What is an OTA with Sheli from Guesty

Foreign. To the Boostly podcast, we are in season seven, episode 18 and today we're just going to delve back a little bit and we're going to talk about what exactly is an online travel agent. So my name is Mark Simpson and I help all hospitality owners from all over the world increase their direct book bookings. But today we're going to talk about what an OTA is. What is an online travel agent. Why should you be listing your business on them when I'm talking about direct bookings? And this is a really important episode because I believe that so many hosts don't know what OTA means. Now, I have been waiting for my opportunity to interview Guesty. I've tried and tried and tried. We've had to rearrange and rearrange due to life and busyness, but I finally managed to track down Shelley. Shelly's the BDM over there at Guesty. Guesty are based in Tel Aviv in Israel. They are going to be at the Short stay show on March 12, 2020. Going to be talking at the same show as I am at the London Excel, which is going to be my biggest ever talk, which I'm super excited for. Please, please, please come and say hi to them. Go watch Shelley's talk. Go watch my talk. If you are planning on checking it out, just go onto Google, type in Short Stay show. It'll come up, you can book your tickets and we'll go from there. I want to say a quick shout out to the sponsors of the boosted podcast, Hostfully. Right now we are doing a joint competition to find the best guidebooks of Hostfully Land. If you go to hostfully.com you can go and create your free guidebook. You get one free guidebook. If you want to go to two or three or four, then you have to pay. If you are going to pay. If you are going to Go Premium, put Boostly 2M in the promo code. You get two months free. And also as well, Boostly gets a little bit of love from Hostfully because you have done so. The if you want to go to hostfully.com forward/contest, all the links will be in the show notes. You've got a couple of weeks to submit your guidebook. Please do so. Even if you think it's not the greatest, please go and submit it. Because we're going to have loads of different categories. But what we're going to do is we're going to be giving out prizes. There's lots of cool, fun little prizes. It's just a nice little thing. It'll take you a couple of minutes to submit it and just share it with me as well. You know, go on to Twitter Ostlyuk, it's right there at Boostly uk and you can go and send me your link to your guidebook at me or send me a DM on Instagram, find me on the Facebook or even just email Mark at Boostly. I do love to see him. Anyway, let's get on with the show. Today, it's all about the online travel agents. Make sure that you rate, review and subscribe before you leave. If you're watching the video version of this podcast on YouTube, go and subscribe. Please leave a comment. And also as well, if you are watching on any of the channels, Instagram, LinkedIn, Facebook, we've got everything going on the Boostly podcast now. Please make sure that you say hi, leave a message in the comments, send me a dm and if you want to find out more about Boostly, go to b o o s T-L-Y.co.uk and you can go down the rabbit hole there. Without further ado, please sit back, relax, tune in to this episode. If you're on the go, if you're in the car, doing the laundry, changing over, doing the big shop, whatever you're doing, please, please, please enjoy this one. It's a fantastic episode. I had a lot of fun doing it. Guest, fantastic PMS provider and I really recommend everybody to go and check it out, specifically their USP that I'm going to delve into in this topic.

First of all, thanks for having me here today. So I'm Shelley, I'm the business development manager at Guesty and I've been with Guesty for three years. So we were a company of 30 when I started. Today we're over 300. So it's been a crazy three years with Guesty of rapid growth. I first started with sales at Guesty actually and then I grew to be a sales team, sales team leader and then ended up in business development where I manage our marketplace activity, vetting our third party integration so that we bring really awesome Solutions from OTAs which we're going to speak about later today, all the way down to pricing tools, home automation tools, guest experience management. Right. So covering the entire market so that our users can tap into the ecosystem to build their tech stack. So that's my day to day and yeah, it's fantastic to be here.

So Shelly is actually going to be speaking at the same event as me on March 12th. We're going to be Over. Over in London. We're going to be at the London Excel at the Short Stay show. So looking forward to seeing your talk there. Shelley, what are you going to be talking about on the day? What can you give us a little sneak peek of if anybody's coming on down?

Yeah, we're excited for Short stay too. So I'm going to be speaking about Millennials technologies and bookings, which also actually again, relates to what we're talking about here today and how you can tap into the generation to really enhance your occupancy rates.

