Turn the questions people keep asking in DMs into your main program

Nancy Anderson… launched, and I was coaching them in Facebook groups or whatever, but I was only doing postpartum core rehab, like Ab Rehab stuff, in person still because it's kind of complex. It's hands-on work. You need something kind of different for each person. So I hadn't yet figured out a way to build it into an effective scalable online program, but I kept seeing a trend come in with comments, DMs, and inside the Facebook groups that I was coaching.

Nancy AndersonIt's like women were coming to me, asking about getting back into fitness postpartum, asking about symptoms that were directly related to postpartum core rehab. I realized, because I was so close to those conversations and so close to those clients, like, "Oh, this is not a one-off. This is a gap that no one is serving or they're not serving well for it to be effective. I'm going to figure out how to make this scalable." So I did, I buckled in, and I figured it out, and I launched it, and we've had over a million users use this program. Eight years ago is when I launched it, maybe a little bit longer now, and it's still our hero program. It drives the most traffic to our app. It's what we're most famous for. It's the program that most people stop me in public and talk about. It's that one. And I never would have built it if I wasn't close to the customer because I never would have heard that feedback. That never would have showed up in my Shopify reports. You know what I mean?

David BarnardAnd it doesn't show up in an A/B test. You can A/B test up and down and price and all the different things, but you're going to lose the why if you're not in that community. That's another thing I love about the business you're building too is that you're almost building a community first, and then the app is just a way to make money to build the community. There's a famous... I think it was Walt Disney, like, "I make movies to make money so I …