WOW! Here's Everything I've Done to Market My Coaching (So Far)
Mary Schiller shares every marketing tactic she's used since starting her coaching business in 2016. YouTube brought her the most clients. She emphasizes that any strategy works if you actually enjoy it and stick with it, treating marketing as human connection, not a sales funnel.
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Hello there, it's Mary Schiller. I am so thrilled to be on here live with you in the Healthy Wealthy Coach group. If you happen to be on your Facebook feed right now and are seeing this, please do stick around. Type a comment or a question anytime and I'll keep an eye over there. Hi Clifford, hi Jeanette, thanks for being here. I am really thrilled to be talking with you today because I'm going to be sharing with you all of the things that I could recall anyway that I have done to market my coaching business. I have a few other insights to share that I think you may find interesting as well. Thanks for being here. Hi, Graham. If you're watching on the replay, thank you for doing that too. Hi, Clifford. If you have questions while you're watching the replay, play, please go ahead and post them. I'll definitely come back and check to find them because I want to make sure all your questions get answered. So yesterday I was chatting with you about all of the things that I have sold as a coach and the list was really long. Hi Mia! When I really stopped to look at it, I was like, gosh, that's a lot of things that I've sold. The same is true with my marketing. Hi, James. Thanks for being here. I was really surprised. I have my list next to me here. When I started to look at all of this, I have a feeling that I'm forgetting some things, but maybe it will come to me as I go along. I was surprised at how many things I'd actually done over the years. I started my business in early 2016. I have tried lots of different things in terms of my marketing. One thing that I'll say before I get into the list is that essentially everything that I have tried has worked to a certain degree. Everything has brought new people to me. If you're thinking about marketing, you can rest assured that If you decide to do a certain strategy and it's something that's fun for you, that's the key right there. If it's not something you're really excited about, you're not going to do it consistently. But if you, if you, you know, discover some type of marketing and connecting with people that really, you know, lights your fire and is really fun and you do it consistently, it is going to work. You know, the whole key of marketing to me is that connection piece. Hi Mia! And it's really, that's how I view marketing as a whole. It's about connection. And of course, you know, marketing and advertising have changed so much over the years. I started working in that field back in 1997, so quite a long time ago. And in those days, the companies or the nonprofits or whoever it was that I was working on things for, they were standing there with the megaphone sending their message out into the world and there weren't any really significant ways for us to talk back to those companies other than writing letters or whatever. Of course, nowadays the dynamic has completely flipped where it's much more about people communicating to companies rather than companies communicating and just sort of blasting messages out there. Hi, Ali, thanks for being here. So that's why I now see marketing and even advertising very differently because it really seems more like an opportunity for you and I to connect with people on a human-to-human level. So let me go through the list here. Of all the things that I can remember doing that have brought clients to me over the years since I started. One other thing I should say before I start is I have not yet done any kind of paid ads. I mentioned this, I think, in yesterday's talk. I'm not against paid advertising. In fact, hi, Ali. It's something that I'm going to start doing very soon. I'm getting all of that set up. It's just interesting though that without paid ads and with a list of— my list is around 1,100 and has been at that level for quite a long time, a couple of years. I've still been able to make a very, very good living even without all of those fancy things. I'm hoping that what you're walking away with from yesterday's talk and today's is that you don't need a big audience. When I started, my list was small and it stayed small for a long time. I think I reached 6 figures and I want to say my list was maybe 500 or 600 at most at that point. I just spoke with somebody this week who works for a company that's an expert in selling online courses and she was asking me some questions about my business and what I had done for marketing and things. I shared that with her and her eyes got so big, she looked like she was going to fall over. She was like, "Wait a minute, how big is your list now?" I told her, "What's your income?" I told her. She's like, "Wow, that is really something. That's not what you hear about very often." The reason, I think, is because everything that I've ever done— hi, Heather— everything I've ever done in terms of marketing has been about this idea of just creating some kind of bond with another person. I do really think of my audience as individuals because I'm really only talking to one person at a time. And so I just think that's important to keep in mind. So the first thing that I did was something that I started before I became a coach. I was doing it just for myself, honestly, which was this daily audio blog. Hold on one second. It was really cold here today, and when I went out, I feel like my throat kind of seized up. So pardon me. I was doing this daily audio blog just for