 Good afternoon, everyone. Tom Stewart here with Cleaning Business Today. I got my partner, Liz Trotter. Hello, Liz. Hola. We got our special guest, Matt Ricketts today with Better Life Mades out of St. Louis. Hey, Matt, how are you? Hey good, glad to be here. Hey, we did one of these a couple of days ago with Matt and we started talking about various ways that you could put together their training programs and in previous Facebook Live, Matt shared with us some do-it-yourself hacks on how to edit film using some pretty low-budget software and some pretty easy tricks that a lot of people found useful. So yesterday, I guess two days ago, Matt was with us. So we were talking about do-it-yourself training material modules using PowerPoint and narrowing PowerPoints and Matt's gonna show us some of the finer points and tricks of doing that today. Anything happened in the world in the last 24 hours in terms of COVID-19 or SBA funds or anything else affecting our world? I haven't looked at the stock market today, but there was, you were mentioning it before, how do you say the drug, the Gilea? The Gilea, it's a Gilea drug and they were testing it and it's kind of gone up and down. There were some initial studies that showed that it was effective as what they call a therapeutic. If you contract COVID-19 and they give this to you, if you're in the hospital, the likelihood of you getting out of the hospital sooner was better. And then they came out with some numbers after that. When they initially said it was working and helpful and what they call efficacious, their stock went up and everybody got excited. And then they said, eh, we don't think it really works because they did a study with really sick people and they were dying regardless. So the stock dropped, not only their stock, but all stock and everybody. The China study that happened earlier that kind of dropped, the tank did again because they were using people that were already on ventilators basically is when they were administrating the drug basically. So they were showing that the Chicago study was showing that early intervention, shortened hospital stays substantially. I don't have the exact number, but I was thinking it's shortened hospital stays as much as eight days. The average stays 12 days are over and they were able to get it down to four days. The study, and they haven't formally announced it yet, but Fauci was talking about it. And I believe this is like the double blind study, which they have placebo's, which really makes it a lot more valid and it's significantly reduced the hospital stays for the people that they gave it to and everybody's all excited. I think justifiably so. I think therapeutics are gonna be the first step. There was also some good news out of Oxford this week. They have a drug that's actually going to live human trials already for a coronavirus vaccine that actually looks very promising. And the reason they were able to get it so soon was is they'd already, for a different form of coronavirus, they'd already shown efficacy. So coronavirus just means it's a wide variety of diseases. The common cold is a form of coronavirus. Right, yeah. So we're using this word coronavirus like it's like this one thing, but it's an entire spectrum of disease. And so Oxford, this group out of Oxford had a vaccine that already had been shown to be safe in humans, the delivery method. So they were able to basically repackage it with this new viral, I don't know what, I'm not a scientist, I don't wanna get too technical. It's probably good, Matt, go with it. We're working on it. But they've already basically green-lighted it to human studies because they've proved that the delivery method was already safe previously. So this is probably something that could have a vaccine if it works as early as September instead of talking about next year. So that's very promising. And I'm a really firm believer in human ingenuity and the fact that when push comes to shove, this is the stuff that has always made America great. Not to get political on Trump's make America great again, but America's always been great. America's always been good at solving big, nasty, overwhelming problems. That's what we're good at. And this is gonna be a challenge for the long-term. I'm not saying this is gonna go away tomorrow. There's gonna be long-term effects of this, but Matt, I have a lot of faith in our society to solve problems like this. So I'll leave it at that. We can kind of roll on to other things, but those are two big things that I saw this week that I thought were really exciting. Liz, how are things in Olympia? Hi, everything's rolling along here. Our governor said this really vague statement of we're going to start to open things up soon. We're not going to continue with the lockdown. We're gonna do a roll this out really, really slowly. And that's about all that he said. And because of that, our phones are ringing. Everybody's like, okay, that's it. I'm ready. I'm ready to be clean again. So it looks like I'm a little worried that we're gonna get that hit again, right? Opening up too quick and moving too fast. But right now, people are optimistic for sure. People are ready to be optimistic. I'm not gonna throw a barber anytime soon, but that's not necessary for me. Tom and I were talking about haircuts a little bit and what to do. That's gonna be a challenge. Getting your nails done. And I'm seeing a lot of roots when I see people's Facebook pictures. There's a lot of people that are gonna be dying to get into the hairdressers and stuff like that. Hopefully not actually dying though. Like we actually do take it slow and do those things carefully. So yeah, I see, I think Washington's always been pretty cautious along this route though as far as the process there. Hasn't it always been kind of, you guys kind of got ahead of things earlier. Am I wrong to think that? Yeah, we did. We were kind of pushed into it because we had that big case up in Kent with the nursing home and all the deaths. And that happened really early. That happened when people were still convinced the majority of the company country was still convinced that, oh, come on, it's not as bad as this world. Do you know that company owns a lot of nursing homes all over the country and they have one in St. Louis and it's had a really bad outbreak here? I don't know, I don't know, I haven't like tracked at all. I just was reading a St. Louis Post Dispatch article and that company owns several nursing homes in St. Louis. And one of them had a, like one of our worst outbreaks with significant numbers, like almost 10% of the state's deaths were out of this one nursing home. So yeah, that's a tough business to be in right now. I would be, you know, anyway, that's just a thought on what you were saying that business is very challenging. So when I'm thinking about that, I'm thinking, you know, it seems like a huge challenge, right? We're all worried, we're all stressed out, how are we gonna make things work a lot? But that's my beacon right there. It's like, hey, we don't have anything like that going on. Everything shining on our industry is good. It's like all halos and rainbows and sunshine, we are part of the solution, you know, everything's great about us. But some of these, you know, how would you like to be working in or running a prison? Yeah, I try and stay positive on that fact too, is that we can provide a lot of social distance for our employees. You know, we've moved to a mostly single model. We still have some teams, there are team members that don't own cars and we have cars sitting outside that need to be used. We have some people just driving them on their own, which isn't necessarily the most efficient thing in the world. And a couple of people that are non-drivers that we have to have in teams, but we're keeping those teams as the set teams. Again, so that's their biggest contact risk, is their team members, you know, working together throughout the day. We're asking them both to wear masks, which, you know, according to some data, if both employees are wearing masks while close together, that should help things. We're not putting up plastic dividers down the middle of the car. I have known a couple of owners that have actually done that. So if anyone wants to chime in, I actually know a couple of people that have them, not naming names, because I think it's a great idea if you can afford to do it. It really isn't a bad idea. I