Discover Your Business Mindset Now | 34 Minutes with Evan Carmichael

Hello and welcome to the Evan Carmichael Show. I am your host, Evan Carmichael. Today's show is all about helping you as an entrepreneur realize your dreams. Now I know a lot of you may be struggling. You may feel like you're all alone in this, like nobody understands what you're going through. You may feel like, I thought I'd be further along. You know, I'm putting in the work, I'm putting in the effort, and I'm just not getting the momentum that I'm looking for. I'm just not hitting my goals. I thought I'd be further along than I am right now. That's what this show is all about, okay? I was that guy. I was the entrepreneur making $300 a month, barely able to survive, and I turned my business around and I got acquired and I've raised money for entrepreneurs and I've built up companies. And this show is all about helping you do the same thing and achieve your goals. On the agenda today, I'm talking about momentum. How do you find it? How do you get it with your business? And how do you keep it going? The Tool of the Week, the new feature I've launched. I'm talking about my newsletter software. Mentorship, how do you find mentors and why are they important for your business? And then Famous Failures, stories of famous entrepreneurs. This is a new section that I'm launching in the show. Stories of how they failed, how they failed early, and what you can learn from their success. All right, let's kick it off. Momentum. Okay, it's so important to have momentum in your business. Now I wanna tell you a story. My condo now, it's a total mess, a total mess. There are clothes all over the living room floor, my fridge is almost empty. Today was the first time I shaved in a week. And you might be thinking, Evan, man, what the heck are you doing? Are you crazy? What's going on? I'm doing something big. I'm doing something that I'm excited about, something that is giving me massive momentum. Now I'm not making things public yet. This is, this is just a teaser for now, but there's a teachable lesson here for you. When you have momentum, you want to stay in it as long as possible. Okay, running a business, it's hard. Most of the time you're just trying to keep up and stay afloat. That's why momentum is important. Momentum is where all the magic happens. When you've got momentum, You're getting things done quickly. Things that might have taken you weeks to do before are now flying off your checklist. You feel the energy that it brings you. You feel like your business idea will work, will actually work, even though everyone is telling you it won't. If you stop now, you're going to kill your momentum. And this is where so many entrepreneurs, this is where they make a mistake because you get a great idea. You have something that really, really excites you. And you tell yourself, ah, you'll do it tomorrow or next week, right? And then you never do it, right? It just sits there on your list of to-dos. If you're excited about something, if you're feeling passionate about something in the moment, take action right away, immediately. Send an email out to somebody, make a phone call, visit a store, visit a library, go do some research, something. And do as much as you can while you're in the zone because that work is going to be gold for you. The work you do in one week when you're feeling the momentum will be worth more than, than months of your usual work. Push everything else, your meetings, your calls, your emails, and so on, your usual daily routine, it can wait. This is too important. Pay attention to it and don't let your momentum slip away. Now I know what you're thinking, you know, Evan, hey, this kind of lifestyle, it's not sustainable. And you know what, you're right. You know, I'm a neat freak. I hate having clothes on the floor. It's got to be tidy. You know, I've got to eat. I need to have some food in the fridge. I need to eat. And at some point I'm going to need to get a great night's sleep again. This is not a sustainable lifestyle. It's not sustainable for me. It's not sustainable for you. But here's the important thing to remember. When you're in the zone, being in that zone, it's not sustainable either. I don't know anyone who wakes up every single day and they're in their zone. You know, if you're passionate about your business, you're passionate about what you're doing, you really believe in it, you're not doing it just to make money, you're doing it because you have to do this, this is coming out of your heart, then that's a fantastic start. If you're doing it just to make money, forget about it. Starting a business from your passion, that's how you start, but you still don't wake up every day in the zone. So you want to stay in that zone, keep your momentum as long as you can, and when you fall out of it, go back to your regular routine. There's a huge difference between being a workaholic, and this is not what I'm saying, okay? I don't want you to be the workaholic, I don't want you to wear down your health, I don't want you to drive your friends away, away, drag your family away, alienate your kids. I don't want you to do any of that stuff, okay? That's not what I'm preaching here. There's a huge difference between being that workaholic, pushing everybody away, and maximizing the time you spend when you're in the zone and you have momentum. All the best progress that I've made in my businesses have come from being in the zone and using the momentum that I had. It's totally worth it. And so I want to encourage you to do the same thing too. Now a lot of people write in to me and they don't know what their passion is. They don't know how