Nice. So if you want to find out more about Short stay, it's happening very, very soon. Go into your Google or your. Or wherever you search for Internet stuff and just type in Short stay show London 2020. Nice. Big Blue website will pop up. You'll see. You'll see both of our faces on there and you can go ahead and. Yeah, yeah, definitely. Come say hi. You've got a stand and guesty do a lot of great. And I'm looking forward to delving in and finding out more about guesty during this. So today I'm going to ask a question that I get asked a lot. The three little letters is ota. We're just going to go in, we're going to treat this just as nobody's ever heard of what an OTA is. So let's just start from the very beginning. When you hit a word, can you just unpack it a little bit and explain a little bit more about what that means?

Yeah, absolutely. So an OTA stands for an online travel agency. So you likely know them as Airbnb, Booking.com, homeAway, Expedia, TripAdvisor, and the list goes on. There are many OTAs out there that are there to really help you maximize your reach and maximize your guests, because they're targeting guests from all over the world. So they're platforms that enable you to distribute your properties and again, in order to achieve maximum occupancy rates.

So as a property owner, property owners that are tuning this, obviously, I think maybe 90% of people watching will be listed on an online travel agent in some way, shape or form. But if you could just break it down. How does an online travel agent work? As in, how do they go about getting customers to then find out about our properties? And what are they doing that we might not be?

Yeah. So these online travel agents are massive marketing platforms, right? And behind them there, they're the kings of SEO, they're the kings of online reach, and they really know how to target the guests that you're looking for. So as we said, right, they are platforms to help you distribute your properties so you can achieve the maximum occupancy that's possible. At the end of the day, the more reservations you have, right, the more revenue you have, obviously, and the more guests you're serving which encounter and encompass your entire business. Right. So everything is around that. So the main goal of property management companies around what we see with our users, again across the market, is being able to have the best online travel agent strategy so that they can maximize their reach.

Now, obviously the booster podcast is all about getting direct bookings and how to direct bookings, but it's really important as well to realize and to sort of put into practice that how can you make these OTAs work for you and not the other way around? And there's so many things that you can be doing right from the off. And we're going to sort of unpack a couple of these. But so how can anybody watching this. And now there may be some people that have just got started in the world of hospitality, but maybe people have done it for a while and they're not yet on the OTAs. But how easy is it to get started on these sites? Like what, what is this? Like the requirements from OTAs to get on their website?

Listing your properties on each individual platform is actually very time consuming. There's a whole, you know, acceptance process for some platforms. Some platforms require you to have certain picture level, right? Every platform is different in their requirements. So then once you're looking to get on different ot, you need to learn which each of those requirements are, then you need to go and create the property, right? And then, you know, the list goes on and on. If you're doing this individually, which is why platforms like Guesty that do have a channel manager feature, help you guys synchronize all of this in one place, where you're creating the listings in one place and you're uploading the listings and distributing the listings, the different platforms with one place to do it from uploading your, you know, changing your pricing strategy, all of that. So again, you know, listing your properties on an OTA definitely needed especially to, you know, as Mark said, really drive direct reservations as well. And we'll talk about that later. But of course, again, you know, you don't have to spend so much time doing it with the platform behind you.

Well, I like that. I like the little mention of guests as well. So we can talk. So I'm a property owner. We've got, I've got one property in the middle of, in the middle of Spain. And I go on to say booking.com I go and list my property on there. I get a booking, which is great. Now how do I get paid? Do I get paid from the OTA directly? Do I have to wait for the guest to pay me? How does the sort of the payment power?

So each OTA has a different payment policy. Right. So again, when you're looking at each ota, you need to look at which payment policy works for you. Some are paying directly at check ins, some are paying half, you know, booking confirmation, half at check in or holding that deposit and only releasing it after. Right. There is different, different ways that these OTAs collect payments, but they are direct between you and the ota. So they are the ones that are paying you out for some of them. And for others you are required to process these payments on your own and use a payment processor. So for example, booking.com you can choose either option. HomeAway, you will need to use a payment processor as well. Right. Airbnb processes the payments for you. So depending on each is, is how you're, you know, collecting that revenue.

And again, just sort of touching on Guesty, if it comes to like payment process and stuff. Is there any specific one that you work with, I. E. Stripe or Fab or do you work with with everybody when it comes to collecting payments?

Yeah. So again, in regards to Airbnb, they're the ones processing the payment. But if you're using our payment processor, which is Stripe, then, you know, that is, that is who we're working with. And it's because of their, their global coverage that we work with them and. But we are looking to add more payment processors to even reach more countries because Guesty's operating in over 80 countries right now.

