Welcome to episode 60 of Lunch with Norm. Today’s episode features our returning guest, Amazon Expert Kevin King! Kevin joins us each month for a monthly instalment of “Talkin’ Shop” a live Q&A with the audience. Kevin is a highly-sought after speaker at Amazon conferences worldwide. He also mentors sellers collectively doing over half a billion US dollars per year on Amazon.com in the Freedom Ticket and Helium 10 Elite Masterminds. In this episode, Kevin talks about approaching Black Friday and Cyber Monday. We talk about what the best way to prepare for the end of Q4 are, discuss the current affairs of Amazon and a whole bunch of tricks and tips for Amazon FBA sellers to find success in 2020. And of course, answer your burning Amazon questions Live!
Date: November 6, 2020
Episode: 60
Title: Norman Farrar introduces Kevin King, a Million Dollar Seller on Amazon and is a Highly-sought-after Speaker at Amazon Conferences Worldwide
Subtitle: Live Q & A for the next quarter
Final Show Link: https://lunchwithnorm.com/episodes/episode-60-amazon-seller-q-a-talkin-shop-november-w-kevin-king/
In this episode of Lunch With Norm…, Norman Farrar introduces Kevin King, a Million Dollar Seller on Amazon and is a Highly-sought-after Speaker at Amazon Conferences Worldwide.
Kevin King has been involved in internet marketing and e-commerce since 1995 and has been a recurring guest on over 30 FBA and e-commerce podcasts. He discussed some tips and tricks for the upcoming Cyber Monday and Black Friday.
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Norman 0:02
Hey everybody. It’s Norman Farrar, a.k.a The Beard Guy here and welcome to another Lunch With Norm, the rise of the micro brands
Norman 0:20
All right, so welcome to today’s show. It’s going to be a great one. Our buddy Kevin King is going to be here and we’re going to be talking about this is going to be a general q&a about what’s happening in November, what to do for Black Friday and it’s always open to questions. So in case you don’t know a little bit about Kevin’s background, you gotta check out I Know This Guy, the I Know This Guy podcast. It’s got to be one of the best podcasts that I’ve had and Kevin gets into everything from his lifestyles on the rich and famous Michael Jordan, mafia experiences, models mangled by tigers, but survived, only a flesh wound. But it’s really incredible. So everybody thinks that they know Kevin from Amazon, wait till you hear his backstory. It’s really great. So if you do get a chance, go over and check it out. Check it out on I Know This Guy. Also, Kevin’s been featured on like I said, Lifestyles of the Rich and Famous, Entertainment Tonight and he’s made it to paper’s like USA Today, Wall Street Journal. So Kelsey, where are you?
Norman 1:37
Hey, Kels. Of course, we can’t hear you.
Kelsey 1:43
There we go. Man, I’m having a little bit of difficulty on my end on the computer, it’s kind of frozen, but I think it’s all good. But looks like we have Angie. Hello, Angie. Welcome to the show.
Norman 1:59
Hey, Angie.
Kelsey 2:00
Yep, so this is a q&a kind of format. So if you have any questions, please put them in the comment sections and we’ll get to them as soon as possible. But before that, please, if you’re watching right now, smash that like button. Ring that bell. You can find us on Facebook, Instagram, YouTube. If you miss an episode, you can always find all the full length episodes and highlights on the YouTube channel. It’s Norman Farrar. So also we are a podcast. So you can find us on Apple and Spotify. Just search Lunch With Norm and Oh, looks like Victor’s joining us. Hey Victor, how’s it going and yeah, let us know where you’re watching from. It’s gonna be a big episode. It’s grown every single time we’ve done this. So maybe we can break the record today.
Norman 2:50
I’m expecting we’re going to break a new record.
Kelsey 2:53
Looks like the Facebook event is doing well. But if you haven’t already, this is brand new to us, but we started a Facebook group. We put the link in the comment section already. It’s right here, so you can enter that. There’s a couple questions to enter it’s private group. But yes, and Dr. Koz is here.
Norman 3:17
All right, Dr. Koz.
Kelsey 3:18
guess we’ll just jump right into it. Okay. Yeah, that’s it for me.
Norman 3:23
Perfect. All right. So before we get started, just wanted to let everybody know that we are broadcasting live on Facebook, YouTube and LinkedIn. If you’re watching a replay, skip it, just get to the meat. Get to Kevin and I are talking and if you are watching on my profile page, you’re missing out, head over to the official fan page, which shows you not only the whole episodes, but highlights and videos. Okay, so I think yeah, if we do have questions, usually when we have Kevin on, there’s lots of questions. So make sure you put them over in the comment area. We’ll try to get through all of them. If we don’t, we’ll answer them a bit later on. So sit back, relax, grab a cup of coffee and enjoy the show. Mr. King.
Kevin 4:12
Hey, how are you doing Norm?
Norman 4:14
Good. Hey, before I get started before I do anything. We have to swap out the gnome. Oh, and we have to bring in Kevin. We started this tradition on I Know This Guy and we have Kevin the Dog. So he’ll stay right here. You can only see the cigar but yo this is Kevin.
Kevin 4:40
That’s cool. I love it. I love it.
Norman 4:44
So how are you sir?
Kevin 4:45
I’m keeping busy man. Getting ready to take a little vacation for a little bit later today. Doing this for you and then later today going into the woods.
Norman 4:53
Oh really? Are you gonna be in your hazmat suit?
Kevin 5:00
No, I’m not gonna be in the hazmat suit.
Norman 5:03
Last time I saw a post you were getting bred in hazmat suits.
Kevin 5:07
It was back in March. Yeah. I had to do that. That was just I walked into a place in a full hazmat and everybody was like, but yeah, that was right when the first lockdown started. Yeah, I just got to do it.
Norman 5:25
I just have to know does Val Marie have a fashionable Gucci style hazmat suit when she goes out?
Kevin 5:31
She has several things. Yeah. Several fashionable things, has a fashionable face mask. Oh, very special. It looks like an astronaut helmet. If she wants to use it. Yeah, she’s got the latest and greatest gadgets.
Norman 5:48
Oh, that’s great. Okay, look, we’ve gone from a crazy September. Hey, how have you heard or what are your thoughts on Prime Day?
Kevin 5:59
On Prime Day?
Norman 6:00
Yeah. Was it good for you? Did you hear good things?
