Editor’s note: The following transcript has been lightly edited for clarity.
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Tim Minton
That’s why we wanted to surprise you a bit. But yeah, let’s, let’s get right into it. So first question, we’re gonna pull it up on screen here.
Okay, so question number one, I can’t get anyone at my company to change what we’re doing.
Dean Waye
Okay, technically not a question. But I assume somebody is trying to apply some of the lessons that we’ve done gone over for the past three weeks, and or four weeks, three sessions, four weeks and four sessions in five weeks, right? Including this one. So yeah, so this is the challenge, right? No one, someone above you thinks that webinars are good for x, but not for y. Or they think that or you’re trying to get like, you know, someone on the technical side of the company to come on, and it’s just sort of not into it. And so it’s hard to know how to answer that question other than there are lessons to be pulled from, you know, all the replays that we’ve done, there are ways around it, I can tell you that. The main reason, these days in an enterprise software kind of situation or a SAS situation, the main reason a marketing department, as opposed to a sales or department or, you know, your technical expert is going to come on and do the presentation. I mean, reason marketing does them is they think of them as content marketing. Right, it’s a way to turn a cold lead into a warm lead. Or ideally, you know, if they’re really what this person would be wanting to do is turn a warm lead into a weak prospect, because it’s Sales’ job to figure out if they’re a strong prospect. And in that case, you do them because they’re, they’re so multipurpose, like you, you have a chance to run nurturing campaigns telling people about the event and leading up to it. And then once the events there, and you’ve got that content, you get a transcript, and you publish it as a blog post, you do the replay videos, you do warm ups, you follow up with people after the fact, you create excerpts from it from the chapters or whatever, like you do on contrast, you know, there’s that you can reuse that content once it’s created many different ways. And if you’re trying to convince marketing, to change what they’re doing, you really marketing usually looks at these as a one and done kind of thing. And whoever didn’t show up or didn’t watch a replay is dead to them, right? Maybe we’ll do another one next month or next quarter next week. But really lean into the, we can slice it and dice it in so many ways. Once we have it, we can nurture people on the way into it. We can nurture people on the way out of it. And we can repurpose the content, turn it into text, turn it into shorts, do what we want, and extend its life. And it’s facility. Way more than just a one and done approach that most people do today.
Tim Minton
Yeah, yeah, I think there’s so many ways to reuse your content outside of just the traditional lead gen. Like you said, you know videos kind of like text, you read it once you use it multiple times. So same with video, if you can cut up a little clip put on social media, suddenly that becomes top of funnel. So yeah, great, great answer. In the
Dean Waye
last, I’ll I don’t have any, I’m gonna make a recommendation, there are probably many companies that do this, services that do this. The first one I ever used was just a couple weeks ago called missing letter, you’ll have to.com, or whatever you love to like, it’s one of those companies that leaves off some of the letters in their name, you know, and but I took as an experiment, I took one of the replays that we did, threw it into otter just to get like a transcript of it and turn that into sort of a blog post. And then I pointed missing letter at it, it went through, pulled out a whole bunch of different like quotes and snippets and stuff, turned it into a four-week LinkedIn campaign and post something from it every few days. And I don’t have to do anything, it’s just automatic. So the AI tools are becoming good at spacing out and sort of breaking up and intuiting what’s right, or what’s useful. Once you turn your video into text, or I guess technically you could turn text into video and repurposing it and turning it into basically advertising campaigns at no cost or very little cost. So webinars and that kind of content useful, especially if you get a transcript.
Tim Minton
That’s a great hack Dean, I’m going to have to follow up with you after the session to pick your brain a little bit on the hack you did. Okay, but let’s, let’s go on to the next question. So let’s see if we can find number two. Okay, question two. I’m totally new to webinars. I’m scared to get started and make mistakes. What’s your advice for a beginner?
