 Welcome everyone. As a reminder, just leave your microphone on mute unless you're asking a good question. First, I want to introduce our director, Ms. Melissa Lindler, just to do a welcome to everyone. Sure. Thank you, Aisha, and thank you everybody for joining us this morning. Stephanie, thank you for the wonderful workshop that you did last month and also for being willing to do this one for us this month. To say the least, it's certainly timely. So we're excited to have all of you here with us. I encourage everyone to stay safe, stay focused, and remember to think about yourself as we're thinking about our families, our businesses and everything around us right now. But also make sure you're taking care of yourself. Hopefully this workshop will allow you some pathways to do that. So thank you for joining us. We look forward to hearing another excellent presentation from Stephanie. And that's all I have to say, and I'll let Aisha give her great, great welcome as well. Thank you. Good morning, everyone. Again, my name is Aisha Driggers. I'm with the City of Columbia Office of Business Opportunities. We're so excited that you chose to spend your Friday morning with us. We know this will be an excellent workshop and we just look forward to getting started. So I just wanted to kind of explain some of the functions of our office and the office of business opportunities. We have three separate areas, one of those being commercial lending. We offer financial assistance to startup and existing businesses for growth, expansion, retention and the creation of new jobs and assistance in the redevelopment of commercial corridors. Any of the funding that comes through our office typically goes through our commercial lending area and Brett Whiting, he's on this call is our loan officer that helps us in that area. We also have our contractor and fire diversity programs area which offers training and support for city initiatives, initiatives designed to increase local contractors capacity to compete for government contracts and other procurement opportunities. We think it's really important that our procurement reflect the diversity of our great city and we do that through these various programs that include our subcontractor outreach mentor protégé, local business enterprise and the Columbia Disadvantaged Business Enterprise. Our staff members in this area are Juliet Nellie, Latanya, Germany and Kalina Gignard and they're on this call as well today. Then we have our technical assistance education advocacy area. It offers business development assistance and courses for startups and existing businesses looking to grow and expand. Some of the trainings we do in addition to this workshop are topics that include marketing, the use of social media, business plan development, finances, legal issues and more. We're always looking for opportunities to provide additional training so if there's any training that you're interested in or that you offer please contact our office and we'll see if we can provide that in the future. As a reminder, most of our training this year is probably going to be virtual in order to ensure the safety of all of you and all of our employees. Also, I should thank you for that. I also would like to give Miss Cheryl Sally the director for the Benedict College Women's Business Center. One of our partners are our other partner and hosting this webinar for us an opportunity to talk about the women's business center and any upcoming events and what they do. Great partner. Miss Sally. Good morning and thank you so much, Melissa. Thank you and thank the city office of business opportunities for always doing these great events I am excited and look for I'm looking forward to what Miss Kirkland is going to bring this morning to help us kick off the new year 2021. Thank you so much. City of Columbia office of business opportunities and thank you Miss Kirkland and thank you for all of those who are joining us this morning. Greetings from from Benedict College. The women's business center at Benedict College. What we we're we're just delighted to have this opportunity also just to serve this community. So our focus is on what what all can we do to help strengthen this community now our focus is on women particularly minority women in business but we serve everybody. That create and grow sustainable jobs and businesses across South Carolina. So our focus is on what what all can we do to help strengthen this community now our focus is on women particularly minority women in business but we serve everybody and we serve everybody across the state. So we need to help those looking to start their business or grow their business. We do that through a variety of services to include one on one business counseling to help with the development of your plan, help you to write the vision. There's a lot of dreams, a lot of gifts, a lot of skills, a lot of talents, but we need to write those down articulate on the paper where we are now, and where we're looking to go and all the steps we need to take to get there. What we do is help you to develop that idea flush that idea out through our one on one business consulting developing those business plans those strategic plans helping with something that the city has been doing and the state has been doing and the SBA has been doing helping to navigate and apply for the different grant and lending opportunities that you need for your business to grow marketing access to capital other different types of traditional and non traditional lending opportunities. So, and we do a lot of like Melissa said, we do a lot of the one on one, and everything that we do is at no cost, absolutely free to the, to the clients that we serve on people say well free is not always good but I can assure you that we have the wealth of knowledge and skills in our network to make a difference in your business upcoming. We're happy to one of the another great partnerships that we're doing this year is with next and Pruitt law firm. We're confirming some some dates on that that's going to be a workshop coming up there they have committed to assist us women's business center and our clients with everything legal, helping to, you know, provide that legal services contract review, you know, so on and so forth, real estate employment law to our clients at no cost. So we're excited about that we're going to also kick off the year with business ready set go series with the SBA with the city and that's everything business. And so on and so forth we're going to have our quick books one intro intermediate and advanced courses. We're excited about that and just excited about all the partnerships, including the city and all of the other business resource providers that's in this city in this state. And there are quite a few of them so in government contracting we're going to do another workshop talking about the woman on small business certification. We're going to offer some contracting workshop as well for those who are ready to do business with the government city County State Federal. So I am going to be quiet because I don't want to stand in between this this often awesome information that we're going to have today but thank you so much for the opportunity. Thank you Cheryl, and then I just also just if you need our contact information, our physical offices are closed but of course you can call us on at 803-545-3950 and you will be able to get in contact with our office or send us an email at obo at columbia SC.gov and we'll be happy to assist you in whatever way we can. So I'm going to do an introduction for Miss Stephanie Kirkland. She's the founder and CEO of identity dynamics LLC. This company is a personal development company focused on the personal and professional development of women through the practice of identity based leadership. She's a certified coach, speaker, trainer, author and thought leader on women's leadership. She has over 15 years in identity based leadership development and training. Stephanie's passion is seeing women unlock their potential for personal and professional success. She has a BA in psychology with a minor in religion from Queens University in Charlotte, North Carolina. She has a master's of arts in organizational leadership from Columbia College. Stephanie's also a certified coach through life-forming leadership coaching through Regent University in Virginia. She's currently pursuing her doctorate of education with the emphasis in organizational leadership from Northeastern University in Massachusetts. So right before I turn it over to Stephanie, I want to take a quick poll to kind of get an idea of the mindset of our group right now. So you'll see on your screen a poll with question. It says, what has been the hardest adjustment you are dealing with during this pandemic? And we've listed a couple of options. And if you could just give us, it's anonymous so we don't know your answer. But if you could just tell us what are some, the hardest adjustment you've had during this pandemic. It's been really hard on everyone as we know. Give it a few more seconds. Almost everyone has responded. Thank you so much for participating if you