Naked and Afraid!

Foreign. Hello. Okay, we are live. Welcome. I'm Katie McManus, business strategist and leadership coach. Mark Shutter. Chris Hennessy. Thank God. Lol. Oh, I think you're responding to a comment I can't see. Hi, Luna. Anyway, welcome. Good evening. We have Wednesday evening, 6pm and we're talking. This is my version of Naked and Afraid, which, as you can see, I'm not actually naked and I'm not really afraid. But I want to talk about how that relates to our businesses. I am going live to multiple platforms. I'm going live to The Facebook, to LinkedIn, to YouTube, to Twitter even, which I'm not that active there. And to Instagram. So if you see my eyes kind of going up and down a little bit, I'm doing this really technologically advanced tactic where I balance my cell phone up on my laptop top so that I can go live on Instagram because for some reason it has not. They've not synced up with streamyard yet, but I hope they're working on it. Anyway, welcome. I don't know if you guys have seen the show Naked and Afraid. There's this bar around the corner from me. It's this dive bar. But, like, on Sunday nights, I've gone in for a couple beers in the last month or so, and they usually have past episodes of Naked and Afraid. And I don't know if you've seen this show, but it's basically, they throw two people out into different wilderness areas without any clothes on and without any supplies. And these people have to survive in the wilderness with all the dangers that there are. And so they have to figure out how to feed themselves and how to clothe themselves if it's necessary, how to get, like, drinkable water. They have to figure out how to house themselves and keep themselves warm. It is a whole thing. And the fears that come up in that kind of scenario are very similar to the fears that come up in your business. Okay, so let's just go through them. Okay, let's start with the obvious one, is you feel vulnerable and excited, exposed. Okay? When you're starting a business, you are daring to go out there and announce, hey, everyone, this is what I'm about. This is what I'm really good at. This is what I'm so passionate about. Look at it. Look at me and hire me for this, hopefully. And hi, Chris. Welcome. Chris, what did you say that Mark was saying? Thank God to. I can't. I'm not seeing it anyway. So it's so vulnerable to put yourself out there. And claim the thing that you really, really want to do, but if you don't do it, you're gonna live the rest of your life without it. Okay? And I'm making the business. I'm making the case for you starting a business, not for you going naked in the woods. Just to be clear, okay? If that is what you want to do, be my guest. That sounds like a you thing. I'm talking about the business here. Okay? So, yeah, you feel vulnerable and exposed and just, you know, if you're in this position right now and you're thinking about starting a business and you're worried about getting rejected on that level for something that you love doing, know that that is one of the hardest things that new business owners have to overcome, especially when they're developing a business where they're offering a service. Service. And it's a service that you're really excited about, okay? It's not like you're pressure washing people's back porches, right? You're. You're offering your creative genius in some way, and that is absolutely vulnerable adventure. And it's normal to be afraid. Actually, if you weren't afraid, I would posit that you're probably a psychopath. So if you're afraid, congratulations, you're not a psychopath. Now, the next fear. Oh, Chris. I'm here for getting naked. Naked. Figuratively, of course. Okay, got it. Yeah. Mark, It's a total shift. I'm gonna put this up. It's a total shift. Mentally, emotionally, and even spiritually. Yes. Yeah. There. If anyone's read the book Think and Grow Rich, you know, they. Napoleon Hill posits that, that there are three elements to faith. There's faith, love, and sex. And all of them have to be engaged to be able to. To attract the wealth that you want. It's the same thing when you're starting a business and you want to attract that success, you have to throw your whole being into it. So. Yes. Thank you. Very well said. Mark, the next fear is actually a really realistic one. It's. It's not one that makes you a crazy person for thinking. It is that you're just not sure. You're not sure. You've never done this before. Okay. You're not sure what you should be doing. And there's the fears that go along with this is I don't want to waste time and I don't want to waste money, and I don't want to waste energy, and I'm just not sure what I should be doing. What if I do the wrong thing, and it backfires on me. Now, in naked and afraid land, you know, you do the wrong thing, you're not eating, you don't have shelter, you might get eaten by an animal. Hopefully they don't get eaten by animals because, let's be real, there's a camera crew and there's like a safety guard around, but you can get bit by bugs. You can, you know, get a lot. Have a lot of things happen. I don't know. Not my thing. In a business. Yes. There are absolutely things you can do that will it all up. Okay. Absolutely. And also. And hi, Leslie, welcome. Just gonna say hi to you. And also, let's. Let's just acknowledge this universal truth, is that mistakes are made by humans. Okay? And if you're wanting to start