Tuesday 4th March - Boost Your Bookings Virtual Summit - LIVE

Simpson having a blast Gonna get it on the Bruce Lee podcast. Bruce Lee like Bruce Lee cause it's so hard and the tee is loose leaf making up those rhymes. Don't write it, just do it loosely. If you want my respect you'll better butt direct.

Mmm.

Here are the words in the podcast that's what comes next.

This is a freestyle going off the.

Dumb Ready for my close up. Good looking, let me tell you get more bookings. Aw that'd be nice. Giving me tips, tools and advice. Yeah, you're gonna get em hun. You're gonna sit back, listen to Mark Simpson. Whoa, having a blast. Gonna get it on the Bruce Lee podcast. Bruce Lee like Bruce Lee Cause it's so hard and the tea is loose leaf Making up those rhymes. Don't write it, just do it loosely. If you want my respect, you'll better butt direct.

Mmm.

Here are the words in the podcast that's what comes next.

This is a freestyle going off the.

Dumb.

Ready for my close up. Good looking let me tell you get more bookings. Aw that'd be nice. Giving me tips, tools and advice. Yeah, you're gonna get em hun. You're gonna sit back, listen to Mark Simpson. Whoa, having a blast. Gonna get it on the Bruce Lee podcast. Bruce Lee like Bruce Lee Cause it's so hard on the T is loose leaf making up those rhymes. Don't write it, just do it loosely. If you want my respect you're better but direct.

Mmm.

Here are the words in the podcast that's what comes next.

This is a freestyle going off the dumb.

Ready for my close up. Good looking, let me tell you get more bookings. Aw that'd be nice. Giving me tips, tools and advice. Yeah, you're gonna get em hun. You're gonna sit back, listen to Mark Simpson. Whoa, having a blast. Gonna get it on the Bruce Lee podcast. Bruce Lee like Bruce Lee Cause it's so hard and the tee is loose.

All right, let me let the Zoom Room people in. Welcome everybody as you are dropping in on the zoom. If you're in the zoom with me, do me a massive favor. Say hi. Also as well, we've got some experts joining us on a Tuesday evening. Tuesday afternoon. If you're in the zoom, just so I know that you can see this all okay, just say hi. So one word hi in the chat. Hello everybody. Good to see one and all. Hope you. So we're doing well. Let us know where you're tuning in from as well. Wherever that may be, whether it is over in America. Where it's your afternoon, we've got people tuning in from Australia, so it's technically your Wednesday, which I find bananas. And obviously we've got those in the UK and Europe as well. So we've got Wales, Springfield, Missouri, London, Wales again, another Wales, Wales, massive. And we've got people tuning in on the socials as well. So we've got people on YouTube right now pouring in. Hello, YouTube. We've got people over on the Facebook, the LinkedIn, even on. On X, which is fantastic. So good eight to to see you. All right, so today, what did we do today? Well, we had our first sessions of this summit and every single day this week from here on in, there are going to be free videos every single day. And all of these videos are available for you to watch on the replay. Because I know what life is like, right? Life is busy, loads of things going on. And whether it is a case of business or family or everything else in between, these videos now will be available for you to tune in tomorrow and Thursday and Friday. But for those that did tune in and were joining in on the WhatsApp in the chat, and you've got to see firsthand the absolute goodness that was there. And we've got two of our experts with us with us this evening to sort of discuss and just dive in a little bit more on the topic. So a quick one from me, give me a little yes or no. Did you watch the videos already? Give me a yes or give me a no. Doesn't matter if the answer is yes or no, because we will delve into it and go down a little bit further. We've also tonight got our giveaways. People who enter the giveaway, we're going to have announced those winners and we're going to set a brand new giveaway as well for the next 24 hours. So before we get going, let's go ahead and announce the winners of the yesterday's giveaway. The last 24 hours, it was super simple. All you needed to do, head over onto the Instagram, put a post up, whether it was a story or a post. And we're going to talk about Instagram, obviously, today, and tag in Boostly and tag in Air DNA and you could have potentially won an Air DNA subscription donated by the fantastic Jamie Lane, who obviously was the first guest speaker that got us kicked off today with Trends. And we've got five winners. So Brooke, Zoe, Jenny Cannon, Country Chalet and Sam Wallace. Congratulations, you were the winners. Thank you very much. Fantastic little way to get started. Give Me until the end of the week. I've got to give this information to our DNA. They obviously we'll want to reach out and have a little quick chat, get you all set up, if you haven't already got an account set up, but you should be good to go. So give me by the end of the week. And we're going to announce our new giveaway as well. But before we do that, let's go ahead and bring back our guest expert here. So we of course got Mr. Paul Anderson and we of course got Mr. Clive Timmons. Can you just check your microphones? Both working. Chaps, can you both say hi?