was reading a study that came out of China. I mean, the actual subject matter, what was from China? It was a hospital. It was this morning, I was reading this and it showed that the SARS-CoV-2 RNA actually aerosols that actually will suspend in air for up to a couple of hours and they got samples of it in this hospital, but they found the samples in confined spaces like bathrooms, like toilet areas that are like three by three, four by four type space. They found it there. They didn't find it on the floors or open rooms or anything like that. So the good news is, you know, if it's not a really confined space, they couldn't find any of this aerosol RNA. Bad news is if you're riding in a car with somebody, that's kind of like being in a confined space with them. So... I mean, unless you really made those partitions, unless you made those partitions air sealed and away, I think a good practice potentially could be that each side cracks their window so that any air on each side is being drawn out, basically like maybe the back window. So like if you're both sitting in the front, you know, I don't know that you can avoid it though. Best practice would be that you don't ride together for a period of time until we have, you know, even lower case counts and things like that. But, you know, we're doing our best to keep that separate, but that's one area where I think we're not quite a hundred percent where we'd like to be. And we're just on our first week back. So we are, we did, we did resume service. We got clarification that we've always been serving. Again, our businesses that are commercial businesses, especially apartment complexes where we're with commons, but we didn't decide to go back and serve customers that are essential employees. And we found that a lot of people wanted us back. I mean, I helped my wife clean the house this weekend and I want us back. I mean, I was ready after I watched some baseboards this weekend, I was like, oh man, this is, I need help. We need to pay our people more money, right Matt? It's physically, I consider myself in decent shape. And it's just, it uses some different muscles, man. It's physically demanding work. It's challenging work. Well, we should get to Matt's conversation. You know, Matt talks a lot. So we need some time to be able to get that info in. Yeah, we said that we would take like a half hour for this if we needed it. So how's the time to go? You want to take it to their mat? Yeah, so I just shared my screen if you want to make that live real quick. I want to just show you, all right. So this is the basis of what we're doing. We're using Google Classroom quite a bit to teach with our stuff. So if you use Google Apps on the right hand side of your browser, there's gonna be like the little hamburger, the nine little dots there. If you scroll all the way down, you have Google Apps as a built in app. They've got a whole bunch of stuff that I've never used before. And this was one of them that I had never used before. But what Google Apps is, is it's a collection of apps that you run your email through, your business documents, things like that. And you could do this with a free Gmail account. I think Google Classroom, if you just set up Gmail, if you're not running your business with it, you could just get a Gmail account and have this. So, and once you set up Google Classroom, it's kind of like a social network for teaching. It's an LMS, which is short for learning management system. And I have never found a learning management system that I really like, and I don't really even really like this one that much, but it's a good place just to get started and it's cheap, the price is right, it's free. A lot of learning management softwares are very expensive. So you can basically put all the classes that you design into this. So you can even use YouTube videos and things like that, that you can actually use YouTube videos and other things that you would create, or that you didn't even create that are relevant. So we have one on hand washing, which is one that I've seen Tom display too. I think it's from, what university one is that one Tom that you guys have? I don't remember. It's a, but again, it's a pretty common one. We have this one on gloves and cross contamination. This one's interesting. It's, let me see if it'll open. So it's this nurse that uses paint to demonstrate the proper use of gloves and avoiding cross contamination. You can find that on YouTube. And I still have, I can see who's done the course and I can see who still needs to do it. You can set assignments and things like that. So you don't even have to create everything. So we did some stuff that's COVID-19 specific. We have it in this things. Any staff update videos were put in here. Internal processes, things that are changing. We created a area for this. And then personal development, things that we want them to work on while we're going through this. That would all be here. So this is a nice free way to organize all the learning and things like that you can do over this point. You add all your people in. You can just do that relatively easily. I don't remember exactly the process, set your admins and who can deliver the work. So let me, let's see. Yeah, so that's that. So I also want to show some quick content creation methods. So Tom mentioned that. Let me show you something in PowerPoint. This is a really, close this one because this one is related to modern cleaning. But so on all your PowerPoint slide decks, you can easily basically turn them into videos just with a couple of steps. So let's say you make a presentation on how to clean a kitchen. And this one has got all of our slides pre-built and just a few basically a few basic slides, nothing crazy here. What you would do is to make it a video though, you would put animations in between. So like, oh, not animations, transitions, excuse me. You'd put transitions in between each slide so that it would act as if it is a, I'll expand my screen here so it fills up your guys, fills up the video more. So you would basically put a transition in between. So just pick some kind of transition and pick the duration and then apply it to all of your slides. Okay. And then basically when you play it, there'll be a transition. So it's not, it's a nice smooth cut up, like a nice smooth cut between each one. So it's not choppy. And then you can do a couple of things. You can record the slideshow. And this is how you could actually set it up as a video. So if I were to hit record slideshow, I would basically start talking and I don't think you're gonna see this part of my screen. So let me move this over to the other side. Let me see if it'll swap them because all you guys see is the big slide still. So hold on, let me, let me see if I can switch screens. So unfortunately it wasn't showing you what, it opens up in a second screen where you can see the timings and you're recording each one. So what happens now is, is if I were to play that, it's recorded on there. So let me just hit play and you can actually hear the, should be able to hear the audio that we just recorded. Maybe not, but normally that's what I would expect. So you would, you just record a slideshow and then at that point, once you've recorded your audio on each slide, you can go ahead and export it. And this is a really kind of cool feature, just get, go to export and you can export it as an MP4, which is a video file. So you've actually created a really quick video that you can send to your people. You can put on, you can put in your Google classroom by uploading it to YouTube. So instead of picking PowerPoint procedure as the type, I'm sorry, as the type, you would, where would I find the file format as a MP4? So you can just, you can export it as an MP4 and you have basically at that point created a quick and easy video. And I'll just show you one that we did and I'll just start one. So we are in the process of uploading these to People Matter. So let's see, let's see, let's go to bathroom. I know we did bathroom cleaning MP4. So this one here is one that we just created. Bathroom cleaning procedures. Learning to clean a bathroom at Better Life Mids is one of the foundational cleaning procedures you'll learn. After that, you'll collect the trash, pull all small rugs and tiles left to right, top to bottom as you move. Use the appropriate tools on all surfaces. You're supplied a clean and disinfected set of tools for each home. So