Okay, so all sounds good. So you basically, you can put your property for free onto these massive online travel agen agents that spend billions in making sure that people come onto their property instead of everybody else's, their website. So then they will promote your property on there. And then all you have to do is then you have to pay them commission when a, when a booking comes in. Now it all sounds good. Obviously we're going to touch upon direct bookings later, but what are the cons? So like, we've touched on a couple of the pros, but what are like the negative aspects of having your business on a third party on an ota?

So exactly what you said, Mark. Right. The OTA can offer many pros Invisibility, maximizing your reach. Right. Getting you the type of guests that you want. If you are focused on specific types of guests with your different properties, if you're, you know, luxury, if you are catering to corporate travelers. So that being said, though, there the con, and again, you also said this, is that you do need to pay Commission to the OTAs, unlike direct bookings, where, you know, you are making that, that's direct revenue to you guys. So, again, many pros, but it is with a commission that comes, you know, with being on their platform.

Commission obviously varies depending on which platform that you're on. Everybody has their own ways, like Airbnb at the moment, you know, 4%, where, you know, booking and Expedia both start at a minimum of 15. And there's others that do more depending on location and what you do. I think another negative for me from our family business and working with OTAs is that you obviously got in your mind, your niche, as in the type of guest that you want to attract, like whether that's family friendly and X, Y and Z. When you do listen your property on these big businesses, you do then sort of open your doors to everybody. And it has the pros and the cons, you know, so you do sort of, again, when you throw it up on booking.com or Airbnb, you do sort of anybody could come book and, you know, you do sort of take that control away from the sort of the quality of the guests that you come to stay with. But again, you do get the quantity. And at the end of the day, you got to get heads on beds, you got to get bills, got to get paid. But these are the sort of things that you can still achieve with direct bookings. And it's just a case of figuring out more, which we are going to talk about now. Guesty is, as you said, in 80 countries, you must have hundreds, if not thousands of owners and agencies running through your platform and obviously doing marketing. You must see a lot of people's properties. Now, what is the one mistake that you see accommodation owners make when they start to put their property on these OTAs?

Only one mistake. Yeah. So obviously there are many mistakes that can be made. I would say the most hopefully important mistake that people should avoid making is not investing in reviews. And the reason being that is that's your online profile and that's, you know, the voice of your listing speaking to the guest. Right. So invest a little bit more in getting reviews. You can easily, you know, increase your review, you know, review getting. If you give A review. So improving that and again, you know, enhancing your online image to these potential guests.

So let's unpack this a little bit because I like this. Reviews is obviously really, really key. You know, it's whether you like it or not, reviews can make or break your online presence on these sites, whether it's Airbnb or booking or wherever. So when you say go out and get more reviews, how would you. If a guest has left now, it was always a case where you can ask them as they're leaving. You know, if you've got that face to face contact with them, oh yeah, please go leave a review. They go, yep, yep, yep, as soon as they get in the car, then the real world kicks in and then just never leave it. What do you recommend to, to do to then sort of go and get those reviews? Are you sort of thinking about email templates, like reaching out via a text or something like that after a guest has stay? Like, what would you like to see? What, what do you notice people not doing that you think they should be?

Yeah. So there, there's a couple of ways. First of all, somebody who's on their way out of your apartment, your home, they're on their way out, right? So follow up with them, follow up a week later, you know, be that reminder for that great vacation that they just had and ask for, you know, a review there. With the follow up template, you can do automated sms, you can do it, you know, right away, the day after on the channel if needed. Right. Things like that. But obviously SMS and email is ideal. So collect that information. You have that information already from the reservation. So that's one, two is again, you know, make it easy for them to leave a review. So give them the link that gets them to the page, make it actionable, trigger when you're sending that email so that again, they're more likely to do that. And then if you don't see them doing a review, then leave them a review and then they're more likely as well to go and leave you a review. Right. So those are three ways I think you can really boost your review rates. Obviously you can also use reputation management software. So it can also help with that. You know, we're, we're building and managing reviews and guesty, so that's something that you'll be able to do in software, so in our software specifically as well.