Dean Waye
Okay, so there are two ways to interpret that question either. This is someone who’s in the marketing department and they’re new at sort of putting these things together. And, you know, basically Making a public facing piece of content? Or this is someone who’s going to be the presenter? And in that case, yeah, it’s no question. It’s, it can be very, very scary. So here’s the thing about webinars. And whichever way the question is intended, this fits. When you do a webinar, even like what we’re doing right now, all mistakes are public. And really, what I tell clients for every event every time is that in a live event, something will go wrong. The best you can ever hope for is that most of the audience doesn’t notice it. But something always goes wrong, right? We had one a few weeks ago, where for whatever reason, the session, it took us like a couple of minutes before we can start. I mean, this is like the whole point of live events is that something can go wrong. It’s one of the things that gives them sort of an energy and makes them a little bit. I mean, I’m in an audience way more than I’m not in the audience, right. And so like all of us, and there’s always sort of a rubbernecking car wreck, train wreck kind of aspect to every live event, something could go wrong, and you can be there to see it. You know, this, this human nature’s nothing wrong with it, it is what it is. And so, if let’s break down the question, one tip for each way, if you’re in a marketing department, and your concern is that something goes wrong, and the company or the presenter, or by extension, you look foolish, because of something that happened. Maybe the presenter you know, turned up be really like stiff and kind of dead-on camera. Maybe the technology didn’t work, right, maybe nothing came of it like not a lot of interest effort. The only way, unfortunately, to get better at live events is to either well to do live events, you can either do them with an audience, or you can do them without an audience. That’s called rehearsing. But the only way to get better at them is to just do them. Unfortunately, my two years ago, I almost never appeared on camera unless I was completely scripted. Now, I’m fine talking for hours on camera with no script, but it took hundreds of events for me to get there. If the question is around, I’m the speaker and I’m afraid it’s gonna screw up. What I give to all the speakers is that seven question structure that we talked about in the last one. And I say all you have to do is redo sort of reorganize your content along these seven questions, and just follow the format. Right now. formulas and really, it’s a template, formulas are great formulaic is death. You never want to be formulaic. Audiences hate that they tune right out they’re gone. But following that seven-step formula means that you’re always doing something from a slightly different angle. So the audience is having a better experience instead of you just beating their attention to death with details. And it also means that you get to break up how you think about things. And, you know, you’ve got multiple opinions and a lot of knowledge about your topic. So just break it up into these little like chunks and answer these kinds of questions. Using the same information. It’s easier for you, you’re less likely to sort of freeze or be boring, and it’s better for the audience.
Tim Minton
Yeah, yeah, I think for me as well, someone who’s done a lot less webinars than me, Dean, like you said, it’s just practice. I think, once you get in there and get a little bit comfortable, becomes a lot easier. I think, for me, taking your point of something’s gonna go wrong, just get over it. Once I, like really digested that and thought about it, like, if you’ve ever attended a webinar, and something’s gone wrong, you never think about it afterwards. It’s not something that you remember, you remember the content. If it was worthwhile, did you learn something?
Dean Waye
Nobody remembers it started 30 seconds late.
Tim Minton
Yep, exactly. So we get over that hump, and then it becomes a lot easier.
Dean Waye
Yeah, I will make a one point around that though. And that is, if you remember, last week, we did this or two weeks ago. We talked about the don’t hurt me. Right, which is something happens. And the speaker starts apologizing to him and said they’re sorry, because they started late or there was a technical issue, or I don’t speak in public very much. I’m nervous. Or don’t blame me. I’m not in management, or I’m not in marketing, or I’m not one of those salespeople on the dark side kind of stuff. Like, don’t do it. Don’t hurt me. If something goes wrong, just plow forward. Do not stop and do it don’t hurt me. Audiences do not feel comforted when their presenter somehow seems weaker or is not in control of their material or the experience. Just move forward. That’s all you can do. Move forward.
Tim Minton
roll with the punches. Okay. Great answer. Let’s go to the next question. Let’s pull it up here. So Question three. We’re a new company. We don’t have a large following or user base yet. How do I get people to turn up to my webinars?