a business and you're watching this live, congratulations, you're a human. I firmly believe that the only mistake a human cannot come back from, like, cannot make right, is by murdering someone. Okay? That's. That's the only thing that you can't find forgiveness for. And maybe you can be forgiven for it. Maybe. Maybe you can make it right, but that's like the one thing that you can't. You've gone too far at that point. Okay? If. If in your business you make mistakes and you screw it up, so long as you're not killing anyone, literally, I think you're fine. Okay? Now, absolutely. There are so many bad choices we all make when we start a business. We invest in the wrong things, we start down one niche, and then we change our minds. And there's nothing wrong with that. It doesn't paint you as a bad person or a bad business person to make those wrong decisions. It's a learning curve that we all have to go through for ourselves. Okay? So not being sure, the fears that go around, not being sure is totally normal. Being uncomfortable, being outside your comfort zone, this is another one, okay? You know, we're. We're taught from a very early age that you go through school, you go to college, and then you get a job, and you work in that job for 30, 40 years, and then you retire and you get a gold watch. And I don't know where the. This story is still being told, but this is still what we expect of ourselves. And it's painted as this American dream, and it's painted as the most secure way to live. And yet, let's look at the past 20, 30 years. How many times have we had a financial crisis in our country? Okay? So whenever that happens, we hear of mass layoffs so those jobs that we see as soon as insecure as being within our comfort zone, as taking care of us, we really don't have any control there. The place where you actually have the most control is when you have figured out how to generate income for yourself and not depend on a third party that you have no control over for that income. Okay. It's one of the most freeing things in the world, but it does require you to go outside of your comfort zone in order to get it. I'm just realizing I put my drink, my. My soda water somewhere. Oh, it's right here. Just kidding. I'm just getting a little turned around. The next fear I want to talk about is the what will they think? Okay, this is a big one. It goes along with that first one where we're talking about being vulnerable and exposed. It's. Okay, cool. You're gonna go online and announce not only to a bunch of strangers, but to your friends and family. Friends and family who have been along for the ride and kind of seen how you do life, and they have some opinions about it. Okay? We have. We have. For and for better or worse, you know, our friends and family care so much about us. They want security for us. They want us to have a safe life where we have food, shelter, water, and we're taken care of. When they see us going outside of their comfort zone, of our comfort zone, they can get super activated and they can start kind of shitting on whatever it is that you're doing. And we do it preemptively in our minds because we all kind of know our loved ones, and we can kind of guess what they would say. And then we get even meaner to ourselves over it. Because, let's be real, the way you speak to yourself is way meaner than the way you speak to other people. Okay? Now, it's not just our friends and family that were worried about seeing us and being like, well, what the fuck are they doing? They're crazy. It's also the people who are mean to us from high school. We're connected to them too. It's also people that we really want to impress from former careers, from former jobs, also ex boyfriends, ex girlfriends. It's people who we have a crush on. We want them to see us as, you know, as a certain kind of person. And what if they have a judgment about what we're doing? Like, that feels really bad. And we do this to ourselves. And. And here's what I want you to remember, is you have no control over what other People are going to think of you. The only thing you have control over is what kind of life you want to lead and what you're going to look back at on your deathbed. I would far prefer you to have a life of no regrets, where you're like, yep, I left nothing on the table. I did everything I wanted. I put myself out there. I, you know, got to amazing, amazing points in my life that I never would have expected otherwise. Leslie. Absolute truth. Oh, yeah, and the co workers, yes, absolutely. Co workers, you know, they have a lot of opinions. Let's be real. But I'd rather you get to that point on your deathbed where you're just so satisfied with how you did life and how proud you are of yourself. Everyone else, okay, if they have opinions, good for them. I hope they're living their greatest life, too. The next one ties into this is who the. Am I to even dare to say that I do this? And I'm pausing here because I know this is a big one for. For my world, okay? This whole. Who the am I to even say, even own that I do this? And part of this is. It was. It's imposter syndrome, essentially. But part of this stays with you forever. Good news, bad news. Sorry, it just. It stays with you forever. Who the hell am I to do this? Even when you have testimonials up the wazoo and people you know sing your praises and you've seen amazing results for your clients, okay, it