So we, we were just having, uh, as a preamble before we kickstart

everything is um, I was saying I was peridiscombobulated.

Not quite discombobulated, but then Ben corrected me that maybe

I'm peribobulated, but then I dunno what a bobulated person is.

This is the preamble that people who listen to the podcast won't hear.

Welcome.

Today we are going to be talking about who are you helping?

Last week we were talking about what more money could buy you?

Essentially what, why is it that you would even con contemplate raising

your prices or even think about your PR pricing in an intentional

way, and how thinking more deeply.

What is it?

You know, you might get more money, but then what is it you're gonna do with it?

And being, knowing that and really being comfortable with that and sinking into

that, then you are more likely to do the, to do the work and, and to feel the feels

and, and go through the hardship of, you know, really diving into what people want.

And then there's actually, who is it that you are actually talking to?

Because if you don't know that, then how do you know what they want?

And if you dunno what they want, then how much do you know, how,

how valuable is that gonna be?

And then you just like, uh, finger in the air or just following other

people's definitions of what valuable is.

As in when I say other people, just generally the market or, or, or your mom.

Um, so today we wanted to kind of, uh, talk to this idea of what does it

mean to understand who you're helping.

Uh, we were going to essentially model it by kind of talking about

who we think we are helping and how that's evolved over time of doing

the Happy Pricing course, where we started, uh, where we think we are now.

Cuz I think in, in the spirit of transparency, you know, this is an

evolving thing for us, isn't it, Ben?

We, we've been, we are trying to work things out and, and, and through the.

Emergent.

Emergent.

Emergent.

That's the scientific way of saying, making it up as you go along.

Making it up as you go along, which is not a bad thing.

No.

I, I had a conversation today around, there's a sense of responsibility as well.

Well, that we take seriously around this.

You know, it isn't just about playing with stuff for, playing with stuff's

sake, um, isn't just about messing around with people to then work out what you.

There's a level of, uh, having a very clear and honest intention

about what you would like to create, and then discovering, actually for

some people, there are some people you can help better than others.

Mm-hmm.

And I think that's, I think where I want to ground this rather

than, um, Just totally being, uh, irresponsible about how this work works.

So I think that's one aspect.

Uh, um, might, we might go into a bit.

But, um, the, the framing, I think just to give people something to

hold onto as we ramble, is for me, this idea of the transformation you

wanna, you want to create for people.

You know, the outcome people say or what's the value?

But essentially, uh, they're at one point with a certain.

in a certain state, and there'll be another point after working with you.

And that was, they'll be in another state.

And there's a way to describe those states, you know, how

do you, what do you mean?

There's that state.

And there's a podcast I did a couple of years ago actually with Alan Wick

who talked about psychographics.

Cuz we were talking about, I think, demographics for a while and, you

know, the type of industry and the, the kind of like, uh, size of

business, blah, blah, blah, blah, blah.

But, um, I quite, I'm more attached to actually this idea of like, what

do they, what do we want 'em to know?

What do we, how do we want them to feel, and what do we want 'em to do?

And at the beginning, they don't know something, and at the end

they'll know something At the beginning, they're feeling one way.

At the end, they'll feel another way.

At the beginning, they're not doing something.

At the end, we want them to do something.

So as if anything from this conversation, maybe take that away

as a way to just really ground and get more clear about your own

intentions and your own assumption.

about what you are creating and who you're creating it for.

Because then it becomes less about specific demographics and it, it's more

about many different people could access this because they want that change.

Mm-hmm.

And then you're not maybe limited to an industry or, or

a type of, um, way of working.

Um, so I guess the, the first thing just to, uh, kind of clarify what you were

sort of saying there is the, in terms of the, the kind of a, a kind of main thing

that they might take away with themselves.

That they are kind of clear about what they want their ideal

customer to know, what they want their ideal customer to feel, what

they want, their ideal customer.

Is that the, the kind of framework we were,

that's the framework that we are looking at.

Yeah, so I think this obviously kind of touches on a much bigger issue, which

is all, you know, relating to, um, the kind of marketing more generally.

Um, and, you know, kind of really being clear about kind of who I know.

Uh, so Lana, uh, in your community does, you know, written lots around

this and really talks about, and Yeah, it is a, it's a kind of, you know, not

only, the clearer you are about who not only, you know, does that kind of point

to your opportunity to do kind of more valuable work, it's also just a really

helpful kind of default, isn't it?

