In this Q&A episode Omar Zenhom and Nicole discuss practical ways service‑based businesses can differentiate themselves. They argue the competitive bar is low, so small, consistent actions can create a big impact. Core advice includes responding to leads within minutes, using simple automations and calendar links to book calls, maintaining professional etiquette (timeliness, over‑delivering, keeping promises), offering free samples, actively requesting testimonials and reviews, and building reciprocal referral partnerships with adjacent service providers. They illustrate each point with personal anecdotes—from Nicole’s first low‑budget videography gig for a banking conference, the Battlefin animation project, and a referral from Justin Belmont that supplied a steady pipeline of clients. They also emphasize treating customers like “happiness” clients, adding memorable touches (e.g., small gifts), and learning from exemplary service brands like Disney. The episode ends with a plug for upcoming content on selling a business and a call‑to‑action for listeners to submit questions.
Chapters
Today's Q&A Wednesday's question comes from Raj, and he asks, how do I stand out with my service-based business? Raj, you are in luck because you're going to hear a recurring theme from Nicole and I today, and that is when it comes to standing out in services, the bar is very low. So that means this is going to be easier than you think. Nicole, why is the bar so low when it comes to service-based businesses?
We say it all the time, and it's Actually really good news for people because the bar being so low, it's easy to make a few tweaks and a few changes to stand out. And I've seen it over and over again where people have let us down in services with really what I think are very small things.
Like simple things, easy things to do.
Yes. Like replying on time.
We're going to get to all that.
Okay. Oh, okay. You didn't want me to jump the gun there.
Okay. I do want to say and give a little context. Nicole and I both ran service-based businesses for a very long time. I ran a website development firm where I would build websites for people. Nicole was a videographer freelancer for a very long time.
That's where I got my start, really.
Yeah, and that's how you're in the services, delivering that service to people. We continue to do some services here and there, if you want to call that an event a service, but it's more of an experience. But What we have found is in our experience in the businesses that we ran, those service-based businesses, is that we got clients simply because we did some of these small, simple moves that you're going to mention in a moment that are going to make all the difference. It doesn't take much to stand out because most people are phoning it in. Most people don't have systems. They don't have a way to consistently deliver good service. They don't have a way to stand out because They don't even know what standing out means. So let's get into that.
I'm excited. These are, I think to us, they feel obvious and not in a condescending way. Um, because I do think as a business owner, you can overlook some, some things and they can just be very simple things and tweaks that you can make in your business and how you operate, um, that will help you stand out. And, you know, the lead that, that, you know, is coming and is approaching maybe say 3 service providers, it's so easy for you to get That lead and nail that client just by doing a couple of things that we're going to be sharing.
So let's start with that, because I think that this is the easiest takeaway. If you're going to take anything from today's episode, is that when you are talking to a potential customer, right, when you get a lead in your inbox, if somebody done an introduction, if you're getting a phone call, a message, whatever it might be, this is like super critical. Like, this is where you need to use all your energy, all your skills, all your systems to make sure that you make a great first impression. This is where they're shopping around. They're making a decision, should I spend money with this person? So this means you should have a system to make sure that you respond to them as fast as humanly possible. So, for example, if they send you an email at 9:00 AM, if you get back to them by 9:15, I know that sounds really fast, but if you get back to them at 9:15, you have an incredibly high likelihood of securing that business. Why? Because that person is probably emailing a million people. Mm-hmm. Not a million, but— a dozen people to get something done. And the first person to reply to them is basically going to get the job because they just want to get this thing done.
We've had this experience happen recently. Literally, it's like— and this is where sometimes this question comes from. How do I stand out? There's so many people who are offering what I do. And oftentimes, it literally is the first person that responds to you that you're happy to go with. Because it's true, a lot of people will offer the same service. There'll be Very negligible differences between the offerings. And so if you can be that first, the person that responds the quickest, books that call, and we're going to talk about a simple way to make sure you get that call booked. That's it. You've probably secured that person without that person having to continue and go shopping around.
