The Great Website Optimization Experiment

A free cheat sheet called the perfect. Blog post cheat sheet, where it is an entire PDF and more coming. So, you know, Uh, where I'm going to show you how to optimize your underperforming blog posts, that you can make more money with your affiliate links, more money with your digital products and get more traffic to those pages. Uh, and then after that I present you with a little workshop where I can show you how you can find out.

What blog posts are making you the most money and finding the underperforming ones so on and so forth. Uh, so today we're going to go kind of back in the time machine. I have an episode about time machines coming out to. Um, oh, actually a few housekeeping things that I want to, uh, talk about before we get into this episode. I have affiliate. Episode's gonna be kind of short because, uh, the. The first website optimization experiment. I did. There's a, just a couple of outcomes.

And the ones that I did part two and three were much, much better. So we're going to kind of blow through this, but. A couple of housekeeping things. One. I have a new version. Of carbon it coming out. So carbonate is my WordPress theme. Um, my super lightning fast WordPress theme that I use on all my sites. I use it on swimming diversity. I use it on money lab. I also use it on brew cabin and a bunch of people, uh, people who will listen to this podcast. I'm sure.

Are using carbon on their site. And carbonate is just a very lightweight, very fast, very simple. You know, philosophy to work to, you know, to website design, to WordPress themes. And I've been selling the original theme. So carbon and I'm calling carbon at 1.0, I guess. I've been selling that theme, I think for like two or three years now. Uh, and it still sells. But, um, I've been, you know, over those years collecting, everyone's sort of. Uh, feedback. And just hearing from the community.

And I'm taking a lot of those things, a lot of those things and turning them into features. So it'll be fun. Uh, the new thing about carbon at two. So carbonate one is sort of like a, I think, um, my, uh, my friend Jeremiah put it best where he said. Uh, it's, you know, version, one's kind of like a kit. It's like a build your own kind of thing, you know, starting from scratch, whatever.

Carbonate to is going to be a little more customizable for the person who doesn't really want to mess with HTML or CSS. So a few things that it's going to have, it'll have its own settings page within the themes. So when you install the theme, you'll see a settings bar on in WordPress, just for the theme itself, it'll include a place to upload a logo. So you won't have to go and mess with your images folder. You can just do that right from there. You'll be able to add.

Uh, four different colors that you'll be, you know, I talked about this and all of my website tear downs, you'll be able to pick your black color, your white color. Um, which is your background, color and text color. And then you'll be able to pick your primary color and your secondary color, your primary color being the Navid, you know, the background navigation bar and your secondary color, being all your buttons.

So you'll be able to pick that with a color picker in the settings, and then you'll be able to choose your links at the top. So you'll be able to add the text and a URL, and that'll be your links at the navigation bar. And then finally, you'll be able to do, uh, fonts. They're all website fonts to start.

Uh, I know I got requests for using Google funds, but, you know, I don't, I don't, it doesn't make the website fast, so we're not going to use Google fonts, but I could show you how to do that, you know, in carbonate, if you want to do that. Okay. Uh, so yes, that is coming out. Hopefully before cyber Monday, I do have some coding to do, and I do have to battle test that a bit, but, uh, it's kinda my plan before Thanksgiving and here in America. So. We'll see if I'm able to do it. We'll see.

All right. That's I think the only housekeeping thing I have. Is that right? Thought I had more. Let me look at my, look in my notes. Uh, Yeah, I think so. Um, If you are interested in checking out my YouTube channel, which I am doing a lot of website tear downs. Uh, I started a new series that I thought I was going to call Q and a, and it turns out. Uh, it's not really a Q and a, I'm just answering one person's question. So, um, I'm going to be taking submissions for more website tear downs.

If you want your website to be critiqued and to be improved upon, you can send your website to money. lab.co/submit. I may be changing that URL soon. Cause it's kind of boring. Uh, it might just be. You know, homepage or improvement or. Website. Anyway, I'm confusing. You. I don't want to do that. Okay. Um, yeah. So anyway, what I was saying about YouTube is we have a show right now it's called homepage improvement is website tear downs.

The second show, I don't have a name for it, but it's basically just me kind of. You know, doing some screen shares and showing you how to do things based on your questions. So if you have a question about keyword research, which is the first episode we put out, um, then you know, that's what I'm going to show you how to do. So we'll do that. There's a, those are only short, you know, quick 10, 15 minute episodes, and then I'm working on. Uh, third show.

