The Power of Reciprocity

The Small business show episode 332 for Wednesday, June 16, 2021. Greetings, folks, and welcome to the Small Business show here at businessshow Co. The show where. Well, we like to. Small business. That's right. We treat it as a verb because we think action is the key to small business success here in Durham. I'm tired today here in Durham, New Hampshire, I'm Dave Hamilton.

And in Lafayette, California, I am Shannon Jean.

See, I tried to be efficient. I just tried to stay here in Durham. Dave Hamilton.

There you go. Just cut it out. You saved. You're being more productive.

I was trying to be more productive. You know what I was going to say, folks? I was just going to. I was just going to save you time.

That's it. Hey, did you notice that we got a new logo?

I did notice that we got a new logo.

We haven't talked about that on the show.

I love our new logo.

I do too. I did too. If you haven't seen it, just go to BusinessShow Co and up in the left corner you can take a look at it. Love to hear what you think about it. We tried to put a little humor in it, some imagery of Dave and I and I will now never age again.

No, that's the beauty of those things. That's the point.

Exactly.

That's right. Cool.

But hey, today, as I mentioned before we got started here, I'd love to talk about a concept. You know, we talk about adding value a lot here on the show.

Yeah.

And today I really want to talk about the power of reciprocity and using it as a persuasion technique, you know, kind of some standardized methods that we're probably all familiar with. And then also a few ways that I've used it that are different but can bring you some really positive results.

All right, so, yeah, I don't really know. I mean, I understand the word reciprocity. I know what reciprocal means, but I'm eager to learn here, so educate me, please.

Yeah, so the basic concept is, you know, this concept of reciprocity is that when you do something for someone, there is this built in trigger that they feel compelled to. To do something for you.

I love that. I leverage that all the time.

Of course, we all do. And it can be used in kind of.

It's leveraged against me all the time too.

Yeah, that's true. We're going to talk about that. Yeah. You know, and basically from a business standpoint, you know, you're giving away something of value to them before they place an order before they're anything, you know, and it's very common. You know, it's a powerful persuasion technique and it's helps attract new people to your, you know, new customers to your business. And, But I kind of have a different take on it. But first let's talk about these kind of typical sales and marketing examples and then we'll jump into kind of this sideways look at it.

Okay.

Okay. So, you know, have you ever been to Costco?

I love going to Costco. You know what? I especially love going on the weekends because they have all those free samples.

Yeah. And hey, good news. Those free samples are coming back in this month in June. They've been away for a while. So free samples are, are part of the secret sauce of Costco. And I've got a link that we'll put in the show notes that some brands have increased their sales as much as 2000% by offering free samples at Costco.

I believe that. Well, it makes sense. If you had told me that outside of the confines of a conversation about reciprocity, I would have said, well, of course. Because if I don't know anything about the brand and I have the opportunity to sample it, I have a taste. I like it. It's right there. I put it in my cart. Right. So it's the exposure to it is one part, but then you're right there is that. Do you feel guilted into buying it because you just had some for free? Maybe that's part of it too.

Yeah. I don't know if. Guilt.

Yeah. I'm using a word of a term of efficiency. Yes.

Yeah, yeah. It's there some trigger inside of us. I think that. And I have felt it when I go up, I feel like, oh, thank you so much. And I, I, I just feel like, okay now. And I, I've often found myself, oh, where are these sold at? Even if I have no intention.

You have no intention. Right. You lead them, you think you're leading them to believe you're going to buy it even though they know. Yeah.

Even though you're the 500th person to ask them that question. Stupid question. Yeah, that stupid guy. That's okay, sir, you can have the free cupcake. Whatever.

Take the cupcake, dude.

