Greatest Takeaways From Season 6 S6E15

Welcome to the Bruce Lee Podcast. My name is Mark Simpson. This is series six, episode 15 and this is the final episode of this series. What I'm going to do in this is I'm going to go through my main takeaways, I'm going to recap on every episode that we have done so so far in this series and I'm also going to explain to you what I believe that the service accommodation people can learn from people from hospitality and what the hospitality world can learn from people in the SA world. Now, as always, you can go back and download every episode of this season by going to boostly.co.uk podcast. While you're there, please make sure you go and rate and review and subscribe once again. Whether you listen to it on itunes or Spotify, you can subscribe on all of those channels to the Boostie podcast. Every time you do leave a review, it just means that we go further up the rankings which resulted in our biggest ever downloads, which is phenomenal. So much so now that I'm getting approached to do sponsorship for this podcast, which is very new to me, but it's muchly welcome. So thank you very much. Down to you. So what have we covered in this series? Very simply, we have spoken all about serviced accommodation. It's known as many forms rent to SA or however you want to break it down. But serviced accommodation in simple terms is when you've got properties that are more city centre based, people don't have to own the property to rent it out and it's mostly people that do short stay rent. So there's lots of different types of models and there's lots of people that are much more cleverer that talk about this than I, which episode one with Jason living is the best way to go and learn about this. But quite simply, it's me right now. I could go and I could approach a estate agent or a landlord in the area where I am now and and I could agree with the landlord. A long term rent, 5, 10 years, however long you want to do it for, you will guarantee that rent for that time. And then what I then do is I take that property and I would approach businesses in the area, I would put it on Airbnb, booking.com, i'd create a website, I'd create a limited company and I would then rent out that property to bring in bookings and the service accommodation model. The rent to SA model can be very profitable if done right now. The reason why I invited the people that I did so on this series is because they're making waves in their industry and they're providing support, they're providing education, training courses, mentorship to people that are getting started out. And I've been. I've made aware of this world for the past sort of six to 10 months and I've been fascinated with it and it's been phenomenal to be able to dig in deep and sort of chat to these experts I've have done in the series and much more. You know, there's many more people that I have spoken to that I've not yet featured on the Boostly podcast. Hopefully I can get them involved in some way, shape or form in series seven when I come back to do so. But it's. It's been great and there are a lot of things that people that are getting involved in service accommodation can learn and that is why I wanted to sort of introduce myself and the Boostly and the training side that I do, the website design side that I do and introduce them to the hospitality community. And it's been a great sort of amalgamation of everybody. So let's just recap on the series first and foremost. So episode one, like I mentioned at the start, we had Jason living now. Jason is probably one of the first people that I spoke to when I wanted to find out more about service accommodation. He was amazing in his time that he gave up and how he explained it all to me. And I've probably known Jason the most, next to the guest in number two in this world. And he's opened a lot of doors to me, to a lot of people, which has been phenomenal. I will always be appreciative of the fact for this, the episode that we go through, it just talks about what is service accommodation. He breaks down every single aspect of it. He explains why people are moving towards this model and why it is very successful, which moves us on nicely into episode two. Trish McGeer was the person who introduced me to Jason probably September 2018. I've known Trish for a couple of years now thanks to another Facebook group that we are a of, part, part of. And Tricia's had a fantastic career and is always adopting and sort of bringing so much value into the property world. She has actually got a course out and I'll make sure that I put all of the information about that course in the show notes. I'm not affiliated in any way, shape or form, but I know what she does provides so much value and our people who are on that course can. I can see from the feedback that I've been seeing that again, a lot of really good results from it. With Trish, what we spoke about was how to approach a landlord, how to approach an estate agent, how to pluck up the courage to go and try and get into this world because it is daunting. You'd be surprised at how many people will go on a training weekend, so to speak, will sign up to a course to find out more, but then don't actually do anything with it. Trish is fantastic at helping people go from A to B and sort of get the confidence up and have the material to then go to a potential estate agent to even get them get through the door. Number three, Episode three Spoke to David and Amanda from SA Angels and they've got a really good following on Facebook. Their Facebook group is fantastic and they.

Share so much with wealth of knowledge just from their own experiences.

David, Amanda's background is in property and.

They'Ve built up such a good portfolio.

But now they do coaching on the topic.

But the reason why we spoke is.

