Mike Minutes Mastermind 08/15/2023

Ladies and gentlemen, welcome. Mastermind. All right, let me go and paste this in here. I did have a couple announcements and then I peeked at the questions. There's a really good one I want to go over. So let me just get this set up.

Here. Let me see if I while I'm doing this, I can't read at the same time. Why did this not go through?

Come on. Okay, there you go. I take this one, put it into the playlist.

Copy the link, save that. Open up Facebook, refresh this page. Okay. Announcements.

If you are planning to come to conference, make sure you check out the dashboard. There is a page called conference. I put it up in May, so there's already quite a few who've already filled this out. I'm going to right now make sure that this form is actually sending you confirmation when you fill this out. Because for everyone that is coming from Augusta, we do need you to fill out the form just for the sake of food and space at both venues.

So let me just make sure I actually make. I'm going to do is make sure this is sending you a confirmation email when you fill this out so you're not left wondering.

If you have filled this out or not. So while I'm at it, why don't I just go ahead and share this real fast because there's 28 people have already done this. Let me share. Share screen. Alright, so these are the people who have already signed up. I'm going to scroll through this really fast. Well, there it is. These are all your names. If you have already filled out this form, just in case you did not get an email. All right.

There you go. If your name is on that list, you do not need to fill out this form. Again, I'm going to make sure.

That you get an email.

Always send responders a copy of their response. Very good. All right. I will not limit it to one because you will probably have more than one. All right, so for every one person coming, that form does need to be filled out.

On the com on the dashboard. Augustafranchise.com conference tab form is on there.

I had a couple other things. Number one, if you have employees that you want on the Augusta Nation Facebook group, we don't know their names and anyone in the world could just put in your territory and ask to join. So my request is this. If you have an employee that wants to join or you want them to join, I should say have them when it where it asks what territory. I want them to put your personal cell phone number in that field. As well. Because what people are doing is there are hoping that we just like, let anyone in that says yes. And I'm a part of Augusta and my territory. And you could put any territory name. So if you want an employee to join in that part where it has the.

The what territory are you from? They need to put the territory name and your personal cell phone number. Not the franchise, your personal cell phone number of the owner. We have had some crazy people try to join, including ex wives and all the rest of it. So we need to make sure that no one gets in there that we don't want in there. And the only way to make sure that happens is to ensure that we know that it's an employee that you want inside the group. In that same vein, if you ever let someone go, you are responsible to let Augusta know. Lee, Chuck, Liz, myself, command center, that you want them removed from the group because otherwise they can see everything you're posting. And if they don't, if you don't want that, you need to let us know. We can remove them from the group. So. All right, that was the first thing. Second thing.

I had a couple people after we got the Quick 5 Preferred vendor set up, say, hey, I want, you know, so and so to be a vendor or whatever. Or like they kind of put me in touch with people to. On a certain brand's team. Totally fine. A franchise at Augusta longer services.com is an email that you can give them to reach out and get set up as a preferred vendor. I need to be able to talk to the national sales rep. I cannot talk to your local sales rep or regional or state. I have to be talking to someone that can make a decision for the entire brand and for the entire country.

Ideally, if they can do us and Canada and I don't have to deal with different people, we cannot do regional sales reps. So if someone, if you're wanting to talk to one and you're wanting to get a brand and you talk to your local rep, you need to then ask. I need a national sales rep and then the national, usually the head of sales, to reach out to me. Because if they're just a local and they're like, hey, you know, I want to set up a vendor relationship with Augusta. If they're just, you know, if they control two or three states, it doesn't do us any good. So I have to be talking to their national head of sales. Usually the head of their departments is who I have to set these up with. So I don't mind you Giving them that email, as long as it is at the national level we are dealing with and not some regional or local salesperson. Cool. All right, there's a good question I wanted to go over in depth. So let me jump into here. I don't often look at the questions, but I saw this one because the first one.

Present share screen.

Here. I'm going to switch over my WI fi. For some reason, my WI fi has not been good today. Give me a second. I'm going to switch over to Ethernet. It's going to go black for a second and I'll be right. It'll be. It'll come right back. Give me one second here.

All right, let's see if this is any better.

Comcast has been strange. Switched over from WI Fi to Ethernet. Okay. A little bit better, it looks like. All right. Share screen. There you go. Cool. Much better. All right. So this is a long one. I have read it well, I read the first couple paragraphs, I should say. So I, I know the general direction of the question. I don't know who it's coming from.

