How to Start a Coaching Business Q&A with Terry Rice | 6/17/21

Hey. So welcome to Q and A. We have a few people here that are going to come on stage and ask questions. I'm going to start by bringing Annette up here. And the goal here is to answer any questions you have about growing or starting a consulting business or anything you have going on with your day to day in regards to clients that I can help out with if I can talk. But let's go ahead and get started here with Annette.

There you are.

Hey, how are you?

Hi, Terry. Hi. I don't want to take other people's time. I have a couple of quick questions, but I don't want to impose on their time.

Well, go for it. So far, it's just you and Brenda, so should be fine.

I took your course. I think it was the 7th of June, if I'm right. I think it was. I mean, I didn't take it. I listened to you. I bought the course, and I've been doing it as you told me to. Just finish one thing at a time. Don't try and whizz through it. And it's working very well. Very, very well. Thank you. It's very clear. It's very simple. I've done a lot of these things and there's always way too much information. And you've articulated and simplified it. I did the survey. I've done that. I kept it short and sweet. What I do is I coach executive assistants so I can ask very specific questions because it's specific to them. That's what I've been doing for years, but now I'm kind of branching out entirely on my own rather than doing it simultaneously as an active executive assistant. So nobody, absolutely nobody responded. And I got many, many, many likes. They all liked it, they all viewed it, but nobody responded. So I said, fine, okay, whatever. What I did then is I just need your guidance to tell me if I'm on the right track. I took each of those four or five questions and made them into posts. But a simple post, not full of graphics and full of weird stuff, but enough so that it can grab the eye kind of thing. And I'm hoping that maybe I'll get a bit of input from them that way. In the meanwhile, what I've been doing for years is I follow a lot of people who are very experienced in my field, and I've been following them for years. So what I do is I listen to what they ask and I look at the answers and the comments that people give back to them. So I figured, okay, if they're not going to Reply to me, doesn't matter, whatever, I'm going to get the information that way. Does that make sense?

Yeah, that's super smart. So that's, that's the social listening part that we talk about in the course. And that can be more beneficial sometimes than doing a survey because it's easy to get the responses or the information you're looking for. And you won't be self selecting the information you're getting as well because you might not think to ask a certain question, but you see it, you know, it's come up over and over again in what you're observing. So I think what you're doing is super bright the way that you're approaching that.

All right. And then two other quickies.

Well, sorry, can I go back to this part though? Another thing you can consider doing is on LinkedIn, you can do a poll as well.

That's what I was just going to tell you.

Oh, gosh. Okay, so I'll let you continue. Go ahead.

I was just going to say my other option, not the same questions at the survey because those were a little bigger, heavy. I needed actually for them to talk and tell me. But that's okay. I'm doing it the other way. But I have some other questions that I can put like three answers, different aspects of their life. I am not emotionally intelligent. I am just like, just get on with your job, do your job. So I'm trying to figure that out and learn and figure out what it is they want. But then I saw everyone is doing polls.

Yeah.

Is that a good idea for me to do it or shall I let that trend pass and then try it?

So yeah, I mean, everyone's doing polls and some of them are just silly. They're like, are you left handed or right handed? It's like, great. But the reason why they're doing this, because polls get a lot of engagement, which means they get a lot of reach, meaning a lot of people see them. So I did one last week and basically I said, oh, thanks, I'm glad you let in. But yeah, it said like, have you considered starting a consulting business? And there's like four responses. But that got like, I think maybe 80,000 views and 2,000 votes within a week, which is pretty cool. So on your end you can do a constructive poll saying, hey, if you're an executive assistant, answer one of these questions or if you thought about becoming one, you know, what are your concerns? This, that, and then the other could be like you other and ask them to write their response in the comments. I say try it and see what happens, because it'll get you in front of your target audience and you might get some good content from it. And you might just do one poll every week to get all these questions answered.

Yes. Okay, that's what I'll do. And my last question, so I don't take other people's time, what is the difference between a positioning statement and a mission statement?

They can be. Well, they can be interchangeable sometimes, but I think of a positioning statement as almost like your personal branding statement, where it's like, I help this audience do this, they can achieve this. Whereas a mission statement is, you know, our goal is to impact the world this way, so people can do this and be happier with the outcome, so on and so forth. So they get used interchangeably, even sometimes vision and mission do, which they're different. But normally a mission statement is a bit longer than a positioning statement and just reflects a larger worldview as opposed to a positioning statement, which is more or less saying, I help this audience do this, they can get this.