that's one quick way to do, to get a quick video out there. Another thing that we just did today was this exact tool that Tom and I are using right now, the StreamYard. You can actually use this to do presentations and record videos. And they have a free version that's gonna have a StreamYard logo in it, but for $20 a month, it's pretty good presentation software. So let me just show you a quick example that I did with StreamYard in a slideshow. This kind of requires you that maybe you might want to have a two-monitor setup would make things a little easier. So... Hi and welcome, this is Matt Ricketts, president and chief experience software at Better Life Mids. Hi and welcome. Sorry, I'm just gonna skip forward. This is our theme problem. So we really wanna be a very important part of the program. But hi and welcome to StreamYard. So you gotta see, it's just a slide show. And I'm just flipping through in a slideshow and recording in VidYard as we go. So those are some kind of basic, really inexpensive tools you could do using PowerPoint to create some quick videos that you can add to your training library and get your people kind of trained up on all the new processes and procedures that you're rolling out and make sure that they are compliant with those. And you can track that they've completed those. So that's really it on that. That's all I've really got. I try to keep it brief and see if there's questions on some of that creation. We weren't planning on you keeping it brief, Matt. I'm just kidding. I can't remember that ever happening before, Matt. So that kind of confused me. I do have a question though. So I actually have a couple of questions. So one of the things you said was you're uploading this to People Matter. The bathroom training, why would you be uploading your training, your bathroom training to People Matter? Yeah, so we are putting it in the Google Drive too, but the People Matter is what we're gonna use for our new hire. So we're actually updating all of our People Matter is another product that we use. I'm sorry, that is our applicant tracking system that actually brings them through to when we hire them. And so when they're hired, we're assigning all this stuff to training to our new hires. We do anticipate hiring quite a few people in the next year, basically. I mean, May 11th, we're looking to have some new hires start in the next, I think May 12th, and May 11th thing is part of it. And if you go looking for it, I think they're branded themselves as snag. Snag a job bought People Matter a month ago. So it's like snag, is it snag.com? I think so. I think if you look at snag.com, it is. And again, I'm not saying it's the best Apple contracting system in the world. I'm always looking for something better. I've been looking at a product called WeWork, but I can't get anybody to call me back. So that's not a good sign. It has a lot of features that I want, but the fact that I've left them like three messages and haven't heard back, I'm like, maybe I should just stick with People Matter until the immediate crisis is over. But there are a lot of other products out there, but People Matter is what we use to organize all of our training. And I'm not gonna dig into that. I was gonna say, I'm sorry to the back of what that looks like from an employee's standpoint of what they see, but for new hires, our new hires are not gonna go to Google Classroom. You could, however, enroll every new hiring to Google Classroom. You could do that just as a manual process. Our process is as we hire somebody that automatically assigns them all the courses they need to know. You could do that by hiring your people and assigning them to a class. And you could make a copy of that class and make it just unique to that person. There's a lot of things you could do with Google Classroom to deliver training if you wanted to and not pay for an expensive kind of learning management system like People Matter or WeWork or there's a ton. Tranual is one that I keep looking at that looks amazing. I just can't get over the cost because it's like $2 per employee or something like that. 70 bucks for up to 25 employees. And so then it starts to get a little bit of a price break after that. But I'm like, man, I might hire 15 people a month. So I might have 60 people a month on the software. And then if we don't take them out, we could end up with like 180 people in there because we don't take them out quick enough and I'm getting massive bills. So it would require us to like really, because of the turnover in our industry, I'm not convinced that I can manage that pay per seat license model and not just get some outrageous bill one month of like $5,000 because we just ended up, you know, not. Yeah, I don't know that it would be that bad. Tranual, if you're on the call, I love your product. I mean, I just, that's just a, you know, I'm just trying to wrap my head around how to get through using it and not having massive usage bills. So it's a good one. We had a presentation in our MMA group last week. I think it was last Friday on Tranual and it's part of their process to automatically kick people out when they're done with training. So that was one of the things that they showed us, which is awesome, right? They finished the training and now they're no longer in the program. And email gets kicked out saying, hey, this person's done with training, pull them out so that you never get over that number. So it's automated when they finish their last class or automatically boot it out? No, an email gets sent out saying, pull them out, they're done with training. That's interesting. That's interesting. However, we do a lot of ongoing training and we add new material and things like that. And I wouldn't put everyone back in. I like, man, I really liked the demo I did of Tranual. I thought it looked like an amazing product. It sounds like you've evaluated it as well. What I like about it is it allows you to offer content sort of like what we did with the StreamYard in a really clean fashion. And they have a lot of great examples of how to use their product and really build and really build like a seamless experience for your employees. Again, Google Classroom is not gonna be as seamless as Tranual, it's a quick, easy, free way to kind of get affordable though. It certainly, certainly the price was right and it was available within the apps that I already had with what I'm paying for Google Suite every month. So I didn't have to pay anything. For some reason, Google Stock is going through the roof right now. I wonder what they're up to in all of this, that they're somehow alphabet, the parent company of Google just shot through the roof. Yeah, what happened was their paid advertising numbers were down. Yeah. Natural search in like YouTube in particular, their numbers are rocketing up. I think YouTube has a lot to do with it. Net, net, they're... Got it. I was, I just was unclear like what in the world? Why is there, what is it? Cause I pulled all my paper click ads. I increased my Facebook advertising budget cause I want to still be engaging and putting out content on Facebook and reaching potential customers. Even if we're shut down, I felt like that was cheap enough to do. I looked at my budget from a couple of thousand dollars a month to 900 initially, but I'm back up to spending money on Facebook to get in front of people. So there were top of mind when this all kind of starts to unwind a little bit in the next few months. So that was a, I got a bill for 900 from them this week and that was like, that was tough to swallow first but I was making money again. So it's not, it's not as bad. Yeah. I mean, how making money to pay for everything better. And you can't use your PPP money to pay for advertising. No, I wish we could. Man, they really thought out a lot of things. I mean, they were smart by like, by not letting you make capital expenses cause I could imagine people going out and buying a bunch of worthless stuff with PPP money because they're like, I got all this money like making all these capital investments which might be good for the economy and get things running but ultimately like they really did limit it down to like the bare necessities to keep your business running and keep your people paid. I think we all just have to remember the PPP is not about us. It's about keeping our people paid. If we frame it that way, then we can avoid misusing it and using it