WHY Not Wednesday with Krista Martin

These last few years have made us question everything.

Our relationships.

Our jobs.

What constitutes an.

Office.

And who we are.

In a.

World filled with chaos, confusion and uncertainty. It's time. Time for some clarity. It's time to start understanding one another.

It's time to start understanding ourselves.

We envision a world where everyone knows their why. But even more, we envision a world where everyone knows their why. O s their why, their how and their what.

The operating system that drives you, that lets the world know where you stand.

What your unique gift is, and most importantly, who you are.

Yos.

Are you ready?

Hello and welcome to why Not Wednesday. I am so excited to talk to you guys today. We have Krista Martin with us today. Krista is the president, CEO and business growth strategist at make youe Mark. So some of our coaches are very familiar with you, Krista, because they're working with you. So you're the president, CEO and business growth strategist at make youe Mark. You believe that it's important to learn the rules and then to challenge the ones that aren't working for us. I love that you're a business growth strategist for coaches who are ready to play big and I like that too because a lot of our coaches are having that challenge. They're really good. Next statement. I love you. Help coaches overcome the coaches curse. Coaches who have so much to give but have no idea how to attract. So they are broke and brilliant. I say brilliant and broke, but I think it's the same thing. I think one of the things you understand is that 90% of coaches never make six figures and your goal is to help your people you work with be in that other 10%. So you're on a mission. Just like we're on a mission to help people discover their why. You're on a mission to help as many coaches as possible to break through that six figure ceiling and eliminate the guesswork that leads to under earning, overworking and frustration. Three words I hate. So I'm sure our coaches all hate it. So love that we're starting with that. Welcome to the show.

Thank you so much. And I am beyond excited to be here. I'm totally love, I mean, the why assessment and really getting clear on this and then just, I mean all our previous conversations. So I've been very giddy with excitement. Looking forward to our time together today.

Well, you are someone that I completely wanted to network with. I met you through James Madison, who's one of our white why coaches. And I couldn't help but sign up for your, your six Figure impact workshop last year and it had such an impact on me. That was a five day workshop that was free, you know, and it was one hour, I think. And I can't tell you what an impact it made. I actually showed you, I keep that folder with all my notes still because there, there was so much great stuff that you gave and it was free. And so I love that part about how when you are so good at what you do, you just give people a taste and then people want to know more. You've got so many great systems and processes you've created. Thank you for doing that.

Oh, of course. You know me just from our previous conversations. I could geek out all day coming up with a system or a process or a way to do that. In fact, it gives me energy, which I know a lot of times people say I'm going to run the other way. If you're talking about process or don't make me do it, you know, stay away.

So one of the things Krishna we'll do is as people comment, I like to acknowledge them. So Bill Summer says, broke and brilliant. Great thought. How many, how many broken, brilliant people are out there with amazing content? They're just not figuring out how to get it out to people, right?

Oh, absolutely. And it's one of the things that I feel like it's, I mean, it's very frustrating to me because there are people out there who are amazing coaches, they are literally brilliant and yet they have a story. They have to figure it out themselves or they have a story, you know, that it's supposed to be hard or incremental and all those stories that they bring with them or just not knowing exactly how to do it prevents them from being able to create the impact with their clients and really grow their business to what's possible. I always. Oh, go ahead.

No, no, no, go ahead.

I would say I always, you know, believe or. One of my core beliefs is that our business is the vehicle that allows us to create an impact. And I think about three tiers of impact. You know, the first one is we're whole at home so we paid our bills. The next one's our community. And then some people are called to, you know, serve the world and go out to that third tier which is impacting people you may never meet. And so when coaches are kept small below their level of awesomeness or level of what's possible for them, they don't get to make that impact.

Yeah, so that's, you know, you talk about six figure impact you talk about having an impact in the world, and you're absolutely right. We're all about helping people get clear on who they are, stand out for their unique gifts that they have, and to play bigger. So we have similar missions. So let's get everybody. You know, one of the things I like to just get everybody set on who we're talking to, and the way I like to do that at Y Institute is let's let people know your why operating system. And this was so fun for us, Krista, because your why is right way, your how is to make sense of the complex and challenging, and your what is to deliver better way. So when what your why tells me is that you're someone who believes that there's a proper and correct way to do things and that all things should be done right, there's no point in skimping on details or cutting corners. You know that if you create structures and processes that actually work, you can trust that the right results will follow. How does that feel for a why?