stays with you. So, you know, congratulations, you're part of the club now. And also part of it kind of comes along with experience. Experience is you show yourself that you're the kind of person who can do this. You start working with clients before you're ready. Okay? You cannot wait until you're ready. I'm gonna get into this. But you have to show yourself that you're the kind of person who actually goes forth and does that. Mark Shutter. What's the point of arriving at heaven's gate safely with no scars? What kind of life is that? Heck, yes. I. I don't know why I said heck. I. I think when you mentioned heaven, I got nervous and didn't want to swear. But, yes, Mark, absolutely. There's no point at all. So. So part of it comes with experience. You have to start before you're ready. Okay? And. Hi. The gazelle. And I'm. I'm sorry, I always forgot your first name because I'm so excited about gazelles when I see your username. Anyway, you have to start before you're ready. If you wait until you're ready, it's never going to happen. Okay? I want you to think back, like when you were learning how to walk. You probably don't remember this, but you weren't ready to walk, okay? You didn't have a game plan for where you were going to go, okay? Your goal was just to try to stand up and, like, lean forward and have your legs kind of catch up with you, okay? Businesses are started in the same way. You just have to get yourself up and lean forward and your legs are going to catch up with you. And confidence comes from the doing, okay? We can learn so much from babies learning how to walk. They're adorable, for one. And B, it's just. It's so true in life, how we do one thing is how we do everything, including learning how to walk and starting a business. Now, the final fear that really us up is that we. We make it into a life or death situation, okay? And let's just look to the past. Look to, you know, human biology. We haven't, like, the world has changed dramatically, dramatically over the last 500 years, okay? From the printing press to being able to fly from one continent to the other in a day. Could you imagine how long that took someone 600 years ago? I mean, there's data. I just don't know. If someone wants to look it up on a separate tab and tell me in the chat, please, how long did it take to get from Italy to the east coast of the United states in the 15th century? Please tell me. Or 16th century? Whenever. Whenever Columbus sailed. I don't know. Anyway, so our we, our world has evolved these crazy leaps and bounds, right? Our brains have not. Our brains have not evolved as quickly. And so our brains are still scanning the world for, is there a tiger around the corner who wants to eat me? Okay? And our brains don't know how to discern from a hungry tiger who is stalking us in our apartments from an email that has a scary subject line that. That indicates we might be in trouble, okay? So when starting a business, our brains kick into survival mode. Because here, the. Here's the thing, like, it's our income, it's how we are going to be able to afford food and shelter and provide for our loved ones. And so starting a business can really activate that fear drive where any little mistake that happens, anything that goes wrong, equals you're gonna be homeless, you're going to have no food. And if you have any children or pets that you love who depend on you, you're all Going to be in the woods, in the wilderness, starving to death and hopefully clothed. We're not. We're not going to get naked and afraid for that. So let's. Let's talk about how to fix this. Let me have a six. I'm getting a little thirsty. Let's talk about how to overcome these fears and actually start this business. So I'm gonna get a little spiritual, a little holistic on you because it's. We don't do anything in a vacuum. We don't do anything. And. And be able to compartmentalize. I'm sorry, compartmentalization is not actually a thing. How we do one thing is how we do everything. And so really, to move forward, to do this and overcome the fears that you have about failing. Failing, because really, that's what we're afraid of. You really have to forgive yourself for all the times you've ever screwed up before in your life. Every single damn one of them. You have to forgive yourself for. You have to forgive the mistakes you've made. You have to forgive all the times you wasted money on something. You have to forgive all the times you started something and didn't see it through. Okay. You carrying around the guilt of all of that garbage is actually feeding all of these fear gremlins that are. That are wreaking havoc on your ability to start this business. Because here's the truth. Your past does not indicate your future. I'll say it again. Your past does not indicate your future. You could have fucked up atrociously 10 years ago. You could have been a failure in high school. You could have had the worst relationships anyone could ever imagine. And you can still be a success, and you can still get a good job and you can still meet the love of your life. Okay? Those things are all still on the table. Your past does not dictate your future, Chris Hennessey. Preach, my friend. Who knows this? You know this. Your past does not indicate your future. Oh, Chris Thomas is doing a little fact checking for us. In the late 1800s, the 3,000 mile journey from Italy to the United States took. Took