If you want to privately email me, that's totally fine as well. All right. Keeping with the masterminds, I'm looking back, I've not found this, but could be wrong. One second. Am I sharing my screen? Yeah. Okay, good. Appears the decision to have Max AI take the beginning of all calls during business hours implemented before informing franchisees that this would happen if incorrect. Could you clarify the communication timeline? It was clear Max was taking after hour calls specifically asking about business hours. Yeah. So this is. I would say I failed in this regard. I did not email everyone a clear timeline. I was pretty clear on the masterminds and if someone was listening to all of them. I am going to be better about if there are big changes that I am emailing everybody. So you saw, like, I emailed everyone the video I made the other day explaining about Max and the premise of this, of this, this question is really around like it seemed like it went to. It went fast and we weren't told.

I, I fall into the trap of assuming that everyone's listening to all of the masterminds and the vast majority of people do, but There are about 30 locations to 40 locations that do not. And I need to be more aware of that. And if there are big changes to the workflow, I need to email everyone. So I'll take that one. I should have done better on that in that regard. But we, but we did have a very clear what was happening like in June I was testing on my locations July and August. So about six weeks we rolled it out for all the front end.

In terms of after hours. And then we said like you know, leading up to it, I was telling hey, that next week, two weeks before, we're going to be putting on max on top and then this is going to be a phase that will probably be a couple of months at least and then we will integrate with Copilot for it to be able to do more. So I was clear on the masterminds, but I understand if you're like not doing them sequentially or you're not listening to them, which I understand, like there are times you're going to get crazy busy and just not be able to watch them.

That I should have. What I should have done in hindsight is in June I should have outlined, hey, we're testing it the next three weeks at my locations, then we're rolling out for six weeks on after hours only. Then we're doing it two to three months on the front end. And then here's when we plan to integrate with Cocopilot. I should have done that via email and not just rely on the mastermind. So I will do a better job of communicating via email if there's specific things that are going to change people's workflow. So I will take blame for that one. The reason explanation videos have been helpful and appreciated. What is concerning is the speed of this change and inability to opt out since one of the core components of our business is having someone answer the phone. The decision to go to a robot is concerning due to the public opinion of many customers who previously appreciated speaking to a real person. The system seems to be shaky and not ironed out yet and we are the guinea pigs. It could be debated on percentage of people that want AI or or don't and how to navigate that. The main point of this is not AI necessarily, rather it's concerning how rapidly this changing how rapidly this changed without much notice. Speed is one of the highest valued qualities at Gusta Corporate. However, the ramifications often seem to be glossed over. Lots of whiplash that make that shake stability in a systems based business you want to scale and or be removed from. Some have said this is why we joined Augusta to which I appreciate their positive attitude and Augusta is still the best and will be the best. But that is not why many joined Augusta. We joined because systems are figured out and value would be continually added to attract new franchisees and retain existing ones. Implementing new features quickly without feedback Mid season is a pattern that has given me concern. Great. So let me address all this. So, like, I've kind of already talked about this one. I could have done better in terms of emailing everyone a very clear timeline, because there was a pretty clear timeline that I was communicating on the masterminds. If you're not watching the masterminds, that's not great. However, I need to assume that not everyone's watching every single one or they might miss a couple. And I need to make sure that if it's changing workflow like this did, that I communicate way in advance via email. So hand up. I'll do better at that. Let me address a few of these things, though. I don't have any notes. Let me just go through this stuff. So.

This is the first thing. If a customer wants to talk to a human, they can immediately do so. And not. They don't have to ask for a human either. They just have to say anything that has nothing to do with sales. So, for example, if they hop on, they're like, hey, I would like to cancel my service immediately. It's look like immediately Max understands I need to forward this to command center and have them handle it. Now the question is, why would you not just do it after hours? That is the easy path that we did the past six weeks, and no one had any issues with it. Because there's only upside for all of us. It's like, we know now that the only reason there's only upside in having that phone call answered after hours. And if I get like pointing and stuff, trust me, I'm not being defensive. I'm just explaining. And I'm passionate about this. So I'm not in any way offended by the question or bringing up a little bit opposition. Totally fine. Let me explain this, though. This is the part that whether you had office staff in your of your own or if you had command center answering the phone live, what, what we all think of is like, oh, there's calls coming in, right? Calls coming in right throughout the day. That's not what the call distribution looks like. Okay? Call distribution. Oops. Oh, come on. Call distribution can look like this. Okay? So on a Monday morning, when they walk in, it could look something.

