 Hi everyone, welcome to this Q&A call about authentic selling now some of you Watching this have read the book and some of you haven't and you're welcome to watch this even if you haven't read the book I think you'll get a lot out of it. I've got a couple of Folks who have read the book here on the call. So thanks for joining me captain and Nikki and will I didn't promote this event this particular event as much as I could have so it's we got a small group here But that's great. We maybe can Talk about specifics of any of your particular questions and businesses and things that you're trying to sell but let me start with a kind of a quick overview of what I think authentic selling means and And I think it's probably best to contrast with conventional selling or the tip the way we typically taught Or the way we think of selling is is basically pushing something down someone's throat, you know it's kind of how we How we perceive selling because that's when we think of a salesperson we typically are a little bit Avoidant of them because we know that they have an agenda They want us to do something that we might not necessarily want and we have the sense that they are trying to Persuade us to change our viewpoint so that we can be aligned with them and then finally do what they want So in other words, it's conventional selling has a an element of Manipulation to it. I know Conventional sales people probably wouldn't call it manipulation, but that's essentially what they're trying to do is to Change your mind from where it currently is to being in favor of their product or their service So authentic selling From my view is basically being transparent about our intentions That's one part of it And so if you are transparent about your intention as a salesperson and you're using conventional selling you'd be like Nikki, I would like to manipulate you into buying my service You know, is that okay? No, I don't want to be manipulated. George. Okay. Well, that's ends the conversation because Transparency of intentions will end most sales conversations and most sales campaigns or whatever, right? But authentic selling that okay transparency. Great. Well, then how can we be transparent and yet? Have people want to continue talking with us? Well, we could be transparent if we shift our intentions so really it's about shifting our own intentions from one of Coercion essentially to one of understanding and helping and that's really what I think and understanding helping and if there is alignment Invitation so it's like, okay, Nikki. I'm not trying to Sell you anything right now. What I'm trying to do is to understand and there's a reason why we are in this conversation right now Nikki, let's say I was let's say Nikki had read some of my blog posts or gone to my website and contacted me So obviously in that case she is There's some interest already. So I basically say well, Nikki Help me understand what got you interested, you know, why did you come to my website? What was the thing that oh, yeah, you know, I read this blog post and I really liked what you said about that I was interested in, you know Getting better at this thing in my life or my business or whatever it is you help people with I help people with right Uh, and that's oh, that's interesting. Okay. So let's talk about that So let's say Nikki wanted to talk about topic a that you know or problem problem x That's what she was most curious about then in that sales conversation I would focus on problem x and And try to help her right and in that helping I'll I'll get a sense of our is Nikki and I are Nikki and I aligned with our values and aligned with our goals and if it is Then it would be quite natural for me to invite Nikki to Do further work together because it feels like a natural organic kind of emergence of that connection and invitation That's authentic selling Now I used an example of one single conversation, but you can kind of Look at this in a larger sense of you and your audience Right, you're not trying to coerce or manipulate your audience into doing something, but you're you're simply sharing helpful content seeing what they're aligned with and then Doing more of that and inviting them to further work with you So given that quick kind of Primer on authentic selling do any of you have any examples you want to bring forth in Something that you are wanting to sell more of Services products programs Feel free to chime in sure Well, hi, I'll jump in but I also caveat that I'm I'm on My my daycare duty at the moment with my amazing 16-month-old baby girl So if she starts yelling then I may have to pick her up if that's okay. That is that was that your baby or was that your cat? That's my Great question. She does sometimes sound like a cat, but no that sounds like a meow Yeah, so cool. I'm cute like that. Yeah So will tell us what you are. Yeah, what you're working on promoting or selling Yeah, so I'm having or what what I'm working on promoting and selling is I work with healers to shift from being Part-time healers to being full-time healers so that could be an osteopath or an energy healer or a life coach It's the definition of healer is is fairly fairly broad And What I want to sell more of is I'm creating the subscription service so that I can more deeply serve healers That's lower cost that they can all afford but that will also allow me to serve them more deeply So it'd be around 67 or maybe 97 dollars a month So still affordable, but it would have at least you know It would have at least three video opportunities for me to be with interacting them one on one or sorry As in a group setting, I wouldn't have any one-on-one And to do that I I offer free 25 minute energy healing sessions because I'm an energy healer And so I want to I want to sell more of those they're free. So it's not actually sales But I'm having where my question for you would be and that that goes really well As as I get in front of the right people and those those are very as you were just talking about transparent sales conversations That's exactly what I do. I say, you know, we're going to have