properly. As best we can, it's to keep our people employed and keep them off unemployment. However, whatever you think about the logic of that but I like Tom's idea that it keeps them close to your company as well and keeps them engaged. I think that's a very valid point as to what's going on with the PPP. And as long as you're claiming something, I mean, if you're generating revenue it almost makes sense to bring in extra people to get up to the 100%. So it's all a grant. I mean, you can, if you're not at 100%, some of the monies are turned into grant but only a percentage and we don't even know yet though. I mean, I'm not, I'm not, I'm not sure of that. We all, we talked about this. I never saw, I never had any, I never had a document telling me how I got forgiveness when I signed this loan. There was no document telling me how to do that. And there's no document, it just showed up one morning. So what did you do? Yeah, you didn't even sign, you didn't even sign for yours. They just said, Tom, here you go, like we trust you. All right. So one of the things I didn't think was weird though about the PPP is I was reading over it again last night and then one of the things that is forgiven is interest on other stuff that you, on other debt that you incurred before March. So I was like, what, interesting? Well, let's say you have a loan, let's say you do have loans on cars, you can't deduct the interest but what they're doing there is, is they're looking at business interest as a expense of the business that needs to be paid, but they're not giving you this money to pay down the debt basically. There's no principle, you can't have a principle. Like if you own your building and you're making a mortgage payment on your building, the interest could be part of the forgiven part of the loan, but not the principle. Because like what Matt said. And again, it's only up to 25%. So that piece on there too. Yeah, and there's no way that's gonna get there. Yeah, I don't know if there's many companies out there that can use that 25%. I mean, we've run the numbers and we probably have as much overhead as anybody and we're not gonna come close to being able to use 25% of that for overhead expense. I'm looking at like three or 4%. I mean like, and it makes me feel good that I've run a lean operation, but I'm like, and I don't wanna mess with it guys, like I want, I hear people saying like all these things they're gonna do and I'm just like, it makes me nervous. I'm like, okay, I have tried to be a better listener and try and hear them out and not tell them they're wrong but I wanna be clear just that I believe that in this instance, I think you would be best served to be on the side of just being a little bit cautious. So it's not our money. It really, I mean, just don't think of it as your money. It's not your money. And then you will feel like as a better steward of this money, it's the government's money still and they will find a way to claw it back if you misuse it. So yeah, like I've heard some pretty interesting ideas from people and I'm not gonna get into specifics because I don't wanna give anyone else any ideas. So we are being recorded and we're out in social media. I've heard some very interesting ideas from people and I don't wanna give anyone else any like bad ideas from some of these things I've heard. And I've just listened and I've said, I'm not doing that. And I am not doing that thing because I believe in the end, some of you are gonna do some things that are probably borderline and that's the way that you manage risk and things like that. But I think in the end, I think most of us are gonna be good shepherds of this money. You gotta bring our people back, we're gonna pay our bills and we're gonna get through this on the other side. And if you are generating revenue like Tom said, I mean, I look at it like this is that my operating account will get back up to about $100,000 by the end of this if I don't have to spend money on payroll and maybe a little higher. And that's about where I started because I had about four weeks of payroll or three, well, three and a half weeks of payroll in the bank, I didn't quite have four. And when this all started and I got down to like $10,000, I spent it all on payrolls and I learned that maybe I have too generous of a PTO system as I'm paying two more weeks out of payroll after everybody's gone and I'm like seeing my money just sort of dwindled because of that. But so I'm at least, I'm actually getting back to whole to where I was, but that's not the point of this either. It's not to make us whole either. It's to make sure that we can get back on our feet and again, keep our people employed and close to our company. So, some people are gonna make out pretty well from this especially if they're doing close to their original revenue, I'm doing like 35% only because we're only willing to serve essential employees for the next week or two. And then as we kind of spool back up and take on more customers, we might see that number get to 50%, 60%. I mean, I'm hoping to grow that 35%. Whatever the number is, it's about $18,000 a week for us but if we can grow that 10% a week and get it to 20,000 next week and 20, 22 and a quarter the next and just kind of basically looking for some compound interest on that growth to get us back at the end of seven weeks if I could be at 80% again, that would be the goal. Hey, we have a, let's see, a request. Denit said that she would love to see what you're doing for your Facebook advertising if you had a time someday, Matt, to maybe walk us through how you're doing that. I would have to defer just to be totally honest is that I used to do a lot of that myself and do all the design and everything else. You know, as we all get busier even though that's something that I think I'm pretty good at I actually have an agency but I'm certainly happy to show you some examples of the ads that we have running and give you a general idea on the targeting we're running and what I will tell you is one of the biggest things we do is we upload our email list of our current customers into Facebook and create a lookalike list of about 50,000 people that we target based on the attributes of our current customers. That's just a quick tip. And then we use that as a secondary list. So we have three or four lists, but like, you know one of our list is our current customers. One of our lists is every email that we've ever gotten from people or any lead we've generated and made central. We export those. And, but the very best performing thing that we do is marketing to a lookalike list of our current customers. That helps. And then, you know, targeting we're also targeting commercial spaces right now. I don't know if I just closed on a commercial apartment building comments this week. And I have to look back and see if it was our initial cold calls that got that lead or if it was the Facebook advertising or if it was a referral but it's all kind of blending together right now because we're working that angle pretty hard. All right, how do you have anything else going on? I guess it wasn't as a hot topic on training. No, no questions. No, I think being able to put together a PowerPoint deck and narrate it is an awesome way to do and just do it yourself training. It's, you know, with all of our means to do that. Yeah, it's a lot quicker than going out and trying to shoot professional video and then cutting it together and doing it. It's just, I mean, you could get done with a video that's 10 minutes and you can do it in one 10 minute take instead of, you know, the initial prep work, shot list. I mean, there's a lot that goes into a professional video and I think we all realize that when we try and hire a professional videographer with what they want to charge us. So I know Sharon Timberg has been on some of these calls and she could probably testify to the fact that she spent probably 10 years ago or 15 years ago, she built like a really great program and spent a lot of money, you know, putting together in Spanish and English, a really great program. And I like choked, we were having just a conversation and I'm not gonna say the number because she can speak to herself, but I choked at one point when I heard what she spent on that, I was like, holy cow, but I get it, I totally get it now, now that I know really more about the cost of that because I was like a new business at the time. I think we were like maybe a couple