Uh, called it's going to be about copywriting. I don't really have a name for it yet, but basically what you're going to do is be able to submit. Your websites again, or blog posts or whatever. And we're going to actually do. Copywriting improvement on the fly. So you'll actually see the copy improve on your website or on your blog post in real time on the show. Uh, it won't be permanent, but you'll be able to see it. I think it'll be, I think it'll look pretty cool.

And it'll be interesting to just, um, Take a look at everyone's sort of. Headlines and offers and see if we can just make them better and convert more. So that'll be, that'll be fun. Uh, so that's coming up soon, hopefully before the end of the new year. But yeah, this is, this is kind of it, man. We're doing, um, we're doing a podcast again. I know everyone's happy about that. We've already published two episodes. We meaning me alone here. Nice. My basement. Uh, I've.

Yeah. And it's been the feedback's been great. People have been emailing me, which is great. And if you want, please email me because it makes me realize that there's, Hey, there's people out there they're listening to the show and I'm not just, you know, Uh, some stream on an apple podcast. And I have no idea if anyone's even paying attention. You're just right now, you're just a metric. Um, in, in transistor, which is the hosting company that I use for this show. If things go well.

I, I, you know, I have more ideas. We can, we can create more. There'll be fun. Okay. So let's, uh, that's been seven minutes of. Uh, Matt just bullshitting about his own business and, and, and money lab, the brand. So let's get into the content, right. And you got to have that meaty, meaty content. So we're going to get into it. This was a post that I published in on March 2nd, 2018. You know, remember that that was a better time. Uh, it was called the great website optimization experiment.

If you want to read a long about what we're going to go through, you can go to money. lab.co/website-optimization. And this was part, one of a, it ended up being a three-part series. The second one. Uh, which is what we're going to do next. The next episode will be the great website optimization experiment, two electric Boogaloo. And if you know that reference. You're old. Like me. Uh, and then the third one, I didn't title it the same. I titled it.

Uh, the gazillion dollar sales funnel experiment. But it is really part three of this, like internal three-part trilogy. This, this, the series that I did. Uh, and I'm sure there'll be a moral it'll eventually go from a trilogy to a full-on saga. That'd be fun. All right. So what do we do here? The question that I posed in the experiment, my hypothesis was can I double the revenue on my website without adding any new products or services?

And can I do it by optimizing what's already in place using only free tools. So in this experiment, Uh, I only used tools that were free, including, uh, Website. Oh, what was it called? The oh, uh, Google optimize. I use Google tag manager, all these things, things that I actually don't use anymore. Um, but back in 2018 or sorry, back in 2017, and this is all by the way, for my websites from university.com. Uh, the website made about $159,000.

In Amazon affiliate revenue and $35,000 in product revenue. So I have two products at the time. I had a pool ebook. And course, I think the course was out then. Uh, So, no, it was just okay. Interesting. So back in 2017. I only had eBooks. I had the hot tub handbook, which was a PDF and I had the art of pool care. Uh, which eventually was changed. That name was changed from the art of pool care to the pool care handbook. And, uh, I think that was a better move.

Honestly, marketing wise, the art of pool care. Uh, didn't really. Tell you what it was about. You know, so the handbook is a better term. I think. Both products were priced at $29 each. Uh, and we did sell. You know, a lot of, a lot of copies, I mean, $35,831 in product revenue. That's not bad. So in 2017 I made roughly $195,000. And, uh, That's pretty good. So the idea is to double that revenue in 2018. The question is, did I do it? Now. Uh, if I'm being honest with you, uh, did I do it?

That's a good. I don't know if I did it. You know what, let me, I'm going to pull up. Um, I'm actually going to, I didn't even think about doing this, but I'm going to pull up my budget for 2020 for sorry, for 20 18 20 18. Uh, budget. I keep everything in Google drive. Yes, here it is 2018 business and budget. It's a spreadsheet. And I'm just going to look at my income. For, oh, I, yes, I did double it. So. Oh, no, I didn't technically double it, so. Okay. $195,567 is what I made in 2017.

In 2018, I made 363,978. Not bad. Okay. So is it all. You know, Because of this experiment? No, I don't think so. I think just. You know, just all there's overall business growth that happened that year. You know, more traffic, things like that. Um, So, yeah, the, the site actually got a ton of traffic. I mean, over 5.5. Million sessions. Uh, so we're talking about a lot of traffic. And honestly, that's kind of still, what I'm make doing is like around 5 million a year.