this call If you like what this is and what I do I would love for you to consider working more deeply with me And at the end I'm going to ask you two questions One is, you know, how do you feel? Do you feel better, worse, same or different? And two is would you like to work more deeply with me? Uh, and that's all that that's my sales pitch. Like that's my whole sales pitch and that is my whole sales pitch There's there's nothing to it. So that part I'm clear on but my question for you is How how do I balance The short-term sales strategy with what I would call the long game because every all of the content that I've read from you So far And and what I've been able to read in the book so far I would call that long term or like the the long-term strategy of Great blogs and great videos and finding alignment and building a tribe. You don't use them or tribe But you know building a following or a group of people that are aligned But I also need to make money Now, yeah, uh, so it's it's that balance of how to how to do that Very good. Yeah. Thanks for giving us some context So actually, you know first thing I want to say about the the conversation you have with prospective clients I I don't feel like you actually need to let them know what the questions are in advance You know, I think that it is good to Frame the call as a sample Energy healing session, you know, and if you say it's a sample I think people get it. It's a sample like, you know, you get a sample before you buy something But I think I think saying that hey at the end I'm going to ask you if you want to if you want to work with me might feel a bit intimidating to just to some people anyway So, oh, there's there's your there's your baby. I want to show this on the screen because that's uh, That's the most thing we'll see in this video, right? She started tugging at my actual leg. So, oh, that's awesome Sorry, so you you feel that asking wow, she she people want to work I was going to say she's very uh videogenic You could you could start making videos with with her in your arms Yeah, so you're saying let's ask at the end Oh, hi So, yes, you're on the show there. Yeah at the end. I think it's totally cool to ask But I I what I heard you say was Say what the questions are in the beginning And I don't oh sorry, I don't actually I don't actually at the beginning. I I I was just oh, okay, you know in the excitement of being live on a video But no, I don't actually say that at the beginning. I have a good session Okay, cool. You just you just have the session at the end and also, you know, I assume at the end You only ask the question of But I think this is what partly authentic selling you only ask hey, do you want to work more together if you feel like It was a good session Yeah, right. Yeah, and and when you when it's a good session There's a mutual feeling and so the question becomes One that you're asking that they probably agree with too, right? Yeah, so then yeah, and so where I'm finding Sorry, you go Oh, uh, so then the then your question is well, how do we get more of those sessions? Is that right? Yeah, and so usually I have um Thanks, and usually where where it goes really well is I find Eventually, I'll connect with someone who's a real Center of a community spiritual community and then they'll make a post and then all of a sudden 25 people will say Oh my gosh, that sounds amazing. And then I'm still having sessions with those people two months later Yeah, it's just that many people that came from that person But then a lot of the people that I'm having sessions with are not those hubs and I know tad You know tad hard great very well. So he talks a lot about hub A lot of people are not hubs that way. So they Either they don't get any attention in the when they do their little testimonial on facebook to say hey, I had this session It was great Comment below for a free one with will They they either don't get any any notice or they only get one or two And this at the moment the system's in a bit of a lull or a dip Because my big hubs that I connected with were like two months ago And that's kind of the flow has gone through. So I want to be more Reliable and how I connect with ideal ideal people that way I love that you shared about the hubs those of you who are watching this who don't know tad hardgrave his websites marketing for hippies.com is He's amazing content there to check out Yeah, so hub a hub is like a person or organization That is like a hub where there are spokes. I mean they they basically are an influencer. That's another way of putting it They they they have an audience and when One hub or when an influencer blogs about will service. Well, then naturally their audience are more interested in Hiring will or having sessions So will the mic I love that you share that because one of the things I always talk to clients about is I always find out Okay, first of all, let's find out what's already working Like what's a lot a lot of times we do stuff and the stuff that's working We don't do consistently and that's part of our problem and not Continuing to have prospective clients and so will are you consistently reaching out to hubs or potential hubs? No, and I've been thinking about this for a little while now, but I don't so the the reason why I love the system that I'm using is because people naturally will self select and say Oh, yes, because I saw this post about will I'd love to have a session They reach out and then if they happen to be a hub great But if they're not self selecting and I'm reaching out to say Hi, I noticed your it just it seems so I've done so much work in my own energy practice to never have an ulterior motive. So yeah So to reach out and say I'd love to offer you a free session funny But they know and I know in the background that what my end goal is to have them post on facebook and say That they had a session with me What if that feels just automatically the energy goes off for me? What if you said that what if you said hey, I'm reaching out to Bloggers or whatever you're reaching a fan facebook fan pages Who have an audience