Yeah, yeah. And you know, so that kind of example. And you know, other things, if you go into places and they may have like a candy dish at the, at the thing, and there are studies that even show that waiters that bring, you know, mints or restaurants that offer a mint with the check and some wait staff May do if, if the restaurant doesn't do it, they bring the mints. Hey, I'm going to, I'm going to put these mints out with the bill because it, it's been shown to increase the amount of the tip because the customer is getting something, you know, they intrinsically didn't pay for it. And there's that concept of reciprocity. So free samples, very, very powerful. And then also another one I think we're probably all familiar with is free content. Right. A free report, a guide. You know, if you go on the Lowe's website or Home Depot, there's all these, you know, in guides and manuals to do things. You don't have to buy anything to get it, but they're, you're getting it with the cons. Okay. You're going to come back here, maybe buy paint or tools or something like that. Sure. One of them that I really love is a company I've talked about a lot on the show over the years is Help Scout. I've used them at various, you know, my businesses and they, their focus is on teaching great customer service and they have a whole learning section up on their website and they make a software as a service that's all about customer service and email and everything. And it's just a great product. But if you go up and again, we'll put the link up there, they've got some courses that they give you free access to. You just have to enter your email. And one of them is foundation is a great service and it's just a valuable thing. And they present it as a valuable thing. Even when you sign up, it says $99 value. And they describe it the six part course that you're going to go through. And it's powerful and it's free and it connects you with them on a different level than if you're just reading about using the service.

Right.

And I love it. I love it. And, and so, and then so, you know, free things at your store. Maybe people coming in, maybe you're giving away pens, maybe you're doing, you know, whatever. I, I listen to Scott Adams all the time. He's a big persuasion, persuasion guy. His trick used to be at meetings he would hand to the first person a little container of Tic Tacs and tell everybody to pass it around and take one. And it was the first thing he did. And it did two things. One, he was giving them something for the reciprocity. But the other thing is he asked them to do it and they did it. Which is a real big. Physically, if you do something, it's a big persuasion technique that gets buy in with your, you know, with your, your people you're talking to.

One of the great idea. I want to. I won't be allowed to because I'm sure there'll be more Covid restrictions in the fall at, well, at the University of New Hampshire where I teach that class. But that's the kind of thing I would want to do is give them some reason to interact. Right. And be active. Like, oh, we're going to pass this thing around. Do you have it? Do I have it? You know, where is it? What is it? That, like, and, and the fact that it's a Tic Tac and it's sweet and, and you're actually giving people a little bit of sugar to get them, you know, into things. Like there's a lot to unpack there in that little Tic tac that everybody's passing around. But that's huge. I mean, it makes perfect sense.

Yeah. And he's taking it a step because he does this, you know, online, this podcast every day, but he live streams it. And he does a thing at the beginning called the simultaneous sip.

Yeah.

Where he gets all people that listen. He says, okay, you ready? And he gets a little spiel and supposedly everybody' listening. And he gets a huge quantity of people in this live stream. Everybody picks up their cup and has a drink of something. And it's for the same reason as the Tic Tac. You know, he can't give out something, but he's getting you to do something. We're all in this together.

Yeah, you're participating.

Yeah, participating. That's real. That's really good. So think about those things, you know, and, you know, these are things we're all familiar with. But what's something, you know, unique that you could offer your customers? Giving away something adds value, increases this emotional connection that you have to prospective customers. I really believe that you need to make this part of your marketing budget and think about how you could uniquely approach it with your product or service that you're selling. I think you'll have some success with that.

No. Yeah, this is great. We'll have to come up with some ideas to, to, you know, to, to do this kind of thing. Because it, you're right, it. As soon as you get. As soon as you give someone something or taking it to the other side, as soon as you get something from someone, you're engaged, you're building trust. Right. Like, there's so many things that are, like you said, it's. It's a core part of. It touches a core part of us as humans when something like that happens and that. That's the key. Right. Like, I always talk about how. How important it is to build trust with customers and vendors and things like that. And one of the things I'm always looking for, shortcuts. Right? Things to accelerate the process. Not things to shortcut, might have the wrong connotation, but ways to accelerate the trust building process. And one of the things that I found that accelerates trust building is having a problem and then solving it. Right now, you don't necessarily want to intentionally create problems. I certainly don't. But if there is some sort of friction and you can get past it, that accelerates trust building in a huge way. Right, But. But you can't plan on that. And it also, like I said, you probably don't want to get into the habit of creating problems simply for this because then it won't be sincere and you probably winds up backfiring. But this you could do sincerely and.

Yeah, but maybe. Maybe there's. Yeah, yeah, maybe. Maybe with your business, there's some common or, you know, people you're interacting with. There's some common problem that you could think of. Like, hey, if I give away this widget, this gadget, whatever it is, this will. This will solve that little problem that people have.

That's true. That's a different way of looking at it. Yeah, yeah, yeah.

