Episode 4- It’s Not About Who Didn’t Show Up

 

You are listening to the Total Life Freedom podcast. I’m Vincent, your host, and we’re here to help you grow your business, to have time, freedom, money, freedom and location freedom. I want to go back to our last episode, play to an empty room and I want to go a little bit deeper on that. So many people fail in business because they get this part wrong and the part is play to the empty room. Be thrilled to play to those people that are in the room. Learn from those people, overserve those people, and grow with those people. When I started the Total Life Freedom community about a year and a half ago, I was given some bad advice and luckily I didn’t listen because I had studied this and I had a feel for the way I wanted it to go and the concept was I want to build it small. I want to build it with the right people, I want to serve those people, I want to overserve those people and I want it to grow word of mouth. 

 

 


We’d done this before with other businesses. It works. It just feels right. It wasn’t done through social media, through Facebook ads. It wasn’t done through mass communication. Even in a micro way. It was done through relationships. It was done through connections. It was done through people who we had helped and who trusted what we did and it went from there. We didn’t really have to do much work beyond just serving those people, but the advice that I was given through people that I had trusted was that was the wrong way to go about it. Now I’m glad I had done it before because if I hadn’t done it before, I might’ve followed that advice and the advice I was given was if you launch this thing and you don’t get the right amount of people, you’re going to be resentful. Those people that are in there and say you wanted 72 people, if you didn’t get 72 people in, you only got 36 people in there. 


You’re going to wind up resenting them and you’re going to wind up doing poor work because you’re thinking you need 72 and you only got 36 and I was so frustrated that advice to be honest with you, because that’s, I don’t even understand thinking that way. I don’t relate to that because what I see is if there’s 36 people in there and I give them my effort and they are my focus and we overserve them, we pay attention to what their needs are. We pay attention to what their problems are. We do the best we can for them. As Seth Godin would say, do the best you can for the smallest amount possible. They’re going to talk about us. So luckily I didn’t follow that advice. I went with my gut. We went with what we thought would work, what had worked in the past, and it worked out the way we were hoping it would. 


And the advice I want to give to you today is this. It’s not about the people who didn’t show up. It’s not about the people who didn’t respond to you. It’s not about the people who aren’t there. It’s about the people that are, and if you can get that, and if you can focus on that and you can get beyond the great big vision of big ideas, the big launch, if you can get beyond that, you’re on your way. Because if you can take care of a small amount of people that you have, you will grow a loyal and faithful following. You will learn from your mistakes. You will learn from your mistakes and you will make failures on the small stage, not on the big stage. And so many people balk at this because it’s not big enough. But I can tell you that when you do, when you do get to the point where you’re on the bigger stage, the hiccups aren’t going to be there. 


You’ve rehearsed this, you’ve gone through this, you’ve coached this. You’ve been in a situation over and over and over again to where it’s just more people. It’s not a big deal, but when you want to go to the big stage too quickly and you mess up, you are setting yourself up for a colossal disaster. And now I am not the type of person like, oh don’t think big. I think very big. I want you to think very big, but I want you to think big but play small. Play small to a small group of people first. And as you grow bigger, you can still do this in small niches. But so many people get hung up on who they don’t have. So many people get hung up on who’s not paying attention. And if you do that, you are losing clients that are paying attention. 

You are losing people that care about you, who are paying attention to you and they’re going to feel left out. And they’re the ones that were there from the beginning. They’re the ones that truly trusted the message. So love on them, take care of them, grow with them. They will be the ones that talk about you. They will be the ones that promote you. They will be the ones that bring people in. And that’s going to be really important as you go through this process. So when you say things like, I don’t have a very big following or I don’t have very many people on my email list or hardly anybody knows about what we’re doing. Focus on those that know about what you’re doing. Focus on those people. Figure out what they need, figure out what their struggles are. Solve those problems. You have a beautiful opportunity to do a sample size of something where you really get to learn from the right type of people and it could be one person, it could be five people. 


It does not have to be a large group and if you think long term and you think big picture in terms of where this is going, this is going to be invaluable advice for you to grow because it allows you to calm down. It allows you to relax and realize this is not about today, this is not about today. I’m building this for the right reason. I’m building it long term and I’m building it to where this a year from now, there’s going to be a big success in five years from now. Look out. And I can tell you this, that when you do that and you do it well, the ones who aren’t paying attention now very well might be the ones coming back to you later. And this time they’re really paying attention to you. Thank you so much for listening and I’ll be back at you tomorrow.

