How to Transform Your Business Approach | Evan Carmichael

Hello and welcome to the Evan Carmichael Show. I believe in entrepreneurs and I'm frustrated on your behalf because I see entrepreneurs come to me all the time and you feel like you're giving everything you've got, you're working crazy hours, you're trying to do something important, right? You're not just trying to scam people out of their money, you are trying to do something important. You have a a good product, a good service, you have skills, and it's just not happening. You're not making the money you think you should be making. You're not getting the results you think you should be getting. And you're thinking, you're wondering, when is it my turn? When is it going to happen for me? And you might be thinking about giving up. You might be thinking, you know what, I'm barely making anything here. My time is worth more than this. I'm losing I don't have self-respect for myself. I'm going to give up on this and go back and get a job. And I'm here to tell you that it's possible. That I believe in you. That you can make this happen. Because I want you to be able to look back on your life 20, 30 years from now and be proud of what you made. I want you to be able to tell yourself, I made this. I had this impact. I did something important. That's what this show is all about. You're going to make a lot of money in the process, but I want you to be proud of what you're creating. I just came back from Malaysia. I was doing a presentation, a few keynotes over there, and today's show is about sharing the lessons I learned there and how you can apply it to your business. So on the agenda, how to reach out How to go with the flow, how to make an impact, and how to get people involved. Now reach out. You have to understand here, okay, this is really important. You have to understand that to build a successful business, you cannot do everything by yourself. You cannot do this alone. You have to reach out and get other people involved. No successful entrepreneur has built this thing up only by themselves. I know it's scary to reach out and ask for help, but I want to give you a practical example of how I did it and how you can do it too. So I went to Malaysia. What I was trying to do was, on top of giving some great presentations, I wanted to dance. I wanted to dance salsa. I love salsa. You hear it at the beginning of the show every 2 weeks. Every time I travel, I try to find a place where I can go salsa dancing. I get to the event and the first thing up is a networking event cocktail. You know those things kill me. I hate networking events, handing out business cards, the chitchat. It just kills me. And so I go there with the goal to try to find a place to dance salsa tonight. And then on my next day, the presentation, I stand up in front of 600 people and my last slide is a picture of me salsa dancing doing a flip with my partner and saying, "I want to go dancing tonight guys." If anybody here knows of a place to go dancing, let me know. I'm coming with you. I want to have some fun. Take me out. Let's do this. And at the lunch break, one of the guys in the room comes up to me and says, Evan, I'm a salsa DJ here and there's a place to go to tonight. I'm going to pick you up. I'll take you. And for the next 3 nights, we went out together. He picked me up from the hotel, brought me to the place each time. And introduced me to a lot of great people. And I started telling everybody there what was happening in the city. And the local Malaysians were like, how do you know so much about the scene here in Malaysia? You just got here. This is what happens when you reach out, right? I was there for like 5 days and I had more connections, more friends in the salsa world than a lot of the locals. This is what you need to do with your business, okay? You have a goal, you want to accomplish something, you have to tell people about it. When somebody asks you, how you doing? Don't just say, "Yeah, I'm okay. Yeah, I'm good. You know, usual." Say, "I'm struggling. I need to find an investor for my business. I need to get a new website up. Do you know anybody?" Right? You don't have to put people on the spot. Just let people know what you're looking for. You have to reach out and people want to help you. The people in your network want to help you, but you have to reach out and let them know how they can do it. Not in a forceful way, but just letting them know, like, "Here's what I need right now." People will look and will search and will put their effort in to try to help you get to where you want to go, but you've got to let them know what the path is. I want to get to the calls. I have Eddie on the line. Eddie, where are you from and how can I help?

I am from Springfield, Missouri, and I am trying to build a modeling agency.

Modeling agency, all right. How can I help? What's going on?

Well, not only will this be a modeling agency, this will also teach people how to dress with the latest trends, basically have confidence in themselves, and this would be provided for everybody. I just wanted to know, how would I be able to get something like that started up? I have people that are interested, but I just want to know, like, how would I get that going and be successful doing that?

Have you started it yet?

I'm starting it now. I'm having people interested in it and stuff like that, but my issue right now is, is like, I want, I want to know what I need to charge for that. Make myself money. Um, just, just stuff like that, like just simple stuff like that. Um, um, just how would I go with, with charging the people and how much to charge and what to do doing, doing stuff like that situation.