of people who could really benefit from? Energy healing or whatever you want to say how you where I want to say it and I'm wondering if you would be interested in an exchange If if I would love to actually gift you With one or two, you know, you could say I mean if the page is large enough the blog is large enough You could say two or three even I'd love to gift you Or somebody who is you know one of your a friend of yours or family member They could really benefit from it gift you with energy healing and in exchange you would honestly share Your review on how it went for you What do you think about that? Well, I'm glad you're recording this so I can write down what you said. Yeah Um As when you say it out loud if that feels good Yes, but no matter how many times I tried to write it out as a as a written message. It just felt Just felt off which is why I do most of my work Uh through video and not through blogging or writing. It's right. It's mostly uh, it's most vocalism is less miscommunication Yeah, totally Um, I was gonna say your your your daughter's kind of like my cat You know trying to get trying to get attention by like slapping things around So, um, yeah, so so uh, no, I I think I think that if you you know watch this back later And if you felt the energy was right try to write an imitation from that energy And you know, here's here's the other thing that's helpful to start with is If you can imagine the person and ask tell me if you can Can you imagine the blogger or the facebook page owner or whomever Influencer you're reaching out to instagram person who Either has been curious about energy healing or maybe has done some energy healing and actually is a fan of it They're either curious or they're a fan of it and so If someone were to reach out to them and offer them free energy healing for an honest review They might say I'm a fan of it or i'm curious about it. Sure. That sounds great I'm glad you reached out and number one. Can you imagine someone like that number two is that well? Let me ask you that question first. Can you imagine or can have you come across people like this? Yeah, well those those are the people that have already been hubs, but it is exactly that they're not energy healing Exactly. They're either emotion core emotional work people or life coaches those ladies that have already come across Yes, so related service providers related content providers So here's the important sort of before you write the message is to Understand that the person you're writing to the person that you're literally writing that message to is already accepting or is open and is So this a lot of times the reason why selling goes wrong is because the seller Starts with the assumption that the other party is going like this Well, I already don't like you. I already don't trust you. So now go ahead and tell me what you You're already wasting my time. So go ahead now. Tell me what you want Right. So so of course from that energetic You know initial assumption connection It's going to turn into manipulation or coercion or, you know, whatever, you know Unpleasant feelings that happen and it's going to feel off. But if you're if you're like, oh will I'm so glad you're posting about, you know, emotional healing or whatever it is And I'm wondering have you actually have you experienced energy healing? I'm really curious about and what your thoughts about it because I'm reaching out to Folks who would like to experience what it's like and and write about it. They're honest opinion You know So how does that how does that feel? Yeah, it feels better than it's than it's been feeling and Yeah, because I've been wanting to have clear And that that was my my actual question for you and we it's funny how we've we've come to it Is how to do the while I'm still building the long term and making my videos and my blogs and all that jazz But also have daily actions that I can do in the short term To increase the system that I'm doing that's already working, which is what we're now talking about So that is the short term is to identify hubs that are similar to the ones I've already found or ones that I think would be great And then approach them with a similar kind of script for lack of a better term than what you just used And then the only thing I'll add is is to keep the system going is that when they write that honest review Or if they're open to it writing that honest review then to say That any of their tribe who comments below can also get a free session with me So I want to make sure that that's in the That's part of it. Yeah, because that's a that's a That I'm so glad you mentioned because then it's a well, it's win win win, right? It's a it's a win for the influencer the hub to receive it and to create content out of it So it's you know, if they're a blogger or their content provider They they want to find ways to create content that's interesting for people, right? And that the this whipping it like any kind of personal experience is always interesting content for one's audience Hey, this is what I just experienced. Let me tell you about it. Okay So number one that's a win for the influencer Of course, it's a win for you because you get exposure and more potential clients And so it's a genuine win for the audience they get to read about it and they get to experience it themselves So it's a it's a really nice kind of okay So I love that now one thing you could do to take the next step and amplify it Okay, you mentioned that oh when some people have written about it on their facebook profile or page or whatever You know, I only got two comments or something The way to amplify it is if it's a positive review Especially if it's a positive review And and and they have a facebook page You can say hey, would you be willing? Can I pay you 20 bucks? For you to do to boost that post to your audience That makes sense Um, I think so it's just my baby girl got close to the stairs. So I had to go grab her Yeah So I would be paying the money to boost their posts so that it reaches more people Paying them the money for them to boost the post so it