Kevin 6:03
Yeah, Prime Day was good for us. I mean, sales are up about 400%, I guess, on our stuff. Yeah, I’ve heard good things from a lot of people that it went well. It would surprise me if Amazon actually makes it a little bit later and in the future, I think it’s a good lead. It was a good start to the holiday season because sales have gone back down but they’re still at a higher level right now. One of that’s just Amazon, more people are ordering eCommerce, with the pandemic and everything. But it seems like a lot of people are ordering earlier this year. So it’s gonna be interesting to see how late November and all in December is if it’s a little bit more steady, or if it’s a normal rise, because I’m seeing a lot of people that are just kind of doing their Christmas shopping early. Just because of I think some of that may be they have nothing else to do. Some of it is people are worried that Amazon might get too busy again, and take three or four weeks to get stuff like what’s happening back in April and May. So I don’t know, it’s gonna be interesting next two months, I think it’s gonna be good for everybody. Pretty much, but it’s gonna be interesting to see how it all falls and shakes out. I don’t think it’s gonna follow the traditional normal curve.
Norman 7:19
Yeah, we had a very mixed batch of experiences with this Prime Day and I think probably 60-70% on the first day was okay. Wasn’t where we were at before and I know your product and maybe at least the one product that I’m thinking about would just kill it during that type of promotion. But most of the stuff, man, it was maybe 100% growth, maybe a bit more than that and then the second day, just fell and it was again, it was about 60-70% of the clients that we’re working with than normally that you would see on Prime Day 300 plus percent.
Kevin 8:07
Yeah, the second day for me was way lower than the first day for sure. Everybody seemed to be there on the first day, and not so much on the second day, but that’s when they’ve done that in the past, we’ve had Lightning Deals ever on like the day after and they just they suck. Yeah, they’re just horrible. So there’s always a drop off. But yeah, day two this year was definitely a lower for us.
Norman 8:32
Now, if we start taking a look at going to Black Friday and Cyber Monday. Let’s talk about that. So either working with the fourth quarter or working with Black Friday, what can people do? What are you looking at that might have been a little bit different than the year before?
Kevin 8:53
Well, the biggest one is the inventory controls for I think everybody. It’s especially if you don’t have a very established product if it’s something you’ve launched in the last six months to a year where you’re still trying to build that up. So that’s one of the things that I’ve been working really hard on with some of my products are calendars and so every year this new skews, so I started in July, before I happened to hit right before they put this restriction and I built a I think the restriction came on on Monday. On that previous Sunday I had built a shipping plan which was for like 5000 units or something like that. So I was able to get that in. But then we’ve gone through those but I’m making sure that every time it feels a full case another box is going in just in case it takes a long time. Because sometimes they’ll receive in a day or two and then it takes two or three weeks for it to work its way through the system to be available. So that’s having a game a little bit this year.
Norman 9:55
Yeah especially with these restrictions that are in place. It’s more important now than ever, that your listing is properly optimized, really optimized, before it gets launched and we just did a couple of launches over the last two weeks and here’s what like, this is what we did. So it launched, we had 200 units, we actually had 196. I don’t know why. But we were lower than 200 on the one product and we started to send traffic from Facebook over to the page and then it was the landing page, sent it over to Amazon and what happened was, we monitored this daily. There was a trailing, like, we didn’t see any change for the first little while. But the second week, we got going and all of a sudden, it was like the doors open wide and we were just hitting it with just driving traffic from Facebook. We threw a few rebates against a few keywords and then yeah, now we’re up over 1200 units.
Kevin 11:06
How did you do the launch then? What type of type of daily sales volume are you targeting?
Norman 11:11
The sales volume, so it was a brand new product in a very tight niche. It’s a newer niche and we were hoping that we could get anything at first, like we were looking at two, three. The original way that we did it is we sent out between one and two rebates each day, over a period of three or four days. Then we started to drive traffic over from Facebook and those would only pick up and they were high converting but it was just I think it was four or five, organic sales. At the end of the day, over the first week, we ended up with about 10 to 12 organic sales a day and then now the second week, we started with 20 to 30 items a day and again, it’s not huge, it’s a complicated product. Because it’s not something that everybody goes out there, we’ve got to show that this is a product that some other people have. But here’s unique qualities. It’s a tough sell but it worked.
Kevin 12:22
Did you have some FBM on that too? Because if you got to 20 a day, you’re gonna exceed that 196.
Norman 12:28
Yes, we did and we have like, you know Vandana. So she’s monitoring the keywords every single day. She’s monitoring the sales and so we just put in a bunch, we saw that there was another opening for 722 items, we just sent them in as I got on the call. So there’s the amount that they’re allowing us to put in and we take a look every couple of days to see if we can add more and add more. We want to keep that limit to its max. So anyways, that’s what’s happening right now, we definitely added the condition, so we can flip it over to FBM and that was a lifesaver. Because what ended up happening was we were this product is number one, this is crazy. 11111122222233 we’re just killing it right now with these keywords, and some of them are mid, I would say between six and 11,000 searches per month. But it’s for a product that’s kinda like the keyword. So there’s no relevant keywords because it’s a brand new product. Well, there are relevant keywords, but it’s not specific. So we have to kind of build that category and hopefully, we can turn it into a sub category on its own. But yeah, we were running out of inventory and yeah, we didn’t want to jeopardize the ranking so that FBM came in while we were waiting for a new product to come into our 3PL.
Kevin 14:11
How’s your fulfillment costs on the FBM versus FBA? Are you taking a hit on that?
Norman 14:15
We are. What we decided to do was match it. So it was free, but if they wanted expedited shipping, then there was a slight charge whatever it was, but the initial shipping is free for regular service.
Kevin 14:31
So you’re taking them depending on the weight and size, you’re taking a pretty good hit.
Norman 14:34
Why not?
Kevin 14:38
Yeah, you have to do that.
Norman 14:39
This is a consumable. Yeah. So it’s a 30 day consumable item. So if I’m going to lose it on the first one, and keep my ranking, then get them to come back over to FBM, then I’ll do that all day long.
Kevin 14:54
You put up Subscribe and Save on it as well?
Norman 14:57
I don’t like Subscribe and Save. On the website, I’ll put a Subscribe and Save on but on Amazon, then I can’t play around with the price. I keep getting these nasty emails saying that I’m outside of the perimeters.
Kevin 15:15
Cool. That’s the way you got to do it these days.
Norman 15:19
Yeah and it’s Oh, by the way and I always I’m telling people to do this, but they don’t believe me or they don’t do it. You came on, I think it was two episodes ago and you were talking about switching over from UPS ground. Sorry, switching your service by calling your UPS agent, and switching from ground services with freight costs and they’re cheap.