Okay, this, this is a great example for a service-based business getting started. If you are not quite sure, right, about your pricing model and you're not fully 100% on the services you're going to offer, the first thing you need to do is work with your clients to create an amazing experience. Right? So it sounds like you're not just a typical modeling agency, right? You're branching out and offering more things to build people up, right?

Yes. Mm-hmm. Correct.

Which ones of those paths that you're going down works best? You've got to figure out what your model is that really, really, really works.

Yes.

That people who come through your program say, "Wow, this is amazing," and they're telling all their friends, "You have to go work with Eddie." So before you even figure out the pricing on it, you have to figure out what is going to make people say, "Wow," because there's tons of modeling agencies out there. Now you have a twist. That's great. That's important. But what is it that's going to make people want to spread your name? You have to actually go and execute. And it's gonna change, right, as you start working with your clients and as you get feedback and as you see how things are getting better, how people respond to it. It'll change your model, but you've got to build something up. This is a service-based business. You have to build it up where they're getting great service to the point where they can't wait to go and tell people about you.

Okay, okay.

Typically the way something like that would work, you start off at a low cost, you start off even free, just to build up experience. Just to get it started. Like you have to figure out how many people can you have in your agency at once. Maybe it's 40, maybe it's 50, maybe it's 10, depending on the level of service. And as you build up and you start filling up your time, you start charging and you start increasing your prices and start increasing your prices because your time is always going to be limited. Okay. Okay.

Right?

Yeah, it will definitely be limited because once I put that up there, because I'm a model myself, And I just feel like I want to give back to people because I just, I never had in the area that I live in, we don't have modeling agencies that for people that want to know how to dress and want to just be a model and stuff like that. We would have to go travel to like a big city like Chicago or something like that. And some people can't afford that. I want to make that available here where they don't have to do that. So I'm trying to give back to the community. So I never thought to do it that way, but I guess I'll do it that way, start off free and then build it up a little bit.

And see which of those services you like the most and you're adding the most value to. So if it's— maybe it's the agency where you're landing deals to these people, or maybe you really like working on them and teaching them the techniques, you know, how to pose for pictures or how to dress, and that's where you want to focus on. As you get into it, as you start mentoring people, you'll start figuring out where is it that you add the most value and you really love it. You can look at that model and say, "I really helped that person." Yeah. And if you do that, they're going to be spreading the word for you. They say, "Wow, this Eddie guy really helped me. You should go talk to him." And as you get more and more interest, you can start increasing your prices and charging more and charging more. But the first step is creating something that people are going to go, "Wow," over. Okay.

Does that make sense?

Yes, sir.

Yes, it does.

Good luck, Eddie. I'm on every 2 weeks. I want you to call me back with an update.

Will do.

Okay, cheers. For everybody who's listening in, if you're starting a service-based business, the best way to do it is through word of mouth. The best service-based businesses are built on word of mouth, and that's from you providing great service at whatever it is that you're doing. You have to be really, really, really, really good at it. So find the wow factor for you. Find out how you add tons of value to somebody and start building off of that. I believe in entrepreneurs, and if you want to have success with your company, you're going to have to go with the flow. Things are going to change. The plan that you are launching with right now is not going to be the plan that is going to make you become a huge success. Things will change and you have to adapt with it. Here's a quick example. Okay, I was in Malaysia I was doing my keynote. And usually when I go on stage, the MC announces me. I have them play my music. It's a salsa song. I love my salsa music. It's "Oh Yeah, Prendiz." You guys heard it at the beginning of the show. I get up and then I start talking and they cut out the music. That's the usual process when I do a keynote. These guys, so we walk through it. Here's how we do it guys, step by step, easy. Follow the numbers. We're good to go. But they messed up. Okay, I'm on stage, the MC calls me up, and I'm sitting there and waiting for music to come on. I'm still waiting, it doesn't come on. You know, at some point I gotta get up because I can't just sit there in my chair. So I get up and go to the stage, still no music, and I just said, okay, maybe something happened. I just start talking, say, hey, I'm so happy to be here, I flew 23 hours to be with you guys today. And then they start playing my music. Like, really guys? So what did I do? I could have got all frustrated. I could have gotten out of my flow. I could have let that break my presentation and ruin the entire keynote that I had planned. But instead I just got up. I heard the music. I started dancing. I stopped talking. I just started dancing. So I was by myself on stage and everybody in the audience started clapping. I came back later on in that afternoon for my second keynote and the same thing happened. The exact same thing. Like, are you guys kidding me? Did we not just go through this earlier on today? The same thing happened. But this time when they put the music on, the audience was already expecting something. They already started clapping. And it became this big fun thing that we did. And it made the keynotes even better. So you have to adapt to change, right? Life is going to throw you curveballs. Your business is going to have to change from what you think it's going to be today. And you can create unexpected and amazing things if you can follow the flow instead of trying to force your solution onto people. It's important to understand. I want to get to the calls. I have Maria on the line. Maria, where are you from and how can I help?