came in. Okay, so we're going to look at the results of that. Wow. So 38% is isolation. And we understand that's very understandable. And that's why we always have to be in this together. We've got to use these opportunities to network and reach out to our community and see how we can help each other deal with isolation. The tide for spending our money, I get that way and maintaining my business. So hopefully we'll get some helpful tips in this and see how we can start moving forward. Just sharing the results with you to see. So Stephanie, I'm going to turn it over to you. All right, sounds good. Make sure everybody can see. Can you see it? Yes. All right. So hello everyone. I'm so excited to be with you today. Our topic, the COVID recovery mentality and we're excited about our sponsors today. We just thank OBO as well as the Women's Business Center for hosting us and allowing me to come and to just be an empowerment for you today. My company name is Identity Dynamics and we are here. Why this? Why now? We just saw it in the poll. It's really been a difficult season for everyone, especially us who have small businesses. So we just want to gather to discuss how we can successfully change our mindsets and move forward with regards to how we position what our businesses are going to be doing for 2021. Why are we here? We had our last seminar on developing a visionary mindset and also identifying limiting beliefs and learning strategies to shift them. So today we're going to talk about understanding the impact of post-traumatic growth on our businesses. And I know some people like, what is that? But we're going to talk about what that is and how we can really deal with that on our businesses and also learning how to pivot or jumpstart for 2021 because there is a difference. Who am I? My name is Stephanie Kirkland. I have been doing identity-based leadership and personal development coaching for over 15 years. Our slogan is success begins with identity. And so we help women uncover and articulate their dynamics and how they create framework, strategic frameworks for their businesses so that they can be successful. So I want to start our conversation with this topic of post-traumatic growth. Understanding its impact on you and your business. So what exactly is post-traumatic growth? Well, post-traumatic growth is positive mental growth experienced after we have experienced great adversity, which then triggers a rise in a higher level of functioning than you previously experienced. So post-traumatic growth really is letting us know in a little capsule that even though we're going through hard times, even though we're experiencing COVID, even though we're dealing with all of these different issues because of this season, we can still grow. We can still excel. We can still function at a higher level. And they've done awesome research around this topic. So this isn't about being excited about trauma. So I'm not telling you, oh, be excited because it is here. That's not what this is about. But or even like desiring it to happen. But we can make a decision as entrepreneurs to become better in spite of it. Research shows us that between 30 and 70% of people experience trauma and they also experience that positive change and growth has taken place after they had the trauma or the adversity. So you know, this made me think right. I was like, how are we going to talk about this and leverage this? This is really important. So this lets me know. This lets you know that we can position ourselves. We can do our part by putting in place tools. And of course, we have to talk about mindset for us to move forward, irregardless of our circumstances. So then when I started thinking, I was like, okay, now this is getting good. So I can understand that post traumatic growth. I don't have to be stuck because of what's going on. I can move forward. And so y'all then you know, okay, y'all, you know, I have to put a scripture in there because we're not going to church, but it triggered a scripture. And so there's this scripture in the Bible that says your ladder glory is going to be greater than your former, which lets us know that even though we might be in a particular position, we can go higher right we can stretch we can move beyond where we currently are. So how do I do this, Stephanie? We're going to have to engraft new beliefs that are intentionally supported with what I want, how I have to be, what I need to do, and how I need to function. So last time we came together, we talked about this very important part of our brain called the reticular activating system. And this part of your brain is right in the back. I want y'all to study. That's y'all's homework. I want you to research this topic. It is job is to help us remove information and and things out of our space that goes against our beliefs. And it also lets us know that we can deliberately program our thinking, our perspective, our forward movement so that we can support our goals, whether through affirmations, visualization, whatever it is that we're using to move ourselves forward. Your brain wants to help you. It wants to help you move forward. It's wanting to help you remove things out of your space that do not belong that's keeping you from where it is that you want to go. And there's great quote by Napoleon Hill. He also talks about goals and moving forward and positioning ourselves. But the highlight of his statement is, if we keep thinking that we can't achieve a goal. Our subconscious will help us not achieve it. Remember your brain doesn't know the difference between fantasy and reality. So it is our job to take authority over our thinking and to position ourselves in our mindset, as well as what OBO and the Women's Business Center is helping you do with business acumen and putting those two things together, so that you can move your process forward, so that you can expand your business and so that you can be what you want to be, how you want to show up and what you want to do through your business. So when we talk about post traumatic growth, they shot they actually through the research show that it hits these powerful areas of your life. It impacts new possibilities, your ability to think that things are going to happen is going to move forward. I'm going to be greater than I started. It actually impacted how they related how people related one to another, how you related to your customers, how you related in your home, how you related to your peers. They also saw that the research supported personal strengths we get stronger right, and we have to make up our minds that these things will happen in spite of COVID. So personal strength took place. People began to be optimistic. They saw the possibilities of things taking place in businesses with change. Spiritual change took place. People felt stronger in their faith and in their resolve about what was available to them and what they could do, and then the appreciation of life. Life was no longer something that was meant to take them out. Circumstances was no longer meant to take them out. They understood that they had the authority and the ability in spite of. I'm going to make all of y'all say that out loud in spite of what was going on. You can have new possibilities. You can relate and connect to your customers. You can grow and have personal strength. You can change in your resolve and personal perspective spiritually, and you can have an appreciation for life, even though we saw through our survey that a lot of you are dealing with isolation. So all can be intentionally moved forward. So how do I do it, Stephanie? First, you're going to have to change your language. Number one, change your language. I love, love, love words, so guess what we get ready to do. We're getting ready to look at some words, okay? So we have to believe that there is greater. What does greater mean, right, when we're changing our language with regards to what reprogramming that mind, like we talked about last time, removing those limiting beliefs, things that are hindering us from moving forward. We have to believe that there is greater, that I am going to increase, that things are going to be important, that the consequences attached to how I'm moving my business forward is going to be bigger, is going to be larger, is going to increase. The next word is strong, right? We're going to have a powerful influence. We're going to walk in a place of authority. We're going to have resources connected to us. We're going to prevail and have success. We are able. We are competent. We are powerful, right? So when we're going through stress and challenges and adversity, sometimes we don't feel competent. We don't feel powerful. We don't feel like we're going to succeed, but we have to say we are going to be strong. My mindset, my perspective that I am not what contained by what's going on, but I am going to move forward. Next, we're going to have to be alert. Y'all, we're going to have to wake up. We're going to have to get sensitive. We're going to have to be vigilant. We're going to have to have tenacity with regards to our businesses. We can't allow the season to lull us to sleep. We're