Kevin 15:51
It’s a lot cheaper that way.
Norman 15:53
I just looked at the 722 units that are going over and the price was unbelievable. Like, I actually went back to Vandana and I said, it’s the wrong price, recheck. Because it was a lot cheaper than Amazon, you get out of Amazon.
Kevin 16:12
Sometimes it is cheaper than Amazon. Yeah. Sometimes Amazon’s freight is still equal or better. Yeah. But sometimes it is cheaper. Yeah, and especially for those that can’t, if you have a product that Amazon doesn’t allow you to, like hazardous goods, for example, Amazon doesn’t allow you to ship that on their account. So you have to ship on your own account and that’s where it makes a huge, huge difference for a lot of people.
Norman 16:35
Hey, did you see, I got all sorts of panic emails on the weekend. Did you see all these suspensions?
Kevin 16:44
Just last weekend?
Norman 16:46
Yeah. On Saturday, it happened on Saturday.
Kevin 16:48
No, I didn’t know what happened.
Norman 16:50
Amazon, it looks like they assaulted 10s of thousands of sellers and they got rid of people. Let’s say that you had an old account, but you never used it. Well, they suspended those accounts, along with your account that they could associate with it. So if your business had two accounts, and like you wanted to have two Amazon accounts. Okay, they weren’t linked. This is dormant a year, all of a sudden, it was suspended along with your active account.
Kevin 17:35
Oh, wow. Even under the same company names or under different company names?
Norman 17:40
Different company names, and it goes one step further. I was doing a bit of research on this. So all of these people and, let’s say that you’ve got a pesticide thing that came in or something that blocked your original brand from selling and so a great idea. I’m gonna go and ask my friend to sell it or I’m gonna open up this other company to sell it under that and just republish it. Well, those accounts got suspended.
Kevin 18:15
No, I did not. I did not hear that. I have an older kind of dormant account I haven’t sold on and we’ve got five Amazon accounts for five different businesses, all different EINs, different companies, different product lines, everything and one of them hasn’t sold on in two years and it’s still open.
Norman 18:40
Well, yeah, that’s because Jeff Bezos knows you.
Kevin 18:46
Maybe. I don’t know. Yeah, no, I have not heard that. It doesn’t surprise me. But no, I did not. I have not heard that. Yeah, luckily knock on wood. It hasn’t affected me.
Norman 18:57
Who knows. I mean, this is the information that’s circling right now.
Kevin 19:04
In the past, I did have Amazon shut down an account probably six, seven years ago, six years ago on me. I had two different buyer accounts and one of them, I was selling on one of them as well as having as a buyer account and I had two of them because I was buying hard drives, I’m buying these one terabyte hard drives. Because we had a business where we were selling content on hard drives. I was buying sometimes 203-0 hard drives a day off of Amazon because it’s cheaper to buy it off of Amazon for back then 30 bucks a piece or something than going to a distributor and buying them in bulk. So I was buying on there, but there’s limits. So some of these guys you’ll see gates or whoever would say you can only buy five drives or only can buy 10 drives at a time and they have quantity limits. To get around that, I set up another account and after about a year, Amazon did shut one of those down. Just got an email one day, so these accounts shut down. You can’t have multiple accounts and I was like, gosh, dang it. So now I gotta buy this guy’s for $30 and then I gotta go buy 10 of his because that’s the max and I have to go buy the next guy who’s $36 and so I was able to get around, it would just cost me a little bit more money.
Norman 20:26
Yeah. The other thing that I saw the last couple of weeks, and I wanted to get your opinion on this, too. So we had accounts that stayed normal. We had accounts that had subject matter removed, we had accounts that had subject matter removed, and there were bullet points that came up, additional bullet points. Have you seen that happen?
Kevin 20:51
No, I’ve been hearing from a lot of people in some of the students live in Freedom Tickets, and they don’t have the subject matter. I’ve seen, I think Brandon Young was talking about how some of that’s disappearing a week or two ago on one of his Facebook posts or Facebook Lives or whatever. But so I went check mine, all mine are still normal on all my accounts. So I don’t know. Yeah, I’ve been hearing stuff that the subject matter is no longer indexing it. I have not personally gone to check that on mine to do a little test. I need to do that. But that’s what was one of the little secrets that I used to post in there and we’ll get you a lot of extra juice and yeah, I’m being told that that has been taken away. But like I said, I have not personally tested it online to see. But I think I need to actually do that.
Norman 21:43
Yep and with some accounts. So there’s three different scenarios. Same, remove subject matter, remove subject matter with extra bullet points.
Kevin 21:53
I saw someone. Yeah, I saw that I was doing some buying. I saw someone had like 10 or crazy numbers of bullet points, nine or 10 bullet points. I was like, What the heck are they doing? Yeah. Because you could always try to get an extra one like by using the fabric on or some others. There’s some little tricks to get one or two extra ones. But this one had an excessive number and I was like what the heck. That would explain it. Yeah. Maybe Amazon? I don’t understand why when they roll this out. It’s just not across the platform. I know there’s different versions. Because I know of Seller Central and because they’re so big, they must have people on different versions and that may be why it is because I remember when Amazon was about three years ago or so three, maybe Yeah, they actually switched. They switched several, we’re making you move from one platform to another platform and when they did that there was a lot of things that you could lose like a lot of people were losing their ability to have daily payouts. A lot of people were losing the one platform you got charged for returns, you got like a restocking fee, the other platform you didn’t and I had one of the old school platforms that didn’t have charges for returns, there’s a whole other whole laundry list of advantages and I held out to the last minute because on doing that they were pushing for like a year you got to migrate, you got to migrate and I was seeing these horror stories of people that were losing their daily payouts and I was like, no way am I migrating until they forced me and so they finally fixed that problem where you didn’t lose your daily payouts and I had to migrate. But I think that may be part of why you see some people, some of it could be category based, but I think some of it is platform based depending on when you sign up, there’s different versions of the software, not everybody uses the same Seller Central.
Norman 23:46
I wonder what’s going to happen with those extra bullets because, right now, I think people write too much in their bullet points, especially if you’re looking at them on mobile. At least for me, I’d rather see shorter, hit the pain points. be extremely relevant. Move to the next one, move to the next one. So you’re more engaging and you’ll see some of these people, right 200, 400 characters, and they do it to all five, and it’s just so much now you got 10. So we’ll have a novel to look at.