Like this. All right, so here's the thing.

We are going to miss if I staff you here, we're going to miss these calls, okay? And they're going to. 30% of them will leave a voicemail, and the other ones will not. Okay. If they do not leave a voicemail, that's not good. If they do leave a voicemail.

They are going to be in the queue of voicemails. And if we walk in on Monday morning after Sunday and we're going through a whole bunch of Max tickets, for example, these voicemails might not be addressed until the end of the day or even Tuesday morning if we miss them. I'm not saying this always happens. I'm saying this is what's possible whenever you have people only answering the phone. And so the difference is right now, by having Max take about 30% of the phone calls away from Command center, now you got a distribution.

That looks like this, which means we can answer every single phone call that has anything to do with things outside of sales at Command Center. Regardless, someone trying to cancel change payment saying that we want to skip service today, those will never, ever, ever, ever, ever get missed. Because I am able to bring this threshold down and make sure it's below where I'm staffing. Because if I step up here, we're all going to have to raise prices dramatically at Command center if I staff for this. But then there's times where there's hardly any calls. Extremely inefficient. We'd hit every single. But we'd have to literally double the price of Command Center. So here's the thing. Now what happens is there's a whole bunch of tickets created by Max on Sunday. We would be able to come into them and start working through them. And then anytime, keep in mind this, if someone ever hangs up while they're talking to Max, we get a ticket and we're calling them back. So any sort of, like, disappointment on the customer side, they're getting a real human being calling them back. It's not like a missed call that could go into the ether. It is a matter of, like. It creates a ticket and we call them back if they hang up for whatever reason.

Also, for the vast majority of calls that are not having to do with wanting to set up an estimate, every single one is just being transferred to the correct department at the top. Think of Max as more of right now as the receptionist pointing it in the right direction of that call, which is going to be answered much more efficiently. Because now we don't think about down the road, we have to have departments inside a command center. If I have to train everyone at the top of Command center answering the phone call on a thousand different scenarios in all of these different locations, it's almost impossible in terms of training them in an effective and efficient manner for us to keep the cost of Command Center Down. What makes it much more efficient is if we have departments and then Max takes the call. Okay, this is a billing question. Bam. I'm going to send it to billing department. Okay. This is a complaint. Okay. Customer service. Okay, this is scheduling issue. Boom. Scheduling department. So think of it like Max is the receptionist directing the call in the correct direction. And right now, about 30 of the calls he can take by just getting their information and their contact and what they need done on their property and then creating a ticket. That ticket we can get to way faster. Mostly due to the fact that if someone calls right now, they are either getting a ticket from Max or they're getting command center. There's no other option because a missed call is creating a ticket. And if they in the past left a voicemail, only about 30% of people leave voicemail when they hit the end of a phone. So, like, I know it makes a ton of sense for after hours. I'm trying to explain a little bit why we need it in hours. And the other part of this is we need to have Max learn enough to the point where. Where when we do the capability to connect to copilot, he understands words. We figured out every single aspect of issues with service names. So, for example, like.

Daphne Colby had brought up in the Facebook group the other day about.

He listened to his google local services. Max answered the phone, and the person asked, need for smulching. And so this is a great point, because command center on their end, they get a ticket that said this person wants mulching, and they process this like usual. However, it was out of the service area, wasn't added service autopilot. Etc. Here's the thing. They don't hear the recording, right? If we're gonna hear. If we're gonna have command center listen to every single recording, which we like technically is we can't do from a security point of view. But what happened is we learned, oh, when we hear the word mulching, we need to see if there's something before it. Because if it's a forest mulching, that's different than bark mulching or wood mulching. Because, like, if someone says bark mulching, yes, we can do that. If someone says forest mulching, we can't do that. We can. We would not be able to learn all of this stuff at the rate that we are currently, even the past week that we've been doing it. So that way, when we integrate with copilot, it'll be able to handle 50, 60, 70% of calls. And do it much more efficiently and faster than we ever would be able to do as a human. But the bottom line is, I understand 100% why it's like, okay, we get all after hours, right? 100 get that. But why do we need them to take it in hours? This is what I would try to remember if I was you. And that is if by having Max bring down these massive spikes in call volume, we're able to keep the cost of command center down.