You could do something. Maybe it's the magnet. Even though, I don't know people keep magnets on their fridge anymore. But maybe something, you know, like that. Like a big. We had a sponsor recently, I think it was Comet, where they, you know, they do air fresheners in all different sizes. So maybe you give away that little air freshener people can hang in their car, but maybe it's your logo, you know, or something, you know, that kind of thing. Yeah, I think it's great. So the challenge for us now that you mentioned, we should give some examples is, you know, we've got some interviews coming up, but within the next few episodes, we will come up with a free item that our listeners can get. And we'll let you know what it is.

And we'll let you know what it is. Yeah, absolutely. Yeah. All right, cool. I like it. Speaking of free things that you can get, I would like to tell everybody about our sponsor for this episode if. If now's a good time, Shannon.

Yeah, let's do it.

All right. Hey, let me ask You a couple of questions. How do you handle an employee that doesn't show up to work? Can you dock an exempt employee's pay? Do you have to accommodate an employee who can't do their job? Do you know the answers to all these questions? I don't think I do. And that's because when running a business, HR issues can kill you. Wrongful termination suits, minimum wage requirements, labor regulations and. And HR manager salaries aren't cheap. About an average of 70 grand a year. Well, our sponsor, Bambi, spelled B A M B E E was created specifically for us small business owners. You can get a dedicated HR manager, craft your HR policy and maintain your compliance, all for just $99 a month. With Bambi, you can change HR from your biggest liability to your biggest strength. Your dedicated HR manager is available by phone, email or real time chat. And from onboarding to term, they customize your policies to fit your business and help you manage your employees day to day. All for just $99 a month. Month to month. No hidden fees. Cancel anytime. Listen, we didn't start our businesses because we wanted to spend time on HR compliance. So let's let Bambi help and get your free HR audit today. Go to bambi.comsmall right now to schedule your free HR audit. That's bambi.comsmall spelled Bambi Bam to thebee.comsmall Our thanks to Bambi for sponsoring this episode. What's next, Shannon?

Dude, I wish I had something like that 20 years ago.

Dude. Right?

Awesome.

Yeah. I. I can't. I know, I know. Yeah.

I just think of all these things when you started asking these questions, I'm like, I don't know.

I know. It's crazy, man. Yep.

That's awesome. Great time to own a business, let me tell you. There's so many great resources out there that weren't there, you know, a long time ago.

Isn't that the trut.

Man, it really is.

Like, yeah. Look at even just the small sample of services that we have had on this show as sponsors over the last six plus years. Right?

Yeah.

Any one of those things has been like, oh man, I wish I had that. I wish I.

Hiring graphic arts, HR people, accounting people that. Services that are so economical and so valuable.

Hiring services. I mean, so much stuff. I know. It's crazy.

Big deal.

Yeah, it is a big deal. Yeah, it's good.

Yeah. So, so let's, let's talk about using reciprocity in different ways and I've got a few examples and I'd love your feedback along the way as well, Dave, one of the first ones is I've used reciprocity to find suppliers for product that I want to sell. And I'll give you an example.

Yeah, I want to hear about this.

Yeah, yeah. So, you know, a few years ago I talked about on show I was going to start this experiment, see if I could, you know, start a company just using my pH. And I started this after researching, looking around, okay, I'm going to get into the handbag business. And so I know nothing about this business at all. I know nothing about fashion. You could tell if you could see what I'm wearing. But I understand the delta between the buy and the sell, that kind of thing. So I started calling and getting, trying to make connections for suppliers. And I just kept hearing the same thing. I don't have anything I could sell you. There's just no way I'm trying to sell to, you know, huge companies. This. But I started to hear, well, I have, I have this. I could sell you junk, basically stuff that's piling up that I can't sell to anybody else. Product that they were more like more than likely going to wind up disposing. And I finally, I called these people, I said, look, let me help you turn that into a revenue stream. Something that was, you know, a cost center before. So in the beginning, they didn't think it was real. No, we can't sell it because all these problems and this. And I said, look, I will make this stuff go away if you want it to go outside the US if you want it, to stay in the US if you want it. You tell me what the parameters are and I will buy it, knowing in the back of my head that even if I had to throw this stuff away myself or donate it, I was going to make that connection and get that reciprocity going. So I started buying their. Buying their junk and a lot of it. And I really kind of looked at it as an investment because it was the only way I could figure out how to get connections with this kind of business that I knew nothing about. I'm from the tech world, right? I could talk to, you know, I know how to buy, you know, computers and parts and that kind of stuff, but nothing about this. So after a while, I started to get this relationship with these, with these people. And then they offered because I think they felt bad. They said, hey, I think I could probably pull you off a small amount of this or this grade B product or something like that. And I started buying other conditions that they had not just their garbage, not just their trash. And I still buy their junk to this day, but I sell it at cost to somebody else, and I focus on the higher quality product that I buy from them now. And I used that tactic over and over once I made that connection, Connection with one supplier and it. And it worked out great. And. And I think that, to your point, Dave, I'm solving a problem that they had and they kept building up this product. They didn't want to write it off because their department is going to take a hit. Right. And by going in and saying, let me buy this stuff and not arguing about the cost at that time. Because it didn't matter.