Very simple example I want to give. Let's say you have a leaky faucet in your kitchen. Okay? What would you do to fix this problem? You're probably going to Google, you know, local plumbers and you're going to call the first one that has pretty good reviews. That's pretty much what's going to happen, right? You're going to call them. Let's say, for example, that person doesn't pick up. You're just going to go to the next person and the next person. You're going to go to the person that's going to pick up or the person that's going to get back to you. This is why if for any reason you can't pick up a call, there should be some sort of automation that follows up with them and sends an email, sends a message, sends a text message that says, hey, sorry I missed your call. I'm at a job right now. Let me know what your troubles are. Let me know what you need. And I will get back to you as soon as possible. That little automation is going to save you a chance to help this customer and get some business. But a lot of people that just let their customers leak out of their leaky bucket, they just have no system of securing leads and securing customers.
Right. And so one way, of course, if people call, I've got an example where when we were shopping around for fitting out this studio, I went to a couple of sites for panels and sound panels. And a lot of sites have a contact form. And so I filled out about 3.
Most people won't do this even, but you're nice enough to fill out a contact form. I
think I first called and then when no one answered, I filled out the contact form. And I was absolutely amazed at how many people like didn't respond.
Ghosted you.
Ghosted, yeah. And so literally—
You're throwing money at them and they don't want it.
Right, exactly. So I think having that system, if someone calls, having that system, if someone sends a text message, having a system, if someone fills in a contact form, like make sure those— you have a way to get back to those people right away. I think that's number one.
This is what we mean by the bar is low. Like, this is so like table stakes. You have to respond to people that want to give you money. If you have no system to do that, then you don't belong in business. I'm sorry, you just don't. You're expecting that people are just going to insist on giving you money and continue to call you back. No, that's your job. Your job is to chase the money, right? So when it's at your doorstep, answer the door, right? So, if you can't answer the phone, the automation really helps. A simple automation is, hey, I got your call. Here's my calendar. Let's book a call. And you have a set calendar and Google allows you to do this now where you can— you don't need even Calendly or any kind of tool where you can just— somebody could choose a time that suits them and then you go ahead and they book that call and then that call is on your calendar and you can just set up that call and secure that customer. Because in that moment, the customer will be like, okay, at least that's taken care of now. Yeah. I have a call on my calendar. I have somebody that is lined up.
Right. One of my pet peeves, I love that you bring this up because one of the friction points is when somebody gets back to you and doesn't have a system of a calendar tool or using Google Calendar to make a booking, is to send me some times that work for you. That back and forth, that friction of now I've got to do the work to look at my calendar, think ahead, give some options rather than just picking the first option that works for me on a calendar. Don't
make it hard. Don't make it hard for me to do business with you. You got to make it as easy as possible.
I love it because I feel what is coming out here because I feel like we deal with a lot of service providers, a lot of professional services. It's interesting that the business owner's side is like, I've got to get more customers. They're constantly thinking about trying to get more customers. And the customer side is like how frustrating it is when you're making so much effort and you feel like You're not getting anywhere. Yeah. Or people are taking a long time to get back to you. And like you're saying, I'm offering to pay you, I'm offering to work with you. And when it feels like there's this friction, it's frustrating.
Yeah. What I'm saying is, as a service provider, there is zero excuse, zero, to drop the ball. Mm-hmm. Okay? Like the rare exception where even if you have an emergency, you should have a system to back you up, to inform them that you're gonna be late, inform you. You should always be on time. So for example, you have a call booked for 5:30, You got to make sure you show up, you know, 5:28. Okay, on that call.
Oh, yeah. How you conduct yourself is, I think I've got a lot to say on that too. Because I think you can be quite inexperienced, have, you know, be very new to your service-based business or professional service. And those professional etiquette points and ways to stand out are really, really simple as well. And again, surprising how many people drop the ball on that. But I think the One of the first things you've got to nail, if this is your business, then is that follow-up procedure. That's like the first thing you've got to get right.
And a lot of this we've learned in our teaching days. You know, as an educator, as a teacher, there are no excuses. You must show up on time. You have to be there before the students in the classroom. You know, we would go to different classrooms for each lesson that we have to teach. You have to be on time. You have to make sure that you're taking control of the classroom and leading by example. You have to be professional. Like, there is no excuse. You have to pull that off. I want you to share that story where you got your first few gigs in the video, in your videography experience, because it shows a little bit of what we're talking about.
Yeah, it shows how the bar is low and it shows how easy it was to secure my first clients with relatively very minimal experience in the field. And it goes back to that teaching. So when I was fresh out of film school, I got approached by someone who had a whole bunch of footage that had been taken and he was working with an editor, but that editor left them high and dry.