All right. Oh, thank you. Thank you. I'm now on to module three, so I'm working my way through that. And so thank you. I like your course very much. It's been very helpful to me.

Glad to hear that.

Definitely. Really? I've tried so many. I've been working since 1978. I've tried so many, and yours is really the best that I've come across. I'm thrilled.

Oh, wow. That's very big compliment. So I do appreciate that.

I do like it. So thank you. Thank you.

Awesome. Glad to help you out. All right, so I'm going to make you invitee again, or what's it called? Not a panelist, a there you go attendee. Yeah, thanks for that. You're very helpful. And does anyone else want to come up? Brenda, you are in next, so if you want to. Or Saroshi, I see you here. I would love to get an update. We also have Marion, so if anyone wants to grab next, I'm going to. Cool. Let's bring up here. And here we go.

Hi, how are you?

Hey. Doing well yourself?

Good, good. So update. Let's see. So I had a workshop today, actually, just before this, so I'm a little exhausted. And it went really well, people. I mean, the workshop itself went really well. People had good feedback and they found a lot of value. And I inputted through the middle a bunch of times the fact that I'm teaching a live version of this and added a link to my calendly sorry. Coughing. A link to my calendar to schedule a call. So it was a lot of content at them and I put it in the chat and now it's been like maybe 30 seconds and I'm already like, oh, everybody hated it. Nobody clicked on the link. And you know how that feeling is perhaps when you started. But I have a way to email the people. Thank you. After. Right. So through the organizer, how do you think after the workshop is over? And of course people have the link. They just got off. They might schedule. They may not schedule. I have spots open for the next couple of days. They also may not be the decision makers to decide whether their company needs this kind of training. So how would you advise positioning, like my next steps to get at least to the right people? Because I did a survey and they all had problems that are super addressable with my framework. So I know they could use this now. Yeah, so I'll stop there.

I'd say first of all, 30 seconds, maybe wait a little bit longer for them to.

I know forgetting in my head, but.

Yeah, but I mean, think about it. If they were on that workshop for an hour, maybe they're getting a snack.

Yeah.

But what I would say is, yeah, you do want to get that email out saying, hey, you know, thanks for your attendance and I appreciate your, you know, your questions. There's a great opportunity for me as well. And as mentioned, you know, if you want to learn more about my services, you know, click here to book this time and then maybe bullet points on how you can help people. But that's what I would do. And if they don't already have a link to your socials as well as your website, I would do that as well. But how many people were on the call?

Not that many was 20.

That's the number. That's good.

Yeah. And they stayed for two and a half hours.

Oh, God. Yeah, they're definitely taking a break right now. That's long time.

Two hours. Yeah. No, no, I know it wasn't like a webinar with no content. I threw a lot at them, so maybe it's too much at them, but this was a, like a deep dive version of something that I want to do in a normal case. And normally it's only like 20, 30 minutes. And then.

Yeah, and you said something else. You said, maybe they're not the decision maker. Mention that in your email too. You know. You know, if you would like to book a call with me and. Or, you know, please forward this to someone who might be a better fit or Whatever. But acknowledge that proactively. Don't make them think to do it. Actually mention that in your email.

Okay. See, I would love a connection to the decision, like something like that.

Yeah, it's probably a nicer term for it. But let me ask this. So. Oh, with the organizer, I would reach out to them and say, hey, thanks again. Did you get any feedback from the audience and do you see an opportunity for us to do this again? But I would proactively have a topic you were going to pitch. Here's something we can go deeper on that way. It's just a natural extension from this first talk. But while the momentum's going, while she was wowed by, or he was wowed by, whoever it was, ask for another opportunity now. I would do it.

Oh, interesting. Okay. Yeah. And maybe even a connection to an smps, that's the organization in New Jersey or a different state. Because I could repeat this workshop with the same organization in a different geography.

Oh, yeah, absolutely. I mean, if that's a case, that'd be amazing if you did this like, you know, 50 times over the next couple weeks. Not a couple weeks, but yeah, no, that's what I've done before. Like you just, you know, really crush it. Do a really good job with one branch in that org and say, hey, do you know any others? And assuming this is the New York one. Yeah, New Jersey would be, you know, very natural. And rest of the tri state area. Yeah, I would do that.

Yeah.