You know, when you are stuck with something, when you are kind of, sort

of chasing yourself round in sort of circles, assuming you do that.

We all do that occasionally.

Uh, you know, uh, it's, it's your kind of.

To break the cycle, to kind of sort of step out, oh, who am I doing this for?

Have that kind of picture.

And I kind of know and kind of remembered this for my own kind of purposes,

recently for a new, uh, another sort of podcast that I was setting up and

just had a, I have a really clear picture in my mind who that is for.

And every time I kind of, you kind of, sort of find yourself up a little

sort of cul-de-sac, a little dead end, it's just come back to that picture

and it does kind of break the cycle.

It resets everything.

So having that really kind of clear picture of who it's for

is a tremendously helpful thing.

Now, um, where that sort of then intersects with what we are doing and

what kind of every, anybody kind of listening might be doing in terms of kind

of pricing and selling or, or kind of what you earn and what you so clearly.

Um, different things happen when we're trying to sell something, oftentimes,

um, you know, when we kind of need the money or there's not of sales, or we're

trying something out and we're not really clear in, in a, in a sense that, I know

I kind of definitely sort of fall kind of victim to this, have a habit to do this,

it's just kind, well, let's just try and get, you know, as many different people,

I'll get as many different clients as I can and many different customers as

I can try and just get these, you know, all of these different types of people.

Because A, I'm try, you know, trying to kind of fill something up.

B you are not really kind of clear.

But of course the thing that happens in that is, um, it's a lot more

effort because you are trying, you are needing to kind of rethink through

what the kind of proposition is, what the value is each and every time you

are having a, having a conversation.

So it just kind of takes much more effort, essentially.

And also kind of fundamentally, you're never really going to be able to do your

most valuable work if you are trying to, if you're kind of spreading the

value of what you do thinly, uh, across the toast of many different people.

We can talk to this at two levels.

I think we can talk to this app, this podcast, or this episode.

What do, how we would use this idea of what we would like to

people to, uh, feel and do?

And then we can talk to it in terms of the Happy Pricing course and what

it is that, um, we want people to know, feel, and do in terms of that.

And then maybe we can then say why that's important to us, and not only

from a tactical perspective, but maybe from an energetic perspective as well.

Maybe part of this, what we would like people to know, cuz you know,

we, thankfully Ben put some notes together beforehand, and one of the

things we would like you to, to know or learn is to be clearer about, Who

the easier and more valuable your work.

Oh, to be clear, the clearer you are about who you prepare this, the more valuable

the work, and easier it'll be to do.

Mm-hmm.

then what is the feeling?

What is the feeling we want people to get, to get from this?

Um, I know, you know, um, for kind of, for lots of us who are kind of

responsible for creating our own work, for creating our own opportunity.

It can feel risky to start to cut things down.

I kind of know that it kind of feels that way for me to, to an extent.

If I, you know, if you kind of, the, the clearer you get about who you are

working for, which then necessarily points to people you are not going

to work for, you don't feel that you are, you are in a, in a good position

to help, you know, it kind of feels like you're shutting down opportunity.

It feels like you are minimizing the kind of chances for, for yourself.

And I guess in terms of kind of feeling that, we kind of want sort of people to.

It's a kind of feel coming up is, is the, the kind of feeling that actually

the, that simplifying the feeling that kind of focusing is actually a kind

of positive move, not a negative move.

Cause I know, kind of like I said from my own experience, I think,

you know, in trying to keep.

As much opportunity open as possible.

That is the sort of enemy of kind of, of focusing the enemy, of kind of nicheing.

And I think ultimately that just sort of compromises things.

So really kind of wanting to kind of encourage people that the kind of, that,

you know, that simplifying, that focusing is a positive move and will be beneficial.

So what springs to mind is like for people listening to this, we'd

like them to leave feeling more at peace with that idea,rather than the

anxiety of like, oh my God, I need to talk to as many people as possible.

And I, and, and, and just basically cast a wide net is like feeling

at peace, feeling the Jomo.

Um,

the Jomo,

the Jomo, the joy of missing out.

Oh, okay.

Rather than,

I thought that was something sort of inappropriate.

Jomo, not fomo.

Another thing, see, that's another thing you're gonna learn

from, from listening us today.

Mm-hmm.

