How Jason Went From $10,000/Month-$20,000/Month By Staying Focused

How Jason Went From $10,000/Month-$20,000/Month By Staying Focused


How Jason Went From $10,000/Month-$20,000/Month By Staying Focused 

Niche: Helping high school students get scholarships for college. 

Here's what we cover:

1. Where Jason was before joining Consulting Accelerator.

2. The specific group of high-performing high school students Jason markets to. 

3. Jason’s package and price he offers to his clients. 

4. How the mindset and sales script training helped Jason scale his business. 

5. Jason’s three-year business plan. 

6. The most transformative part of Consulting Accelerator for Jason. 

Jason’s #1 piece of advice for members:

Don’t waste your own time!


Transcript / MP3

Sam Ovens: 00:00:00 Hey everyone, Sam Ovens here, and today I have Jason Yee on with us. Jason has a business that helps high school students get scholarships for college. When he first started Consulting Accelerator, what month was it now? It was June? Jason Yee: 00:00:19 July. Sam Ovens: 00:00:20 July. Jason Yee: 00:00:21 Yeah. Early July. Sam Ovens: 00:00:22 So not that long ago. When you first joined, the business was making around 10 grand a month and it was kind of inconsistent, but over 12 months or whatever it drew out to about 10 grand a month. Then it went to about $20,000 a month, and now in the past one week, in the past seven days, you made $20,000 just in that period. So that's quite a jump going from 10 grand a month to 20 grand in a week. This all happened pretty quickly. In this interview today, we're going to really dig into it and learn more about the business in the niche of helping college students get, well I guess they're not really, some countries call them college students. Some people call them high school students. We'll just call them high school students. So really learning about how you pitched that niche, and how it works, and how you market to them. Everything. I'm looking forward to jumping into this. Jason Yee: 00:01:20 Sounds good. Thanks for having me on. Sam Ovens: 00:01:22 So let's go back to when you first joined a few months ago. You were telling me you actually first joined for your own business, which was a hockey training one, and then you pivoted over to the other one. Walk me through exactly what happened back then. Jason Yee: 00:01:41 Well, I had this online hockey training business, like you mentioned, and it was doing well but I was really looking to get it to the next level with Consulting Accelerator, and so I joined and I always help my girlfriend, Madison, with her business which is the business we're talking about, helping the students get the scholarships. So I began applying what we were learning in Consulting Accelerator to both my business and her business at the same time and my business did a lot better, definitely improved, but then her business really took off. Consulting Accelerator gave me that framework and the data to really look at it and be like, "Wow, her business is in a way better position to take off and here's why." Jason Yee: 00:02:32 So then really I realized this is a great learning experience for me to see how can we take a business that's precisely where Sam wants it to be and then really put a foot on the gas and see what it would do. It's done exactly essentially what you predicted it would do, which is just to take off. Sam Ovens: 00:02:53 So you said it was much further along than yours, and you could tell it was in a better position to benefit from this. Explain what that means, like what actual things did you see? Jason Yee: 00:03:08 The niche offer result was just dead on for her business. For my business it was very murky and unclear, and make no mistake, I don't plan on giving up on that. In fact, I'm still working on it, but I just realized there's a lot more iteration I have to do to get that niche offer result to be really clear, whereas hers was just so clear, and she just doesn't have people say no to her offer. That's how good it is, right? Sam Ovens: 00:03:40 So what is the offer? Jason Yee: 00:03:41 So the offer is for high school students to help them win scholarships heading into college. That's the basics of the offer. Students who we're reaching through the Facebook ads, and who are coming through a VSL funnel or through the webinar, they see that value and it hits them smack in the face so hard, and they just, they don't say no. Sam Ovens: 00:04:09 So these, I just want to dig into this a bit to understand, because not all high school students are looking for scholarships. Some are looking. Some might be interested if they were aware, and some probably aren't interested at all. What specific group of these high school students does this business target? Jason Yee: 00:04:34 Well they're definitely the high performers, right? Sam Ovens: 00:04:37 High in fitness, or in academics? Jason Yee: 00:04:42 They're like these, I call them our thoroughbreds. They have a ton of volunteer experience, they have a ton of extracurricular experience. It could be music, could be drama, it could be sports, could be anything. So they have great academics, great involvement, and them and their parents really view education as an investment. We don't get people coming through the funnel that aren't psyched for the offer. If one or two do slip through, they don't even answer the call because by the time they're received all reminders, and the different things, they don't even answer the call or we've already canceled their call. So we don't really waste any time with people who aren't interested. Sam Ovens: 00:05:27 So then these people who you classed as high performers, like they're probably looking for scholarships aren't they? Jason Yee: 00:05:38 Yeah, they at least have the idea that they want scholarships. Scholarships are a very tricky thing to navigate for high school students, for anyone really, because there's a lot of information, but not a very structured approach to get there. Much like your course, right? There's a lot in business, but it's all very murky as to how to actually get there. So, they have in their head that they should be applying for scholarships and they should be winning, and they also know that they have this gap of how much school is and how much they actually have. So most people are pretty attuned, but they just don't know how to really get started. Sam Ovens: 00:06:27 Got it. Why do they want a scholarship? Jason Yee: 00:06:31 Usually it's there's actually a financial need. I think the schooling system is different around the world, but in Canada, our schooling is pretty affordable, but it still comes down to, at the end of the day, most students graduate with an average of $26,000 in student debt in Canada. I think it's much higher in the states. So I think they're really looking, they know that they have that gap there that they're going to have to take up this loan, so they're aiming to reduce that possibly even come out ahead. Sam Ovens: 00:07:10 Got it, but it's not stopping them, right, because anyone can go to college if they get accepted because they can just get a loan, Jason Yee: 00:07:19 Yeah, no it's not stopping them. You're right, but there's also, I think an element of, when these students are wanting to win a scholarship, it's also part of the game, right? There's a bit of wining involved, so that's definitely part of it too. That's why I say, I think the type of client that we have coming to us is dialed in for that. They're competing in