It feels amazing. Which I know to certain people they're like, oh, that's like nails on a chalkboard, that. But to me, that's, you know, and just. It was so funny when you read what I had on my LinkedIn profile even before doing this assessment. And I was saying, there's gotta be a system for everything. There has to be a way to do it, you know, and that was my natural feeling. But doing this assessment really helped me to have more conviction around it and to not look at that as, I mean, just to have more energy around it. Like, of course, that's where a lot of people don't have that or know that or they want that. So what a great thing to be able to have fun creating and give to them.

Hey, I want to say hi to Kurt Von Ahn, and he's going to be a guest in a few weeks. But he is an amazing guy who I'm going to be on his podcast. He is. He's a coach and he works with the automotive industry. And so he's a great guy. I want to say hi to him. He said, good afternoon, Dan. And good afternoon to you, Krista. So let's talk about your how. So your how is to make sense of the complex and challenging. You're somebody who's able to take in lots of data and information and make it understandable and useful. You consider factors, problems and concepts, and then you're able to organize them into workable solutions. Does that feel like how you create your systems?

I would say 200% accurate. And it's just, it's insane how just even going through this process with you and realizing, yes, that is like it named what I hadn't named before of how I love to work with clients and I'm sure they would share the same, that sometimes they'll come to the coaching calls or when working with the team and here's all the stuff and our goal is to help them distill it to what of that's important. What relates to their plan and what do we need to take steps on.

Yeah. So I love that and it's so great because we had taken you, we had done the why discovery with you, but we hadn't done the how and the what. And so when I saw that come together and then I compared it to the work that you do and the work that I experienced, it was like, oh, my gosh, this is so on board. But here's the really cool part. Your what is better way. So what people can count on from you is deliver a better way to move forward. You're able to look at multiple options and scenarios and discern what you believe is a better way. So you contribute to the world by delivering innovative results and outcomes. You're good at associating mean you worked in the medical industry, you worked in different industries, and you're able to take stuff that worked in other industries and make it work in where you. Where you're working now. And you've had great success at both. Christa.

Yeah. Well, thank you. And it's, it is, it's such a. Just beautiful assessment. And I was, you know, we are laughing ahead of time because of course, I printed out my results that I have right here in front of me too, you know, of the entire assessment. But. But it's incredibly energizing and empowering and just makes it easier for me to say, of course that's something I want to do because it fits into this. Or, you know, but go ahead.

I love that you said something earlier that I want to comment on. You said it kind of gave you language for something you've always kind of known. Right. And I hear that so often, especially, you know, when I'm talking somebody like a Krista, like a Kurt Von Ahn and like Bill Summers who's commenting. You guys know yourselves, you're coaches, you're experienced coaches. But to hear even people like you say, oh, my gosh, this is giving me language, something I've always known. I like how I'm able to express it. Now. Imagine the impact that it has on someone who isn't as self aware, somebody who's been in a career and working really, really hard for a long time, they haven't had time to look at themselves but then they see this and they're like, oh my gosh, that's me. Yeah, Printing old school for the wid. Hey, somebody likes your printing, Krista. Oh, oh, Watson says printing old school.

Yes, very old school in that way. Yes, I see that. But you're exactly right because it's, you know, enlightening and energizing to me and, and I would definitely never say I'm the most self aware person in the world, but I've done a lot of work right in that area. And so for someone who hasn't, you know, they're not in the coaching industry or their personal development space, I think it would just be completely game changing to have that.

It really is. And one of the things we talk about is, you know, how do we get, you know, because for me as a contributor, so my why is to contribute to the success of others, have a positive impact. So that in everything I do, I want to do that. So as I work with coaches and I bring them on board to Y institute or as I share how the discovery can work for them, I'm always wondering, okay, how can they monetize it? And I loved your workshop from last, last year that was all about creating your six figure impact. But you've got something else coming up that's called Speak to Profit. So tell us a little bit about Speak to Profit.

Okay, thank you. And this again I'm like, oh, we have the whole system to share with people. So you'll see me get excited about it. It's a five day free workshop where it's an hour each day and we teach really how to speak, not only to educate your audience, but really how to speak to convert and to speak to activate your audience. And whether it's a free talk, you know, for an hour or a three day workshop that you're hosting or three day live event, there's an art and science to really crafting that content in a compelling way that naturally gets your audience to say, hey Dan, I want to know more about your next step. And so we're hosting that actually next week and go through, we roll up our sleeves, we do the stuff together and get. I always say we love getting stuck because then the magic happens when we get unstuck, Right?