So that's, again, sinking into that and it's, it's helpful then to say,

all right, we want people to feel at peace with this idea, all right??

So that helps us guide the conversation as well, and guide what we, we talk

about and then what do we want people to do after they've listened to this?

Make the decision, do the difficult work, basically, you know, embrace the

Jomo, uh, start kind of drawing some kind of boundaries about who is kind of

best in your sort of sweet spot of ideal client and who is best outside of that.

Um, so I think, you know, that's the invitation that people sort of actually

sort of step into that, and that's not a, a kinda one-off process or whatever.

That's something that actually you can sort of keep asking

yourself, keep kind of focusing on.

And that's not to say that you are kind of constantly changing the

who, but actually sort of always have a kind of watching brief.

Am I, you know, am I continuing to work with the ideal type of person,

the ideal type of opportunity?

Am I continuing to do that and asking yourself the question?

Because otherwise, you know, we can always a, you know, we can get

kind of lazy, we can get comfort.

Uh, we can get complacent.

Uh, and so, you know, it's always worthwhile to keep asking that question.

Am I continuing to work for the right kind of person, the right

kind of opportunity where we can do the best kind of work together?

Or do I need to kind of challenge myself to step up, to step kind of beyond?

Uh, and so, okay.

Yeah, the, the kind of invitation to do is to commit to that work is to

start making that changes, is to start drawing some kind of lines around

that sort of ideal type of client.

Mm.

Another sort of topic that springs to mind here is around, and a question

maybe for people to check into.

What does that mean to do the right type of work?

It isn't just about the money in my head, it's also about the experience.

Your experience, not the customer's experience necessary.

That's though, that's important.

It's like your experience of doing the work.

Because it can, I think some people can get very caught up with, oh, the

customer's always right, and I need to work hard to make the customer feel happy.

And in that process I burn out, because I'm always trying to cater for

everyone else's needs apart from mine.

So maybe we can dive into that later.

In terms of the importance of this work.

I just wanted to acknowledge also what Beccie said here in terms of like what

you said on the pricing course helped her a lot, uh, in terms of nicheing and

targeting ideal clients, but it didn't.

that non-ideal clients didn't come to her.

Mm-hmm.

And I think that's if we, if, if that, maybe that's part of the message of how we

wanna make people feel at peace with this.

It doesn't mean by talking to a specific group of people or

specific group of a particular type of change that people want.

It won't necessarily preclude that everyone else will just ignore you.

Yeah.

Or, and or to kind Beccie's point that you then need to say no to them.

Yeah.

Because obviously, you know, we are all kind of sort of functioning adults

and, you know, you have the, the kind of right and responsibility to make

decisions on a case by case basis.

It's really, uh, as kind of Beccie's talking about there, the kind of the,

the value of a kind of focus, the value of an orientation, the value of an

intention to kind of, yeah, to orientate in a certain direction and, and.

You know, kind of lending you the energy to kind of inform your focus.

But of course, as things kind of pop up around that, that you can make a

decision around whether that is something which is kind of right to pursue for

whatever kind of whatever reason or motivation it might kinda represent.

I think there's, for me, there's, there's the, we don't wanna be like,

oh, kind of like, oh, this is the ideal way you must do this, and, you know,

only work with your ideal clients.

I, I wanna acknowledge that there's a pragmatic aspect to this.

Mm-hmm.

you know, we're not always inundated with our ideal customer.

Mm-hmm

uh, and sometimes we, we need to, to work with people just purely

from cash flow perspective.

Mm-hmm.

And so not to beat ourselves up, oh, I'm not working with an ideal customer,

or I can't work with this person because they don't fit this profile.

Um, to be open to that.

And for that to then, you know, just, I think this idea of.

to have intentional choice rather than being, uh, just taking

anything that anyone gives you

Mm-hmm.

to be able to clearly say yes or no for the right reasons.

Yeah.

Rather than just swamping yourself with too much stuff.

So again, for this idea of peace, I think maybe this feeling

of empowerment, it's okay.

You know, you need to feel empowered to make that choice rather than not knowing

you know, where the next customers come from or having to say yes all the time.

And may, maybe, maybe a kind of way of, um, sort of exploring that is

via the lens of the kind of course and what we were, what we were

thinking about in terms of that.