reaches more of their their audience not just random audience members But just boosting it to their own fans So that I mean for really I mean gosh, let's say a facebook page has 200 fans, right? I mean you could pay probably five dollars or ten dollars and certainly actually probably five dollars will reach all 200 or not for the 200 Probably several times in fact. So probably ten dollars will reach most of the 200 two or three times So I'm paying to boost their post of their review which helps them because they reach more people But I'm paying for the advertising that piece of content. I win obviously people Yeah, and and you know what and if you feel like they're open to it now, this is not uh Appropriate for everyone, but if you feel like they're open to it like they seem entrepreneurial You could say listen, here's what I'm gonna do if Any of your uh clients or audience members sign up with me like they'll do do the free session, of course And if they end up working with me, I'd love to you know Get you know buy you buy your certificate for 25 bucks or whatever or like 50 bucks or whatever whatever kind of gift like I love to Buy you a massage, you know as a thank you or something or dinner out Does that make sense? Yeah, and so what what you've started to highlight is and sorry for the changes seen or I have to sit on the stairs now Because no worries my baby girl for months has not had any interest in the stairs except now to get my attention To get our attention hashtag dad for audience now Exactly, so what you started to highlight was the um, what are the potential benefits for The people that I'd be approaching because that's where I was getting stuck because I mean obviously having a free energy clearance session Is very beneficial because I've had people with just one session get like, you know, they sign new clients the next day or They're a strange Family member reaches out, you know, like big shifts happen. So that's that's a benefit, but You started to mention when you know, if they're content providers having any kind of experience to write about but that's a huge Bonus, so maybe I just do a little bit of a brainstorm of all the different potential benefits that there are for The the people that I'm reaching out to like the hubs that I'm reaching out to in the hopes that they Have that that they kind of hit some of the things on that list. Is that am I on the right track there? Yeah, yeah, exactly. And here's the thing like you're going to Keep improving that outreach message as you go, right? So it's not going to be the same template the message for everybody Forever, but it'll be like, hey, I reach out to 10 potential influencers with this message And then, you know, hey, I got three responses. Great The next batch of 10 I'm going to see how I can tweak the message based on the responses I'm getting Maybe some questions I'm getting. I mean, let me tweak the message so that it's even it's even better now. Now here's thing Outreach messages. There are two types, right? There's long type and there's the short type. Okay The short type is meant to start a conversation And then, you know back and forth messages until you kind of answer all the questions The long type is basically like I'm assuming you don't have much time So you'd rather just have all the information right now in this initial message I have received both types Personally, I like the longer type because I don't have time to like go back and forth with someone to figure out This is something I want to engage with. I just want the whole thing there But I have also noticed that some people have reached out to really like the short type So that's the other factor for you to test Outreach is let's let's try long for 10 people And short for the next 10 and let's look at the stats and this is important to start tracking What the response rate is as you tweak these things, right? Okay So, cool. Great. Well, well, I look forward to how it goes and you know, Here's what we'll do Where I post this video I'll let you know where it is and you can feel free to comment below if you want to update us on How things are going or or any other insights that came to you as a result of this? How's that? Yeah, that'd be great. Okay. Cool. And uh, what what is your what is your baby girl's website? Because we want to go and see more pictures right now Her name is Maeve. She doesn't have one She get her domain name first and first and last name right away secure that Because she is going to be an instagram influencer before long Yeah, oh, um, so now what's your website so that thank you George? folks can follow Yeah, it's my spiritual clarity.com and right there if if anyone that watches this wants to get one of those free sessions I talked about then the buttons right there and you're welcome to take me up on it Thank you. Well, great All right Thank you George. Appreciate it. Thank you. You're welcome. I'll I'll mute myself now Okay, you're Maeve in the background. That's great so Welcome to those of you who have joined us and Now open to whatever questions you want to ask regarding as you think about having more people Understand see understand and buy your service product or program What's coming to mind? What would you love to do more apply authentic selling to? And those who are watching this later, feel free to comment below I won't be able to Do the in-depth coaching that I did with will of course in in the comments But if there's a blog post that comes to mind that I've written that I've written I'll certainly comment on your comment to let you know something that can help you But does anyone else want to share Ruth hi hi Yeah, I've been wondering about the the Kind of highlight message in the front of my website and whether it should be more specifically directed to One Issue or context or More open in general and that's not very clear to me so You know, there's different doorways that people can get into my website and Or to my work and and I'm used to responding to all these different Demands, but right now I have to make a choice on the first thing that people