of years in and Sharon was giving us some advice on something and I was, you know, talking to her about training and that was her advice was that, you know, do it yourself, otherwise you're gonna spend X, Y, Z and the number was astronomical. I was like, oh my God, thanks. Sarah wants to know, Matt, does she create the look-alike list in Facebook? Yeah, there should be, so there should be in your Facebook marketing. So just remember there's a couple of different levels of Facebook marketing, but if you go into your, if you go to manage pages here versus managing pages, so there's, oh, I'm sorry, I'm not sharing my screen. Okay, you can do that, but hey, Matt, don't agencies, which is a certain scale, don't agencies have access to some functionality in Facebook that most of us don't have? Yeah, they have, there's three levels of Facebook advertising, maybe even four levels of advertising, there's just promoted posts, which is kind of like the first level of advertising, which is just like very generic Facebook targeting, which is super easy to do relatively, and they've made it super simple for the average person just to go in there and do like a promoted post. The next level would be doing some stuff in the back end of Facebook using the Facebook business manager tools, and you can create more targeted lists on there. It used to be you could get a lot more information, but then Facebook had all those issues with the elections three and a half years ago. So yeah, so they really cracked down on what data people could get a hold of out of Facebook, and they limited it down to businesses that they had a lot of trust with and deeper integrations, and those businesses have what's called API access to Facebook's data, and they can do some pretty crazy stuff. So I give my agency my phone list of my current customers, and they have access to my phone system, and so every call that comes in, they're matching it against an ad, and they're seeing if some of the phone activity that we're having is related to Facebook activity, and they can match phone numbers to a pretty high degree, especially cell phones to Facebook users, and it's only about an 80% match rate, but that's still pretty good. And so they can see if the cell phone user, someone calls in and they just saw an ad within a day, they can actually even see the timing, and they won't tell us who it was, or we can't match it exactly to the sale, but they can even, they will tell us whether it became a sale based on our sales list that we upload to Facebook's API, and they will match it, and they will tell us how much, based on some historical data that we've put in on what a sale's worth and things like that, what our revenue producing activity was with Facebook. It's actually pretty astonishing when you do have that level of access, and I don't have it, again, my agency does, I'm happy with the amount of money I'm spending when I'm seeing the ROI, and I'm seeing, okay, you generated 65 phone calls off of Facebook, that's significant. I mean, we're spending a good amount of money, but not just 65 phone calls, but all of the leads that are generated, I can even look at what pages were visited on our website based on what I'm looking for them to do is go to our book now page and get a quote. You know, that's really important to us to kind of determine how far they clicked into the website and assign value, and then the other thing you have is, if you're doing it right with Facebook, there's something called pixel tracking, so I'm moving away from trying to even collect emails on my website, so I'm in the middle of doing, this is another thing, guys. I'm actually investing like 15,000 right now on a new website, Bill, and that number, some of you guys are like, I've only spent 3,000 on a website. It's kind of as big as my website is at this point, and all the things that are going into it, 15,000, it's a big number, but you don't need to spend that, that's just where we're at with what we've done to get what we need to have done, but I'm making a huge investment right now, it's a great time to redo your website, and I'm looking at changing my lead strategy, but going back to this, the pixel tracking is a big thing is because if they go to your website, they can be shown Facebook ads on Facebook for up to 180 days, but Facebook also has a huge, a huge presence on all kinds of other websites where they can show your ads on ESPN, on really pretty much every news page, so Google and Facebook both have advertising networks, and a lot of the same pages actually have places on each page where they're showing both ad feeds from either Google Pixel properties or Facebook properties. I have picked Facebook over Google for my pixel advertising, just because I know that so many people use Facebook and I know how targeted it is when I'm trying to show ads to additional audience based on people that have been on my site, so that's a personal choice, but you can use pixel tracking from Google or Facebook. Hey, Matt, can you share how these ads charge, like what would one of these, and I said ad, and my agencies, how do they charge, what do they charge, how does that work? It can be a variety of prices, so if you get in early with an agency, somebody that you think has some potential to really learn and grow, you might get somebody good managing your Facebook for 500 bucks. I mean, I don't know that that's cheap anymore. I spend about 2,000 a month, I think it's actually 2,050 a month with them just for the creation of ads, management of my account and analytics and some other things, but that also includes up to three video shoots per year. We originally had it set up that I actually got one video shoot per month. I actually found that to be overwhelming for them to come out and do a video shoot every month, like for me to prepare for that, so we moved it down to three video shoots but where we would produce three to four videos per shoot instead, and that includes that. Yeah, it includes two photo shoots a year, which I'm like way behind on. We just canceled one in, we canceled ours in April, obviously. We had a new photo shoot in April. We were gonna shoot with a lot of the new training procedures, like, you know, I was hoping that there would be some restrictions lifted, but we decided to kind of push that off until late May. I mean, just really everything we do needs to show. I've got people cleaning bathrooms without gloves on in some of my old pictures and like, that doesn't fly anymore. Like, I can't get hands with the customer. Yeah, oh no, we have video trainings where we're like, yes, when you get to a customer's house, warmly greet the customer by shaking their hand, and now it's gonna be like, greet the customer with a virtual phone call. I love that. You know, it's all gotta change. I mean, man, we had 86 video trainings in our library and we went through it and there was only like 24 that were relevant anymore after COVID-19. We like literally had to inactivate a ton of our trainings because like we're like, well, that isn't a good idea anymore and that's not a good idea anymore. And we really shouldn't do that anymore. I mean, we went through, it was awful. Like we were like, all right, well, like so much of our content is irrelevant anymore. So yeah, and I don't know, I guess maybe a lot of you guys are feeling the same way or maybe I'm the only one that's like that paranoid of having pictures of employees not wearing gloves now. I'm like, I don't know. I think our customers want to see gloves. They want to see masks where appropriate. They want to see, me and Tom had a conversation about shoe covers and shoe covers are a double-edged sword but I think that they're important. I've been asking my employees every day if they've had any issues with them. We haven't had any issues, but I know that they can be a slip and fall risk and we've talked about that. So you need to train your people on shoe covers and using them properly. And if they are concerned about the surface, that it might be better to just clean the sole of their shoes than to wear shoe covers on some services. And I don't have time. You want to elaborate on any of that? Yeah, we had a slip and fall instance in our branches. It wasn't serious, but it was attributed to shoe covers. And we believe they're necessary. We believe, I mean, there's studies that show that the virus can live on floors for a good period of time. And the last thing