Episode 3- How To Play To A (Nearly) Empty Room

How do you talk to an empty room? When people start a podcast, when people want to become public speakers, when people start businesses, they envision what it’s going to be like when people are just knocking down their door to listen to them or they want to work with them. But the reality is in the beginning of everything, you’re starting with a nearly empty room now for the most part, whatever level you get to when you start over, you’re back to a near empty room. I find that exciting when things are going really well, I need to start something new and something different and something where I’m a beginner again. It’s always been the way I’ve gone about things and that’s what’s happened here with the podcast. I’m not starting this podcast to build a business. I’m starting this podcast after we’ve built the business. This is now a time for me to grow and learn and do something different and actually take the proof of concept that we learned with these businesses and then be able to bring it to more people. 

To me, it doesn’t start with getting the audience and then trying to make something from that. It comes from making something and then allowing that to grow the audience and allowing that proof of concept of what you’ve done. We’ll talk about that a lot here. The proof of concept to get things done. So experience is truly the best teacher. So as I go into this knowing that I’m going to publish this episode and I don’t know how many people are going to listen to it, it might be a few hopefully, but this is not about getting as many people to listen as much as possible. This is about doing a show that people enjoy and like and want to spread the word on and talk about because they enjoy it. Not for me trying to build a huge audience. So what happened? I’ve learned this over and over again in different avenues and you start small and you learn when you’re small, you learn when you’re just beginning to grow. 

That’s when so many of the lessons come out. And when I thought about this podcast, I thought, wow, that really would be cool to tell. You know, we can tell a lot of stories in the show, but I had a time in Cleveland a couple of years ago, probably about five years ago where I was giving a speech, a public presentation about my career as a photographer and about building our photography business to different levels that a lot of people hadn’t got to. So I got asked by this organization in Cleveland to come speak about photography. They had a large amount of people in their group, so they sold it really well in terms of the amount of people that would be there. So I booked it and scheduled it and worked on the speech and had everything down and I practiced a ton, got everything ready and I drove to Cleveland and the two and a half hour drive. 

They got me the hotel, I get to the hotel, I relax and I go over to the venue where the presentation is going to be. Now I go into the room where the speech will be, and and it looks nice. There’s probably 200 seats and things all lined up, front to back and the stage over here. So I get there about two hours before the speech just to kind of meet everybody, just to get my nerves together because I hadn’t done it too much at that point. I meet the guy that’s running it and they’re making coffee with about an hour to go. A person trickled in and they said, oh you’re the one, you’re the one speaking tonight. So we started talking and we’re having this really nice conversation and I noticed we’re talking for 10 or 15 minutes and nobody else has come in. And I’m like, wait a second, this thing is going off in 45 minutes and there’s two people here and then we’re talking a little bit more and I’m getting really kind of uncomfortable because I’m trying, whenever I’m talking to somebody I try to pay attention to what they’re talking about and what they’re going through. 

But I notice at this point maybe there’s three people in the room. It was about a half an hour to go. There’s still three people in the room, there’s three people in the room in 200 seats, and I’m feeling pretty stupid at this point. Now I start trying to think positively. I’m like, well, maybe they’re coming together, maybe they’re coming in carloads and maybe there’s a bus or two that’s going to come and that’s going to bring everybody in for the group. And now there’s about 20 minutes to go until my presentation was going to start. At seven thirty. It’s now ten after seven and there’s four people in the room and nobody seems to be in a big hurry in any way. And it was then that it dawned on me, I don’t think this crowd’s getting any bigger. So that was four people and me, and now I’ve got to start getting ready for my presentation. 

I can’t even monitor the crowd. And more than that this one guy is talking my ear off a lot. So he wants to keep going. And I had to cut off the conversation with one of the four people in the room. They actually showed up for me and I had to leave, so now I’m kind of watching, so now I’m up on stage. I’m getting my mic set and I’m looking around and as I got my mic on and everybody took their seats, the reality of what was about to happen just hit me. I was about to speak for 194 empty seats and six filled ones. A total of 12 eyeballs would be looking at me during this 90 minute presentation that I had prepared for weeks. If you imagine those times where your stomach just turned upside down.

