Hey, good afternoon everybody. Tom Stewart here. I'm a Liz Trotter. This is smart business moves Hey, y'all Wednesday March 3rd I don't know why but at least once a week when you say what the date is I have a feeling like what It can't be I know I look at the date every day But when you say it at least once a week, I think that that's he can't be right there Time's just clicking along We're coming up our one-year anniversary on smart business moves. Yay Gonna have a party or something You know Molly's birthday is kind of the end of the month as well, but you haven't had her that long Like she's born I don't know 24th 25th something. I don't remember March So we got her in mid to late May. I guess she's what eight weeks old when we got her Wow So I Have to admit I was on Amazon so I got like a doggy birthday kit where you can make a cake and she has a hat Tutu Work a banner Well my brother My brother and his fiancee they take their dogs to a fancy Restaurant and they spend over a hundred and fifty dollars on their dogs birthday parties every year Is it a I mean is it a restaurant for like people restaurant? No, it's a doggy restaurant just for parties Yeah, that's what they do there so you can celebrate your anniversary Your brother doesn't live in Olympia. Yes, he does You keep me all the way He has to drive he drives to Tacoma or so he drives up north. Yeah, it's not like it's in Olympia You know, let's break up the list of things Olympia Birthday party place No It is so weird, right? Okay, when they first were we're putting pictures up of their dog sitting at the table eating all of these and it's like I don't remember how many courses like a 12-course meal. It takes like two hours to have this big party. I Was like And now I think it's kind of normal dogs eat incredibly fast though They do but they have to wait for their food, you know, and they play games with them in between, you know in between courses It's a birthday party is this a is it a chain? I mean, do you think maybe there's any here on the east coast? I don't know when Tommy was sounding awfully excited like oh, I need to tell me it is a pretty cool idea No, I'll find out from my brother You know, I thought it was fun. Hey, Leslie I had a computer last week that the power supply went bad Which is a thing that goes inside of computers So I ordered another one and replaced it and it came packaged in This styrofoam compartment that kind of squeezed around it. So it wouldn't like fall apart or you only get beat up in shipping I guess that stuff tastes good because Molly got it and she ate it. Oh, no, she didn't get sick though She had some digestive issues for her for a couple of days. We'll just leave it at that. Okay. Oh So sad for the people that were around her, huh? It was Lesson learned not not tidy. It sounds like She didn't feel awesome either. I mean it was you could tell if she was a little little slow And she really is just a baby still No, she's just a puppy. She's just a puppy. She weighs over 50 pounds now Big big baby and her feet are still bigger than the rest of her body So I got a feeling she's not quite done growing. Yeah, she's gonna get a little bit bigger than yeah Well, okay, are y'all ready last day of This topic We've been doing this five years I guess it depends on what the definition of this is but We I think we started this in like middle of January. Oh my gosh, really it feels longer Tom. I gotta tell you it feels longer It was a journey. Yeah, all right. Well This is a journey that we are not going to go on again So I hope y'all got a lot out of it because you won't see this precise journey ever again here We are not doing this tomorrow either tomorrow. We're doing something a little bit different We're doing something a little bit fun tomorrow and if you have Not everybody's idea of fun is the same thing We're not building spreadsheets tomorrow for those of you that are like like Robin if you're on here thinking Building no numbers tomorrow no numbers no spreadsheets Yeah, so let's we think they'll be fine Now we're looking forward to it. We're looking forward to something different too Tom started talking numbers earlier today on a main central call and I was like Just done can't can't go anymore Yeah We can do this all day we do do this all day who are we do? Yeah, we do We're having a hundred and fifty question close book close book Club you're closer Robin. You're closer though Maybe not Okay We've been talking about sales and this is kind of the last part of the journey of the the bigger model here Bing bang where you know all of these things in blue contribute to the amount of revenue that you're getting and at the end of the day that's You know part of the part of the three-part equation you get more revenue you control your cogs Which really is your loaded direct roll to direct payroll to revenue keep that percentage down and Have a handle on your operating expense if you manage those three numbers you're going to be profitable You're gonna be more profitable than what you will be if all you focus on is revenue, right? And Too many times. I mean revenue is important. It's necessary, but it's not sufficient as they say there's more to Generating a profit than just Cleaning homes and having money come in the top you got a if and if you're managing all three of those not only will your percentage go up But the the quantity will go up the number itself will go up So I'm more money back and you won't be burning as many calories And you'll be able to build better jobs and create better service and have a more valuable business and You'll like your job better. Yeah. Yeah, you won't be you know hating your business.  Are we gonna figure in it be figuring out like ROI or I know you can talk And type at the same time. I've seen you do it lots of times Okay, so we're gonna be talking about four numbers here We're gonna about leads quote sales and high-frequency recurring revenue. We got a new How about that? Yeah, I've never seen it Can we say heifer? It depends on the depends on Big heifer number Like that you you want a heifer number? Remember that So conversion rates are important here a lot of times when we aren't Getting as many homes to clean as we need to we aren't generating as much revenue as we need to and make no less understanding I'm gonna go back here and I'm saying all three of these numbers are important the revenue the loaded direct paywall to revenue or cogs and the operating expats if You aren't cleaning homes if you're in generating revenue, then you don't even have the opportunity to be profitable So it all starts with the revenue, right? So A lot of times we don't have as much revenue as we need and we got like this whole sales funnel thing going on and We think that we aren't getting enough leads It's like I got to advertise more because we aren't generating enough money, but too often it's not Necessarily the advertising is not the leads. We just aren't doing anything with them So it's important to know what your conversion rates are down This funnel down this path if you will It's a progression. So you want to be able to track like the number of leads you get per period of time.  