we'd want to do is track a virus around or just soil even from one home to another. So we don shoe covers before we go into a home and we remove them as soon as we leave the home. We were debating about, if you had any pathogens in your shoes with just the whole mechanics of like walking on the sidewalk, driveway, whatever, would that mitigate that risk? And I guess it depends where you are at. If you're in a multi-family apartment building and you're going across the hall, you know, probably not. If you're walking, I mean, I don't know. I just, I don't know if there's any empirical evidence that suggests how many steps you have to take on what surfaces before you would stomp out the germs, if you will. So we're all in on shoe covers. I think shoe covers are a good idea for the moment. And I don't, I was the one that was kind of saying, like, wouldn't you think walking, the friction of walking would just kill the virus pretty quickly, but I mean, you know, you made the point of like, you don't know, like you're just making some assumptions, Matt. Like that doesn't necessarily, that doesn't necessarily give the people the comfort that they want right now. Like, you know, you're making an assumption that that might happen, but we just don't know. So in the absence of good information, you know, I personally believe that we're going to find out that this virus is probably killed by a lot more products than these EPA certified disinfectants that we're all using right now. We don't need to use as nasty of disinfectants, but in the absence of good data, we all should be using disinfectants right now as a final step on high touch areas if the customer so desire that. And maybe even if they don't, like we actually, at a period there, we weren't making it, we were making it non-optional. And we're thinking about removing it as an optional, or making an optional extra step instead of being something we're requiring right now. You know, maybe you have some thoughts on that if you think that's something to cover. Yeah, yeah, it is. I think that it's overkill in a lot of regards. And I mean, this kind of goes back to the whole modern cleaning philosophy that oftentimes we're overusing chemicals, especially disinfectants in a residential setting, but we haven't used the term unprecedented event. So we'll go ahead and we'll get that obligatory, you know, statement out of there. And this time of this unprecedented event, we need to err on the side of caution, you know, and an abundance of caution. So the EPA says use these disinfectants, I think that we need to select from their list. Yeah. Part of it is the psychological part of making everybody comfortable, that we're doing it by the rules and doing everything we reasonably can. So we're kind of, we're pushing up on this hour. I was just saying, we're pushing up on this hour. Do we want to just talk about the training that we're all working on? Well, you guys can start getting that pulled up. Let me get to some of these questions we have over here. So Sarah wants to know, Matt, as far as Facebook ad agency, what would she maybe be searching for? Like would she just search for Facebook ad agency or you have any ideas there? Yeah, just like Facebook marketing, Facebook marketers locally, like try and see if there's anybody out there local that's kind of up and coming. I mean, there's gonna be an agency for every price range. I mean, there's gonna be big expensive agencies in your town and then there's gonna be, you know, some smart kid that's learning this thing. There is a guy called Billy Jean is marketing or Billy Jean marketing. I can't remember what it is. He teaches other marketers a system and I would maybe look for people that, I don't know if he has a certification on his things, but I've bought some of his courses before and actually his teaching is really effective. If you wanted to like learn how to do it yourself. Billy Jean marketing, I mean, very cocky arrogant guy, but I mean, in the Facebook world that helps sell, you know, but he could run some of you the wrong way, I'm sure, but he does have some good informational products out there you could learn it yourself. And I think he teaches studios a lot of his stuff. And I would maybe look for agencies that are kind of up and coming that might use some of his ideas. He does some smart stuff. So that might be one thing to look at. Matt, would these agencies be doing your SEO work, your on page and your off page SEO work as well? I would look for somebody that's just Facebook marketing specific. I would want somebody that's just really good at Facebook marketing. And get somebody else to do the SEO. They're different skills. I'm sorry? They're different skills. I mean, they're different. They're totally different skills. We'll talk SEO another day as well, but it just got me thinking, if you're looking for an SEO agency, would you hire anybody that didn't rank on the first page? That's a tough question. Cause I know a guy that's amazing at SEO that I don't know that his, he didn't even have a web site a few years ago. And I know he was one of the best in St. Louis. He actually does like, does a lot of the big ambulance chaser stuff in town and ranks these big, big, big companies. And his website was terrible. And then I finally kind of was joking with him. I was like, Chris, like, you are like the SEO master and you have the most dog poop website I've ever seen. And then he basically, I know he didn't do it just because of me, but like a couple months later, he's like, Hey Matt, check out our new website. And it was awesome. And I was like, well, now you got to get it on first page. He's like, that's impossible for SEO. Like to get first page for SEO, like, you know, maybe for St. Louis, maybe SEO agency St. Louis, we could do that. But like, if someone's searching for SEO expert or something like that, he's like, there's no way to rank for that. That's not even a possibility. Dog poop, that is horrible. It was a bad website for a guy that's as good as web stuff as he is. He's not about web design. So again, web design, there's all these different skills. And we all think that these people that do web stuff should be good at like all this stuff. But like, you know, web design, user experience, SEO, conversion strategies, these are all different things. And so maybe an agency has like one person that can be really good at these things. And that's why it's hard for us as business owners to be good at these things. Because they're not even a skill that one person can be good at, you know, and do them all for you legitimately. I don't believe most web marketers are gonna be probably mediocre at all of these things and maybe good at one of them. And they, you know, if you really want a better outcome, you'd be better to find someone that's good at Facebook marketing. And they might even, there's four or five skills within Facebook marketing which is like copywriting, creating imagery, analytics. I mean, there is, you know, research and analytics just finding the right target. Like that's a whole skill in itself. And then interpreting the data. And that's probably a different person than the person that's good at writing copy. And that's a different person that's probably good at creating images. So unfortunately, there aren't that many like one person shops that are good at all of that stuff. Now there are one person shops that actually know how to outsource that stuff. And, you know, they hire the right people and do those things. But they're different skills. I mean, you know, we all have different skills and none of us can be good at all of these things. All right, I'm gonna move on here. Dusty, I'm not exactly sure what you're asking here. What about residential house cleaning professional services? What about mascot Google goggles? Shoe covers, commercial grade disinfectant, social distancing while cleaning, as a question mark. Great area on your safety and sanitation. Are you asking about training? How to create training around these things? I'm not sure, maybe give a little bit more clarity. You're asking whether they're essential or the couple of things there. So yeah, there's a few things. So we're kind of getting up close to the hour. Let me get some of our obligatory stuff out of the way. There were a lot of people asking about the professional house cleaner program. And we actually have it on the Modern Cleaning website now. We have both