Good morning, Evan. My name is Maria. I'm from Baltimore, Maryland.

Baltimore, all right, home of the Orioles.

Yes, absolutely, we're getting ready for spring training already.

What's going on, how can I help?

Right now I'm in the process of branding myself. I started out almost 2 years ago just networking on Twitter, LinkedIn, just talking to people because my belief is that you do everything, you know, with passion, and I personalize everything. So my, my question to you is, um, I have a website that's going live in the fall. I'm an author of a book that I'm finishing up now. I'm an inspirational writer. I do marketing promotions. What is the best way to start branding that and putting everything together so that people will get it, get a concept, because right now I have so many different things coming at me. I have video promotions coming at me. I have authors, because I do a little bit of everything. So I'm trying to figure out the most effective platform and the best way to brand myself. My success comes from watching other people succeed as well. So in the process of doing that, I want to be able to do that. Does that make sense?

Yeah. So here's what you have to do, okay? You have to find— you have to make it easy for people to talk about you because right now you're so all over the place that people wouldn't know how to introduce you. People wouldn't know how to share your stuff properly on their social networks, right? You have to make it easy. And so my belief for branding, you raised a huge issue for me. You have to pick one word. So think about one word that defines who you are. Who is Maria in one word? You have a one-word biography. Someone's going to talk about you on stage. What's the one word? And there's something across your entire life. If you look at your friends, your best friends, you look at the projects you've started, you look at the movies you like to watch, the people you like to listen to, the songs that you like, there's a common theme across all of that.

Yes.

One word theme. Would you know what that is? You know what that one word is for you?

I actually do already. Um, it's inspirational. I do a lot of positive, inspirational, and I feel the positive energy. So everything that I do is based on inspiration. Like, I'm the biggest cheerleader for whoever is doing whatever they're doing. Um, I'm the, you know, and I'm always working behind the scenes to push other people to achieve their goals.

You need to be known as the inspiration lady.

Okay.

I can share that. I was on the radio show today with the inspiration lady.

Wow.

You've given me something easy to talk about. Oh really? What's her website? What is your website? Let's give you a plug. Oh, you haven't launched it yet. It's coming up in the fall. Right. It's coming soon.

Right, but at the same time it's a conglomerate of me being an author, a choreographer, you know, so it's a lot of different things. But I see what you're saying, but the main focus is the inspiration that I put out there, the energy that other people will, they just find me.

They just find me. Right, so instead of me trying to figure out, are you a choreographer, are you a writer? You're hurting my brain.

Okay.

You make it easy by saying, "You're the inspiration lady." Everything that you do touches inspiration. It has to because that's who you are. You can't help it.

I love that.

I love that, Evan.

Thank you.

It does two things for you. One, it makes it easy for people to spread the message. It adds clarity. People should be hashtagging inspiration or inspiration lady. On Twitter, on Facebook. So it makes it easy for people to spread the message. It also makes it easy for you to make decisions. So if you're thinking about what project you're going to work on, if you're going to think about what partners you're going to bring on, who you're going to collaborate with, if they're not about inspiration, it's over. Like it's not going to work out.

Okay, okay. Yeah, and that was the other thing because I've done a lot of research on you and I noticed that everything that you hashtag is believe, which is one of my things. Like, I, you know, the 11:11 belief, like, I'm— that's all about me. So as soon as I had, um, researched you, I was like, wow, this is like— this— how, how is it aligned today? And it was just— it was meant to be, you know. Like, that's how I see things. Things are— they don't happen by coincidence. Everything happens for a reason. And so here I was sitting with dilemmas and you know, you come up with this, so that would be the one thing I'm looking for is to hashtag myself, to brand myself as.