There's too much variance A weekly is a pretty good time frame for managing sales goals We think and you know at the month level that matters, too But you don't want to wait Three weeks into the month and then decide that you aren't getting the numbers that you need to make if you do it week after week It gives you an opportunity to recover if if you have a bad week make adjustments Figure out what you're gonna do differently So let's talk about conversion rates You guys know your conversion rates for different Different leads or You do all of your leads and have them all in one you do you have any information around there around conversion rates anybody? Just curious So this is a funky thing because people track them so differently We we had a discussion Recently relatively recently about how many leads actually result in quotes and I guess it depends upon Your definitions did did we agree that you're not going to be able to quote all of your all of your leads? We did and we we defined quote by Being able to give a price for that home Some some type of a price for a specific home But what is that? Is that a sad face then eat? I can't tell I think it's a pensive face Those think maybe thinking thinking face. Okay. All right. I like it We get leaves that come in from You know and I'll use Angie's list as an example and I think it's like an email right and maybe a name and an email You don't have even an email And try to respond to that email and if they don't like return your email You can set up a second or third, you know, tenth email, but you know, you're not gonna quote all of those But it's a league because some of them you will and some of them you'll turn into business, right? Yep All right, and so your leads you're usually getting them by phone then Leslie it sounds like Yeah, or then web or whatever. Okay, so many calls on the phone No, occasionally Occasionally something will happen. Well, somebody would say well, you know what I changed my mind I don't want to quote no hang up before you get a chance to do it and Not a lead either but you can get like their name and their contact information and then they'll ask you Can you clean my home tomorrow and is that? Oh, no, we're booked tomorrow. It's like and don't bother being That's still you know, we still count that as a lead We put that in our database and they're gonna get an email from us every once in a while because Don't need to get their home clean again sometime, right? What about the people Tom do you count this a lead people that call and say You know, I'm wondering how much you charge for a house of my size. It's like 2200 square foot house. Can you give me a price and they If you get their name at least their name in an email address, it's a lead Okay, so not not unless you get their name and email address That's how we're gonna that's how we're gonna decide. Well, what if you just get that like the phone number a contact information, right? Name and contact. Yeah, that's a point. It's a lead. Okay Because sometimes people will call and they don't want to give you any information They don't want to give you their name anything. They're like at first. I just want to know, you know ballpark How much it is if it's even anything I can afford So we'll give some sort of a ballpark if they're like us way out of my price range. All right good not a lead They're like, oh, okay, then I'm willing to talk to you and they're willing to give a name and contact now We're good now. It's a lead, right?  Okay, Leslie is she includes responsive in website leads. Yeah, we include those too. Mm-hmm So What's a good number in terms of Conversion from from leads to quotes. I think that varies a lot depending upon where your leads are coming from right the quality of your leads Yeah, absolutely Absolutely if Mrs. Johnson who you've been cleaning for 15 years referred her sister You're closing that that's already your that's already your job before you even talk to her It's already your job. So that's a strong lead So what you really really want to be able to do is to break your leads down by lead source and you'll get a pretty good feel for the quality of your leads and I Don't even know if I have any data I can share with us We do this in made central where it takes every lead source that you have and it shows you Leads and quotes and conversion rates and you'll see that you convert a very you quote a very high number of say customer referrals and A lot of them become, you know, regular, you know, high frequency recurring revenue Whereas Angie's list not so much But you get a bunch of them and you're not really paying anything for them. So, you know Angie's list Anges list you do pay for and they close really well if you get a lead from Angie's or Yelp, they usually close pretty well We don't pay You don't pay Angie's list. No What I Think I think that you buy like a subscription like I don't know 300 bucks a year or something. It's not much No, are you sure are we talking about the same thing? We pay Angie's list 550 a month Angie's list. Yeah It's just like yelp. Angie's list is just like yelp. No, no, no, no. We are not paying Wow I'm pretty what do you guys do about Angie's list you guys? Do you guys get it for free to like Tom does because I'm feeling screwed right now. Just gotta tell you I'm not real happy I'm gonna get I'm gonna get Kyle on the phone right now I Want to know what Kyle's doing if you're getting it for $300 a year. That's what I wanted to be on smart business Yeah You want to keep him working for you, right? I have a feeling we might not see him when you break down by lead source. It also helps your marketing plan Oh, yeah, yeah, absolutely Ernie such a good point. I was working with somebody yesterday on Their marketing plan they're they're trying to create their plan for the year and I'm like, you got to do some homework before we could break this down You need to know where your leads are where are your strong leads? How much they cost? May have to do with the fact that home advisor bought Angie's list. So So now it's cheap. I would like that I Like that is typically that I mean they charge per per lead and there's a lead to like three different Cleaning companies if they can and yeah, and they do some some Gray area stuff they put lead capture forms on you know other websites I remember like better homes and gardens every once in a while So they were pop-up saying you know You want to quote for for for house cleaning didn't say it was home advisor didn't say that You know made it sound it made you gave you the feeling that you were gonna like have some type of pop-up or something You would play with some numbers Not filled it out and the next thing I know My phone is ringing and it's it's a cleaning company that said they got my contact information from home advisor It's like really So, I don't know Yeah, I Don't have a lot to say I just don't have a lot good to say about home advisor. So A lot of people are using them right now. Well, a lot of people aren't like in Angie's list, too Well, I don't pay for I think I you know, I get it. Oh my gosh. I'm so mad at you right now I better not be true I Mean pay something like once a year for that was 300 bucks But just mold no wonder you don't have good leads. Maybe that's maybe that's why we're paying We'd actually sell something, huh? Maybe maybe because we have really good luck. We're in a very small area So this is a really good thing To talk about actually the quality of your leads at Are are Unique to you and your area and what you do with them So like I might say I'm having great luck with Yelp and you might say absolutely not I have terrible luck with Yelp They hide all my good reviews they blah blah blah blah blah then don't use Yelp But I'm having really good luck with Yelp. So I have to use Yelp. It makes sense for me So whatever you have to know What Tom's gonna be teaching us your conversion rate right here for your different lead sources So, you know what is smart for you to use don't go by what somebody else says Because they're their conversion rates for different things are going to be different than yours. I know somebody that Actually, you know her to Tom and MMA that She spends she does not have a huge company I think she's doing about 10 grand a month and She is spending almost $2,000 on Yelp Because she gets so many leads and it's fast fast growth She is working for her. Yeah. Yeah, but a lot of people it doesn't work for I have not had good luck with some tack personally any actually not having not had Good luck. I've had abysmal luck. I think in the history of of using some tack we have closed I Feel like I'm exaggerating if I say we closed a lead So I'm not we never had good luck there Yelp or Angie's list leads we had to pay but no longer use these sources Well, at least Robin did have to pay. I'm glad Robin at least had to pay for Angie's too I we don't have it anywhere near as good of luck with Angie's list as we do with Yelp. I do have to say We what we used to it was better before you want you want to have something that looks like this and Don't you have a screenshot or in the in the test environment, you don't have a screenshot of the Thank you had to pay to Debbie. Thank you Thank you, Debbie I Need people any people that are paying I think it's easy to see cuz already all built out is why you don't have to build the whole thing They can see the different lead sources and and some of the different lead sources that people might not consider to I think are are good Okay, well, here's kind of an example might have to make a little bit better That's better Where we've got three lead sources Friend which I guess would be a