school, they have these extracurriculars, and they're wanting to win these scholarships, they want to win them, right? Sam Ovens: 00:07:54 Yeah, it's like another badge to put on their jacket, you know? Jason Yee: 00:08:03 Yeah, there's certainly people that are, because there's some big, big scholarships out there that would pay your whole undergrad, and then there's people that they want to win them, right? So they want the help with that. Sam Ovens: 00:08:16 Well I'm literally thinking of kids at my school that got scholarships, they would actually wear their different badges on their uniform. Like the prefix, head boy, like all of these different things. It's another one of those things, you're right. It's like another game to get another achievement. So I understand this, so you're helping people who are high performing in college in their high school system, and you're helping them navigate the landscape of scholarships and increase their probability of getting one, or increase the probability of getting the best one possible. Got it. Sam Ovens: 00:09:08 Then your offer, like how much does it cost? Jason Yee: 00:09:13 So, it's $1,397 after the incentive based pricing. Sam Ovens: 00:09:19 Got it. They can't use the student loan for that, so that's real money. Because I'm even going, when I went to university, there was student loan money and real money, you know what I mean? Jason Yee: 00:09:33 Right. Sam Ovens: 00:09:34 How do they feel about that? Jason Yee: 00:09:36 I mean our clients get phenomenal results, right? So last year our top students were winning between 30 and $40,000, and then our average student was winning $9,100 in scholarships. Really grade 12, as we call it in Canada, is where the lion's share of scholarships can be won, so really we are taking these students who are great scholarship candidates, and then helping them maximize what they're winning in that year because there's actually also like $10 million in unclaimed scholarships each year in Canada. So we're helping them tap into that, so when it comes to that real money, the people that we're dealing with, they see it as an investment because there is a return on it. Sam Ovens: 00:10:23 You ever heard of that company Crimson Education? Jason Yee: 00:10:27 Yeah, I have. Sam Ovens: 00:10:29 But my friend has it, they help people get into Ivy League schools. Jason Yee: 00:10:35 Right. Sam Ovens: 00:10:35 Yeah, it's kind of similar to this, but it's specifically for the Ivy League ones, and their pricing is a lot more expensive. Jason Yee: 00:10:45 Right. Right. Sam Ovens: 00:10:45 Because there's a real need in the market too for students, or people who are at high school still, and want to get into these top universities, how to navigate that landscape. Because it's kind of like a computer game, if you do know how to play, you're exponentially more likely to win regardless of your actual underlying ability. You know what I mean? Jason Yee: 00:11:10 Definitely. Sam Ovens: 00:11:15 So now I understand this thing and exactly how it works. It's a cool niche. How did your, so what's your girlfriend's name? Jason Yee: 00:11:23 Madison. Sam Ovens: 00:11:24 Yeah, how did Madison get into it? Jason Yee: 00:11:27 Well she actually won, she headed into her first school being totally unaware of even just budgeting, right? So she was way off in her estimates of how much her first year at university was going to cost. So she was smacked with this $15,000 bill her first year, and had maybe like $1,000 saved up. She was like, "Whoa, how am I going to deal with this?" Then she started researching scholarships and the scholarship system. She's so tenacious, so when she gets a thought in her head she just won't let it go. So she really just started figuring out the scholarship system, and the grants system, and the bursary system in all these universities. Jason Yee: 00:12:14 So by the end of her degree, she ended up winning over $50,000 in scholarships, bursaries, and awards, and so she graduated totally debt free. Then before she even graduated actually, she began helping student athletes apply for scholarships, and grants, and awards, and that was going really well because she was in with all the teams, and she just essentially continued that. I've always helped her with the tech side, and then we've actually been very complimentary because she really got that niche off her result. She's very, very intuitive that way, like she can figure that stuff out, and I was always good technically, so I was always able to help her with that. Then we really just launched the business from there. Sam Ovens: 00:13:10 As you were saying that about all the different systems, that's exactly what they are. Like their systems with these different rules, and decision making criteria and everything. If you learn how it all works, it can make such a huge difference. I'm just thinking back to this friend I have. He wanted to get into medical school back in New Zealand, which is very hard. You have to be top of the top, and if you were a particular race, they had to accept more of these people in, right? So it massively increased your chances of getting in. So, he asked the question well, he found all of the different races that were given an advantage in this thing. Then he figured out, "Well how do they define that? If Samoan people get into, if they let more Samoan people into the medical school each year, how much Samoan do you actually have to be?" Sam Ovens: 00:14:16 Because you could be, you could be full Samoan, or you could have blonde hair, and blue eyes, and not look Samoan at all, but have a trace somewhere in your family tree, you know what I mean? He found out that it was 1/32nd is where they drew the line. Then he just went looking at his family tree with DNA tracing and everything, and he found one of those that he originated originally from, he had 1/32nd Samoan in him that he could prove. That was just on the threshold, and that was one of the races that let him in, and so he got in and got a scholarship. I had other friends that actually got way better grades, and they just got rejected. I was like, "Man that's exactly a system." You know what I mean? It doesn't necessarily do what it's intended to do. Sam Ovens: 00:15:14 There's always these parameters in it that are defined at some point, and if you find out where they are, you can get a massive advantage. Jason Yee: 00:15:23 Definitely. Sam Ovens: 00:15:26 So I can definitely see how this is a massive thing. When you started out and you were applying the Consulting Accelerator methods to Madison's business and to yours, how did you know that her one was more advanced. You said her niche offer result was more defined, but what signals did you see coming out in the numbers to actually prove that to you? Jason Yee: 00:15:58 Well I guess it was part numbers, but then also part the sales calls. Because I was, previously, I was selling everything without a sales call with my online hockey training business. In terms of the online product, I mean I still do coaching on the ice in person because I just love it. It's needed in order to keep your education up and really be in tune, so I had this very undefined in person offering, and it was hard to sell it. Then I had these online offerings that I wasn't jumping on the phone with. So then I tried jumping on the phone with people who were coming through, and I tried to start to nail down what a good niche offer result was, and I was just, I just couldn't. Jason Yee: 00:17:06 