Kevin 24:22
As a buyer, myself, I hardly ever read the bullet points, right. I mean, I look at the picture, I look at the price and the pictures and scroll down to the A plus if there’s some other detailed information I might need and then I look at reviews, obviously as well. But bullet points unless it’s a technical item I need to know is this 12 volt or 15 volt and it doesn’t say in the title, or whatever. That’s probably the only time I ever read the bullet points on any product I buy and I buy. We have five or six boxes come from Amazon every single day between me and my wife to the house, we order a lot. It’s both of us.
Kevin 25:04
But what’s cool is though, that we have so many common. We have a swap file here at my desk of all the product inserts and seeing what everybody’s doing and, we’re getting letters in the mail from some of the sellers that are sending out letters after the fact and so I can keep, I can see what everybody’s doing to try to get the reviews and try to get get people on their list and everything. So it’s a research Norm.
Norman 25:31
Well, you know what? But that’s one of the things that like for your own competitive analysis, if you’re selling essential oils, or if you’re selling whatever plastic shoe stretchers, how do you know what the customer experience is going to be? Or the marketing tactics, for these people if you don’t order yourself. Yeah, I tell my wife that for all my beard products.
Kevin 26:03
On that note, I mean, I’ve got over here, we’re about to launch our eco brands. We’re launching a whole series of eco friendly dog poop bags and so I have, because what’s on Amazon right now, there’s nothing eco friendly. They’re advertised that way. But there’s nothing there that really biodegrades. We have a unique product with a patent on it, that completely biodegrades, it goes back to the earth, basically. Most of this stuff that’s advertised, other top sellers are doing millions of dollars, it’s bullshit. They’re using these terms as biodegradable when they’re only partially maybe 50% and the rest of it stays in a landfill for hundreds of years. Or you have to, or maybe if it is biodegradable, the only way is to take it to an industrial composting facility, which there’s only a handful of in the United States around. So it’s a little misleading, but we have a true one. So in doing that, I’ve been buying, and I have a lot of different dog poop bags here. Because I buy up the competition to see exactly how they’re packaging, what their inserts are, what their claims are and so on a lot of new products, I do that. I do go buy the competition, just to see their entire marketing funnels and see their products holding. You get some ideas that way, and it’s how, how am I going to write my bullet points and my descriptions to differentiate without, I could go read their listing, but when you have the product in your hand, it’s a lot easier.
Norman 27:38
Many sellers don’t ever buy their own product. So they don’t see how the customers get it.
Kevin 27:44
No, they don’t buy their own or their competition.
Norman 27:46
All right. Yeah. So Kels, are you there?
Kelsey 27:50
Yes, I’m here.
Norman 27:52
Do we have any questions?
Kelsey 27:53
Yes, we’ve got a couple of. But first, let’s give a couple shout outs. We have Gary. He’s watching while he’s getting his Harley serviced. Nice. Marina is joining us from.
Norman 28:04
Hey, Maria.
Kelsey 28:05
Angie is asking, she needs help with her growing Amazon business. She doesn’t know how to find products. So Angie, if you have a specific question, just let us know in the comments and we can try and answer.
Norman 28:17
You can also go over to the group.
Kelsey 28:19
Yep. We’ve got Yarrow joining us.
Norman 28:25
Alright. How’s it going Yarrow?
Kelsey 28:27
Good to see you and let’s start with a question from Tony. Kevin, is it still profitable to ship smaller items like calendars from the 3PL if Amazon is out of stock?
Kevin 28:37
Well, if you have the margin it is I mean, like my calendars are, we sell for it 19.95. It’s the retail price on Amazon and my landed cost was about $1 and a half and so then if Amazon’s taking a 15% fee, they’re taking about $3. So that leaves me with about a $13 roughly margin. Amazon fulfills those for, I think they’re charge is 3.48-3.27, somewhere in that neighborhood. But if I do it through a 3PL, it’s about $9, $8-$9. So I do not make as much money. But yes, it’s still profitable to answer your question. It’s still profitable, still about a four or $5 margin there. So I’d much rather have Amazon do it than the 3PL but if I get into a bind, the 3PL can do that and I can still still make a profit, you just have to have the margin. Or like Norm said when you’re first launching, you may not have the full margins, but you’re gonna have to take a hit, just to keep the momentum going. It’s just a cost, I look at as a promotional cost to launch and in that case, like what Norm has talked about earlier.
Kesey 29:52
Okay. Let’s see. Victor was asking about the UPS freight.
Norman 30:02
Go ahead, Kevin.
Kevin 30:04
So, UPS. If you’re shipping a lot of UPS, UPS ground, right now with shipping into Amazon, if you ship by freight, if you call up one of these freight carriers or use one of Amazon’s freight carriers, the big trucks, the big 53 foot long semi trucks, they come and pick up your stuff, it’s taking a long time to get checked into Amazon and sometimes those delays even get charged penalties, it’s not your fault. Amazon, these freight companies have to have appointments. So you ship your five pallets of calendars or whatever in the Amazon. The three companies say it’s yellow freight, or central freight one of those guys, they have to have an appointment to drop that off with Amazon, some of them have standing appointments, but they shipping so many things you don’t know where you’re going to fall and each truck is different and sometimes those trucks get an appointment within a few days. Sometimes I’ve had it take four to six weeks to get it checked in and then if it’s late, the trucking company starts charging you storage fees, because it’s not their fault Amazon won’t accept their trucks to empty it and there’s all kinds of things that can happen. So what I started doing is shipping UPS ground, because UPS grounds get shipped in, it gets into Amazon quicker and so if you have the ability to use Amazon’s service where Amazon builds you, for the ground shipments when you do a shipment. For a lot of people, that’s the best way to do it. But for some product categories, or in some situations, you need to use your own freight and ship it on your own dime and if you just use regular UPS ground, even if you have a discount, you’ve called up and you have a volume discount of say 20- 30%, it still can add up quite a bit over compared to what if you use Amazon’s account, what you can do to get around that is if you’re gonna ship enough volume, you can call UPS, get a rep and say I want to set up a UPS, it’s called UPS ground with freight pricing. It’s a GFP, I think, is the short term, the acronym for it. So he wants to set up a GFP and then what happens is you ship out UPS ground, you don’t have to put stuff on pallets, you don’t have to do any kind of special prep work like you would have to do if you shipped it freight, you just go through a separate little software module, and you ship it out at freight rates. So it goes round. But at freight rates, it’s about a 90% discount. There are some limitations to it, it has to be at least 150 pounds going to the same destination. So if you don’t have 150 pounds going to the same destination, you can’t use it, it can’t be more than I think it’s 650 pounds. So you got to be between 150 pounds to 650 pounds. Now if you’re shipping a lot of stuff in Amazon or or you don’t have to use it for Amazon, you can use it to ship to your 3PL or across the country. I have some customers that buy one of my products in bulk, some businesses, and we are 3PL. We’ll use this to ship them 100 units or whatever the products in bulk. But if you had if your shipment is more than 650 pounds, you just have to split it up. So if your total shipment is 1000 pounds, you’ll have one that’s 400, 350 and one at 650 or something so it’s no big deal. But there’s some rules there but it’s dramatically cheaper than regular just UPS.