Yep, and you got it. Inspiration or Inspiration Lady. Wonderful, wonderful. Alright, thank you so much Maria, good luck.

Thank you Evan.

No problem. And for everybody listening in, you're trying to brand yourself, it's so important. You have to make it easy for people to talk about you. Right? If you're involved in a ton of projects, you are making people's head hurt to understand what you do. And when their heads hurt, they're not going to share your message. Give them an easy to understand message and they'll gladly spread it for you. Okay? Welcome back to the Evan Carmichael Show. I believe in entrepreneurs and I believe that you have a duty and obligation to have an impact. Running a business is not just about making money. You have to go out and have an impact. And when you do that, you're going to make more money. I want to tell you a story about something that happened to me in Malaysia that touched me, that moved me, that made me cry, and helped create one of the most powerful workshops that I've ever put on. I was late getting to breakfast one morning because I was out late salsa dancing. The night before. I was sitting there by myself and a woman came up to me and said, "Hey Evan, do you want to come sit with me and my husband?" I thought, "Wow, great, thank you so much." I found out as we were talking that she was going to be on just before me in the workshop that day. She had been a new addition to the agenda and she was going to talk about cyberbullying. For the past 7 years what had happened to her was she said no to a business stealing to a woman 7 years ago. And for the past 7 years, this woman has been cyberbullying her. So the person who, who's now my friend, her name is Donna, and this woman has been taking pictures of Donna's face and putting it on naked people's bodies and posting them on Twitter. When Donna's grandmother had a heart attack and was in the hospital and Donna and her family were on the floor of the hospital hospital, kind of, you know, waiting for her to wake up, hoping she would wake up. This woman's out posting on Twitter that her grandmother's a prostitute. Just, you know, sick stuff for 7 years. It's to the point now where her friends don't want to take pictures with her. They're afraid to take pictures with her because they feel like they might get bullied as well. And the story moved me so much. Changed my perspective going into the workshop. She got up and did her thing, and it was her first time speaking, and she was nervous, and she was reading off of her script. And it was okay. It wasn't great. It was her first time. And it bothered me because she had such a great story, and it wasn't coming across. She's standing up talking about the 5 points on how to avoid cyberbullying and what to what she could do, but she didn't move people with her story. And I felt like I had to act, I had to do something. And so I changed around the beginning of my presentation and at the start I said, "Donna, would you mind coming to the front?" And I brought her back up to the front and I had her bring her husband too. And I said, "Donna, do you mind if I share in front of this large group of people, do you mind if I share What you told me this morning over breakfast about your story. And she said yes. She was shy, but she said yes. And so I got up and I basically told the story. I told the story about the pictures and the grandmother calling out being a prostitute. All of this stuff and that her friends won't take pictures with her. And then I had everybody Who was there? I asked them, who has a phone? Whoever has a phone, stand up. If you have a phone and you have Twitter, stand up. And we had two rows of people all the way to the back of the room. And I said, come to the middle aisle. Everybody with a phone and Twitter, come to the middle aisle. I want you to form a line. And I told them, Donna here, her best friends are too afraid to take pictures with her So what we're gonna do is stand with her, and I want you guys to come up one by one and take a picture with her. And I want you to hashtag peace, flash a peace sign with your fingers in the picture, and if you do and you tag me in the post, I'll send you a copy of one of my Zugers, which is my guides for entrepreneurs, my worksheets that help them build their businesses. And it wasn't a promotional thing for me. It was helping this woman. And we had, there were 150 people in the room and we had 125 people stand up and do it. And I went on with my presentation while everybody was standing in line trying to take a picture with Donna. And to see the look on Donna's face, people were coming up to her, taking pictures with her, supporting her. She was changed. And that's what you need to do with your business too. You need to find people who you can help, have an impact, make a real impact. Donna now believes in herself. Finally, people are willing to stand with her. She's created this movement now, and all I did was help shine a light. You have to shine a light on people who are doing important things Even if it has nothing to do with your business, and it will come back to help you. I promise. You have to do something that has an impact. I have Joe on the line. Joe, where are you from and how can I help?

Hi there, Joe, or Evan. I'm from down south, Alabama.

Alabama, all right. Welcome to the program. Thank you.