That's not to mean I won't, but it just in the few short weeks that I began trying to figure out what is the offer that's really going to make this niche, oh sorry, when I was trying to figure out what is the offer that's really going to make this niche jump, it was taking some weeks. Meanwhile, as soon as I was doing these helping Madison with her sales calls, and just listening to hers, and redoing the call recording, people were just like, "Yes." They heard the offer and they were like, "I'm in." So that was a big signal. The second signal was when I just put it in the, you give us the VSL tracking sheet just to track our numbers through the funnel, how the Facebook ads perform, revenue, profit loss, all that stuff, and her business just did much better. Jason Yee: 00:17:57 It was more profits, more sales, and I was going balls to the wall. Had all these systems in place, and pretty efficient in terms of the tech, and her business had none of that. So as soon as I went and started applying that to her business, it just shot up. I think it's definitely because the niche offer result was dialed for her, and mine still needs work. Sam Ovens: 00:18:24 Got it. What was yours originally? Your niche offer result when you started with the hockey thing? Jason Yee: 00:18:31 Well at first it was, I don't even know. It was come enjoy being a hockey nerd with me. There's hockey nerds out there who enjoyed that. Then I refined it to really making your skating faster, easier, more effective. Because skating is, hockey is unlike any other sport. You have this skating stride that is really the basis of all your movements. Most people don't respect it as such, so then I really honed in on that, but then how to really go about training it, I've yet to perfect. Sam Ovens: 00:19:10 What do hockey players want? Jason Yee: 00:19:14 Well ... Sam Ovens: 00:19:14 Well first of all, what type of hockey players? Because there's like the best hockey player in the world. There's someone who's just purchased some skates and never been on the ice, and then there's every layer in between. Which type of hockey player were you focusing on, first of all? Jason Yee: 00:19:31 That was sort of the problem was that it always came down to the hockey players mindset, because I had players from all over different levels, but in terms of their mindset, there was always people that wanted to learn and wanted to get better, and that's generally who ended up buying the course. Sam Ovens: 00:19:56 So are they always not as good as you? Jason Yee: 00:20:00 Oh no, some are much better. I mean I played pro, but some are playing at a higher pro level than me, but just recognized that I had a good understanding of the mechanics of skating. Sam Ovens: 00:20:14 So how does someone who's like better at playing hockey than you learn from you? Jason Yee: 00:20:23 Just because like my skating is better, right? I have a way better understanding of how the top NHL'ers move, so I can explain that to them and then show them. Sam Ovens: 00:20:36 Got it. So it's like at a whole level, they might be higher achieving, but at a component level of just the skating, you're at a higher level? Jason Yee: 00:20:47 Yes. Sam Ovens: 00:20:48 They want that piece. Jason Yee: 00:20:49 Yup. Sam Ovens: 00:20:50 That makes sense. Totally get that. Then do a lot of hockey players want to improve their skating? Jason Yee: 00:21:06 Yeah, they do. It's a pretty, especially because it's the most visual aspect of hockey, right? You can have a lot of goals, but if you are not a good skater, everyone just, it hits you smack in the face every time because you see it, right? If, I don't know, Rhett was a bad skater, I would see Rhett every day and be like, "Ugh, it's just horrible watching him skate." Sam Ovens: 00:21:30 I bet he sucks. Jason Yee: 00:21:31 That's what happens with, but if I saw it every day, I'd be like, "I can't even stand to watch this. I know he scores, but it's just ugly." Whereas I've seen a lot of players who are really good skaters, but not actually good hockey players, they get chosen for teams, but they also have these other complimentary skills, right? Sam Ovens: 00:21:56 Yeah. Because that is the fundamental skill of hockey, right? Jason Yee: 00:22:02 Yeah. Sam Ovens: 00:22:02 You could be good tactically, good mindset, good physical build, good leader, good at hitting pucks, know the rules well, but if you can't stake you can't move. Jason Yee: 00:22:17 Exactly. Sam Ovens: 00:22:23 This makes sense. So you were helping hockey players who wanted to, so really there's a higher level of this, which I'm just focusing on this because you still want to do your thing, right? So we can bring some clarity to it, and it will also help other people listening how they can see the process of working through it. So at a high level, you're helping hockey players play better hockey, right? But specifically, how you're doing it is you're focusing on the skating, improving that, which therefore improves that. Because you could have people that just want to play better hockey. Sam Ovens: 00:23:04 That's their goal, and they don't know what that is, how that's going to be achieve specifically. Jason Yee: 00:23:11 Right. Sam Ovens: 00:23:11 So if you just talk about the skating techniques, they might be like, "Oh, I don't need that." But if you just talk about playing better hockey, you'll pull them in there and then you can tell them that this is done through this. Then they're like, "Okay." Or you could, this is the same niche by the way, it's just two different ways of wording it which you would do in the same VSL and the same ad. Then also, you're helping, because then anyone, because how this'll work is someone who is a hockey player, but isn't as good as you, they're going to buy into the message that he's going to help me play better hockey. Sam Ovens: 00:23:49 He knows, because he's better than me, so he knows. So I'll buy into this, and I'll trust him that whatever he tells me. Then you've got the people who might be the same level as you, or better than you, and if you come in with the angle well they're like, "Well, how does he know that? Because I've already advanced past that point," but that's when you talk about specifically improving the skating. Then they're like, "Oh, yeah okay. I definitely need that, and yeah, he's good at that." You know what I mean? This is how it goes on in their minds. So really you would cover both of those things, and it's the same niche, and it's the same offer and everything, but it covers the array of people within that niche so that they can all understand specifically to their own situation. Jason Yee: 00:24:41 Right. Makes sense. Sam Ovens: 00:24:42 So where did you have trouble with it? Because it sounds like we got it pretty good just then. Jason Yee: 00:24:48 Yeah. I think, I mean a big one is my offer isn't priced high enough. It's whereas Madison's is priced correctly, or closer to what you're recommending. I mean, that could probably and where it wears off. Sam Ovens: 00:25:13 So what was your offer? Jason Yee: 00:25:15 So it's $497. Sam Ovens: 00:25:17 Got it. Why not higher? Jason Yee: 00:25:22 I guess limiting belief that if I charge a higher price that people won't buy it. Sam Ovens: 00:25:31 Got it. But how long were you doing this for when you first joined Accelerator before you just started focusing on Madison's thing? Jason Yee: 00:25:44 I started Consulting Accelerator July. I actually released the course in early, like a few weeks