Jonathan Courtney

At least I know I won't lose money because this location I have to buy our rent.

So that's the first thing for me is that I'll just...

choose a date so that I lock it in my mind, choose a location, then I start messaging people.

And by the way, sometimes these are people I know.

Just to give you an example, a guy who I was doing a project with two weeks ago, a guy who runs this company called Pipdex,

I asked him if he'll come... Would you come to this?

And he was like, yeah, I would love... I want to come to that.

So I'm asking people I know as well if they want to come to these things, if it's somewhat related.

And then...

Once that's done, it's just one foot in front of the other.

The cool thing is with in-person events is you have a clear target.

It's fill that event.

Like, what do I do?

Fill that event.

There's no like ambiguity around, oh, maybe we need to do our branding today, or maybe we need to do, no, it's fill that event.

And then when you fill that event, especially for us, for example, summer camp, we filled summer camp.

We got 35 people to come to it.

Out of those 35 people, three people booked us for other consulting gigs that we offer.

So at the in-person event is like the best place to tell people about all the other stuff you offer.

And if they like you, it's essentially a three-day...