The CFP, right?
Yes. So this is someone who was desperate to hand over this footage and get—
They're in the banking industry. They run conferences for banks.
Right.
Yeah. And you had this footage that you needed to edit, right?
Yeah, I had to edit. And he asked And because it was my first gig, I didn't have a lot of experience. He really— and he was quite desperate. He lowballed me.
Yeah.
And I had to produce something like 12 videos.
For $500 or something.
It was, yeah, something ridiculous. But for me, it was experience that I needed. So I took the job. And I remember being very diligent about wanting to do a really good job. This was my first gig. And so I did. I delivered on time. I overdelivered. I did the best that I possibly could. And I think he'd been disappointed before. So even just me going a little bit of that extra mile went a long way without my knowing that. And so he was happy and I got that $500, whatever it was. I worked super hard on those 12 videos. I remember it was 12 videos. And when he was back in— this was when we were in New York. He was back in New York running a 3-day event. He knew that I could film the event as well. And so he reached back out to me. Yeah. And I got my first 3-day gig for this massive event, filming it all day. You were with me. And again, I was super fresh. There would have been thousands of other videographers that he could have gone with. And I really attribute that in hindsight to the simple things of just being responsive. Like I would take his calls, I would answer his emails, I delivered on time. I was polite, I was professional. I was very nervous because I wanted to do a good job. And I honestly feel like it was those simple things that got me return— his return work.
And you remind me of a secret that we talk about, the secret to success, of all success in life. OK, I want you to listen up. OK, because this is like the secret. Just do what you said you're going to do. That's it. If you say you're going to do something, do it. And that's why you were able to get that gig, because he gave you those 12 videos he needed. You edited them. You delivered them early, not even on time. You did what you're supposed to do. Yeah. And this is why the bar is so low. Most people do not do this. And by just doing what you said you're going to do, you rise Rise above the competition. Now, that's a great one. You ran the event for him, you shot the event and all that kind of stuff. And then what you also did is that he had these sponsors at the event and you shot these little mini videos for the sponsors and then you got their cards, their email, 'cause they have, you know, they're, they got their swags and their cards at the, at the sponsored booth. Mm-hmm. And you emailed these people, these other sponsors, hey, I shot this little video of you while you're in your sponsor booth. If you want any of my services, you know, here's my contact.
Yes. Basically, I gave them a free sample, right? I remember getting my next client from that event, which kind of pigeonholed me in that Wall Street finance end of New York. But that was great. It's okay. Paid the bills. And I remember working, filming that CEO at that, at that booth, that sponsor booth that they had. And again, I don't think anybody else sent them a sample video. And he was with his marketing person and she's like, well, this is easy. I've already got someone. And she was able to impress her boss because she gave him that clip. And it was literally just a very mediocre, I'd have to say, but it did the job and it got me the next job.
And it got us more gigs through that. Well,
yes, because then I had a portfolio and then there was word of mouth referrals, which we'll get to. But giving something away for free and not feeling entitled to like, oh, well, I've got this clip and watermarking it and saying, well, I'll give you the clip if you pay me. I mean, again, I was fresh, but I think even if you're someone who's seasoned, if you've been around for a long, a long time, it can go a long way to provide like a free sample of your work.
You said a word, entitlement. Yeah, I didn't feel entitled. And I think, I don't even know if we could teach this, but like both you and I, our parents were immigrants. They migrated to a new country. Your parents immigrated from Italy to Australia, my parents from Egypt to the US. There's a sense of like, you have to earn everything. You don't get anything for free. You have to— there's no handouts. You have to like chase after what you want.
Yeah.
And I think when we started our full-time entrepreneurial career, we really felt that need to like prove ourselves and to try to impress our clients and really go the extra mile and not really feel a sense of like, well, you know, this is really hindering my creative expression. No, we have to make We have to make a mark and we have to try to, lack a better term, please our customers, make sure that they get a good impression of the experience that they had with us.
I think as a service-based business or as a professional service, you know, business owner, you can't take for granted that there's always going to be, you know, work. And I think that's part of the mindset too. It's like, you know, if you've got an opportunity to work, I think take it.
Yeah. I think another thing that one can do to stand out is to just be fun to work with. We talk about this a lot. One of the gigs that you had early on— it's your first gig— was with Battlefin. Remember Battlefin?
Yes.
