GE 194: How FabFitFun Brought in $40M in Revenue and 200K Subscribers Last Year (podcast) With Michael Broukhim

Michael Broukhim

Hey everyone, in today’s episode, I share the mic with Michael Broukhim, the Co-CEO and Co-Founder of FabFitFun, which offers an incredible beauty box subscription service.

Listen as Michael shares what makes FabFitFun different than their competitors, what their key marketing strategies look like, how he sold 2,000 beauty boxes in 2 days and continues to grow 300% YoY, and what it’s like to partner with his brother.

Download podcast transcript [PDF] here: How FabFitFun Brought in $40M in Revenue and 200K Subscribers Last Year TRANSCRIPT

Time-Stamped Show Notes:

  • 00:37 – Leave a review and rating and subscribe to the Growth Everywhere Podcast!
  • 01:01 – Eric introduces Michael
  • 01:20 – Fab Fit Fun is run by Michael, his brother Daniel, and their Editor-in-Chief, Katie
  • 01:28 – The box carries different products every season and can personify people and their interests
  • 02:23 – The Editor’s box contains a blanket scarf, necklace, different skincare and beauty products, coloring book and pencils, and access to online workouts
  • 03:25 – The member pays a subscription fee
  • 04:04 – The idea is a happy accident and is a collaboration between Michael, Daniel, and Katie
    • 04:28 – Michael was in a digital agency in college doing political consulting
    • 05:00 – In 2009, Michael got his first client, Rachel Zoe
    • 05:32 – FabFitFun was initially an internal experiment and a media business that produced content
  • 06:05 – In the subscription space, Michael wanted to just make the customers happy
  • 06:43 – There was a gradual transition from the media business to where Fab Fit Fun is now
  • 07:40 – FabFitFun has over $40 million in revenue in 2016 and has crossed the 200,000 mark in subscribers
  • 08:54 – What sets them apart is their high profile claim-outs
  • 09:12 – Michael’s role business model is modeled after Jeff Bezos
  • 09:40 – There is a relationship of trust between the customer and the company
  • 10:25 – “We’ve created a very valuable product”
  • 11:55 – There is an enormous opportunity in retail
  • 13:05 – Michael worked with influencer Giuliana Rancic
    • 13:48 – Partnering with an influencer can help get you “above the noise” but it’s not the whole business
    • 14:36 – The celebrities themselves cannot be the whole marketing strategy
    • 15:12 – It has been great for FabFitFun working with influencers, both paid and organic
  • 15:51 – Due to their media list, FabFitFun already had a couple thousand members in their newsletter list
  • 16:10 – When the box was launched in the group with a teaser of the Moroccan Hair Oil, they immediately sold out the box within the first week
  • 17:10 – It is important to build a list before launching a product
  • 18:01 – The most effective thing in customer acquisition is having a friendly, fun relationship with them
    • 18:31 – Some companies give you a hard time canceling orders, but those people will have a sour perception of your brand after that
    • 19:25 – As a practice, Fab Fit Fun deals with customers in a positive way
  • 20:30 – What’s one big struggle you faced while growing Fab Fit Fun? – There is a steep learning curve in terms of logistics due to the number of physical products
    • 21:15 – They now have their own warehouse
    • 21:32 – The mistakes when you are small can be ironed out and will help when you grow
  • 21:47 – Eric shares that mistakes are 95% process problems and only 5% people problems
  • 22:18 – What’s one big change you’ve made in the past year that has impacted you or your business in a big way? – “Hyper, hyper, hyper focused for the first couple years in launching the box”
    • 22:30 – They started planting the seeds in 2016 and 2017 is accelerating on the other aspects of the business
    • 23:10 – They created an add-on program where people can add things to their box and it has added value to the membership and increased business revenue
    • 23:49 – Learning resource allocation and focus allocation was also a big change for Michael
  • 24:15 – Michael is a Co-CEO with his brother and it is working well
    • 24:27 – Michael and his brother are very close
    • 25:03 – Michael and Danny are committed to making the company successful and they both invest in making the relationship work
    • 25:25 – They had to unlearn the shorthand way of communicating which they developed with each other growing up
    • 26:09 – They wrestle with the big decisions together and it’s getting easier
  • 26:39 – Eric shares that working with friends can be beneficial since the communication is easier
  • 26:52 – What’s one must-read book do you recommend? Antifragile by Nassim Taleb
  • 27:34 – Connect with Michael on his website and Twitter

3 Key Points:

  1. Being a successful company in the subscription industry means offering valuable products.
  2. Keeping a positive relationship with customers is of the utmost important—keep it friendly and fun!
  3. Influencers and big launches are instrumental for your business, but will not determine the overall and continued growth of your business.