to get in the zone, how to get into the momentum. And if you don't know what your passion is yet, if you haven't figured out how to get into the flow yet, the best thing that you can do is start to explore. Explore and don't put so much pressure on yourself to finding the next idea so quickly. I want to tell you a quick story. So there are a couple things that I've tried in the past few years. One was rock climbing, one was snowboarding, and one was salsa dancing. And with rock climbing, I tried it and I didn't like it. You know, the harness was hurting me, it was kind of wedging up and giving me a wedgie. You know, I don't like heights, so I wasn't enjoying the rock climbing experience. With snowboarding, I learned it. I loved it. I got obsessed with it. Every day I had to go snowboarding. It was what I really wanted to do. I became obsessed with it. And then with salsa dancing, I learned it. It's been 10 years. I still do it. But with snowboarding, after my second year, I started to lose interest a little bit. And that's going to happen. You're going to have some ideas for your business, some ideas that you don't like. You should not go into the rock climbing business just because you think it's going to make a lot of money. That's what a lot of entrepreneurs do, right? They see an opportunity like rock climbing, they can make a ton of money there. The problem is you don't love it. If you don't love it, you're never going to get momentum. You're never going to be in the zone. You're never going to have great moments because you don't love that business. And that's the secret. You have to love it. You have to love it to get in the zone. If you're starting a business around snowboarding, right, that was my second passion, you may find that you love it for a while and then your interest fades. And that's okay. That's the time when maybe you have to go and do something else. You know, the dirty little secret about entrepreneurship is we all think about quitting. Everybody has thought about quitting. You never share that, right? You don't go to networking events and people ask, "Hey, how are you?" "Oh my God, you know, my business sucks." I'm thinking about giving up. This is too hard. Right? Nobody talks about that, but we all feel it. Everybody has that thought at some point in their company. And so when you're thinking about, do I keep going? Do I keep going or do I quit? What it should come down to is, do you love what you're doing or not? Can you get in the zone again? Can you feel that momentum again? Because if you can't and if you're doing it just for the money, you should have quit when you first started. That was the time to quit. So yeah, quit now. But if you love what you're doing, it's important work to you, you're helping people, then you have to keep going. And I know it's hard. Running the business is hard. You have to be kind of crazy to be an entrepreneur, right? When people are telling you that it's not going to work, when you don't see any momentum, when there's no light at the end of the tunnel and you're still sitting there struggling, Why do you keep going? Because you're a little bit crazy and because it makes you feel good. And it should be something that you would do even if you weren't getting paid. You look at the most successful, famous entrepreneurs, they would do what they were doing. Look at why they started it, because they loved what they did. They would take on jobs to do what they did just to pay the bills because they loved it so much. That's what you need to find with your company. That will help you get in the zone, help you find the momentum. And when you get in that zone, You have to stay there as long as possible. This show is all about making you a success with your business, and today my tool of the week is going to be having a newsletter. And my newsletter software is called AWeber. Now, if you guys don't have a newsletter, you gotta get a newsletter. It's one of my favorite ways to market because people come to your website and they may not buy from you right away, and a newsletter is an opportunity to build a relationship with those prospects, send them awesome information, help them rise up, and then they'll be converted into customers. Right? When you need them to do something, you have a list of people to market to. So my favorite software right now is called AWeber. It's where all of my newsletter subscribers are on. And why I love AWeber is, one of my favorite things is, whenever you create an email, it will score it for spam. So one of the biggest challenges with email is you have this big list of customers and prospects and you send an email out, you don't want it to be caught in their spam filter. And so with AWeber, it will score each message that you send out and it will tell you, hey, by using these words, whatever message you have, these 4 words in that email you send out, that's going to cause it to get in people's spam filters. And they will tell you, get rid of those words and you'll score better. And it's such a useful tool that I found. It has all the other basic things that newsletter software has. You can schedule messages out. You can have pop-ups and all the reminders and all that stuff, but that was my favorite feature. So I would encourage you guys, go check out AWeber. I don't have any kind of a relationship with them apart from being a happy customer, and I love recommending tools to entrepreneurs that I think could help out. So start building your email list now. It doesn't matter if you are in internet marketing or not. —any business can benefit from having a newsletter. So I encourage you to go check it out. I want to get to the calls.

