Harnessing Your Mind for Business Success | 36-Minute Guide

Hello and welcome to the Evan Carmichael Show. I believe in entrepreneurs. I want to see you have success. I want to see you finally get some results from all the hard work that you're putting into your business. Today is a really important show. Some of the topics that I'm going to be talking about today could have a permanent and lasting impact on your business. I would encourage you to take the next hour, grab a cup of coffee. I have my Starbucks Frappuccino with me here. Because we're going to touch on some really important topics. On this show today, how to get past the crash with your business, how to come up with a winning business idea, how do you find the right people for your company, and how to demo yourself. Getting started. As we build our business, you're going to get to the point where you'll get frustrated. I wrote and created a video not too long ago where I said, "Starting a business is hard." And it is. Starting a business is crazy hard. One guy on YouTube wrote back to say, "Starting a business is hard? How demotivational is that? That's crazy. Why don't you build me up with something?" I wish that somebody told me how hard it was to start a business when I got started because everything looks so easy from the outside. I remember reading books and looking over magazines and watching other videos. It all seems so easy, right? You come up with an idea, you create your product, you put it online, you start selling, you grow. So easy. Then I started doing it myself. At the beginning, it was all exciting. I had so much momentum. I was growing, but nothing was actually really happening with my business yet. You know, I was running off the fumes, the excitement. And then the crash came and I realized I'm not making enough money to survive. I'm making $300 a month. I don't know what I'm gonna do. And that was a huge crash for me because I wasn't expecting it. And because it looked so easy for everybody else, I felt like a humongous failure. Like, how could these guys all make it huge I'm stuck struggling making $300 a month not knowing if I'm going to have enough money to go out for dinner with some friends. I was too embarrassed and too ashamed to go and ask for help. Everybody gets to that point with their business. Everybody goes through the crash. If you're prepared for it, if you're expecting it, then it's a lot easier to get through. So starting the business is hard, and I tell people that it's hard, and I want you to think that it's hard so that when the crash does come, when all the initial excitement and buzz wears off, you're still willing and ready to keep going with the company. Because that's going to make all the difference in the world. What helped me, what got me through, was researching the stories of famous entrepreneurs. I was too embarrassed and ashamed to go and ask for help from my friends and talk about my business because I was supposed to be the guy making it. So I looked inward and I started researching. Any famous entrepreneur's story, if you look at these guys and see how they got started, they all had a crazy hard time. You look at guys like George Lucas who created Star Wars or Harley-Davidson or Milton Hershey and how they got started. They had years and years and years of failure before they made it. George Lucas went 6 years of just pure failure and everybody was telling him, "You should go get a job. You should take the safe route." And instead of that, he kept going because he felt like it was the right thing to do. When he created Star Wars, he thought it was too wacky for the general public and nobody would like it. But he kept going and it became a huge hit and made him a billionaire. You have to understand that starting a business is hard. It's not meant to demotivate you. It's meant to build you up. Think about why you're starting this business. Whenever you are in a moment of weakness, okay, when that crash comes, and you guys, you all know what I'm talking about. For people who have had a business You know what I'm talking about. The crash hits you. If it's after a week, after a month, 3 months, a year, whatever it is, at some point the initial buzz and excitement wears off and you crash. When that happens, take a deep breath. Relax. Don't do anything crazy. Think about why you started this business. Think about what you hope to accomplish with it. Remember that you are not alone. This is what killed me. I thought I was alone. 80% of businesses will fail in 5 years. You are not the only person going through this. It is okay to share. It is okay to hit that point where you feel like quitting. I thought about quitting on a regular basis with my business because I wasn't making it. I wasn't living the life that I thought I would have. Wasn't how it was supposed to work. I had a great product. I had a great team. This wasn't the way it was supposed to go. I remember having to tell my friends I can't go with you to dinner. I said I was busy, but it was really because I couldn't afford it. $20. I couldn't afford it. So remember, starting a business is really tough and when you get to those points where you think you're going to crash, dig deep, stay true to who you are, remember why you started this business, and look for stories or people to connect with that can help you get through it. I want to get to the questions. I'm going to answer a question off of Twitter today. We've got a question coming in from Susan who wrote in, "How do you manage your time as an entrepreneur?" [Speaker:EVAN_CARMICHAEL] This is a great question. As entrepreneurs, we are time-strapped. You're doing everything yourself, especially in startup mode. You're doing everything. You're everything from the janitor all the way up to the CEO of your business. The way I find that helps me best manage my time is I break things down into 1.5-hour chunks. I try to be really, really focused for an hour and a half, not let myself get too distracted, and I allot those times across my whole day. One of the biggest challenges for entrepreneurs