And the revenue has jumped up to above 500,000. So. Clearly all these experiments in these three in the three part series has, has absolutely worked to increase the revenue. Um, And really we haven't like increased. The product. And the, well, we did increase the price of the product, not in this. Specific experiment, but, um, we just did a better job at selling the product, which is what we're trying to do here. And affiliate links back in 2018.

Uh, that was when the first Amazon hit happened, where they kind of changed every, I think that they changed everything from being like a variable, sort of a commission structure to a very rigid commission structure. And fortunately. For some university, I was able to S to hover, like back in the day, when, you know, it was a variable. Uh, it was based on all my websites that were using Amazon associates. And so back then I was peeking out at an 8% commission rate on Amazon.

Now I know you're probably sitting here going like that's insanely high and it is. Compared to now. Uh, and, and that was because I was at the top level of like bringing, you know, affiliates and so. I was, I was hitting 8%. So this is during that time, which is insane. Uh, but, uh, but then that's when they changed it to a more rigid structure and some university stayed roughly like around 7%, I think. But roasty.

When I have that website got hit really hard, that dropped down to like three, 4%. So I was doing very well with the roasty and then kind of like lost half my income there, which is what you can you'll know if you, if you follow money lab at all. That's an ongoing. Thing that happens to me. Only about every two years now, it seems to be at least. Uh, so yeah, we were getting, um, a lot of clicks, but like weren't making a ton of money and I mean, obviously we're making more money in affiliates.

Then we were in product sales that has since flipped, which we will talk about in future. Uh, episodes of this trilogy. So. The optimization plan. The first thing you need to do is gather data. So I went and found out like what's the average conversion rate of my sales pages. Uh, which pages had the lowest affiliate click-through rates, but have the highest traffic. That's a fun one, because you can find this out in Google analytics. If you track. Affiliate link clicks. Now in this particular.

Uh, yeah. Particular experiment. If you, if you go to money, lab.co/website-optimization. You will find out that I used Google tag manager. To actually create a event. For all links that had the word Amazon in them. And you can do that still to this day, using Google tag manager. Uh, and you can't do that with just Google analytics. You'd have to use tag manager. Now. I no longer use tag manager because tag manager slows down my website.

Uh, however, nowadays I'm using lasso, which is the plug and I helped develop. I'm no longer a part of the company, but if you want to use lasso, which is, I think $29 a month, but there's some special deals. If you start buying an advance. Uh, or if you start buying for the year, I highly recommend it. If you go to money, lab.co/lasso. Uh, that automatically sends that tracking data into Google analytics. So now I still have that same data.

It's just not what Google tag manager it's automatically coming from lasso. And lasso sends all links, tracking data into. Google analytics. Also, if you switched to Google analytics for they're actually tracking that now in Google analytics for, so there is a way to do it. I am using Google analytics for, in case anyone's wondering. I'm using it. Uh, I'm sending data to it. Right currently, cause you can send data to both, uh, GA for what they're calling it or a UA.

You know, universal analytics, which is technically Google analytics. Three, you can send data to both in that, both of them using the same. Code snippet from Google universal analytics. You just have to do some, some stuff you can YouTube, but that's how I did. I just figured it out. I'm not currently like using Google analytics Ford as like my main metrics tool, but I'm just sending data there. So it's collecting now.

And then, you know, when they start phasing out universal analytics, then I'll switch over and then all my data will be there. So, um, That's the first thing you need to do now, just, just the gathering data part. Cause I'm just going to stick in this area for a second. How do you find out the conversion rate of a sales page? And how do you find out. Which pages have low affiliate link, click through rates, but high traffic. So. Uh, you can use a tool. This is free.

It's called Google data studio and all you, and I think you could probably do this in analytics as well. But Google data studio makes it a little bit easier. You can actually just create a table. In Google data studio, you can pull data in from Google analytics, and this is going to get a little technical, but you can start to, you can create, uh, you can create a list of pages. And with those pages you can attach. How many page views those pages are getting and you can rank it by that.