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Disclaimer: As with any digital marketing campaign, your individual results may vary.

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Full Transcript of The Episode

Show transcript
Michael: There's some things you have to unlearn. When you're working with your brother your instincts can be to use all the shorthand ways of communication that you learned growing up, throwing things at each other, yelling or whatever.

Speaker 2: Do you want to impact the world and still turn a profit? Then you're in the right place. Welcome to Growth Everywhere. This is the show where you'll find real conversations with real entrepreneurs. They'll share everything from their biggest struggle to the exact strategies they use on a daily basis. If you're ready for a value packed interview, listen on. Here's your host Eric Siu.

Eric Siu: Before we jump into today's interview, if you guys could leave a review and a rating and also subscribe as well, that would be a huge help to the podcast. If you actually enjoyed the content and you'd like to hear more of it, please support us by leaving us a review and subscribe to the podcast as well. Thanks so much.

All right everybody, today we have a special guest, his name is Michael Broukhim. He is the co-CEO/co-founder of FabFitFun which offers an awesome beauty box subscription service. Mike, how's it going?

Michael: It's going great Eric, nice to be on the show.

Eric Siu: Yeah, thanks for being here. Why don't you tell us a little bit about who you are and what you do?

Michael: Absolutely. Along with my co-founders and my co-CEO Daniel my brother and Katie our editor in chief run FabFitFun. Give you a little bit about the company, we carried a box of products every season, it's actually beyond a beauty box, it's a whole lifestyle experience. There's products in it and beauty and fashion, fitness, wellness, home, technology, it really can be anything. We used the framing of it's sort of like a happiness membership. Some of these different memberships might personify a person, the beauty boxes might be your make up artist or your beauty shopper, there's some sort of fashion products which are your stylists. We think of ourselves as being your best friend. Showing you products to make your life better and just brighten up your day and inspire you to try new things and stretch a little bit of beyond what you're thinking about in that ... Any given time we tend to be very busy and so this is a real treat yourself, take care of yourself type of product. That's what we do at FabFitFun.

Eric Siu: What's an example? What can I expect to see in a box for this month?

Michael: I'll talk about our editors box which is our greatest hits box that's selling right now, it's available today. It has a beautiful blanket scarf from Mod Cloth which is another great e-commerce retailer that we've partnered up with. It has a lovely necklace from a company called Jook and Nona. It has different skin care and beauty products and we had an eyeshadow pallet by Pure Beauty, a dermatologic skin hydrating booster. We have a coloring book with colored pencils. We did a partnership with Pencils of Promise in there. That's almost like a ... If you follow the trend there's a lot of soothing and calming to doing coloring so that's the angle there. We also include access to online workouts from our partners at Barre3. It sort of spans [again 00:03:15], there's a little bit of everything in there and that's pretty good representation of what we're doing.

Eric Siu: Awesome, great. How do you guys make money?

Michael: The old fashioned way. Our members pay us, the subscription is 49.99 per quarter or $180 for an annual subscription where you pre-pay. Our members get a tremendous amount of value. Each box has well over $200 in retail value in the products. Then there's a whole slice of content and community features that you get access to as a member. We're building on pretty aggressively. There's a lot of value for our members and that's why they pay us for it. We also have a little bit of a heritage as a media business. There's brand partners and sponsors that also contribute to our revenues.

Eric Siu: Cool, we'll talk about that in a second. How did you come up with the idea originally?

Michael: I think FabFitFun was in a lot of ways a happy accident. I don't want to take credit for the idea. I think the idea's has been a collaboration of myself, Daniel, and Katie, and I think the rest of the team. There's been a lot of people around us who've helped us figure out a lot of the nuances.

The earliest background in terms of my personal journey that led to where we're at, I started a digital agency in college doing initially political and then we did consulting. I worked on a presidential campaign, did a bunch of senate and [inaudible 00:04:36] campaigns. Spent a few years doing that, building websites, doing digital strategy media buys. At some point I wanted to be back in Los Angeles where I grew up, I was in New York and Boston at the time. When I started spending more time in LA someone told me politics is Hollywood for ugly people, if you can do this stuff for politicians, you can do this stuff for celebrities and entertainment folks.

