Seth Kravitz | The CEO of PHLearn on Being Successful While Being Industry Agnostic

Audio Transcription

On today’s show, we interview the CEO of flourish, the online education platform with over 1 million subscribers. And we asked how can you be successful while being industry-agnostic?

Some shows don’t need a celebrity in a writer to introduce a show, but this show dies to may eight kids co-created by two different women. 13 Moke Ty million-dollar businesses. Ladies and gentlemen, welcome

Today’s show, we are interviewing the founder of flourish. Seth, how are you? Welcome to the thrive time show.

I’m great. Thanks for having me on.

I was looking at, I was looking at looking you up online, you know, doing some research to interview you and I noticed your last name is Kravet. So, uh, are you Lenny Kravitz’s biological brother or are you just a share the same last name? Cause you look, you look very similar. It’s hard to tell.

Yeah, I mean we yeah we get mistaken for that quite a bit. No, I mean I I wish I tell people he’s my uncle cause technically it could be true. You know, we are, we are a Kravitz family from originally from the New York area. So it’s possible

now you grew up in Youngstown, Ohio, is that correct? Yes. With a 1.92 GPA, which uh, this just anybody out there is not aware. That’s not a high number. Um, when did you figure out what you wanted to do professionally and how did you do so well in business with such a low GPA?

Yeah. I just, I did not enjoy school. I never enjoyed the format of it. That was one of those kids. I was like, wait a second. My great-great-grandfather probably sat in a chair like this face forward and like, Oh, here’s a bunch of information, you know, regurgitate this onto a test and then they grade you on that and all that was just something where it was like, that’s, that’s just not the way I want to learn. And uh, so that’s why I never performed well in school. But I did lead me to have a lot of hobbies inside projects and things from the time I was in high school onward. And I think that’s where a lot of the entrepreneurial part of me came out of was just I wanted to go figure out things myself and I didn’t really want to be a part of any kind of like traditional organized system and uh, led me to do a lot of things independently and led me to come up with a lot of things. And even in high school or it was, uh, started to try to sell things that I was creating and just like, I guess the science show themselves pretty early that I was not going to be like the, uh, go to college and get a job.

How often have you told people this, this story, cause this is this right here. You’re speaking my language here. I mean this is right here that I felt like school, I’m going to school and I’m going, why are we memorizing things and putting it on a piece of paper tomorrow and then getting it again, you know? And so why, why is this school, I mean, why, why, why is it that you can become a doctor or a dentist if you can be good at situated the game memory? You know what? And I remember thinking that and I remember talking to older folks who I knew who I was like, you know, 17, 18 I’m asking people who are doctors and dentists. I remember talking to one guy and I said, Hey, um, you’re a dentist. Why? He goes, I could just memorize things now. I’m like, do you remember anything that you learned though? And he goes, Oh, absolutely not. I just memorize it and forget it for the next test. I mean, Oh, I mean, well, can you, how free do you feel now as an entrepreneur free of having to try to memorize random stuff and basically be a human copy machine? Talk to us about that life as an entrepreneur.

Yeah, I mean the life of entrepreneur is definitely something where I think, I think in the media and articles it sounds a lot sexier and more interesting than it is. I mean, a lot of it is just wake up and kind of drag yourself through another day of trying to put out fires and tackle some opportunities when they come along. And it’s a lot of just like, it takes a tremendous amount of perseverance, which I don’t feel like, uh, a lot of people aren’t necessarily cut out for that. They like security and they’re like, no, what the next paycheck is coming from and things like that. So entrepreneurship for me and the universal experience, it seems to be for a lot of people who founded companies as well as, it’s just a lot of like, wake up in the 300, 300 day in a row where things are not going well and still somehow drag yourself through all this stuff you’ve gotta get through that day with, you know, excitement and the smile on your face and try to, you know, be the leader and drive the company towards hopefully some sort of sustainability.

And you’ve got to just be able to do that day in and day out. And, uh, just completely embrace ambiguity like your life depends on it. And, uh, I found, um, I don’t know, I just found that at a really young age, I could, I could do that. And I felt really comfortable in chaos when, when things get too structured and to play it out as far as like, and tomorrow and maybe doing this. And then the week from now we’re doing exactly this. Uh, I get incredibly bored and I get antsy and I gotta get outta there. And that’s been the cycle of my entire life. I kinda prefer for things to always be intensely ambiguous and like kinda crazy.