Yeah, because you were. You were just making an investment in the future of your business. You weren't actually looking to get this stuff for the best price or whatever. Right. Like, it didn't. Yeah. As long as it wasn't ridiculous, it didn't matter. So you're making me sound smart. You're making me feel smart here, and I'll make myself sound smart or at least attempt to. Although if the intro of the show is any indication, I probably should on my head.

Usually when people say that, you're like.

Oh, yeah, here it comes. Well, you know, I. I would have come into this episode. I did come into this episode saying, I don't know anything about reciprocity. However, as you were describing this most recent thing where you were buying junk from people, solving a problem that they had. When we decided to expand backbeat media, and this is, you know, 16, 15 years ago, maybe, when we decided to expand from just representing websites into representing podcasts, I needed. There were, you know, not nearly as many podcasts around then. Right. As there are now. And there were some key players in the industry that I needed on my side, and I did not know them at all. They didn't know me. More importantly, now, I probably could have told them, hey, I'm Dave from Mac Observer. That name may have rung a bell, you know, but, like, that's not enough. And so we had launched a new site at the time that we've since unlaunched. Well, we really sort of folded it back in, but we launched a site, a sub site called Ipod observer, right about that same time.

Okay.

And I thought, okay, great, I'll go to these people and buy ads from them, whatever their price is. I want to find out how you're doing your ads on your podcast, and I want to give you a little bit of money to find that out. And so I bought, like, you know, three ads on each of, I don't know, four or five shows and had the ads run and all of that stuff and engaged with the people during the process and then said, hey, you know, I think you're undercharging for your ads. You know, we've been selling some ads here at Backbeat is kind of an experiment. You know, we've been doing the web thing obviously for a long time. We know what we're doing there, experimenting with the podcast thing. But I'm finding that we could probably, even if we took a cut, we'd still give you more than you charged me. And, you know, but they trusted me when I said this because I'd already given them money. Right. Like so. So it really was this concept of reciprocity. Right, right. And I'm, to this day, I'm very thankful that I, however the idea came to me, I don't know if I can take credit for it or not, but however the idea came, I'm glad we implemented it because I think it really did pave the path for us to do what we are currently doing today.

Yeah. And that willingness to go give someone else something, in that case money.

Right.

For you to learn. It's tuition. Right. We always talk about that.

But it was also buying a little loyalty. I mean, to be perfectly honest.

That's right.

That's fine.

It's a great example of what I'm talking about. A quick side on suppliers. One of the things that, you know, we. I got shipments for years and years and years from all kinds of different suppliers all over the world. And sometimes they would ship like the wrong stuff or extra stuff. And sometimes, you know, our warehouse guys who check things in would say, wow, man, we just, we got an extra 20 pieces of this. And I say, oh, the first thing we're going to do is go back and tell them they shipped us 20 extra. Well, wait, you know, I often look at me like, well, why would you do that? Because those are free. And I said, no, no, watch. And it's the same reciprocities that you're building that trust. You're like, hey, guys, you over shipped me. Because the next time when they screw up, they're totally going to believe me if something goes wrong. Because you're telling them when they made a mistake in our favor and we want to step up and make it right. And it's a similar kind of thing, building trust and credibility.