 I don’t know if it’s embarrassment. I’m not sure if it’s fear or what it is, but I remember being on the stage and having a pit in my stomach like I really just want to leave. I want to turn around, go through that back door, get my car, drive home, I’ll be home in time for bed. We’ll pretend like this nightmare didn’t happen. It was at that point that the guy that ran the organization came up, and introduced me. He, by the way, was one of the six people, so there were five people that actually showed up to see me and I started my presentation. I had the slides set up and I went through it and the first minute was awful. It was awkward. It was embarrassing. One of the six people was on their phone. It was just nightmarish and as I went on, I told the first story and I got a bunch of laughs. 

I kept going and I kept going and I realized I’m getting everybody’s attention. About 10 minutes into it, there was no stress at all. There was no worry at all. I was like, how well am I doing? Are My lines coming out? Am I pausing enough? It didn’t matter that there were six people or if there were 200 people, it actually was kind of fun talking to six people because I got eye contact with every one of them. I got to tell each one of them a story like I got to look right at them. As I was telling the stories, there was no overwhelm at all. It was actually underwhelming and allowed me to actually do what I wanted to do the right way without worrying about impressing anybody because there was hardly anyone to impress. 

So at the end of it all, I felt really confident and part of me was just thrilled that it was only six people. What a great testing ground. What was funny was I got to talk to each person after the speech, which you don’t get to do with a big crowd, and every one of them gave me their insight, gave them their feedback and two of them came up to me and said, man, everybody is going to be so disappointed that they missed this. What started out with great anticipation and then moved to something of tremendous kind of sadness, disappointment. It ended up on this really high note of it doesn’t matter how many people in the room, it doesn’t matter if they’re six, it doesn’t matter if there’s 206 was actually a good thing to start. It allowed me to do what I needed to do without the overwhelm of too many people or too many distractions and that’s the way I feel right here with the podcast and that’s where I want you to feel as you’re starting your venture, whatever that is, whatever the next thing is, because I don’t care where you’re at. 

When you get to where you want to get to, it’s not going to be the be all end all. You’re going to want to be challenged, you’re going to want a new thing. So we’re constantly looking for a new challenge, at least the driven ones of us. If you’re not driven and you’re just fine the way it is and you don’t want to grow it all, this is probably not going to be your show because we’re just constantly working through this type of stuff. But it was such a great lesson for me because I think I might not have started this podcast without it because I might think I need a certain amount of people to listen or I need to get to this level before I can go. I need to know. It’s going to grow to this level. It doesn’t matter because what happened is that free speech for six people then turned into a paid speech, then turned into a higher paid speech than turned to an even higher paid speech with more and more people. 

And that’s without giving it very much time. So that’s something in the future I want to do more of. But just seeing that progress. So for the podcast, it really is do it the best you can for the smallest amount that you can, and then go from there. So that’s how we’re going to start things. So that’s how we’re going to start. So the question was how do you play to an empty room? And the answer is you do the best you can for the smallest amount that you possibly can. Hope you enjoyed that. And I will talk to you tomorrow.

Episode 2 – One

 

Welcome my friends to the Total Life Freedom show where we help you build a business to create a life of time, money and location freedom- doesn’t that sound nice. This is episode two, the first real episode outside of the intro, and I’m going to explain how this podcast came about and a story that relates to it. As a teenager, one of my favorite bands growing up was Metallica. At that point, they’d only released three albums and there was no public airplay for any of their music. They didn’t have any videos on MTV. They were just an underground band that did it through building a faithful fan base by touring like crazy and by making music that really resonated with a small group of people that love what they did, and I was one of them. I was, I saw them for the first time in concert when I was 14 years old. 

They were the opening act for Ozzy Osbourne on the Master of Puppets tour. At that point, they’d never put a single out. There was no reason to know who Metallica was, aside from their most faithful fans, but yet Ozzy Osbourne, who was the lead singer for Black Sabbath who had a huge solo career, invited them on tour. Metallica was the one that everybody in the parking lot was talking about. They were the band that everybody wanted to see. Unfortunately, bass player, Cliff Burton died in a bus accident on tour while they were in Sweden. Later on that same year, they came back with a new bass player named Jason Newsted and they went on their own tour and they were headlining acts. From then on, I saw them again on that tour and I got to see them probably a dozen other times after that. I got fortunate as my photography career grew, so I got to photograph them in concert art Nassau Coliseum in New York where I used to go watch them as a fan. 