referral TV radio until so get to lead sources And this is an example where somebody had two different Branches and so just kind of pretend it was one branch here These are leads quotes recurring sales one-time sales total sales So you'd want to be able to track this by all your different lease sources And kind of say that some of them will have a bunch of lead sources But we'll have very few here on the total side and a lot of times you'll have like a bunch of legion What do you have quotes because? There those Angie's lists that are coming in with just an email and they want your email I'm not paying for them Get what you paid for What you do that Then you can start breaking it down in terms of leads and how many leans are turning into quotes And I'm gonna quotes are turning into recurring sales or one-time sales, and then you can do all your conversion rate percentages But you can do you can do this in a spreadsheet you can do this on a piece of paper if you want if nothing else Easier yeah, if nothing else you just want to you know have a clipboard next to the phone and Or next to your computer and every time a lead comes in just don't put a tick mark You know where where the lead came from so you'd have like Andy's list oh it's Andy's list that I have that it's Guys it doesn't work nearly Yeah Your cars right Google's good one You want to separate out Google home would you want to search um Do like Courage or I'm not sure how you would do that Because they usually just tell you they get you know came off Google. You don't know how they Yeah, if you're if they give me to your phone, they're not gonna know no no If you've got the different phone numbers that you're using say in your like ad words your You know your color ID sometimes can can can help you with that I'm gonna just you know What what other Leads horses you guys have like a neighborhood magazine is a good one Tom That people might use Val pack is another one that people use Yeah postcards Yeah, they're free now Tom Val packs three hundred bucks a year Yeah, you did the M How Pal pack Pal pack Pal is kind of cute Pal pack it makes kind of good sense but The point is some of these are going to convert a lot better than others so It's important for for a lot of reasons especially if you're paying for something you want to be able to measure Your your return on that investment but Getting back to over here. Let's talk about conversions for a minute So let's assume that we're we've got some mechanism in place if it's just a piece of paper on the clipboard where we're breaking out our lead sources And how how that's going? Newspaper local newspaper Hmm in my world because I mean that makes sense right and that's a I love that because that's a perfect example Of how some people are thinking newspaper is dead Not so much. They're not even gonna try it because they're thinking it's not gonna get anything, but in your area it works So absolutely next door next door is big in some areas, too I know some people that do a really great job in and Facebook. What about Facebook? You have put Facebook on there Tom Okay, you know a couple of people that I don't know why I need you to put all these on here I know you're just using them for example Yeah, we're missing a lot right that your your lead source list can be really really long Don't do race book because race book doesn't doesn't convert very well About as good as Andy's does easily. Yeah Yeah, and next door you should probably put on there because that is kind of a new up-and-comer and All of these all of these lead sources Need to be converted in different ways, too, right? They need to be managed differently, which I think is as a Little bit of the struggle sometimes for people. They just want it to be really easy one one thing Door hangers old-fashioned, but still work in some areas. Yep. Six packs. We were just talking about six packs yesterday. Where have you come? or Really interesting idea with door hangers. I don't think I had enough to be sure with you, but I run you down Yeah We're gonna ask for phone with door hangers Anything else Those are the ones that are We don't have any radio on there or TV Want me to put yellow pages? No I'm pretty sure that one's gone. I Don't know. Maybe maybe in some areas. They still have it Yeah, how about flocking do you do they like you put no? No What about yellow pages online? Is that a thing for people do people search that way?  No All right Let's let's get back over here What type of sales rate will we expect to get from our quotes? And At this point we're just saying somebody that does business with us. Maybe it's a one-time job Maybe they sign up for high frequency recurring, you know service efforts Heavars, maybe they sign up for a heifer We're looking for heifers Ernie Tom said that there were lawyers and which state lawyers and plumbers Tom and the old pages Yeah, sorry plaintiff's attorneys, you know, have a you know, have a wreck get a check those guys and plumbers Anybody who It's just you know, I need I need one and I need it now and then I'm not really shopping. I just need one Emergency situation Okay Give me give me give me a Conversion rate on our clubs. What's a good number and I guess a lot of this depends upon we talked about this the other day How do you how do you do your crime is? No free at home no obligation consultations or is this something we're doing through through chat off our website Yeah, so I Think an overall number that most people would be really happy with if if they're using all of the different Medium that we're talking about they're accepting website quotes and they're you know, they're getting Them in all the lead in a lot of different ways. I think a lot of people would be very happy with 40% and and everybody knows that there are some leads that are gonna close at 98 to 99 percent and Some are gonna close at 2% Right, so Kind of going for an average here Yeah But the ones that close at 98 to 99 percent suck up a lot more resources than the ones that close at 2% So if you can quote have the ability to quote by medium, you know, how many of your phone quotes versus your online booking quotes versus You know in-home estimate quotes Those are there's a good number by phone. Yeah, and phone is to convert nearly as well as they do now now phone is awesome So if I say 50% is that I Think people would love that number. Yeah Yeah, people would be happy with 50% now if they're doing like you stuff is only in-home quotes He not gonna be happy with 50% No No, nothing else. You've got you got more skin in the game. I mean, there's a there's a Substantial cost and doing the you know, home of consultation But if you're doing ad words and stuff like that you've got more top you got more money tied up in getting The lead that you do with everything that happens from that point forward, yep And you get a lot more heifers with those with those in-homes I Am I'm seriously thinking about Making a bigger investment in that in-home free in-home no obligation consultations You've been talking about it again, too We've been talking about it quite a bit in group So this is how how it would work Say that You're getting a hundred quotes. Who was it? Leads leads leads what did Paul say he had a new yesterday that was 350 350 So pocket pocket get a hundred leads in a week, right? Oh, yeah. Oh, yeah, he's getting 350. What the heck a Week or month keeps talking about a month, right? Was he talking about a month? I'm gonna pretend he did I don't know but I was just like oh my gosh. I was one of I Tell you what Guarantee he's not using Andy's list to get all those leads He's not using Andy's Okay, so if I'm quoting 90% of my leads and I got a hundred leads I'm getting 90 quotes and I just dragged this on down Which means no No, I did my formula wrong 45 not in 50 I put the dollar side there which locked it in but I didn't really need that.  