We're at a dollar and nine cents per minute. There is no other call center. I just, there's not that is able to do it permanent pricing at that rate. And we even used to have, at Augusta, we used to have a two minute minimum. I, I eliminated that. Right. So if there's a 10 second call because it is a, a customer's, you know, wanting to cancel or it's a spam call, you're not getting charged two minutes. We used to have that. I eliminated that because I was tired of having to charge people for 5 and 10 second calls of spam. Max does a fantastic job of weeding out spam because we're able to recognize transcripts instead of numbers and we're able to say, oh, like immediately when this person answers. We know that based upon the time they've called this all of our numbers 20 times over the course of 150 numbers, we know that this is a scam. We can cap it. So.

I hope that opens up a little bit. Why I understand there's friction to some customers. Just keep in mind from the customer's point of view, they're going to call in and never ever, ever wait and never ever, ever go to voicemail. And so when, when, if a customer ever contacts command center and they say, hey, like why do they have that, the automated thing up front now? Or why is Max answering the phone and then forwarding me over to you? It's like we have that technology in place so that when you call, regardless of when you call, you will always get an answer and we will always get the information that you need taken care of all the time. And customers are happy about that. They're happy about the fact that there's 100 of the time they call in, they're not waiting, they're not being put on a hold and they're not going to voicemail. And we're getting the information required to act much faster. Because you know why we can act faster now is because when we dip down and the call volume goes back down here and we're down here, we can catch up very quickly on all the tickets for Max very, very quickly. So.

I'm happy to answer any questions and rebuttals to that 100%. Just keep in mind too that there is a roadmap for this. And so what we're doing with the website as well as with Max will start becoming much more integrated in terms of getting quotes to people. The goal is that Max is able to take the call and give a price, take the customer's card information and put them on the schedule. That is the ultimate goal and we're working through that. So right now we need Max to understand what's going on. Step two is going to be, you know what, I'll make a, I'll write this out one second.

Max steps. I'll share kind of the roadmap of why where we're at right now in the overall like Max and AI side of things. But over the next few months, the goal is not just integrating Copilot. Copilot is going to be great because it can handle more customer service, billing, scheduling, type stuff before that even. Our goal is to get to our maxing, give a price, confirm service.

And keep that customer from talking to anybody else and do so in less than half the time that command center would otherwise do. Measuring the property. Once we integrate with Copilot, they'll also take the card information and give them a date of service. So I will give you kind of that timeline of what we're thinking that's going to look like.

But we can't do those other steps if we haven't given Max a ton of data to work with in terms of like teaching him the difference between forest mulching and bark mulching. When he hears bark and he hears forest, he's like trees. Great, I can do mulching. Fantastic. When in reality those are two very different things. And command center just these mulch mulching because Max thought that was the relevant keyword of what services were required. And furthermore, addressing these tickets is 10 times faster than addressing voicemail. Because in the past you'd listen to a 4 minute voicemail and then process information. Right now Max gives them, hey, this is the type of ticket. This is whether it be complaint, customer service scheduling, invoice of what department goes to immediately the one or two keywords it needs to know. For example, this case would be like mulching new lead. And that's all we'd be saying. We can process those way faster. And the level of skill at which we need to train people at Command center is way lower compared to having to train every single person on every single topic of the business across 150 locations. So I hope it made sense and I'm not and I know I'm like very definitive about it.

But this hasn't been rushed and this is something I've personally spent hundreds of thousands of dollars making for Augusta and so I'm guessing not paying for any of this. I am personally paying for it right now because I believe in this technology is going to be the thing that allows us over the next three to five years to keep the cost of Command center down and furthermore reduce the amount of minutes being spent by every single franchise. And if I can do that across 150 locations, it'll be good. So.

Hope it made sense and I'm happy to answer any more questions about it.