Dean Waye
Okay, now this is this answer you could swap out webinars for or read my LinkedIn posts or visit my website or go to my blog or come to my breakout session at a conference or whatever. And whenever I’m bringing on a new client, this is one of the first things we talked about. And that is that every business has assets, intellectual property, or, you know, their team, or you know, they buy things like they have assets. Well, most of them have never thought about is that an audience, the durable audience, is also a business asset. And it’s something that you need to start developing now. Because you will never regret having an audience that you can talk to him when you need to ever. So it’s not only that, but depending on who you are, if you’re like very small, or you might end up like, you know, being acquired, or even if you wanted to get a book published today, you basically have to show up with your readership with you. Right, and then the publisher takes you on. So the number one rule is to start building an audience right now, however, it is that you build that audience, you build that audience, you do lead magnets, you do advertising, you get yourself, you choose one or two people in the company that are going to be the face of the company, and go out and do public speaking and apply, appear on podcasts and that kind of stuff. So think of an audience as a business asset that you would develop and invest in and grow like many other kinds of assets. And then the next step is the single, fastest shortcut to building an audience, or at least to get someone to show up to your webinar is that don’t make the prime mistake everyone makes, which is like, here’s, basically, in a question like this, what I hope is not happening, but what someone might be meaning is, I have something to say, how can I get people to listen to me. And this is the wrong approach, right? Because very few of us have a lot of attention when it comes to having a stranger talk about themselves. And we have to sit still, and listen, like it’s not a big thing. And so you talk about them, and then somewhere along the line in your presentation, or wherever you put yourself in their story. And so that’s also one of the reasons we use that structure is it forces the person who’s creating the content? To think about it from the audience’s point of view? And not from their point of view? It’s not about what you want to say, how can I get people to listen to me or show up? It’s, what would they be interested in watching or listening to? I’m going to make content around that. And I’m going to somehow weave myself into that story. It’s, it can seem, it sounds obvious when someone like me says it. But it’s apparently not obvious. And it’s somewhat counterintuitive, because every single client that I show up to they have never done that.
Tim Minton
So this is great advice, Dean. And even though it seems obvious, I know that personally, I’ve ran into this fallacy, we actually, you know, I think even into the contrast, you know, you spend so much time like thinking about what you’re building and working on your product that you want to go out and tell people about it. And like, you know, you’re excited to share it. But when we really started to have results with the content we were talking about, it’s when we took the time to take a step back, think about okay, what is the user problem? What are the challenges that they’re facing, and then you start to address those people will listen in a lot more and for a lot longer if you’re talking to their needs.
Dean Waye
Alright, what do we got next?
Tim Minton
All right, let’s go back to the chat. Okay, so question for the speakers. Is it okay to open the webinar room two minutes early? Or just talk to the audience? Or would it waste the first five minutes of attention?
Dean Waye
Okay, so just like, don’t hurt me and courtesy attention, and the scary question, and the Q&A pivot, and all these other concepts that best damn webinar companies like had to come up with in the last few years to explain what’s happening with the audience. We this exists to this is called the pre audience. So the pre is there are some people who show up early for basically everything. They show up early for company conference calls, they show up early for webinars, they show up early for live streams, whatever, right? There are two main reasons that they show up early. Some of them show up early because they’re so Gosh, darn fascinated and interested and intrigued by what you’re gonna say that they couldn’t bear the thought that they might be late, or you only have 100 slots open, and they might not get in or whatever, right? It’s not very likely in a b2b corporate scenario, but there are some people who feel that way. But most of them are just people who like to get the details out of the way we talked about in an earlier session about the title slide. And the title slides job is not to show people you know, the title of the title, slides job is to give them that tiny bit of relief, you’re in the right place at the right time. The similar with that with the pre audience, a lot of people don’t, in fact, hardly anybody knows what to do with the pre audience. And so they either ignore them, it’s completely silence and you’re just sort of hanging out there as part of the pre-Audience you’ve done all your connection stuff, you know, that session is gonna start, you don’t even look at the page anymore. You’re checking your mail, you’re doing your actual work, right, whatever, you’re just, you just wanted to get the connection stuff done. And some people just ignore them don’t make a sound. And some people do some stupid, quote unquote, engagement stuff. Like, hey, why don’t you everyone posted in the chat, tell us where you are today or tell us where you’re from. There’s no reason for this. They think that this like helps with the audience feeling connected to you, it’s kind of a waste of time. There, there are things you can do with the pre audience. If you’re in a presentation style, or traditional style webinar, where there’s gonna be one main speaker, then and a host, for instance, or even just like one person total, you can tell a failure story. Now, which is to say years and years ago, back when we were starting the company, or right when we got out of college, me, and Josh, before we started, the firm, or whoever Josh is, right? Or something like that. It needs to be a failure with a lesson learned story there. And it must be well into the past