up to three months. And the majority of immigrants traveling in steerage or third class. Hold on. It's getting long. Okay. Yeah. Okay, so three months. What we used to be able to do in three months, we can now do in what, six hours? I think. I think a flight to Italy is six or seven hours from. From New York. Incredible, Chris. Thank you for. For fact checking that. Yeah. Oh, and they took their first steps on Ellis Island. Okay, cool. Sorry. I'm trying to read fast so I'm not getting too distracted because I tend to go down rabbit holes and then forget what I was talking about. And then it's just like a random. Like, what was Katie gonna say? You know, hunt and. And guessing game. And I don't think we're here for that tonight anyway. Okay, so you're gonna heal and forgive everybody. Every way that you have fucked up in the past and every way that you've screwed up and everything that you haven't finished, you're going to leave that behind you. You're done with that. Because this thing, if you want to start a business, this is what matters now. And it's the only thing that matters. You don't have to carry around the guilt of other things to make this happen here. Okay, now the next one I want to talk about, because when you're starting a business, it's very common for everyone. I'm saying everyone, because I did this too, to have this really severe illness that I call can do itis. Can Do Itis is the death toll for many of businesses and many a dream. Can Do Itis is when you know what you should be doing. You know, like, this is the lane that I'm in. But you kind of get weird offers over here and over there and you get distracted and you think, oh, well, yeah, so say you're. You're starting a marketing business where you build websites and someone asks you, well, can you do email marketing for me? And you say, oh, yeah, sure, I can do that. And then someone else asks you, oh, cool. Can you do my SEO? Oh, yeah, sure, I can do that. And then someone else asks you, can you do my Instagram for me? Oh, yeah, sure, I can do that. And before you know it, you are so spread thin on so many fronts that you're not doing anything. Well, you are. You have unhappy clients here, there, and everywhere. And you feel like you are such a fraud because you thought you were good at this. You thought you were good at this, and you're screwing it up. And that does not feel good. And this is what you were so passionate about. And now it just feels like such a drag. So you need to get clear with yourself. And this is part of going into who's your niche? What do you serve? What's the problem that you solve? I talk about this a lot. I'm not going to go into it in this one. You have to work that out. You have to figure out, you know, what is the thing that I do and what are the billions of things that I do not do. And you have to be very clear about that. And you have to set boundaries around that. Okay? Can do. Itis will be the death of your business and your dreams. Okay? We're not letting you. This is your inoculation. Okay? So, I mean, take out your hand. Take out your hand, Randy. A circle. Circle, dot, dot. Now you have the cootie shot. And the cootie shot is also useful for Candidis. So congratulations, you're inoculated. Just handing out fake vaccines here. Okay? Anyway, so you have to get clear on what you do and what you do not do. And you're not doing canduitis. Deal. Okay? Because that is going to just feed into the fear of, you shouldn't be doing this. You're not qualified to do this. You're screwing it up. Because here's the thing I know about you is you have something that you are so good at that people need help with. And as long as you stay in that lane and you help them, it's just going to build your confidence. It's. You're going to see their results. You're going to be so proud of yourself. You're going to be so proud of them, and it's just going to make you that much more confident and more able to overcome all the fears that I just listed. Okay? So you have to stay in your lane. You have to figure out what I do and all the things that I don't do and be very clear about them. Okay? Okay. Finally, you have to learn how to do some things that you've never done before. Okay? Because here's. Here's something that happens is if you don't know how to ride a bike, and I tell you, here's a bike, go ride it confidently. You have to be confident about it. Just go ride it. Be confident about it. But you've never ridden a bike before. Are you going to be able to even fake confidence in riding that bike? You don't know how to ride a bike. You've never learned. You haven't worked out the balance and how to hold, you know, these handles that move and oh, shit, if I turn it this way, I'm going to fall over and oh, I have to move my feet at the same time and oh, my God, I'm going so fast and I don't know how to steer and where are the brakes? Like, imagine riding a bike if you've never ridden a bike, but having someone watching and say, you better be confident at it, too. Okay? This is what happens to new business owners. They put it on themselves, though. They're the ones saying, okay, well, I'm going to start a business. And they have to be confident at it. When they have never in their life run a business, run a sales call, when they have never in their life marketed themselves or put together a marketing strategy or even know how to use social media, either