Yes, there we go. I'll make that Into your number So I don't lead you'll get 45 sales out of the 45 half of them would be one time jobs And the other half would be heifers Is that About what you guys run into to do you run into about half of your quotes being one times or on demand or Vacant something along those lines and then the other half are heifers. Do you guys run into that? so Just curious I know that when people are moving it's harder to Harder to Turn them into to heifers unless they're moving into the area Hopefully you're marketing to the people that are moving into your area for that High frequency of recurring revenue, then you can convert them at a higher rate So For a one-time job, what's the average bill rate on? For a one-time probably close to 300 I would imagine We'll just do that. So Yeah, it tells what you're doing here Yeah, I'm figuring out how much revenue you're making Off of those sales, okay So this is what a repair time this might be a month for some if it's Paul It's a week. Oh, however long it takes you to get a hundred leads. So we're going with Let's pretend it's a week so that we can all feel really good about it and to save us the trouble of Doing the calculation for the return recurring client We Did this calculation over here? lifetime revenue is $12,000. So we just want to just use that number Sure, and that same with the hundred and fifty We only do one-time cleans when we have no waiting list and we prioritize the order We take them in move in out being the least Priority hard work and most likely to get complicated. I Really love it whenever anybody has any kind of a system in place like that I love that we would take them in this order. We take them for this reason and this is how we're Determining we're going to do that. I think that just makes such good sense Now that's a crazy big number right and can you put a comment there that's 270,000 not 27, right? Yeah, that's a quarter of a main box plus. That's nice Of course, of course, you're having to wait You know almost two years to get this money because I know over But you know when it's all said and done at the end of the day and if you're able to do that every month Then you know, it's it's gonna stack Absolutely Have you shown? Have we done that Tom? How how that stacks? Have you shown how that works? I'm not sure that you have No, we'll do that we got we got time we'll swing back but the important part of this is to behave If this quote is only 80% And my numbers start going down and this is where you know, there's some people that honestly They're probably there Especially if your website isn't is just set up to you know, throw people out a number maybe you're probably not going to be able to give them quotes as well or You know people call your office. They why not going to voicemail? Oh Yeah, awful or you get Wow All right. Well, there are some people use the yellow pages check that out One-tenth of the size of the old book They're a little I have seen them. Well, the one I saw is not a tenth of the size Were you exaggerating there or he can put it in your pocket?  I feel like they're like a quarter of the size It's a nap. It's an apple on your phone, right? Yeah Wow, that's that's wow ten of them I'm surprised There is But there are two display ads, I mean they'll put you like We're castle keepers is in the yellow pages in just the listing Isn't it's there we didn't pay for You know, you don't pay for anything though Tom We all know that $300 a year for Andy's list Yeah, I think everybody is listed I think all the businesses have a listing But for Google organic search works best for me my five-store reviews 30 so far are miraculous. I absolutely Katerina. Yeah having I don't know what anybody that's gonna argue that Hi Google reviews Really is it is just the winning winning thing that you want to have Because those reviews will even get you even if you do it in home You gotta have those reviews so that they call you so that you can give them the at-home estimate So yeah, those those reviews are whoo. They're they're important. We talked a lot about Reviews I don't know last week was it Tom? Yeah, and reviews and how to do it. Maybe Tuesday Maybe earlier this week actually. No, I think it was I think it was last week Tuesday. It's all bore But but the whole point of this is if we aren't answering the phone and responding to it to all the leads and Time is of the essence I can tell I can guarantee you this the time that goes by From between when the lead comes in and when the quote is given is Directly proportional to what this percentage is or inversely The quicker you do it the higher this number if you wait and You know, you get a you get a voice message or you get an email. It's like I'll get with them tomorrow. I'm kind of busy You know, it's late. I'm gonna do it, you know, you know two days from now They will already hired somebody because they're calling you they're calling Somebody right after you if you don't answer the phone and here's the problem if they haven't hired somebody They're probably not that ready to buy if they haven't gone out and just been like oh I need somebody and kept calling that you're probably gonna it's gonna take some time to close them It's probably not going to be this one phone call Unless nobody in your area answers their phones and that was a big thing for a while Remember where you just couldn't get anybody on the phone for the longest time Even some big companies And the other thing that you want to do is on your website Make sure that you have your Google Analytics set up and you can look at your Google Analytics And I'll tell you what percentage of the traffic going to your website is from a desktop computer versus a phone And for most of us you're gonna find 60 plus percent of the traffic going to your website is somebody on the phone right When somebody goes to you know to your website that you get a lead through your website You wanted to know that immediately and you want to call them before they put their phone down You want to call them while they're still playing around on on on the internet? And sometimes they won't know who you are So it's not a bad idea to send them a text and say hey, I'm Tom I'm from Castlekeepers. We just got your quest for information. I'm gonna call you right now And then you call them so they answer it because they won't recognize your phone number Most mobile phones don't do call or ID, but they're more likely to answer it then Okay, so we want these numbers to be high because if they aren't high All that money that we were making before we made it we were we made, you know, like two hundred and seventy Five two hundred seventy six thousand dollars the way these numbers were still a hundred leads in a or leads in a week That's awesome. But this number went from like two hundred and seventy to less than fifteen thousand And these numbers are great. I mean these numbers aren't awesome, but we see numbers like this This happens. Yes A lot of the numbers were I'm sure that you guys all saw this too I'm hoping you guys saw this your conversions were different during Kobe, right over the past year What converted and how many Converted to heifers versus your singles was different over the course of last year Hopefully things are gonna be turning around a little bit, but nobody really knows how how they're going to turn around because the people that were getting on demand or single cleans are Did they like it? Did they enjoy that experience? Did they think wow that actually worked out really well and now they're gonna continue doing that So we're not sure yet So from 276,000 to Less than 15,000 and I still have to wait 20 months to get that 15,000 by the way You see you see numbers on both sides of this, you know, we've seen them 50% 50% and you've seen them 50-20-10 and Both getting a hundred leads Yep and we've also seen the Sorry the leads when those leads start dropping that makes a huge impact as well drop those leads Tom down to 75 Hey, you'll see that more if you are actually executing on this the the sales side You lost seventy thousand dollars by losing those 25 leads Okay, so you wanted to talk about how Revenue stacks. Yeah, I think that's super helpful for people to see and understand It's a big concept that we teach in foundations that always blows people away Like it's you know, it's like intellectually, you know it, but when you see it in a spreadsheet Yeah, Rob is gonna love this, but when you see it in a spreadsheet, it's like wow So make such a huge difference. It's similar to how The visual of it is similar in my mind to Last week or maybe it was the week before when Tom showed us how Bring you you're bringing in the same amount of customers But you're losing them at the same rate those percentages how those You have to be so careful because if you just keep bringing in the same Percentage that over time you're gonna start losing money. Do you guys remember that? I Always think is