before it. I had a personal goal to hit $50,000 in revenue because I just wanted to like 10x my revenue, and so actually purchasing your course was part of that plan. I didn't 10x it, but I 5x'd it with help from your course, so that was cool. Like I said, it's not like my business was doing poorly, and I'm still working on it, it's just a matter of Madison's business really took off, right? So I got it early July, and have been working on it all the way through now to, I guess its been just over two months now. Sam Ovens: 00:26:40 Got it. Yeah, because you'll figure all of that stuff out with time. Time's the thing. I bet Madison's business been running for longer. Jason Yee: 00:26:50 No, mine's actually been running longer. I think a huge component of the simplicity of the offer, but that she has. She's had her simple offer running longer, whereas I had, like I said, this kind of very complex, vague offer of things but nothing at the same time. It wasn't, so she had her simple offer running, "I help students get scholarships." She had that running for like about a year, a year and a bit, and I had just started it 10 days earlier before getting your course. Sam Ovens: 00:27:27 Got it. Then, what sort of things did you notice when you started to apply Consulting Accelerator to her business? I understand now that happened with yours. I understand her once gave, like started to take off faster, but what did you specifically notice there? Jason Yee: 00:27:53 First off, mindset for both of us. Just that the memory curve versus the compound interest curve you talk about was just like it blew my mind. It really allowed me to realize I need to cut away everything and focus. Because I used to jump around a lot. I guess niche jumping would be the term, but niche jumping within hockey, so that was a big one. Just all that whole mindset course was just, or component, is just incredible. It really rooted me in the right direction. So that's a big one. I just have this, and so does Madison, just this laser like focus now. That's the first thing. The second one would be tracking. We didn't have an organized way to really measure the results, so we couldn't predict or make adjustments based on statistically significant data. Jason Yee: 00:28:57 So as soon as we started doing that it was like, "Okay, we're looking at the data. Let's be patient to really allow it to evolve, and then make decisions." Then because of that, we're able to make much smarter decisions, save so much time. Then your sales script is just, it's just incredible. It's just off the wall, so as soon as we've been applying that, it was like yeah, because you're not selling. I mean I call it a sales script, but you're not. You're just having a conversation and seeing if it's a good fit, and if it's an offer that excited you. Sam Ovens: 00:29:35 You're just clearly communicating in a logical way. Jason Yee: 00:29:40 Yeah. It's incredible. Sam Ovens: 00:29:44 Then, we'll talk a little bit about the mindset piece, because i know a lot of people do this. You said you were kind of just everywhere, but kind of nowhere. What, and you were jumping around in lots of different things, what was going on? What things were you jumping between, first of all? Jason Yee: 00:30:04 Precisely what you said in that component where you're saying that compound interest picks up, by the time your actions that you took a month ago kick in, you've already forgotten about what that action was, right? So, I was like, "This happens all the time with me." Where I start down a road, and I'm getting some success, and then I get one failure and I'm like, "Oh don't fail, so switch." Rather than persisting through, so then I'd switch and go to something else, and I'd be treading along that way, and I'd get success, success, success, success, failure, and I'd jump again. Rather than seeing that failure is just part of the, literally the process, and then a few months later, the first project that I was working on, someone emails me about that and says, "Hey, can we get started on this?" Jason Yee: 00:31:02 I'm like, "Oh I'm not thinking about that anymore, so forget about it." That's what I was finding a lot. I had all these business ideas, and like you say, I was trying to be Gary Vaynerchuk. But yeah, just really just laser like focus on the key important things was a humongous help. Sam Ovens: 00:31:27 Got it. Why'd you stop playing hockey? Jason Yee: 00:31:32 Actually, I had a concussion. It was a very crazy accident, which this'll sound strange, but when I was playing in Russia, and my Russian coach hit me from behind in practice when I wasn't expecting it. So it was kind of this freak concussion accident that I wasn't expecting at all. So that's what led me to retire, but I really enjoyed building the business, and there's no one to hit me into boards when I'm doing business. Sam Ovens: 00:32:03 Got it. Then, how was Madison not focused, and not like what was her mindset like and how did that change? Jason Yee: 00:32:13 She was pretty focused, but I would say that in terms of I think the thing that she would often hold on to was she thought she had to be involved in every aspect of the business. You teach how to really turn these services into systems, and so I was able to help her with that. Once she realized that her time could be freed up if she built a system. Once we both realized that people don't care about the process, or who you are or whatever, they just take care about the results. Once that really freed us up a lot, because I think both of us put a lot of ourselves into the business, and she certainly did. Like I said, it was a really good experience to spend some time, and it still is a really great experience to spend time looking at her business because I can see it from an outsider's perspective. Jason Yee: 00:33:12 Then apply all these things that I was essentially making my own business. Mistakes I was making in my own business. Sam Ovens: 00:33:20 Got it. Now it's running, you made about 20 grand in the past week, compared to on average last year making about 10 grand a month. Were you guys running Facebook ads last year? Jason Yee: 00:33:38 Yeah, but not well. We didn't have any idea how, and that's kind of what I mean ... Sam Ovens: 00:33:46 So what were you doing? Tell me how you did it then, and then we'll get you to explain how you're doing it now so we can see a comparison. Jason Yee: 00:33:52 Yeah, I think at one point in the course you talk about how you realized that people don't have a Facebook ads problem, they have a niche offer result problem or a funnel problem, right? So with the Facebook ads I was running for me, and for her, hers just worked and they not kind of correctly done at all. So, we just essentially, it was kind of funny, she had an article written in actually like a regional paper so a pretty big paper, so we would just run ads to that. With no follow up, or link through or anything. There just happened to be a link, like one little link in the whole article. Jason Yee: 00:34:36 So we ran Facebook ads to that, and then people would just self sign up. Meanwhile, I was kind of running the same, we didn't know how to target for interest, we didn't know how to target for age, we were being hyper specific. Like all this stuff that just ... Sam Ovens: 00:34:53 Tell me how you did your targeting back then? Jason Yee: 00:34:55 Oh we were, we thought, "Oh we need to do 10,000 people audiences of 10,000 people." We were targeting or like specific city. I didn't even