Instagram or TikTok or LinkedIn or whatever. They've never worked with clients in this way either. It's a first time. Okay, they may be good at what they do, but the delivery of it is a whole different thing. And setting expectations and making sure that your clients are happy and following up with them. You've never done taxes before as a small business? Probably, probably. And setting up contracts. Who do you go to for that? Like, there's so much that you don't know. How the fuck are you expecting yourself to be confident doing stuff you've never done before? This is, this is why I do my work, by the way. I do my work because I happen to know a lot of the stuff because of my background in sales and marketing and I love teaching this. And so if you are missing any of these particles, if you don't know how to get a client by talking to them on the phone and get them to say, yes, I would like to pay you money for the thing that you do. My BYOB program trains on that. We do holistic selling. If you don't know how to get out there and market yourself and talk about your services in a way that doesn't feel gross and braggy and ick, then marketing, you have to learn marketing. I. There are a few different ways to market yourself. And I'll give you some information on this right now. You know, there's empathetic marketing where you're saying, hey, you, I see you and here's what you're going through. And this is exactly what I'm doing right now, by the way. I'm listing all the things that I know my clients and my ideal people are struggling with right now. And it's just making sure they know that you see them and you understand them. Because if you understand them, you can probably help them solve their problems. Right? And in that, you're not saying, I'm amazing at this and I kick ass at that and look at this. No, you're just saying, hey, I get you and I got you if. If you want me to. Got you doesn't sound grammatically correct anyway, so. Chris Hennessy. I don't Know any of those things? Amazing. Well, I think we're talking soon, so we'll figure it out. Anyway, the other element of marketing is what I call thought leadership. But I know, like, people kind of cringe because it's way overused, okay? But there are three types of thought leader, in my opinion. I made this up, so you can disagree with me all you want. There is the expert, okay? So Anthony, Anthony Fauci, who is the virologist, who was the person we were all turning to during the beginning of the pandemic. He's an expert, okay? But we really only care what he talks about when it's relevant to us, okay? Otherwise, he's kind of irrelevant. He's just kind of a nerd. And, you know, there's no other reason to go to him. There is the pointer, okay? So Oprah Winfrey is one of the best examples of a pointer that I can think of, because she basically just says, hey, check out this person. They're cool. And check out this topic that's really important. Oh, my God. Can you check out this product? It's amazing. You have to give your attention to it. Greta. I always mispronounce her last name. Greta Thunberg, or Thunberg the Swedish. A teenager now who basically just stopped going to school on Fridays to point to the fact that global warming is a thing. We need to worry about it. She's a pointer. She has one cause that she cares about, but she's pointing at it now. She will probably become an expert at some point. You know, she couldn't be an expert. People weren't going to give her that credit at age, what, 12, 13. But as she gets older, she's going to gain some credibility there. Now, a lot of us who offer a service, we get to dance in a couple of those areas. But the third area is also a really special one, and it's the believer. Number three is the believer. And basically, you have to go out and say, hey, this is my belief about how life works best. You know, I believe that a personal belief of mine is you can't be a secret and a success, so you have to put yourself out there. Okay? That's how life works best. You know, another belief I have is I think the universe is a mirror. So if you're. If you're emitting kindness and warmth out to. Out to the universe, it's just going to get reflected back. That's. That's exactly what's going to come back, okay? I also believe that you attract the kinds of clients that you are. You attract the kinds of clients that you are. So if you're late to pay your bills, if you don't show up for meetings, if. If you're just a general pain in the ass, guess what kind of clients you're going to get. And. Hi, David, Welcome. Oh, and James. James after your dad's favorite actor. Oh, my dad's middle name is James. I'm going to remember that now. Thank you. And I'm curious, what was the favorite or who is the favorite actor James that you're named after? So you have three options. Going to bounce back to thought leadership. You have three options. You can be the expert, which people generally get kind of bored with unless it's really relevant to them. You can be the pointer where you're really focusing in on, like, these are the cool things that I care about. Which, by the way, usually gets credited back to you. It's not necessarily a bad thing. Or you can be the believer. Okay, those are three options for thought leadership. Now, how do you put that together in. In social media posts and in marketing? That's one of the things that I also train in my group program, and I'm