All around outsourcing, how the by outsourcing the cleaning, guest relations, so many different aspects of the business has helped them grow and now they actually founded SA Angels. So people that get into accommodation, short stay accommodation, doesn't matter what platform they use, whether it's XIVU or Tokit or super Control, free to book, you name it, you can hire them to take care of all of the guest relations, speaking to the checkout team, the cleaning team, all of that, which I think is a fantastic service and I just can see it every single day in the hospitality community, in the booth academy, people messaging me how they're always saying that they haven't got the time and it's all about finding out what to outsource and if that's the route you want to go down, 100% recommend you go. First of all, go back and listen to the episode with David, Amanda and then if you want to find out more, reach out to them. SA angels.co.uk in episode four I spoke to nine of Zivu. So Zivu is a up and coming channel manager, booking engine, property management service. And what I like about Naim is that he scratched his own itch. He's got plenty of properties that he manages with his team at payments and.

He was getting frustrated with the property management system that he was using. So much so. And he's a very clever guy. You know, I love chatting to Naim pretty much on a daily basis at the moment because he's always chatting to me about different things, but when it comes to this incredibly clever guy and he's got a very good team behind.

Him and he's gone and created a.

PMS that is now live and people are using up and signing up to the properties. In fact, one of our latest websites that we have created for boutique rooms uses XIVU and it's the first time I've been able to work with them alongside because we've been able to connect the website to the booking engine and it is working flawlessly at the moment.

So there are a lot of property.

Management systems out there. I recommend you go to boostly.co.uk pms if you want to find out all about them. Reviews from real hospitality owners that are.

Using it right now and Zevu is one of them to add it to the mix. Still very much in the beta testing stage, which is great because it's flexible. I know that it's working directly with its members for new features, new designs, getting the bugs out, but also as well, it's a fantastic time to join. I believe that if they stick to what they're trying to do, which I fully believe that they will do, then it will very quickly overtake some of the more outdated PMSs that are out there, specifically in the service accommodation world. So definitely go and check them out. Z E E V O U Go to episode four. You can find out more about what what a channel manager is in episode five. It was the first time that I spoke to a lady that I have listened to. Her podcast followed on social media for a long time, so I was fanboying.

Out a little bit.

But it was great to have Elaine what from the HLS podcast on my podcast, which was great. We talked about how she got started in Property, how Elaine created a podcast.

Simply because she wanted to learn from the best. And podcasts is a great way of doing so.

You can get them on, get people on your podcast, learn all the things.

Ask them the direct questions that you need. And that's how she's started. And it's grown and grown and grown ever since. And it's a great idea and it's working really well for Elaine. And we chatted all things podcasting, we chatted all things about networking because she does so much more than just podcast.

And again, one, I really would recommend that you check out number seven. I went away from Property and I went into the world of MLM and invited Danny Clark on. Danny, fellow Liverpool fan, unbelievably clever guy, although I wouldn't tell him that to his face because he'd get a big head. He has created a really outstanding business. I'm trying to think of the right word to describe it. Him and his wife Liz have created such a great community, such a great group, such a great business. I mean we're talking multi six figures, probably going into seven figure business all around helping people grow their business, network marketing business, doesn't matter what type of business. They are helping so many people in so many different avenues and their VIP life is definitely one I recommend that you check out if you are wanting to grow your business like tenfold. They're doing such amazing work. I follow Danny, chat to him quite a lot. You know, I've known him for many years, again thanks to one of the groups that we, we were both a part of a couple of years ago. We talked about how to network without being a spammy dick. And if your Facebook is anything like mine at the moment, because I'm getting more into the service accommodation world and because when they go on these training courses and they go on these things, they get told to just add people like Shotgun approach on Facebook to network and to find potential investors.

Danny and I wanted to discuss about this. We wanted to sort of break a few myths and share alternative ways of doing so. So I love this episode. He broke down some really big stories, something that I never knew about with.

Danny and he shared a lot.

And again, I think this is one of the core essential videos that you go back and tune in on. You can watch him back on the YouTube channel on the Facebook page, Boostly UK or you can go to the podcast Real simple boostly.co.uk podcast there's a full blog post being done around the episode so you can go and check.

Out and find out more about Danny.