I was now, like, front row photographing them, special access, and everything that comes with being a press photographer and then I got to meet James and Lars, the singer and the drummer backstage at Madison Square Garden one time and there were a few other examples of that as well. But the reason I’m bringing up is this, they recorded three full length albums. They toured the world. They were probably the biggest metal band in the world by the time that their fourth album …And Justice For All came out and they shunned MTV and the media and all media channels so they could just focus on their music and they could focus on honing their craft and becoming who they were and getting their message down and knowing exactly what they were about before they went to do anything else. By the time their fourth album came out they said, okay, at this point we’ve done what we wanted to do. 

We’ve proved this, we’ve got a proof of concept in terms of what we’re doing. We didn’t need MTV to sell out stadiums, we didn’t need MTV to give us popularity. We are selling out everything where we can go now we will go to them. And that’s what they did. They put out a single called One, it went on MTV and it became one of the most popular videos that it ever hit MTV at that point. And they did it on their terms and from then on out they broke the seal. They kept releasing new singles and they got bigger and bigger and bigger. And then the Black album came out and they got bigger from there. And they’re still playing today, 2019 they’re still selling out arenas all over the country. But what they did was very remarkable. And I noticed them even as a 14 and 15 year old, I noticed the fact that they were loyal to their fans, they loyal to their craft, they weren’t doing it for popular acclaim, they weren’t doing it to become the biggest in the world. 

They wanted to do their art and their work on their terms for their fans. So that was very influential to me. So every business that we’ve started, it has started that same way. Our photography business, our coaching, our mastermind, the book release, everything is done and has been built grassroots with a proof of concept that had to be achieved before we took it any further. I had to have, for me to write Freelance To Freedom. It wasn’t something where I just need to go write a book. I didn’t feel comfortable writing that book until we were exactly where we were supposed to be to write the book. So by the time I wrote the book, we had done it. We had, we had started the business. We had quit our job. We had paid off our house, we paid off our debt. We had lived a decade as freelancers raising a family, homeschooling, doing the life that we wanted to do before I felt like, okay, now it’s time. 

I’ve got proof of concept for this. I probably could have wrote it sooner, but it felt right at that point to release it. The next step was a podcast and I’ve been asked over and over and over again to do a podcast and I said, no, I’m not doing a podcast. Everybody’s doing a podcast. I’m not going to follow along and do a podcast just to do it for that reason. So finally, after a while I said, okay, I’m not going to do a podcast for the public, but what I’m gonna do is a year and a half ago, I said, I’m going to do a podcast for my mastermind community and I’ve matched my community of, you know, fluctuates between 40 and 50 people. And I was going to do a podcast just for them. I’ve done a daily podcast just for them for the last year and a half, and it was Monday through Friday. 

Once again, just like Metallica, just like our photography business. We wanted to build proof of concept first. We didn’t want to just go out there and then just start something and then fizzle with it. So after 200 episodes, I finally said to myself, I’m ready. Okay, I’ll do it. Now it’s time now I feel like I can do a podcast on my terms and put it out to the world and feel like I know exactly what I’m doing. And I got to test it on a small group. And I got to get a lot of affirmations, a lot of stories, a lot of information, a lot of, a lot of nerves, a lot of jitters out and a lot of fears that I had to overcome about doing this and that. Got through it. Doing it just for them allowed me to get through a lot of fears, a lot of insecurities, a lot of limiting beliefs. 

And then finally it’s even like doing this now is no big deal, but if this was my first episode ever doing a podcast, I’d be nervous. I’m not nervous, I’m talking to everybody. Like I talked to my group and I’ve been doing this for awhile, so this is my One. This is my single that I’m finally putting out to MTV because I’m like, we’ve done it. We built and sold out a mastermind community. We’re now building a membership site around that because we don’t have room in the mastermind community anymore. So at this point I’m like, I’m not doing this for business and not doing this as a way, oh, let me, let me start a podcast so I can increase my business. We’ve got to where we wanted to get to. Everything’s gravy for me and we felt like that for years. Now I feel like I can do it on my terms. 