Norman 33:28
Yeah and don’t put it on a pallet.
Kevin 33:31
Now you don’t put it on a pallet. UPS drivers just pick it up as they would any individual packages.
Norman 33:36
It might be swearing at you a little bit if it’s the 650 pound.
Kelsey 33:40
Yeah. Really, we just got a bunch of questions that just came in. So again, if we don’t get to all of them in the episode, we started a post in the Facebook group where you can continue the conversation, any comments that you have or if anyone from the group knows the answers or wants to put in their opinions, you can all start the conversation there too. But right now we have Adriana, for launching would you recommend doing PPC on low search volume keywords? I made a test campaign and most keywords are very expensive.
Kevin 34:18
When you’re first launching I would do PPC on everything. I would do a low volume, high volume automatic campaign. You have to understand and I think in a Freedom Ticket course I say for most products you should budget to lose $500 on here when you launch on PPC just doing testing of some products is more than that. Someone you can get away with but you get you you’re going to have to overspend to figure out what works and what doesn’t work. Because in the beginning you’re going to be spending even more because you don’t have reviews. So a lot of people that might see your ad on your PPC ad, click it in, might have normally bought, are not going to buy because they don’t trust you, because you don’t have a reason and that’s okay some people say, well should I just wait till I get some reviews? That would be the ideal world, if you happen to have the ability to get some reviews on there, I would do that. But if you don’t have that ability, then I would not wait. I would just understand that it’s going to cost a little bit more to get everything going and those reviews will eventually come. So that’s what I would say on that. In the low volume search keywords, there’s nothing wrong with those, I mean, the volume of a keyword is not always directly related to how much people buy. So a lot of times, low volume keywords, there can be much higher conversion rates on low volume keyboards. So a keyword that has maybe 500 searches, by low volume, I’m talking about sub 500. So something that has 500 searches a month might end up with 200 sales coming from those 500 searches which is a 40% rate, versus a keyword that has 10,000 searches might only have 1000 sales coming from that keyword, more sales, but it’s only a 10%. Right. So sometimes those low volume keywords can add up and that’s one of the things I look for when I am evaluating products is how many keywords are relevant for this product. Something that only has five or six keywords that are driving most of the sales, or that are relevant is going to be much more difficult to launch and get positioned for then something that has 50 or 100 keywords that are unique, not just that have little extra words on but unique and to me, that’s a much easier product to compete on. Because you can find little opportunities in there that will allow you to start off small and then grow into those bigger opportunities.
Norman 36:44
So I’ve got two things to add to finding what you’re talking about those keywords. I haven’t seen the tool if there is a tool on Helium 10. So I’ve been using Seller tools, seller.tools and that’ll give you the information exactly what Kevin’s talking about search volume, you think it’s going to convert, you find out that it’s a lower search volume keyword that’s doing all the sales and you can use it there and they have the volume. If Helium 10 has that, do you know if Helium’s got that?
Kevin 37:16
No. Helium 10, the way to do it is with brand analytics, I use a different tool, it’s from a private group. I use Helium 10, for a lot of stuff. But to get that exact, I couldn’t see exact sales. This is not inside Amazon information from some Chinese hacker, this is from a tool that uses brand analytics. They figured out a formula on brand based on the brand analytics, that it’s pretty complicated. It runs through these different tests and it gets like five different answers, but only one can be true and it does it all for you behind the scenes. But that particular tool from this private group has the exact sales per keyword per week and per month, and it’s probably about 95% accurate. So it’s that you have a few outliers there just due to glitches in brand analytics sometimes. But it’s highly accurate. So I use that tool to figure out which keywords are actually making the sales. I don’t know if that’s what seller tools have or not. But Helium 10 does not have that because it’s technically using brand analytics in a way that Amazon doesn’t want you to use brand analytics.
Norman 38:33
Victor’s saying. The other thing that I like to bring out is, yeah, you were talking about turning on those auto campaigns and auto campaigns, if you listen to Darrell Patterson, when he came on a couple days ago, he was talking about auto campaigns aren’t like they used to be. He’s cranked up his auto campaigns and there’s some of the best performing campaigns out there right now. Because now, as soon as Amazon gave you like this four different categories, but now you can remove negative ASINs, by removing those negative ASINs he’s seen much better performance and he loves auto campaigns where they were okay before for research data, but it wasn’t a great ongoing campaign and he came on in and he was showing, where it doubled, tripled, quadrupled their budget, and he loves them. So just kind of keep that in mind. Take a look at auto campaigns, especially if you’re watching older training, you’ll hear to turn it on, but they don’t get into how to use new automatic campaigns and it’s a whole different world.
Kevin 39:51
One of the things that’s working really good too is in the PPC is video ads. Because if you are brand registered and have the capability to run sponsored brand videos, video ads, I would highly recommend you do it and you don’t have to go out and produce some slick video. You can actually, it can be a slideshow of your best graphics or best images. With those, there’s less competition and they take up a lot of real estate and those are performing really well for us. So I would highly recommend that. If you’re not doing that, you take a look at that.
Norman 40:27
Yeah for cheap video, I mean, you can go to Animoto, and you can do all that. But you can literally get a roundtable, light tent, turn it on, and just go to Fiverr or whatever, to put information, your five bullets and just bits and it looks great. No shadows, the product looks well represented. But yeah, you don’t have to spend tons of money on videos, although product videos look great.
Kevin 40:55
Yeah, product video looks good and on Amazon, it doesn’t have to be slickly over overly produced. Yeah and there’s lots of tools out there that will take your images, and basically make a slideshow set to music and you can add graphics and all kinds of stuff to it that are really cool. Yeah, I’m looking at the name of one of them right now for you. It’s a Biteable, B i t e a b l e.com, biteable.com. That’s a great one to make videos for your sponsor brands that are really cheap.
Norman 41:30
Yeah, that’s great. Now, Kelsey, more questions?