going to have to be wide awake, not just with our eyes, right? But with our attitude, how we adjust so that we can be aware of what's going on. We can be aware of what's going on with our customers. We can be ready. Remember, we talked about last time, perceived opportunities, right? But we have to be alert in order to see doors open before us so that we can walk through so that we can take ourselves out of the box of just doing what we know to do and make ourselves available to more information and knowledge so that we can progress. Then we're going to have to get courageous. Y'all, you're going to have to get fearless. You're going to have to take off all of the doubt, all of the impediments. We're going to have to be courageous even in the midst of what's going on. I'm going to be successful. I make myself strong because no matter the difficulty or the danger, I can face it. And then we're going to have to do the work, right? We're going to have to exert effort. We're going to have to produce. And we're going to talk about this in the second part about whether we're pivoting and jump-starting. But this work part is very, very important. We're not looking for our customers to chase us down. We are putting ourselves before them so that we can provide what they need so that they can be successful and so that our businesses can also be empowered because of it. And we're going to deal with this piece, right? Peace, understanding, no stress. We're not going to allow our minds to get cloudy. We're going to speak peace over our space. And we're going to do things and put boundaries in place in our lives so that we're not disrupted so that we can think clearly. And then we know their prosperity, success. We're going to thrive in spite of conditions. We are going to move forward. And this is an attitude that we have to have in spite of circumstance. Number two, we're going to have to change our attitude. So number one, we had to change our language, what we were speaking, what we were allowing to come out of our mouths, what we were allowing to go through our thought processes, removing anything that's coming against our forward movement. And next we're going to have to change our attitude. We're going to have to use this time as an opportunity to reevaluate our business's admission. This is important because it doesn't mean that you did something wrong. It doesn't mean that you're not going to be successful. Re-evaluating, repositioning, reimagining, understanding your context does not mean that you are throwing away one thing and picking up something else. It's just you're being available. Your attitude is available to opportunities that can show up. And until we expand this part of who we are with our attitude, sometimes we close off our vision because of that brain activity, because of that reticular activating system, we have to begin to change our beliefs so that we're available to more. That's very, very important. You're going to have to be willing to believe that you can come out better in spite of COVID. We have to stop with the language, right, and the attitude that this is not going to be successful. COVID has ruined everything. I'm not going to be able to move forward. I'm stuck, busted and discussed it. We're going to have to be willing to believe more that better is coming in spite of. Number three, we're going to have to change our perspective. You always can gain lessons from every experience. When you really begin to see the value of the statement, then you also can understand that no matter what's going on, it can work together for your good. Remember, our job today is to what attach how we are developing who we are, putting strategies and strengths together for who we are in attachment to business acumen and the tools and the skills that we're putting in place with regards to how we're building our business so that we can progress. Both pieces are needed. So you can't have a stinky perspective, but have a great business plan. It don't work. You have to have both. You have to have perspective, and we always can gain. There is always something to be learned. So if something didn't go right, there's something to be learned. If the issue didn't turn out the way you wanted to, there's something to be learned. Y'all have heard me say it before, my little HGTV example that we did last week. They buy the house. They're getting ready to flip it. And then, oh my goodness, the water main breaks. And what happens? We go to commercial break. But guess what? After commercial break, I declare everything is fixed. They're moving forward. Ideas and innovation has come because they are learning how to what get the lesson out of every experience. Get back on the offense. Take yourself off the defense of what's going on in your business. And when you do that, you open yourself. You open up your mindset. You open up relationships. You open up perspective. You open up yourself for more. You have to change your perspective that circumstances control your ability to be successful. You have to put yourself in the driver's seat. Circumstances do not control my forward movement. I do. Come on. Come on. Circumstances. COVID does not control my forward movement. I do. Number four, you're going to have to actively connect to community. This is so important. One of the things that you all said 38% of you all are dealing with isolation, which means we have to do what? What actively connect to community? Just because you're home does not mean that you cannot actively connect to community, whether it's an online group, whether it's a networking connection, whether it's creating community for yourself with other women who are in business or other people who are understanding and having the same experiences that you are, you must actively connect. Because when we're connected, we have an ability. When we're connected, we can build each other up. When we're connected, it removes isolation. So what else can we do when we come together? We can share and we can also talk about the impact of COVID. One of the interesting things about PTG, post-traumatic growth, is that people needed to share what was going on so that they could then refocus on what it is that they wanted. And so they called it constructive self-disclosure. That's the psychological code for it. So we don't bottle the stuff on the inside of us. We don't keep it from other people. We have to share so that it can be released. So if you don't have a place to share, what you're doing is you're just packing, unpacking, unpacking, and then you find yourself isolated and it's really hard to come out of it. So we're going to have to what have that community so that we can share, so that we can discuss not to stay here, but then release it so that we could be positioned and move forward with where it is that we want to go. So we're going to have to raise our standards, right? We're going to have to deal with any type of limiting beliefs that's keeping us from forward movement with our language, with our attitudes, and with our perspective, and we're going to have to develop strategy. Number five, resilience and PTG are not the same thing. So a lot of times when people think of, you know what, when we have that definition of resilience, it just means that we're moving forward in spite of difficulty and hurt. But what's powerful about PTG and what's powerful really about the scripture that we used earlier is that my former I can increase and go beyond it. So resilience means I go back to the same level. PTG or post traumatic growth says, I can go beyond what I just experienced I can go beyond what my last was with regards to possibilities my strength, what it is that I'm focusing on what my business looks like. Yes, your business can do better in spite of COVID my personal testimony. This has been the best year of my business in the last five years, this year 2020 was the best year of my business, because I made up my mind that I was not going to be contained by what was going on circumstances or situations, but that I was going to increase. And these are the things that I did, and I'm telling you if you do them, you will get that ball rolling momentum will connect to your business your understanding, and you're going to see a different view of what it is that you're doing. So I'm sharing this research to say, you don't have to accept the negativity attached to this season, you control its impact. You might not be able to control what happened this is a fantastic quote, but you can control your response. So we're going to move forward. Yes, everybody say yes, we're moving forward. Yes, we're going to be open for more. We're going to be available because it's there. We're going to accept that what's going on is going on, but I can have what it is that I want in spite of again impact new possibilities ladies you can have it. You're going to build those relationships to others. You're going to build on those personal strengths. You're going to see the impact on your spiritual shift. You're going to gain an appreciation for life, and all can be intentional so that we can move forward. All of this can be done on purpose. Okay, we