Episode 8 Sally Kemble from SA Secrets podcast. Again, another podcast that I tune in on. I listen in and the reason why I love Sally is because she, she's basically documenting her journey, why she started her love of art, why she chose Progressive as the training company that will teach her more about property and all the other things, why she chose Rob Moore as a sort of mentor and why she believes that he's the right guy for her.

And you know, we talk about a.

Lot of different things in this episode. Another good one for you to go and check out, especially if you're on the progressive bandwagon. Episode 9. We then started part one of the Touchstone Education Guys. Gordy was fantastic to interview, so be so positive. And he shared some really effective Tips on how to get bookings for your SA property. One tip in fact that he shared.

Which you have to go and tune in to find out what it is.

Is one that I am sort of just forwarding on to other people when they say I can't get bookings. This one tip, which takes maybe two hours of your life, is worked phenomenally for him and I guarantee that all works for others.

And I know other people are adopting.

This tactic because I have seen in the Facebook groups because they've been tagging.

Me in and gaudy and to say.

That they are doing so go check it out 100% that episode, episode nine with Gaudy.

Fantastic guy. You know, he's so full of positive and his brand, personal brand right now is really good. Episode 10, possibly some could say we have an unknown in the service accommodation world, but is definitely one to keep an eye on. Adam is somebody that I actually went to stay with in Birmingham back in June. Me and Laura went down, we had a couple of kid three days and Adam kindly invited us down in exchange for a coaching call, which we did and it was phenomenal. And I actually went and met Adam and we just discussed in our podcast episode what he does that's different from everybody else. And we go down the route of hospitality, we go down the route of how he gets feedback from his guests pre, during and post study and how it has helped him get so many bookings based on referrals, how he has grown his corporate bookings by adopting the methods that he has brought him from his corporate career. And you know, he still does his consulting work on the side and his essay business is growing and growing. He's hiring staff, he's getting on new properties in Birmingham and he's got big goals. So if you're currently at maybe the the level that you want to grow, then I definitely recommend you go and.

Check out.

Doubling back very quickly. David Dyek. In episode six I chatted to David and again, what I have loved about this whole interviewing people is that I've met people now that I chat to.

On a pretty much a daily basis. And David is one of those guys.

David and Matt, his business partner, are.

Now part of Boostly Academy because. Because they want to basically always be fine tuning their skills, which for me is amazing. I get to work with David and Matt on this, but they have grown.

Their business so fast and so quick and they now are in a position where they can show people the systems and the structure that they're putting in place. And a big part of what they do is again, outsourcing, building a virtual assistant team. And I've been really impressed with what they're doing. What I like about David is that he's documenting his business startup on Instagram. Instagram TV is where I seem to be watching a lot of it at the moment. And he's currently going through the process, hopefully of acquiring a guest house, which is really interesting how somebody from the world of SA would take on a guest house. And again, it's going to be phenomenal to watch his journey. I really would recommend you go back.

And check out episode six if you.

Specifically, if you're in the stage of scaling your business and growing. We will talk about that later. Episode 11, Part 2 of the Touchstone Trifecta, as I like to call it. Paul Smith, head guy there, you'll see him a lot, you know, really in depth interview. He really talked about some topics that I don't see many other people talking about, specifically when it comes around regulation, health and safety, the pitfalls. If you don't get that. And again, we touch upon a lot of things, how his first ever experience with service accommodation was somewhere close to home to me, you know, in Middlesbrough. So, yeah, really, really good guy. He knows his shit. This guy is from the corporate world, you know, he's, you know, he's. I was quite intimidating, if I'm perfectly honest. Speak before speaking to him and during speaking to him, just because he's a very knowledgeable guy and what they do at Touchdown. I'm fully confident that anybody who goes through their program is going to succeed in watching what they do at Touchdown, Speaking to people like Shelley, who does the marketing there, and many others. I know that they've got such a cool thing going on and hopefully one day I get down to the offices at Doncaster and get to meet Gordy and Shelley and Paul and everybody. Episode 12, Ahmad Khan, again, really interesting character, part of the progressive crew. Does a lot of his own thing. But we spoke about how he runs his whole business just from his iPhone. Again, he has built systems and structure in place. He attributes guesty as a big part of him being able to run everything, all of his properties, which I think is from what I remember coming in at 40 plus due to that. In fact, now that he's grown that he's systemized that he structured it, he's now looking at going into other aspects of property, you know, buying and flipping them and all those things. And again, this podcast episode, he's done quite a lot on this topic, but I wanted to delve into other things, find out his mindset around this whole books that he reads, you know, quotes that he goes by. And again, I love this chat. I thoroughly recommend you go in and checking it out. Episode 13 Benjamin Portsmith came into my world purely because when I was doing the research for Gordy, Ben reached out to me. He's a good friend of Gordy's for many a year and I asked him.