Because I think, you know, it's, you know, and actually it kind of mirroring

a lot of what sort of Beccie was saying of the, you know, we've done a few

different cohorts now and, and I think, you know, Sort of given sort of what we

know of what is taught on the course, kind of, we know that actually a lot

of the, the sort of skills and the sort of tools that people get in terms of

helping them kind of identify who the right kind of person is, helping them

identify what actually the changes that that person is wanting to make, cuz as

you were sort of alluding to and kind of referencing earlier, you know, the reason

that, uh, kind of your, your customers or clients buy anything is because

they are trying to change something.

You know, it's never about the what of what you do, whether that's coaching,

whether that's websites in your old case, what, you know, whatever it might be,

there is some other change that a customer or client is trying to make, and that's

the reason that they're buying, you know, the, the thing that you kind of provide.

So a lot of what we sort of teach on the course, how people understand

that, how people understand what the value of that thing is, how people

understand what the, and how that kind of relates to kind of pricing and

how you have those conversations with people so that you are getting to a

place where you are increasing what you earn, the kind of broad spread

of that, we know is applicable to actually quite a wide variety of people

because it does touch on marketing, it does touch on selling, and it does

touch on on what, on what you earn.

And I think the, the kind of cohorts that we've run up till now kind of

reflected that idea that, you know, I think, you know, there's a certain type

of person, obviously who, which is kind of generally in your community, the

Happy Startup community and, and kind of people who are in that sort of orbit.

So we know that there's a sort of commonality of person essentially, or

they kind of feel in a certain way, they have the same sort of positive intent.

Uh, and I think when we went into the last kind of rounds of the, the, the kind of

last cohorts of the course that was in a sense as kind of detailed as the kind of

thought was in terms of who it would be.

You know, it's not just for the people who were only interested in profit for

profit's sake, because there are other ways, you know, you can sort of do that

so they wouldn't be right for this.

But in a sense that was really one of the only sort of, um, kind

of informal filters that we had.

Then we were just sort of confidently taking the kind of broad spread of

the tools to whoever would be kind of interested in them, and sort

of the course kind of reflected the, the cohort reflected that.

Yeah,

And I think one of the things that we were then kind of reflecting on as we

kind of think about the, the Nets course is this kind of idea that actually, um,

to, for us to be able to deliver most impactful people, um, there is this

kind of link that actually, you know, you need to have people on the course

who are likely to be selling their services over the duration of the course.

Because if that's happening, then we know that we can all work

together to help them get to the place that we want them to get to.

Which is for them to be earning more for the work that they do.

So then that starts to kind of, kind of raise questions over, go, well,

what's the right ideal kind of length?

What's the ideal kind of format?

And it then means, okay, so it's only gonna be right for you if

you are likely to have client conversations over the duration of it.

Uh, and so that points to another thing.

And another thing that, uh, kind of came out of it was this idea that actually,

um, you know, some of the people who've been on sort of co-ops before

were selling something entirely new.

They were trying to work out something entirely new.

And again, asking, you know, a lot, whilst a lot of what we teach would be

useful for them, we ask ourselves, well, where can we deliver the most value?

Who can we deliver the most value for?

And, you know, the kind of realization we can deliver the most value for people who

have, or, you know, do know what they sell already, uh, but they're looking to find

ways of kind of, sort of selling that.

More money essentially.

So that, you know, those things start to point a little bit more clearly to

an ideal who, and start to kind of put a little bit more clearly to kind of

lines we might kind of draw, kind of who fits in that sort of sweet spot.

So that's just a example of how it was starting to kind

of influence our thinking.

And, and to so open a bit more of a, a door to, to follow on with, uh,

Beccie's analogy, and use of the door, um, to give you, open the door, open

the door a bit wider to our thinking.

Um, one of the ways we were trying to look at it in terms of also just

a structure maybe for you to think about if you're doing this, is like

there's the who, the what and the how, and they are all connected.

And so the what you know is very simple terms is essentially get, get paid your.

and, and more often that just more get paid more, you know?

Mm-hmm.

, you, you're in a state of like, uh, I'm working, I'm doing something,

but I'm not, there's something not feeling, you're not feeling the ease

or you're feeling the anxiety of the, just the not enough cashes coming in.

There's things that you want to do and the, it just doesn't feel like

you're being valued in the right way.

And so well,

Earning your worth might be worth.

Worth.

Exactly.

You're not earning your worth.