only got an hour each. So we have any questions please let's hear them. Kalina do we have any questions I see you've been answering in the chat, but um, no questions right now. The only question that we have but I'll go ahead and state it was will this be record with this recorded right now we are live on the city's page and for those who did register to participate in today's webinar, you will receive a link from Aisha after the webinar today to view it later. Awesome. Thank you. So we can keep on moving Stephanie. All right. Here we go. So now we're going to talk about how do we learn to pivot or jumpstart in 2021. Now this is important. There is a difference between pivoting and jumpstarting a pivot means I'm continuing in the same direction, but I'm using you tech new tactics to accomplish the same outcome. I'm going to say that again. So when you say that you're pivoting, you're saying I'm still going in the same direction. I'm just using new tactics to get the same outcome. So you're going to have to decide now are you pivoting in your business. Are you still looking for the same end. Then we have to develop new tactics and new things to support where it is that you are continuously planning to go. Okay. So jumpstarting. What I'm saying is, are you elevating? Are you having a fresh direction? Are you developing a new agenda? Are you looking for a new outcome? Because if that's the case, then we're going to have to develop the skills, the perspective and the mindset to support this new direction. So again, are you pivoting? Okay. Are you still going your end result with regards to your business is the same, but you need to increase in your, your perspective, your skills, what it is that you need your mindset, your tactics and what it is that you're doing so that you can continue with what it is that you're doing? Are you jumpstarting? You're just leveling, you're elevating, you're going to a new space, you're doing something different, you're expanding. And if that's the case, then how can we develop those skills, those perspectives and mindsets to support that? I'll use myself for an example. At the end of 2020, I decided that I am jumpstarting, right? So what we did was we, you know, I expanded what my business was going to be. I changed the name of my parent company. I still offer the same courses and programs, but they're under a new umbrella called identity dynamics. Why? Because I am doing more work with corporate and government. So I needed to expand what it was that I offered and what my platform looked like. So I jumpstarted. So if I was continuing to do what I was doing, which was just personal coaching, then I would have been pivoting. And that pivot for me in 2020 was for me to come online and do all of my product offerings through Zoom, through a digital platform. So that was my pivot. So for me, 2021, now I'm jumpstarting. I'm expanding, I'm doing more, and I'm shifting to a bigger platform. So you have to decide what is this season looking like for you and which one are you doing? So I love this quote. A person doesn't, doesn't or does not, I got extra, gather learnings as possessions, but rather becomes a new person with those learnings as part of his or her new self. What does that mean, Stephanie? You're going to have to decide who do you need to become for where it is that you're going. You're not on here with us today just to gather this information as a possession, just to put it on your page and never look at it again like you own it. You're going to use it to help you shift, to help you become the new person that you need to be so that you can begin to see what you want to see in your business. So whether you pivot or whether you're jumpstarting in your response to COVID, both are going to require you to grow. You cannot stay who you are in this moment. You are going to have to grow. So you're going to have to grow through this, right? Different circumstances really does trigger different responses in us, but for many of us the response to COVID has been to stop or to reduce our visibility before our customers. And so we're going to have to shift and say, I'm no longer going to stop. I'm no longer going to reduce. I'm not going to pull back. I'm going to create myself in a way that produces visibility before the people that I want to connect to with my business. So in order to leverage your vision, you're going to have to remove any limiting beliefs that are limiting you with connection to your audience. If not, you will be unable to aggressively take action on all of the opportunities that are there so that you can get the support that you need to leverage your influence. It's a whole different conversation, the power of influence, but to leverage your influence that's connected to your vision so that you can have this game changing action with what it is that you're trying to do. So you're going to have to leverage. Okay. So what are our power words for leveraging, whether we pivot or whether we jumpstart, you're going to have to give yourself permission to use your imagination. You're going to have to see it in your mind's eye where it is that you're going and what it is that that looks like. It begins with you knowing where you're going, right? What is your why? Where is it that you're headed? We talked about that in our visionary mindset conversation. What is your directive? What is your big picture? Because if you don't know where you're going, I'm going back to a conversation we just had. Our reticular activating system cannot come into connection with us to help us have that imagination, those thoughts, so that we can release that next word, creativity, so that we can be innovative, we can step out of our safety zones, have that courage and have radical thinking so that our drive can be connected, that we're pressing into it because we have fear we're not going to walk in fear. There's two types of fear. There's an emotional fear and then there's an information fear. Emotional fear is natural. It's just because we're human beings that we're afraid but we press through that. There's also an information fear, which means that I don't do things that I could do. I can't have that relentless drive because I lack the information necessary to make the quality decisions that I need to make to move my business forward. So with these power words, with this pivot or this jumpstart, we're going to have to release ourselves to be what? imaginative, to think, to process, to walk around your house, thinking about creative ways that you can open up doors, releasing that, thinking radical, come out the box and then press with tenacity and then put your work ethic into place so that you can press into it. What are some strategies? Number one, get before your audience, no more shutting down. Obscurity is your enemy. Just because we're in the midst of COVID doesn't mean that you hide, that you hibernate, that you think that your customers are going to remember who you are. This is something that people are dealing with in this last statement. You are not taking advantage of your audience during a crisis because you're marketing. I'm going to say that again. You are not taking advantage of your audience during a crisis because you're marketing. Like I said before, this has been one of the most successful years of my business. Why? Because I got before my audience. I did not shut down. I did not allow myself to be obscure. I put myself out there so that my audience, my ideal customer knew that I was available and they knew that I was there to support them with what it is that they need. Remember, just because we're in COVID doesn't mean that people do not have needs and wants. And if your business provides and supports and solves that problem, because our businesses solve a problem, what is the problem that you solve? You need to get before the audience who needs your solution. Next, over communicate your message. Stop thinking that you're bugging people. You're like, I'm bothering them. Oh, no, they don't want to hear me say that again. Say it again. No, they don't want to say it again, right? Let's see. What shows us? There's a research. I was trying to think of the research or what the name of it is. I'll have to come up with it for you. Research shows that people do not buy after the fifth or seventh response to, right? So what does that mean? Y'all done stopped at one and two offers and they ain't even thinking about you to the fifth or the seventh. They say over 70% of people purchase after the fifth or seventh offer. Okay, over communicate. Let people know you're there. When you're watching television, you see a commercial after, I mean, my God, if five minutes, 10 minutes, 12 minutes, why? Why? Because they understand that if I put myself out there when my customer is ready to purchase. Let me say that again. When my customer is ready to purchase, I'm on the forefront of their minds because I am serious and I am trustworthy because I have been consistent and I have been communicating my offer. Number three, be clear on the language of your audience. Be clear on the language of your audience. Some of us are creating marketing