Kelsey 41:34
Yeah. Oh, yeah. Okay. So we’ve got a big one from Marina. Any advice on how to prevent Amazon moving my products to different categories? I have a minimum age three years specified, nowhere in the listing I have a word baby and Amazon keeps placing my products in the baby category. I open cases, they fix it. In a few weeks later listings are in a baby colored category again.
Kevin 41:59
That sounds like the automated tool is moving it based on some sort of relevancy thing. So maybe a lot of the keywords that you’re ranking for, or that you’re making sales on Amazon’s algorithm is seeing those as baby related and it’s just automatically moving you over there. What you can do is open up a ticket with the brand analytics, I’m sorry, a Brand Registry support, rather than seller support and ask them to say, can you please make sure I’m in the most relevant category for my product and they could actually check that for you and then you could ask them, can you put a lock, so that if I stay in that category. Now, they may come back and tell you, it’s this baby category, they keep moving you to. If that’s the case, then that’s going to be something in the algorithm on Amazon that’s seeing you as that’s where you belong. But the Brand Registry people might be able to help you a little bit more than seller support on that.
Kelsey 43:04
Okay. From Khaleed, does the Amazon fees include shipment to the customer from Amazon warehouse?
Kevin 43:13
Yeah, it’s usually broken out as a commission fee, which is for most products is 15%. Some are 8, some are 12. It varies, but for most products, it’s 15% and then there’s usually a fulfillment fee, which is a packing fulfillment fee on top of that. It’s the two of them together, generally between 20 and 30% of your product costs.
Norman 43:36
Let’s talk about that for a second. Profitability. So you talked about your calendars, you’re getting them for a buck and a half and you’re selling them for 19 bucks. What do you think is a standard, what do you think is new or when you go and source a product out of China or wherever US, where do you gotta be to be profitable on Amazon?
Kevin 44:01
So if a product cost less than $100, these rules are different for more expensive products. But if a product is less than $100, the absolute minimum needs to be three x absolute and that’s not very good. I mean, I would not even consider a product even looking a step further at keywords unless it’s I can do a three x like with ProductSavant. That’s Steve Simonsson’s idea. ProductSavant, we do products, what I do is I actually find opportunities on Amazon using my tools and my intuition and my experience, I pass it over to Steve’s team. He has a full team in China, a full time sourcing team. We have three people on ProductSavant. They’re dedicated 24/7, but when they’re in the office, they’re dedicated every single day, to actually finding factories for whatever I find. They find the factories and they’ll find a list of factories that produce this product. They weed them out based on a whole number of criteria. They pass it back to Steve and I and we take a look at it and probably half of the products, we kill them. There’s a great opportunity on Amazon but we can’t source them with really good sources at the right price to make it work. So those products get killed, and we don’t move any further on them. But the three x is the bare bones minimum. Now on something and I won’t do anything less than I don’t like doing anything less than $20 on Amazon. I mean, I have some products that are 10 but those products are very, very difficult to make money unless you do extremely high volume and there too easy for other people to come in and and if they can source it for a quarter less they can beat you, they can kill you so I don’t like those products at all. So I look for a minimum three x, five x is much more optimal. So and then like in the case of these calendars, it’s like a 15x, which is like printing money on Amazon. But those are hard to find and so this is not a private label product. My calendar business, I mean I have multiple businesses. Every one of my Amazon accounts sells something different but the calendar one is one I have that’s out there. So that one, it’s not a private label. We create it from scratch every year with with new imagery and new everything so it has a brand name to it that people come back every year and buy it’s kinda like a consumable in a way but that one has a high margin but five x and above for sub $100 products is where you need to be. Because it’s not only going to factor in your TACoS, your total advertising cost of sale it’s going to probably be at least 10% for most stuff, that’s not A cost. A cost could be 40-50% but your TACoS are going to be at least 10% so that’s going to knock a chunk of change off you got your fulfillment fees depending on the weights and the size of the item, you can make a difference on that factor. But just back to the math, rule of thumb I would shoot for five x or higher to really have the margins to be able to do what you need to do and to actually be able to make money
Norman 47:09
Yeah, and you’re saying conservatively, five x.
Kevin 47:14
Yeah, so if you’re paying $4 for something, this is landing costs so this is not cost from the factory. This is after you pay the Trump tax. This is 25% or some products don’t have one. Some it’s 15%, it varies but it could be up to 25% and duties and then 3PL fees and whatever other fees you got to get it in. That’s your landed cost. So if your landed cost is $4, you should really try to be selling that for 20 bucks or more. But I see a lot of people who have Atlanta costumes for dollars are selling for 9.95 or 12.95. I just wish them the best of luck unless it’s something that’s super lightweight that they can ship, it’s a piece of jewelry or some fake jewelry or something that’s going to go out really cheap and you can do serious volume on. You’re just not gonna make any money. I want things that can actually make money, not make me beer money but make me money that can support me.
Norman 48:14
Kobe steak money?
Kevin 48:16
Yes, right. Kobe steak money. So that’s what I look for. So those are just some general rules of thumb. A lot of people just don’t take into account all the costs that really are involved. In tools, Helium 10 has a great tool, the profit calculator. That’s part of the extension, other softwares out there, but most of them don’t factor in all the costs. So those are great for just real cursory checks. But you got to go more in detail once you dive into a product. Those are great for using to narrow your list down. But to actually pick a product, you gotta go much more detailed than that.
Norman 48:55
Perfect. All right, Kels. Next question.
Kelsey 48:57
All right. From Doctor Koz, are you a fan of Amazon Live? What are your thoughts boss?
Kevin 49:03
I have not used it. I’ve heard some people that have had success with it. I think it’s gonna probably start getting more traction. But I personally have not used it yet. But I know some people that are and they say that it’s working well for them. I don’t know how well that working well means. But, I think it has potential.
Kelsey 49:29
Okay and I think this is from our very first episode with you. From Yarrow, Kevin was about to start two products for 20 million, if I recall correctly, how are those going?
Kevin 49:42
Not 20 million.
Norman 49:45
That was an annual projection I think for the one.