I'll never forget the first time two in the morning finished a gig. Bar owner pays the Band and I count the money. Now, normally I count the money at the bar with the person right in front of me. So that, like, no, never once did the money leave their site. Because sometimes more often than not, it's short, right? And so to come back and say, oh, I went in the other room and counted the money and came back and found it was short. Like, that can be a little weird. Well, this one time, one of the other guys had gone and gotten the money, and I'm like, did you count it in front of them? And they're like, no, I just grabbed the check or I grabbed the envelope. I'm like, okay, okay, fine. You know, I told them, never do that again. Here's why. And they're like, oh, I didn't. Never thought of it that way. Okay, yeah, no problem. Great. So I opened the envelope and there was an extra 50 bucks in there, you know, so we was probably a $500 gig. So it's 10% extra. And I. I said. I counted it again. I asked my bandmate to count it. I'm like, am I getting this wrong? Like, no, it's. It's 550. So we went up, back to the thing, and I told the guy, he's like, oh, is there something wrong? I said, yeah. I said, there's an extra 50 in here. And he stopped. He's like, wait, say that again. And I said, you owe us 500. He's like, right. I said, there's 550 in here. He's like, you're telling me that I'm overpaying you? I'm like, yeah, yeah. I know it's late, but this should be pretty clear what I'm telling. He says, this doesn't make any sense to me. He says, I've never had someone do that before. And I'm like, well, we agreed on a certain price. If it was short, I'd have come to you. So I'm coming to you because it's. It's heavy.

And.

And he was like, I guarantee you this is the first and last time this is ever going to happen to me. Like, he was just flabbergasted that, you know, a musician at two in the morning wasn't just going to take the extra 50 and run. And. And he, at that point, actually, he told us. He's like, you know what? Keep it. You're good. He's like, thank you.

Yeah.

Like, you made my night. I'm like, okay, perfect.

That's right.

Like, what's the calendar look like for next Month and the month after, like, you know, let's leverage into something. Right. Yeah, exactly.

It's leverage. You're right. It's the right thing to do. Of course. But it also gives you some leverage and, and makes you stand out amongst other people that are buying.

Absolutely.

And are doing. Doing things. So. Yeah, that's cool. I have two more examples. One is going to be we're going to talk about employees at the, at the end, which I had a really interesting take on it. But first I want to talk about reciprocity and partnerships and what I mean, a very loose interpretation of that word partnerships. I mean anybody that helps your business. And my example is again with this experimental handbag business. When I began selling on some of these fashion marketplaces, I didn't know anything about it. And one of the marketplaces I started selling on was Poshmark. And as I started using it, I just realized they have created this for end users to sell their own stuff and not for a business to be productive and to use it and build volume and sell that kind of stuff. And I started to write down and create a list of ways that it could work better for small business sellers and that they can improve the platform for businesses like me. And this is basic stuff that for me, oh, I need a sales report. I need a field to enter a sku. I mean, they just did not have this. And so after I had about a dozen of those things, I wrote a quick one page report and I sent it to them, you know, and I just like, hey, I love you guys. Look, I'm, I'm having some impact growing this business here. It's all an experiment. And so before you, next thing you know, I got a phone call and I got invited to come out to their headquarters and talk to them.

That's awesome.

And yeah, it was great. And, and you know, I'm sure especially with my name, they were expecting, you know, because I always put pictures of myself with my wife in that business as a persuasion technique because it's a primary. Yeah. Female driven marketplace. And I'm sure they were surprised when I picked up the phone and like, hello, this kind of thing. So I get to the headquarters, like, you know, I get to meet their CEO. Really solidified my relationship with them, you know, and now they've implemented a lot of the things that I asked them to do. I talk to their executives and their employees all the time. I get early access to test new features for business sellers and it's great. And I've spoken at their event A number of their events. And I got invited to participate when they did their ipo. So just because I kept this little list of things like this is driving me crazy. I don't have a SKU and how do I keep track of it? And I sent it to them. They felt compelled to, you know, reciprocate to me to help my business. And in many ways.

Okay, so I, I, I think you were done with what you were saying, right?

I am done with that part of it.

With that part of it, yeah. So that list, those kinds of lists are super powerful. I highly recommend you make them. If you are working with a vendor that is, you know, doing some things for your business, but you could, you know, come up with some suggestions to help them improve, make that list. And if you like the vendor and you believe that they could implement it, send it to them.

Yep.