And some people on this were like mechanical engineers and more engineering heavy too. Like the people that came on, like writers, proposal writers from that group. Maybe my messaging was also towards architects and designers, but it's also helpful to know that engineers would find value in this. So now it's just I need to like craft that right message and get to the decision maker too. Because people are literally like, to use the analogy, somebody said like, if they're bleeding, you're going to offer them a band aid to solve their problem. Like, I mean, in their survey responses, it's like very clear that they're like having issues. So I need to leverage that. Maybe the people that left me their email addresses and their surveys and actually answered the surveys, I can write to them specifically. And yeah, because they had an extra level where they not only came to the workshop, but they gave me their email addresses on their own.

I like that. I didn't know you did a survey.

Yeah, I did a survey before the workshop for the attendants.

What kind of questions were on the survey? Like, just give me One. Yeah.

I asked them, what are you struggling with most when it comes to RFP responses? What are you just dying to know from a client? Do you do trainings? What fears do you have, things like that?

Have you turned that into social media content yet?

The survey into social media content?

I mean, the results you got. Because you could say, oh, no, no.

I haven't, yeah, there's a lot.

I mean, I wouldn't, yeah, I wouldn't put their name there, obviously, but I would say I surveyed, you know, these people and like one common fear was this. Here's how you address it. If you'd like to learn more how to do this, pay me money.

I mean, obviously need a landing page, I think, I mean, maybe my market just really relies on going to a website after to just see everything in one place. So I just have to maybe work on that versus just trying to get people on a call with me without a landing page.

Yeah, that's a good idea. I mean, it's, I, I, I would do so especially if you're gonna, there's an opportunity for you more of these. Before I got the next. Yes, I would try to like sp, like three hours and make a very basic landing page in Squarespace.

I actually have teachable and new Zendler which connects to like the course platform. So and I also have wix, but yeah, three different domains for three different things for like the last seven years. But would you like recommend just not staying out of a course platform and just doing a simple one?

To my. I'm not sure how a landing page would look for the course. I don't know if you can because, like, would you want to have a landing page for the course and say buy this course or just book a call with me? That's what I'm trying to figure out. Like, I don't know how to get both on the same page.

I see what you're saying. You just need like a overarching thing. Okay. So you would essentially just need like an about me section. It's newsandler is almost like that. It has like an about you page. It has your different services you offer, but it's also a course curriculum. It's like a kajabi. Think about it.

Yeah, I mean, if you can make it so they don't have to like log in to see that.

I see, I see.

That's fine. But if you're like, welcome to my page, please give me your email address before you can see anything else. That would be a little bit of friction.

Okay. Yeah. Yeah, okay, I see.

Yeah.

This is something that has to be openly accessible.

Yeah. So I suspect wix might be the better option.

Okay. Okay, cool. Somewhere where you land and you can just see everything about me without signing up for it.

Yeah.

Teachable is not the right one. I think New Zenler. I need to look into it more just because I'm already paying for them.

I know you want your money's worth. No, I hear you, but yeah, whatever. The landing pages just say like you know what you do. The Atlas framework, click here to book a call and that would be a link to your calendly and just another form for them to just email you or fill out a form should they choose to.

And maybe it's something like, what do you think? Like share this with your decision maker to see if they're interested. Maybe it's like a short like PDF or something with some of the content I've created. If they need. Or they share the landing page.

Yeah, you can do that. Because I think what a lot of companies do well is they'll have content to help people like convince their boss or to share with their boss. So if you're seeing that's a challenge where it's like not the wrong people are showing up, but not decision makers. Yeah, I would address that and say, hey, please share this with your whatever if you think it's a good fit as well. So yeah, I would do that proactively.

Okay, sounds good. Well, thank you in that world. I have another workshop tomorrow actually, but like a presentation with the American Institute of architects there in D.C. and it's a different group so I wonder how a shorter version. This was one and a half hours. I need to do a 30 minute version of this tomorrow. So it's great that it's back to back. It'll give me some kind of feel for like where the chemistry is more which audience.

What I would do is if there's a chance at the end for you to ask questions, what I like to do sometimes I'll say, I'll say, hey, finish this sentence. You know, I was most surprised by that. Or I was, you know, I'm glad I had a chance to learn about that. That way everyone's chiming with this praise like how brilliant you are, how smart you are. And then after that you can again mention. And by the way, if you want some more of this, here's my link to my calendly, you know, so like you're priming everyone to remember how brilliant you are and then from there you can say, hey, if you want some more, click here.

Well, I got some chats thanking me for a really engaging presentation without prompting, so maybe that bodes well.