Some questions that I could ask Gordy.

That would throw him off. To be fair to Ben, I think he let him off lightly because Gordy absolutely smashed it in the interview. But after it, me and Ben got chatting, found out that Ben is an expert marketer. He teaches property people loads of direct booking tips, which is right up my alley. So got Ben on. We spoke in length about many different ways of marketing tips and tools and I really, you know, this is close to my heart. You know, I geek out on all things marketing. So when we were able to do this chat, absolutely loved it. And again, he's ex Touchstone, he's actually Paul Smith's son. He's now got his own digital marketing business up and running. So again, I thoroughly recommend you check that one out. And finally, the one before this one, the penultimate episode, I chatted to part three of the Touchdown Trifecta. Abby, just one of those infectious characters. And I've been trying and trying and trying all, all summer to try and get Abby on the podcast. We're able to work out a date. In fact, when we spoke, Abby was in Italy. She was doing a week away with the Touchstone crew, going through so many things, she was writing a book. She's an extremely busy lady but she very kindly put out, set time aside to chat to me about how, how she chooses locations. Now the locations, like I said at the start, service accommodation is predominantly in built up cities because that's where the assumption is where you're going to get the most bookings. Abby has taken a different route. She's got properties in Bakewell, she's got properties in Whitby and she's going to go to the lakes and you know, she chooses her areas based on where she would take her kids for a holiday and I love that. And you know, there's a little bit more tactical based on that. But what she has done to grow her portfolio and what she has done to now, you know, writes books on this and she's teaching people alongside Gaudy at Touchstone, you know, an amazing, amazing character and I really recommend you go and Follow Abby and everybody on all the social media channels. Go and reach out on Facebook, on Instagram. You can go to the booster.co.uk podcast to find out more. More about the individual channels and what they're doing and the downloads. We've got so many free downloads as part of last season, from Trish's cuddle checklist to Abby's book. Paul and Gaudy all had books to sort of give away, which was fantastic. Adam was offering out some 15 minutes free calls and, you know, that's just off the top of my head as there's so many more in there. But again, I recommend you, you go and check out. So that's everybody, all 14, 15 people, if we include David and Amanda, who both joined us in there. What I wanted to do next as part of the next part of this podcast is to give you my takeaway because I've interviewed everybody, I've listened to everybody talk about growing a business, starting a business, what SA is and how to scale, how to outsource, how to get bookings, how to, you know, source your properties. And I've listened to everybody and I've loved it, I really have done. But there definitely are some things that I have picked upon from the world of essay, from chatting to a lot of people, because on the back of doing this, I get a lot of.

People send me messages.