Kevin 49:51
Yeah, that yeah, I think that might have been what the annual sales projection was. It’s not what we started with. I have one right now that’s 1.2 million. The cap is what is invested in it and that’s the one that we hope to get to about 20 million. That one is going well. It’s got a few blips, and it was some product quality issues, we had some product quality issues coming out of the gate that we’ve fixed. So it took a little bit of a dive and then we’ve had some problems with Amazon. Even though we have someone, a business development manager at Amazon, that can help us quite a bit, whenever we run into a problem, we don’t have to deal with seller support on everything. We still have had that product taken down seven times and five months by Amazon’s algorithms for everything from pesticide issues to a customer complaining that we were selling expired products to someone claiming that one of the ingredients that we’re using in this product is not what it is, all bullshit, all totally false. But each time that happens, has happened, we’ve had to divide it and it kills up some of the momentum and if that product is down for a week, or 10 weeks, not a week, a week or 10 days, it’s sometimes difficult to get that momentum back. One of those was doing $40,000 a day, close to $40,000 a day, is now doing about as a result of all these suspensions, it’s about $2,000 a day and so we just have a lot of extra inventory. But we’ve changed the products, we’ve fixed, listen to a lot of the complaints and suggestions from the initial ones, we have a brand new version coming out next week, which will be in a whole different ASIN and we’ll get it right back up to where it was. But we have a lot of stock left on this one, we’re just gonna lose about $200,000 on just for markdown. So we’re liquidating it out. Luckily, we just had a country’s government, I think from not the United States, but different countries, actual government. Looks like they actually may buy our entire excess inventory and we’re going to ship it down to a porch on the East Coast, and then they’ll take it from there and so that’ll get us out of that one.
Kelsey 52:14
Nice. Okay and Victor, I guess your Freedom Ticket course, if we went through the Freedom Ticket course, when it first came out, and are now a lot more experienced with Amazon, do you feel there is a portion of the course worth going back to review?
Kevin 52:28
Yeah, Giz I don’t know, if you went through version one or version two, version one came out in 2017 and then version two came out last about a year ago. So if you haven’t done version two, I would highly recommend you go back through it, not only is it produced a lot better, there’s a lot of additional information, some of it you’ll find is similar or the same, but there’s a lot of additional information. If you’re referring to you went through version two in the last year and you want to go back and revisit it in the later weeks or for an experienced seller or the better ones. But I’ve had lots of people say that they’re already doing a million, 2 million dollars a year on Amazon and they know a lot about Amazon, they went through the course from start to finish and still learned quite a bit of things that they didn’t know, that’s made a difference in their business. So it never hurts to go through it again. But if you want to concentrate, I would go through this second half. Probably one of the best things that will help you is I think module 20.1 is a very detailed spreadsheet. It’s an Excel spreadsheet, you can download, it’s got like seven different panels of sheets in it that will take you through the whole product selection process and make sure you don’t miss a single cost and it scares a lot of people because they find products that they think they’re gonna make money on, they run it through there, and they’re like, something’s wrong with the spreadsheet. It’s telling me I’m going to actually lose two bucks on this. How can this be? I’m buying it for five and I’m selling it for 16 Amazon’s fees are only four bucks, but I’m losing money. This is something’s wrong with the spreadsheet and like No, it’s not. It’s based on the data you entered. How much did you enter for this? What did you enter for this? What did you enter for that? So that one might be really good for you to take a look at.
Norman 54:15
I don’t have an affiliate code, you got to give me affiliate code. No, I don’t take affiliate code. So anyways, where you can get it now because you used to buy it separately. But when you have a Helium 10, is it the elite or is it just the Helium 10?
Kevin 54:31
Nothing along with it. I think if I’m not part of Helium 10, I just do the training so I don’t have any control over anything and I’m just a sub contractor that provides the Freedom Ticket and the Helium 10 elite. But yeah, if you have I think it’s any level of Helium 10 software so I think their base level’s $97 a month I think, the basic one and then you have access to Freedom Ticket for free. You don’t have to go do it or you can go pay 1000 bucks for it, but just get the software
Norman 55:01
Just to be clear, we didn’t pay Victor to put as a question.
Kelsey 55:08
Alright and this is our very last question and we’re at the 55 minute mark. So it’s a good spot to end. But hey, Kevin, my SB video, CPC is like $3 per click. I’m in an electronic category, your CPC for that is super low. Is there a trick to it?
Kevin 55:25
It depends. Well, that could be a couple of things there. But I know at $3 a click, I think you sell some pretty expensive stuff. So that $3 a click still might work for you. I’m not sure but it depends on how many other people are, you may have some other serious players that are trying to run video against you and so that could be driving it up or it could be the listing or the quality of the video, but my hunch should be you’re probably fine there. My hunch would be is you have some other serious players in electronics that are trying to take that space and they may not have the exact same product. Maybe it’s a totally different product, but they’re going through the same keywords. That would be my hunch as to why yours is higher. But if you’re selling a $100 product, and you have a $3 cost per click and 10% conversion on those clicks that’s costing you $30 to get a sale on PPC, you probably have the margin to absorb that. Because if you look at that on a TACoS basis, that $30 per sale, if even if a half of your sales are coming through PPC that’s a $15 TACoS, that’s not bad to help drive some extra sales and help keep your ranking up.
Norman 56:45
Okay, so I think that’s it. Unless you have any other questions for Kevin. Hey Kev, what about just a tip, any tips for sellers going into or we’re already in the fourth quarter. Anything new that you can see, anything, any tips or tricks?
Kevin 57:06
A couple. One is, Don’t forget that sales don’t stop in December, January is a very good month too. So make sure you have your inventory. You continue to ship in inventory to be ready for January because January is almost as good as November in most cases and check your inventory for the spring, because you have a Chinese New Year coming up and you’re gonna need to place your orders probably pretty soon. Otherwise, if your factory has a 30 day production cycle, they’re going to be closing down late January, early February, I’m not sure exactly when Chinese New Year’s is this year, but somewhere in that neighborhood. So you’re gonna need to have orders in probably the latest early to mid December, depending on your production cycle and how long it takes them to make sure those get shipped before Chinese New Year. So keep that in mind as well that you could have delays next year and then I think there could be additional delays coming. As you can see, Europe is starting to do some lockdowns. I don’t think the United States will ever lock down again. But I think there might be businesses closed or things that are restricted or reduced and I could affect everybody on the supply chain. So even like right now, some of the PPE, I just heard yesterday, N95 masks in the United States are starting to run low again. So which kind of surprises me but the supply on those is starting to run low again. So you may start seeing increased shipping rates and stuff as it’s going into the winter here. I think the situation in the United States is going to get extremely bad. We’re already way up and I think it’s going to double or triple from where it is right now. before it starts going back down on a regular basis. I think it’s gonna get really bad. So keep that in mind too.
Norman 58:57
I got you covered on the N95. Don’t you worry. Okay, is there anything else that you’d like to add?