myself. It was really a personal project. Hi, Sydney. And I had been doing that for, you know, a few months, not that many, when I made the decision that I was gonna become a coach. And so that daily audio blog had helped me already because, as I said, you know, people felt like they knew me because I was literally talking in their ears every single day for 5 minutes. And they felt like they could trust me because it was like they were having conversations with me. And I did have conversations with people before I became a coach from that blog, you know, people commenting on it or people emailing me when they would get one of the audios that was particularly helpful to them. You know, there was some back and forth. And so I already felt like I had formed really nice relationships with people from that project. And the key to it, as you can tell, is that it's really about consistency. I keep coming back to that word, but when you have something that you see is working in that it is connecting with people, it's landing with people, and you enjoy doing it, keep doing it. You know, keep going with it and don't just stop because that's what a lot of people do is they get to a certain point and they just stop. I have no idea why, but I think that the key here is to just keep going. If you're doing something and it's not really landing with people and you've been doing it for a while, then it may be time to stop and say, "Okay, what can I change about the message that I'm putting out there?" or maybe this is the wrong vehicle for me. Another thing that has been huge for me in terms of clients, and this is really funny because I don't have that many videos on YouTube, but it's been a major source of clients for me, is YouTube. So if you're not on YouTube, get on YouTube. This is the message. I'm not sure if it's because of YouTube search engine or the fact that YouTube is such an entertainment source or what have you. I really can't explain it but I can tell you that that has been, I think, the biggest source of clients for me is YouTube. I'm curious to know— sorry, if you're on here live or watching the replay, are you on YouTube? Do you have a YouTube channel? If you don't have a YouTube channel, why don't you? More to the point, as you may know, I'm a big fan of video. I'm telling you, YouTube is where it's at. You don't have to pay anything to use it. It's free. The way that you can tag your videos is really great. You can use anything that you think people might be searching for. I've been pretty good about that. I need to put some more videos on YouTube because I'm going to be shifting my business and I want to get more on there. Tell me what thoughts you have about YouTube because I think it's awesome. Obviously, another one is Facebook. When I went through my own life transformation in 2014, I started a Facebook page. Group on Facebook just for friends and family. I actually got some clients from that group when I went professional. That was interesting. I have had a couple of other Facebook groups before this one. I didn't get as much client business from them as I had hoped, but my mistake there was that they were too general, too broad. If you're thinking of using a Facebook group to build your business and use it for marketing, try to make it as focused as possible around a specific topic or a specific audience. That was definitely the mistake that I made, was trying to talk to too many people. It made it really hard to know what to post about. Yeah, it just didn't work very well. However, one thing that definitely has helped me is commenting in other groups. This is something that helped me early on. I had already been kind of visible in some groups in the niche that I was in before I became a coach. I just enjoyed having those kinds of conversations with people. People started to remember my name and take note of what I was saying and things like that. That can be a really fun way to start to strike up some connections with people is commenting in other groups. That may seem really strange but that worked really, really well for me and it continues to work well for a lot of people. It's a really popular strategy these days is using Facebook groups in some kind of new and interesting ways. If you're typing any comments, I can't see them unfortunately, so I'll have to come back. Maybe somebody can type something and I can see if I can see it. Another thing on Facebook, I don't think I mentioned this one yet, is Facebook Lives like this one. They are great because people really appreciate the fact that you are willing to go live and speak to them spontaneously. One thing I've noticed is that when I do a Facebook Live on my professional page, I don't get very much traction from that. After like the first 2 minutes, the viewing drops way off. If you're going to do something like that on your Facebook page, just keep that in mind that most people, and I've checked other people, it's not just me, most people won't watch a video for more than a couple of minutes. The exception would be if you put subtitles on it. On your Facebook page, if you do a Facebook Live there, you'll see that Facebook will create subtitles for you. You don't have to create them and then bring them in. In a Facebook group like this, you will probably get more engagement and more views because people are in the group and they want to be hearing from you regularly. It's a very different kind of dynamic. In here, I don't have that option to use Facebook to create the subtitles for me, unfortunately. On the Facebook page, you definitely can. Another plus for doing Facebook Lives, of course, is that you can download them and then put them on YouTube. I've done that many times. You're getting kind of a double hit