Now you, you are a guy, I believe you, you started a, are one of the founders who started insurance agents.com. Is that, is that correct?

Yeah, and back in 2004, um, I was in college, uh, another guy I knew back in college who was insurance agent, I was like, I need a tech guy to like go do this kind of really boring idea I have about helping people save money, you know, save insurance, save money on insurance online. And basically it was, it was pretty, it was pretty boring concept for someone who was young and in college. But I was like, Oh, that sounds better than actually going to class anymore. And I pretty much dropped out of Ohio state and we launched that company and called the insurance agent.com, which was really straight forward. We just help people save money, their insurance. And uh, we did that for about seven years before we sold it off to a public company. And

when you sold it off, did you, did you take the money you earned there and go buy a bunch of you who’s or did you buy yourself some koozies or what kind of fancy things did you find yourself? A

lot of it was, a lot of it was paying off debt. Um, so paid off a lot of debts, um, invested it into a few other businesses that I started or just invested in. So some of that went to angel investing. Um,

did you have any big winners from the angel investing? Do you have any big winners?

Uh, I mean, yeah, I mean some of them it’s one of those things where it’s like, I feel like investors do best when they kind of stay in their own lane. Yeah. So the things that historically I have done the best on investment wise were things that were in the same kind of like financial marketing, tech kind of space. Okay. Cabot companies that were similar to what we were doing, they saw we were doing like their, like they liked our growth cause we were number 24 and think five hundreds. We grew incredibly fast and uh, they looked at that and they’re like, you know, Hey, can you teach us some things? And we’re like, sure. Anything we’ll, we’ll buy a chunk of your company and we’ll, we’ll help go grow. And those are the things that exited with, by far the best return I’ve ever had on my investments were always investments like that. And the worst ones I ever had were things where I was like, I want to go way outside of things I know about and let’s like play around and like, you know, food and other products that I know nothing about really as far as how to sell them. And uh, those are the ones that totally flopped it. I lost my money.

I have a question for you that I’m sure you’ve never been asked before. And if you, if you don’t like the question, I will take your hang up as a, as a sign that you didn’t make it. So here we go. I think that you, and I think very similarly, let’s say that somebody today gave you the rights to my space.com now a, which apparently is not doing super well right now. It’s not a hot company. Okay? But they gave it to you and you’ve got a budget of a hundred grand a year. Okay. Total miss you, my space.com everyone knows the name. It’s kind of a joke. I mean if you tell somebody, Hey, I updated my MySpace account last night. It’s incredible. People immediately laugh because they’re thinking my space. But let’s just say you have the name myspace.com. You own it. You got $100,000 you can spend on marketing it. What would you do? What would you sell? Tell us, tell us how you would market my space.com. I can put you on the spot. I’m just wanting to get into your brain because I think that you thrive on this sort of ambiguity, this chaos. I think you like this. What would you do with my space.com and a budget of $100,000?

Well, I mean the first thing I would try to do is just not even attempt to do anything like the original. It wouldn’t even, they probably won’t even have anything. They might even have anything to do with really with music or certainly nothing to do with the social network of any kind. Uh, I feel like obviously it’s been tried already. Justin Timberlake even tried as random as that is to risen, you know, resuscitate that thing. So I think more of it’s value now is purely in the name and nothing else. So, especially you got a $100,000 budget, you can’t really put a lot of tech behind that. So these days, I mean if I was going to try to do a quick hustle around that, I would probably figure out some product I could either white label or a drop ship because a hundred grand again is not a ton to work with and just kinda ride it’s notoriety into some sort of, you know, bootstrapped, profitable company that could throw off cash.

I was thinking like, you know, you and I, we could do my space.com and they make it like the Uber of those are rental, you know, the rental storage

units [inaudible] you know what I mean? Like the Uber of that, the Uber, I feel like that exists. I feel like there is like there are like on demand stuff and my face. Yeah mean cause I basically, there’s anything, anything you can think of basically on demand. Like I joke that there’s probably like an on demand ferret sitting service out there. Like anything you can imagine there being on demand for the peak at least a couple of years ago. And a lot of them have failed and dropped off by now. But there’s still so many things that I never could imagine. It could be on demand though. You like ferrets? I just have a lot of fairs going up. I don’t like them, but my mom liked them. Your mom had ferrets. How many friends did you have growing up? Uh, usually three at a time.