Mark, I am based in, wherever I'm having trouble with here. How can you help? And, you know, maybe a hundred people I've contacted me over the course of the last sort of nine months, since we started 2019, since I started to come into the SA world. And what I have realized, and this is the main difference between hospitality world and when I say hospitality world, I mean bed and breakfast hotels, small hotels, small rental properties, you know, farm stays. That's my. That's the world that I'm coming from here. And now that we're bringing in more people from the service accommodation world, one of the big things that I have noticed and the big problem, one of the big questions I ask is what is the level of direct bookings that comes in now? That should be on average maybe about 30 to 50%. You know, at worst, you're sort of talking 20%. So 20% direct bookings. Now, what I was noticing, and when I say direct booking, I mean an owner booking, not one that a third party brings to you. So a direct booking, somebody calls you, emails you or books via your website, that's a direct booking. When I was chatting to service accommodation people, the average of direct bookings coming in is 5%. Just 5, 95% of all of their bookings are coming in from a third party, Whether that is booking.com, airbnb, an agency that they are working with, whether it is Silver Door or any of those sort of things, somebody that they're paying commission to. And bearing in mind that when you do the service accommodation model, you have to pay rent to the landlord, and that could be anywhere between 400 to 600, 700, £800amonth. So your profit is being heavily cut into by these third parties that you work with. And these parties charge anywhere from 15% to 35% commission. So this is a big key thing that I want to be helping service accommodation people moving forward is their direct bookings. And a big way of doing that is by having a website that will work. Again, when it comes to getting the business up and running, they spend a lot of money and budget towards courses. And, you know, sometimes people spend thousands of pounds just learning this method and getting access to templates. Then a lot of the budget goes on, sourcing properties and then paying deposits down and doing all the things and paying rent, and then you've got to deck out the properties and kit it up so it's ready for service accommodation. What you'll find is that I reckon 95% of the budget goes towards that. And then they always think about website and marketing last, which, if you think about it, this should be one of the first things that they think about, because it's all well and good, doing the training, getting the property, buying all the things to make it all epic. But at the end of the day, if you've got all the gear and no idea and no one's booking your property, then you're going to be up Schitt's Creek, because then you've got bills to pay, landlords to pay, and you've got no bookings coming in. Now, when you go on the courses, and I'm not singling out any one course, because everybody says this, when it comes to direct bookings or when it comes to bookings, they're all saying the same thing. Number one, put it on booking.com, put it on Airbnb, you'll be sound. But the problem is that's not the case. You may be lucky, you may get a lot of bookings come in, but you're still losing 15% every, every single time. And when it comes to a website, they either just don't have one, which is a massive no no. Or they're just relying on the free websites that they get with their channel manager. And again, I'm not singling anybody out but Toki, Kygo or whoever. They've got a free website and at the end of the day you get.

What you pay for.

If you're going to pay nothing for a website, then you should expect zero results back. And again, this is what I'm seeing. I do a lot of marketing reviews. I've probably spoken to a hundred people, don't know about 20, 30 marketing reviews and coaching calls for people in SA when it comes to the website. And I ask, okay, so how many.

Bookings are you getting from this?

Are you using Google Analytics? It's zero. Nope, haven't got a clue. Google Analytics is what are you doing? And again, if you want to be going from 5% direct bookings to 10, 20, 30, 40, 50%, it begins and ends with your website. So that's number one. The big thing that I would say to anybody who's watching, listening back or watching this from Service Accommodation World is invest in a website. I'm not saying use me, you can use me go to booster.co.uk websites, but there are a load of other alternatives. Just make sure that, number one, it's a WordPress website, you know, make sure that you go get a decent theme. We use elementor, you know, I'm giving away our secret sauce. We use the Elementor theme here. So go and get that, go and try and put it together. Don't go down the WIX route, don't go down the squarespace route because end of the day, that service isn't the best. If you want to get to a level where you actually want to be working property, go get a WordPress website.

If you don't want to faff around with it, go to boost.co.uk website. You can hire us to build one for you, or you can go and purchase our structure that we've got and you can just fill in a simple.

Form and then you've got a website.

On the back of it.

So many people are now doing this.

From the essay world. If you want to go find testimonials and case studies, all you literally got to do is go to booster.co.uk website, got all the case studies, all our portfolios who were helping around the world and you can definitely get one there.

But not only do you need a.

Decent website, you need to be doing a lot of the other right things, as in being present on social media.

Building up your Email list.

So when a booking comes in, doesn't matter where it comes from, you need to be doing everything in your power to be getting the guests email list, getting permission, and when you've got permission, actually use it and be sending emails to encourage them to refer you to other people or to come back and stay with you again. And the main thing that I've noticed and guest two, Trish McGeer said this, amazingly, what people in the service accommodation of the property world need to know, when you start to offer short stay accommodation, you're no longer property people, you are hospitality people.

And again, I think one of the.

Things that so many people forget about.

Here is that you, you will live.

And die by your guest experience.

Adam in episode 10 explained this perfectly.

That you've got to, got to, got to. When you do this, you've got to make sure that you're thinking about your ideal guest.

We call it the customer avatar, your customer demographic. You gotta be thinking who you're gonna.

Appeal to, who you want to get your property in front of and how can you make sure your property is set up and marketed to those people.