Yeah, yeah, yeah, yeah. I like that. And what I've done before too is I will screenshot those chats. Sometimes I'll remove their name, but I'll share that on social too. Like. Well, I had a great time talking about this topic. I'm looking forward to the next one. But it gives you social proof for how great you are just based on those comments too.

So I should really post on social media, thank them maybe before. And I know I can do this fast, so maybe I can wait till tomorrow to send a thank you email and have a landing page.

If you can, that would be better. Yeah, if you can do it that quickly, I would. Yeah.

Yeah.

I have tomorrow off from my day job, so.

Okay, there you go.

How long is too long to wait to send this thank you email? Like tomorrow by like 5pm is okay.

I can't wait for Friday. I mean, here's the thing, right? I mean, Friday at 5pm is probably not the best time to send an email, but as long as they have it, they have it. Another option could be to wait till Monday morning.

Okay.

So that's another option too.

Okay. And that's not too late.

Yeah.

Somebody, Annette says she has a thought for me.

Yeah, maybe you can put it in the chat. Yeah, maybe put in the chat, Annette.

Okay, well, thank you so much and yeah, I will keep you posted.

Yeah. This is exciting. Your progress has been amazing because like when we first started talking, you were like just starting out and all of a sudden you're like doing back to back presentation.

I actually set deadlines for myself where I have external accountability and force myself to complete things that way. So. So these were somewhat set up for a long time now actually. But I need, I can do more of these. I know if I reach out, more people will say yes. So I need to just have the setup where the landing page and where it's not like leaking, so to speak, where I can convert these people into clients.

Well, that's how you learn. So I mean, it's all part of the process. But yeah, keep us posted.

So thank you.

I'll look at it in the chat for your comment for me. Okay, bye.

Sounds good. All right, so I'm gonna effectively demote you, but let me do this. So does anyone else want to come up and ask some questions? Happy to do so. Cool. Oh, wait, no, that was somebody else. Brenda or Marion. You're more than welcome to ask some questions as well if you'd like. Just let me know in the chat window and I can bring you up as a panelist so you can ask questions. Oh, Mary, cool. Alright, so let's do this and we can chat. I think you're on mute right now. Let's see.

And I need to do my video.

Okay, here we go. Hey, how are you? Good to see you.

Okay, great. Yes. I just wanted to, you know, after we talked last week, you told me to go to module seven, but I, I went through every last one of them. Of them because a lot of the work I have done, like websites and pitching and so. But going through your course and I will, I don't, I didn't catch the first lady name that I heard. I came a little late. But the course is really good and so I made some great notes from it so that I could go back and you know, tweak things that I did because I mean, it was just wealth of great information. So I am going to take my time and relisten and redo things, especially the website because I went to your website and looked at it and looked at my website and you one thing I noticed, you talk about who you are and what you offer and on mine, I don't do a whole lot of that. I, you know, I just say, you know, join my community, do this. But I'm not saying, hey, this is who I am and this is what I can help you with. So that was very insightful for me. And the online course information, it was short. I wish I had a whole bunch of it. So if there's a course for making an online course from you, I would love to have that also. But that was really some good information. So my goal is to get busy with the course because that's my, that's what I really want to do is to have that like you say, pass it, but I know it's going to take work. But I do want. Because I've been trying to do it for a couple of years and I haven't gotten there yet.

Got it, Got it. Well, yeah, I mean, I'm glad you got value out of that. And yeah, with your website you do want to do some storytelling about your origin story. You know, like, why are you the person who's doing this now? And I often talk about how much I just messed up. To be honest, when I first started my business where I wasn't charging enough and had no idea how to get clients. So, you know, I went through that challenge, but now I can help people compress the amount of time it takes for them to be successful in regards to the course. Yeah, I mean I think Teachable has some really good content on that and I think there should be a link to that in that actual module. Going out to Teachables, external resources because sometimes when you're building a course, I mean there's some content that should be your own. But if another provider, let's say it's like Google and I'm Talking about Google AdWords, it's like, okay, maybe go look at Google's content because that's their product, but check out Teachable because they have a lot of products and incentives to help you launch your business. And I believe there's like a 30 day free trial or something like that. Let me, let me know if you're not seeing that. But they really want to do a lot of hand holding as you're first launching your course.

Okay.

Resources available to support you. It's pretty cool.

Okay.

Yeah.