Really? Yeah. I have a mini mini silky chickens and 13 cats. Do you have cats? I mean, I grew up with a lot of cats. I have one cat now. I have a reasonable amount of cats now. Well, I’ve heard is if you have 14 cats, you have a problem. Yeah. Yeah, that’s definitely in like borderline, borderline animal control. Having to stop by. Okay. Now. Okay, so now you, you, you moved on now and now you’re with this company called flourish, uh, pH, learn, flirt and educators. How do we say it? What does it do? And I’ve learned was started by a guy named Aaron ACE, uh, about roughly about eight years ago. It’s the number one Photoshop training company in the world online. So we don’t teach any physical classes. We do everything video-based education online and it’s pretty straight forward if you want to learn how to pretty much do anything you’ve ever dreamed about wanting to do in Photoshop, but it’s create, you know, gorgeous images that you’re doing 10 of digital art or you want to retouch images and make them look beautiful or you want to bulk edit things where you need to like do a wedding photography catalog where you shot something for a friend and you needed to edit all that.

We pretty much teach you how to do those processes, uh, at a pretty much a master level inside of Photoshop and Adobe light room, those two primary programs. Then we also teach photography as well. So try to sharpen your skills and get better at that. And that’s all just self paced, self guided. So there’s no, uh, there’s no start times or things like that and you kind of guide your way through and it’s monthly subscription. What is it, coffee, pretty affordable. Uh, it’s only, it’s only 10 bucks a month. So we’re, we’re probably the most affordable solution out there, which is probably why we’re number one in this space. Cause uh, nobody else really comes close to our pricing and value. And what, what, how did you guys, how did Aaron go about getting the first 10 customers or the first hundred customers? And he’s one of those classic YouTube creator stories.

I mean, he’s one of those guys that he was doing something called a three 65 project where for three 65 days straight, he posted a photo of himself that he’d heavily edited on flicker cause flicker was the Instagram of the, you know, back of the 2009 and 10, 11 years. And uh, basically people were like, how are you doing that? How are you creating all these crazy images? And you just started doing written expla explanations. And then that got really tedious. So we started doing really short videos on Vimeo. And then that got not nearly enough. Not enough people were seeing them there cause nobody wanted to go to Vimeo. And then the magic happened when he just uploaded them to YouTube one day back in 2011. And it’s one of the stories, it’s like the rest is kinda history, just kept new content on a regular basis.

YouTube and now we have 1.7 million subscribers. What? And uh, that’s kinda how you do it. Basically. If people are always like, well how did you grow that big and how do you get that many subscribers? It’s like, okay, post 700 videos for seven years straight. It’s like one and you know. Yeah. And that’s step one and step two was like, be interesting and great things that people want to actually watch. Uh, you know, so all of that equals, you know, Aaron Aaron was really the reason why there were any customers at all. And uh, he started moving a lot of those people over the last, you know, eight years. We’ve migrated a ton of them to floren.com our actual paid platform where they can stream, you know, our our long professional classes, which are dramatically longer than stuff on YouTube. They’re like five six, 10 20 hours long as opposed to like 15 minutes.

As we’re talking about flourishing, I want to ask you this here and then we have a one of our show sponsors with us, Josh with living water irrigation. Josh meet Seth there by the way. Hey says, how’d you do? Good. Awesome. You look, you’re looking. I tell you what Seth, you’re looking as good as Josh is right now. I can tell you that. I can just sense the audio quality. I can tell you how he’s looking. He’s looking great. Now this is my question is what is your motive? So many people ask me all the time, they said, clay, what’s your end game? What are you really trying to do? What do they teach people how not to be poor? Why? Because I grew up without money and I know what that feels like, but what’s your end game? So I ask you the same thing, mr Seth, what is your end game? What’s, what, what is your real motive?

Uh, I like creating something from nothing, which is why I have jumped around to so many different types of companies over my career from lead generation, which is insurance agents.com to ran a open owned a coffee company for awhile there I launched something called Technori, which is a the largest startup showcase in the Midwest. It’s kind of like a shark tank for startups, uh, based in Chicago. Um, then now I work at flourish as the CEO and running this company and a partner here. And then I have a couple of things on my sleeve that have nothing to do with education. One is actually a CPG, like a consumer packaged good product. So, uh, since I have, I do not care about the industry, I am completely industry agnostic. I could do anything in any industry. I really don’t care about the product and love it. And uh, so, uh, really it’s just the creating something from nothing. I just like knowing that nothing existed before this and then suddenly like, here are 10 employees and revenue and then the company that people like products and it just, it’s really fascinating to me to how to, how to do that.