Joe Dilmore, Cherry Hill, NJ Follow up from yesterday, but this seems like a no brainer. Whoa, there's a long question. All right. The business that is selling the list is a couple moving out of state. They literally got the call that their new apartment just got approved so they can move in September 1st while I was at the house with them. But they are super nice and I don't want to take advantage of them either. They said that they had another offer from a large company, but their main concern is their long term customers. Don't get lost in the shuffle or a large company. They would much rather work with a family or a company like mine. So their customers are well taken care of. Most of the customers on the list have been with them for years. The couple, the guy in the couple used to work for a landscaper only as a teenager. Then he went to college. A few years after he came back and came back that owner moved away and sold him the list and he took over the route. So a large majority of them have been with him for many years or are referrals and neighbors of those customers. The total list was was 77 mowing and two landscaping customers. And about half of the list is in my area. About 42 right now in Cherry Hill, 31 are weekly, 16 are bi weekly. They went $10,000 for the entire list which works out to another to about $125 per job, which is right on track with what I've been thinking of paying.

Oh, it's 125. Okay, got it. Of this list. Okay. But only half of the list is in your area. Okay. They work out 10k for us which. Okay.

They are willing to go with us to show us the route. They're willing to go with us and introduce us and they're even willing to finance payments. Since they are asking 10k for the list and I am taking just barely over half, figured I'd offer them half 5k and make it 5200 for the financing. Their last request for half of the list was 7.7.5 which seems high if they only wanted 10k for the whole thing. The other idea they had company offer them a commission where they do the work and give them a percentage. This seemed good as it would give us a chance to know the route, evaluate, figure out what we need to charge and then get the customers transferred over to us on our prices. This seems like a win win situation. My offer for that deal was 10% which he agreed is basically the entire profit margin for that mowing. Usually the only downside is they basically charged a flat fee per house and did not charge precise a lot. I'm sure there are a few large houses we will probably lose, but when they told me the neighborhoods most of them are in, their pricing is at or close to what it should be. Most of those we would charge 4560 ish and they are charging 45 to 50. And since 75 are weekly a majority are right on track. It seems like a no brainer to just buy but would like your thoughts on doing the paying the commission first to learn the route, working out pricing and details and then buying. It seems like both situations are a grand slam, but it seems like a good deal that just buying it outright is worth taking the chance of losing a handful of large lots we will be have to raise prices on. So keep in mind though the 10k evening out to $125 per job is for only the fact that only half of these customers you even want, right? So really that is 250 then if you know you're going to lose some customers you're really looking like 325. Probably 350 by the time per customer that you keep.

By the time you actually look at the ones that you are in your database or in your in your area, it sounds like they don't have a database of like a software to where there's contacts because if there's you know, 3,000 contacts that they've had over the past several years that would be a value that I would also want. But it sounds like they're just selling the actual customers and that's it. So there's not really any contacts if there's contacts, I'd try to get those. And then this deal becomes much more meaningful. If there's two or three thousand emails and addresses and phone numbers that you can get from inside your territory, that is valuable. I like the commission idea. I think that's going to be a better route for you.

Because like I said, right now you are actually paying more, around 250 per job. Plus the fact if you lose any of them, that's going to go up. So probably 300 plus. Again, not opposed to it, but it's definitely something to think about. If they're willing to do 10% off the top, I would 100% go for that because that means that if you lose customers, you don't care. It also means if you have to raise prices and they leave, you don't care. So I would probably say that this is your best deal. And then you would say, look, I'm willing to pay up to 7,510% of the revenue I will give to you, assume that I can keep it, and then they're incentivized to make sure you keep the revenue and that if you do raise prices, they're still going to vouch for you. If customers call them directly. So I would definitely, if they're willing and open, because that's very rare, someone's willing to do the whole commission thing, I would also call it, probably call their bluff and say there's not another party trying to buy these. Honestly, maybe they care that much about their customers because they've been around them so long. There's only several, you know, there's a handful of them maybe. But the fact they're willing to like do a commission with you usually means that they are desperate or they just trust you out to wazoo because most people will not trust you enough to move across the country and then give you just a dis. A, a commission only on their, their purchase. So.

In terms of command center pricing, what is. Where is max built in pricing? Will this help command center break even or is command center already positive? Command center is. Oh, wait. Oh, why is this. Oh man, my battery's low. Sick. Oh, I've got time. In terms of pricing, it's the same time per minute as what we charge for the phone. And the goal in that is to be able to cover the cost of us ongoing with all these developers. I kind of fronted the whole initial cost, but the. Every single day I'm working with multiple developers, we have to cover that cost. We're not covering that right now. In Terms of Max, that's fine.