Kevin 59:10
No, I enjoy doing these and I know, if you haven’t listened to the podcast, sometimes when I’m wearing my other many hats, I don’t have to think it’s hard. So what I do in the background is I listen to podcasts and I’ve been listened to almost, I think I’ve listened to almost every episode now of I Know This Guy and there’s some people on there that I know. I’ve hung out with him many many times at different events and I’m like hearing stuff for the first time like holy crap, I didn’t know this about that or whatever.
Norman 59:46
Shane Oglow getting shot in the head.
Kevin 59:49
So yeah, there’s a laundry list of them and so if you haven’t listened to that, it’s very some very fascinating interesting stuff and some of those speakers don’t even let Norm talk. He has fun questioning, sit back, drink his coffee and smoke a cigar and if you haven’t checked that out, I would recommend you go and check that out and I don’t listen to a lot of podcasts when I’m actually at my desk working. But if I’m in the car, or if I’m going on a trip, or if I’m in my warehouse or doing some sort of more mindless type of monotonous thing, podcasts are a great way to learn about this business and to get new ideas and to just hear what other people’s stories are.
Norman 1:00:35
Kevin the dog is on everyone of those I Know This Guy episodes.
Kevin 1:00:42
I have a question. There’s always a question at the beginning of every podcast that you come on, and you say, What is that thing you always say? Your kids say, some kind of brain fart right now.
Norman 1:00:55
Oh, about ringing the bell?
Kevin 1:00:58
Yeah. What is a bell?
Norman 1:00:59
What the hell’s a bell?
Kevin 1:01:01
What is that?
Norman 1:01:02
Kelsey?
Kevin 1:01:04
What is that? My kids always say to ring a bell and then you’re like, what the hell is a bell? Alright, what’s the story about that?
Kelsey 1:01:11
So that comes from YouTube, switching their subscription on the way they do their subscriptions. So when you go and you subscribe to someone on YouTube, you can hit this subscribe button. But there’s also this little bell beside it and if you hit the subscribe button, you don’t get everything from the channel. So they can upload, but you might not see it on your feed. But if you hit the bell, then it’s like another step to make sure like you get all the content from the YouTube channel.
Kevin 1:01:47
I didn’t know that.
Kelsey 1:01:48
Yeah, a lot of YouTube subscribers, they have to say like, don’t forget to ring the bell and Norm doesn’t know.
Kevin 1:01:57
I didn’t know either. That’s why I’m saying what the hell’s a bell?
Kelsey 1:02:03
This is a separate podcast from Lunch With Norm. This is I Know This Guy podcast. It’s also available on Apple and Spotify. It’s more about the lifestyle, like background stories of we’ve got eCommerce sellers.
Norman 1:02:17
We got everybody.
Kelsey 1:02:20
Special force, Agents, apprentice stars, we’ve got everything. So that’s a completely separate podcast. It’s not live. It’s pre recorded. But that’s I Know This Guy. Right here. I can put the link in the comments too but Yep.
Norman 1:02:37
Yep and Kevin is one of the biggest downloads. So you gotta check. It really is one of the best episodes that we’ve done and it was great. There’s so much background information, you just kind of scratch your head. I mean, there’s this I talked about Shane Oglow, taking down bank robbers, a body guard being in the Foreign Legion getting shot in the head. I mean, these are things I didn’t know about Shane.
Kevin 1:03:08
Everybody’s got a fascinating story. You just gotta pull it out of them.
Norman 1:03:11
Yeah, exactly. All right, buddy. Until December.
Kevin 1:03:16
Yeah, we’ll see. We’ll be back here again, the first Friday, December.
Norman 1:03:19
That’s gonna be fantastic. So sir, thank you for your time again.,
Kevin 1:03:24
No problem.
Norman 1:03:26
We’ll be talking to you shortly.
Kevin 1:03:27
All right. You know what I’m gonna do this weekend, I’m going out into the woods. I’m taking something with me.
Norman 1:03:33
I know what that is.
Kevin 1:03:34
This box showed up at my house a few weeks ago. I was like, What the heck is this?I didn’t order this. I’m looking at trying to figure out the label and I opened it up and insides a nice little note and a beautiful cigar and so I appreciate that Norm. That was very kind of you and that’s going to be enjoyed and over the next couple of days.
Norman 1:03:55
Well, you enjoy it. I just wish we could have some more cigars together.
Kevin 1:03:59
That’s coming. It’ll be here. Another year.
Norman 1:04:02
We’ll enjoy it.
Kevin 1:04:04
All right. Take care, man.
Norman 1:04:04
All right. See you later. Okay, everybody. So thanks a lot for joining in. This is always a fun episode for me and Kevin and Kelsey to put together for you and if you do have questions coming up, go into the group, just post them and we’ll be able to make sure that they get on to the podcast. All right. So I think that’s it, Kelsey, anything else that we haven’t touched on? Oh, ring the bell, smash those likes.
Kelsey 1:04:38
Yeah, if you haven’t already, please like and share. We got a great turnout again, this episode, but we’re always looking to grow. So a huge thing that you can do for the podcast, if you love seeing it, is just press that share button. It just broadens the viewers who can see the podcast who might not know about it. So, yeah, or if you can think of someone in the Amazon sphere who loves Amazon content, just tag them in the video and see if you might find it useful. But, yeah, our Facebook group, we started a discussion tab for the post comments. So if you do have any questions about the episode, Norm is there to answer some questions. If you have any comments, if you want to talk to anyone in the community, if you have a question, that’s somewhere where you can post it. So I did post the link here. This is our Facebook group. It’s Lunch With Norm Amazon FBA & eCommerce Collective. So join there, you need two questions to answer or three questions yet to answer to get in and yeah, we’re hoping to join a community and yeah, it really helps and we’re glad to see everyone posting the questions and commenting. I think we did miss a question from Victor. So, sorry Victor.
Norman 1:06:07
Blame Kelsey. Totally. That’s on Kels.
Kelsey 1:06:09
All right. So, just one other thing. We do have that newsletter that comes out every Monday, it doesn’t suck. We’ve got tons of content and if you want to learn very inexpensively, a matter of fact free to become a better seller, check it out. There’s tons of information that we’re trying to provide for you and next week. Oh, a friend of both Kevin and I’s Wilfried Ligthart is going to come on to the episode and he’s going to be talking about engagement and a bunch of other stuff. Anyways, if you don’t know Wilfried, he is a guru when it comes to social media and SEO. So that being said, I think this is the end of the episode. Join us every Monday, Wednesday, Friday, Eastern Standard time at noon. See everybody later.