is we're constantly in reactionary mode, right? We're constantly putting out fires, and as a result, we don't get to spend any time really proactively growing our business. I call it CEO time. You want to make sure that you have CEO time daily for your business. This is something that you can think about. Where am I going to spend my time to grow? A lot of entrepreneurs, I look at their schedule, it's a mess. It's a nightmare. They're working on something. You're working hard on a project. You're in the flow and then an email comes in or the phone rings. You get distracted. You answer it. You put out some fire. You come back to what you were working on and it's gone. It takes you 40 minutes just to get back into the state of flow. Try to eliminate distractions from your schedule. I try to run a no-crisis business. I try to eliminate clients who are high maintenance. Because even if it pays well, all that work in managing them, it just takes up too much of my day. It prevents me from doing something great with my business. Don't let email overrun your life. Don't take unscheduled phone calls. My phone number isn't listed on my website. It's not on my business card. I do business by the phone, but if we're going to set something up, I'm calling you because I'm always on time and I don't let people call me and ruin my day. Block off your day. It's an hour and a half chunks. And make sure when you're spending an hour and a half on something, if it's your CEO time or if it's a project you're working on, don't get distracted by something else. I like the 90-minute rule because it seems to be a great way to be able to focus your brain. After 90 minutes you can start to get tired and then your productivity drops off. So I try to be in peak productivity as much as possible. Another great way Susan, so for the question from Susan, another great way to manage your time is to try to chunk things up. So anything that you do on a weekly basis, try to do once a week. Anything that you do on a monthly basis, try to do once a month. Instead of having it multiple times in a week, do it once a week. Instead of doing multiple times during the day, do it once a day. So checking email. So if that's a big killer for you, do it once a day. Segment a time, hour and a half, you're good to go, and then the rest of your day don't worry about your email. For me, every day is segmented into something else. So for example, today is Thursday, I'm doing the radio show. Thursdays are always my public-facing day. I'll do the radio show, I'll do all my meetings, any phone calls I need to take. It's always going to be on a Thursday. That sets me up. Wednesday I'll do my video. I'll sit down and do 13, 14, up to 20 videos in one day because I'm in the zone and focused on that. Whereas a Monday or Tuesday I'm doing more project work. So try to chunk up your time. It will help you be a lot more productive. I know at the start it's really hard because there are so many things on your plate. Running the business doesn't have to be as complicated as you make it if you can manage your time properly. Welcome back to the Evan Carmichael Show. I believe in helping entrepreneurs. I want to see you have massive success with your company, and that will start with having a winning business idea. Now, how do you come up with a winning business idea? I recently met up with an entrepreneur friend of mine. He's been doing the same thing for about 10 years and he's bored of his business and wants to do something else. He doesn't know what to go into. By the way, this is common. This is another truth about entrepreneurship that nobody talks about. You will get bored of your business if you don't keep reinventing it, injecting more of yourself into it. If you do the same thing day in and day out, you will get bored. How do you get a new idea? How do you get ways to improve the company? I can tell you how not to do it. You can't force creativity. I can't say, "Be creative right now. Give me the next great business idea right now." When you force yourself to do something, you don't get great results. Quick example, I'm an investor in a salsa dancing company. We'll teach 5,000 to 6,000 people a year how to dance salsa. When I started into this company, I was just a student. If I was looking for a business opportunity, if I said, "This has to work right now. This has to be my next great business." from a business idea, it would have never worked. I'm tall. I take big steps. I didn't understand the language. I didn't get the music. I'm learning late in life. There are so many reasons against why this would not be a great business. If I looked at it only from a business point of view, it wouldn't have worked. But I gave myself the freedom to explore and try something new and try something different that I was interested in and fell in love with salsa. Now I DJ events. I'm an investor in the business. I help teach some classes. It's a ton of fun and it became a business opportunity because I gave myself the freedom to explore and try something else. So if you're looking for a business idea, it's not going to come by forcing the opportunity. You've got to go out, give yourself freedom, give yourself time to get out there, try something that you are interested in. Even if it has nothing to do with business. It's like finding somebody on the street and saying, "I'm going to marry that person," and trying to force love and force marriage. It's not going to happen. It's got to be natural. It's got to flow. So don't stress out. If you're trying to find your business idea and you're freaking out and stressing like, "I don't know what to do. I don't know what to do. I don't know what to do," relax. Chill out a little bit. Spend some time doing something that you want to explore and discover. If your intention is to start a business, something will come. Something great will come. And it's going to be out of passion and pure love. That's the way to get your winning business idea. I want to get to the calls. I have Stephanie on the line. Stephanie, where are you from and how can I help?