have a clue how interests work. I just had no clue, no idea, and I mean honestly we were scared of it the whole time. We were like, "Oh, we're putting money in, but are we really getting anything out?" I'm like, "I think I'm tracking things. I've bought some Facebook courses. I think I'm doing things," but I wasn't really doing anything. For my business, yeah it was I didn't have a, I was selling like a monthly subscription, so I had no way to know what my ROI was. It was just this mess. Jason Yee: 00:35:41 So really once I got the funnel cleaned up for my business and then her business, once we went through and really understood the algorithm as you explain it, which is just so clear and logical, things really started picking up, and then we just now have this way to, because before when we tried to scale it just, I don't know even know what would happen. We put our foot on the gas and the car would go nowhere ish, but now we know that we're just fluttering the throttle and as soon as we, we haven't, but now we know if we push down on the gas, we'll just explode the business. But we just don't have this, we're working on training the sales staff to keep up. So now we just know we're just fluttering over our potential, and then once the sales team gets up to speed, we know we can step on it. Sam Ovens: 00:36:40 Do you even need a sales team? Jason Yee: 00:36:44 Yeah, because we've got, I mean I don't know. You tell me. Sam Ovens: 00:36:51 Well it's cheap. It's $1,500 or $1,400. Jason Yee: 00:36:53 So you're saying perhaps run it direct to the sales page? Sam Ovens: 00:37:03 Well, do these people really need to talk to you? We typically do the phone sales model because it's easier than the other one, right? Jason Yee: 00:37:15 Right. Sam Ovens: 00:37:15 Because it can account for a lot of not knowing, because you get a chance to react and respond live on the call, and it allows you to be adaptable, and it allows you to learn a lot. It's an awesome learning mechanism, but in order to really make the phone model work, you typically want to have higher prices. I mean it will work at yours, but it could become a problem at scale at the price point you're at with humans, and commissions, and complex human machine systems. You know what I mean? Jason Yee: 00:37:51 Right. Right. Sam Ovens: 00:37:51 Typically, when it's humans involved, it makes things more expensive. If it, because this is so clear, because you don't need to really react, and respond, and do all of that and because it's cheaper and it's selling well already. You said no one says no really. Jason Yee: 00:38:09 Yeah. That's right. Sam Ovens: 00:38:10 Yeah, so that looks like something that can be pretty much automated without a human, you know? When it gets that good, it can typically be put into a fully automated thing. I would try it, just because it seems to work. Jason Yee: 00:38:32 Yeah. Sam Ovens: 00:38:32 Like in any scenario, you know? You ran ads that you didn't know what you were doing to an article that wasn't yours, that had a link buried somewhere that went to a website that then had a contact us page, that then had a form. If that worked, shit, then this would probably work. Jason Yee: 00:38:53 Right. Totally. Sam Ovens: 00:38:55 It would allow you to scale rapidly. Jason Yee: 00:38:57 Definitely. Sam Ovens: 00:38:59 I'd test it. Jason Yee: 00:39:00 Okay. Sam Ovens: 00:39:04 So we're kind of going all over the place here, but it's interesting because there's different parts that interest me about this. Then, because whenever you see a business do this, it kind of performs in any environment, it's a good sign. Because it means that it's really got some good, strong DNA in it. Jason Yee: 00:39:28 Exactly. That's sort of what, because like I said, I'm still working on the hockey side, but it's been very good to take me out because I am now seeing just how good the DNA of this business is. I've been on the sales calls. I'm really seeing how it's really, when you see how the psychology of the sales script works, you just experience it, and now it gives me this good strong knowing, and feeling of here's what can work in the hockey business. I know I need to iterate my way there and find it, but that's what it's really giving me that experience and knowledge. Sam Ovens: 00:40:15 Got it. Then how do you do your targeting now on Facebook? Jason Yee: 00:40:19 So, we have the, I'm really looking forward to your new module. We haven't looked at it yet, but basically we have it so we have much broader audiences. We let the Facebook algorithm do the work. We found like five winning audiences that, or five interests, that really do well for our market. Then we basically just go from there. I mean the big things are much bigger audiences. We're using the Facebook school to mean like you suggested, and we're monitoring all through the VSL tracking sheet, and monitoring the KPI's like you suggest. Everything is just going really smoothly. Sam Ovens: 00:41:17 Got it. It's funny how your initial instinct and intuition for how to do targeting and stuff was the polar opposite, but you know what, it was funny, everyone's is like that. So it's almost like it's Facebook's fault for kind of making it like that. Because it goes against all instinct and intuition, you know? Jason Yee: 00:41:40 Definitely. Sam Ovens: 00:41:40 Which is what's funny about it. It should really guide a user naturally into the right way. Jason Yee: 00:41:48 Right. Actually I don't know if you've experienced this, but I think it's because our ads were performing so well or something, I don't know Facebook reached out to us to help train. They're like, "Wow, your ads are doing so great. Do you want to set up like a strategy call for us to show you more in depth stuff." We're like, "Oh, we don't know what we're doing, but Sam does." They were like, "You obviously know what you're doing." We're like, "Yeah, okay. Thanks, right." Sam Ovens: 00:42:18 Yeah, they won't even know what they're doing, so I would not even talk to them. Jason Yee: 00:42:23 Right. Sam Ovens: 00:42:23 But it's so complicated man, that most people there, well the ones there that are going to get on a call with you, they don't really know in as much detail as you probably do. Jason Yee: 00:42:34 Right. Right. Sam Ovens: 00:42:36 They reach out, our Facebook rep talks to our, and we've got an actual assigned one, because we spend a lot of money. Jason Yee: 00:42:44 Right. Sam Ovens: 00:42:44 So we've got a pretty high up one, and a pretty good connection with them. They get on with our media buyer and say, "Yeah, these ads are too long. What we find is it's just the short ads, just one, two sentences," and in my media buyer gets off of them and he's just like, "What the hell man?" There's 10 out of 10 relevance ads in there that have run for like more than two years straight, made more than two, three million bucks, and they're saying that they're too long? Jason Yee: 00:43:19 Right. Sam Ovens: 00:43:19 Can they not see the outcome, not the effect of its length. You know what I mean? Whenever someone makes a delusional mistake like that, you shouldn't listen to them. Jason Yee: 00:43:31 Right. Sam Ovens: 00:43:32 Because they're so focused on the length of the text that they can't even see the result. Jason Yee: 00:43:36 Right. Right. Sam Ovens: 00:43:38 So, its been my experience its best just not to talk to them. Jason Yee: 00:43:43 Right. Sam Ovens: 00:43:44 Just keep getting results. Jason Yee: 00:43:47 Yeah, that's fair enough. Sam