And we went into their office. They wanted some sort of like animation back in the day. This is 2012, 2013, where they want like a hand moving around pointing at things.
Remember the hand that was drawing on the screen? Yes. The whiteboard? That was very popular.
And they wanted that, right? And they're like, can you do this for us? And you like looked at me as like, yeah, yeah, we could do it, right? And we had like a month to deliver this project where you shot so much footage out of focus. But
it was so out of focus. Yeah, but
it's okay. We dealt with it. We dealt with it. We made it look all bokeh effect. It was kind of nice. And we put some filters on it.
Filters. Yeah.
But you shot the footage and we had to do this little hand animation drawing on the whiteboard. I had like 2 weeks to learn how to do this in After Effects. I just looked that up on YouTube, found a template. I just said yes because I could figure it out. Yes. You know, it's not rocket science. But I think what they really enjoyed working with us is that like we weren't hard. We weren't like pushing against all their demands. We're like, yeah, yeah, we'll figure that out. We'll work, work with you. We were also kind of like not taking ourselves too seriously. They enjoyed— they're like in in these huge buildings in New York and wearing suits every day and super corporate. And they were not used to like young people having a bit of fun. That gig was $500, which was crazy. It was our first gig. And then they came back for another gig, which was like, I think there was 2 other—
There was 2 gigs. So we worked with those guys 3 years in a row. And each time we upped the price. The work was more intensive. They, you know, they asked for more work. And so the second gig was $1,500. And then our third year, we charged $6,500, which was, wow, huge.
We thought, that's it, we're rich. We're rich. We're so rich. I gotta get myself a butler now. And things are looking up. Yeah, it was pretty wild.
And again, I don't— I mean, I'm not We're not the best videographer editor out there, but they liked working with us. I think we were professional, especially when it helped us that we came from the teaching background and they were in the finance space. So I think there's an element where you do have to adapt to the client as well. And so I think we worked well naturally with them being teachers, but the fact that they were happy each time meant that they didn't shop around.
Yeah. There's a bit of a twist with the BattleFund story, but before that, if you haven't subscribed to the podcast yet, make sure you subscribe. We have an upcoming episode all about how to sell your business. So even if you're not thinking about selling your business, we all sell at the end. You can't take it with you, right, when you die. So that episode really gives you the playbook that we use to sell our business, Webinar Ninja, our software company, which we'll talk about in a second with that twist of the story. We really worked on trying to drill exactly what's important and know how to prepare for that sale. So even before you get offers, your business has high value and you can demand a good price. So if you're interested in that, uh, episode, it's coming out very soon. So hit subscribe so you don't miss it. So funny story, like this Battlefin gig was between, or the gigs were between 2012 to 2014. Yeah. Uh, we stopped doing the video work cuz we were focusing on our new businesses, which was the Hunter MBA as well as Webinar Ninja, our software companies, which launched in 2014. And that company started to grow and we needed to start getting some help. Around 2019, we signed up for Dan Martell's SaaS Academy. He becomes our coach. He does these big events twice or 3 times a year. Yup. And he did this big event in San Diego, California. And we go to his event and they have these circle tables into groups and you kind of do these group activities during the 3 days of the conference. And on my table is the guy that hired us from Battlefan.
I know.
Which was crazy, which was absolutely nuts.
He'd started a SaaS company.
He started a SaaS company and he started to sign— like, I was like, what a small world. The guy that hired us, the first gig that you had when you landed in New York and started your entrepreneurial career, and he was like a beginner in SaaS. And like that, in that conference, Dan asked me to speak on stage about selling with webinars and I was like, what a crazy role reversal. Like, what is happening here, right?
That speaks to— and we had a great relationship with them. And so you never know where—
Yeah, you got to treat your clients well.
Your clients might show up one day, like literally, what, 10 years later? No, no, not 10 years. Sorry, 5 years later.
But also, like, you know, we had to say no to clients once we started to focus on Webinar Ninja and the podcast. So we had to do that professionally, which was, you know, a gentle goodbye, which was good. I want to get a little practical in terms of standing out and how to have a steady flow of clients and really stand out from the crowd. It's really good to have a warm introduction to your clients. And one of the things that I discovered, it was almost like by accident, was Nicole and I were going to some wine and cheese party in New York when we were living in New York.
Yes. We went to a few of those.