Yes, I am from Dallas, Texas, and I have a little small business that I'm trying to start, Pink Magic. It's going to be a clothing store mostly for females, but I do want to branch out eventually and do males' clothing as well. I just want to know how I should go about getting everything started because I'm new to the whole idea of a business.

Why do you want to start this company, Stephanie?

I want to help women who don't necessarily have a big budget to shop on. I want to help people be able to look pretty on a budget.

Is that your story? Do you have a painful moment that you remember trying to find these kinds of clothes for yourself?

Um, I do. Whenever I was younger, I grew up poor. Like, I didn't grow up, um, with the best of clothes. I didn't get to have like new clothes every year like everyone else. Um, so as I grew older, I kind of wanted to, um, help children or young adults, um, coming into teens. And I just want to help people feel pretty because I know whenever I was younger, I didn't always feel pretty. I didn't feel pretty until I was about I was 17 and I moved away from home. I just want people to know it is okay that you can't afford the things that some people may have.

Stephanie, this is fantastic. Most people who call in, they started a business with no real purpose, but you're starting this for a real reason and you can really tie your story into it. I would strongly encourage you. To use your story at the front of everything.

Okay.

Now, in terms of actually taking the next steps, what were you thinking of doing? Did you want to open up your own store from scratch or what was your plan next step?

I believe that online marketing, online is really a key point right now. I think that I should do an online store first and then eventually branch out and get maybe a location in Dallas and then hopefully it will grow big and people will like my story and I can go LA and New York.

Big dreams, big dreams, that's good. So what's holding you back from starting your website?

Money. I'm actually currently looking for an investor or maybe like a small business loan to kind of get my business on the road.

Starting up and going after capital can be a full-time job. What I would try to do— because all you really need is a developer to help you out, right?

Yes, that's correct.

I would try to find a developer who believes in what you're doing and can come on board to help you out with this. Maybe they become a partner in the business or they invest some of their time. And in return they get, if you can't afford to pay them right now, they get some shares in the business or they get some future consideration with the business. This would be great if you could find a woman web developer because there aren't as many of them as there are guys and people who really believe in what you're all about. Is there anybody that comes to mind that you can connect with?

There isn't actually. I don't have a lot of connections right now. I'm still I'm still wanting to get connections into people that have businesses and I really don't though. I don't have anyone.

What about starting through an existing network like Facebook?

Yes, I have thought of that as well.

You have zero development cost because it's already been up, right? The site is already built and it lets you get your message out in a really social way.

Okay, yeah, I can, I can see that.

Can you do that today?

Okay, um, I just got my, um, business actually, um, through the, through the county, so I just now, um, bought the name and everything. So definitely I would, I could, um, start a Facebook page.

Definitely start a Facebook page today and let me know the results. You can always email me, or if you want to call back, I'm on every 2 weeks. and I want to hear about your success.

Okay, absolutely.

Okay, good luck.

Thank you.