And then you can add another, uh, another column to that. And do a, I think it's like a field, whatever your affiliate link, click it's for me, it's an event, right? So you can do affiliate link, click events on the one side for those specific pages, right? And it's, if you want to see me build this table, I do have a YouTube video about it. So you can still find it on the money lab, YouTube channel. Uh, it's, it's called. Tracking affiliate links with Google tag manager or something like that.

Uh, all the same stuff still works, but you can create a table filter by the highest traffic, but then you can, you can take those two numbers and you can create a fourth column where you just do the math, you divide the smaller number or the number of clicks divided by the number of page views. Right. And then you times that number by 100, and that gives you your conversion rate.

And what's interesting about that is then you can start to sort by the highest traffic pages and the lowest conversion rate, and you can create a filter to filter out those two variables. And you'll start to see highlight. Pages on your website that get a decent amount of traffic, but don't have a lot of affiliate links on them. It's really just like a quick way, quick way. If you can figure it out. I mean, I know it's not like super quick.

But what's interesting about it is you can look at it and see. Okay. These pages are getting a lot of traffic, but there's not a lot of affiliate links in there. So then all you have to do is it basically creates a to-do list for you. And you can go to those pages and start adding affiliate links. And that's the one of the first things I did. And it actually did increase my revenue just doing that. And of course it does. Right.

It's just, you got to spend the time to find it, pinpoint it targeted, and then do it. Uh, now as far as the conversion rate on the sales pages, In this case, I was creating my own sales pages using WordPress and I was selling the product with a embeddable gum road button. So I think for this one, I just had to find out the, you know, how many people were going to the page and then how many people were buying.

And then, you know, you just kind of have to do the math manually and figure out what the conversion rate was for that sales page. And it's really just like, okay, what do we, what can we do to increase it? And I, and I tried creating a shorter page and I did create a shorter sales page and it did increase it by 1%. And you just, I, you know, I didn't do a true AB test. Uh, I just did.

You know, I think I'm, you know, in this, I could have done an AB test because I was using Google optimize in this case, but, uh, going forward. I would just, you know, either use something like lead pages was hat, which has AB testing already built into it. Uh, which makes it really easy to find out which ones are performing better and you can do. Uh, you can have a conversion metrics on specific buttons.

Or you could use Google optimize and create two different pages work or just create the same page and just have it low different content. And that's exactly what I did. And I was able to improve the sales page conversion rate by 1%, which is actually pretty decent. So it's definitely worth doing. If you can send a lot of traffic to it. Um, the other thing I did. Was in order to get more traffic to that sales page. Uh, something that I just can't believe that I didn't do.

And for so long, um, was I actually went and. Created a display box that I, that I automatically display. It was actually a short code that I put into the middle of every single post. That promoted. The my ebook. And so it was basically just an image, a headline, a little sub headline. And then a button that said learn more. And I created this with custom code and a little code. You. A little short code. I stuck it into every single pool post. And, you know, I was getting traffic to those pages.

And now that all of a sudden that increased the traffic to my sales page for my ebook, which in and of itself. Just, you know, caused more sales to happen because more people were just hitting the sales page. But the real reason I did it, because for this experiment, I was, I wanted more data, so I was sending more people to the sales page so that any changes I make, I would be able to see those results much faster. And then in hindsight, it's probably just putting that, you know, just.

Just promoting your own shit. It's just like, that's what you gotta do. It's very simple. Right? Uh, so with all the tools and everything I did in here, it's like the affiliate marketing thing I did first. Uh, that was really easy finding those, uh, those pages going in and just beefing those pages up with affiliate links. You know, you'd pick. You know, I didn't do it for all pages. Maybe I picked 10, 20 pages. Right.

You know, the top pages that were getting the most traffic, but had the least amount of affiliate link clicks. Went onto those pages and add it, lasso links, you know, add it. Affiliate links, basically where I thought it was necessary, where I wanted to promote a product. Um, I don't like the, the way that you do affiliate marketing, where you just like, anytime a word appears, you just make it an affiliate link. Like, why not? For, in my case, like, Anytime. I mentioned the word pool shock.

Just make it a link to pool shock, but you're not giving the reader any context as to like where they're going and clicking. Like maybe they think in this context of that sentence, that there. You know, clicking the word pool shop. Cause that'll learn. You're going to learn how to shop their pool and not necessarily to buy pool shock. Uh, which is a confusing thing because shocking your pool. Is a method. And pool shock is a product. So. It's tough to do it that way.