That’s quite, I’ve always loved. That’s fine. No, I real quick, I enjoy creating audio. A magic. So I’m going to play this sound clip for you and I challenge you to not smile. Here we go. Seth, I’m gonna play it for you. I challenge you to not smile. Here we go. See if you can just mentally mental strength, strength. I don’t know why that’s so good, but one of our listeners, ah, he’s an ophthalmologist in Tuscaloosa. He, when he laughs, this is how he sounds, it looks like putting on a character that is real life, that’s just real life. And I mixed it with Leslie Nielsen from naked gun when there’s the scene where you forgot to take off the lavalier mic. So he’s urinating while the cold crowd of people was listening to him. And there’s something magical. I mean, if you’re ever in a lonely, dark place, you just hit this button.

So good. Josh, what question do you have for Seth Kravitz? The, the, the, the, the, the, the dude with the, uh, entrepreneurial attitude from Flynn. And so Seth, I’m going to do a two parter just to make things difficult. So, uh, it’s so funny. We were talking, you said, uh, your industry agnostic and it was wonderful cause a friend and I were discussing that earlier about how emotional and attached people get to their little businesses or to their thing or to their goal. So can you encourage our listeners out there about that? About it’s, it’s just business. It’s not holding hands and cuddling and it’s not that emotional.

Well, I guess a lot of founders do make the mistake of getting way too married to their idea and they ride that idea right into the ground when they should’ve walked away. You know, some of them should’ve walked away months ago, years ago, and they’re still trying to ride out this idea that is taking up all their time and sucking up all their life fours. And you know, even probably everyone around them is like, dude, you got to walk away. And like they just won’t because they’re there too married to like whatever happens to be. And I’ve never been that way luckily. And uh, having seen enough people suffer through that, I definitely never want to. I don’t really, I’ll probably will have some products in the course of my life, uh, because I plan on keep on doing this for hopefully for decades going forward, uh, that I probably will love quite a bit.

But even Technori which is something that was a passion project that I really loved helping create that here in Chicago. I was able to sell that and walk away from it about three years ago. And uh, it just, you just kind of reach a point where it’s like, it’s time for me to go. And uh, I think on the biggest reasons for me maybe why it, I guess it’s just knowing what you’re best at. I in the best of the creation from the 0.2, like some sort of sustainability and then I need to leave and get out of there. Cause that’s where I’m, I’m just not good from that point going forward from scaling to from 30 people to a hundred people and 500 people. That’s just not me. Um, so, uh, that, that’s definitely allowed me to be industry agnostic as well as just, uh, I know it’s time for me to leave and I’m very opportunistic in the sense of like whatever in that moment, um, happens to look good to me for some reason or another or just catches my eye and it’s like, okay, I’m going to go do that now. And uh, I don’t know, it just led to a very interesting life. I mean, I, staying in one industry sounds incredibly boring to me, even though I will admit there are huge advantages to staying. You want histories, you can really master whatever that is and the connections you build become incredibly valuable the next time you found the next company and the next company. So I totally understand why people stay in one industry for their entire lives, you know, found in multiple companies in it. But, uh, to me that just sounds really boring

as the CEO of, of learn. Where do you live in and how do you organize the first four hours of your typical day?

Uh, well I live pretty close to the office, uh, to make it easy to, uh, just basically be here whenever I need to be here and, and also to be able to get out of here and be home quickly. I have a, I have a 10 month old son. I want to see him as much as possible. So, um, my days are definitely are more, are way more scheduled and they were used to being, um,

where are you located? What city or what state?

We’re in Chicago. Chicago. Okay. Got it. We’re pretty close to downtown, so we’re, we’re actually across from the giant rail yard. We’re kind of an industrial area because we needed a gigantic space with very high ceilings at a low cost because we do a lot of photography and videography here in the studio. Right. So we’re maybe not in like the coolest neighborhood or whatever, but none of our employees seem to care. They seem to like [inaudible].

You’re saying that even though it’s not an it’s super expensive office space, that people actually don’t care that much?