see on the top of the website Yeah, sure. Yeah, it is and that's uh, that's a It's it is a challenging question because that is the most important page on your website It's the home page and that is the first impression. So I appreciate that question. So Later, we'll definitely want to have you share your website and maybe if it's appropriate We could take a look and and give our feedback maybe but I'll just kind of give a general Some guidance that I think is helpful The best answer to the question of what should go on any web page in my opinion The best answer is To split test, you know, and you might be expecting that if you've gone through any of my trainings because ultimately Your visitor Is the one who is the decision maker? And the only way to know what your visitor is thinking Is to watch what they do and so When you send a hundred when a hundred visitors come to your home page What happens after that? What do they do after that? That is the question What page do they go to do they jump off? Do they click on the button you expected them to do they go to another page on your site? Of course to to understand the journey of your actual visitor Everybody I recommend install google analytics That is a free software and everyone should and I think everyone should install it because it gives you that that journey Without you having to do anything else that data starts to collect and you start to understand the average visitor where they go and what happens and and 20 percent go there afterwards. Oh 40 percent go there. Well, that's interesting. I didn't expect that How can I then shape my home page to more click if I if only 20 percent of people Or or three percent of people are going to the page. I want them to go from the home page Well, how can then you if you have that information and you notice that 30 percent are going to this other page So why is it that so many more people are going there? Is it because they're looking for that? Well, they probably are so how can I then shape my home page to Give an invitation a clearer reason why they should visit that page that I want them to go to Maybe the button needs to be clearer or maybe there needs to be a white You know, you're here because of this reason or you're probably here You probably found this website because of this. Well, if you are looking for that here's where to find it You know, and so google analytics is definitely should be installed If those of you who are fascinated by this want to dig into it I do have a course online course Showing you how to use google analytics how to install it and use it so you can understand these things for your own website Um, and then I talked about split testing So now we go, you know in ruse's case like, okay Well, ruse said well, I could say this or I could say that and so ruse that's what I would want to know First of all or to determine is Give us a couple options like I could I could emphasize this or I could emphasize that Once you come up with two or three or even four options of what you could emphasize Then you would use split testing to Randomly automatically Direct your visitor to either version a of the home page or version b or version c or version d And the tool that does this for you for free is called google optimized yet another google tool It's optimized google.com in that same course. I mentioned about google analytics. I also teach how to install and use google optimize so Yeah, and it's easy. It's relatively easy to do actually so you you create four different versions of your home page You simply clone it You have a different message there and then After a month or after, you know, you basically wait until there's At least a hundred visitors that have gone to your Home page and then you analyze your your stats and say, whoa, this isn't interesting That version b sent more people to the page I want to go to How interesting version a had the highest bounce rate people went there and they left Oh, oh version d had a uh had a had a pretty good, you know Direction to the page I want them to go to so apparently version b And d are the most successful ones So let's continue using those two versions and let's now Let's now create another version, you know version, you know version e now And that's going to be b and d and e now we're going to be testing to see what's more effective now So you keep on you keep on testing You keep the ones that are working or the one that's working the best and then you You create another version based on your understanding of what didn't work and what worked Let's try another one and so this ongoing split testing you can do it for as long as you want It could be forever going or it could just be or I'm going to try three months of split testing Different things until I decide until I see from the data What's working the best Does that make sense Ruth? It does and however, one of the things that I've learned with uh Looking at google and analytics as well over the years and and especially having Wordpress websites that do have a lot of good meta descriptions and all of that is that Any page can be a landing page? Yes? Yes, so people come in Through searches and they land on different pages. Yes, and from there they don't necessarily go to the home page They might follow a link within the text. Yeah that page and so on and so You know this whole reasoning assumes that everyone is going to land on the Home page and that's not No, I'm glad you think you mentioned this you can apply the split testing to any of the pages so my question then is Based on your google analytics What are the top three to five landing pages that people people come to your site because those Yeah, it could be that your home page isn't the most popular landing page It could be your blog post on xyz was the most popular one So now that we know that we could apply split testing to that blog post to say, you know I want people after they read this blog post. I would love for them to contact me About potential services or you know, or I want them to then read this blog post or whatever it is you want them to be