Ovens: 00:43:50 So what's the future look like for you guys now? What do you plan to achieve in the next one year, two years, five years with us? Jason Yee: 00:44:00 Well, I think with, I mean with her business, her goal is to do $200,000 in revenue, which gets about 150 students into the course. I think she has a much higher ceiling by the end of the year. I mean I tend to be more optimistic. She tends to be more conservative, or what she'd say is realistic. I mean that's really what we're looking at for the end of the year, and then for next year, we want to be able to have an offering for grade 11, so I guess juniors or grade 11 students. Then also college students or university students, because right now we're precisely focused on one year, and because it has specific requirements, so we're looking to be able to help people on either side. Sam Ovens: 00:45:01 Yeah, you'll be able to do international too. Jason Yee: 00:45:04 Yeah. Yeah. That's something, definitely something for us to think of. Sam Ovens: 00:45:09 Dude, it's just a system. Jason Yee: 00:45:12 Right. Sam Ovens: 00:45:13 It's just a different, it's just a system with some nuances, you know? Jason Yee: 00:45:17 Right. Sam Ovens: 00:45:19 Yeah, it'll run the same. There will be criteria, there will be biases, there will be processes. Just the trick to mastering a system is to find out where it's abnormalities and biases are. You know what I mean? Because it might do a lot of things with quite normal kind of parameters, but there will be some weird spots in it that it just has really weird parameters, you know what I mean? Yeah, it's like for example, if someone was trying to come into the United States, right, and they wanted to increase their chances of coming into the United States, it's not equally as hard and strict to get into the United States at every different customs port. You know what I mean? Sam Ovens: 00:46:15 You come in through Texas man, you're going to get pulled up. I know, because I've been stopped there lots of times. Just because they're way stricter there, but you come in through a place where the customs isn't in the United States, like in Dublin or in some parts of Canada where you clear US Customs in those parts, it's way easier. Jason Yee: 00:46:36 Right. Sam Ovens: 00:46:37 So it's not all equal even though it's supposed to be. So you can find those places and that's way easier, and avoid the places that are hard. So what I'm trying to say here is that you're trying to spot those parts of the system, you know what I mean? Jason Yee: 00:46:55 Right. Makes sense. Sam Ovens: 00:46:56 Yeah. It's because once you know where those parts are, you can use them. Once you know where the parts where it's extra strict, and extra over the top hard, you avoid those parts. You know what I mean? Jason Yee: 00:47:16 Right. Right. Well I guess one of the, yeah, I mean that makes a lot of sense because I guess one of the concerns we have is cannibalizing our own student success if we bring on too many clients. So it makes a lot of sense to take it internationally so that, or yeah, that makes a lot of sense. Sam Ovens: 00:47:36 Yeah well you've started with a sliver of a niche, which is great. That's how you should start. I would conquer that thing first, own it, and then open up to the wider years, and then just take Canada. Then the natural one is the United States. Jason Yee: 00:47:54 Right. Sam Ovens: 00:47:54 Because a lot of, what's interesting, is a lot of people in Canada might be open to going to college in the United States with a scholarship. Jason Yee: 00:48:00 Definitely. We have a lot of athletes doing that, and just very bright people. They'll be like, "Okay, I want to go Harvard. I want to go to MIT, or Stanford, or whatever." Right? So we do have that a lot. Sam Ovens: 00:48:15 Yeah, so you're still actually serving your initial people, but at a higher level because they're not just, their wants and desires aren't just confined by a conceptual border, you know what I mean? Jason Yee: 00:48:28 Right. Right. Sam Ovens: 00:48:32 That would be cool. That's a big business if you guys take that. What's it called? What's the company called? Jason Yee: 00:48:42 It's called Grant Me. Sam Ovens: 00:48:43 Grant Me. Jason Yee: 00:48:47 Sam Ovens: 00:48:48 Ah okay. Jason Yee: 00:48:50 Yeah. Sam Ovens: 00:48:51 You guys want to get a com. Jason Yee: 00:48:54 Yeah, we can do that. Sam Ovens: 00:48:55 Well now that you know you're going to go for the world. Jason Yee: 00:48:59 Totally. Sam Ovens: 00:49:01 You got to go for the world. Jason Yee: 00:49:04 All right. Sam Ovens: 00:49:05 I remember when my first businesses in New Zealand, I would always buy the .co or Jason Yee: 00:49:11 Right. Sam Ovens: 00:49:11 Because I only ever thought like that. Jason Yee: 00:49:15 right. Sam Ovens: 00:49:16 Then I started thinking I had to just, if you're going to do anything, just do the world. Earth. Jason Yee: 00:49:22 Right. Right. Sam Ovens: 00:49:24 Earth is the market. Jason Yee: 00:49:25 Right. Sam Ovens: 00:49:32 So make sure you do that. Jason Yee: 00:49:34 Okay. I'm writing that down. Sam Ovens: 00:49:37 It'll make you move faster and all, it's such a more inspiring goal. Jason Yee: 00:49:43 Definitely. It makes a lot of sense. Sam Ovens: 00:49:48 Then, what would you say has been the most transformative part of the Accelerator program for you? Jason Yee: 00:49:58 Just that probably, well it's the master algorithm. Just knowing that if you latch your mind on to something, you use the master algorithm to, you can just use the master algorithm to unlock it. I mean, my whole childhood I couldn't do front flips on trampolines. I wasn't taught it, I didn't do it, I was afraid it. Yesterday we're at a trampoline park, and Madison's like, "Hey, do a front flip." I'm like, "I can't." Then she's like, "Well, ,just do it. Just don't be afraid." I'm like, "You know what? You're right." Master algorithm, I'm just going to iterate my way there, and I just, by the end of it I did a beautiful front flip. My whole life. Right? It's not just, you're right. You just apply it to everything and you go. Jason Yee: 00:50:54 I have a science background, right? I did kinesiology in school. One of the top schools in the world, and I was so obsessed with the philosophy of science. The scientific method, and I was trying to figure this stuff out, and then here you came along and you're like, "Just use it in this way and apply it to everything, and you'll get results." I was like, "Oh." It just works. It's insane. So, it's really led to every part of my life getting better. Sam Ovens: 00:51:29 Nice. Then, what would your number one piece of advice be for other member in the community going through this? Jason Yee: 00:51:44 Just I think if you're unsure about, because I used to have this mindset a bit where I'd be like, "Oh, it's not working. Oh the system's not working for me, or whatever." Not with your course, but with other courses. I sort of, I paid attention in the Facebook group, and I see kind of the things, and I get in my own courses, right? Where people are like, "Oh, the systems not working for me, or there's something missing." No, there's not really anything that's missing, unless you're making $ 50 million a year, Sam's basically got whatever you need to get from wherever you are right now, to be making hundreds of thousands a month, right? Jason Yee: 00:52:44 If you're thinking there's something missing, no there's not something missing, it's you're missing