Yeah. And that's a trait of make sense people. They help people get unstuck One of the things people don't realize when you're how is make sense. You make sense of stuff faster than other people do. So you solve things and you're often ahead of them. And so one of the things you've probably learned, Krista, is to slow down and explain it.

Yes, yes. And to even distill things as we're our team is growing and things that automatically are in my brain pulling them out and realizing not everybody does things this way or, you know, putting that documentation in place. But absolutely. And yeah. And that workshop is, is next week. Is it okay if I share the link to Ripster?

Yes, absolutely, yes. We're going to put it in the show notes afterward and it's been on all the posts that I've posted. So if you're interested, I don't know if, if we have a banner for it, but we'll get something put up and we'll definitely share it with our network because we definitely want people to attend. If you're a speaker, if you're a coach, I had a, one of our coaches recently, he's going to be on our coaches call tomorrow, is going to share. He got an opportunity to speak to some realtors, 600 realtors on a Zoom call and he said what am I going to say to them? And he did a Y workshop, but he's going to share a success story of how he was able to turn a 75 minute workshop or presentation into a $30,000 payday for him. And gosh, if you're a coach and you're listening, who doesn't want to do that? And so I recommend highly you join us next week with Krista. I'm signed up for it. So if you're looking for the link, text me or message me, I'll give you the link and it'll be on my profile for the next couple of days. So let me ask you this because one of the things we did when wewhen we were talking, we talked about Colby and why because youyou and I had the opportunity to go through the why force, which is our internal team. We went through our team and we looked at their Colby and their why and I shared some thoughts on how we use the two together. Because you know what I believe is that the why is more about your motivations and beliefs. So that's the affective part of our brain. And the other, the Colby is more about the conative mind. So how we take action. So we had a great conversation on this topic. I'd love to hear more from you on that.

Yes. Well, and I will be totally transparent that I haven't used the why with clients yet, but we have used the Colby. And so I can see a lot of ways that it would be very supportive of each other with the Colby. The way we use it is I will figure out how people are naturally wired to make decisions, because I look at our role, and as coaches, we're helping our clients build thriving coaching businesses. So we want to help them get into action. Some people need more information. Some people need to know the system. Some people say, what? There's a system or information. I just jumped because it was Tuesday and my best friend said I should jump. You know, so. So knowing how people are wired to take action and then being able to support them to make sure. Okay, is this anchored in your 90 day plan? You know, it's a great idea or you're going to go research? How much research do you really need to do? A lot of times our clients love to do the research. And, and so we get to remind them, guess what? We don't make money from research. We love research. But how do we, you know, what are the three questions you need answered? But. But we use it in that way and makes it so the client isn't wrong either. You know, it's not like, oh, Dan, you just jumped into a new idea. Why'd you do that? It's like, of course, he's a quick start. He's tried 14 things since you last talked to him, which was 10 minutes ago. You know, somebody else. Of course, they got a PhD in 14 different things because they're a fact finder. But just knowing that helps us meet people where they are and also helps them, I like to say, leverage their brain in the best way.

Yeah. So one of the things that we found, and I love that you talk about the cold, because we use it at Y Institute in conjunction with the Y. And what we found. And you and I found some great parallels between the two. I want to make sure I acknowledge. So Laura was nice enough to give us the link to register. So I'm going to make sure that we let everybody know.

Oh, thank you.

There we go. So if you're, if you're listening and you want to, you want to find out more, it's makeyourmark.com speak to profits. Laura Beth, thank you so much for giving us that. So one of the things that I like to ask on the show, too, is let's talk about your biggest why not moment. You know, you've had. You probably had a few in your career, a time when you said, why not to an opportunity, a circumstance or a choice, and it made a significant positive impact for you.

Yes. You know what comes up for me, it's actually the first one when I asked this or when you shared this question with me was actually not necessarily related to my business and. But this one is when I got my undergraduate degree, I'd lived in Columbia, Missouri, my whole life. And I decided sight unseen that I wanted to move to a city that I called or that I said, pass the breath test, which meant it never. You can never see your breath. So I made the mistake I thought Atlanta was. You couldn't see your breath. I hadn't been here yet to know it gets a little.