And so what we would like to give people is the opportunity to earn their worth.

And then this who and how I think is this interesting play here in terms

of like when you were talking to this before, it's like, you know someone

who's just launched something new.

They don't know necessarily if that's the right product.

They're not confident about the product.

It's harder for us to get them to the place of earning more, because

that's an iterative process of you know, their own who and understanding

exactly also what they would like to do in terms of that work.

There's lots to unpack there.

But if we start thinking about, okay, we, we want people who, who are

getting opportunities, for instance, they're getting opportunities to work.

They're just either turning them down cause they're uncomfortable about the

whole pricing thing, or they're taking them on and just not getting like paid

the right amount of money for 'em.

They're not getting paid their worth, and, and that can happen.

Um, you know, if we did a course over five day, a five days, which

we did last time, it's great for learning all the different things.

So the, what they get is just a set of tools.

, but the what we, the, the ch you know, the what being the change we wanna make

is what we would love, what we would get energized by, what we would actually

get, um, excited to keep on doing this for, are people who then actually

during the course, sell something for more money than they would before.

And if you have this window op opportunity of five days where you're intensely

trying to learn something, it really so kind of closes off the opportunity that,

or the ability to help people should an opportunity come down the following week

or the week after, or the week after that.

So that started to make us think about the how.

It's like, okay, we got these materials.

We, we are really confident about what it can, how it can help people,

how, how this information can empower.

But we also want them to put them into practice.

And so we wanna extend that.

So now what we are thinking is actually what would be better is like to

spread it over five weeks maybe, and to be able to have a lesson a week

so that all the materials are there.

We will then coach you through the materials over that time, but you now

have five weeks in which an opportunity could come up and you could then

immediately dive into those tools and use them and see how that you can put

them into practice and get paid more.

Mm-hmm.

And so that, that interplay of the who and the how, knowing that okay,

and the what, oh God, now I'm getting complicated , you know, the real, what

needs for us to see impact happen?

The kinds of people who are very clear about what they, you know, the, the

things that they're selling, but just not communicating it maybe in the

right way or or interrogating what their customers need in the right way.

And then how do we create that change in a way that actually benefits them in

the most, actually not in the, in the best way, but also for us, cuz I think

this is the other aspect in terms of this whole thing is like what excites us, what

energizes us, and what makes us always want to turn up in the best way possible.

So, I dunno, have we, have we hammered the point home well enough here?

Uh, we've definitely hammered some point home.

We've, we've, we've put a lot of nails into the wall.

Fortunately, uh, Beccie's offered us lots of comments.

Oh, good.

Good, good, good.

Okay.

Um, so it sounds like she's definitely realized the truth of what we're

saying, what we were saying last year, that my truest fans realize

the value of what I offer and don't really question my prices as a result.

Ooh, there we go.

Um, and that, that's really, again, from that, that intention of we want people

to feel at ease and at peace with this process, it's nice to, for Beccie to say

something like that because there is that.

We wanna remove the fear, remove the fear of actually really getting

clear of who you wanna help.

I wanted to finish off a bit more because we are kind of

in this kind of happy space.

Um, it isn't just about the money and it's all about how all of.

How, what it feels like to do this work.

Maybe just being, talking to why we wanna work in this way and what

is it we would like people to feel when we are working with them.

I think I, the thing that I get out of it is that we were having the, a

useful way of me thinking about it.

We were having the sort of the, the hypothetical conversation if,

you know, we were talking to people at the end of a sort of six week

course, what it is, I would like them to them to be feeling dental done.

And for me, you know, as you've kind is, is also about kind of impact that

somebody has got the sort of newfound confidence of having made the change.

So it's not just about that somehow we are kind of artificially sort of giving

somebody some confidence, but that they have got the confidence that comes

from having actually made the change.

Because for me, you know, I like the impact.

I like sort of tangible things being done, uh, and uh, I like the

kind of growth that people feel from having made positive changes.

Uh, and so for those kind of three things to come together is where I

get my motivation from in doing this.

A, a way of looking at work for me these days is, is kind of

grounded in this idea of needs, and kind of core emotional needs.

And I, I find it, I found it really, um, grounding and also confidence

building or like, it, it reinforces my intention with whatever I'm doing

when I can tap into, alright, what is it I'm getting out of this personally?

You know what?

What needs of mine are met by doing this work.