Hello.

There you go, Paul, how's your job?

Good evening, everybody.

How you doing? There we go. See, we're good. Right, so obviously for those of you that watch the videos today, you will recognize these lovely faces. First and foremost, we've got Mr. Paul Anderson. His session was on Instagram. Really, really good session. We're going to delve into it. If anybody has any questions on Paul's session, now is the time to ask it. Pop it in the chat, you can bring it in. I'll. I'll read them out to Paul as we go. And Obviously we had Mr. Clive Titmous as well talking about AI, which was fantastic. I, I've picked up a few new tools. We've obviously been sharing them in the WhatsApp again, if you've got any questions on the prompts or anything that Clive was sharing earlier, then please let us know. But before we get going, Paul, so why did you decide, I'll go to you first, then we'll go to, we'll go to Clive. Why did you decide to do this, this session, this session on, on Instagram, what was the sort of deciding factor for you to go, okay, this is what I want to bring to the summit, people?

Well, it was, it was two things. As I said yesterday, having come back time and time again and talked about this and talked about reels and talked about hashtags and so on and so forth. I was really, really struggling to come up with something new, something fresh and something that I knew that in the. Because you only gave us a 20 minute time frame, so there was a lot to pack in there. And I tend to work quite well within a constraint. So about three weeks ago, Instagram completely overhauled how they present profiles. So the dimensions on your grid feed, they're no longer square, they're now portrait. They move the name field around. There's talk about moving highlights into a different section altogether. And that in combination with all of the profile audits and reviews that I do, it always comes back to, to the constraint. And the pinch point being the bio and the profile. And for me, I've worked for myself since I was 24. If you can find the constraint and you can release that constraint, that's when things start to flood through. It doesn't matter how many doors you can make for, for, for cars in a day. If you can only make one engine a day, you're only making one car a day. So find the constraint and open it up. And I, I think I did that pretty well today, to be honest with you. With 20 minutes flat, it was just bang, bang, bang, bang. It's probably worth watching again, taking notes and then going through it step by step by step, because there are six steps and I was very careful to try and distinguish between them. So it should just lead you through, literally from the top of your profile down to the bottom tick box. But the most important thing is don't just leave it up there. Never just leave it up there. Every three months, every six months, put something in your diary, go back and make sure it speaks to your perfect potential guest. Make sure it's exactly what you want it to be and it's doing the job for you. Because without that, genuinely nothing else you do on Instagram matters. If you're not getting people through the profile, hitting that link and onto your website, you're completely wasting your time.

So I'm just looking at some of the chat now. So Laurie has already started tearing apart their Instagram, which is great. I know a few people have started to do that, looking at all, all of the things Nana has just put in here. I'm loath to start on Instagram because it looks like you need a gazillion followers to make any impact. Paul, what are your thoughts when you see something like that?

Two things, and I'm going to start with an example. So my guest house, which I closed last October, Sanfield Guest House. You can still check out the Instagram account there. It's at SanfieldGuesthouse. I never, ever broached more than about 950 followers, and that was four years of work. However, I was still driving 30% of my website's traffic from Instagram. It's not about the volume of followers you have. It's about, for want of a better word, the quality of followers. So people are always seeing content saying, well, this is how you grow your Instagram. This is how you grow your Instagram. And so Granted, if you can get to 100 followers, Instagram opens up a lot more data for you. You get a lot more insights. The thing is, once you get there, you think, oh, now I want 250. You hit 250, yay. Oh, now I want 500. You hit 500. Oh, now I want a thousand. I want 5,000. It's a never ending story. So I would much prefer to have 50 followers who want to book a stay with me than 50,000 followers who just find me entertaining. So I would not focus on follow account. It is absolutely a vanity metric. Whilst it does add some credibility to an Instagram, it's not the be all and end all. The thing to measure is external link clicks, portion of profile visits. So for every 10 people who visit your profile, how many people are hitting the link? If you can get people to hit the link, that's where the goal is.