I just got introduced to a network marketing venture that seems like a pretty good deal, and I have time for it. I'd like to get going on it, but I was wondering if you had any advice on how to sort of market this to the people in my contact list that I want to share this idea with without coming across as someone who just wants to make a quick buck. You know, it's a good product, it's got a lot of potential, but I'm just still searching for the right words on how to You know, get my friends involved in this too, make them some money too.

And, and you know, a problem with network marketing is a lot of people crash and burn in it. Yeah, the biggest challenge here is you have to love and actually use the products and services this company is offering. Do you use the product?

Yeah, I do. It's a, um like a new kind of energy drink thing, and it's, uh, portable, it's powerful, uh, it's like a little powder that you mix, mix with water, and it's a lot more healthy than some of the other alternatives out there. Um, so you have to love a good idea.

Like, you have to, you have to feel proud to introduce this to your mother and say, Mom, this is right. You have to love your product that much. This is regardless of if it's network marketing or anything else. You have to feel proud of what you're selling and feel like it's really going to help people. If you are excited about this product and you're using it and it's helping you, then you can't help but tell your friends and they're going to feel your energy and your excitement around it and want to get involved somehow.

Yeah, that makes sense. Well, I'm excited about it.

You really, really love this thing.

It's great. No, it's good. I am excited about it. It's just, uh, I'm afraid of— well, I'm not. I mean, just like introducing other people into it, you know, because I've had people who have tried to get me into their business before and it doesn't really seem— I mean, it seems like they're just trying to take advantage of me and I don't I don't want to take advantage of my friends. I want to help them and give them this great opportunity, maybe make some money of their own.

Yeah, it has to be obvious and it comes from a feeling. It's not the words that you say, it's how you say it. It has to be obvious that you're doing this because you really love this and not because you're trying to make some extra money.

Sure.

The money will come. If you look at every famous entrepreneur, success stories, pick any entrepreneur that you look up to and love, they started their business because they had a deep passion for it. As a result, they made a lot of money. People really feel your passion for this. When you're talking to them, you don't have to go up and call up on your friends and say, "Hey guys, I started this business. You should join my network. We're all going to get rich together." They should see how excited you are. If you're out You're drinking your drink, right? Like, what is that? What is that, Joe? Like, oh, this is a great drink I'm trying, right? Have them try it. Let them see how excited you are about it. Let them feel it. Let them experience the product. And naturally they're gonna start asking questions and you can talk about the opportunity, but it's not shoving it down their face.

Sure. You just gotta be considerate, really.

You have to be, like, you gotta be using that. How many of these people you can drink in a day. This should come across as super obvious and as people look at you, they should want your lifestyle. They should be like, wow, look, Joe, something happened to Joe. He's all confident. He's happy now. What changed?

He just stepped on an energy drink.

Yeah, the energy drink. But honestly, if that's not You gotta make money and you have extra time and network marketing can work, you have to pick the right product. It has to be something you can stand firmly behind and be proud to share with your mom. Okay.

I appreciate the advice there, Evan.

Thanks so much for having me on your show.

No problem, Joe. Good luck. I get, guys, for those of you looking at business opportunities, I get it. I get the desire to try to go out and make extra money in the network marketing space. This stuff is always so tempting, right? You see how these guys made tons of money, you figure you could do the same thing. Most people crash and burn in that industry and in every business. If you go into a business just trying to make money, it's not going to work. It has to be something that you love doing and you'd be proud to share with your mom. Okay, that's the test. Would you share this with your mom? We're already in our last segment. I can't believe it. This one is about getting people involved. Okay, if you want to convince people to do something, if you want to lead them down a path where they're taking action, you need to get them involved. So this is if you're talking to investors, customers, prospects, the media, whoever it is, you need to get them to take action. And the best way to get it started is to get them involved somehow. So here's an example. I was in Malaysia, I was going through the exercise like I helped Maria earlier on, the inspiration lady, finding their one word. Instead of just me preaching to them and talking to them saying, here's why it's important to find your one word, even here's how to do it, we went through it all together. And I had them tweet it. We had this big screen up on stage with a hashtag #MalaysiaOneWord. And we had them actually tweet what their word was. So they are getting involved in the process. And it was so popular that we actually had that hashtag trending in Malaysia. While the workshop was going on, which was amazing. Great pickup. And it's something that people now, when they go home, they're going to feel more connected to it. They're going to be more likely to take action because I helped them along in the process. So if you are talking to a prospect, you're talking to the media, you're talking to a customer, you want them to do something, get them involved somehow. Make them do something small. Small action. Get them saying yes in a small way. It's so much easier for them to go from that small step to then making that order with you or doing whatever action you want them to do. Instead of just preaching to them, instead of just talking to them, instead of just giving them your marketing material, have them actually do something. I have time for one last caller. I have Josh on the line. Josh, where are you from and how can I help?