Rashida, are you still there? Yes, Rashida.

Oh, Rashida. Sorry, Rashida. All right. I got to tell my producers to spell that out for me. My apologies. What's your business and where are you from?

I'm from Dayton, Ohio. I have a day spa in Dayton, Ohio. We've been open since 2006, and I'm trying to expand and venture off in some different avenues, but still in the hair industry.

Okay, so what is the business that you do?

I have a day spa. I'm a salon owner and operator.

Okay, and so what's your challenge right now? You want to expand to new markets? You want to open new locations?

Well, I'm actually going to be in Texas in July to go to a hair replacement training course, and that's what I'm wanting to do is expand to be able to do the hair replacement, but also incorporate still doing what we do here, which is we do hair, nails, massages, facials, and makeup. But I still want to incorporate it all together. I guess my biggest issue is everything that I have had at the salon, I've actually bought myself and worked to get. But with me wanting to do the hair replacement business now, I'm kind of needing to know how do I go about possibly getting investors to invest into, um, what I'm trying to do with the hair replacement center because it can kind of get a little pricey when it comes to getting equipment and stuff. How much does it cost? Well, the equipment ranges anywhere— to do, to do the startup for the business is about $25 grand total, and that's like to get like your different pieces of equipment that you need. Far as the laser, because you'll need a laser. They have like an oxygen treatment machine to open up the scalp to allow the hair to be able to grow. And they have a couple of other different instruments that you need.

So they're actual machines? It's not inventory, it's machines that you need to buy?

Yeah, yeah. And by me having a day spa, I have a lot of things already, um, far as equipment, you know, chairs, shampoo bowls, and things of that nature. So I would just really be expanding my my business to add this on to.

How long have you been in business? Since 2006? Since 2006, yes. Okay, perfect. And you think your current customers would— this is a good add-on for them, right? They're already coming in for something that they need. You're not selling to new customers necessarily. It's like your current customers would love this.

Yeah, there are over 30 million people that are experiencing hair loss. That's a really, really, really big market. So if I can actually provide this service to the customer, I don't think that I would have a problem with getting them to come.

But are your current customers now who are part of your day spa, are they asking for this?

Would they want it? We do have people, um, that come in that, that do get the service. They are seeing results from it because we have a laser right now, but we're not actually a hair replacement clinic. Per se. We actually, we just offer a service for them here. We're not actually a clinic, which is more like a specialty type of thing.

So, two quick thoughts for you. The first, you're raising capital, right? And it's a struggle that every entrepreneur goes through, especially when you need to buy expensive equipment. The first, there are financiers. You can look at even the banks. What the banks love is equipment, right? So they want something that they can take back. So if they know that it's, you know, $25,000 worth of machinery, that's a lot easier to finance than if you were trying to buy inventory, if you were trying to buy wigs, if you were trying to buy scissors or something, right? It's a lot easier for them to take back. And you've been in business for more than 3 years, which is what the banks want to see as well. So your first option is to go and talk to the banks. Have you talked to anybody there yet? No, I haven't.

I haven't been. I've— like I said, I didn't do any loans. Everything that I have is completely paid for. So I do have, like, you know, the collateral as far as assets, but no.

Yeah, well, it's worth a discussion just to see how much it would cost and what the monthly payments would be and all that, because it's way cheaper for your business to take on a loan than to give up a piece of your company if you're looking angel investor who's going to own whatever percent of your business, it's a lot cheaper to go to— so at least get that option. Go in and this is the type of deal that they want to do. Businesses that have been around for more than 3 years and there's an asset that they can take back if you can't make the payment, that's what they want. The other option you can do is try to do some presales. So talk to your current customers and say, "Hey, this is something we're thinking about." What do you think? And get some pre-orders for it. And if you get enough people to help you, like your customers could help finance part of the deal.