And if you want to learn more about Instagram, Paul, you've got a little boot campy thing coming up very soon. Can you shed a little bit more light on that, please?

I do, and to be honest with you, Mark, it was something that was inspired because years and years and years ago we used to do these weekly boot camps about every three months or so and then the format changed into this virtual summit and it's, it's, it's much broader and I thought Instagram has changed, it's evolved in these last couple of years dramatically. It's a different beast altogether from that which it was. So I'm going to hold a completely free 5 day Instagram boot camp. I'm going to call it the Likes and Cash, because likes are not cash and it's a spring sprint because we're doing it in spring. It's designed specifically for short term rental hosts who want to stop wasting time on Instagram and start using it as a real marketing tool that leads to more bookings. So over the five days in April, the outline plan is to personally coach hosts how to guide guests from a post to a booking page. Use my proven strategy that some names people will recognize, like Dina Harano, used to generate 15,000 pounds of bookings in three months. Sharon McConaughey tripled her website visits in a month and all with just three posts per week. So what I want everyone to leave with is a content system that always targets perfect potential guests on repeat and self improves over time. So in short, how to make your Instagram work for you, not the other way round. So I've opened up a wait list. You can find it at thesocialmediahotelier.com LAC for like saying cash. The links are in the comments under my video that went out today. It's in the WhatsApp chat. I'm throwing it everywhere. The more people we can get into this, the more of a community and the more bouncing of ideas and accountability we can build. So Zoom can only handle 100, 100 people, so I've got to limit people who come into the program. However, the wait list is there, so anyone on the waitlist will get early access and then there'll be some extra special bonuses for the action takers and these types of things. So that's it. The wait list is open, spots are limited and the people on the waitlist will get early access and all the VIP bonuses.

So if you looking for that link, go into the group, you should know where the group is by now. WhatsApp chat, we've just pinned it again so you can have a little look at that. So that's all lovely, lovely stuff. And also as well, we might as well launch the giveaway. I'm going to let you know how you can enter, but you very kindly donated a little prize for the next 24 hours. Just want to quickly let everybody know what that is and how, and I'll let them know how they can go ahead and enter.

So a free consultation, I'll send a calendar link out, people can book a session, there's a little questionnaire, it asks about what you want to achieve from Instagram, what your handle is, and I will go away and I will audit it and then sit down with you one on one on a Zoom and go through everything I would do essentially if it was my account. So begin with overall strategy, then hit the low hanging fruit. So people go away with at least 10, usually 10 or 12 actionable things that they can do that very day. And then an overarching strategy to take people forward for the long term. Usually it's a couple of £300. Happy to donate it, to give it in because I love Boostly and to give something back is an absolute privilege. So yeah, it'd be about an hour, one hour, one on one consultation with me, overhaul your Instagram and get you driving those bookings.

Amazing. Thank you very much for donating. I'm going to let you know very soon how you can enter that giveaway. But before we hand over to Clive, we've had a cool little question in and I want to just ask this before we move on. So it's from a Genie Travel hub. This is a very common question, but I wanted to get this in on the summit because I know this is going through other people's mind. So as a an sti manager of different complexes, apartments that are white, labeled with unique names to my portfolio, should I create a portfolio for each property or group them together under one account?

So this very much depends on the quantity of properties. It's always worth remembering that if you have one account for each group of properties or each property, the risk then is. It becomes incredibly complex. And it's very easy because I used to have an account. Well, I still do for the. For the guest house, for social media hotelier, for the Royal Air Force, for my charity work. And I. I posted stuff to the wr wrong to the wrong account and really, really got it wrong. So depending on the volume of properties and the. The quantity of groups of properties, I would spend even more time thinking about it. It's also worth remembering that if you're going from 1 to 2, you're doubling the work. But if you're going from 10 to 11, you're only really adding 10% of the work. So it depends upon the manpower. Also, my general inclination when I read the question as it popped up as you were reading it, would be to have an umbrella account and then ignore the advice that I gave everyone about highlights today and have a highlight for each property. The key then will be, is to understand the ideal guest, the perfect potential guest for each group of properties, and essentially put them into a Venn diagram where the overlap is. That's your core avatar, that's your core perfect potential guest. What you can then do is create a system where you create content for perfect guest number one and then core perfect guest number two. Then call perfect guest number three, then call. That way you know that 50% of the time you're posting content that speaks to all of your perfect guests, and then in rotation, you're speaking to individual ones to talk to their differences.