And I just feel like everything just needs a little bit more contents. Like, Hey, we recommend this product, pull shock, put the brand name in there, whatever you gotta do. And it's at affiliate like. Um, You know, some people would argue that you could just, you know, the more links you throw on a site, the more chances it is for somebody to. You know, you've for you to create a cookie on there. On their browser and get a sale. If they buy something from Amazon. Within 24 hours.

So it doesn't even have to be the product that you're pitching, but. I just don't believe in doing business that way. It feels just disingenuous to both the reader. And to myself, I guess, in a way. So that was the first thing I did and that definitely improved. And I'll, I'll share those numbers in a second. Um, Um, so let's see. The easiest thing I did was yeah. Adding the affiliate links. I created pages for improvement. It was a top 20 list.

Um, Yeah. So I sort it by high traffic pages with affiliate link clicks that were below 5%. So I started with pages that were, that showed up at 0%, but had, um, a lot. And then, uh, it was just trying to increase those. So. With that, uh, just within, I guess a seven day period. Uh, it, it definitely improved by a lot. And I'll, I'll share that number at here at the end. Um, I also in this post, I'm not going to get into it cause I don't think it really applies here. And I honestly.

If we start talking about the gazillion dollar sales funnel experiment, that's going to be a way better place for this, but I did some email funnel testing and I was using MailChimp at the time, which is, um, not a product that would recommend for doing advanced email marketing. Um, and I was trying to do split testing with that. I was hacking, you know, hacking stuff all over the place. Uh, and so I basically. Don't think it really helped. I think the biggest thing that helped me.

I was adding those, those links to my product on those page on like pages that had high traffic and increasing affiliate links. Just adding more affiliate links. Right. I also think. I did do some AB testing on the sales pages to increase, uh, the, you know, conversion rates.

But, you know, as far as AB testing, I kind of feel like it's, it's good to do when you have a lot of data and it's good to do when it's very easy, but when it's like difficult to do and you don't have a lot of traffic, it just feels like you're waiting forever for a significant result. And you're just not going to get it. Or you didn't change the page enough to showcase a significant result. Uh, so. I don't know. I've, I've gotten frustrated over the years with AB testing.

Uh, you really just have to completely change. If you want to do any sort of AB testing, it has to be like completely different. Um, I do a lot of AB testing now with Facebook ads. I do AB testing with, uh, lead pages. Cause they make it very easy to just spin up a new page battle-tested for like a week or two and boom. See what happens. Okay. So. Uh, let's just look at the conversion rate numbers for my affiliate marketing. Stunt, right. The idea of just adding more affiliate links to the post.

So. In, uh, April 1st to the 29th of 2017, my affiliate revenue was $14,000. And April 1st, the 29th of 2018, after I did this, it was 19. Point, you know, $19,800. Uh, revenue increase of about $5,500. That's a 38. Percent increase. In revenue, just adding a failure. To, to, to underperforming posts. It's literally the easiest thing you can do. And it's like, the harder thing to do honestly, is, is get that list. It's like that figure out how to.

You know, calculate those conversions and may, you know, Um, and see which pages are getting affiliate link clicks and which ones aren't. So I highly recommend you check out this post, if that's something you want to do. And I think everyone should do that. If you're an affiliate marketer, it's a. It's an easy thing to do. Um, okay. So as far as the digital product revenue, So that was improving the sales pages and adding more, uh, you know, adding more links to my, my stuff.

Um, now this was, this is where it gets a little bit. Weird. Because. Because. It's pool season. So I did this in April and it's like right, technically before pool season. So it's leading up to it. Uh, but I, and I also, because it's, I'm a seasonal business, I'm doing a year over year testing, not month over month testing.

So if your, if your business grows every month, Uh, because it doesn't matter seasonality as a matter to you, then I could, I would be fine with testing, you know, March to April, in my case, I have to, I have to test April to April. So in April, 2017. Uh, my weight. That's not, I think I, I think I. Yeah. Brought this up, but my revenue was 3071. And then it went to in 2018 and went to 4,500. So I had a revenue increase of about $1,600, which was a 52% increase.

53% increase, not bad, but not double. Right. So, um, but you can definitely tell that that those things that I put in place that year kind of resulted better when we got in season. Cause you can see my revenue. When I, at the beginning of this episode, I talked about the revenue doubling. Um, the whole year. And that was because of all the things I had. I think I put in place here, plus just more traffic and, you know, creating more stuff there on the website.