because you can’t tell a recent failure story, or it’ll make the audience feel like you like, I’m not sure I should be listening to this person, like they failed Tuesday. And now they’re going to tell me something. So it needs to be something that happened a while back, and the lesson you learn from it. And that’s to a build engagement with the audience like affinity. I don’t care about engagement with the pre audience, but I care about affinity, they should feel like we’re in the group together. Right? We’re in this together. And so you’re building affinity to the President. So you tell them a story about a failure and lesson learned from years ago, so that it humanizes you or humanizes the company, but doesn’t color their perception that you don’t have your act together today. The other option in an interview style, if it’s not a traditional presentation and interview style, is it you tell a similar kind of story. But it’s a two-way conversation that the pre audience gets to pretend that they’re eavesdropping on, but it serves the same purpose. The trick to the story though, two tricks to the story, when I show up were to a client where they’ve been applying the pre audience story. They’re trying to do it, but it’s not working for them. Because the whole purpose of the of the affinity and the pre audience story is that it’s measurably effective for raising the response to the call to action at the very end of the whole session. So it works. I mean, it doesn’t like double it or triple it. But we see like consistent five to 11% upticks in the response to the call to action among the people who showed up early if they got a pre-audience story. But people screw up, they flip it from a success from a failure with lessons learned story to a success story. And it turns off the audience a because no one wants to hear you talk about how freaking great you are, right? But be because if you’re following our structure, and we’re calling because people usually following our structure is that the gap opens by breaking the audience’s reality and showing them the negative present. Right? You can’t show how you’re successful, and then like show them that they’re sucking, it makes it makes the feeling that they’re sucking even worse in them than if you had done nothing at all. So don’t, it can’t be failed. It can’t be success, it needs to be failure, I failed. And then I learned you’re failing in some way, or your Reality is Broken right now. That’s what the gap says, right? That’s the very first opening gap. And really, the whole webinar you’re gonna give them is there’s a failure, there’s a negative present. We’ve got lessons learned and a solution and we’re going to take you to the success. So that’s like the arc of the webinar. And so you don’t start off by making feel bad about it because that’s just dumb.
Tim Minton
Got it. So you’re like, we already found some positive feature. We’re gonna take you on that that same journey,
Dean Waye
but you don’t show off and tell them that you like you’re now here’s the trick to that. That’s for b2b audiences. If you’re talking to a b2c audience, it’s perfectly okay. And better if you show off a success story. Because you want to intensify their negative feeling during the opening during the gap that makes them want what you have even more. But people think differently when they’re thinking about themselves getting something as opposed to their company getting something different that it’s inverted for b2c and b2b.
Tim Minton
Okay, let’s go to the next question here. Okay. So question from LinkedIn live where we also have the session going? So the question is, you mean, we shouldn’t start webinars with 15 minutes of introducing the speakers and the company history, and this person is laughing a bit in their question. I think we’re sure, but maybe we can go back through it.
Dean Waye
So here’s something that we most people don’t ever think about, especially when it comes to b2b kind of webinars, right? Is that there are you either have two unknowns or three unknowns, but you never have like, three knowns. For the most part, the audience does not know the host. The audience doesn’t know the speaker, they may or may not know the company even or very much about it, or they don’t have any feelings or good feelings about the company, they probably only have affinity to the topic. And so you’ve got a stranger, either talking to in an interview style or, or introducing in a traditional style, you got a stranger, introducing another stranger from a company you probably don’t even know much about or care about, about a topic that the audience is interested in. So what you open with that gap, like we talked about in the seven questions, structure, right, you open with a gap to show their negative present, and then you introduce yourself, because the whole point is you want to show that you understand at least part of their reality, better than they do. And you’re not putting the focus on whether you’re, you know, they’re interested in you or know you. I mean, there are some instances where the company where the audience knows the company well. And they feel that they have an affinity to the company’s brand or something. And that’s a little bit different. But mostly, it’s two strangers talking about a topic and the topics, the only thing the audience has any affinity to. So yeah, first you show that you can we talked about before, at the at the jump, it’s about the audience feeling that you understand them. And then they take the time to understand you. You can’t start off with like, hey, you know, here’s you, let’s give you the greatest possible opportunity to understand me, like, no, no one cares about you. They definitely don’t care about you as much as they care about themselves. So yeah, that was the gap, the hole, like basically, for several minutes, it’s about you showing them that you understand them. And once I feel you understand me, if I’m in the audience, then I’ll listen and try to understand you it doesn’t work the other
Tim Minton
way around. Nope. So almost the same answer as before, but slightly different. Still. Good question. Because like you said, it seems obvious, but it feels like a lot of people make mistakes here.
Dean Waye
Any question with an emoji is a good question. I mean, that’s,
Tim Minton
this is true. Okay, so let’s, let’s keep going. Next question here. My boss thinks webinars are just content. So, again, not necessarily a question being but how we’re going to answer this one, right.