Because I do have a Teachable account and I started my course as I said a couple of years ago and it's, I just have a few things in here and that's it. And I stopped. So, so, so just be just going through your course and you know, and, and I went through it fast. But I'm going to take my time to really, you know, because it will help me to get the kind of clients that I need to take a course versus you know, the other things I do pretty well with contract and speaking engagements. But, but to just get the people to take my course is what I really need is to get that clientele.

You know, here's one more thing I would suggest is you can start by doing a mini course.

Okay.

So you know, it could be like three five minute videos or you know, something like that.

Okay.

Because you'll see like, wow, that was kind of easy. And you get practice doing it and then all of a sudden like, oh, I can, I can do 10 more of these. So if you, if you want, you can do that. Because what I've seen some people do is they'll actually have a free mini course. So it'd be a free mini course that'll get you, it'll help you accomplish some goal, but it's all related to your larger course. Then at the end of that mini course it's like, hey, if you want more, click here to upgrade to my, my more robust course. I didn't want to say more expensive and within teachable there's actually like an option to suggest these upgrades in that, in that free course. It's called upsell in that. In that. In that tool, actually. But yeah, it just naturally lends itself to saying, well, if you like this and you want more, here you go. So you could do that just to get that sense of completion as well as pre qualify people to buy your larger course as well.

Okay, that's great. Okay, I appreciate that. The course is great. It's great. It really is. I really enjoyed it. And so, yes, that's a lot of things. I, you know, I like, I've been doing it for a few years or five.

I've been doing it for a while.

But there are things and I'm like, wow, you know, I wish I would have known this. I wish I would have had this. I probably would be, you know, really doing great.

Well, yeah, I think it's one of those things where it's like, you see it and like, oh, it's so obvious. But sometimes you have to go through those frustrations to even appreciate the value of the information you're getting. Just like, oh, this is what I've been looking for. But if you don't know what you've been looking for, you just see stuff, you're like, okay, whatever. It's like, it doesn't have the same impact. So. So you didn't waste any time.

Okay, sounds good. Okay, that's what I will, I will do.

Cool. Well, it's good chatting with you and hope to see you again next week.

All right, sounds great. Thank you.

Yep. Let's do this and change you to an attendee again. There you go. So, Brenda, if you want to come on, happy to chat with you as well. Cool. That's a yes. All right, let me do this and we'll see what Brenda has going on here. Unless I messed up. Wait, no. There we go. Brenda, good to see you again.

Okay. Hello, Terry. Greetings from Puerto Rico.

How are you today?

Doing good. I have some Internet interruptions, so I hope it allows me to talk to you a couple of minutes. Thanks for your time on your course. Doing the social listening part, I like so much Reddit. That was my first time that I heard and I experienced Reddit. So that's really good. I really like it. A lot of conversations and topics that you can find. So that was really good. I said, well, today I work on a proposal for sponsors for my program. I think about it to help the funding for the expenses in some way, you know, So I finished that Today I'm gonna start working on that with my prospects for starting tomorrow. Already start this week receiving emails from female entrepreneur that they are curious about what I'm going to do the way I'm going to help them. So I share a post like hey, you can be part of my new community of female entrepreneurs of Mundo Femenino. That's my brand. And you just. The only thing that you need to do is just register and in the next weeks you will receive all the details. If you're interested, just complete this short form and that is working very fine. So next week I'm going to work on the plan for a year for what I'm going to the way. I'm going to help them with all the ideas that I have. So that's the detailed plan for me and from there I'm going to share some of the hints, the topics to them with I'm expecting to share the information detailed information to their emails the next two weeks starting in July. Because I would like to start on this on August, the first week on August. So that gives them amount to evaluate the information or the benefits that gives me the chance to connect with them. Already scheduled a special event with a private audience in two weeks in July, mid July. So that is perfect for me. Gonna have a special workshop, one hour workshop with professional women and entrepreneurs. So that it's great. So I'm scheduled, that's the way I'm scheduling what I'm my next steps. So I'm very excited about it and I thought okay, let's have some sponsors to what I'm going to do to work on that. So I already have three. So I mentioned them to the new prospects that I'm going to work on for tomorrow on the next week.

So let's see, you've done a lot, you've been very busy. That's amazing. And having three sponsors already, that's great. What's your goal? How many do you want to have?

At least six. That will be good because the sponsorship is going to be for a year for them. So they're going to. It's very cost effective for the sponsors. The way and I have this answer is because I offered to them a.

Special.