So yeah, and obviously about that last one where you're saying go and leave a review first, that's, that's heavily geared towards obviously Airbnb because that's a big part of their platform is the review where you can actually leave it. And you know, I've got booking.com coming on to the Boostly podcast in a couple of weeks time and, and that is one of the suggestions that I'm going to be throwing out to them is the service where hosts can review guests on booking.com because I think that personally that's something that I feel is missing. But you're right, you know, if you, you've got that ability on Airbnb where you can go and review your guests first and you know, it's a massive indicator because again, if you've been ever been on the other side and you've been a guest staying at an Airbnb and the host leaves the review first, Airbnb send a very enticing email to you to say, look at what host name said about you. Which, you know, again, it makes you leave a review. You know, there's loads of other things that you can be doing. You can, I always used to do this at our family business. We used to incentivize reviews. Now I'm not incentivizing good reviews because that's the T's and C's. But you know, you can be very clear with your word and an email or a text or you know, just whatever you do to get to get the message across. I say listen, whether it's a good or bad, whether it's one or five, please go and leave a review. Over on the things that we do, we were using our main call at that time when we're doing this was to get the top three on TripAdvisor. So we would always send people to TripAdvisor. Now I would be sending them to Google if same, same thing. But we're saying good or bad, go leave a review. Every month we pick one name out of a hat random and then you win whatever that X may be. And that was a real indicator because you can ask and ask and ask and ask and ask. You've got to have a little incentive, a little carrot on the stick. You've got to make it worth their while because they'll just go, listen, we liked you, fantastic. But so what? And I think, you know, if you're thinking, how do I get more reviews, try and think of a little incentive. But if you're going to do an incentive to be uber clear, really clear that it's not, in exchange for a five star review, we'll give you this shiny thing because then that's how you can get in a lot of trouble if you get to get reported. Now we've gone through a lot of the things, we've sort of teased a little bit of what Guesty is but I'd like to sort of take the next part of this, just dig it in a little bit more because you guys have been on my radar for a while. There's a lot of boostly website clients that use Guesty. It's a service that I love as a specific feature but I want to touch upon in a minute. But just give everybody tuning in a little bit of a more of an ide of who and what Guesty is and how you work and who you best serve if you could just do so.

Guesty is a property management platform so we're an end to end solution for property management companies who are really looking to scale their business but also automate, you know, pretty much their entire operations so that they can focus on that growth in whatever way that means for them. So you know, Guesty is really catered for property management companies with above five listing. You know, again it's a powerful tool, it's a powerful software, it's your business tool. So for those professional property management companies and again who are looking to have that growth but also have powerful features behind them, I was going to say.

So it's a pms, it's a channel manager. You've got the automations if there would be say a guest house owner watching right now. Do you typically work with guest houses? They've got say five to 10 bedrooms or are you geared more at the rental owner?

So we do definitely cater to guest houses. I would say the best fit for Guesty would be property management companies who are managing whole units, individual units or you know, entire buildings. Again we have really great features for that but of course with our multi unit feature we also support rooms in that. However, you do need to have a minimum of five properties to be with guesty. But of course, you know we are speaking to everybody when it comes to doing demos. So you know, at the end of the day it's really if it's the right fit for you, you know, we'll, you know and if it's the right fit for us.

So just a case, just go onto the Guesty website and we'll, we'll provide all the links. At the end you can go and request a demo and have a chat and see if it's a good fit. For example, I speak to a lot of people and I do coaching calls and things and they're saying, I'm looking for a new pms. They, they're using X and they're looking for a new one again, they're looking to scale like you're talking about. They, they do rent to rent or they do buy to rent and you know, there's loads of things and, and they're always saying who, who do I chat to? And ton PMS providers there, there are so many of them, you can just go to booster.co.uk pms and there's a review on every single one based of real life experiences from hospitality community members. What I love about guesty and this is a question that when somebody asked me who should I use as a pms, I always take them down a set round of questions. So it's how many properties do you have? And it comes to one and the main question is do you do all of the customer service yourself, as in answering questions from guests, etc. Or do you have a team that does. If they always say to me I'm doing it myself, then I always say, have a look at Guesty because there's one thing that you do which is the guest communications package. Could you please, because this is unique far as I'm aware, I don't know of anybody else that offers it, but could you just please delve into what that is and how that works and how it could benefit property manager or anybody that's watching?

Yeah, absolutely. So our 247 guest communication service was actually how Guesty started. And with this survey we developed our software. So what this service is, is it's a 24. 7 guest communication service where we have a team of well trained guest service experts who are there to answer your guests from the moment that you receive that first inquiry to the moment that the guest is checking out. So we're, you know, we're your communication team, 247 to your guests and bring this up, this part of your business up again. Really gives you guys time to focus on listing acquisition, marketing strategies, right? Things that you mark talks about here. And it's covered by a team of experts with Guesty. So it is an upsell when you're using guesty software can't be instead of the software, it goes hand in hand. But again, you know, having that 247 coverage is, is definitely so key to your, to your occupancy rate because you have quicker conversions for reservations. So it's great service for growth with.