Dean Waye
So if your boss is in marketing, to some degree, they are content, I mean, talk to anybody, any head of sales at any company, talk to 100 of them, and ask them, hey, so does marketing understand how to find or create prospects for you. And for the most part, they’ll say, no marketing knows how to find or create leads, but they don’t understand how to create a prospect. And a lead and a prospect are very different, right. And so if your boss’s head of marketing, then yeah, for the most part, it’s they don’t know how to create prospects. And so webinars are content, the trick there is to slice it up and reuse it in as many ways as you can to get maximum mileage out of it as content if your boss is in sales, and they’re looking at what marketing is doing. And so this is just creates leads, this is like a list of people who registered for something, we can’t possibly follow up with all these people anyway. And most of them like they’re not decision makers, like you’re not wrong, but it’s because the webinars and structured in a way to move people through an arc and get them to respond to the call to action. And in that case, like a new structure is needed, a new approach is needed. It can’t be the same old, same old because you know, that’s not producing prospects, it’s producing leads. There’s nothing wrong with producing leads if that’s your goal. But if you’re in sales, you wish marketing would produce prospects instead of leads?
Tim Minton
Right? Yeah, you need to spend the time to keep their attention, which you’re great at to make sure that they’re engaged so that you learn enough about them so that you can follow up.
Dean Waye
I promise you, your sales department would rather have 100 prospects handed over to them, then 1000 leads no question.
Tim Minton
Yep. Okay, let’s see if we have another question here. So why do people not act on my CTA at the end of my webinar? I 45% live attendance rates. What am I doing wrong here?
Dean Waye
Okay, 45%, live attendance rates are normal, you’d expect about half in my experience, about half of the people who register should show up. And about half will either watch the replay or they just thought the topic was interesting, and they’ll never engage with it again. And so it goes back to what are the reasons people don’t respond to or act on the call to action. So we’ve talked about this in a couple of different places before the call to action is so vague, that there’s it’s not clear what they should do. Or there are too many calls to action. Or you have another word you have more than one or you have you have more than one and because you have to your boss is forcing you to have like more than one, but You haven’t mixed up the, you haven’t created a mixture of hard and soft call to actions you’ve only done all hard or all soft. And so like we talked about before, soft would be, click here, we’re going to be putting out more information about this topic. So click here to subscribe to the newsletter. And basically, you’re putting them into a nurturing campaign. And a hard would be, you know, you can click here to get a demo, see a demo, book, a discovery call with sales, something like that. If your people aren’t responding to the call to action, and it’s very, very low, I mean, granted, you could have 100%, live attendance doesn’t mean, you’re gonna get a high response rate to your call to action anyway. But when you do get solid response rates, it’s because you started way back, and you started a calling forward to the call to action, right there. You know, somewhere in the earlier session, you said, early part of the session, you said we’ve got something coming up towards the end, I’ll give you the link for that in case you’re interested, it was almost like a handoff, or throw away or an aside, but just sort of building up to it. Let’s assume none of the other sins were committed, right? There is a soft or hard call to action there instead of a vague one. If you have more than one, you’re mixing up the variety. So they look very different. We talked before about how you can eat an entire holiday meal. And then someone says, hey, by the way, we’ve got ice cream and pie. So I can eat. Right? You’re already stuffed, but for some reason in your brain because it’s different than the entree. You seem to have room for that in your stomach. Right? This is how it works. Human beings like variety, and novelty. But the main reason you’re not getting a good response right to the call to actions, either you haven’t set it up earlier in the session, it feels like it’s bolted on it’s a pitch. Right? Or else you’re doing the call to action, wrong. Period hearts full stop, right? It’s vague. There’s too many of them, you’re not mixing up the variety of hard and soft. And you’re just it just feels like it’s stuck on at the end of an otherwise interesting topic.
Tim Minton
Awesome. Okay, great answer. So we have one more question here from LinkedIn live. Dean, do you have any mindset advice for low turnout, when you’re just starting to build out your audience? It’s an ego blow, how do I shift that mindset to keep doing more webinars?