very cool, too This is one of my favorites. Okay, so I'm just gonna Pull this number behave Let's put this number up here. So Let's pretend That we have a cookie jar and At the end of each week on every Friday, we're going to put one dollar more in that jar than we did the week prior So in the week one we put in $1 in the week to we put in Two dollars so on and so forth, right? Yep, and we're not doubling. He's not saying doubling just one more. So week three or be three week four before So by the time we get to the end of week fifty two There's gonna be fifty two dollars in this jar If we added all those dollars up for the year anybody want to guess what it is Anybody, but we're putting fifty two dollars in the jar at the end of week fifty two It's gonna be over thirteen hundred dollars thirteen seventy eight for that week. Yeah Yeah At the end at the at the end of the year there's gonna be thirteen hundred and seventy eight dollars in that jar One thousand three hundred seventy eight dollars in that jar. That's if you add one per day. Yeah, just one One dollar. That's just one dollar But let's pretend that instead of dollars. Those are recurring clients and Say hundred fifty dollars hundred fifty dollars each Okay so If you're able now if you want to go back to our model and say the the the average customer is a hundred and fifty dollars And they're a job and they go every other week. Yeah on a weekly basis at seventy five dollars, right? Right. Oh, I forgot about that. We're gonna go ahead and do that You guys all got that right because if you have a a client that's a hundred fifty dollars per clean average cleaning is bi-weekly there'll be three hundred dollars for for the month and When we break that down for a week That's where we get that seventy five dollars because this is a weekly remember the first week second week third week We'll be good again, but we've been doing this for two months. So we've got this by now, right? Yeah, you've got that part Okay, so if we do we're adding one bi-weekly Every way So it's going to be seventy five Times that number so you're gonna have a hundred thousand dollars in that jar just by one bi-weekly Remember it's every week, but it's still it's only one It has to be a game So every week you're gonna be gaining you're gonna be losing and if you remember the curve the higher you get the flatter The curve gets so that's where you know the red numbers and the green numbers really help yet Quite honestly, this is the punch slide to everything we've been doing here over the last two months that the the more you There was a Bob Dylan song Forget a good song But one versus is the more you have the more you have to lose and the more customers you have the more customers You have to lose the harder you have to work in order to keep growing and it's all about the red numbers in the green numbers But if you can Go ahead Tom. So if you can just add You know a modest amount, but do it consistently you're you're growing in a material way If you're able to add a weekly just one weekly or two every other week customers That's up to you know, it's two hundred thousand dollars. I mean It's a good chunk of change for a lot of us, you know, if you've got a if you've got a million dollar your business You just grew your top line revenue by 20% and probably your bottom line revenue by You know, maybe as much as a hundred percent. Well, if you've been paying attention to you've been definitely by more well, let's look at it this way if you had a million dollar business with a 10% profit margin then your profit would be a hundred thousand dollars, right? Yeah Let's pretend that you're able to keep that operating expense constant and you're able to do What we just did here and generate 1.2 million the next year but your Operating cost your fixed cost stayed stayed fixed the same and your loaded direct payroll was 50% That means half of this or another hundred and three thousand went to the bottom line So your profit went from 100,000 to 200,000. So you made twice as much money as you did By only having to clean, you know, 20% more more homes So that's the magic that's the magic of Stacking in doing doing this and stacking revenue and The red numbers and the green numbers to keep driving them up. So That's right Robin see I told you this is that's like when you see it in a spreadsheet, it's like Intuitively, we know this but you see it in a spreadsheet. It's like Dang Wow, okay, I really need to be focusing on just getting one I am it that feels so easy to tell your salespeople, right? Listen y'all. We just need one One A week if you're one more than you lose So the other part is if you're on the verge of losing one and this is a psychology that's very easy slip into Yeah, we've got hundreds of customers. We can afford to lose it Yeah, no, you can't because they're too hard. It's too. It's too hard to that point They're they're expensive Those the customers are more valuable when you're big arguably is when you're small or just a little Yeah so a lot of people get kind of Freewheeling with their clients. They're like, oh, he's irritating. We don't like him. He stinks when we go to his house I'm like y'all get over it Because that that guy is worth too much money to all of us. So we we do everything to keep our clients You got a yeah neck gain absolutely robin neck game for sure It's called it's called marginal revenue It's that last customer, you know half of every dollar you get from that last customer is profit If you're loaded direct payroll is 50 percent if it's Less than 50 percent. Maybe it's 55 cents on every dollar. So it's not like it.  I'm not making money I'm not getting the results that I need I don't know why and I don't know what to do about it Well, thank you for taking this journey with us. It's been a couple of months But if you piece all this together, we've eliminated all those excuses Yep, it's a matter of doing it at this point Right at this point You know what to do and you just have to do it And you don't even have to do all of it like we've said repeatedly over and over again But you have to start doing it and you have to consistently be making those three numbers do what? And red numbers do what? go down Now I'm excited. So we're done You know We've talked about some things here over the last Few weeks about doing some of this in zoom and we're moving in that direction We don't have all the details worked out. You're gonna be seeing that the next week or two We're gonna we'll be able to talk more about this next week um or if not sooner and uh We've got some some new activities that that that we're lining up to that I think it's gonna be fun. I'm looking forward to it. Yeah That's why we do this right tom. That's why you and I do this for the fun of it. So Yeah, well we did it we started doing it. It was covid and we shut down and we were I don't know We kind of stumbled into it. It was kind of desperate in the beginning people were really struggling Yeah, I'm I'm glad it was useful Leslie. I'm glad you saw it as excellent. That's great Yeah, Robin. Yeah, I mean you guys were we're long haulers with us.  Thank you Yeah, a lot more fun when People are participating and and and helping make it happen.  I hope you have a good day grand finale. Thank you for these wonderful Yes, thank you. Kelly. Glad to see you on here tomorrow's a play day. Okay So Thank you, Debbie So Enjoy the rest of your day. We'll see you here tomorrow five o'clock eastern.