Nice. And I assume things like this you'll be covering with your bootcamp in, in the spring, Am I right?

Absolutely, yeah. It very much depends on the nature of the people who come in. So I'm very keen on tailoring it so anyone who joins the wait list will get a confirmation email and it asks for a little bit of information. What is your biggest challenge? So if your biggest challenge is that you've got 20 properties across five different locations, tell me, because we're still early days in planning out the program itself, and I will be tailoring it to People's specific needs.

Nice. Well done. Can we all please show Paul a little bit of love in the chat? That's fantastic. Great session today as per. I know there's a lot of love in there, so thank you very much. Okay, so moving.

Thank you for having me. I'm going to interrupt you. Thank you for having me back again. It's awesome.

Absolutely, absolutely. Okay, moving very swiftly on. Mr. Clive Titus, thank you very much for jumping on and doing the session today. Really, really enjoyed it. I picked up a couple of cool new tools. So first and foremost, just like I asked Paul, why did you decide that was going to be the session that you wanted to drop for the people in the summer and what was like the takeaway that you wanted people to have?

Well, the reason I gave a talk on AI is because it's a bit of technology which has come along and humans have never seen such a big revolution. The information age is shifting us bigger than any other shift that's taken place in our existence as humans and as hosts. We need to jump on this and we don't want this to pass us by. As I mentioned on the talk, I'm also a host of many years. And when Generative AI was born, I realized the potential that this has to solve so many problems or challenges that we face as property managers, which led to the birth of Hela Hosty, the AI Assistant. And along that journey, there are so many other tools that are out there that can help us solve so many different challenges. And similar to Paul in this, in this presentation of 20 minutes, I was kind of trying to get as much value in there as possible. And there are some stuff, there's some tools, some really great stuff that I wasn't able to include, you know, around, like creating your own AI assistants, your own personal GPTs. All this stuff's included in the AI the Essential Guide to AI, which has all of the stuff I mentioned and more, more AI tools that can really help solve the challenges that we face as hosts.

And yeah, so the 20 minutes one, it's a funny one. One time when I used to do these summits before, I used to say, listen, no, no time limit, off you go. Somebody submitted a 90 minute video to me to edit and I was like, yes. So I just thought, well, let's, let's.

Should have used AI.

Yeah, yeah, this is before, this is before the joys of AI. So I thought, right, let's keep it sharp, 20 minutes. Because I also know as well we're busy. You know, life's a busy 20 minutes. I think we can get in a good thing. And it's been interesting to see and look at all the talks that have been submitted and cramming in so much goodness into 20 minutes. And the cool thing is is you can go back and re watch it. I'm definitely going to go back and re, re watch the, the one on AI today because I just want to a little look at some more of these prompts and whatnot and, and I think it's, it's amazing what we can do. And like I say, anybody can pick it up. Doesn't matter what the skill level, the prompt that you put in today. Anybody can literally go and give it a go and, and create content and content that can probably get more content done in a couple of minutes than what they've done in, you know, a year or two years.

So it's, this is exactly the thing I, I have, I often have conversations with people and they say that they want to learn AI. And you see this online a lot about learn AI and these AI tools, they're, they're built for people that aren't techie people to go away and, and, and to solve challenges. So, and I think the way to learn AI is, is just to, to express an interest in it, to, to look at a few of the tools that are out there, have a play around, read the essential AI guide and play around with some of the tools and you'll easily learn how to use these things. They're not built to be complicated. It's built to be used by the end user, by the customer. So there's not a big barrier of learning to get involved and understand where it's going. And it's moving so fast. I mean daily there are updates on all of these tools, things that are changing. I mean just chat GPT alone is constantly updating. Every time I go to the platform I see something new, something cool. It's, it's, it's such an interesting space at the moment. I think in, in a few years the world's going to be unrecognizable for this technology.

And obviously you're a property manager and you are scratching your own it. You went ahead and created a tech product around it. So just quickly, very briefly, mention what hello Hosty is at its core and again, why, why you created it and, and what you see that as being like the evolution since you put it together.