In terms of will this help Command? Yes. In the long term, this helps Command center stay positive. We are not positive in terms of like every single month. Like last month, last month with like a 3% profit margin. We just need it to be above zero. And I'm okay with investing a lot into making sure that we have the technology to keep the prices low. That's where I'm, like, really focused on right now. And so in the long run, this will help us do that though, because the cost of wages is dramatically increasing. When we started command center three years ago, we were paying $14 an hour. Now we're paying $20 an hour, and that's base. So now we have health benefits and all the rest of it. So, like, the cost is probably doubled for us at Command center in terms of keeping a real person in live. So we have to figure out the technology for AI. We have to figure out virtual training, which we have figured out this year. And we're starting to scale that, which will really help us bring that cost down a little bit closer. More to that 14 level. We have to do those things. Otherwise we will have to keep raising prices against wages. Because if as commencement gets more and more busy, there's just more and more labor being stacked up. That means that as labor increases, we have to increase prices. And we have not raised prices by double. We haven't raised price to the phone at all. And that's the part that Max is taking over, is the $1.09 part part. So the cheaper of those, which is the full service side, will continue to be the team because things like QuickBooks and Payroll AI is not doing.

But the hope is that more and more of the. I need to change my credit card. I would like to accept this invoice. All those other tasks, we're able to slowly start handling those next year once Copilot is integrated with max.

But how I would. I would try to challenge everyone to think about if someone. If an existing customer has a problem or something, they call in. Max answers the phone and they say anything other than I need a new. I need a new estimate. They are getting forwarded directly to Command center, and we still take hundreds of calls every single day at Command Center. It just really, really helps with this, which allows us to keep the prices low and in time will make because the calls are also usually about for 40, 40 to 50. More efficient with Max because he can take information immediately and collect phone numbers and data immediately, versus finding and opening screens and things like that. And so in the long run this will not just help with Command center, it'll help us all bring our minutes down. And that's something I'm very passionate about because for example, like we have this office in North Carolina, we have this great place, $2,300 a month. We had three or four of my locations in one spot. City comes in, tells the landlord, you got to change this to commercial. You, you basically have until August 18th to move out and 500 per day, fine. This is for the landlord if you don't. So of course the landlord comes freaking out to us, right? Well if we would have had an office person, because it has a nice little office space there, if we would have an office person and you'll probably see a tour of that facility one of these days.

But like it's a really nice off. If we would have an Office person, a two year contract from Comcast paying 100, 200amonth utilities for that space and all of that stuff, that infrastructure, finding another spot is going to be hard. It's going to be very difficult. It would be 10 times harder if we were then trying to find an office space. And so when I start looking at how do we, how does someone run a location, how does someone run a business that is they aren't there, it's running on systems, they have a general manager. It's just way more simplified if you don't have to worry about office infrastructure. And so.

You know, we're gonna have to go find a spot. It's gonna be land, we're gonna move our container boxes, etc, but it's a whole lot easier than trying to transplant an office and worry about phone connections and making sure all the Internet's transferred over and like they'll be able to move in one day and all their calls will still come into Command center, emails will still get handled, payroll will still go through. You don't have to worry about an office person now we gotta find an office. Like building, it's just a lot different. So that's why Command center is so important right now. For a lot of us down the road, it'll be the fact that.

Any call coming in, 70, 80% of it are handled by AI and are done so in half the amount of time that a human takes. And that will be a long process. When I say 78, we're talking a couple years before Max can do that. But we have to start somewhere. So that way in a couple years when everyone else is like, oh man, it's too expensive to hire someone for 25, $30 an hour to answer the phone because that's what it will be in a few years.

And then they're starting to pick up on this AI thing in two years. The goal is that by the time they're doing that and when people start adapting to the fact that AI is going to be answering more and more phone calls, by the time that happens, that we are already having the AI doing so much for us, we're so much more efficient than anyone else can be. So hope it makes sense, but. All right, guys, have a fantastic day. I'm happy to answer more questions about that. Please don't feel bad.

And I hope I don't come across like I'm guarding it. It's just a matter of we have thought these things through. There's obviously struggles with the changes. I try to do my best to explain those. I will do better in terms of making sure I do some of this via email, in terms of timelines and when workflows are being changed. So if you are not able to stay up with the masterminds that you get that communication. All right, love you all. Have a good one.