Hey guys, it's Nate, AKA The Foot Accountant. Welcome back to the channel. It is a huge Friday of FIFA 23 because Team of the Year is here. Our first Team of the Year cards in packs today, along with the first release of Team of the Year Icon, and just the beginning of all of the Team of the Year content that we have been so looking forward to. It's going to be a mental day of packs, of market, of SBCs, and what I want to do today is break it all down. What to expect? Where's the market going to move? What's going to go up? What's going to go down? And of course, what to expect with Team of the Year content? There's a lot of packs that have been added to the code. What can we see from those today? What SBCs could we see? And of course, a Player of the Month Mbappe is confirmed, but we don't have an SBC yet. So there is so much to talk about today. If you are excited for Team of the Year, hit the thumbs up, subscribe if you're new. Let's start from the top and talk about what's dropping in packs today because it's not a clear answer to that question. It's a little unclear. What we expect from this confirmed Team of the Year 11 is we expect to see just the attackers in packs today. That is what EA has done for so long, last couple of years at least, is drop the attackers in packs for a couple of days, then the midfielders, then the defenders, but they've been starting with the attackers because it sells a little bit extra packs. But some people believe that maybe the full team would be in packs today from day one. To me, that doesn't make sense because that's not how EA have done it in the past, but since the full entire team, all of these players are on the loading screen, which is different from previous years, it's a little confusing. I believe that it will only be the attackers in packs today. So I'm Bope, Benzema, and Messi, in my opinion are going to be in packs today. The rest will not be in the game yet, but we will just have to wait and see. Of course, that means big things for the market, for a lot of people wanting to try to open packs. If you have saved up packs, don't get too crazy today about opening them, in my opinion, the best time, and we've talked about this, but the best time is to be waiting until the full team is in packs, and then there's also a team of your honorable mentions that will be released that's probably a week away from now. So I know a lot of us have been saving packs to open for when this team is out, but the best and most useful time to do that is probably not until later on, next week in a week from now. So that's something to kind of keep in mind today, but we're expecting to see the attackers in packs today. Now also in packs today, team of the year icons, and we actually have the team of the year icon card design added to the code, added to the game. We know what team of the year icons are coming. We just don't know exactly which ones are coming today. A foot sheriff leaked and said that it will be split up into two different teams, which also kind of furthers the idea that team of the year is gonna be split up into two different weeks, which is another kind of vote of confidence or another reason, I guess, that it would only be part of the team of the year in packs today. But this is the official team of the year card design, just like we had with the World Cup icons. Team of the year icons are gonna act just like promo cards. So they will be packable from upgrade packs that are not league specific, like 81 plus double upgrades. If you save those for team of the year, you will be able to pack team of the year icons because they are technically promo cards. And we're expecting to see a small batch of team of the year icons released today. Now on the loading screen, there's a couple of different cards. There's a card that it has an English flag, a Dutch flag, and then the Serbian flag. And we do believe we know who those are gonna be from these leagues. We would assume that the Dutch flag on the loading screen would be Roodehullet, right? This could potentially be his card. Stats are not confirmed, but an insane upgraded Roodehullet with a dynamic image would be, of course, amazing on this absolutely unbelievable card design as well, right? So we believe it's Hullet, Beckham, and Vintage, but of course it could be Ashley Cole, it could be Van Der Sar since those guys have the same nation that are on the loading screen, but you would imagine EA would put the best of the best players on that loading screen. So not sure about guys like Ronaldinho, Grudmuller, or maybe Nesta, or Machileve, not sure about what cards will be released in packs, but some team of the icons will be in packs today. So it may not be a ton of cards in packs, but what it's gonna do is it's gonna get a lot of people to open packs. A lot of people will just see team of the year is posted on the loading screen, especially if it's just the attackers. You see Mbappe and Messi and Benzeman, you're like, okay, I wanna open some packs. So that is going to get people to open packs, and that's gonna impact the market. And we'll talk about that here in a second. But also what I wanna talk about today is SBCs because for most people, right, team of the year, you're like, okay, Nate, these cards are cool, but I can't afford them. So what content's gonna be in it for me today?  You can almost book it. We have this flashback SBC as the most likely candidate for our first team of the year, SBC, Sergio Ramos. We've seen this leak. We've known about this leak. This could be like the flashback Veran of last year. Absolutely insane center back. Big name, a staple in team of the year for so long. I think the best percentage chance of this dropping or of any SBC dropping today is this Ramos. I think it's very likely that he drops. He was the first SBC card that was leaked. And for this card today, it all comes down to how good the stats are, hopefully better than this and what the price is. I would rather have a Ramos card with all the packs that we're gonna open up during the team of the year. I would rather have one that's like 94 or 95 rated, have bigger stat boost than this and be a bit more expensive because that would mean a better card that I could use for longer in the year. I really hope that it's not a lower rated Ramos card that is cheap. I don't expect that to happen, but I hope they just give us a really, really juicy Ramos today. And of course, you're gonna wanna watch out for some of your PSG links, right? I know we've got the whole Mbappe situation with the player of the month, but a lot of people are thinking about like Hakimi or maybe it's that Marco Verratti, Centurion's card, right? Some of these cards are actually going up in value as people get ready and expect to see the Sergio Ramos dropped in the game today. So there's gonna be a lot of hype around this SBC. If it's not good value, then the links to this and fodder and other center backs in the game will probably end up going up. Well, the links to this would go down like Verratti and Hakimi and those guys, but it all just depends on the value of that Verran or sorry, of that Ramos, to how the market will react today in that area. So there's only one other leaked SBC that we have at this time besides Ramos and it is Gareth Bale's end of an era. You guys may have not seen this. It was leaked yesterday. Gareth Bale end of an era is also added to come as an SBC. It could be today as well. I would just expect to see one big SBC between Ramos and Bale. This might come later during team of the year. Hopefully it's a bit more juiced than this. This card's not bad by any means, but they're gonna have to make it a little bit cheaper as well I think just because of the MLS links not being that amazing. His league or his nation links aren't that amazing either. So that's a very emotional card and a cool card. Of course, we had the end of an era of Bale last year. Hopefully it is saucy. And I mean, there is a slight potential that that could be our SBC today and that Ramos could be later. So just kind of keep that in mind. Those are the two leaked SBCs that we have out at this time. And you saw me click on it. This should be our objective player today. The only leaked objective card for right now. A team of the year moments objective, Gundawan. Hopefully the stats look like this. This could be a fun objective. This might be one of the better pieces of content today. If EA get the upgrades right, get the stats right. This is a card that everybody can go out and grind in objectives and that will be a nice Premier League midfielder, hopefully with some good stat boost. And maybe, you know, some week with skill moves EA, juice something up there, make it extra special. That is probably our objective player today. Now also, there's been a lot of rumors. And it's not even rumors. Now it's actually confirmed. Everybody is wanting to know about Player of the Month Mbappe. Is Player of the Month Mbappe going to get an SBC? And will that SBC be dropped today? Usually, and this is why it was a surprise, yesterday, Thursdays are days where we usually get League One Player of the Month SBCs. But what actually happened was the League One Twitter account posted that Mbappe won the award and is the Player of the Month. But there's no SBC yet in the game. Now here's my thought process around this, right? And Mbappe's special cards are dropping. As people see this, they're like, okay, Mbappe's supposed to get a Player of the Month, which he absolutely deserves one.  