I got introduced to our first entertainment client around 2009, which was Rachel Zoe. Helped her to come up with a concept for launching The Zoe Report, which is her online media property. That sort of set things in a totally different direction. We shifted gears fully into lifestyle and entertainment, picked up a ton of clients in that world. At some point we just wanted to have our own brand that we were operating. We always done different internal experiments within the agency which was initially called Opera New Media, eventually we called it Charlie in our Hollywood days.

We launched FabFitFun as an internal experiment. Initially it was just a media business producing editorial content across all of lifestyle. At some point we said we want to be more than just media, we want to actually have a product, we want to sell something. We've seen the trends around different subscription based e-commerce businesses. We thought the writing was on the wall if you were going to be a niche lifestyle content site only. What we styled there in the subscription space we thought there was just white space and no one really taking that positioning of just making your life better, make your life happier. Brighten it up and not care about is it a beauty sample or is it something else. We wanted to create the anything goes in service of making the customer happy model of the membership program. Launched that in 2013 and the rest is history. Eric Siu: Got it. It sounds like ... There's a lot of agency owners out there that eventually want to transition into doing ... Launching their own brand. At what point was it I'm going to go all in, we're going to go all in on FabFitFun and do away with the agency? Was there ever that transition?

Michael: To be honest it was gradual. There were other experiments. The trail of dead bodies in terms of things that we had tried is very long. When we started FabFitFun it wasn't ... We didn't think this was going to be it. We didn't know, we just said this is interesting. At least it's worth kicking the tires on and initially it was definitely strong out the gates. There was a lot of traction just as a media business. Our agency clients helped pay the bills and we kept that up. It overlapped for a couple years.

It becomes obvious when you just ... Where there's smoke there's fire and the thing starts paying for itself and more than that. We saw that with FabFitFun. We saw just the potential was enormous and at some point we ... It just naturally just sucked up more and more of our time to the point where there was nothing left.

Eric Siu: Great. Makes sense. In terms of subscribers revenues, what does it look like?

Michael: The number that we've shared and really proud of is we did over 40 million dollars in revenue in last year, 2016. We had, in the fall I believe we talked about our crossing the 200,000 subscriber number. We've gone quite a bit past that now but we're not sharing those numbers at this point. We're excited. We're seeing just tremendous amount of growth, that 40 million dollar number was represented over three X growth from the year before, which itself was over three X growth from the year before that. We're seeing really consistent ... Just a lot of traction and a lot of energy at a very excited energized community. Our members are really, really getting something out of their experience and I think there's just a tremendous amount word of mouth and excitement around it that's been propelling our growth.

Eric Siu: You guys seem to be making subscription boxes work and then you see other people in this phase struggling. What do you think sets you apart?

Michael: I think the characterization is just ... It's interesting. I think subscription is it's a form of payment. It's a structure that can work and it can not work. Whatever the underlying product or business is, most products launch, most businesses that launch fail. I think we just have some sort of high profile flame outs in the subscription space that maybe created a little bit of skepticism. I personally think a lot of that is misguided. There's just going to always be business failure, whatever your business model, whatever your payment method is.

One of my personal business role models at least is Jeff Bezos. He's done well with a subscription by the name of Amazon Prime. I think there's a lot to it. I think there's a lot to the type of relationship you can create and the type of experience you can create with the customer when you're relationship isn't purely transactional. Every time we wanted to do something from our customer it was just a checkout experience. You're just a lot more constrained, where we just think a lot more wholistically about our customers are our members. There's an ongoing stead of member benefits and perks that we can invest in. We have that relationship of trust where our customers telling us, "Hey, I'm going to come back quarter after quarter." We have a lot of reliability on in terms of what that looks like and let's us deliver even more value, be a lot more efficient, create something that we couldn't create otherwise.

I wouldn't focus on ... If your question is what are we doing right versus what are other people doing wrong. I think there's a lot of people doing a lot right and I'd say that the people that are doing something right are creating something really valuable. Fundamentally it's a product question and I think we've created just a very valuable product I think.

Eric Siu: Just to clarify on this part, you guys started FabFitFun as a media property first. Is the steps to success here, you guys build a media property. It starts to build up a lot of traffic and then you guys later commerce on top of it. Is that the model?