from one video, which is great. As I think I mentioned yesterday, when you start to— and somebody, I think it was Tia, mentioned that a big part of having a successful business of any kind, but even in coaching, is creating assets that you can share in different places, that you can recycle and reuse in various ways. You can get your videos transcribed. You can break them up and share them in other places. You could use just the audio. You can take bits of what you said and make social media posts. Video is just a great kind of all-purpose medium to use. It's especially fun, I think, to do live talks like this one. What else have I done? Webinars. Definitely done a lot of webinars. I have done them using WebinarJam and Crowdcast. Excuse me. And just to kind of clarify what a webinar is, it's more of a talk like this where you are commenting and I am on camera, or I could bring slides on. You've all been to a webinar before, I'm sure. They're very popular. They can be live or recorded. As yet, I have not done a recorded one. I've always done live ones. And some of them have been for free and some of them have been more of a masterclass that are paid. These are tremendously helpful to your business. There are people who have grown very, very large businesses just from doing live webinars regularly. Again, it's about creating a space to connect with people. And doing it regularly and showing up regularly and giving them something of value. I have gotten quite a few of my subscribers from the webinars that I've given. If you are looking for a platform to try them out, I just went to the Crowdcast website today and you can start on a very low monthly fee. Fee with them and just give it a try and see if you like it. With Crowdcast, it's interesting because you can bring people onto the camera with you. Instead of just typing, if somebody's on Chrome, they can join you as well. Hi Jeanette, editing breaking up Facebook Lives as well? Sure, you can do that. You can download it and bring it into some kind of a video editor and voilà, you can do anything that you want with it. You know, video is incredibly versatile. Hi Heather, do you use any special lighting for these videos? You want to see my light for this particular video? I'll show it to you. It's a floor lamp that I stuck up on the table. Having said that, I do have an actual light that I use sometimes. It's called a ring light. If you just go on Amazon and search for ring light, you'll see it. They're kind of cool because you can put your camera right in the middle. There's a little place for you to mount your camera. If you wanted to use— sorry, your phone. You could use your phone camera to shoot a video with this ring light. It's really easy to use. The one that I have, I don't remember the name of it. I'm sorry. It has a couple of different settings so you can make it warmer or cooler or whatever. But even if you don't have that, you can do what I did. I just put this floor lamp up on the table. Or what I used to do when I was making online courses and put myself on video, I would just face the window and I would let the natural light hit me and it looked fine. You don't have to be fancy schmancy. You can do Facebook Lives on your phone. I've done many just as I've been walking around the city here and just something came to me and so I just pull up my iPhone and go live and you can also go live on YouTube that way from your phone. So lots and lots of opportunities for that. Heather's laughing at me. You use what you have, right? And it's dark here right now and the lighting in this apartment is not very good plus I just noticed that our chandelier half the lights are burned out all of a sudden. So that's not helpful. Another thing that I've done are animated videos. There is a platform that I've used frequently called PowToon that I absolutely love. I also use another platform called Animoto for some videos that look a little more produced, if you will. I've also used a tool called VideoScribe, although I don't like that one as much. I prefer PowToon and Animoto. But nowadays there's tons of tools like that that do a lot of the heavy lifting for you. So those are really fun if you wanna just create something interesting, you know, that's a little bit different and unexpected for people. You can check those out. I have used— Thanks, Jeanette. I have used PowToon now for— and Animoto, I think for about 7 or 8 years. They're both really, really good. PowToon in particular is a company that has just grown and shifted and changed as the market has demanded it. I really, really respect that. Heather, you've been putting off video and you could join a very large club. I think I mentioned this yesterday. I posted that photo of myself a few days ago with no makeup, no nothing on, close-up showing all my flaws. I did that because I want people to get out there and start connecting with people. Video, especially live video, is so great for that. Another thing that I have done often is free group Zoom calls. I can't even count how many of these I've done that were me, you know, inviting people to a call about a certain topic. Sometimes the calls related to a specific program that I had coming up and I wanted to give people a chance to ask questions of me about it. So I've just loved those. Those are great. If you don't want to invest in something like Crowdcast and you like a Zoom call where people can all be on camera and you don't have a gigantic group because it gets a little unwieldy with really large groups, just invite people to free Zoom call and make it on a topic and just go for it. I've done that with me hosting them. I've been a guest on on other people's Zoom calls. So, you know, that's nice because then I don't have to set