With that, how do so say that I'm a host, I've got 10 properties. And I, you know, I'm just thinking back to my last season, my peak season, that week in August where you literally running around like blue ass fly and you've got all the questions coming in. So I know all the questions that people ask on a day to day basis. Guests ask, pre post, whatever state, how do I help guesty train your staff so that they can then relay those questions that I get all the time to potential guests. Is that a case of like a form that we fill in or do we have to help train them?

Yeah, we absolutely guide you through that training. So we have an onboarding specifically for this service. We go through your frequently asked questions. Right. What do we want? What do you want to do in case of an emergency? Who do we call if it's 10am, if it's 4am, right. What does that look like? You know, if somebody's asking for a discount, what's your go to? Right, so we're really your voice and again we're taking our property managers through that onboarding which in some ways, again for let's say you are that property manager with 10 properties. This is a fantastic way to understand what's your best guest communication strategy and what you really need to have honed in on and completely, you know, outlined. Because this is what you're going to experience in your day to day. And we really, you know, can help with that whether it is by answering you, you know, or if you're getting started and you want to learn more for a year, you know, things like that. So it's definitely either a tool for growth, a tool for learning. But we're, we're guiding our, our, our users through that.

And it's something that I talk about all the time is outsourcing and you, you can't do everything, you can't spin all the plates because if you do it then you burn out and the business will, will suffer. And if you, the person that is always in reactive mode, you know, always asking, answering the questions because you like to be the face or whatever, that's absolutely fine. But if you want to be that proactive business owner, hospitality owner, accommodation owner, whatever one you want to class yourself with and you want to take the business forward and go from 10 to 20 to 30 property and if you haven't built your own team of virtual assistants, so to speak, and you haven't got a clue how to do that, then this is the perfect solution. Because as well as doing this, you've got email automation, you've got all the software that everybody else has. But I'm always looking at you unique selling points, USBs and this for me is like 100% what what Guesty do really, really well. So thank you very much for touching on that. As I like to end every podcast, we've got some Quick Fire questions. Now I have pre sent these to Shelley so we will have an answer for them. So we're going to delve into each one. You know, I do like these questions because it delves into not only who guesty is but who you are as well. So it's a. Is great so people can start to find out a little bit more about yourself. So we've got a couple of questions that we're going to go through and we'll just do Quick Fire. And again, if any answer that comes up in here that you want to find out more about, I'll make sure that we get them in the show notes and you can go find out the show notes@boostly.co.uk forward/podcast. Scroll down to season 7 episode 18, click on Shelley's name and you can find them all there. So first and foremost, what is your favorite business book?

Thinking Fast and Slow by Daniel Kahneman.

So this one we can combine. Do you have a favorite podcast and or favorite YouTube channel that you personally listen to or watch on a daily or weekly basis?

Yeah. So favorite YouTube channel, which is Fox. I love Vox.

Alright, what is Fox as in like Fox News or Fox?

No, Vox. Vox.

Okay, tell me what is Vox?

So they do these amazing videos on so many different things. Politics, climate, crisis. So you know, they did the whole thing about why are there brush fires in Australia right now? It just again, they, they have so many different topics that they cover and they have a Netflix show called Explained. So if you're an Explained fan, that's Vox. So they also have a YouTube channel.

I am now subscribed to Vox on YouTube. Thank you for that. All right, so podcast then. Do you have a podcast you like.

To tune into how this with Guy Rax?

Definitely. That is a personal favorite of mine as well. I love that one. To find out how business owners have put together their business. There's some amazing episodes. All right, so moving on to the next one. What is your favorite purchase Under a hundred dollars in the past year? I put pounds, but we'll do dollars. So what's your Favorite purchase under 100 pound 100 in the past year?

Yeah, so this is gonna sound, I think pretty lame, but my laptop stands. I finally learned how to Sit at an desk without having, you know, your back hunched over over your laptop for four hours. So I'm pretty proud of myself for doing that. So that was the best purchase this year.

Do you know what the next development is? Is a stand up. I may look like I've got a fancy stand up desk here, but this is in an ikea lack table. $5.

I thought it was a standing table. I was like this setup is too sick for me right now.