And for everybody listening, if you're just trying to get started, don't let the lack of money hold you back. She didn't have a web developer, that doesn't mean you can't start your company. You want to start small, you want to start with what you have and start building something, right? Start getting some momentum into your business. And a great way to do it if you don't have a budget or you don't have any technical skills skills is use something like Facebook. A lot of the tools are already built in there for you and when you're ready to expand because you've made some sales and you can show that it works, then you have money coming in. Stop spending money and try to find ways to go out and make money using the tools and knowledge that you already have. Welcome back to the Evan Carmichael Show. I believe in entrepreneurs. I want to hear build a great company and have a massive impact in this world. And one of the great ways to do it is to build a team. It's hard to do everything yourself, and you can't if you want to build something significant. You need people around you. I got a question from one of my YouTube viewers, wrote in and said, "How do you find the right people? And if I wanted somebody and they said no, but they want to come back in after I've had success, should I let them back in or not?" Let's start with the first part. Most entrepreneurs, their first employee rarely works out. If you look at the success of companies, you look at who the original team was and who the first employee was, they're rarely still there down the line. A lot of that is your fault as the entrepreneur. I did this too. The first guy I hired is not a part of my business anymore now. The key thing here is you have to stand for something as a business. You have to have values that attract people to your business. 90% of America, they wake up and they drive to a job that they hate. People are yearning to belong to something that is meaningful. And so that has to come out. With your business, and it starts with you understanding what is the change that you want to have in the world. Our last caller was talking about how she grew up poor and how she couldn't afford nice clothing, and she had to figure out a way to feel pretty while still on a budget. Now she doesn't just sell clothes, she's selling a feeling, and people will associate with that and want to be a part of that. You have to think for your own business, what do you stand for? Because you're not just selling clothes, you're not just selling tables, you're not just selling lawn maintenance. You have to stand for something more than that. And when you do, it's not only going to just inspire you, but it's going to inspire the right people to come and join your business. So when you are looking for somebody new to join you, it's not just do they have the skills that you need, it's not just do they have the right personality that is going to fit with you, it's do they believe in the same values that you do? Do they love what you stand for? So my advice to the last caller, if you are trying to find a website developer, don't just jump ship with any website developer who is out there. You want somebody feels the same way. You want somebody who grew up poor, who grew up feeling like they weren't pretty, and really believes in what you're trying to do, because they're gonna not just give you their mind, they're gonna give you their heart and their soul. So when you're thinking about bringing new people on, that has to be the start. That has to be where you begin. What do you stand for? What makes you different? And how can you inspire people? I want to get to the calls. I have Katie on the line. Katie, where are you from and how can I help?

I'm in Oklahoma City and I am a pageant consultant and I'm in the hotbed of pageants down here in the Southwest.

All right.

And I wonder, I have— while I'm in the hotbed of pageants, you know, I am a pretty specific niche. And so I wonder, I want to cast a broad net to not only get girls that are already in pageants, but I want to cast a broad net so I can get the girls that are considering getting into pageants because in my neck of the woods it's like athletics for girls, you know. Same commitment, same money spent, that sort of thing, as it would be if they were boys in football. And so I want to cast a broad net. Do I put up a billboard? Because they got those digital billboards now. Do I put an ad in the paper? What do you suggest is going to be my best place for me to hit the families and girls that I'm trying to find?

Why did you start this business? Were you in the pageant? Were you yourself in the pageant? Yes. And now you help girls. What age do they start with you?

Well, we do the Miss Teen pageants, so we start out at like 14 in the training and coaching, and then they get into the Miss Teen pageants and hopefully have enough success and confidence to go into the, you know, the bigger state, national pageants like the Miss America, Miss USA.

Is there somebody you've coached who's done really, really well?

Well, we're a new, we're a new little business. I mean, we've only been in business for like 6 months. I've, I've been in the industry many many years and my partner has been in the industry many years and she's a former Miss Colorado.

Okay.

So we have credentials behind us.

Would you consider yourself an expert at what you do?

Absolutely.

Yes, I hope so. I like the confidence. So listen, there are a couple of ways to promote this. I've always preferred not spending money until I'm making money and if possible, I mean you're just 6 months in and you're still getting your legs with this company, I'd hate for you to go out and spend a whole bunch of money on a billboard advertising that doesn't work. I'm assuming you don't have massive budgets to go out there and buy up every billboard in the city.

No, we don't have massive budgets, but we do have a small amount of cash flow and we wanted to reinvest it into the company somehow without it just sitting.

So think about if you read a magazine, are you reading the stories or are you reading the ads?

Well, actually, for me, I'm probably reading the ads.

That's not the experience of most people. You don't buy a magazine to read the ads.

Well, I buy fashion magazines and that's primarily ads, so no, but I follow what you're saying.

If you're on the other side now, if you're the business owner, it's much better for you to be in there creating the stories. Stories written about you, for you to be sharing your expertise than for you to be out there buying ads.

Oh, talk about change direction.

Does that make sense?

That makes absolute sense. That makes absolute sense. I'm embarrassed to say that one of the classes that I teach my little gals— of course now we're in Oklahoma and I'm not Rupert Murdoch— but one of the classes I teach the little girls is self-promotion and media mastery. What the heck am I thinking?