Okay. Yeah. So hello Hosty at its core is both an AI assistant which handles guest communications. I mean in our business there There are, there are some tasks which are relentless and the weight of this task, communications can be overbearing. The more properties you get, the more communications there are. And it's essential that you respond to these guests. A guest sends you a message, it's semi urgent, always. And if it is an actual emergency, it requires an immediate response. And guests don't want to wait if somebody's outside in the cold trying to get in through the door because they can't figure out the lock or whatever, they need an immediate response. And even with team, we have team, and even with team, those responses can be delayed. But with this AI assistant we've created, it learns everything about your property and then instantly, no change in the experience for guests. So instantly, via the booking platforms or via WhatsApp, SMS will instantly respond to a guest message. So if a guest is outside in the rain, or if a guest has just got in and they want to turn the heating on, or they want to find out where the bed linen is in the sofa, or that's one we find a lot because we use these sofa beds. People turn up and they say there's not enough bedding and the AI assistant knows it's actually inside the sofa bed. So one in the morning, they'll get a response immediately, more or less stating, yeah, the linen is inside the sofa bed for you to use. And it solved a massive problem for us with, with this. And we've seen that our review scores have improved because of it, because staff attentiveness is the number one factor in getting a good review. And yeah, I mean, for us, it's been fantastic. We've really, we've really revolutionized the way that we communicate with our guests.

Fantastic. And the, the, the link you spoke about earlier, obviously people can go back and watch the video to know how to get access to the guide, but just very, just quickly, very briefly, just go over what, what exactly is in, in that guide that's above and beyond from the video that you spoke about earlier.

Okay, well, I, I would, I would say there's a few things in there, but creating your own, in fact, watching, watching the video through. I did reference to it, but creating your own assistance. I mean, one, if there was one takeaway that I would give people from my, from my talk, which, well, from, from my discussion on AI, there's one takeaway, it would be go away, get yourself, if you haven't already, get yourself a $20 a month plus subscription to OpenAI ChatGPT. Like I said, this is the biggest revelation that humans have ever experienced on this planet. And for $20 a month you can, you can have an assistant ready made, ready to go. Like in our property management business, we have to create statements every month and we have to communicate with the owners of the properties every month about how we performed, how their property performed, what challenges we saw, what how much they earn, what the future looks like, all of this stuff. And to, to write those communications takes a lot of time. But we've got a personal assistant, a custom GPT that we've built because we have this $20 plus account that we just put a tiny bit of information in here. I can see, I can see Mark's nodding his head because I know he uses the custom GPTs too. But they, you can, you can have an assistant which will bang these out in, in like seconds. This saves us so much time. And just for that one tiny hack, that would be worth way more than $20 a month. Yeah, so yeah, that would be the takeaway.

I'm a big fan of these GPTs. I use them pretty much every day and I spoke about it a lot and they are fantastic. And I, it can't be that long now until they put it on the free plan. So you can go and spend $20 just for like one or two months, but it won't be long until these, these things will be available on the, on the free plan, the rate that that company is moving. Indeed. Brilliant. So, okay, so do you want to very quickly just talk about the, the, the prize that you very kindly donated to the giveaway and then I'll let everybody know how they can enter.

Sure. So I have donated a year's subscription to hello Hosty. Hello Host is an AI assistant, but also along with that, we are a channel manager. So you can either use hello Hosty with whatever other software you're using or you can use the channel manager along with it. And I've donated a year subscription for free to hello Hosty to, to, to one of you lucky listeners.

Fantastic. And just before the questions come in, will. So hello Hosty, does it connect to the property management software tools or is that agnostic from it?

Well, we actually have two systems. So if, of course, if somebody's using our, our channel manager, then then they, they're using the hello Hosty system. But if somebody's already using another system, we also have an email integration. So you can use the AI assistant along alongside other technology that already exists or you can use the whole, the whole, the whole hello Hosty system that we've got. It works both ways.

Very cool. Very, very cool. All right, well, thank you very much, chaps. I'm going to have to share my screen to show everybody how to enter now, so can everybody just please, who is in the zoom or watching live, just say thank you to Paul and to Clive. If you're watching on the app, there's a little love heart emoji button on the Facebook. Just tap that as many times as possible. Show us some love. Thank you very much. And again, these sessions, after today, after this live, they're not going to disappear. They're going to be here until the end of the week. So if you're watching this on Wednesday or Thursday and you're thinking, I want to go back and watch this, you can do. It's available, it'll be there for all of this week. Thank you very, very much, chaps. Really, really appreciate it. And of course, you know, they'll be in and around the group this week, just in case you've got any questions. Of course, Paul is going to be offline tomorrow because it's his birthday. Can we all just say happy Birthday? I think I've even managed to get a little party noise ready on the sound effects. I don't know if anybody heard that by me.