Now, not everything is wrong with the service accommodation world. In fact, there's a lot of things that I picked up that I reckon that a lot of people in the hospitality world can gather from this and then use for them. So guest house owners, farm stay owners, rental owners, hotel owners, you need to be listening up right now because there are certain things that people in the service accommodation world that you can definitely learn from. Number one, 100% outsourcing. Outsourcing your time. And in episode three, David and Amanda, we spoke about this in episode six with David Dyack, we spoke about this in length and, you know, Gordy talks about it, Ahmed talks about it, and so many other people talk about it, but it's building a virtual assistant team to take away the tasks that you don't need to be doing. Ahmed, when he started out, he just used guesting because he didn't want to be always having to have his phone ping up with messages from his 40 different properties, with guest check in times or guest questions, etc. So he used his guesty and that.

Took away that part of it.

Now, you may not want to use guesty, you may want to use Tokey or free to book or super control or XIVU then, and you don't want to do that work. Then you need to go to SA Angels. David and Amanda, you know, you might want to speak to David Dyek about how to outsource with virtual assistants. And again, I think this is something that I know I speak to a lot of people, guest house owners and farmstay people. And again, one of the biggest pain points, one of the big questions I.

Ask is, what's one of the biggest.

Pain points right now? And they say time. And if your thing is time, then you need to be doing something about it. You know, we are time poor. You can lose all the money in the world and you can get it back, but one thing we can't get back is time. So one thing that I would love for all hospitality people to do on the back of this is to look at outsourcing. And if you are part of the Boostly Academy, well done. There's a full training video in there. If you're not part of Boostly Academy and you want to read a free blog, please, please, please go and check out boostle.co.uk taga te g a sorry, I'm homeschooling at the moment. And the way that we describe letters is so different how you do it in normal person talk. So apologies about that. So the other thing that I think that hospitality owners can learn from service accommodation people is the automation side of things as well. So it goes along outsourcing, but instead of relying on people, you're going to rely on things like Zapier, you're going to rely on things like IFTTT. IFTTT.com and all of the automation tools that are out there right now just to make your life easier with email triggers. So, Zivu, we talked about this with nine not having to manually do all of the work. There are still people out there that are listening to this that I guarantee will have a paper diary. Paper diaries should not be a thing in 2020. Everything needs to be automatized and everything needs to be online and everything needs to be up in that cloud. And that is my big takeaway. And that's the things that I think that people from the hospitality world can learn from service accommodation and what people in the service accommodation can learn from hospitality. Now, what I would love is for you to interact. Like I said, we had over 2,000 people download and listen to the podcasts in the last month alone. For a lot of people that are tuning in who are reaching out to me and sort of saying that they're going through the back catalog of podcasts, they're learning all the things, which is amazing. But I want to know what you have listened to and what you are putting into practice so you can Reach out. Facebook it Isleruk. Send a message, let me know. You can email me markoostler.co.uk. you can get in contact on Instagram. I love Instagram on a daily basis. OstlerUK, Twitter, oostlerUK, LinkedIn. You named it, I'm on there. I want to know what your takeaway.

Has been from this season.

I want to know what you've put into practice, who you've reached out to, who you follow, what advice you've taken on board and more important, the results. As always, I love to hear and get your emails and find out what you're doing. So please do get in touch. And before you finish this episode of the Boosted podcast, go to wherever you listen to this podcast, Go rate and review and subscribe. Because I'm on a mission now. I'm consistently climbing the charts and I'm consistently increasing downloads on a month by month. I want to make this a regular thing, so much so that I'm not going to take a break between season six and season seven. I'm going to start stressing and for season seven we're going to go back to the normal format. It's going to be hospitality in general, short stay accommodation in general and I'm going to reach out to experts and I've got some pretty amazing guests lined up already for season seven. So you can come in, people from the bed and breakfast world, you can come back, people from the hotel world, you can come back. The farm stay people, you can come back. Rental accommodation people, you can come back and you can combine with the service accommodation people and you can all join in and listen and take away, of course. Go and check out the Hospitality Community Facebook group. We are just surpassed the 3,000 member mark, which is amazing. It's the best Facebook group for hospitality owners all over the world to have a rant, share tips and advice and I've even got five core videos in there that you can watch to improve your direct bookings. So again, just find my page, go to Hospitality Community, search in Facebook and you'll be able to find that. But for me, this is the end of season six. I just want to say thank you so much to Jason, to Trish, to David, to Amanda, to Naim, to Elaine, to David, to Danny, to Sally, to Gaudy, to Adam, to Paul, to Ahmed, to Ben and to Abi for helping me put it all together. I really do hope that you've enjoyed it and as always, I'll be back for another episode very, very soon.