Hi Evan, thanks for having me. I'm from New York City and I have a question about a web-based business that I've been working on and looking to start up soon.

Cool, what's going on? How can I help?

So I have an online punk rock magazine that I've been working on and I have a lot of different people I've been talking to and I want to make my site the site that punk rock fans go to. When they want videos, news, album reviews, and I can't seem to figure out exactly how to do that. Like I have a lot of different people I've spoken to and just the right connections, but I want to make it so that like if somebody wants to go to learn more about punk rock or just someone who's a big fan and wants to know exactly what's going on in that world at the time, they go to my site.

Cool. Do you have the domain name yet?

Not yet, not yet.

Okay, still working on it. So what— so punk rock, great. I don't pretend to know anything about punk rock, but that's okay. What is missing right now with punk rock websites?

They don't— you can't always get the bands that you want. They have like bands maybe that of like things that you don't listen to, but it could be Something that's coming up in like a later release.

So it's not punk rock? They're having bands that are not punk rock on there? Exactly. Okay, so is there like a specific kind of punk rock that you're going after?

Yeah, the scenes that now pertain to bands that have come up that are more about the scene from the '80s that came out of California.

Okay, that's what you want to focus on? Yes. Okay. So it's getting really clear on that, right? So you are definitely not for everybody, right? Sure. Even within the punk rock community, you're not for everybody. You are for a specific group of people. And you need people, you want people to feel like they have a home.

Right?

Like this is their home. Like finally, Thank you, Josh. Somebody created this site because there was nothing out there before like it. Right.

Right?

That's what you need. You need to create that feeling with people when they visit your site. So if your stuff is from the '80s, right? '80s California. What kind of stuff are you posting? What's the news? What those guys are doing now?

Well, there's bands that are coming up in today's world that take inspiration from those artists, and those artists are still, are older now, but they're still just still making music. So I wanted to, there's a whole world there that—

You also want to do the new bands coming up?

The new bands and then the ones that are still making music that were around from the '80s, the guys that are much older.

Cool. I mean, there are a lot of different ways you can spin it in terms of your content. You could go out and try to interview some of the older guys who may not be as popular in demand anymore, or try to feature some of the younger guys who are up and coming and get some exclusive content. There is a lot of fun stuff you can do with the content. But the overall importance here is you need somebody who is like you, who believes in the same thing, who gets excited by old-school punk rock and the new trends that are happening with it to look at the stuff on your website and be amazed, and want to come back, and tell their friends. So it's not so much about the search engine optimization and advertising to get this thing out. You need a core group of people who loves what this is all about to help you spread the message. It could even be the bands. It could be your own group of people who you know in your city. But it's got to be something that makes people want to share it. Okay.

Yeah, I definitely know some people I can talk to that could help me to put myself in the right direction as to what you're talking about.

Is there a content idea that if you saw it you'd say, "Wow, I got to read this." I gotta watch this video.

If it was someone that was related to something that an artist that I was connected with in the past or a particular person sent it to me.

Right. So that should be your test, right? Only put up content that makes you say, wow, I'm really feeling that article or that video. Because just throwing up old videos from the '80s This is not going to— like it's out there, it's on YouTube. Why am I going to come to your site? There has to be something that makes me feel like this is my second home. For people who love the old school punk rock, they should come to your site and feel like they're at home. If you can do that, get that feeling, then they will help you share it and spread the message. Okay. All right? All right.

Thank you so much.

Good luck, Josh. I'm on every 2 weeks if you want to call back in with an update or more questions.

Yeah, definitely. Thank you so much, Evan.

Cool. Keep me posted. For everybody listening, you're trying to launch a site, you're trying to launch a new business, you have to get people to feel something. Make them feel something. If they feel something, then they'll help you spread the message and get customers coming to you. That's it for today. I want to thank Lauren and Fernanda. You guys are great as usual, my producers. I'm on every 2 weeks. I look forward to Seeing you guys soon. Keep believing in your business. Have a great week, guys.