something. So, because yeah, I sort of see that in the Facebook group where people are like, "Oh, I think I'm missing this or that." No you're not. Just go back and watch the video, and don't even bother asking, I mean I'm not going to say that, but don't waste your own time posting in the Facebook group. Just go back and look at the video because it's there. That's what I did was that when I felt like I was missing something, I was like, "No. I'm missing something. The system isn't. Watch it. It's there." It's helped a ton. Sam Ovens: 00:53:24 Yeah, it's kind of like saying that English isn't working for you. Jason Yee: 00:53:29 Yeah. Sam Ovens: 00:53:30 You know like, imagine if someone said that. "Hey man, I don't want to speak this English thing. It's just not working for me." You know you'd be like, "Really? Well then but it works for everybody else, I mean maybe you just don't understand it. Maybe you just haven't learned the words yet." Jason Yee: 00:53:51 Yeah. Sam Ovens: 00:53:52 It's just like that. Jason Yee: 00:53:55 Definitely. Yeah, no it's there. It's so logical. Then there's simply no excuse. I mean in terms of the so much of what is what could hold you back is mindset, but that's covered, right? I mean probably the largest transformation was mindset, and like I said, that could be an excuse, but it's not because you cover it. Sam Ovens: 00:54:23 Do you meditate? Jason Yee: 00:54:23 Yes. Sam Ovens: 00:54:24 You do? Jason Yee: 00:54:25 Yes. Sam Ovens: 00:54:28 Have you done for a while? Jason Yee: 00:54:30 Yes. Curious, I feel like you have, but have you read the book Breaking The Habit of Being Yourself? Sam Ovens: 00:54:39 No, but I have it. It's in my bookshelf. Jason Yee: 00:54:42 Okay. Because one of the things that actually led me to get your course was Greg O'Gallagher, who he's in Toronto. He does like fitness stuff. He was talking about it. He's like, "Oh yeah, I read the book Breaking The Habit of Being You." Then I'm cruising Instagram on the stories, and literally he tells at me like, "Hey, read this book." Then the next story I hit is your ad saying, "Do you want to break the habit of being yourself?" I was like, "Whoa. This is the universe saying something to me." I'm like click through. I'm going to get the course here. Jason Yee: 00:55:19 I got the book too, and so that's really like the meditation that I've been doing. Sam Ovens: 00:55:24 Yeah. I have the book and I've been intending to read it, but I haven't yet. I definitely got that sentence I said from that title. That's where I got it from, but I hadn't read ... It was just a really great way to phrase what I was doing. Jason Yee: 00:55:42 Right. Sam Ovens: 00:55:43 You know what I mean? I was like, "Yeah, that's a good way to say that thing." Jason Yee: 00:55:46 Right. Right. Sam Ovens: 00:55:48 It's just like that ad, have you seen that ad I've got which is called Reflections Own Reality? Jason Yee: 00:55:52 Yes. Sam Ovens: 00:55:52 That's a book title too. Jason Yee: 00:55:56 Oh. Sam Ovens: 00:55:57 Sometimes I'll, if something's sticky anywhere in the world, I'll try to use it because it's just a great way to explain something. Jason Yee: 00:56:05 Right. Sam Ovens: 00:56:05 Even if under the whole book, or the premise of the book is different than the purpose I'm using it for, I'll still use the word. Yeah. Jason Yee: 00:56:13 Right. I mean I see you, because I've studied your ads, and I see you're using, you'll be like, "Everything popular is wrong." Like Tim Ferriss, I was reading this book, [inaudible 00:56:24], and then all those I guess sound bytes that are very popular with these authors, I see you're using that. Sam Ovens: 00:56:34 Yeah, everything popular is wrong is precisely from that book. Jason Yee: 00:56:36 So it makes a lot of sense. Right. Right. Yeah, no, that's so cool. Do you mind if I ask you a question about your learning and, I don't know, I guess how you really came across this stuff? Sam Ovens: 00:56:47 Sure. Jason Yee: 00:56:52 Just because so many of these things were right under my nose, but eluded me, was there any specific, like the master algorithm for example. I knew how the scientific method worked. I'd studied science in university, but it totally eluded me. How did you put that together? Just, it boggles my mind. Sam Ovens: 00:57:17 Yeah, I thought about this for a long time too, and what really taught me a lot of clarity is having to design systems, and software systems, specifically when we want to build the thing. So I got some engineers who know how to code, right? They know how to code, but they don't know what to build. There's also, there needs to be an interface on top of this thing, which people can click buttons on and input information. This interface between it, it has to manipulate information, take it from a database somewhere, manipulate it, store it back, and it has to do all of these things. I was the one that had to design this crap, and it's painful because you have to do everything. Sam Ovens: 00:58:08 You just can't tell someone, "Oh yeah, build this thing, build that." It's like, "No, you need to first of all design what the screen's going to look like. Every option. Everything." So it has to be so precise that, because otherwise it won't work. It's like a machine. I think having to do that really teaches you how to think. Because a lot of people shortcut thinking, you know what I mean? Because you can just say something and someone's like, "I hear you," and they kind of get what you mean, but you can't do that when you're building something like that. There's no like, "Oh yeah, yeah, yeah." It has to be exact. Steve Jobs said the same thing. Sam Ovens: 00:58:49 He said, he would recommend anybody learn the basics of computer science, and computer programming because it teaches you a clean way to think. Yeah. Because it has, and that kind of shows you then, it's so much slower than a thought, because a thought is like, but when you have to lay out the rules under which a machine thinks, it's painful. Just one little branch in its logic might take you a couple of hours. Then another branch, and then another, and then you've got to think of oh what about if this branch interconnects with this branch, and what about that, and what about that, and what about a million different things. You have to painstakingly articulate all of it. Sam Ovens: 00:59:38 How I learned that specific master algorithm do is if we're going to teach a machine how to think, that's how you do it. Jason Yee: 00:59:47 Right. Sam Ovens: 00:59:47 You're like it has to have a goal. What am I optimizing for? What is good? Then you can't just say it's this vaguely. You have to define it. It has to have a number. Jason Yee: 00:59:57 Right. Sam Ovens: 00:59:59 Then you're like, "Okay, now how do I achieve this thing?" Well, it's got to try different things. Iterations. Then well which iteration should I start with? Because if there's infinite iterations, I mean if I just randomly select what to iterate, it'll take this machine years and it might not make any. So it has to have an algorithm to select the initial testing order of iterations for its actual testing of finding a thing. So now we've got to define another thing in here, right? The more you, this is exactly how we got about things too. Sam Ovens: 01:00:37 It's how, also, the Facebook algorithm works. You're defining it's conversion objective. Hey if this pixel fires here on this page, this is what I want. This is the goal. So Facebook's like, "All right then. Load