strategies around language that does not touch the pain points of our audience. What does your audience need? What are their desires? What are the things that need to shift in this season? You need to be clear on the language of your audience. Don't just think about what you believe your customer needs. You need to know what they want. And if you don't know that, then you cannot support your offers with clear language so that they will hear you. Remember, again, we talked about the reticular activating system and its job is to make available to those who connect to it with regards to their beliefs, what it is that they hear and see. It's the same thing with your offer. There's certain language. There's certain pain points. There are certain things that your customer connects to and you need to know what that is. Number four, meet your customers where they are. What does your customer need now in this season? Some of you have put yourselves in a box and you haven't made yourself available to be creative, innovative, powerful, right? I'm going to give you a quick, imaginative about what it is that your product offers for the season that we're in, right? I'll use myself as an example. Before, the majority of my coaching practice for my personal leadership program was connected to in person, but that's not what my customer needed in 2020. They needed me to be on another platform so that they could participate in my programs. What does your customer need now? What is the shift that's taking place? Can you expand your offerings? If you don't expand your offerings, what is it about what it is that you do offer that you can leverage to support your customer? Remember, we're in business to solve a problem. What problem do you solve and how can you put the language to it and market it in a way that it supports that directive? Number five, create a niche that you can focus on within your strengths, within your wheelhouse, right? What is the strength of what it is that you do? What is the strength of your product? You're going to have to create a niche around that. You're going to create what? An expertise around that so that when people are looking for what it is that you offer, because you have made it so good, because you've developed it so impactfully, because you've been so strategic to what it is and how it functions and what it does, that when people need that specific thing, they will see you as the expert in that area and they will come to you. Number six, come out of your office and onto the digital platforms. Stop saying what you can't do. We already talked about that in the first part of this conversation with regards to post-traumatic growth. Stop saying what's not available to you. Reposition your mindset for what it is that you want. You can't have what you don't believe you can have. Come out your office and get online. Right now, that's what you're going to have to do. You're going to have to get on Zoom. You're going to have to practice. You're going to have to put on some makeup and get cute. You're going to have to do whatever it is that you need to do to be before your audience so that you can move your process forward so that you can connect with your customers so that you can help solve their problem. That's what you need to do and the increase of solving that problem is an increase in your business. Number seven, consistency is everything. I'm pausing because I want y'all to marinate right there. You see me closing my eyes? I'm marinating. Consistency is everything. Stop starting and stopping. You're going to be on Facebook on Wednesdays, be on Facebook on Wednesdays. Don't be on there on Wednesday and then you jump down, oh wait, I'm going to be there on Mondays. Wait a minute, but didn't I tell them I was going to be on Wednesdays? No, I'm not going to do that no more. Be consistent. It creates trust and it creates a seriousness that you know what you're doing and you're available. Don't be on glamorous connections. Do what you have to do. If your business is connected to blogging, blog. If your business is connected to lives, do them. If you have committed to post, whether this is emails or not, do what you're going to do and be consistent. In this type of season, people's understanding in their brains are looking for safety. They're looking for someone that they can trust. They're looking for fight or flight. And if you're inconsistent, you're punching the wrong parts of the brain. What is your story? Connect your story to your work. What is your story? What is it that you're saying? Power of influence is important here because our story helps us connect to our customer. What you're getting is called relationship storytelling and magic. No light trust. People have to know you. Then they have to like you. Then they have to trust you in order to purchase from you. Have you created this dynamic in your business? Have you created this line through what it is that you're offering with regards to your business, whether you're pivoting or jump starting? What is the story? What is the impact of your product on you? Some of you are trying to sell something that you don't even use yourself. There's no story. What is the impact of what it is that you're doing on people? Where are your testimonials? Where are those who have engaged with what it is that you're doing? You have to create the no light trust dynamic before people purchase. Number nine, become the expert in your area of influence. If you don't know how to be that expert, do your research. Who are the leading people in your area? Read their information. Stop recreating the wheel. Research shows that women have a really bad time of recreating the wheel, which creates procrastination. It creates an attitude of perfectionism and we miss out on the sale. You see it every day on your TV. They'll have a moisturizer and they'll be saying, oh, yeah, yeah, use this moisture. And the women are laughing and joining. And then I promise you, three months later, new and improved. Yeah, yeah, right. But we can stop. We're trying to make the thing perfect instead of us being the expert on the product so that people will move forward with us as we advance through our product journey. So become the expert in your area of influence and don't allow procrastination or perfectionism to keep you from what? Putting it out there when perceived opportunities come. Number 10, create content that builds your audience, not just make a sale. How are you empowering your audience? How are you encouraging them? How are you building them up? Or is the only time they see you when you're trying to make some money? What are you doing to support your customers to create relationship so that you can have that story tell so that there is magic in your relationship so that they begin to know you, begin to like you, begin to trust you, so then they will purchase from you. So don't wait to start selling. And if you haven't created relationship, create content that builds your audience, not just when you're trying to make a sale. All right, questions. We did 10. We made it. Any questions? Does anyone have any questions? If you can't type it in, you can let us know. Nothing in the chat right now because I just put out something because we just had some people that just joined since the last break. So no questions right now, but if you want to open up the mute if somebody wants to. Yes. Yes. Does anyone have a question they would like to ask? This is mine, Sina. Hi, I'm joining late. Will there be a email sent pertaining to the information that was for today that I missed or anyone missed? Yes. So, Monsina, did you register for the webinar? Monsina, yes, I did. Yes. Okay. So if you registered, I will send out an email with the link to this recording as well as a survey just to let us know, give us some feedback as well. Yes, you get that this afternoon. Thank you so much. Aisha, we just got a question in the chat from Deidre and she wants to know, would you apply this same concept to medical professionals? In what way? You have to be more specific. Yes. Are you doing this with relation to a service-based business? What does that mean medical? While she's answering, if she can give us more clarification, Stephanie, one of the things that really spoke. Yeah, you mentioned the power of words. Can you elaborate on that a little bit more? Because I think that's really important for us to remember our words have power. Yes, because our language, what we fail to realize, and I'm going to go scientific, I'm going to test my psychology coming out, your words and how you speak and what you say, whether they're internal inside your head or outside of your mouth, impacts your belief system with regards to how you move forward. I teach this is an awesome quote by Gandhi that says, our beliefs become our thoughts. Our thoughts become our words. Our words become our actions. Our actions become our habits, and our habits become our destiny. So all of these pieces come together. What it is that you believe your brain's job is to support that belief. So if you believe that you can't have it, if you believe that you can't be successful, then that becomes