Michael: That's how we got there. I wouldn't say that that's necessarily the recipe. I think there's other subscription services out there. I think you could look at Ipsy or Stitch Fix or a number of others that are doing exceptionally well and we look up to. They didn't have their roots in media. They are actually, if you look at Ipsy, they're doing a ton in media and doing really impressive things. That was just part of the model at the outside in terms of this hybrid of content and commerce.

We think there is ... There's been a lot of promise and peril around how does content commerce work but we think it's real. We think the common mass magazine whether it's Vogue or any of the other titles or grammar or lure reinvented, we think has a commerce engine at the heart of it. I think that's what we think ... That's one of the ways that we think about ourselves.

Eric Siu: Right and there's many different ways to skin a cat, right? If you look back, you look at Thrillist when they or I guess Jack ... Thrillist purchasing Jack Threads I think [inaudible 00:11:43] on top. I think that's one way to look about it. Then you talk about Ipsy and the others so a lot of different ways, right?

Michael: 100%. There's so many ... If you just think about retail, the enormity of the opportunity of the dollars moving online. Think of Jason Horowitz put out a report. I think Benedict Evans had a nice presentation on this where he just showed, insisted on this idea of software eating the world. Just industry by industry how software is reinventing these different industries.

Retail is an order, not even ... Maybe a seven. Two orders are magnitude bigger than anything else. If Facebook and Google changed the media landscape, retail's just enormous. All of Facebook and Google's revenue is essentially boiled down to advertising revenue. They're taking ad revenue and moving it from all the traditional media outlets into digital. What happens when all the retail [gollers 00:12:37] move online or a bigger portion of them, there's a lot there and there's going to be a lot of winners and there's going to be a lot of different things that work. I think there's a healthy skepticism about a lot of e-commerce. I think the opportunity is so enormous that it's worthwhile to keep paying attention.

Eric Siu: We looked at Ipsy, they launched with an influencer. I believe you guys also launched with an influencer too, Giuliana Renseck?

Michael: Yeah, that's right.

Eric Siu: Cool. How did that work out for you?

Michael: It worked great. I think Giuliana was a great partner for us. We started the FabFitFun newsletter in a partnership with her. In a lot of ways, a lot of the brand DNA that she imparted into FabFitFun helped us find a voice, helped us find and initial audience. That was a really great partnership for us.

Eric Siu: Great and do you have any recommendations for people looking to partner up with influencers or pitfalls to avoid? Everybody's talking more about influencer marketing nowadays.

Michael: Two different things I'd say, one is this idea of partnering with an influencer who's the face of the brand and then there's just influencer marketing as a whole world now is a lot more than that. I think what I'd say is, with respect to the first category of partnering with an influencer maybe having them as a co-founder or initial spokesperson or launch partner, anything like that. I think it can be very effective. It gets you above the noise. You have to make sure that that's not ... To use a football analogy, it'll take you to your ... Few yards after kickoff, you might get ten yards out but it's not ... That's not the business and I think a lot of people think that the right celebrity, if we only had so and so out there talking about us it would be game over. That's, I won't even say rarely the case, it's just never the case.

At the end of the day you have to have a really well-run business. You have to have amazing products, you have to have a great strategy and ideas around marketing. A celebrity in themselves isn't going to be the strategy around marketing. It could be a key piece of the puzzle. You see something like Honest Company, Jessica Alba is the face of the brand in a lot of ways but she's also day in and day out there making it happen really really driving a lot of the creative strategy and a lot of other parts of the business. That's one aspect of how to work with influencers, the caution I'd put on that.

More broadly in influencer marketing I think we do quite a bit of influencer marketing today working with different influencers in terms of getting unboxing's going and things like that. It's been great for us. I think it's ... Whenever you think of media and this is a growth podcast so everyone's thinking about how to grow, some of that's paid, some of it's organic. The eyeballs, people on these social networks, on Instagram, on SnapChat, on Twitter, on Facebook, on YouTube. To the extent that you can get into the stream of where the eyeballs are in an organic and fun way, that's the way you want to think about how to do your marketing or at least a really really big part of it.