Okay. That's actually—

So if your customers are already asking for this and you know, you know, if you raise X amount of dollars, maybe you can raise $10,000 from your current customers and put together a campaign. They could be the first people to experience this new treatment that you're going to come back with from Texas. but they have to pay in advance to reserve their spot. That's a great way that a lot of businesses raise capital to launch their new initiatives. Well, thanks for calling in, Rayshetta. I am on every 2 weeks and I'm looking forward to hearing your update. Congratulations and good luck with growing this business out. For those of you who are looking at getting financing, we typically think banks as the first option, but again, banks want to see an established business. You've been around for a little bit, over 3 years. And they want to see something that they can claw back in case you can't make your payments. So, Richard is actually a great candidate because she's going for assets and she's been around, but it's not always the best fit depending on what your business is all about. I believe in entrepreneurs, and this show is all about helping make you a success, and part of that is getting mentors. Now, my first business was a software company, and when I started off, I was full of excitement, energy, you know, I couldn't wait to get going. The The world was mine for the taking. But the excitement wore off pretty quickly when I realized just how hard it was to make money. I'm not talking about big money. I'm just talking about any money. Every day I hustled, I grinded. I gave what I thought was everything I had to my business. And what did I have to show for it? $300 a month. That's all I could take out. That's all I could afford. You know, I was embarrassed. I was humbled. I never felt so badly about myself. I felt like I was a failure. I felt like I was letting everybody down around me. You know, here I was supposed to be living the entrepreneur's dream, and I couldn't even afford $20 to go out and have dinner or drink with my friends. And I was frustrated because the books, the TV shows, the movies, it makes it look so easy. And all I could think of was, why is this so hard? Almost every day I wondered if I should keep going, if I should do the smart thing and go get a job. And then I hit bottom. I couldn't stand the face I saw in the mirror anymore. I hated how I felt about myself. And I knew I was better than this. I felt like I had no worth and something had to change. And I made a commitment that I was going to find a way to make this business work or go do something else because I couldn't keep going as is. And the light bulb went off inside my head. This was the big sea change for me. I realized I wasn't the first guy to try to sell software before. I didn't have to figure everything out myself. And so I started researching large companies like Microsoft and how they got started. And I didn't care about how Bill Gates makes an extra million dollars now. That's not interesting. But how did he go from zero to one? Zero to one. How did that happen? Bill Gates did it with Microsoft through partnerships. He found companies who were selling to his target audience and he made partnerships with them. And I thought, okay, I got nothing else to lose. I'm going to try this on my business and see what happens. And within a couple weeks of deciding to follow this strategy, I closed my first partnership deal with a company in Europe that was $13,500. For me up front. Now, you know, that may not seem like a lot of money to you, but to me, that was— I felt like crying. That was huge. I'm making $300 a month. $13,500, are you kidding me? That's huge. And even more powerful was I kept using that strategy to go out and get more partnerships and more partnerships and close more deals. And it led to us being able to take our company from something I thought I'd have to shut down and had zero worth to getting some of the largest companies in the world as customers. We had Johnson Johnson and NASA as customers. And in a couple years, built up the business to the point where we got acquired. We had customers in 30 countries and we got acquired by an American company. And it was all because I modeled success, right? I used Bill Gates, even though I didn't know him, I used him as a mentor to help me build my business. And I realized I'm not the first guy to try to do this. If you're struggling with your business right now, you're not sure what to do, you feel like you're doing the same thing, your momentum may have stalled, model success. You could find a mentor, somebody who's actually gone out and done it, who you can meet face-to-face, or you can also learn from people who've done it before you, who may be much bigger than you, by reading their stories and learning from them. Apply their strategies and make it work for you. It'll drastically shortcut your path to success. and I highly recommend you check it out. I have a longtime listener, loyal listener and caller, Maria Varela, on the line. Mrs. Inspire, how we doing, Maria? I'm good, Evan, how are you?

Welcome back. Thank you. It's, it's really exciting to be on the show today. I follow you constantly, and actually, talking about mentors, you're, you're one of the first persons that I go to when I go on Twitter, Google+, everywhere. And I'm finding that When you helped me with my one word, it really took off. And when it took off, I noticed that people that were doing marketing and promoting and stuff like that started putting a lot of inspirational stuff in between all of their marketing or whatever they were selling. And I thought, wow, some— something's happening. I'm seeing a shift. I'm seeing the shift everywhere. And my Google+ kind of took off with the views and I watch your YouTubes constantly. Now I'm kind of at a standstill because I'm, I'm not sure where to go from here. I've connected with a lot of people that are positive, inspirational. They've written books, things of that nature. But I don't know, someone had told me about branding, and I'm not really sure, like, where do I go from here? Because, like, I'm seeing the shift. I'm actually seeing it all over the place, everywhere. and people that never would write or post are now posting, which is a great thing. So my hashtag to inspire the world is working. So how do I make it work better for myself? So this is great.