it up. Somebody's doing it for me. And, you know, that's another way to really have some beautiful conversation with people in real time. Another marketing tool that may seem like it's not marketing, but it actually kind of is, is a one-to-one discovery call. Also known as a sales call. But I have done them for a long time. I did them even when I was working for this other company. I did sales over the phone. And I really don't see them as sales calls. To me, they are another opportunity for me to connect with someone and to really, to really get to know them and whether they sign up to work with me or not, it doesn't really matter. It's another opportunity to connect. Hi Powtoon. Oh yes, it's with a P, Powtoon. Hi Anne, thanks for joining. So the one thing I will say about, let me just jump back a second. The one thing that I'll say about video is that There's a time and a place for something like PowToon or, you know, a video that doesn't have you front and center. That can work in certain situations. I'm much more in favor of people doing live video like this. I mean, what an incredible tool we have for free. We have Facebook Live for free. You know, you can say what you want about Facebook, whatever. This is an amazing tool that they've provided and you might as well use it. If your people are on Facebook, there's nothing like it. It's just the simplest thing ever. You just go live and you're on. If you're thinking about using some other form of video because you're trying to hide yourself, if you're a coach, that's not really what you want to be doing. When people want to hire a coach, they want to know you. Get to know, you know, how you are, how you come across, what you're like as a person, and that happens very nicely and spontaneously with live video. So I highly recommend that. Anything that's in real time is just awesome for marketing, really, really good. Okay, let's see what else is on my list. Of course, Oh, I was talking about one-to-one discovery calls. Yeah, I do really see them as kind of an extension of marketing. They're just a wonderful opportunity to connect with people. Then if it seems appropriate, of course, to make them an offer to work with you. Thanks, Heather. Sure. Another thing, of course, is Facebook page with posts and videos and things. Facebook group I mentioned. Oh, yeah. Challenges are really fun. They take a little bit of work to set up, but they can be great. I've had some really good success with challenges. I can think of 2 in particular, actually more than that, but I can think of 2 in particular that worked really, really well for me. I did one that was in the group that I had that was the, like, the only thing in that group that really worked was doing a challenge. And then another time I set up a sort of pop-up Facebook group, which a lot of people do now for their challenges, and it worked really well. And I just suggest that if you're going to do a challenge that you make it fairly short, like 5 days, and, and make it really focused on a specific topic, something that people can see sort of a quick win with, and make sure it's very organized ahead of time because They do take a bit of work to set up. They do take a little bit of energy to make sure that what you're sharing on the right days goes correctly. They can be a nice way for people to get on your email list because you can say you'll get everything through email but then we'll discuss it in the Facebook group. That's what I did and it works really well. What about challenges? Have any of you run a challenge before? I'd love to hear. How that worked. Email marketing is sort of an obvious one. You know, a lot of people, I think, think that email is dead, but it definitely is not. To me, it's— I wouldn't have a business without it, even though my email list is relatively small compared to a lot of people out there. It's just been hugely helpful. So if you are not doing anything to get people onto an email list, I would highly recommend that you start doing something because it's amazing the kinds of relationships you can form with people through email are really interesting. I think if you're consistent with it, again, it can be a tremendous asset to your business. It's one thing to have thousands of followers or whatever But unless those people are on your email list, you don't have their information. So anything you can do to bring people into your database that you have control over is a big plus. Because if Facebook disappears tomorrow, I still have the people on my email list. If Instagram disappears, I still have the people on my email list. While I am totally in favor of using social media in every way that we can, that's a key distinction that I think needs to be brought forward more. I mentioned this a moment ago, but I'm going to mention it again, is being interviewed by other people. When I was really using that quite a bit in the beginning, podcasts were around, but they weren't nearly as popular as they are now. People have podcasts. Podcasts that they need to regularly put out interviews and material for. You may be able to find lots and lots of podcasters in your niche and reach out to them and see if they'd be willing to interview you. That's certainly something that I have thought about doing because then you're not the one having to do all the work for the podcast, which that's quite an undertaking. It's not impossible, but that's not something that I am personally interested in. Doing, at least not right now, but being a guest, definitely. Hi, Cindy. Suggestions about ways to bring people into email lists? It's kind of not really changed that much over the years. It's offering something of value. Like I was mentioning earlier, one way that I did that was by