Eric Siu: Going back to your early days, how did you go about acquiring let's just say your first ... You guys have a lot of customers. Let's say your first thousand customers. Michael: The first thousand were very lucky. We already had built up the media list a little bit. We actually had a couple hundred thousand people signing up to be receiving daily emails from FabFitFun the newsletter. When we launched the box to that group, and I give a lot of credit to my brother Daniel who we had secured a great partnership with Moroccan Hair Oil. We reveled that as a spoiler, that everyone was going to get a Moroccan Hair Oil bottle in their first FabFitFun box. When we said that, that product itself retails for over $40. The box was going to be $50 but ten dollars off your first box. Even if you just wanted that product it made it worthwhile. We sent that email out and we sold out of that box pretty quickly in that first week.

Eric Siu: Wow, okay. We'll call it a pre-launch strategy. Is it just a matter of having the landing page up and drumming up interest in it?

Michael: Yeah. That list for us was built over the course of years in terms of the editorial relationship that we had with those people. I think anytime you want to launch something you want to have some audience that's ready to receive it. I think whatever you can do to build up a list before you launch a product is great.

The other thing I'd say actually on the ... It's not on the counterpoint but we've never been a big bang launch company. I've never personally believed that's the most important thing. You want to do your launches right, you want them to be well executed. You want them to be thoughtful and you want to get the most out of it you can. Success is one foot in front of the other. The best thing is get something up and running and you'll iterate in terms of how to draw attention to it and how to do your marketing and distribution. It's not a one time shot. Even if you have a great one shot thing that launch, that's not going to make your business. You got to figure out how to rinse and repeat some processes over and over and over again to keep growing.

Eric Siu: What do you think is the most effective thing that you're doing today in terms of customer acquisition?

Michael: Not try to cop out. I think the most effective thing having a very positive friendly interaction with our customers. The reason I'd emphasize that is I think you can ether create a vicious cycle or a virtuous cycle in terms of word of mouth. It's always good to study what's the cancel experience in any sort of subscription service. Some people make it a real pain to cancel. You have to call in, you might have to be on hold for an hour. Even then they're on a script that's trying to convince you ten different reasons you shouldn't cancel and then put you on hold. Maybe put you on the supervisor et cetera, et cetera, et cetera.

What happens is that might help reduce term numbers months over month or go tell your board look at all the people that didn't cancel for a certain period of time. Longer what happens is those people have such a sour perspective on your brand and your offering. One, they're not coming back. Two, on the way out the door they're telling people not to sign up. You get this vicious cycle of negativity that starts to build in the ether. It's hard to really quantify it but it just ... Like a negative review here and a bad article there that ranks high in Google and all these things will really crush you long run in your marketing.

I've seen that play out a number of times whereas we've decided from all of our practices to be extremely customer friendly and just make sure that everyone who interacts with us in any way whether it's with customer service or a cancel user experience or anything like that is doing so in a seamless and positive way. I think what that's done is just create a lot of positivity. Just a lot of ambassadorship around the brand. I think that's at the core of what drives our entire customer acquisition engine. Beyond that we're tactically good across the board. We have best in class, people and processes when it comes to paid acquisition, whether it's Facebook or Instagram or Pinterest or YouTube or the influencer channels we work on. We're doing a lot in a lot of places. Our methodology revolves around just being very data driven and test driven. I think if you do that and you do it very deliberately and have some great creative behind it, you'll get to a great place.

Eric Siu: What about in terms of struggles? What's one big struggle you faced while growing this business?

Michael: I think when you're in the world of physical product there's just a steep learning curve to all of the logistics and operations about moving that product around. I think early on ... We double shipped a set of boxes that we mistakenly shipped to two boxes to about, I don't know, a thousand customers at a time where that was a monumental mistake for us. Early on we also forgot to put one product in a box and that was all due to some communication issues that we hadn't ironed with a 3PL vendor at the time.

Since then we've just internalized all our logistics and operations. We have now our own warehouse, our own fulfillment service and processes. I think really just ... There were a couple of those types of disasters. In some ways they're unavoidable but experience really helps you iron them out. I think the best thing there is you know your mistakes when you're small, you really want to iron out those processes so that you can scale and not make those same mistakes when your in hundreds of thousands of units being moved around.

Eric Siu: Yeah and this is a quote I've repeated on this podcast before, 95% of the time it's a process problem. Maybe only 5% of the time it's a people problem.

Michael: Yeah 100%. I think that's 100% true. Great people will also create great processes too. You want to figure out who are those people who are going to develop those processes. I'm totally blessed to have some incredible people on our team that are really very process oriented and making sure that we're setting ourselves up for attainable long term growth.