Price before July 30th. So instead of pay four digits they will pay for only three digits the sponsorship for the whole year. So that is good for them and they will stay their brand will stay active the whole year with the audience and my followers. So it's. It's no brainer for a brand, you know so that is good.

I've actually never thought of that before, so I think that's pretty smart. Yeah. And I think already having three on board, that's going to help you get the other three easier because they're going to see all these other brands.

It's like, okay, exactly.

I, you know, start that snowball effect. So that's pretty cool.

I was thinking, what do I have that. It's a strength for me. And I have been. I always have sponsors in my events, special workshops. So I thought, hey, let's have my sponsors again. So this is different, but I'm going to. It depends the way that you expose to them, the benefits to their brand. And if it's cost effective, it's good money for me and it's good for the brand, you know, because they know my name in the market, so it's an advantage. So I'm taking advantage of that.

Yeah. And that's the benefit of being so clear on who your audience is, because then you would know natural, you know, ideas for sponsors. And when you reach out to them, you're saying, like, look, here's the. Our audience. It's your audience, too. There's a strong overlap. You know, let's. Let's do this. So a lot of the stuff that we do in the course, like getting clarity on that, that pays off when you're super detailed on who you're helping. Let me ask you a question. I'm just curious. In regards to promoting in July, you're in Puerto rico. Is the 4th of July a big thing there? Are you guys kind of like, whatever? Because here in the US A lot of people kind of like, go on vacation around that time, so they wouldn't be as tuned in. But in Puerto Rico, is that not a big deal?

Mm.

I'm sorry. The Internet interrupt.

So I was saying, like, would you have to somewhat plan your promotion around 4th of July, or is that not big a big concern in Puerto rico?

Promotion for 4 of July?

No, I mean, like, planning around those dates. Like, is it like. I'm guessing. I guess we live in Puerto Rico. You don't really have to travel because the weather's so nice there anyway, so maybe not.

Well, yes, we do have a celebration for Fourth of July, but actually our governor mentioned yesterday in the news that we are taking. We are getting back two holidays. Two holidays. That for the couple of the years ago, they were not authorized anymore to celebrate. So we are getting those two days again back. And they were huge here. They are huge here. So I'm sure that commercial brands and a lot of business are gonna take advantage of that. So of course I will add myself to that.

Yeah. What months are they in.

For? July. It's on the 25 and 27. It's for local celebration of the constitution and one of the birthdays of one of our big leaders. Politicians.

Yeah. And the reason I'm asking is because sometimes when you have a big promotion, you try to avoid holiday periods, but I think you're already getting enough traction from all these sponsors that wouldn't be a big deal, which is always something I think about whenever doing something like this. But it sounds like you're doing well.

Yes.

Well, that's great. I mean, you. You've made a ton of progress and it's clear, like, the work you've done in your branding in the years before, or should say over the years is coming in handy now. So I think that's great. I'm looking forward to hearing more. Yes.

And the word that I mentioned to you two weeks ago in the first and our first meeting, I got the word that I was looking for next day. I keep thinking and thinking. I was like, I need. I need to get this word. I'm missing one word. So I get. I got it. And I start immediately to update all my messages and everything. So I was so happy.

So happy.

What's the word?

Prosperous.

One more time.

Prosperous.

Oh, okay. Got it, got it. Yeah, I like that.

Yes.

Yes.

Cool, cool.

That is already added.

Yes.

Prospero's business image, mentor. Something like that is the phrase.

Yeah. Sometimes, like, you'll get stuck on things like that, but if you step away from it for a little bit, it'll just come to you while you're, like, washing dishes or going for a walk or things like that. So when I hit those roadblocks, I just kind of let it be and wait for it to naturally come to me. So I'm glad that happened with you as well.

Yes, yes.

Thanks.

Thanks very much.

Cool. Well, thanks for the update and just keep me posted and when I keep on hearing more as things progress with this. You got a big month coming up, so want to hear more about it?

Yes.

Awesome. Okay, I'm going to bring you back to an attendee here, and I think that might be everyone, but let me see here. Yeah, it's everybody. So does anyone else have more questions? We can go again if anything else came up while we were chatting, but I do appreciate all the updates. Let's see. Not see anything here. Okay, cool. Well, listen, I mean, this has been great chatting with all of you. It's great to see you're making really good progress and getting value out of the course, but also just doing your own independent research and getting that. That positive feedback from the people that you're. You're helping, that it's clear they appreciate it. So thanks for that and any questions. As always, I'll be here next week. So until then, take care and enjoy the rest of your night.