If they don't, or if you don't believe that they would and you won't send it to them, stop and think and ask yourself, is this a business I want to be in? Because I guarantee you, if you are coming up with this list of things that frustrate you, the friction points, there are other customers of theirs that have those exact same friction points, even if they couldn't articulate them to themselves as well as maybe you have to yourself. And that can be the business plan for your next venture. And I say that because that's how Backbeat Media started. Yeah. That's crazy. We had, we were partners with the Mac Addict network. They flew us. I was complaining, I was making the list, I sent them the list. They invited me out to meet with their CEO and you know, we did like a two day long summit, sharing all these things. I kept all my notes from the summit. Two months later, not a thing had changed. And I called the other partners that were there that were literally part of this conversation. I'm like, we're going to do this on our own. You want to join us? And they're like, yeah, those guys haven't done anything since that conversation. But you seem to have all these great ideas. It's like, perfect, here we go. So save those lists. They might just come in handy down the road.

Yeah, that's brilliant, man. That's great advice. Great advice. All right, so the last part that I used, I have used reciprocity frequently is related to employees, people that have worked for me. And I talked about this a little bit on the show, but I want to highlight how I've used it. All of us know how important it is to build trust and to be credible with your employees, whether you're business and for yourself. Right. And you're going to attract the best employees. And one way that I've done this and we've done it with various businesses was to let these people know. And it could be right when you hire them, but it's also kind of during their career when they're with your company, is that we wanted to help them learn new things and advance their careers, even to the point where they might leave and go work for somebody else after they've hit a certain plateau or got interested in something else. But the fact that you're discussing them and that you have a sincere interest in seeing them learn, they're going to be a better employee. They're more invested personally in the work that they do. They're more loyal to you. And. And they felt a much greater sense of ownership about the work that they did. Because it was just in our culture that we're like, great, hey, we want to get these certifications. And I would always say this is going to help you for the rest of your career, whether you work for us or not. And we'll pay for these things. And you get your Apple certification, your A certification. What else do you want to do? How can we help you learn more? In turn, it helps us. But that constant message is. Is really powerful.

Yeah.

And I've seen it work over and over.

Yeah, I need to be better about that. This is good advice.

Yeah, it works. It really works. And. And I love doing it because you see people just grow. I mean, we've had a lot of young guys we. We hired right out of our internship program in a tech at Mac Rescue and a Tech Restore. And, you know, you could just see these. It's kind of a cliche, I guess, but they kind of bloom, you know, as they come on. They don't talk very much, and they're kind of timid and quiet. But over time, over years, you just watch them develop into just a. Just such a great person, and they take on more roles in your organization. They become supervisors, they become managers, you know, and that. That's a person eventually you could sell your business to when you were ready.

That's right.

And those conversations are really powerful to have to them because they're not usually getting those messages. And I would encourage you to have them. And I think the takeaway here is that when you and your company give first, you create this reciprocal connection, whether it's with your employees, like I've just described Whether it's your suppliers, your customers, or your partners. And for me, I'll leave you with this. You know, give as if you don't expect anything in return and you will be richly rewarded.

Oh, I like that.

Yeah, it really works. And, you know, it doesn't work with everybody, but it works with enough people that you're going to build this big network around you of people that have your self interests in mind and are always, you know, willing to help you. Yeah, yeah, that's, that's my, yeah, that's my take on reciprocity. And, you know, if you have examples, we would love to hear about it. Feedbackusinessshow.co. tell me what I missed, what we got wrong, and be sure to stick around because we're gonna have something to give to you pretty quick.

Awesome.

Here on the small business.

That's right. Yeah, it's true. I know. I'm excited about this one, so.

Me too.

Yeah, awesome. Thanks so much for listening, folks. Shannon, thank you for educating us.

YouTube too.

All our listeners. This is great, man.

This is.

I, I love this episode. So I, I really feel like I'm the one that learned the most today. So this is good.

Maybe. You never know.

It's true. It's true. There's no guarantee that I actually will retain any of this. So. Yeah, you know, you have to listen to it over and over, right? That's right. Yeah. And I do that by going to businessshow. Co. That's, that's where I go to listen to the show business Show Co. There's three S's in the middle right there. It's, it's, it's just, it's. I like it. Like, I, for some reason, I really like the business show Co. Like, when I look at the URL, it's good.

I don't know.

You can send us email feedbackusiness Show Co. So, yeah, thanks for listening, folks. Make sure to check out Bambi.comsmall to schedule your free HR audit. Right. See reciprocity and keep living that charm life. See you next week.