Hey, that's okay. Now you're on the same page.

And that's priceless. You are so smart. And that's free. I can write press releases all day long.

I'd love to see you have a regular column in whatever the Oklahoma newspaper is.

Oh yeah, that would be real— we could do that in the smaller towns because we get a lot of draw from the smaller towns and they could probably use the content.

That's great. Now you are casting a wide net and people are going to be reading those stories. You can talk not just about the success you have had and how to be great as a pageant, but you are trying to get the people who are thinking about where do I want to send my child, right? What is the best thing for them to get involved in? If it is not athletics, what is it? You have to step out, step up a little bit. And not only focus on how to be successful in the pageant business, but why this is an important business to get into for girls. Absolutely.

Well, it is because it offers so much as far as scholarships and education. And when they have to have a platform, they have to develop something relevant for them to have a message about. And it's, you know, all of that goes towards college admissions. I mean, everything.

That's great. And I don't want to say, you know, you don't You can still do the billboard. You can still do the advertising. The great thing about that is you want to be able to track success. Everything is measurable. If you have a billboard, if somebody calls you up, they can say— you ask them, "How did you find me?" They say, "Oh, I saw your billboard." Advertising can work, but measure it and see if it is going to generate results for you. If it does, you expand, but typically, especially for startups, you get You get way more leverage out of being that expert and sharing your opinions. These are things like you are not just starting this business just to try to make some money. You are an expert. You're changing people's lives. You passionately believe in what you're doing. If you let that come out, people are going to flock to you. Perfect. And it's free. Magic word for entrepreneurs, right?

Well, I am going to just go ahead and jump up and down. You have opened up my whole day for me.

Alright, I'm glad I could help, Katie. Good luck.

Thanks so much, and I'll be listening.

Cool. I'm on every 2 weeks. If you want to call back with an update, I'd love to hear how you're doing.

Absolutely.

Okay, thanks, Katie.

Thank you.

Bye. For everybody listening, one of the biggest problems is marketing your business. How do you get the word out? We have great products and services, but if people don't know about it, how are they going to come and buy from you? You can think about advertising and again, if you're going to do it, make sure you test everything small scale. See if it works and if so expand. But you should be an expert in your industry. You should be the best at what you do. You should be master class. So if you are, you have to share that expertise. You've got to let people know you exist and every story that comes out, every story that a reporter is writing something on, they need an expert. You could be that expert. Whenever somebody is talking about your industry, you should be the person quoted. All it takes is reaching out to reporters, letting them know your expertise, getting to know them a little bit, and if you can be a great resource for them, they're going to keep coming back to you because you're making their lives easier. You're not just selling them. You're making their daily life easier because these reporters are not experts at what they do. They're experts at writing, but they're not experts on your field and they need your help. So start on a budget and promote yourself as an expert. Welcome back to the Evan Carmichael Show. I want to see you drive massive sales to your business, and a great way to do it is to have a powerful demo. You need to be able to show people not only what you do, but to make them feel it. You can explain what you do and it hits them on a logical level, but you have to be able to solve their pain, solve their problem, and make them feel it. Feel it in a way that connects with them. If you can do that, they are much more likely to buy from you. One of my favorite stories here is an entrepreneur named Richard Davis. He created the first all-Kevlar bulletproof vest. When he was out trying to sell this, he had a hard time at the beginning. He wanted to go out and reach out to police stations, police officers, hey, they need bulletproof vests. He called them up and they said, hey, you're crazy. You don't have a bulletproof vest that you You know how much force comes out of a gun? A vest can't stop that bullet. And he didn't get anywhere. So he switched things around. And he called the police station, set up a time. He went in to see them, put on his vest, pulled out a gun, and shot himself in the chest. Now luckily it worked or that would be the end of the story. But it was a powerful demo. The man literally stood behind his product. And it showed them how it could actually work because people are bombarded with sales messages all the time. You are hit constantly with people trying to pitch you something. But nobody does a really good job, or very few companies do a great job of clearly showing it off, having a powerful demo. You want to try to move people from just explaining what it is that you do to showing them what it is that you do and having them feel it. Put it in their hand. Make them have a little bit of a taste of the great feeling they are going to get by working with your business. If you can do that, then sales will come in. Once Richard Davis started going out and demoing his product, they started ordering because they believed it. They saw how it could work. They may have thought, "Hey, this guy is a little bit crazy, but he obviously believes in his product and he can show off that it works." Find ways with your business to have a powerful demo to make people feel what your business is all about. I want to get to the calls. I have Clarice on the phone. Clarice, did I pronounce your name properly?