programs. The COVID-19 training is here. If you click on that, it will bring us here. And this was the page that was actually on the homepage yesterday. You got two ways to enroll in that. You can pay $39 and take the class immediately as a student. Or if you have a company, you can click on buy courses now and you can get bulk discounts. And basically you just take your list of employees you wanna train and you upload it. And if you've got a bunch of people to train, it's cheaper to do it that way. Over here, this is new where you click on this link and it's the professional house cleaner program. And it brings you to this page and the graphics aren't overwhelming at the moment. We just wanted to whip this together with people wanting to know how they could enroll in it. So these are the seven classes that we're doing. The first class on what is professional house cleaning? The role of professional house cleaner. It's going to be published a week from today at 12 o'clock Eastern. If you wanna sign up for all seven classes, the other six classes will be published throughout the month of May. So by the end of the May, all seven classes will be available. Is bulk discounting available up to 50% depending upon how many seats you buy? You can do per class at $29. The exam at the end for the certification is free. We're doing a 50% discount off of these prices, even the bulk prices between now and May 6. You see this pre-order code here, that's the secret code to do that. This says the class will be live. The class is gonna be recorded, but it'll be available that you can log in and take it at 12 o'clock next Wednesday and then balance next Wednesday. So what you do is you click on this enroll now. It'll bring you here. You click on the ad coupon. You take the magic code that was over here and you add that. And this is relatively new. I hope it works. And if I go down here and start entering my credit card, it will actually charge you half of that. So I don't know, what's that, $49.50? I think you're gonna get the credit card and you'll ever reduce that in half. Yeah, I think it's, I mean, I think it's just kinda segues like all this training talk we're doing today. This is gonna be something that we basically want, I want all of my people certified on when they start moving forward. I think this is a program kind of long overdue. Like we've been talking about it for a while, but I'm really excited about being able to offer this to my techs. It's a much broader course than just the COVID training. I mean, this is not prescriptive. I mean, we're not getting into use this product and use these tools exactly. It can apply, I make an analogous to like a driver's ed manual. And you need to have a driver's ed manual regardless of what city or what country you drive, where you drive or what car you drive. You all need to have the driver's ed course. This is the drive analogous to the driver's ed course for a professional house cleaner. And a lot of this is really what makes the difference between just anybody going out there cleaning a house, but somebody going out there cleaning homes where they understand the why behind what they're doing and in doing it with a greater purpose and doing it with at a higher level because they have a deeper understanding of what they're doing and the reasons they're doing that. All right, we have some questions here, Tom. Heather, does this include the class that was given a few weeks ago? No, it doesn't. The class from a few weeks ago is back a page. You can still find that but that is specific to COVID-19. And this course here is a professional house cleaning course. So this is for people that are going to be cleaning your house cleaning technicians for them to be able to know all of the basic stuff that you need to know to be able to be a professional house cleaner. And so just to reference it, just imagine that this is the HCT manual boiled down. If some of you have taken HCT, you realize that that's a very technical book and there's a lot of information there that's maybe not necessarily great for technicians because they would just, it doesn't apply to what they need to use every day. So Janice, who is incredibly like, just knows this cleaning stuff left and right, Tom basically asked her like, hey, turn this into something that we can actually put out to technicians that they can learn so that they know not just like processes and procedures and what to do, but also why that they're doing it. So it gets into the science and some of the tech, it gets into the equipment on how things work a little bit so they understand. I mean, just imagine if your techs understood how to fix a vacuum just because they understood that or the science behind cleaning a little bit so they don't damage a surface. It's a lot of that, but it's boiled down in a way that is accessible for the technician. And this is the first pass and it's gonna keep getting better and better, but we're gonna get it out there. I'm gonna help with some of the segments. I know I have a small little bit of knowledge that I can apply, but there's some really great information in that book, but it just needs to be distilled in a little bit different way. We're gonna have several presenters that are gonna be doing this. Seven classes in the program and we're saying it's gonna be about seven hours. We're looking at it now and some of the classes are gonna go longer than seven hours, but it's not gonna be live. So you can ingest what you can ingest and come back and pick it up later. So it's kinda like go at your own pace once you've signed up. I mean, you've got the class for forever. Let's see, I got a question here. Robin wants to know, can you buy a package of courses and sign the cleaners at a later date? Yes, yes you can. If you wanna buy enough seats to cover your cleaners that you haven't even hired yet, to give you some cushion for turnover throughout the year. Yeah, you can do that. The rules are that whatever package you buy that those seats are good for 90 days. So don't think like I'm gonna buy these and use them a year from now. You have to use them within 90 days, but they're good for 90 days. So Heather, that answers your question, 90 days. And then Amelia is $50 each person to take the course and be certified. Yes, the certification is, there's no additional charge for that. And that's actually a big benefit. Ah, so let's see, we have one more. If somebody already took the HCT training would they wanna take this time? Maybe, you know, it's gonna be covering a lot of the same material. There's some new material here, but there's probably more duplication than there is unique material. This is designed to make it a lot more accessible for your cleaning professionals. For the people, if you're here as a business owner or managing a house cleaning business that the primary purpose behind this is to make it easy for the people that are cleaning the homes for you to access this because, you know, they don't have to travel. The price point is way lower. There's no, you know, additional fee for a test. There's no membership to, you know, an additional association. So it's just cheaper and easier to access. And that's the primary purpose. If you've never taken HCT as a business owner, I think this would be an awesome thing for you to do. If you've just taken HCT, you're probably gonna see a lot of things here that you already know. So Susan's asking a question here, Tom. How would she show this course to her staff? Do they all watch it separately? Is there one login? Do they have to be in one room? Is it on Zoom? How does it work? Well, it depends how you do it. I mean, if you've got, you can have one login and go through the training material and have everybody watch it. You would only have one certification exam. So only one person could get their certificate, but more, you know, if you wanna have, you know, throw up on the wall and have multiple people watch it all at the same time, that certainly is doable and have discussion. You would only have one certification though. All right, I'm answering some of these in group because I know we're getting short on time. We have logos for the website. Not sure what that means. I think there will be. There's just gonna be a sort of, modern cleaning certified logo that Tom has talked about building. And we need to probably get that designer higher to get that done this week. What do you think? We're working on it. Yeah, and