Dean Waye
So for many, most really of the early ones that I did, sometimes there was one person in the audience for those live streams, we used to do a lot of them mostly on LinkedIn live. And it never bothered me at all. A, the content lives forever. So if you’re repackaging it and slicing it up, you’ve created the content that you probably wouldn’t have created or gotten around to anyway. Be I’m always thankful that those people showed up. So I’m getting a wider audience overall because I’m repackaging content, and I’m chopping it up. And I’m like posting it as a blog post. And it’s being indexed on Google as transcripts and all that kind of stuff. So I know that over time, you’ll cumulatively grow that right? I mean, these days, when I do just a webinar for my own company, or my own causes, without doing it on behalf of a client, I routinely get like 150 registrants, and about half of those people will show up, right? And so like I can, at one point, I had a conversation with a client, and they were saying, they kept going against the advice that I was giving them on the outbound emails and choosing the topics and following the structure and all this stuff. And so people, you know, it’s like, people don’t really show up, we might get 25 people to, you know, show up, we might get 30 people or register, and only 10 are showing up. And I said, well think they were gigantic, right? They were like a multi, multibillion dollar a year company. And I said, I once a month routinely have 150 people register instead of 25. And I have 60 to 80 show up instead of 10 or 12. As it I don’t have a brand name, I haven’t been around for decades, I don’t have a marketing budget. And yet I can do it. So it’s not that we don’t know what to do. It’s that you don’t want to a talk about things that the audience cares about, instead of what you want to tell them. And be you’re not following a structure for the people who do show up so that they’re interested all the way through and there’s twists and turns and there’s pivots and you’re sort of anticipating their fears and questions that they might have an objection and dealing with them in your content. And so I mean, if you’re just starting out, and not a lot of people show up, the very first fix is to start doing topics that the audience might be interested in, instead of trying to get them to sit still while you talk about yourself. But over time, the structure will keep them there and more people will show up and more people will show up and more people will show up. And these days. While I might get like 150 or so people to register for an event, then when the videos on YouTube like, oh, just sit back and over the course of a year, it’ll rack up at least hundreds more views. Right? So over time, you’re cumulatively building that asset, which is your audience. Just talking about what the audience wants to talk about. That’s the easiest way to get people to register.
Tim Minton
So change the change of structure. And then like you said, the only way to get better is to practice the content is still usable. So there’s still a bunch of value.
Dean Waye
Yeah, that’s very bad experience to look at a camera when you’re talking. But you know, instead of not seeing an audience, it’s a very weird modern phenomenon. Right? I mean, until TV came along, nobody ever gave a performance where they couldn’t see the audience or hear the audience. And so I mean, a lot of early TV shows they had live audiences and a little studio because that’s what people needed. Performers needed to sort of, you know, now we do it routinely, we never see or hear from the audience. But you know, it takes some practice, but you’ll get comfortable on camera.
Tim Minton
Yeah, it does get better. But with that, Dean, we are out of time. So we’re gonna have to wrap up here. And that ends our four-part series on webinars. It’s been an amazing Dean, I’ve learned so much already putting it to use, before we leave, maybe tell people where they can find more about you and more about what you do.
Dean Waye
Oh, yeah, we haven’t done this before. So you should connect with me on LinkedIn, I might be the only Dean Waye. On LinkedIn. The best damn webinar company best down webinar.com Is the website. And there’s usually a contact form there. And there’s a I don’t even know if you can find it, even if you search. But there is if anyone contacts me on LinkedIn or sends an email to Dean at best and webinar.com. There’s a new Udemy course that just went up this week, it is free. And talks about how to own the first five minutes like exactly how to do the pre audience the gap, the introduction of yourself, and then painting the positive future, like the first several minutes of every webinar to sort of get and keep that audience’s attention. So you have some breathing room as you start going into your detail. So that went up on Tuesday, Wednesday, today’s Wednesday, went up yesterday. And so it’s now and it’s free. And it’s pretty sure it only takes about 30 minutes; I think to do the entire course. So typically, it takes 32 minutes to describe the first five minutes of webinar.
Tim Minton
Well, and if you want to learn everything we’ve talked about in this series, again, the replays are available, so you can go back and watch them. Listen to Dean go through everything. Go back through the questions and get a chance to experience contrast. So it’s been a pleasure, Dean. Thanks again.
Dean Waye
I really liked the platform. It’s I love though, like the pop ups and the swipes and everything is like, like I said in the very first one like I was telling my colleagues at best and webinar like this is the platform I would have designed if I was in the webinar designing business. You know, when we were starting out,
Tim Minton
we appreciate that and there’s even