: [00:56:12] Mindsets things, identity and missing a lot to some events in general. So super smart guy. He has a lot of podcasts and super like every morning I stopped my day.

Actually I listened to some events, even if I already listened to it, sometimes just listen to it again. That's good stuff. 

Joseph: [00:56:31] Excellent. Um, and with that Florian and we've, uh, we're just about to come up on an hour, uh, and I have to say this has been a fantastic episode. Uh I've just, like I said, my brain is just soaking all of this in, and I'm hoping my audience gets to do that as well.

So before I do my wrap-up question, there is one other question that I'd like to, uh, to pitch you, which is, um, you don't have to make like prediction. Some people don't feel good about making predictions, so no worries, but like, what would you like to see, um, a change or a grow or evolve in the drop shipping space, maybe in the next two to five years?

Is there anything that kinda sticks out to you that you'd like to be like, I really like this to be different, or I think we can improve here in this, in this area. 

Florian Tep: [00:57:10] Uh, you mean in general, what needs to be changed? A lot of scammers like that. The that's why also like Facebook became so hard with everyone is because they ship the product.

Sorry. They send the product, but they don't ship anything. So it's good. It's actually good that there is all these restrictions because it's. The bad actors after the market and yeah, like, uh, like people focusing more on the quality of the product rather than just selling any shifts, uh, yeah. More professional, like professionalization in the industry so that it's not perceived as something because it is perceived like very badly outside of the ditch by the customers, but a lot of people, you know, so, yep.

Joseph: [00:57:55] Yeah. I agree with that. I, cause I mean, I'm, I'm coming in on a, on a later wave of it, um, where a lot of these restrictions have already been imposed and I do feel good about that because it, it brings it back to, this is at the end of the day, you're still running a business and you know, you have to have a brand, you have to have a mission.

And so, uh, for that reason, the, the harder it is, the more it brings it back to you have to run a legitimate operation. And that's kind of like my final word on that. And with that, um, so the, the wrap up question for you is. If there's any other advice or a Chinese proverb would be like anything along those lines, feel free to share it and then let the audience know how they can get ahold, especially if they are a French speaking.

Florian Tep: [00:58:34] Yeah. So yeah, last at my second is like for people who are beginners, a shiny object syndrome is I think it's the problem of most of the beginners. Don't try to find the magic pill. The magic credit is going to like make you rich overnight to just find a good course. Uh, or someone that you a good mentor and follow exactly what he's saying.

Hustle, hustle, hustle to get results is going to be the hardest shit. Shit is going to hit the fan a lot. But if you don't, if you have the mindset you're determined and focused super focused, then you get to a certain way and for, to find me so you can find on Instagram, Florian Tep, or at that, or just type Florian Tep, you're going to find an Instagram.

If you have any questions after listening to this podcast, DM me. I receive a lot of DMs, but I'm trying to reply to everyone. And, uh, for the French people. So if you speak French, you can try my group on Facebook drop-ship heroes. And, uh, I also have a YouTube channel. You can type Florian Tep in French and you can check my contents.

Joseph: [00:59:43] Okay, excellent. I honestly used to do, you said for the French speakers, I thought you were just going to tell them in France and in French. And just the. 

Florian Tep: [00:59:51] I mean, if they're listening to this podcast, they understand English too, you know, and of course some English people want to join my group or foreign minister going to, it's fine.

They can follow me and I'm happy to help. 

Joseph: [01:00:05] Awesome. Well with that, um, uh, once more you, you have my, uh, my sincere thanks for your time and your knowledge and, uh, to our audience, uh, a big thank you to all of them as well for, for, for sharing in this and giving me the opportunity to be able to collect and provide this information, and also be the difference you want to see in the world.

Uh, thank you to my team, to Angela, to Micah, for all the work they do to put this content together on the backend. I know I've done editing too, and we don't get thanked that much and it kind of sucks. So I'm just trying to change that. So, so thanks guys. I mean. It means a lot to have to know that you guys have my back. 

And with that, take care and we will check in soon.

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