a part of your thinking. And when it becomes a part of your thinking, it becomes a part of your language, whether that language is out of your mouth, or whether that language is turning in your thought life. It creates a narrative, and you will only have available to you what you have accepted to be true. So this is not just a spiritual concept, this is a scientific one. So you have to be mindful of your conversation. Last time we talked about affirmations, and that we can't even use affirmations if we don't believe them. Remember, whatever it is that you're affirming, whatever it is that you're expecting, you have to first understand and believe that it is true. And it is through that belief that we transition our thought life, and then our thought life becomes a part of our conversation, and then that conversation becomes how we act and how we live our lives. And then that repetition creates habits that help us to support a healthy comfort zone. Because if we don't come out of our comfort zone, especially if it's unhealthy, especially if it doesn't help us move our process forward, then we find ourselves stuck in a cycle. So all of these pieces are important, and they're important in connection to your business. Because you first are the reason why that success, right? That success is connected to you, not just your product. People are connecting to you. They're relating to you. They're connecting to your language, your presence, how you show up. So all of these pieces are important, and your language, your conversation, and your words are paramount. I hope I answered that good. Yes, you answered that very well. That was amazing. Thank you. Did you just answer her question she wanted to know? Let me go back, because I know a lot of people are starting to put questions in chat now. She said it's for business development for practicing physicians using telemed for direct primary care startup practices and efforts to make services more available directly during COVID and to be independent of hospital systems, which often interfere with provider patient access and communication. So yes, that can go for that, because that means that you're jump starting. So that last piece that I heard is if you're trying to remove yourself from hospital systems and to create that narrative or that scope outside of that narrative, then again, you're going to have to really put those pieces in place, do that work, release that innovation and creativity, so that you can begin to develop a product, right, that people want to actually connect to for what it is that they need, but you're also going to have to understand your audience. My particular my OB just left the system she just left the hospital system, and she moved into private practice. But guess what, she had to put all of these pieces in place, because she not only had when she shifted, she had to what create new relationships, she had to expand the possibilities, she had to develop her skill set, she had to become the expert and what it is that she did why so that people would move from the system to go be with her. And guess what I did, I went with her, right, because I love her she was the bomb right, whatever it is right when you're an expert, when you create a relationship and connection, people are willing to go and to move with you, in spite of what that change looks like, because trust has been developed, and who you trust, you go with, I want to learn nobody new. So guess what I did I came out the system they still use my insurance of course, but I went with her. So, there's no different, no matter what it is that you're doing, what it is that it looks like you have to go through the process of building developing shifting changing, becoming who you need to become like I said at the beginning, so that you can walk in the way that you need to walk for the vision that's in your belly so that you can see it Okay, I think we have one more question. This one is from Terry Bennett she says oftentimes you create content that you perceive is necessary to your audience and place it on a platform for self paced instruction, but you notice that people buy the product but don't use it on a regular basis. What do you suggest you do to get your audience to use your content the way you intended it. It feels like all your hardware is not valuable to your audience, although they purchase it. Well, first of all, we have to separate ourselves from outcome. That's one of the hardest things for a entrepreneur or someone who produces content, or someone who has a visionary does. We cannot be responsible for outcome. All we can do is what solve the problem that someone said they had provided in an excellent way, and then what they do with it is between them and Jesus. Right. That ain't got nothing to do with you. What they do with that content is what is connected to who they are right they might have a desire for it. That's why they bought it, but they might not have the mindset to walk it out. They might not have the relationships are the scope of understanding to be available to it. Remember in our conscious thinking. We do certain things. We want certain things. We're excited about certain things. But in our in our subconscious mind, our decisions and how we walk that out is connected back again to a belief to a perspective. And if the if the old framework does not support the new wanting, then people are going to roll into the cycles as a part of their existence. That has nothing to do with what you produced. That has nothing to do with whether or not you have a quality product. You have to learn to give people their stuff. That ain't got nothing to do with you what they do with it. You need your part and you need to stop right there. I did my part. I created an excellent product and it's up to them to now take responsibility for their journey and to use that product to move themselves forward. Okay, thank you, Stephanie. Have another question from favorite Angela. I have a service business offering scholarship coaching to students. I'm stuck on my message, whether to meet customers where they are and connect with the parents or students so I guess she's asking what advice would you give her for that. Who has the money. Who has the money for your product is the parent. So that means that in your marketing, you're going to have to connect to the parent because they're nine times out of 10 going to be the person who is actually purchasing your coaching service for that student. You have to not only make your marketing available and powerful and intriguing to where the student wants to connect and engage with you, but you're also going to have to what get that parent to be engaged with that conversation. So you're going to have to do some research. Who is your audience. What is it that you're trying to produce. What is it that you're trying to move forward remember we are talked earlier about language. What is the language that can create that conversation and that narrative that not only supports who the student is, but it also supports the parent and wanting to give you money to support the student. So you're going to have to in your marketing have two conversations with what it is that you're doing and what it is that that looks like so language and messaging is going to have to be connected to not only the student but the parent because the parent got the money. Good. So can we need to wrap it on up now so we will have some questions about providing your contact information on how people can get in contact with you. Okay, cool. So let's do a quick recap. The key to a visionary mindset our first workshop right a visionary is positioned to evolve into their next season because of capacity capacity is about you choosing to add or subtract from your life in the areas of your mindset, your habits, your behavior, your perspective, your will, your desire, your imagination your emotions. We call this the soul realm, whatever it is that you need for your next. So it's about becoming whatever you need so that you can increase your capacity your availability to evolve for the season that you're trying to go in. If you didn't have if you didn't listen to that particular seminar, they'll have it available is on the OBO page on Facebook, so that you can engage with that conversation more. Our power words, imagination, creativity, innovation, radical thinking relentless drive to Nassity work ethic, all of these things we have to what open ourselves to receive so that we can have more. So we can have greater right so that we can be alert so we can be aware so that we can engage. So we have to avail ourselves to change our language and scope so that these things can begin to turn in our lives, and our brain can click on we talked about it in our last workshop about what we need so that we can shift. We're going to have to break the patterns deliberately break normal everyday mindsets and life patterns that have kept us in the cycle, because your brain is an artifact, and it functions off of the patterns that you have created. You're not thinking nothing new juicy and innovative that's you. Right, you're going to have to break your patterns