me up some variations to test. Load me up some stuff. Don't just give me one thing, because I'm just going to go bam, bam, doesn't work. Done." Give me some stuff to try, and give me some combinations of things, like different audiences, with different angles, with different image variations. Load me up with a lot of stuff so I can just flip between all of these things and find out what possible combination is best to achieve this goal. You see how this is the same thing? Jason Yee: 01:01:22 Yes. Yeah. Sam Ovens: 01:01:23 Yeah, we load, the way we play with Facebook is we define its goal, specifically, and then we create its variations, and then we load it in, and we get it to go. It finds the best combination, and whether that combination is good enough for us to run our business or not we don't know, but if it isn't, then we have to load it in with more iterations and keep going until it is, but if it is, then we're good. So then we just start scaling up. Everything is like this, it's just from all different perspectives. So when it comes to picking your niche, it's another one of these things, right? Sam Ovens: 01:02:03 What are you interested in? What does the market need? How do you know if the market needs it? It's just this again, again, again, again, again endlessly. Jason Yee: 01:02:16 Right. Wow. No, it's like I said, that was such a profound thought is that just that master algorithm because its worked for, part of the problem with hockey is that it is a system. It's the most random sport, right? Baseball has the best data set. It's extremely predictable, meanwhile hockey is literally the most random, right? They've done statistical studies because they just simply can't figure out anything in hockey that predicts anything else. Haven't yet, but applying this to the most complex sport on the planet, the most random sport on the planet has just yielded amazing results in terms of complex systems of the body, and skating, and researching NHL'ers movement. Jason Yee: 01:03:18 It's just, I've been able to attack hockey with it, and people have been just blown away with the results I've been able to achieve with that, with hockey, and then just of course with Madison's business, it's people have been just blown away with the offer and what's going on there. So it's just, it's incredible. Sam Ovens: 01:03:37 Yeah, the reason why hockey would be more, it would be harder than, hockey's more like Go. You know Go, like the Chinese game? Jason Yee: 01:03:46 Yes. Sam Ovens: 01:03:46 Yeah, hockey's more like that. Way more possible combinations. Way more chaos, whereas baseball is more like chess. It has plays that are like going, and stopping, then going and stopping. It's very go stop, go stop, whereas hockey's just on. It's all of these different pieces are interconnecting all the time. If one thing happens here, this other thing happens, one thing, and the different players are making the other players move. In baseball, you've only got one guy on one team up at the plate. Then the other team's standing in a position. So it's one against the, I don't know, how many people are on the field in a baseball game? Jason Yee: 01:04:30 I don't even know. Sam Ovens: 01:04:32 Yeah, so you've got let's say there's, I don't know let's say there's 12. You've got 12 times one is 12, but how many you've got hockey both sides? Jason Yee: 01:04:41 Five, plus a goalie. Sam Ovens: 01:04:43 Yeah. So you've got, okay so that's six each side, right? So that's six times six is 36. Jason Yee: 01:04:53 The other thing too is that then you play, there's actually 20 people on a team, right? So you have five people on the ice at a time, so then they're switching on and off, and they're different combinations between these six, right? Then different face off areas, and it's insane. Sam Ovens: 01:05:10 Yeah, and then all of those players are all reacting to each other, whereas in baseball you've got one, and then the 12 for example, and this one is intermittent. It's only just someone's throwing the ball to him, he's going to hit it, or he's not. Or no one's throwing the ball to him, he's not, but it doesn't mean that it can't be predicted. It just means that nobody's figured out, nobody has found the pattern in the chaos yet, but there absolutely is one there. Jason Yee: 01:05:42 Definitely. Well a big part of that is really skating. I mean one of the patterns I've seen is that, like I said, because it's such a visual element, the skating thing really triggers, it's a skating thing and then it's that bias in the system, right? Because if you can skate, you can do all other things well. Then it's ... Sam Ovens: 01:05:59 The best one I've heard is this guy who played hockey in Canada, he traced where the puck would go. Jason Yee: 01:06:08 Yeah. Sam Ovens: 01:06:09 He would just watch every hockey game, he had a piece of paper in front of him, he was just watching the TV. He wasn't even looking at the pad, but he'd just wherever the puck was going, he had kind of just like, he'd move his, he wasn't paying attention to the players or the score or anything. He'd just move his pen where the puck was going. Then at the end of every game, he'd have a pattern on the pad, right? He just kept doing that with games, like tons of them. Do you know the guy I'm talking about? Jason Yee: 01:06:35 Yeah, Wayne Gretzky. Yeah, the great one. Sam Ovens: 01:06:38 So is he like one of the best ever? Jason Yee: 01:06:39 Yeah, he's the best ever. Sam Ovens: 01:06:40 Okay, well yeah. So, this guy is actually one of the guys whose found a pattern in here, right? Jason Yee: 01:06:46 Right. Sam Ovens: 01:06:47 By watching the puck, because then he knew that there's these places where the puck is way more likely to be. Jason Yee: 01:06:56 Right. Sam Ovens: 01:06:57 Just it's way more likely to be in these places. I've got the proof, so I should just be in these places even if it doesn't look like I should be in these places. Jason Yee: 01:07:08 Right. Sam Ovens: 01:07:08 Because I might have a feeling, "Oh I shouldn't be here." Or I might see a player who looks like he's going over there, but I'm just going to ignore all of that shit. I'm just always going to be in these damn places. Jason Yee: 01:07:17 Right. Sam Ovens: 01:07:18 Even if it looks like, "Hey, what the hell is that guy doing over there?" I'm just going to trust I should be in this damn place, right? Jason Yee: 01:07:24 Right. Sam Ovens: 01:07:25 So he actually has, he played this game. Jason Yee: 01:07:29 Yeah. Sam Ovens: 01:07:30 I don't know anything about hockey, but I know all about this because this thing fascinated me. I was like, "This guy knows how to think properly." Jason Yee: 01:07:37 Right. Blows me away. Sam Ovens: 01:07:42 Yeah. Because that's finding a pattern in that chaos, and playing to it. Jason Yee: 01:07:48 Right. Definitely. You're right. He is the best. Like literally the best ever, and that's funny. Sam Ovens: 01:07:56 Yeah, I didn't even know who he was. I just knew the thing he did, and I knew that that was really smart. Jason Yee: 01:08:02 Yup. That's the Sam Ovens of hockey. Sam Ovens: 01:08:07 Cool man. Well thanks a lot for jumping on and sharing your story, and if people are interested in Madison's business, the URL is, what is it again? Jason Yee: 01:08:18 Sam Ovens: 01:08:19 Jason Yee: 01:08:20 Soon to be Sam Ovens: 01:08:22 Cool. Awesome. Well thanks for speaking, and we'll talk again soon. Jason Yee: 01:08:27 Thanks Sam. Really appreciate it. Sam Ovens: 01:08:29 No problem.