No. No. They don’t care. They, they care about the people they work with and they care about they the work they’re doing. Shockingly, they don’t really care whether or not we have like gorgeous ping pong tables and like a super sexy office downtown.

This is the audio. I think a lot of business owners think this is the audio that has to go with their office. You want to come work here at Acme industries. We have sexy ping pong tables to compensate for our dispassionate worldview. We, I do. Can I work there? You know what, I’m, you know what I’m saying though? There’s a lot of people that are compensating for being a poor leader with office furniture, a poor leader with having class a office space. But I find the best leaders, the most passionate people, the people that are just people like to work there. They can go off as in [inaudible]. They can office on a farm, they can office in ranch. They could be in Pawhuska, Oklahoma and build the pioneer woman brand. I mean, you can be in Waco, Texas and be chip and Joanna. You can be on the surface of the moon and maybe somebody crazy enough, we’ll go with you. But you’ve got, can you preach the good news to somebody out there who’s compensating for the lack of being a good leader by buying various accoutrements while taking their company in a bad place, in a bad, in a bad direction?

Well, generally when I walk into a startup, especially in startup that has a, a gorgeous office, my first thought comes to mind is like, wow, you’re really good at spending money. Like it doesn’t tell me anything else. It doesn’t tell me that’s a great place to work. It doesn’t tell me that they’re actually really good at doing business of any kind or whatever it is they’re actually doing. It just tells me they’re really awesome at spending people’s other, usually other people’s money. So usually when you walk into a startup that actually has nice stuff, it’s always VC funded and uh, they, they dropped tremendous amounts of money into things that really don’t matter versus, you know, pumping that into their employees. And actually like we, we try to give our employees a edge, you know, education options like they can, we’ll pay for them to take, cause we’re an education company, so people, they want to take courses.

If they want to do a lot of things to improve themselves, we’re always ready to back them up. And I feel like those are the things that really matter and the things that actually help somebody feel like, you know, this is a great place to work as opposed to also just being good managers and being available and not being weird and standoffish. Like I’ve seen so many bad managers and leaders of, of startups where they just kind of sequestered themselves off and they want to be left alone or all sorts of weird behavior. Uh, and again, a lot of, I guess a lot of startups are run by young people who would be attracted to the idea of like, if I have a big sexy office, it means that I’m real now. Uh, and that I, I must be a real startup if I can afford all air on chairs for everybody and everyone’s got, you know, three, you know, 32 inch monitors and like, Oh, that means we’re, that means we’re a real company now.

Okay. My, my finally the final 30 seconds of, of hotness. And you’re 30 seconds here. If you could recommend one book for all the listeners and one little tip, one tip, one book and one tip for all the listeners, what would they be? Let me. I, I’ve always been marketing focus. Most of my entire, uh, tech life. I used to be my, I used to be the, the tech, I used to be the the coder engineer guy. And then I stopped being in software engineering became, uh, pretty much purely a, a marketer and ended up becoming more of a growth hacker because of that because I was able to combine engineering processes with, with marketing process. Uh, so based on all that though, I had to learn how to like think like a marketer and uh, the book they permit changed my life that I think still changes tons of people’s lives to this day is a influence by Robert Cialdini.

Um, it’s kind of like the Bible of uh, how w Y marketing works. Um, it basically, it doesn’t tell you that like here’s a, here’s an exact tactic and like it’s not like a, got it. I’ve never, I’ve never been a big fan of the, of the marketing books or like this is the exact thing that worked for me because it works for my company. It’s going to work for yours too cause that tends to just not translate very well. And there’s tons of dealer, right? Marketing books that way and influences more based on just tremendous amounts of research and science going into like, why does someone behave a certain way when they see certain, you know, marketing messages and why you do they, how can you, I don’t want to say the word take advantage of, but the basically like how can you use that piece of information?

You now have to redo your marketing around making it much more influential. When the person sees it, they’re going to react the way you want them to react. And a, once I read that book, it just, a lot of things start to click for the first time about why us is consumers, why are we so susceptible to certain types of marketing? And uh, that book is, you know, it’s, it’s, it’s pretty approachable even though it is pretty, uh, heavy on the research and science. He writes it in a really clever, uh, way. So he takes these complex ideas and breaks them down into really interesting business cases. So if, if you could, uh, send everybody a quick text, a quick tip, what would that tip be on that text? A lot of times it’s just like calm down. Uh, I, I may the pro, I mean I had a struggle, uh, probably my first two years of being entrepreneur, especially where I was just like in constant panic mode, right?