through little things that you can do part your hair a different way. Go to work a different way break the patterns that you're used to doing so that you can open yourself up for more. This person doesn't gather learnings as possessions, but rather becomes a new person with those learnings as part of his or her new self. So you're not coming on the seminar just to take all this stuff that was good. Now, we're going to put some things in place. We're going to move it from possession to action, so that we can begin to see the change that we want in our business. So whether you're pivoting, meaning I'm still going in the same direction. I'm just adding tactics and things to my space so that I can see a different outcome, or your jump starting. You're doing what I did right your career creating a new narrative, you're shifting who you are your capacity understanding in mindset, so that you can get what it is that you need to get for the new season that you're walking in. Both of these are going to require growth. You're going to have to leverage, you're going to have to know who your audience is so that you can aggressively take advantage of perceived opportunities. You're going to have to what leverage in that PTG that post traumatic growth with regards to who we are as entrepreneurs, availing ourselves that in spite of what is going on in spite of cove it greater is available new possibilities. My relationships to others, my personal strength, my spiritual change, my appreciation for life is going to be greater cove it does not control my circumstance or my business, I am going to level up I'm going to leverage and that's going to be the outcome that I choose. Okay, so this is me. I would love to connect to you. My website is identity dynamics.net. You can connect with me on Instagram at Stephanie M Kirkland or woman behind the vision. My Gmail identity dynamics one at gmail.com. And I'm always on Facebook y'all need to come be my friend send me a friend request I talk every day. So you can connect with me as Stephanie M Kirkland on Facebook or woman behind the vision. Okay, Asia could I. Is this the time I can tell what I have coming up. Yes. Yes. Okay, so if this is if this these two seminars have been in fact impactful for you. I'm getting ready to do a master class every single year. My company does a women's expo. We're not going to be doing that this year. So in place of that we're going to be doing a master class called fierce. Right. It's a woman to be reckoned with y'all we got to be fierce in this cove it like for real for real. So I'm going to be doing it Saturday February the sixth is going to be from 10 to one of course is going to be on zoom. The deadline is January the 22nd because we're going to make us some t shirt so we can walk around our house and call ourselves fierce. While we're going through the workshop so I would love for you to come do that. We're going to be talking about positioning our offer. I kind of touched on that today, learning how to sell to your idea client despite cove it and then developing a fierce mindset for success. I would love, love, love for you all to be there and to join me is going to be again on February the sixth. So come on out and connect with me there. And then I also do have a personal leadership program for women where we work with identity based leadership, and we're getting ready to end it's a nine week program we're getting ready to end that course coming up in January. So we're going to start orientation again. So if you're interested in connecting to that program, go back to, you know, identity dynamics net sent me some information let me know you're interested, and we can connect. Thank you so much Stephanie this was wonderful as Cheryl mentioned in the comments you cannot help but be empowered by the words that you shared with us and I just encourage everyone to take heart and and plan to pivot and just grow go forth and and see how you can build your business. I did want to acknowledge some of our staff but I did want there's several staff members they kind of touch all of our areas I didn't mention them but they're on the call. Carla Eichelberger, La Petra Collins and Tonya Portita Barry are on here as well. Our staff is always available to assist you in your business, whether you want to grow your business or start a brand new business maybe you have some brainstorming over the past year and you want to kickstart into a new area we would like to help you identify what resources you may need. You can contact our office at OBO at Columbia SC dot gov. If you did not register register for this event on event bright but you would like to get a copy of the recording for it. Please send us an email at OBO at Columbia SC dot gov and we will make sure to add you to the list. Also if you're interested in being in our newsletter, let us know you can send an email to us and let us know you want to go on the newsletter we send out a weekly newsletter to let you know about funding opportunities or trainings or there's a just so many so much information that we share on that newsletter so I would encourage you to sign up for that. If you are interested. I'm not sure Alyssa are you still on here. I am right here. Let me get me some coffee so I step away for just a second. I don't have anything else to say other than Brad is also on the call Brett Whiting our loan officer he's also on the call with Petra Collins. She just joined the OBO staff she's also on the call. Brett is waving at us. Many of you know him. We still have EDA economic development administration resilient Columbia cares Act funding available we have actually separated that are asked for anything between 50,000 and below. We've loosened those guidelines up some so if we have some people or some business owners on this call right now that needs some funding to maybe get you through the next six to seven months as the vaccinations are being distributed. As we try to rebuild our businesses and our community as a whole. Please reach out to us. Let us know Brett's there he's working diligently so is Carla and La Petra on making sure that we're helping our small businesses and they have the information that they need. I just want to also thank our partners. I'm in addition to the women's business center, the small, small business administration. It's also a great partner of ours as well as the small business development center. They're excellent resources guys and Stephanie your presentation was wonderful, but let's not forget about we have these private partners out there but we also have some public phenomenal partners out there that are waiting and willing to assist you as well in addition to the city of Columbia office but we're so thankful for our small businesses and we understand right now what you're dealing with uncertainty, things, but rest assured we're with you. We're experiencing the same thing so you're not by yourself. If there are additional workshops that you would like our additional technical assistance or training. Let us know that provide that feedback either you know to anybody on this call to put it in the chat box if you have some ideas. Send us an email. If there's some needs that you had that are just not being met right now let us know again we're all in this together. I hope you enjoy your weekend. There's anything again that we can do let us know we're not you're not by yourself the city of Columbia is not doing this by ourselves. We're all in this together. I want to give a special thanks to the city of Columbia public relations department for also all the work that they do to help us get information out into our community. As well they're part of this effort on a daily weekly basis as we come up with ideas and they're just as committed as we are to making sure that you have the resources that you need. Again I don't want to keep anyone I know it's Friday. But I just want to tell all of you thank you so very much. You know if there again there's anything we can do for you just let us know you're not by yourselves. We have resources we have funding. And it's not hard to apply for these funds and made some information that we're asking for maybe unfamiliar to you. But that's what we're here for to walk you through that process and once you're familiar with with those things that we're requesting. You can not only go to the city of Columbia this empowerment that that Stephanie mentioned. Don't be afraid step out. Build your capacity and you can't do it by yourself. The more you know knowledge is power. So don't let anything intimidate you. The information that we're requesting in our application our loan applications isn't anything different from what a banquet actually for we're different because we have our parameters, you know, we're a little lax now because they want you to be successful but we have a number of private financial institutions out there that also want you to be financially stable at this time to at least help you sustain to get to get beyond COVID right so let us know what you need. We're here together I see something is on here Department of Commerce is an excellent, excellent resource as well. She's