So, uh, what worked adding affiliate links to high performing pages, right? Creating shorter email automations for new subscribers. Now this is something I didn't talk about, but, uh, I realized, and this is something that you're going to have. It's going to be different for every single business. But I realized that in the swim university space, you have a swimming pool. Time is of the essence there. You have about a four month window of actually using your pool?

And so ain't no one got time to be nurtured into, you know, education. So I basically have a, you know, an impulse buy type of product. I have it priced reasonably low at $29. And I'm like, you know what, by this thing. Cause it's cause you need help right now with your pool. I don't need a five to six to eight. You know, de. Onboarding sequence, blah, blah, blah. For you to buy a $29 product. I can just tell you about it and boom, you'll buy it. Uh, that is not the same.

For the homebrewing space that I run. That's not the same for money lab that I know for money lab that I run. That's not going to be the same, maybe for your website, but think about your customer. Think about your visitor, think about their needs. Because it's going to be different. Okay. So creating a shorter email automation and ended up like they bought more products because they, I got to the fricking sale faster, faster, right.

Um, Adding ads to the top of high traffic posts to my digital products that worked. And AB testing sales page headlines. Worked headlines. One of the most important things you can AB test on a sales page. What didn't work, and this is kind of interesting. Adding a sales video to the sales page. So having, you know, Let's say a video versus not a video. Didn't really matter. The headline does. Uh, adding trust symbols under the buy button.

So in this case I tried adding, uh, you know, Uh, like a shield underneath the buy button, like, you know, it's 128 bit encryption or, you know, whatever we take these credit cards that I thought that would work because my audience is a bit older. Now it did not. And I think it's just too small of a. Test, you know, It's like trying to change the button color and expecting to have like a 3% increase. It's like no one cares. Uh, and also creating shorter sales pages with one call to action.

Didn't work. So really it was just the headline testing that worked. There you go. Um, So anyway. It's, it's not like I definitely increased. I didn't create a new products. I might have gotten some more traffic, you know, that's true because it grew every year. Uh, was it worth it? I think it, I think it was worth it. Absolutely. I mean, it's fun to kind of like look at a site and try to improve it the best you can. This is why I would love this.

And if anyone has any sort of, uh, I don't know, secret. Information out there. I would there's there's there's a day where I would love to buy a website that exists already. And optimize it from start to finish. Uh, I could talk about it on the podcast. I could talk about it on the YouTube channel. I could talk about it in a blog post@moneylab.co. All of those things would be awesome. I think it'd be great.

So. That's the, that's the first part and part two and three are coming to the next episode. You're gonna have to wait a week. Sorry. But if there's anything you can leave this, this podcast with is if you, if you have affiliate links in your site, your. Find out which pages are getting the most are getting the least. And then add those go in those bows and Adam. I mean, that's an easy, that's an easy way to like, just make a little bit more money. And. Test your headlines on your sales pages.

Do you have any sales pages AB test those headlines? Really make them compelling. You know, Uh, really think about the offer that make it, you know, an offer. You can't refuse. I can't do the voice even though I'm Italian. I go, Nope, no, I can't do it. Not going to do it. And I could not get. I'm going to try. I want to make you. I'm going to now. I forget it. Uh, So, uh, the other thing I would do is start adding links to your products on your pages.

Start with the ones that are the most popular start with the ones with the most traffic. Add lead-in copy to those two. So whatever you're, don't just add a link. To, uh, you know, if I, if I read the word pool maintenance and a post don't just link that to, uh, a paid product. You know, Warm people up a tiny bit with like a paragraph leading into your, your pitch, right? Or leading into it, just a link to your sales page. Those are three things I would do. Helped me.

Back in 2018 and it will help you in 20, 21 and beyond. So, uh, before I go just real quick, I want to remind you if you haven't already. Go to money. lab.co. Literally any page on the website. And sign up. For the perfect blog, post cheat sheet. Okay, it's completely completely free. You'll get on the email list. You and I can have a little chat. That'd be fun. Also, if you just want to like, not go to money, lab.co. If you want to get straight to the cheat sheet, just go to money.

lab.co/cheat sheet. And there it is. All right. Uh, that's it. And I think I'll see it now. I'm not going to say, I think. I will see you next week. Bye bye.