offering these free webinars on Crowdcast or WebinarJam. That was really helpful to my business. The free downloads still seem to be working. I'm trying something new shortly when I get these Facebook ads going and that will be hopefully a source of people joining my list. It really is a matter of trying different things and seeing what works. Sometimes something will work for a while and then it will kind of stop working. So you kind of shift gears. Of course, we always have the option between doing this organically or paying. The thing that I want to caution, because I have not used any paid marketing at all, is that you want to make sure that if you are going to pay for ads or anything like that, that you need to be sure that you've got everything behind the scenes Set up to go. This is a problem that I see people having is that they spend money on ads or boosting posts or whatever but they don't have any mechanism to follow up with people. They don't have a good email marketing plan so they don't have a good series of emails to follow up with when people join their list or people get on their list and then they don't hear from them for 2 or 3 weeks. Then those people are gone. You might as well forget that. You really do have to have a lot of things in place, in my opinion, before you jump into something that's paid. If you're in a situation now where you're using Facebook boosts, my suggestion would be look at that and see if you're getting any paid clients from that. If you're not getting paid clients from that, you may not want to do that anymore and try something else. That's something I see a lot of people doing, either boosting posts or paying for Facebook ads. They're not doing anything to get clients from that. Just a little bit of a caution there. Let's see. I did that. Oh yes, of course. My books on Amazon have been a good piece of my marketing. I think I might have mentioned this yesterday. That I have in addition to YouTube, I feel like my books have also been a great source of clients. They don't sell a lot. I've considered doing some advertising on Amazon. Amazon is so funny because when I first started publishing them, I do that through Kindle Direct Publishing, self-publishing, they actually sold pretty well. I was making several hundred dollars a month from the books, which I thought at the time was pretty good because I wasn't advertising. The reason was because at that time they had that little thing across the bottom that said, "People who bought this also bought." I would show up on pages by some pretty big names in my niche. I sold quite a lot that way. They totally changed that, so now you've got to pay. To show up in those places. My sales have dropped, but I still have gotten clients through them. To me, that's a really nice exchange. We'll have to see if I want to try to sell more copies of the books and maybe get some more clients that way. It's not difficult to self-publish a book on Amazon. Even if you wrote a book, a short book, and gave it away as your free thing, I did that as well and that worked well for me. There is something that happens to your credibility when you put your name on something like that. When you have the audacity to write a book and put your name on it and put it on Amazon or share it on your website or whatever, It brings a level of authority to you that I think is irreplaceable. People really do respect that. I don't really worry about things like Amazon reviews or nasty comments. I don't pay attention to that. If somebody has a legitimate comment that I feel I can adjust something in the book, then I will consider it. I don't really get caught up in and all of the comments and things. Let's see. I think, I think that's everything. I really feel like I'm forgetting something major. You think I forgot anything major? If I were to summarize this conversation, it would be to say that we have so many tools available to us that don't cost anything or cost very little that are super effective in marketing, particularly for a coach. Because as I've been saying throughout this whole conversation, you know, people need to get to know you. They need to see you. They need to hear you. And any way that you can do that is a plus, especially if you do it consistently. I mean, I've often wondered what would happen if I did like a 2-minute livestream every day for like 3 or 4 months? What would happen to my business if I did that and invited people to join my email list from a few of those a week? I'm pretty sure I know what would happen. I'm actually considering doing something like that or inviting or hosting a weekly webinar or something like that. There's somebody whose name I won't mention who is very, very big in the online business space. And that is how she built a 7-figure, a multimillion-dollar business. She offered free trainings on a webinar like once a week, and she got a huge following. She's a good teacher, and that's— that was her marketing. I think she has done some paid ads since then, but that was what got her to her first million, was literally doing that. If you find a medium that you enjoy, that's important. If you find something that capitalizes on your skills, that's great too. Hi, Graham. Would you recommend creating ebooks over creating hard copies? I've done both. Some of my books are available for Kindle and also are in paperback. You can do both. People still like regular books. They still like to hold books. So if you're interested in going that route, go for it. It really wasn't as hard as I thought it was going to be. Looking back, I probably would have been better off hiring a cover designer at least, but I didn't do that. I designed everything, including the interiors, myself, which was a learning curve, to