You know what it is? I'll send you a picture after is it's an Ikea lack table on top of a, on top of a desk with a laptop stand. So it's a total cost $15. So Big Shout out to Ikea for that. What is your biggest pain point in like guesting or your day to day right now? So you can be guesting or like your own personal with the business development and whatnot. What is like your personal biggest pain point right now and what you do?

Yeah, so my biggest pain point is growth and managing all of our marketplace activities and an ecosystem that grew to over 70 partners in under a year. And we're continuing to grow every month. So you know, we've got to keep up with that growth. And my day to day looks, you know, completely in hand entail with supporting that growth. But again, you know, it's amazing and fun too. So I wouldn't say it's a pain, but it is definitely what I'm dealing with today in my business.

2019 was a crazy year for Gessi because that's when you just came onto the scene all of a sudden, just flew out and like that's how I discovered you was from work of mouth, which is always good. And then just seeing all of the things happening with like the blogs and stuff. So yeah, it was a, obviously it was a big, big year for you guys. So it's awesome to see from the outside. Okay, so as you know the Boostly podcast is all about direct booking. So what is your one tip that you could pass on to a hospitality owner, accommodation owner, property manager on how.

They could increase their direct invest and build your brand. You know, building your brand is probably the most important way to communicate with guests. And at the end of the day the direct bookings is directly connected to how well you communicate with them and how well they associate themselves with you. Right. Especially if you're doing it on your own with your own website. So build your brand. Right. You know, we have a lot of resources on guest diversity for do for that, for building your brand. Did you know an article with Full House on how to make your properties more Instagrammable. Right. And also another one on how to again, manage your online presence. Definitely, definitely build your brand.

I like that. And we will get links again in the show Notes to the guestiversity. That's something that I've checked out, which I'm a big, big fan of. Finally, then, what would you say is Guesty's superpower?

Strength? I would say we have super strength. You know, we have a team of 100 R&D in our company. We also are 300 employees strong and we're all, you know, geared towards making our users have the best experience with Guesty, whether it's, you know, with development, to customer support, customer service. So I would say strength.

I like it. Thank you. And thank you so much for doing this. Now, if anybody wants to go and find out more about Guesty, can you please give us the link people to go to? Is there a specific link where someone could book in a demo? How do people go and find out?

So, super easy. You go to guesty.com, you'll see many buttons on our website saying book a demo. They're in red as well and we're gonna link that down here as well. So go and register for a demo. We'll really get back to you shortly and we'll show you around our platform.

Lovely and obvious guests here are going to be at the Short Stay Show, March 12, London Excel. Big stand. You can't miss it. It's nice, bright and blue. There's loads of happy people there. Go and say hi. Shelly's talk is obviously going to be on the marketplace stage. So go and say hi and tune into that. But in the meantime, yeah, go check them out on the socials, go check them out what they're doing. Go check out the guestiversity. And yeah, thank you so much for doing this day and thank you everybody for tuning in to the Boostly podcast. We're in, like I say, episode 18 of season seven. If this is the first time, tune in in to the show, Please go on to boostly.co.uk podcast. You can subscribe on itunes. Stitcher, you follow us on Spotify, you can even now find us on a Google search. Just type in Boostly podcast. You can listen to us on a Google search. What I think is pretty cool. Before you leave, go rate, review and subscribe. We've just passed 10,000 downloads and this helps when you rate and review and you share it with other hospitality owners. So Go pop them in Facebook groups, LinkedIn groups, go share it on your Instagram stories, your Facebook stories, or whatever you like to do to spread the word because it means a lot. Next week we're going to be talking to another expert in the field. And as well, you have got just a couple of weeks left to submit your guidebook into the Hostfully competition. Hostfully, the sponsors of the Boostly podcast, you can go and submit your guidebook and what they are doing is they are going to find and pick out their best one and they're going to put it into loads of different categories and the winner of the categories are going to win lots of random goodies that Hostfully got lined up. Whether it is hoodies, premium listings, you can win a Boostly marketing review. So you still got a couple of weeks go to hostfully.com forward/contest and in there you can submit your guidebook. And you can go and get your free guidebook now by just going to hostfully.com and you can go and start getting creative, just like Paula Butler did of the Boost Lee Academy. She's got a fantastic guidebook and her guests actually messaged her to say that they were really impressed with Herd Guidebook. So that's the user experience that we're talking about. All right, we're going to leave it there. We'll be back again very soon for another episode of the Boostly podcast. But thank you so much for tuning in.