Yeah.

But I had the opportunity to move here or I applied to grad school, got accepted and moved without knowing anybody, without knowing how many lanes are in the highway, really wanting to just expand my horizons. And I had never left the city I grew up in, you know, didn't know safe versus unsafe parts of town. But it was a catalyst that allowed me to really learn that it doesn't always have to be perfectly figured out, which was a story that, you know, I had.

Yeah.

Be wildly successful and we're still in Atlanta, you know, many years later. But that just taught me one, to trust myself. But also that when you make that decision, then opportunities start to follow. After I decided, you know, that I'm definitely going, then I found the job opportunity or, you know, the. The person to room with and that kind of stuff. So. And then my husband, I won't leave him off the list as well. He was an important find that came along the way, too.

You found him in Atlanta?

Yes. And my parents were like, darn it. We knew she wouldn't come back after, you know.

You know, if you're looking at Columbia, Missouri versus Atlanta, there's so much to do in Atlanta. Not that there's anything wrong with Columbia, Missouri. It's just totally different. So it appealed to you and. And you found your husband. You know, that's. That's probably the biggest. That's a great why not moment. And especially for someone from a small, smaller town to move into a big city. But you. But it failed the breath test.

It. Well, I thought it did. So that was actually the funny part is I got here, I was like, man, I should have probably gone to the city to check it out ahead of time. But I'm glad I didn't because it worked out well. But it was just one of those times of really saying, to your point exactly, why not? You know, what's, what's the benefit of staying here versus what's at risk to me if I go, darn, I don't like it and I come back, you know, but it, it was a very exciting opportunity that, you know, had all kinds of shenanigans and adventures that followed that I wouldn't trade anything for.

So, so that is. That. That's anti. Antithetical to your why of right way.

Yeah.

So how. How what, what. What drove that? And I've heard this before, so one of. One of our partners at Y Institute, Jerry Lujan, talks about people with the why of right wing. Every once in a while, you kind of just got to go do something that's completely unexpected and that kind of gives you that balance because you're always probably very buttoned down and planned. Was this one of those moments?

It really was because I, it was almost like, okay, I've been doing or like, lived in the city, you know, my whole life, went to undergrad. And then it was almost like a. One of those moments of like a kid breaking out of the house or something. Like, I'm free, you know, I'm not following the rules. And it was scary beyond belief, but it was also the most empowering thing to do to realize, look, I survived. And I didn't have a perfect plan, you know, but it worked. And yeah, so it was, I think, a breaking out of jail kind of maybe balancing from the structure and process and having everything the right path to do something.

You know, you brought something up earlier. I want to make sure we get back to it. You talked about when you're working with the client and how well you know them. Right. So, you know, that somebody's a quick start. Of course, Dan's gone on through three or four different things since the last time you spoke because he's going to follow shiny objects and the, you know, and how you can help by knowing them. You can help them understand. What I have found is a lot of coaching clients and coaches who work with clients talk about people will do anything to avoid getting to the tough part, right? So they'll go do something fun, they'll go do something entertaining, they'll go fact find to death in order to keep from taking action, because that's where they're. That's where they're comfortable. They're going to go fact find. They're going to jump around, but what they need to do gets put off. So how do you, what do you, what does Krista bring to the table that gets people to take action? What's different?

Yes. Oh, that's a great question. And I would say one, I think I have a great sense of humor. So I bring that fun into it too. Where it's great when you compliment yourself on saying I'm super funny but able to have serious. But also, I mean if we're not having fun running our business, I think we're missing the opportunity there. But really it is that we have the proven systems and frameworks.

Right?

And yes, we give it to clients. You know, and here's this and here are the five steps we found to work. Many times people take it and they're quick start and they're like, I want to break it to pieces. But at least which is fine. I don't take offense to that. At least they had something to break the pieces to figure out what does work for them. And so to me it's a way that allows people to go faster. I compare it to either looking at like a blank screen, you know, where it's like the cursor's blinking and you're like, what do I type? What do I put? Versus getting a crappy draft from somebody else. And you're like, oh, I know what I like. I know what I don't like. They in my experience can get into action faster even if they say the example Krista gave is not something I like. Okay, let's go 180 degrees. The opposite. What does that look like? And let's go from there.