I can do it for the reasons that it feels right to do a podcast and not just something that’s just a promotional vehicle. That’s never what I wanted to do. So there you go. This is our One and Metallica was a very big inspiration. I love bands and artists that did things their way, that live life on their terms, that did work on their terms. They didn’t do it for the accolades, they didn’t do it for the money. And what happens is, and I say this over and over again, the money comes when you do it that way and you do it right. So you’re looking at Metallica, selling out arenas for 30 years. I think they’re probably doing okay business wise. I think they’re probably going to be fine. That’s a little bit of an intro into why I’m doing this now and why this is coming out and this is going to be a daily podcast because if I were to start this out of nowhere out a daily podcast, it would seem insane to me right now. 

It seems like a no brainer to do this because there’s so many stories and I think we could really keep you entertained. Not only keep you entertained, but keep you informed, get you thinking differently, get you to where your business can. If you’re just starting it or you’re stuck or you’re looking at growth, we can get your business to get you more time freedom to get you more financial freedom. And a big part of us, maybe not for everybody, is location freedom. We love being able to go where we want to go, when we want to go. We have three kids. We want to be able to travel. There’s a big part of their life for us to do this together. So we don’t want to leave anything on the table. So here’s what I’m hoping to either inspire you to do or encourage you to do who’s ever into this. We’re going to go from here and I am really excited and I’m just so thankful to have you on this journey with us. I appreciate you listening.

Episode 1- Welcome To The Total Life Freedom Podcast!

All right- And away we go! You are listening to the very first episode of the Total Life Freedom podcast, which was originally going to be titled the Last Podcast Ever Made because that’s what it was going to be. Because I had no plans on doing a podcast. I’d seen so many people start podcasts, start interview shows, and I said I’m not going to go down that road. It’s not something I’m going to do. So I avoided it for a really long time and then finally it kept creeping back in. So what I decided to do is- I’ve kind of always have to do something a little different. We have a mastermind community that I run called Total Life Freedom. And within there I said, okay, I could do a podcast there, I could do a podcast just for you guys. That’s what I’ve done. So it’s been a 220 episodes. 

I think at this point I’d done a daily podcast just for the mastermind group and that’s gone really well to where I feel like, okay, wait a second, we’ve got so much more that we can share outside of the group. I’ve got the format down, I’ve done this. Nobody knows about it. I’ve been doing this for a year and a half now, but nobody knows. I’m like, okay, that goes more in line with what I’m doing. So the podcast was going to have a format, it was going to have some structure to it in these different segments. And then I finally said, nope, this is the way that I liked doing it. I liked doing it in short storytelling spurts. So here’s the plan and here’s what this is. This podcast is for freelancers, entrepreneurs, people that want freedom in their life. People that want time freedom, people that want money, freedom. 

People that eventually want location freedom. They want to be able to live life on their terms. That is a lot of people talking about that. And I see it almost everyday cause I’m getting asked to be on podcast for it. What I see is a lot of people are talking about it, but honestly, a lot of people are not living it. And we’ve been living it for a really long time. We’ve been living it for 13 years. You’re gonna hear a lot of our story. If you haven’t heard our story., I wrote a book about it. It’s called Freelance To Freedom. You can literally go to our website, totallifefreedom.com/ftfbook, top right hand corner, and you can download the free audio version of it. No strings. You could download a free audio version of it so you can get a feel for what our story is. 

I’m going to be telling some of those stories on here, but what this is going to be is this is going to be for people that are in the entrepreneurial space, in the freelance space that are looking to grow. They’re looking to do more, they’re looking to get better. They’re looking to gain freedom in their life. They want to spend more time with their kids. It’s very, we’re very family based. It’s, we do this all for our kids. So you know, we homeschool. We have three boys, they’re 13, 11 and seven. I’m fortunate to be married to the best wife in the world. My wife Elizabeth, we’ve been married for 17 years. We love to travel as a family every winter. We took four months off last winter to go out west. The year before that when the book released, we took three months off in the winter and we just traveled around in 23 different states that we went to with the kids, so that’s the life that we love and we want to spread that word because it’s so possible and there’s so many people trying and wanting to do this, but they’re not able to do it. 