And learning, uh, speaks to a reason why we do that.

We, you know, we run the Happy Startup School.

This real, I, I learned so much by just doing this work with people, you know,

over this past, gosh, is it a year now?

I can't even remember the last time we did the course, but essentially

that, you know, I've learned so.

, you know, by, by running this course.

And, and that, that excites me cuz I feel like there's so

much more to learn around this.

Not even in terms of like topics, but just deepening it and understanding actually

this is what it feels like to learn this stuff and to, to make these breakthroughs

and what it means personally for someone to actually learn how to price well.

This kind of need for connection.

And this is why I like the idea of just spreading it out, having more

time to get to know people, having people to get to know each other.

Um, this need for community.

You know I, as much as I like the idea of ha you know, people having epiphanies,

it's just to have that in a space that feels safe, uh, feels like you're

contributing to other people's growth and learning, and something that you've

experienced and you can say to someone else that then suddenly shifts in them,

th that is a lovely place to be when you can see other people help each other,

uh, and, and you to be part of that.

And I, I get energy from that.

It, it's less chalk and talk and it's more like, okay, how can we work out what's

really going on with this pricing stuff.

And when I think about that, it then goes back to the who

Mm-hmm.

in terms of like, if you are the kind of person who just wants content, just

wants the lesson, you know, the, the lesson plan and the, the, the points to

work on we're not for you necessarily.

You know, I'm not gonna preclude, you know, let's say, oh, you can't join us,

but if that's what's in your mind, then maybe think twice about what it means to

be part of a, a private pricing course.

Because for me, it's, it's someone who, who has, is tired of doing

it on their own, who really values the, the accountability they get

from a group who really enjoys contributing and engaging with a

group, because it helps them develop their own ideas by talking to others.

Cuz that's for me, that's why I like having these conversations

while like being in groups.

Cuz by talking I get clearer.

So in a sense it's like if you like me or like Ben, then

if you like me, do you like me?

Yeah, you just tapped into that other little knee valid.

Being seen, being adored, but, um, but don't we all want that?

Of course.

It's just some people are less open about it.

So if you are open about that need, if you can own, I want to be seen in a group, I

wanna, I wanna like be acknowledged for what I know and what I'm trying to do.

Then again, those, I'd love to have work with those people and it's, and it's nice

and it feels, it feels like you then, you're not there just for the course.

You then there for the whole course of building your business and doing stuff.

So

Yes.

I feel like we've, we've, uh, we've imparted a lot of things then we, we

sort of started with, with like, uh, no, with no feel and do, and then we kind

of ventured into who, what and hows.

So thank you very much everyone.

If if, if any, of.

Resonated or made stent or felt like, Ooh, I'd like to be part of that.

Um, please sign up.

We're looking to start the, the next cohort in March, so there's

a bit of time, but towards the end of March we're gonna, we're going

to do this five week or six weeks.

I can't remember what we were saying.

I think six weeks.

Six weeks.

It is six weeks.

Six weeks, yeah.

We're gonna spread it out over six weeks.

It'll be probably once, one contact session a week, but we'll have

all the course materials for you to just work through as and when.

Uh, and we, and we just follow the model of, of a lot of the stuff we've already

been doing, um, within the Happy, Startup, School and also the Momentum group that

you are doing with the pricing stuff, just trying to foster more learning,

live action, learning, whatever it's called, but basically learning by doing

rather than just by consuming content.

Yes.

that's, that's our hope.

Thank you everyone.

Thank you everyone.

I hope, uh, I hope some of that was useful.

And until next week, cuz next week we're gonna be talking about what, what are

you selling and what people want and

What are they buying?

Why are they buying?

Sorry, what are they buying?

What are they actually buying?

Because that's an important one.

Um, uh, and we are gonna be joined by Simon Matchelar from the Better

Boulder Braver communities and maybe Frances, we might, uh, you know, try

and get her on as well if she's free to talk about what they do with their

community, the kinds of questions people have been asking them, um, and

how that points to what people want.

So until then, uh, remember to, yeah, if you're interested in

the course, click on the link.

But also there's the podcast and there's a YouTube channel.

Um, go to the website.

You'll find out, find links to those things there so that you can recap

on every pearl of wisdom we have been gifting you over the past year or so.

So until we, uh, lay the next pearl, Until then, have a have a good week.

Bye-bye.