Nice. Thank you, Mark. That's cool. I appreciate that. And I also want to thank everybody who wished me a happy birthday today. People were posting on Instagram and all types of stuff, so thank you for the early wishes. I will take that love and I'll look forward to enjoying tomorrow. Thank you. Appreciate it.

Brilliant. Right, let me just very quickly share my screen. Bring everybody onto here. Bring everybody onto here. And that is not the one you want to see. That one. You don't see my invoices. Right. So if everybody looks at the screen now, this is the Facebook group, okay? This Facebook group is where all of this quality training is stored and will be for the for the rest of the week. This is not what I want for you to see, though, but this is how you can enter the giveaway. So the prize for the next 24 hours, we're going to give away two prizes. So it's not just going to be one person who wins both, it's going to be two people who will win two different prizes. The prizes again, one year subscription to hello Hosty Phenomenal. And. And a one on one Instagram audit and consultation. Paul said they normally charges just shy of 500 for it. It's going to be absolutely free in this giveaway. So how do we enter super simple. All you need to do, come into the Facebook group, whether it's on your phone or on your computer. There is a little blue button right here where it says invite. All I want for you to do, tap the invite button and you're just going to invite Facebook friends, peers, fellow people from the industry into the group. So if I was to do it, I'd trap on here, tap on Amanda, click send, Invite. For every person you invite, you get a name into the hat. So if you want to go bananas and I think you can invite up to 50 in the space of 24 hours, go and invite 50. All I need for you to tell me is in the comment section of this video where I'm going to come in and find everybody. You're just going to say how many people you invited. Okay, super simple. I can go and check because I can see who joined from which ones in the analytics of the group. So you don't cheat. But all you got to do is go in and invite people into the group. Like I said on, I think it was Monday, if everybody just goes and invites one person, this group goes from 2,000 to 4,000. The more hosts and the more people we get in this group that the more people will be able to learn from this fantastic free education, be able to put it into their business. They can grow their business, grow their bookings, hopefully without relying on the old Airbnb booking dot com. There's fantastic sessions already. Let's not forget Mr. Jamie Lane, kick the session off talking about booking trends. Really, really good data in there. And obviously we've had Paul, obviously we've had Clive. And tomorrow we're gonna go again. Really, really excited to. Tomorrow I'm going to be able to showcase two new speakers to you all and two people that you have to check out their Instagram, their TikTok game, their YouTube game is phenomenal. The quality of the videos are fantastic. And you know, I'm really looking forward to them. And obviously as well, we're going to be showcasing somebody talking about influencer marketing. So that is tomorrow all kickstart at 5 o'. Clock. And I just want to just quickly just let everybody know, when I say we kick off at five o', clock, we're not in the zoom room, okay? These videos are pre recorded. I pre upload them, they're scheduled, they're ready to go. Five o'. Clock. When I jump into the WhatsApp, when I jump into the email, they're not in the zoom. So don't go and join the zoom at 5 o'. Clock. Okay, they're in the group, we all know where that is. We're gonna be back here at 8.30pm UK, 3.30pm Central. Work it out for the Centrals and Pacifics and the mountains and the Europes and the Dubai's and the Australia Australia's. But we'll be here at 8:30 tomorrow. I bring back our speakers, we're going to talk about their sessions. I'll announce the winners of this giveaway and we'll launch another giveaway. It's going to be the same Monday, Tuesday, Wednesday, Thursday and Friday. Okay, we'll go for about 30 minutes which we're about to hit bang on 30 minutes, which is fantastic. So all you need to do is put aside 30 minutes in your busy day and to come and chill out with us and we do this. Good stuff. Well done. Well done everybody. Any questions that you have in the Zoom Room, I'm going to stick around for five minutes afterwards and just answer any questions that you have. But for this live broadcast, let's go ahead and and say good night to everybody. Thank you very much for tuning in. If you're in the Zoom Room, stick around for an extra couple of minutes because as always you get to chat to me for five more minutes when we're offline. But we'll thank you very much everybody for tuning in. Really, really good day today. And the good news is it's going to get even better tomorrow. Thank you very much.