 It's the mat work. That much outside of shows, because I know you said you send something a week, one text a week. We do a text blast once a week to everyone on our list. We do two things with text, like basically we do that one text blast, so there's like we think about it as like one text blast a week from us to them, and then like we also give them an opportunity once a week to text us. I mean obviously if they just randomly text us we're going to text them, but like scheduling wise we also have this thing called oh you're gonna die. It's called cornhub. He's like yo I can't take you all right. It's not what you think it is, all right. The whole idea is we beat it up in front of you, but not it's not what you think. It's basically we make, we make, all right let us explain. We'll explain. I promise it makes sense. It's all about context. We make a beat on IG live in 15 minutes, but we make a beat using rules that our fans text us. So a fan might be like yo I want you to like sample a Star Wars like theme song or something like that, and there's three rules, and basically we give them the opportunity to text us as well. And so there's two like basically like larger text touch points per week is that's one, and then we do like a general text blast on the Saturdays as well, which it tends to, it's not always like yo we have a new song this dropped, like sometimes we'll be like yo we don't want to ask too much either, right. So about again it just comes down to like delivering some sort of value, whether that's as simple as like hey what are you guys listening to this week, this is what we've been listening to this week, or this is what's on our playlist, and it's like it's about like not always just pushing your own music, but like also just like nurturing, yeah just building those relationships really. Yeah, I mean because now you guys have the opportunity to put them on to some music they haven't heard before, and the next wrong thing to remember, right. Exactly, and it feels it doesn't feel transactional, right, because and I think because of the natural the other thing is like for us like that's dope, like the fact that we get to like our fans are our friends, and we get to like have genuine conversations with them, that's dope, like maybe for a lot of artists like that doesn't feel genuine, like I see a lot of like larger artists who are like text me now, and it's like sort of just like a bot texting back for us, it's not really about that, like we like having genuine interactions and conversations with our fans. As it gets bigger, obviously it'll be harder, but right now we can't. At that point you got a scale, but like again like I guess the theme of like a lot of what we're talking about today is just when you're at a smaller level it's a lot of it comes down to just doing things that don't scale, right, just finding those creative ways to personalize. Yeah. What tech software do you guys use? Super phone. Cool. Yeah. And you guys wouldn't say it's expensive for y'all, I mean I know you guys aren't like I know you guys aren't way up here as artists right financially, and I know you guys probably aren't the the you know just on the streets as well, but generally speaking for you based on a typical artist budget all the things you guys have to pay for the obviously I think you guys think it's worth it based on how y'all use it because you have to let me leverage, but would you call it would you say it's generally expensive for you? It's variable, right? Like it's like as it scales it's going to get more expensive, but as it scales you have the more opportunity to sell like merch to more customers so it just like makes sense like from a standpoint of like scaling for us it's like if you can't afford to like take like let's say $50 a month out of your like Facebook ads budget or something else to have this deep level of connection with your fans then it probably isn't right for you you know because for me it's like it's much more effective than like nurturing through like retargeting on Facebook because it's like you have a direct line with these fans like the private channel is just so effective and so for us it's like it's a no-brainer like it can run like uh yeah it can run like 50 bucks a month sometimes but it's it's totally it's also about like just owning the means of communication right that's something a lot of our manager actually just like to talk to us about and like he'd always be like you know like Facebook could shut down Instagram could shut down but like it's when you have when you go through text or email it's like those things are gonna last you know what I mean so it's like no matter what you have that information to like even if something else shuts down you have that that direct to consumer yeah like that's Ryan Leslie's whole philosophy as a founder right is like data ownership yeah that's that's like just so important to us it's like it might not be leading to like um likes or any type of public validation but it's something much stronger which is just like individual one-to-one sort of um relationship building with their fans but yeah no I wouldn't say it's expensive like from my perspective like 50 bucks a month max like right now at our scale with like 200 numbers um yeah got you okay well I want to go back for a second to the corner of situation give me an idea of like paint the picture a little bit more in terms of what you guys exactly are doing that whole the beat and the fans can actually text you how do you even prime them and let them know hey you can text me during this time because to me it sounds like you're saying hey you I had you have my text message but don't come text to me anytime just about random stuff like you guys have figured out a way to control it I'm sure they do text you random stuff at times but it sounds like you guys are creating a way where you you want to allow them to feel like they can text something and there's a useful for a two-way conversation but you don't want it to be completely open where it's right completely informal um like honestly at the scale we're at we're okay with it being completely open just to clear that up like if our fans like text us out of nowhere like we're totally fine having conversation with them I guess I'm more so met like formally like the formal touch points or like twice a week like with once like with the cornhub stuff on Thursdays and then the Saturday like text blasts like what we do is we'll go on Instagram stories and we've started trying to experiment with TikTok but that's a bit harder because like you're getting people for the most part you're getting people who aren't as nurtured but like mainly like Instagram stories and be like yo this is our this is our number right here like text us a rule and you have the chance for this rule to be picked we're picking three random rules this week um these are some examples of like fans who have like actually got the rule picked last week and they're hell excited just sort of showing that like social proof that it is possible and I'm saying and then and then from there like people are usually like just happy to text in and be a part of the creative process though though and you guys will say since you really focus on this part of strategy because you know obviously you've tried a lot of other tactics right but when you talk about the show strategy and then adding in SMS point how long have you been working that to get from zero to nurtured list and the 250 people show that's based all on you guys and is that still a 10 sorry is that still a what a $10 a person that's a good point no so the first show is $10 the second show is 15 this this show is $22 per ticket $22 and 250 people yeah yeah I love it I love it it's dude dude making for us to like have that little bit of gratification like side point for us because we lost money on the first two shows because of the venue and everything was just so DIY but like for us like going to that third show and be like fuck like we walked away with money regardless of how much money it is even if it's equivalent to like one or two paychecks my old job like amazing feeling yeah and that that as an artist that can keep you going for like an entire year man yeah I got get it like 50 what 22 you said 22 times 250 5500 right and that's far more than the nothing that so many people make just to get the show right let alone to be able to do that alone that's a strong number and I know you're now at the point well you probably did this when you made $20 or $50 but now you see 5500 holy shit if I double this yeah and I keep in hope right you already have a system that's what I like what you got what you guys are doing and I try to explain to people right just getting these random results they're cool but you guys have a level of certainty where you just say okay when are we going to do it again versus what do I do how did I do what I did all right so it's a really cool space to be in I went out before we move on it's the mat work