They don’t know where to go. They don’t know who to trust, they don’t know where to start and that’s what we’re going to do here is we’re going to do this and we’re going to just tell stories and we’re going to give lessons and it’s going to be a lot of fun. What we’re going to do is a daily podcast and it’s not going to be long and it’s not going to be something that’s exhausting for you or time consuming. You can listen to it when you want. You don’t listen when you don’t want, but what I basically do, it’s a five to 10 minute podcast daily, a story, a lesson, something that’s gone on in our life, somebody that we’re going to tell you about that’s doing great things that could be an inspiration to you. We’re going to have a lot of fun with this. 

We are going to do some giveaways. I love giving stuff away. I love giving books away from people that I trust and believe in. So we’re going to do so we’re going gonna make it fun. There is going to be randomly at times, different giveaways that you can answer a question or try to answer a question and get a book from somebody that we believe in. A little bit about me. If you don’t know who I am, if you’re listening to this and the first episode, you probably have an idea of who I am. But if you’re going back through the archives later on, I am a 47 year old guy. Like I said, married three kids, we homeschool, we run multiple businesses. I was a photographer for many years. I was a newspaper photographer along with my wife in a newspaper in Indiana sports photographer. 

I photographed professional sports for over two decades. I’ve shot everything you can imagine. World series, Super Bowl, NHL Final. Really cool stuff- like I think I photographed four United States presidents. I photographed, you know, spend the day with the Dalai Lama with my, with my job. I got to photograph Muhammad Ali’s birthday party while he was still with us. So many other crazy stories that come with that which will be tied into the lessons that we hear here. Now what I do with, it’s a wide variety of things but I run a mastermind community for high achieving entrepreneurs and freelancers. We are opening up a membership site for people that want to get their lower priced option and I run the Business of Photography Academy, which is another mastermind community strictly for photographers looking to master the business side. We’re going to be doing a conference next year in Pittsburgh. Got a couple of other things that we’re working on as well that we do, but that’s kind of an overview of it all and what is really fantastic is being able to help people get to where they want to get to and live life on their terms. 

You’re going to hear it a lot in terms of the stories that we’re going to tell. I did not come from a business background. I was a terrible student. I learned on the day before graduation from high school that I graduate in high school. I dropped out of five different majors in college. I was a very selfish, self-involved person for a good portion of my life. I learned generosity and I keep trying to learn generosity. I keep trying to battle the demons of selfishness that I have and I’ve got to learn from wonderful people like Seth Godin in terms of how to be generous, how to do so many of the things that I’ve been able to do. So I’m so fortunate. This is not something that comes easy to me because I’ll be quite honest. You know, selfishness is something that I’ve battled way in the past and I continue to, I know people like my friend Ken Hoops, who’s in our mastermind, is one of the most generous people you’ll meet. 

He said he was raised that way and that’s the way he’s always, and that wasn’t me. I was very much, you know, what can I get? How do I get this? How do I get what I need? It can be manipulative, it can be whatever it needs to do to get to what I needed to. And that was a big problem of mine because I eventually got what I wanted in a lot of ways, and I can tell you this, if you’re in that mode, when you do get there, it’s kind of empty. You get it, but you kind of didn’t do it the right way. It wasn’t that I did it, you know, and morally it all, it’s just, it was about me when I was a photographer and I’m on assignment. I needed to get the shot. I don’t really care what is going on around us. 

I need to get it because my boss needs it and I need it for myself, so now I get to kind of switch the whole thing around. I really get to do this from a level of generosity. What I’m going to teach a lot is controlling your money, not only controlling your money but thriving with your money so you gain time freedom. We have the time freedom, we’ve got the money freedom and then the location freedom and allows you to just think more about what other people need as opposed to what you need. It’s a hard place to get to when you need these things, but I can tell you that the most generous of us are the ones that get more stuff. They’re the ones that get promoted, they get talked about, they get help. People want to go out of their way for those people. 

It’s something that I needed to learn as an adult and I need to continue practicing. This is what I’m going to teach here. And when you get just the jolt of inspiration, five minutes of fury where we just kind of tell a story, give a lesson, connect people, talk about what other people are doing, and then we move on with our day where it doesn’t take a whole lot of time from you guys. So there you go. I hope you stick with us. I hope you subscribe to the podcast and you come back. If not, and you want to read the book like I mentioned, go to the website, www.totallifefreedom.com/ftfbook is on the right hand side. Go download the free book and just sign up and get the download from the free book if you’d like. I will be back with you tomorrow and I am really excited about this journey. Thank you so much for listening!