So the last time you called in, you were kind of all over the place. There was no direction, but you had a lot of energy. Absolutely. So having that one word helped focus you, which is great. And I've seen some of your stuff, and it's great. And now you have clarity and people can understand a little bit more about what you're doing. And you have momentum and you have people who would be willing to help you who are like-minded people. So you have this momentum building, which is great. Now what you need to do is focus on a project. So where do you want all this energy to go? Where do you want all these people to help you out? I remember before you were talking about, I don't know, the book or dance choreography and Whole bunch of different projects you're working on. So find what's the project that you can now push everybody toward and say, hey, here's what I'm doing that relates to Inspire, and I need your help to help me launch this thing. What's that project?

Well, I've been approached by several acting coaches to take some acting classes, which is something that I did way in the past, but also public speaking. So I love to write. Writing is what I love to do, and that's where all these authors— and they're all positive, they're all, you know, very, um, a lot of energy. And that's where— that's my inner circle. And someone had told me the time that you spend with the— what is it— the 5 people that you spend the most time with is what your circle becomes. And so what I've done is I've eliminated a lot of people that didn't have the same like goals or, or things of that nature, but not too much because they could also be looking for that inspiration. So I'm not— I, I don't really know where to go from here. I don't know if I should just start doing YouTubes and then see where that takes it and then continue on with the book.