Yeah. And then we met this guy named Justin, Justin Belmont, right? Justin Belmont asked me, what do you do? I said, well, I design websites for people. They're on WordPress. Da da da da. He's like, okay, interesting. He says, I run this company called Pros Media, which we write blog posts for people. I was like, okay, great. So you're a writer. He's like, I never thought of anything of it. And he was like, I get a lot of clients that want to start a blog but don't have a website, and I don't know what to do because I don't create websites. I was like, oh cool, could you refer them to me? He's like, yeah, yeah, you'd be doing me a favor because if they don't have a website, then they're not going to need a constant flow of blog Mm-hmm. So, I might write them some blog posts, but if they don't have a website to post and they don't have a regular cadence to post it with a website, then my services are kind of not needed. So, he gave me this pipeline of customers. Anytime a customer came to him and they said, hey, I want to start a blog. I want somebody to write these blog posts for me. And he would ask them, do you have a website? He's like, no. Okay, great. Omar's your guy. And we see this all the time. Where we get introduced to all different services, all the, in different parts of life. But this is a great synergy. You're not competitive. He's not creating websites. I'm not writing blog posts. Mm-hmm. But we need each other. And there was like no referral fee or anything like that. He just was happy to refer them to me because I was helping him, you know, fill a need for a client. Mm-hmm. And even if there is a referral fee, it'd be worth it. And it's a nice way to have steady clients. And I really needed it at the time when I was getting started. So, Justin, you saved my ass big time. Mm-hmm. Belmont, if you're out there, thanks, man. But yeah, that's a good tip that I discovered by accident.
So thinking about your world, I think this is pretty obvious in the real estate world, right? You deal with a mortgage broker. They're not a buyer's agent, but they'll have a network of people that they can refer you to. So obviously there's a bit of a world and a flow that happens with whatever the process is that someone's going through. Interior design, it could be anything. What are those businesses around that you can connect to other businesses that you can then, you know, support each other?
Yeah, if you run a landscape company, you should reach out to the cleaning companies out there because they're cleaning homes and those homes might have a lawn that needs upkeep. And why don't you guys both go do the job at the same time? That way, that person kind of knocks out all their home duties or all the services is done in that day. You know, if you are in a different service, like say you're the landscaper, you can help out somebody who maybe does car washing, right? People that have a house probably have a car, right? So like there's, there's all these like adjacent companies and services that you can help each other out. And don't wait for somebody to approach you, approach somebody else. Yeah. And you, by being generous, you'll find that people are going to feel the need to reciprocate and introduce you to their clients.
Yeah, it's such a creative way to market your business, right? Instead of shouting louder about what you do
and throwing magnets
in people's post office boxes and stuff like that. Magnets. Yeah, work with adjacent companies. I mean, it's, it's hopefully this, these tips help. What else? I've got a few others.
Go ahead. What do you got?
I think word of mouth. I think one of the things that someone needs to do as soon as they work with their first clients, and I did this too, is to ask for a testimonial right away. I recently worked with someone just on presentation coaching, and I was her first client in this, in this, you know, in her business. And she asked immediately, she asked me for a testimonial. And in like an hour after I sent it, it was up on her website. And I think if you're not conscious of getting those testimonials—
Or Google reviews or whatever that might be, whatever system, TripAdvisor, whatever.
Yes, to get those right away because I found myself when I was shopping around for other services, I go to those testimonials. People think they're all fake and, you know, I think some people are cynical about it, but it's funny, like I definitely read them.
Yeah, I mean, I think the number one time you look at these reviews is when you're on vacation, when you're traveling and you're looking for a restaurant, looking for a cafe, you're looking for breakfast, you're looking for even a hotel or something like that, you know. The first thing is you look at the reviews and if it's like under 4.5, people start being, oh, I don't know if this is great, you know? But even then you start reading the reviews. You're saying like, well, why is it under 4.5? Oh, that's not a good reason to give a review. So, the point is the reviews matter.
Right. But I'm talking about on someone's website, not Google reviews or— Yeah. Right?
But they could pull those off Google and put it on their website as well, you know, and make it kind of streamlined that way. If they find you on Google or find you on other platforms, They can easily see it. Then you can display those on, on, we use a tool called Senja that does that. So you can use that tool.
I mean, essentially the point here is like, ask for those testimonials as soon as you finished working with someone.