Yes, Clarice.

Clarice, all right. Where are you from and how can I help?

I'm from Pittsburgh, Pennsylvania.

All right, welcome.

Thank you.

Um, so I've invented a few things, but today I want to talk to you about, um, my fragrance, my perfume that I came up with.

Okay.

Now, um, my question is, do you feel that the market is already too saturated with so many fragrances, like that there's really not a chance for another good fragrance? To be out?

The market is never saturated for a great product. Okay. There's always room at the top. If you look at any business, there's full of competition. Any business.

Right.

There's tons of competition. But almost nobody is doing it really, really well and there's a niche that you can work out. What is special about your fragrance?

Well, what's special about my fragrance is it's not so overpowering. It smells really, really sweet, soft, and fresh. It covers up cigarette smoke. It smells like fresh flowers. It's different because it's a unique smell that anybody that I've ever, you know, sold it to or let try or smell it, they fall in love with it instantly. It's just a unique, soft, soft and powerful smell. You don't have to use a lot of it. You can use a small amount of it. It'll last the whole day almost.

These are all great points. Now, is the fear of it being too saturated a market holding you back from doing something with it?

Yes.

And what I've been thinking, I've been watching like a bunch of different perfume commercials and I've been trying to put, I'm trying to piece together a good commercial for it. And I'm just looking for great tips and pointers, but that being a factor of everything, it does kind of hold me back. Like, I'm afraid to fail, I guess.

Yeah, but that's a, that's a real fear, right? It's not, it's not just some joke, you know. Fear of failure is a huge thing that holds people back. Is your plan to make this commercial and then put it on TV? Is that what you're trying to do with it?

Well, I'm going to start it out, um, with the, uh, social media. And I want to ask you about that too. I want to start it out like with the YouTube and, um, you know, the different Facebooks and LinkedIn, all of the, you know, the, the social media outlets who, uh, let you upload videos.

Okay, here's a— I want you to write this company down. Jones Soda. Have you heard of Jones?

No, I don't believe that I have.

Okay, I want you to look them up. Jones Soda. This is so relevant for you because you're going up against huge companies, right? You're going up against some of the biggest companies in the world. You cannot compete by putting out one commercial. You can't play their game. Jones Soda, they make all sorts of different, um, pop flavors, Coke flavors, that kind of stuff. Beer, all sorts of different pop flavors. They go up against some of the biggest companies in the world too. Coke, Pepsi, etc. They do it in a different way. This is going to be your challenge. How can you stand out and be different and not go up against a huge competition on their terms? Just taking out a commercial is not going to be a huge success factor. For you because everybody else is doing it and they're doing it better than you.

Right.

Okay.

Right? Like Chanel has great commercials.

Yes.

Exactly.

You can't hope to have the same team and produce a Chanel quality commercial. So don't try to be a C-grade product of them. Be an A of yourself and do something unique and different that will help spread the buzz for you. Okay.

That is so wild that you said that because those commercials are like The ones I hone in on, like I try to research them, watch them over and over again. And, um, yeah. So you don't think that the social media advertising is like one of the better ways to go with this?

You can definitely— I definitely want you to use social media. I definitely want you to leverage that because it's so powerful and so cheap, cost-effective. But I don't want you to go the route of just trying to be a Chanel Jr.

Okay. Yeah.

You've got to find a different way to stand out and be unique. I've got to run. We're kind of at the end of the program. Call back in if you have questions. I'm on every 2 weeks. I'd love to hear about your progress.

Okay. Thank you so much for having me.

No problem. Good luck. For everybody listening, model success. Find companies who've done what you're trying to do and copy what's worked for them. Make it work for your business. She is going up against huge competitors. Find somebody who has done the same thing. Find that rebel brand who stood out. For her, Jones Soda would be a great company to model. Thank you everybody. I had so much fun. The hour always goes by so quickly. Thank you so much to my producers, Fernanda and Steve. I am on every 2 weeks. I look forward to hearing from you in 2 weeks' time. In the meantime, you can check out my website, evancarmichael.com. Have fun everybody. Believe, and I'll see you soon.