very, very committed to making sure our small and minority businesses have the access to what they need, and she statewide. So, our partners are here, not only your local partners are federal partners are statewide partners. We're here we really really really want you to be successful in the city of Columbia we're part we're a small piece of it, but we're here and we're trying to make those connections for you. So if you need anything please let us know I want to thank our partners again for all that they do. So if you want to say anything about any upcoming events or any resources that are available. Please feel free. Yes ma'am. Hey, good after well almost afternoon everyone. This right here was awesome. I enjoyed the presentation, the energy that's needed right now, and me as a small business outreach manager at South Carolina Department of Commerce. I get to hear everyone's story. I get to hear the ups and downs that the, they were able to get the assistance that's needed to help but they're still waiting for it. But I think this right here today, gives everyone a new perspective, a new outlook, be positive about it. Trouble doesn't last always right so we're going to get through all of this we're going to get through this, and we are here to help I want to thank the city of Columbia, and for the invite to join today, just just to see what's going on and see how we all can connect and help each other. And like Melissa said, you can always reach out to commerce as well and we all work together to try to make sure that you're successful that you're going to be successful. During this COVID event. Thanks so much to Stephanie Kirkland. I really enjoyed your presentation. Like I said, the energy was awesome. And just everyone that that's been on here and so much so full of resources that's out there. So, thank everyone for joining. I'm going to type in my my contact information as well. So in case you have any questions you can always reach out to commerce as well and we're all going to get connected regardless. Okay. Thanks a lot, ladies. Thank you, Sonia. Also, just really quick I did mention earlier about our supplier diversity program and we do have Juliet Nelly and Latanya Germany on here as well. If anybody has any questions about that and how they can be certified as a local business enterprise with the city of Columbia we definitely want to get you connected with that. And then, as a reminder, our offices are physically closed so any training that we're offering this year will probably be virtual. As far as we can tell but as a reminder it'll be on our flyers if any of our if any of that changes otherwise they'll be virtual training. And Kalina, there's one thing that we did with again we're trying to do things a little differently this year, as most of you know we love our in person direct training and technical assistance but because of Kobe we haven't been able to do that. The thing that we do every year is our minority business opportunities conference where we actually invite our minority vendors, business owners to come in into a setting where we have all of our community partners at the table both local statewide and federal partners at the table to talk about the services and the goods that they purchase. Our city of Columbia partners are also at the table, our city of Columbia departments are at the table this year because we weren't able to do that we said you know we can still provide the service. So we actually put together a directory for our minority businesses, based on what the needs of our community partners are. When we say community partners we're talking about everyone we're talking about both those private partners but we're also talking about our, our public partners on both a local state and federal level. Kalina, you can talk about that a little bit more, but we can post that link in our chat box or we can send it out to you later. But this is an excellent excellent document if you're thinking about doing work with the public sector, or with the private sector. We have a listing of all of our different departments. Kalina is always like Jenny on the money she has it up and ready thank you Kalina, but this is an excellent resource guide for you. Not only are we listing out the services and the goods that are these different entities purchase, but we're also listing out the contact information for how you can actually make contact with them. So great resource for you, you guys weren't able to do it in person, but we still have it, you know, as a virtual as a document, and it's something that we're going to actually keep and do every year. We think it's helpful but it's also just a great guide to have on your desk when it's time to, you know, increase your contact as Stephanie said don't be afraid step out make those cold calls. We're included in that list that just your clients or your customers City of Columbia is also it could be a possible customer to you. SBA could be a possible customer to you, but are we all in addition to the services and goods that we purchase. We also is also a resource guy. So we have our partners in there in terms of what services. They provide and what type of technical assistance they provide, along with contact information in there as well. So great resource. COVID has forced us to be just as innovative as our businesses are having to be. So again we're in this together and thank everybody for being a part of this call today. Sorry, I'm going to stop because you know I'll keep going. And it's almost going to be like another workshop so I'm going to turn my mic off totally. Okay, thank you. I did also put someone asked about LBE so I put the link to get more information about LBE but I encourage you if you have any questions that you think about the rest of the day or this weekend or tomorrow please contact us at OBO at Columbia SC.gov and we will get the answer even if we don't know what it is we will find the answer so we can connect you with the right person. Any last words Stephanie before we sign off. No, I just want everybody to really remember you have to hear something five to seven times before you hear it once that is scientifically proven. So go to the page go to the OBO page and listen to the information get it in your heart and spirit. Start the work and do the process work on that visionary mindset. Identify do that self awareness work slow down so that you can figure out what limiting beliefs are that's keeping you from moving forward. Connect to the understanding about post traumatic growth that you can excel and go higher than where it is that you are now and believe that it is true. And then decide are you pivoting or are you jumpstarting and then what types of things do you need to bring in your space to do that successfully, whether it's mindset, you know whether it's structure, whether whether it's shifting how you are doing your offerings whether it's shifting with regards to your marketing, you're going to have to do the work to see what you want manifested. Remember you can stay who you are, you have to become who you need to become for where it is that you're going, and it begins by knowing where it is that you're headed, so that you can put the pieces in place for success is going to require a new of you. The season is requiring us to shift to release imagination creativity, do the work so that you can get what you want out of it. It is available, you do not have to be stopped. And again, just let me know reach out to me I'm also here to support. Of course that's doing the master class come on let's make some money. Let's do what we got to do let's make our business is successful. I'm here to support you in any way that I can. Thank you Stephanie and I see Collina put in the directory is in the chat box and I can also share it when I send the mail out this afternoon. I want to tell the complete truth. I want to say one more thing. Stephanie, thank you so much for a phenomenal presentation. I think it's timely. I think that we may need to do this again. But this, if you need if anybody missed anything because you're so diligently trying to take notes or you're driving some of you are driving. That's okay. You got it in. You're doing you're being innovative right as long as you're not trying to take notes or you're driving you can listen. But when you get home, if you need to listen to this again it's going to be posted on our YouTube channel, as well as we're updating and upgrading our website so things will be a little more comprehensive and connected when you visit our website because because of COVID we've got so many resources out there sometimes it looks overwhelming. So we're trying to organize that. But again, we have the resources there we will connect you if we don't have the answer we will certainly connect you with someone but again Stephanie thank you thank you thank you thank you great great presentation I wasn't I feel empowered. I hope you do too. I think it's a great way to start off our weekend. So, make it happen guys. This is awesome. Thank you. I'm not gonna say anything else. Everybody stay safe have a great weekend. Have a great weekend everybody.