Or I thought I thought everything at any moment could like destroy the company or like things that were huge deal. Like I can look back on now a decade plus later, 15 years later and be like, that was nothing, what the hell was I so upset about? And it’s just really hard, I guess in the moment when you’re a brand new entrepreneur to have any of that kind of a longterm ability to be like, this is not going to be a big deal in a year. But in the moment it feels like it’s life or death. And, uh, I, I used to live at a constant one or a 10, like at all times during the day and during the same day, you know, I could have a one in the morning where like a huge client cancels on us and they have a 10 where I pick up another big, even bigger client or whatever. And like I now I tried to just constantly ride in a four to six range, right? And, uh, that’s made me a way better leader of a company and, uh, I’m just a much more, a much more stable, reliable, dependable founder of a company and leader now that I can consistently just live in four to six instead of living in one to 10.

Seth, I appreciate you man taking the time out of your schedule to be on this show. I’d love to have you on again, cause you’re just, you’re just a fascinating guy. I think we’re just tits, the tip of the iceberg here, but thank you so much for being on the show.

Yeah, of course. Thanks for having me. It’s fun to hear. You’re, you’re pretty, uh, you’re, you’re definitely the most entertaining, uh, interview I’ve had in a very long time

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Hi, my name is Christina Amos. I am the owner and operator of angels touch autobody and D T healing in borne Massachusetts. Um, we have been working with thrive and their business coaching for say eight to nine months and it took us about six months, five to six months to get on the top of Google. Um, and with their help with the website and marketing, um, and the SEO and retargeting ads with Google. And it has been phenomenal. We just have light and day business coming in, phone calls coming in, uh, walk-ins, uh, referrals. It’s just through the roof. Um, and we couldn’t be happier at the moment. We are up 50% this year from the previous year. And not only is that part of our own hard work and diligence, but also with the help of thrive and what they’ve done for us and getting us all on the top of Google and you know, all their knowledge and coaching. Um, and yeah, so super grateful. Super pumped to see what the future holds for all of us. Thank you.

This is your year to thrive success. You will today is your day and now is your time. Lazy hands make for poverty but diligent hands bring wealth. Proverbs ten four. I’m here to tell you you can do it. If you could just motivate yourself to let the masses had to cut off up to you. So on the day you win, I could one day do a miss shape a tree that I had to prove I had to make cuts to be here daily at noon. So like a tidal wave of knowledge monsoon, I could run them. No dose of doubt. And you are you the next [inaudible] the next to rule for the next Dr. King who changed the rules and walls into way. Would you run like run back past the one? It’s up to you. I removed the bad days back to, to the, to like the template to do well with the jobs that tried to consume food. The future that I could pursue. What? From the mountain top. Now I can do clue that you have what it takes

your youth to thrive success day and now it’s your year to success. Today,

this moment is profound to shop a, the crown, your rope might’ve been rough with what you’ve got now is now even shut you out. But you gotta be distressed with the old plow started from the bottom of what my waves up. I was been prayed up, present, grind as a top deck. You gotta get it. Don’t quit it

[inaudible] and now use your time today and now we use [inaudible].

Okay, should be all went to kid, but we can’t get without self discipline to fall with your face to just self. Attach yourself to Kohl’s dot. Bayer with the friends when the stoves get up in the scat. And the only thing that with yourself, what you believe he believe in you, but not as much as God does. If you go into hell, he’s got nothing but apply what you learn. Increase switchboard, hit it, tied your gun money to a bird. Increase what you burn it into. Tom, you got money to increase what you burn in due time that got money to sing it. Sing. Increase what? You tell him you got money to money. I to shout down the doubt. ERs, silver beads that be given your dream flowers empower you to de devour all the obstacles that make you sweet. Dream sour has for me. I used to sit still, but now I’m on the microphone. Smooth like fuck if I can do it. I know you can too, but you must stick to it like posters too. And while Burton’s on the call risks what he’s saying? I picked raves. Today is your day today. Today’s your day and now is your,

it says you will find hot day is your day and now it’s your turn. It’s your time today and now we do a time sing it Barton. Today’s your day. [inaudible] no, these the time. I realize I can’t sing like that, but I can’t talk and

play the woodblock. Okay. If you guys need me, I’ll just be over here.