The only time they usually don't is if it's at the very beginning of the year, like in August, right? The August Player of the Month winners don't end up getting an SBC because FIFA starts like at the end of September. At least that's how it's gone from recent years. I think the reason why EA might be withholding this SBC from us a little bit longer is because they want the focus to be on the team of the year version of Mbappe and they want people to be opening packs today to try to chase that card and not chase an SBC version of him that is in the game. That is my opinion of why we don't have a Player of the Month Mbappe SBC just yet. But I really, really hope that we do get one and a lot of people are preparing on the market like we will. Now, Player of the Month SBCs, you maybe remember last week, we had Martin Odegaard that was dropped early on a Friday. Friday afternoon, UK time, like early mid-morning. Player of the Month SBCs do often drop on Fridays for the Premier League, but not so often for the League One. Again, it just comes down to EA's decision of when they want to drop this SBC. The voting and everything is separate from EA, right? Whoever chooses to play the month, that's separate from EA. That's, yeah, that's the UNFP, right? This is the official Twitter account for League One Player of the Months. It's a French account. You know, this is their account, right? They're always tweeting about the players and the winners of Player of the Month. So, Mbappe One, it's official. It's not a leak. It's 100% accurate. Now it's just up to EA to drop an SBC whenever they want to. It could be today. It could be tomorrow. It might be next week. Honestly, we have no idea. If I had to guess and give my best guess, I think it might be tomorrow on Saturday. Or maybe they drop, I really don't know, guys. It's a really tough one to call because I think EA's put in a tough situation here because Mbappe won the Player of the Month, but they want the hype to be around his Team of the Year card, obviously, today. So, that's why I feel like it might drop today, but again, that's up in the air. We have no idea. So if you're somebody who wants to do Mbappe Player of the Month, which, you know, I might be one of those people, right? If I don't pack Mbappe during Team of the Year, this would be an absolutely incredible SBC to craft. It's probably gonna be an Mbappe that's 93 rated, plus one rating overall from his latest and most recent performance-based card, which is this 92 informed. So, you know, there's a lot of hype around this card, a 93 Mbappe via SBC. So many people would want to do that. If you take a look at the Mbappe's, they're getting listed up on the market. Look at how many games these guys have. 700, 900, 800 games. These are people that are selling these cards because they've used them for a long time, hoping and knowing that a SBC will be coming. Now, if we don't get a Play of the Month Mbappe today, I would imagine that his gold card, since it would be going out of packs with the Team of the Year coming into packs, the gold card would go up and his other informs would go up if there is no Mbappe siding today on this game at any time. Now, if there is for an SBC, his cards might go down, but that's just a lot of specific Mbappe talk because I know that's a very, very in-demand card and that's an SBC that could come today but also might not. There's a lot of questioning around that at the moment. That's kind of the news on Play of the Month Mbappe. Let's talk about the market and let's talk about packs because let's be honest, guys, we all know, cat's out of the bag. It's very hard to pack a Team of the Year and if you have saved up packs, like we said, I'm not opening any of these today. The only ones I would even think about opening would be like a triple 83 plus attackers pack but even then, it's still better off to save these until the end of this next week when the full Team of the Year is in packs, maybe we have Team of the Year honorable mentions in packs and there's other SBCs that are out and upgrade packs to craft and if you have duplicates, rinse those into and stuff like that, not saying there's no SBCs out now because there absolutely are but that's kind of my take on packs and stuff like that. I know we already mentioned it but there's a lot of brand new pack codes that have been added to the game which should start showing in the game today for EA to try to get people to open packs. Now the first one is, this is kind of cool, a Team of the Year messy loan pack. We've had Ledley King and we've had Nesta in the moments section, in the moments store for like a loan player pack. This is what the kind of vibes I'm getting with that. They might just all give us a Team of the Year loan messy today which is sick, a GGZA, that's incredible. We have an 84 plus elite pack, provisions pack which is all consumable or all gold column players which is very interesting but that would be a huge help to our clubs as EA is going to be dropping a lot of Team of the Year challenge SBCs for packs throughout this entire promo that'd be a huge help. And then an 88 plus mid prime or World Cup icon pack. We might be seeing this later on in the weekend or next week, that might be our next icon upgrade pack. So remember this because it will be coming back very soon.  If you remembered these from Black Friday, Team of the Year 10 coin pack contains two rare gold players plus one 89 plus loan player on loan for three games, all items intradable. So hey, I'll spend 10 coins to get two rare golds. That's a deal, right? So we always love those. We saw them first this year during Black Friday. The 10 coin packs are going to be back. So keep an eye out for that.  They're all intradable and then they're just including some Team of the Year loans. They're including some gold players. This one has a foot hero player inside of it. So watch out for those store packs to be dropped over the weekend. We have an Ultimate Midfielders and Attackers pack. I don't remember seeing an Ultimate Defenders pack, but Ultimate Midfielders and Attackers, which is 30 attackers or midfielders with one 85 plus. And then these three player packs by League. These are nice. These are going to be as upgrade SBCs at some point in the next couple of weeks. Those are nice to see. And this very last pack here, guys, there's a lot of packs, right? This last one's very interesting. Honorable Mentions Mystery Pack Bundle. EA with this pack code have literally just guaranteed that we are going to be getting Honorable Mentions cards during Team of the Year. Now we don't expect them today. That'd be crazy if they're out today, but we're expecting them like next week at the end of the week, a week from now. But they basically put the cat out of the bag here with this pack code because it says contains three Honorable Mentions players, Martinez, Dohan and Onahi. I have no idea who that last player is. I literally did go through the Team of the Year voting. Didn't find anybody with that name. One draft token and a coin boost. This Martinez could be Emmy Martinez or Lautaro Martinez and Dohan is the Japanese player from the Bundesliga. Of course, he's got a team of the tournament card from the World Cup. So no idea who this last player is, Onahi. Maybe I'm just completely missing it. But the other two guys, you know, match names that were in the voting for Team of the Year, which usually players who get Honorable Mentions are from that voting. So I'm not entirely sure what's going on here, but EA have basically just confirmed that we are getting Honorable Mentions cards at some point during Team of the Year with this. So I don't expect this to drop today. I don't know if EA made a mistake with this pack code, but that is obviously very interesting. And hopefully we see that show up very soon. But those are all the packs. Again, I would expect to see at least two or three of these store packs drop today. Just, it's kind of giving me like Black Friday vibes, right, where they drop a bunch of packs, the 10 coin pack that they have as well in the code here, I think on Black Friday they even gave us a free. Well, it was like a free mega pack that they gave us on Black Friday. They might do something along those lines today to try to keep everybody involved because of course, EA