next Then you would split test to say, all right. Let's try two different Messages to invite them to contact me and let's see which one which button You know, or should I have it closer to the top or in the middle of the blog post? It could be either one. Maybe that'll be more effective. So I would encourage you I mean and do it one at a time You know, I know split testing if you do too many it gets to be confusing and you're you're trying to Analyze too many things at once. So just try One landing page at a time. That's the most important one You know, so maybe also Use the hint of okay a lot of traffic is coming in through this page Maybe this is the subject I should highlight because this is kind of popular Maybe maybe although there is a reason it could be that that blog A lot of people land on that blog post or that page because some other influencer had posted about it And so it's not necessarily what more what your average ideal client should be seen as the first message So sometimes that's the reason or sometimes I have to My own example My most popular video Hands down every single year is my tutorial video about how to use zoom I mean, I have over I think by this point getting close to 200 000 views Uh in one year for for that video and and so I could say well gosh, I should go into business teaching people how to use zoom that should be my home page Well, that's not it just so happens. That's the one, you know And some people do some ideal clients do find me through there But most of the people watching the video are not my new clients, you know, they just want to learn how to use zoom And I was just it's a tool. I love and so anyway, so does that make sense? Yeah, okay. Yeah, absolutely. Thank you. Thank you. Welcome. Thanks for asking They're good leads. Yeah so, um Nikki asked Related question, which is how do you set up different URLs? You know for the different versions for your split testing so in google optimize One of the split testing options is called the redirect split testing option And so if I were testing my home page, I would literally clone my home page And then I would make it you know Nikki your website's allegria partners, right? So allegria partners com Slash home one allegria partners comm slash home two You know and however many versions you want and then you would tell google optimize. All right google When people land on allegria partners calm Please randomly send them to home one or home two or home three and google optimize will do that You know once you plug in the code, it'll automatically direct people so Yeah Yeah, you're welcome. Okay, so we've got about 20 so minutes left and I welcome any of you to chime in about Something you would love to sell more of services products programs And let's have a conversation of how you can sell more of them Okay, so captain has a follow-up question This is does it display home one and home two to the clients? So the things yes I mean if I were visiting your website and you set up split testing I won't know That you're split testing. I'll just be visiting your website normally and I will probably not even notice It's you know, well captain's website is ultimately fulfilled life comm So I wouldn't even notice ultimately fulfilled life comm slash home two I would just assume that well like I guess captain decided that his home page is called home two I don't know. I mean but most people won't even Uh, you know care or or notice those things so But yeah, so once I land on home two Let's say you were doing split testing and I'm a visitor and I I was randomly directed to home two on your site Once that happens the next time I visit your site. I'm also google will know. Oh, yeah It's that ip address the same ip address. It's going to direct me to home two again So it'll it'll make it consistent so that you know, I'll be seeing the same version As as the same ip you know with one ip address so But of course if you want Uh, a certain group of people To to see home. Let's say you want your own clients to say clients. I want you to see home two only Then you would give them that link ultimately fulfilled life comm slash home two you would give them that link And then google optimize will say well that wasn't A that that link wasn't a test link. So we're not going to direct people anywhere We're just going to take people to home two So you you tell google optimize. What is the url you want? People to be direct like what's the what's the what's the traffic light and the traffic light would be Home slash home or you know, whatever it is and it's like oh people land on slash home Then we will direct people to home one or home two so I know it's probably a little bit more Technical details about split testing then you were expecting but uh, hope that's helpful to those who are interested in that So would anyone else like to Share anything about their business or their product or service? We have a couple more minutes or if we can also, uh Finish early as well. That's the other option Great. So thank you for being a part of this q&a. I hope this has been useful to those who are also watching I look forward to your comments below. Feel free to let me know what was useful to you from this q&a and Uh, any question you have you know comment below. I won't be able to answer in depth necessarily But I probably have written a blog post that will give you some guidance around it So we're gonna be I have a course that I can direct you to so thank you everybody and I wish you Success true success as you apply Authentic selling to your business and you'll feel great about it. That's the that's the that's the key Is you know, you're doing authentic selling when you feel good doing the selling and doing the marketing And you'll also know you're doing it right when your audience feels good about it. So that is where we all Need to go and hope we can all go because then businesses are going to be more successful And everyone wins the audience consumers the audience members customers clients and yourself So all right everybody wishing you a great rest of the day. Take care. Bye. Bye