Eric Siu: What's one big change you made in the last year that has impacted either you or your business?

Michael: Hyper, hyper, hyper focused for the first couple years of launching the box. I don't think that was the wrong decision. In 2016 we just started planting seeds for five year long Oak trees to grow out of. 2017 we're accelerating on that a little bit. I think focus is the absolute most important thing to achieving success. A lot of people probably way way too soon focus on [inaudible 00:22:54] those additional streams and seeds and product lines and things like that. We've been incremental and deliberate about it. We planted a seed and late 2015, beginning of 2016 I'd say that was a big change for us to say, "Hey, we're going to create an entirely new revenue stream and opportunity for us." We launched our ad on program where people could start adding things to their box.

We waited a full two and a half years into getting that core really ironed out before we did that. Now a huge portion of our growth is now being driven by this ad on and it adds an incredible amount of value to the membership. We're excited about that. I think figuring out just how to ... I think as you scale as a founder and as CEO, a lot of your decision making becomes around resource allocation and focus allocation. I think learning how to do that effectively is probably one of the biggest changes where I went from really being a practitioner and a do-er to being deliberate about thinking through what are the bets we want to make as a company and how do we want to place those bets?

Eric Siu: Got it. The same question for you, your title is co-CEO so I'm sure you might have gotten this question before. How does that work being a co-CEO?

Michael: It works great. There's no rule to it. I think in my situation it's not only co-CEO, it's my brother. We're 13 months apart. We're super close, we grew up together. We have a mind meld type of thing going. It's even unique, you can't really re-create that relationship in a lot of other times. I'd be hesitant to draw too many parallels with even other co-CEO types of relationships. For us, it's worked phenomenally well.

There's always work to do in any relationship. Whether it's a co-founder relationship with a spouse or a girlfriend or anything. I think sometimes, more towards working with family, I think sometimes when you work with your family you take for granted the work that you have to do to make that relationship great. Danny and I were so committed to making this company successful and to building out this vision that we both had for what this could be. We invested the time to make the relationship work too.

There's some things you have to unlearn. When you're working with your brother your instincts can be to use all the shorthand ways of communication that you learned growing up, throwing things at each other, yelling or whatever. It's possible to unlearn it. I think there's so many advantage that we have in terms of, even from a governance standpoint. We have each other. There's no communication talks. When we have something that we want to wrestle with some idea or some project, there's no, "How do I say this?" Or anything like that. You know it's coming from a good place. Whatever the feedback or criticism or thoughts are ... It's coming from someone you respect and trust infinitely and has a purview in to the business that's uniquely like yours.

I think one of the reasons are decision making has been so good is all the big decisions have been really wrestled with in a good way. In a way that you can wrestle with it but still move forward and make a decision. You don't have to set up a big formal sessions and write long emails or whatever, we just get to it and we can discuss things pretty quickly. I think it's been really effective. Eric Siu: Awesome. I hear often times you don't want to work with your friends. Sometimes I'm ... Most of the time I should say, I'm pretty hesitant to work with friends. In some cases where I work with people, my friends, it's actually been the best relationships. Like you mentioned, there's no tax on the communication. We just move a lot faster that way. I can appreciate where you're coming from. Final question for you, what is one must read book you recommend to everyone?

Michael: A must read book, there are several out. I'll say Anti-Fragile by Nassim Taleb. I think that's a great book that informs a lot of how I think about the different types of structures that we want to build in our company and develop a lot of resiliency. You don't want this giant bureaucratic monolithic type of organization. You want someone that can really withstand mistakes, that can withstand stress. I think that book is really insightful and in terms of it's thinking in that regard.

Eric Siu: Great. Mike, this has been awesome. What's the best way for people to find you online?

Michael: MichaelBroukhim.com is my Tumblr. I occasionally post there. @Broukhim on Twitter, trying to become a more active Twitterer this year. Follow me, I'd love to connect with you guys.

Eric Siu: Awesome, sounds good. Mike, thanks so much for doing this.

Michael: Thank you. I appreciate you having me on the show.

Speaker 2: Thanks for listening to this episode of Growth Everywhere. If you loved what you heard, be sure to head back to GrowthEverywhere.com for today's show notes and a ton of additional resources. Before you go, hit the subscribe button to avoid missing out on next week's value packed interview. Enjoy the rest of your week and remember to take action and continue growing.