know that not everybody is gonna be opening packs today or thinking that they could pack a Team of the Year, right? Not everybody's going to be able to pack those because these Team of the Year cards are very difficult to pack. Now with that in mind, let's talk about the market because as we have been seeing all week prices are down, some prices are starting to go back up a little bit, but a lot of prices are still low for where they have been. Is today or later, like tonight, later in the night, is that gonna be where a switch flips and a lot of these cards start to go up? I think there is potential for that, but I don't think it starts with prices going up early today on Friday. I think today on Friday, it's gonna be a massive, massive day for the market, but there's still going to be a little bit of panic selling. In my opinion, you will see some prices, not everything, but some prices will probably drop at the same price on this game. As we head towards content, people will be like, okay, maybe it's an Ebro card or maybe it's even a lower tier card if they see some leaks about an SBC that is coming out or something. People will want to have their coins ready to change up their teams with whatever content is dropped today, and of course, after the content drop, there's a couple very interesting things that are happening. With all the other SBCs that are dropping today, potentially like a Team of the Year Challenge pack, maybe some sort of upgrade pack, the Ramos or the Bale, maybe a player of the month in Bape. One of the other SBCs that we're getting today again is the 87 plus base or FIFA World Cup hero player pick, and this SBC refreshes. So if you did it early in the week, it's gonna come back, you'll be able to do it again. This SBC made some waves earlier on. It's an 84, 85 and 86 squad with one informed requirement. A lot of people will want to do this. Let's say you open a couple packs today, which a lot of people, again guys, I say this and I'm telling you guys not to open packs, but a lot of people playing FIFA today will open packs just because they see Team of the Year cards impacts. Even if it's just the attackers, people will open packs. And that means there's going to be people with cards that are going to be in their club fodder basically, right?  And I do believe this is gonna create a very interesting scenario today on the fodder side of the market. And even for like panic on the market in general, when we've had SBCs like this that refresh on promo Fridays, usually it causes a little bit of panic selling during the time when people are opening packs and then going and doing this SBC. So for the first hour of content today as people are opening and lighting rounds and opening some of their packs because they see Team of the Years are out, I think there could be a little bit more panic on the market. So prices staying stagnant or dropping a little bit into the 6 p.m. content timeframe, they drop the content, maybe a couple more drops on submit to lower tier players. That SBC, that hero player pick, costs around like 200, 250K. So it's not that cheap to do. Some people might have to sell cards to go and do it. And then from there, that's where the market might start to go up on the most meta out of pack special cards that people are buying to build their teams. Now with this player pick that is gonna get released, what should you do with fodder today? Now this is a tricky one, really, really tricky because it's just gonna be, it's gonna be like a seesaw, right? There's gonna be demand today. There's also gonna be supply. I'm really curious to see what's gonna happen with like 84s to 87s because that's the type of fodder that went up the last time this SBC was released. 85s, if you guys remember, the first time that they went to about 14,000 coins or basically extinct on the market where they are right now, a lot of them at max price, they shot up in the week earlier last week when this player pick was released. They, and then of course earlier this week as well when it was released again, or there was another SBC last week and then this player pick this week has helped this fodder go up as much as it has. And honestly, am I expecting 85s to go back to AK today? No, but there's gonna be a lot of supply for people opening packs. I'm very curious to see if fodder maybe drops right away but then rebounds later or if fodder kind of stays the same price on the middle to high tier and then drops off later into the night as more supply keeps coming in, as EA is running more lightning rounds and people are opening packs. I'm honestly not sure. I will tell you this though, 83s are probably gonna drop down in value. 84s are probably gonna drop down in value. The lower tier fodder, the stuff that's gonna get packed more, as you can already tell, people are starting to sell it off because they expect it to go down. That's the stuff that will probably go down more than the top tier stuff, right? Guys, it's a really weird scenario today. Like there's demand, there's also supply. So it's really tough to try to say what is exactly gonna happen except for that low tier fodder is definitely going to get supplied. Like the 83s, the 84s, maybe even the 85s will drop back down a little bit. That would be very nice and very needed because some of the SBCs that require those 85s are going away. Like the 83 times 10 will no longer be here and that's what really made 85s boom this week. That's going away, of course. And then even some of these 83 times 3s, like the attacker that requires 85s, that's going away as well. So that's kind of what I'm expecting. Again, a little bit unexpected on that SBC market side of things, but for the meta market, I remember last year on team of the year, the day of was an absolutely incredible day to make coins because so many people go back and buy players for their team because they got to play weak in league and there's even more weak in league demand again. We've been talking about this throughout the week that I believe there was gonna be a nice market bounce on the team of the year night rise, right?  The market is down, prices are low. That means there is great potential for cards to go up. I've already bought a couple of cards, I'm trying to flip some stuff right now. Watch the most meta, rare, out-of-packs cards that may be linked to a Ramos today, right? I'm definitely watching PSG links but anything that is rare, that is popular, that people want to use in their teams, you know, you maybe wanna watch, like if Benzema, his team of the year card today as an attacker, if his card is like really, really insane, maybe some of the Real Madrid links will go up a little bit. Like this Vinny Jr. is one that a lot of people have kept their eyes on. He could definitely go up today as a very rare card and one of the most popular links to that Benzema, maybe Kamavinga as well. If you're a PSG link, so you have Renato, you have Akimi, you have Neymar, you have so many different cards. Also, this is like All-O-A-Run, right? One of the most meta cards in the game. If there is panic today, focus on what is rare, focus on what is meta, because that stuff will go up, I believe, tonight and it should be a decent time if you have not bought cards for your team yet. It should be a decent time to look at buying a couple cards for your team, even if prices don't get to their absolute lowest for what they were earlier in the week, like Yaya Turei is right now back up actually to about 520, 530K, he was 500K flat yesterday, right?  I still think it'd be a decent time to buy a card like this because he would end up going higher and today just kind of flips the switch between the panic selling and of course people going back out and buying cards for their team. So today's gonna be a really great day to make coins on the market. We're gonna be live streaming it and of course reacting to seeing all these team of the year cards, the team of the year icons are gonna drop on the game. It is going to be a mad day on FIFA today. Team of the year, Friday on FIFA 23. So if you guys are excited for it, make sure to thumbs up, drop a comment down below if you have any questions and of course subscribe if you are new, we'll be streaming live on Twitch. Check that link down below in the description as well during the content drop today.  I'll get out of your face now. It's been Nate the Foot Account, I'll catch you guys later. Peace out.