Don't be afraid to ask them in person. Like one of the things that we do at events is we'll have like a 4-day event. And on the 4th day, even the day is not over and the event's not over that morning. We're like, hey, we know we've still got a full day ahead of us. But we all sent you a link in the WhatsApp with a survey, with a way to give us a review or give us a testimonial. And we would do that and we just make time for that. Like, okay, we're all going to do it right now. Sit down. I know that sounds strange. Or if you're on the bus on the way somewhere or whatever it might be, but you got to make time for that or later is never going to come. Like, they're just not going to do it.
Yeah. With this example that I just gave, she asked me during, In the last 5 minutes of the last session where we worked together.
Yeah.
You don't wait a week or the next day.
No, you know, because that's too late and it's like forgotten. And I really believe in that. And you could do this in anything you do. If you're a coach and you're doing online coaching and you maybe are doing like a mini webinar or a mini 3-day challenge, on the 3rd day or on the last few minutes of that webinar, hey, if you enjoyed today, Hey, click this link. Go ahead and do it. I'm going to give some shoutouts to people that have submitted a review and give me 5 stars or whatever it might be. And make it interactive. Like, you're going to get a better response rather than sending that in a follow-up email a day later or even a few hours later.
Right. These are all great. I think we covered all of them. Do you have any other ones?
I think if you're a service-based business, you really need to see yourself as you're in the happiness business. You need to delight your customers. You need to go above and beyond. You need to be memorable. You can't just do the job. You have to You have to do the job, do what you said you're going to do, but you have to do it in a way that makes them remember you. Even a small touch, a small little card, a small little chocolate on your bed if you're in the cleaning service or something, you know, that makes a big difference. Yes. I love the fact that, you know, you go to some really nice fancy car washes and they give you like a nice pack of tissues. Wow, I need tissues in the car. Smart idea. It doesn't cost them much and they probably bake it into the price. But it makes an impression. You want to come back.
Yeah, absolutely. I, you know, we, we're often— we say the bar is low because we feel like we've been let down on very simple things. But I think you flipped it. And, and I think what our early examples in our career were all centered around just doing the best possible job that you can for that person. And I think it happens quite, you know, a bit more organically if you're really focused on doing the best thing, the best that you can do.
My last tip is there are signs of success. They say success leaves clues. Look around the different places you go, restaurants you visit, businesses that you frequent, and look out for good service. Disney is a good example of this. If you've gone to Disney World, it's expensive to go to Disney World. I think a ticket's like $190 an hour or something like that. Super expensive. But They are masters of customer service. They are masters at a great experience. They have rules in place. Like, for example, it's a rule in Disney. If somebody drops their ice cream cone, they replace it automatically for free. They don't ask. They see it on the floor. They pick— they go get you another one and they give it to you. Why? Because they don't want you to have a ruined day at Disney. Mm-hmm. They want you to feel like, wow, this place is magical. That ice cream cone that fell on the floor, it's going to cost them, what, $0.50, $1? But it's going to make a hell of a difference for them. So there are clues everywhere. When you— I have like this little file on my phone. When you have a good experience, write it down. Why was that a good experience? Why did that make an impression on me? Why am I telling everybody about this restaurant? Why am I enjoying my experience when I go to this movie theater in particular? Because of how clean it is and how nice and organized it is, or whatever it might be. Right. So make a note when you see things that Really kind of catch your attention.
I love that. That's great.
Well, thanks, Nicole. I love the fact that we got to dive deep on this and go back in the old days and share some stories. I hope that was helpful for everybody who's listening and watching. If you want to continue learning, we have an incredible, incredible episode with Taki Moore that I don't want you to miss. Just scroll back. We had about a 90-minute conversation about how he has created an authentic brand Mm-hmm. Being himself, right? And we talk a lot about— because he's in the coaching business, so he's sort of in the service business as well. So, this is going to be super applicable even if you're not a coach. We play some games. We have some fun. But he also shares some of the challenges he's had in life and how he's been able to overcome them. So, if you want to build a lifestyle empire, that's what Taki calls it, then check out that episode. Just scroll up on Spotify, Apple, YouTube, whatever it might be, and go ahead and enjoy. Thanks so much, Nicole, for being with me today. Thank you for being part of Q&A Wednesday. If you got a question you want to ask, just send us a question. Just submit it over at 100mba.net/q. We'll pick it up and answer it right here on the show. Thanks so much. Check you next time.
Bye.