Well, and it's about taking action. I love what you just said because your what is better way and that is such a better way. Trade people that have the why a better way. What we find, you know, and Gary will say this about himself, he's very self deprecating. He says, dan, I can't do anything with a blank sheet of paper. But boy, if you put a little scribble on it, I can improve the heck out of it. I'll make, I'll find a better way to make that scribble. Right? So he, he, he likes to, but that's how you, you got to take action. We, we, we show a video during some of our training. It's called Austin's Butterfly and it's about a little boy creating a butterfly from a first draft that looks kind of bad the first time but he goes through a seven draft process and by the end it looks just like the photograph. And so what we, the reason we share that is, you got to have something. You got to start. If you don't start, you don't have anything to fix.

Absolutely. Yes. And that's been my experience, too, because I felt like I went through so many coach programs where they said, just go figure it out or think your way to positive results. And I thought, well, I've done a whole lot of thinking with not getting the results. Not that that isn't very important and have its place, but to. I like to help people get into action a little bit easier so that they can. There's less resistance because I know following action is the clarity that they seek, which is also then followed by the confidence and then that snowball effect happens and they're in a totally different place very quickly.

Yeah. I want to acknowledge Kurt. He says Krista is a ball of energy. I love her sense of action. And you know what, Krista? That's something that you bring to everything that you do. Spending five days with you last year, looking forward to spending five days with you next week and hearing more from you. There's a sense of energy and a sense of take action, get to get to something so we can work on it. We can make it better. We can show you some framework. And I think that's the beauty of the frameworks and all the work that you've done to create processes and systems that your clients can use to move forward.

Yes. And they can destroy it and say, I don't like this. I'm doing this. Instead of, great, we've got something that you're doing. I don't take anything. I'm not married to it being a certain way, which, you know, it really is. Is cool to see when people can create fast results, you know, in their coaching business or. Anyway, I know you work with millions or many, many coaches, too, and just seeing their breakthroughs with just, you know, seemingly simple new insight, like the right way, better way makes. Or right way, makes sense, better way. I need to say it in the right order here. You do.

For me, but it is. It just. It's very, very valu. I love this assessment and what it opened up for me to think about in a different way and also how to do more of what I naturally do.

Anyways, so I'm going to. Can I have your permission to make a correction?

Yes. Yes.

All right. Because I know Krista is so humble, but here's the thing. So this is where Joe Ake, our video editor, I wanted to capture this because this is going to be historic. Okay. One of the things that we want to be is we want to be so different. We want to be our own category. And so we don't want to be called an assessment. We're a discovery. So we're the why discovery. Right. And I think we may have talked about it and it's okay if you forgot but an assessment measures something. Our discovery just helps us discover our top three whys which is our why, how and what and then our secondary three whys and our tertiary three why's. So I love talking about that because in gosh I wish I could remember the book right now it's on my bookshelf but it's about creating a new category. Let's not be like everybody else. Let's be our own category. We're a discovery, not an assessment. And so when we do that and you've worked with makes us different. Does that make sense, Krista?

Totally. And I so appreciate the correction on that too. Absolutely. The why discovery is really in it and I love that that term as well because it is just opening the door. Even looking at the three that are on the bottom that are your least like was really interested. Interesting too because those are the things that I would least likely or want to do if I'm saying that right which and I thought well yep. Hate that. Don't like that. Yeah avoid that at all costs. So it's, it's great insight.

Well one of the things that you are which is really amazing is normally we don't see right way and better way together but when we see them together it you that I mean I love how powerful that is because as a right way person who is always looking for structure but you even say it on your, on your about section you talk about we believe there's a. Let's see, I've got it right here. So you believe that it's important to learn the rules and then to challenge the ones that don't work. Yeah. Tanika is one of our coaches. She says I love seeing this better way in action because your better way. So you take things that processes and systems that work. You're not afraid to look at them differently and if there's a better way you pull it up. What's great about working with Krista guys because she's better way and right way she's not going to bring you a better way unless it gets you positive, realistic, positive, reliable results. And so that you're all about results.

Yes. I am slightly competitive and love seeing clients succeed, you know and looking at what their goals are and so absolutely, absolutely. You know, and helping. And I love pulling that piece in it too. That's not just my goal or what I see for them by any means, but what's important to them and how do we reverse engineer to make that happen, which again, is geeking out in the system and the process of it too.