Okay, so if you're not sure, you don't know where to drive all this energy, then the best thing you can do is explore. And know that the right project is going to come up, and it will come up from you trying different things until you find something that you love. If you try to force something right now— I know it's hard. You're struggling. I've got to make something happen here. I have all this potential and nothing is happening yet. I don't know where to focus everything. But if you try to rush it too early, then you're going to pick the wrong thing. And so you have to keep experimenting and keep trying a whole bunch of different things until you find something that you fall in love with. Quick example from my story is salsa dancing. When I first went into salsa dancing, I wanted to try it out not for a business idea, just to explore and try it out and see if I had fun. Because everything on paper looked bad. I didn't know the dance. I didn't grow up with it. I didn't speak Spanish. I was too tall. I took huge steps. I didn't have the rhythm. So on paper, It looked like a terrible idea, but I went and I fell in love and it became something that I had to keep learning and it became a business opportunity and I invested in the company and I helped teach and I DJ and it's become a huge part of my life. And so you want to keep testing out small tasks, little experiments, and know that something will come. And when you find that project, you'll know in your heart that it's the right thing to do and that's where you dive in and then pull all of these people and all this momentum to here. This is what I want to explore. Explode. Let's go do this. Okay, so try the acting, try the YouTube thing, right? You may do one acting lesson and think, wow, this is, this is not for me, I don't want to do this. And then, you know, or you may go and say, wow, this is amazing, I want to keep going, right? Experiment, try, and don't be afraid to keep trying things until you find the one that you fall in love with and want to run with. Okay. Fantastic. Good luck and call me back and tell me how it's going. I sure will. Thank you so much. Thanks, Maria. And for all of you listening, if you haven't found that passion yet, I know it's strong, it's, it's frustrating, you're struggling, you want something now. Entrepreneurs, we want something now, right? We want it to happen right now. But the best thing you can do is explore. Small starts, small failures, see what hits. And as with all matters of the heart, you'll know when you find it. Hello, welcome back to the Evan Carmichael Show. I believe in entrepreneurs, and one thing that I want you guys to really take home and remember is that you will have a lot of failure on the path of success. It's gonna happen. For every famous entrepreneur who's had lots of success, if you look at their story, it wasn't just, I had an idea and boom, overnight became this big success. They had lots of failure on along the way. And so I thought I'd launch a new segment on the show today called Famous Failures, and I'm hoping to continue it as we go along with the series, basically looking at a different person and see how they failed early on and how you can learn from that success. So today I want to talk about Marilyn Monroe. Now Marilyn Monroe, obviously one of the most, you know, celebrated actresses ever in the world, and when she had her first contract, when she was super young, she was 19, 1947, she had her first acting contract. She was with 20th Century Fox. They gave her a 1-year contract, and the production chief, Darryl Zanuck, at the time refused to continue on with the deal and actually let her go because he said that she was unattractive. Marilyn Monroe, one of the sexiest women on the planet ever, was told that she was unattractive and was fired from her contract. Think about that. One of my, one of my things is, you know, these guys, I call them the little man. Okay, so Darryl Zanuckis, production chief, he's the little man. You're going to have the little man in your life, the people who don't believe in you, the people who tell you you're unattractive when you're not, who tell you your idea is stupid when it's not, who just can't see the vision that you see. And you're going to come across these people a lot in your life. And sometimes they're your friends, sometimes they're your family. And you know what, I find it often is easier to get criticism from your friends and family because you can always say, you know what, they don't know what they're talking about. They don't know what they're talking about. You know, they have no experience. But sometimes the little man knows what he's talking about, right? He's an expert. He's had years of experience. Darryl Zanuck, production chief at 20th Century Fox, has had years of experience. And this is the guy telling Marilyn Monroe that she's unattractive and letting her go from her contract. So sometimes the experts, they don't know what they're saying. Right? They're basing their views on the world that exists in their head that may not be your reality. And so what do you do? It's decision time. When the people around you tell you that you're not going to make it, the experts in the field say, you know, it's a stupid idea, you're unattractive, forget about it, quit, leave, give up, what do you do? That's when it really tests you. That's when it really tests you as to, is this the right thing for you or not? Because it's not going to be an easy path. You're going to have to fight for it. Do you really love it enough to keep going? What if Marilyn Monroe had listened to this guy and thought to herself, you know what, I'm not attractive, I can't make it as an actress. What would have happened to her life? Would have been totally different than what she got. And the same thing can happen to you. If you listen to that criticism, if you stop because somebody tells you that it's not a good idea, but deep down in your heart you feel like you don't know what else to do, this is what you love, then you have to find a way to keep going and stop listening to the little man. I've got time for one last question. I'm going to take one from Twitter. We've got a lot of questions coming in on the Twitter channel. This one is from Steam Press Media, who is asking me, who is my mentor? Who do I look up to? My favorite entrepreneur of all time is A.P. Giannini. And he's the founder of Bank of America. You might be saying, A.P. Giannini, who is this guy? And a banker, what the heck, man? A banker is your favorite entrepreneur? This guy is not your typical banker. Okay, he started off not in the banking industry, and he was asked to join the board of directors for a bank called Columbus Loans and Savings. And he joined as a board member, and he saw that the bank was only giving out loans to wealthy people. And he said, you know what, there's all these immigrant workers here, there's all these small business owners who, they work really hard, and I think if we give them some money, they'll pay it back and they'll be honest people. And they said, "Nah, that's crazy. We can't do that. That's way too risky." So he got so upset with them that he left the board and he opened up his own bank right across the street from Columbus Savings and Loan. Talk about ballsy. And he started giving out loans to hardworking people, the little man, the little guys, right? Like the hardworking immigrants and small business owners who nobody wanted to, give a shot to. He was the guy. And his business started to grow and it became Bank of America, one of the largest banks in the world. And one of my favorite stories is when there was a fire in San Francisco that totaled the whole city. All the buildings were on fire, burnt down. Businesses needed money to get their lives back in order. They needed to pay for things. And all the banks, they shut down because their buildings have been Shut down. And what A.P. Giannini did was he went to his bank, which had been burned to the ground. He took out 2 barrels and he took a plank of wood and he brought a chair out and he opened up shop because he knew that these people needed money to rebuild their lives. And he didn't have any records, he had nothing. People came to him, they formed a line, and he made a loan to people based on what he said, a look in their eye and a handshake deal. Are you kidding me? What kind of banker— imagine going to your bank, looking them in the eye and shaking their hand and them giving you a deal, right? It doesn't happen. But that was what he believed in. He wanted to support the hardworking entrepreneurs and give them a hand up because sometimes we all need a little bit of help. And so that's why he's my favorite entrepreneur. He's somebody I've tried to model. He's been my mentor even though he died way before I was even born. I encourage you to look at those stories. Find somebody who you look up to. Learn from them. Take lessons from their success and apply it to your business. It's been another great show. Thank you guys so much for calling in. Thank you, Lauren and Josh, for all the great work producing this show. Again, join me on Twitter. I'm @EvanCarmichael, and I will see you in 2 weeks for the next show. Stay tuned.