happy to talk about that with you if you're curious about it. And of course, delivery, Working with clients, like, what do you offer? How do you package it? What do you charge for it? You know, how often are you working with your clients? What's included, what's the scope of the work? You have to work this out. Okay. Because if you don't have it worked out, you're gonna get. What are you gonna do? You're gonna get on the phone with someone who's curious about your work, and then what are you gonna say to them? They're gonna be like, all hyped up to work with you, and you're gonna be like, I don't know what to sell. You know, it would be like going to a restaurant and. Hi, Marty, I'm. You. Restaurants just popped in my mind because you run one of my favorite restaurants on Cape Cod, Buca's, which, by the way, if anyone goes to Cape Cod, you have to go to Harwich. It's Heritage Chatham. You have to go to Buca's Tuscan Roadhouse. The best Italian. The best Italian. It's so good. Anyway, a little aside, a little restaurant recommendation. But if. If there. So you say you have a restaurant. Sorry, that was a whole tangent. Say you have a restaurant and you don't have a menu. You just have some ingred and people come in they're like, well, what can we order? What can we order? You're like, well, we have flour and we have eggs and we have some lettuce. Like, would you like us to just put it together and you can have that. They're not going to want that. You have to figure out what the menu is going to be beforehand. You have to price it properly. You're all good, Marty. Happy to plug Lucas anytime. And hi, David. Welcome. So you have to figure out what the menu is. You have to figure out, you know, what is going to be appealing to your client. You have to figure out what you're going to charge for it. You have to kind of figure out how it's going to fit in with the rest of your offerings. Okay? It's a whole process. And if you're expecting yourself to know this without any training, without any background experience, you're crazy. You're crazy. Let yourself off the hook. You don't have to figure that out because. Okay. That's why there are people like me out here training people on this. Okay? It's one of the things I love doing with my clients. It's also included in my group program and my one on one work. All the stuff is in my one on one work, by the way. But, you know, the group is also covering all these topics. Anyway, we're. Oh, my God. I've been talking for 32 minutes. No wonder I'm thirsty and hungry. Let me see. I just want to catch up. Did I miss anything? Chris Thomas sent me Italian citizenship assistance. I'm gonna look into that. I'm not sure I do want to be an Italian citizen. I love Italy, if you can't tell by my love of Italian food. By the way, if anyone ever comes to Philadelphia, there's this restaurant that is on 7th street and it's called the Saloon. And they have the best. The best. I mean, it's just so good. The best raviolis. I'm pretty sure they're connected, though. And maybe I shouldn't say that. Maybe they're watching me. Maybe I'm in trouble now. So maybe I should just stop talking about Italian restaurants that I love. Anyway, I'm just on a whole tangent now. I'm. I'm hungry. That's why I'm just. I'm on this topic of food in my mind so naked and afraid. Stop being naked and afraid in your business. Stop coming up with reasons to be so afraid that you don't take action. Stop making up excuses for why it's too dangerous. To do. Okay, you can do this. You can do this. Stop expecting yourselves to yourself to know things that you are never trained on and just get help. Just get help if you need the help. And by the way, if anyone is curious about anything that I have. Oh, Laura, who's in the group just said. And the group is awesome. Of course. Thank you, Laura. Thanks for that plug. And of course, if you're curious about any of my programs, DM me. I am not a high pressure salesperson. I. Oh, Chris, now you're hungry too. You're welcome. I'm not a high pressure salesperson. If it's a fit for you and it's a good support for you, I'm happy to talk about it. And if it's not, I have a bunch of resources. I can. I can point you towards my main mission here is I another belief I have. My main mission here is I believe everyone deserves to make a good living from doing work that they love. Okay? And a good living living could be millions of dollars or it could be a couple hundred thousand dollars a year. Whatever. Whatever floats your boat, baby. But I believe you deserve that, okay? You deserve it. And there's nothing you've done in your past that makes you not deserving of that. Anyway, I love you all so much. Thank you for spending time with me, Marty and James and David and other David and Leslie and Chris and Laura. Wow. I had so many people today. It's so exciting. And other Chris, we have a lot of duplicate names. And Mark, everyone and everyone who didn't comment who's out there, thank you for joining me. I hope this was useful. Thank you for sticking through, through my food ramblings and through all the things that make you afraid to run your business. Final words is just stop being a weenie and do it already. Anyway, I'm Katie McManus, business strategist and leadership coach. Thank you for joining me and have a great night. This is like the awkward end where I'm trying to discontinue on all the platforms and I have.