say the least. But yeah, I think both, both can work. The ones that I've done that are Kindle only, I did that because they're, they're really, really short and for a printed book they would just look kind of ridiculous. So that just didn't seem like a good idea. But I think they both work well. Alright, so I think that is everything that I could think of that I've done to market my coaching. I'd love to know what you have taken away from this. My hope is that you'll see marketing from a slightly different angle as a way of simply connecting with people and doing that in a way that is fun for you, that is genuine, and that you can do consistently over time. And, you know, it's, it's really a lot of trial and error to see what you like and what resonates with people and what brings people to you. Hi, Ali. I feel overwhelmed still not having done any of this. Non-techie, wondering where to start. I am not shy. I'm ready to be visible. Once I start, I want to continue. It feels like it would take quite a learning curve. You certainly know how to use a Facebook Live, right, Ali? That would be my suggestion. It's the least techie thing. You go onto your Facebook page and go to a post and click Go Live and there you go. They take care of all the tech for you. If you could do something like that in combination with a regular newsletter that you send out 2 or 3 times a week, that would probably boost your visibility big time. You could also invite people on your list to come to a Facebook Live. If you hosted one a week on a specific topic, you could just invite people from your list to join you on the talk. That way you don't have to learn any fancy technology, but people can come and listen to you. That's about the simplest thing I can think of that doesn't really involve any tech anything and is already available to us, which like I said before, I think is kind of brilliant. What do you think about that, Ali? Does that sound doable? Let's see. Yeah, trial and error. Yeah, start anywhere, really. Exactly. Start with something that's simple. You already have this tool, so you might as well use it. Hi, James. Kindle Direct. Yep, absolutely. I love Kindle Direct Publishing. I know, again, Amazon is a behemoth and we have all kinds of thinking about them. I have to say, from a self-publisher's point of view and that whole process, they do a brilliant job. I have been so impressed by the way that that whole thing works. It's amazing. I will also give a big shout out to their customer service. There was one time when I was uploading a book for print and the print preview thing that you get to look at it before it goes live, it was all messed up. It was all screwy. And so I contacted their customer service and they literally got back to me within about, if it was 5 minutes, that's all it was. And they got right on the phone with me. They called me, they saw immediately what was wrong and they fixed it. So the whole thing was done just like in 6 minutes. And I was like, wow, you know, for a big company like Amazon, it was pretty, blown away by that. I'm a nobody really and they responded to me so I thought that was great. Hi Beck. Hi Ellie, another question. I still mostly only use my personal Facebook page for everything. I have a biz one that is stagnant. Bring all my biz stuff to the— okay, so a lot of people nowadays are also using their personal Facebook profile for business. I have not done that very much but I know a lot of people do. They will post, they'll have their personal profile, their business page, and a Facebook group. They will just use the same post in all 3 places. They're not recreating something each time. They're using the same thing. You can do that kind of crossover. It doesn't seem to be causing any problems. It used to be that you really wanted to keep them separate. Like I said, I have not been using my profile, my personal profile for business. I've made a couple of posts like that, but not really that many. That seems to be something that people do. The one thing that I'll say about Facebook Live really quick is that I'm doing this for you in the group. If I wanted to share this to my Facebook page, my business page, I would need to download it and then upload it there. If I do a Facebook Live on my business page and I want to share it here, I can just click the share. But when you do something within a group, you can't share it outside the group. I don't think it depends on the settings either. It might, the group settings, but I'm not sure. So just know that little tidbit. Not a big deal, but just something to be aware of. Alrighty. Well, this has been really fun for me. If you watch this replay and you've got more questions, please feel free to ask me. As I dive into the world of Facebook ads coming up, I will share what I learn. I think it's going to be a fairly steep learning curve, but I'm willing to try it because I want to broaden my reach and it looks like a lot of fun to me too. It's got to be fun or I won't do it. Thank you so much for joining. If I can do anything for you, I'll put my email address here. Please don't hesitate to get in touch with me. I'm happy to help in any way that I can because I really want you to succeed. Check out my post here in the group around helping to, not 200 as I originally said, but 2,000 coaches hit the 100K mark. That would be an amazing thing if we could do that. That would be $200 million of money earned and being used by amazing people like you. So that seems like a pretty good goal, right? I'd love to have you part of that. So let me know what I could do for you, and thanks so much. I really appreciate your attention, and have a wonderful day or evening wherever you are in the world. I'll talk to you soon. Bye.