And that's so good because Lynette, who works, who's our show producer, she's a right way person and I could see you guys just connect. In the pre show, as we were talking about, you know, Lynette likes to keep stuff in order. She. She prepares everything ahead of time. We had Tanika who is commenting. She says she prefers using Discovery as well. She talks about.

When I had my interview with her, I literally showed up almost a minute late, Krista and Lynette was like, what are you doing? Where is Daniel? Right. We're going live. It wasn't like it was a recorded show. So I know also that we need to be. We need to take care of our right way people. Because you need, you need your. Your stuff in the order that you put it in because that's the way that it works. And it doesn't work if your show host shows up a minute late.

Right? No, I totally get that. But. And it's. It is laughable too, when we can say, of course I was frustrated at this because this is how I'm wired. You know, of course that thing naturally happened that way because, you know, that's the way I naturally do things. So it's really a fun way to. To really look at and make decisions from a newly empowered place. You know, to know that of course this is what would be a good fit or of course that would be a terrible fit. Okay, so who do I know that is strong in that area that can be on my team?

And Watson was nice enough since Blue Ocean Strategy is the book. And there's another book that talks about creating your own category. It'll come to me as soon as we finish. I'll put it in the comments so everybody can see it. But so here, here's. We have three audiences at Y Institute, Chris. So we have Y Force, who is our internal team, and they're the people that make the team. The Y Institute run. We have Y Nation. So those are our followers. Those are everybody that has taken the Y, taken the yos is working with one of our coaches. And then we have the Y Society, which is our community of our coaches that are YOS certified, and they're using our Discovery with their Clients every day. We have a goal. Our impact is to impact a billion people. We want a billion people to know their why and have the clarity that you have that everybody that has taken the why has in terms of what drives them. So what is, what is your big mission? I know you're big into pets and adopting pets. So what is, what is your big impact?

My big impact, part of my. My big goal is to actually get to the point here in the United States that we're shutting down animal shelters because we don't need them anymore. Meaning that. Yeah, that we've got, you know, dogs and cats that are staying in homes. We've got the animal population under control. And really, this is what drives me, you know, so many times I'm like, I don't want to do the thing. And I realize it's not about me, it's about literally the name of our company, you know, make your mark. But creating that impact and really changing the landscape for animals that are homeless in the US Right now. So my husband does not allow me to bring home every dog that I see online or on Facebook. We would have a farm here, which would be a crazy farm, but I have been known to bring some home, and then they become. We had. We had a family vote one time. The two kids and I voted to keep the dog. And my husband said he was choosing not to vote because his vote didn't count. It wouldn't make a difference. So he was going to let his vote be unknown. He loves animals too, but he was.

Just, oh, my gosh. Well, you would love this. So in Albuquerque, we're out in the west. We have lots of land, so we're on a three acre property. We have four dogs at our house. Everything from a little terrier who's like 40 pounds, and then we have a golden retriever and a cattle dog and then a Great Pyrenees. So we've got from. From 40 pounds to 140 pounds. And.

Okay, so you. And they're probably all lap dogs, I bet, too.

Well, the only the Great Pyrenees stays outside, but the other three sleep in my office every night. They just wait for me because I wake up at four in the morning when I come into work, they're sitting here waiting for me. And that's. I love dogs, so I have that mutual love of dogs with you. So, Krista, is there anything you want to say to our audience before we leave for the day? We're right at our time, so we're doing good.

Yeah, yeah, we are doing it the right way. With this, but I, you know, just really appreciate you having me. And this tool is absolutely fabulous. I encourage everybody to check it out. The it's just I can't wait to share it with clients as well so they can bring it into organizations. And I would love any coach that is interested in leveraging speaking to fill their coaching programs to join us for free for speak to profit. And I see, Dan, you put the link right there super fancy on the bottom of the screen. It's makeyourmark.com speak to profit and we'll give you the proven framework for client converting. Talk and get a whole bunch done and follow the system so you'll know exactly how to do it and be repeatable in your business.

I love it. So I'm gonna. I'm gonna recognize Watson Jordan. He said four dogs is a pack. That is for sure that the dogs outnumber the humans in this house. And then dogs are a huge part of my family from Kurt Von on. And so with that, thank you so much, Krista. I have enjoyed this is this flew by for me and I'm sure everybody who's listening just had a great time listening. So thank you. Thank you all, everyone for being here. Thank you, Krista. Look forward to seeing you next week. And Lynette, that's a wrap.

Thank you.