Marcia, I agree with you. If you already take an HCT course for me and my business, absolutely I'm gonna take this as well. I might sit down with an employee and watch it with them. And then I pay one time, they get the certificate, but you absolutely need to know what your people are learning me about. I see you need to be able to back it up and understand it and be able to add your own twist onto everything that you hear. Also, one more thing I wanna point out. A lot of times when we're giving this training, we just sort of give it to our people flat. So don't just give it to them and walk away from it. Continue talking about this information. Pass it on, talk about it a lot. You're learning about the why and one of the reasons why that's so important is, remember there's three basic things that your employees need to feel engaged. They need to feel like they matter. They need to feel like there's meaning in the work that they do and there needs to be some kind of a clear measurement. This program, it's all three of those things, you guys. This one program all by itself can help to engage your employees in such a big way than any of these other things that you hear all the time like cook them breakfast. Doesn't hold a candle to this program. Giving them a spin of the wheel, not even a candle to this. Cook them breakfast, let them spin the wheel, give them a gift card for their good ratings. All of those things together are not as impactful as this one program when it comes to engagement. So don't forget that you're looking for more from a training program than just giving them knowledge. And this program gives you that, it's a lot more. This is the why behind what you're doing and that's a really good point, Liz, that there obviously is overlap with the CT but this is presented in a different way. A lot of the examples are unique and you've got a different set of people. You're gonna have several people that's gonna be presenting. The three of us are gonna be presenting parts of this or it has some other people helping us with it as well. And you wanna be able to share it with your staff. You wanna share it with your cleaning professionals and be able to talk about the things that you saw together. It's like watching a movie together and it's an experience that you can talk about and share in the days, in weeks, in months and even years after doing the program. I'm assuming, Tom, that I know you haven't, we haven't talked about this at all yet but I'm assuming that in a year so there's gonna be a new iteration that's gonna have updated what's new, et cetera. Because that was one of the things we were talking about with the HCT program is it's just the same program every year but there's a lot of new stuff happening. Yeah, it's gonna be what we call the internship process. We're constantly gonna be updating it, making revisions and I mean, quite honestly, I mean, this is a project that has been in the works for a long time and have you ever had one of those projects that you got about 70% of it done and something happened and you just kind of got distracted and the other 30%, you just never quite finished it. This is one of those and when COVID-19 popped up it was like holy cow, we really need to buckle down and finish this and produce it and make it available so that's what we're doing but we're gonna be swinging around and spending more time on getting, the production quality of this will get better as time and time goes on. Alrighty, it's 3-11 so we're running a little bit late, we've got an hour and seven. Just real quick answers to a couple of questions that we had earlier. Just if you could just keep this up Tom because I'm sure some more questions are gonna pop up. As you guys think of more questions, feel free to post them here. I'll answer just a couple of the older questions. We have life on access to the course even once finished it, this way we can rehash if need be. Sounds like it's a 90 day access and Heather, not lifetime. What is the package price for seven employees for the whole program? Is it 3-46, Tom, with the discount? I'm doing this from memory. I think it's a 15% discount so it would be 15% off of 99 and then it would be half of that with the pre-order code. I have to use a calculator for that. So you're 15% off first, not off of the 50%? Yeah, you get the same number either way. You can take the 99 divided by two and then take 15% off of that it's. All right, so you're 3-46, 50, take 15% off of that Susan and that'll be your number. Yeah, Bridget, ordering ASAP. Yeah, I had a feeling you were gonna be one of those people that was gonna be on it. You know, there's certain people that are on this call that I already know. I just can't wait to go in and see who pre-orders and see how many of you guys that I'm already expecting are on my list. Actually, I'm sure Tom and I are gonna make some sort of a bet as we usually do about this kind of stuff, about these types of things, how many people we think are gonna be on there and who. So some quick answers to those other questions you guys, go ahead and keep asking any questions that you might have about the program. Shoe covers, yes, washable shoe covers are great. I'm re-washing them and you can use them again. Just be careful of that non-skid portion of the shoe cover that it doesn't wear out. There was another question. If I can find it. I don't think it was anything horribly important. Oh, you guys are talking about finding face masks and gloves and stuff. I'm gonna leave that one to you guys. Go ahead and continue to post. Anybody that has connections, please post them. I've heard somebody say, or I read that somebody was saying your local pharmacy is a good place to go. Costco keeps getting more in. There are a lot of places to get face masks online that you can order them now for like five bucks a piece. You can get them with your logo on them. We ordered a bunch of those. They're pretty nice. I'm gonna grab an example of we had something so locally too. So I am going to remind you guys about this date. Last time that we did the COVID program, there was some frustration from people that are like, I only did one section of it. I didn't get both sections done. It was free and now it's 39.50. So I'm going to remind you guys that to get this 50% off pre-order amount, you have to pay by Wednesday. Wednesday. At what time, Tom? I'm not even sure. I need to check. My daughter is handling the back end of all of this. You said Wednesday? So we're going to go with you guys, do it by the end of Tuesday. I don't wanna have to. Wednesday, if this is something that you're interested in and you intend to do, you might as well do it now so you don't have to worry about forgetting about it. Yes, but if you're waiting on your idol or you're waiting for whatever reason, don't wait past Tuesday because I don't know that it's not going to happen midnight, Wednesday morning, okay? So Tuesday, Wednesday at some point in time, it might go up. So if you want that 50% off and please, tell me that you want that. Those are really cute. I like those. Yeah, I like them too. It's kind of pulling my ears. I've got big ears. So it's, you know, kind of ground. Well, they're probably not made for men as much as for your gals. No, but they're very nice. About $5 plus about 50 cents of material. So yeah, so you can have them made locally too if you're struggling to find some supplies. We had about, we ordered eight yards of material from Joanne and then like each yard produces like, I wanna say like 20 masks, something like that. A lot, a lot. It's at least 15. I appreciate you showing us that, Matt, because we take these videos, we push them to YouTube and you just gave me the thumbnail for this. Nice. But you know, anybody that has seen Matt's branding knows that that mask is perfect for his branding. I thought Better Life Made just as I saw it on him. You're welcome Bridgette, good. Go get that signed up and look forward to presenting all of this stuff to you starting next week. All right, anything else, y'all? We'll be here tomorrow at five o'clock Eastern, same time. I posted, when I posted this Facebook Live, I made sure I put Eastern time on it today. I hope that worked out for everybody. So, okay. For those of you that were hoping he would put like Pacific and Central and Mountain, he only has the option when he's signing up to give one time zone and he's in the Eastern time zone, so that's what he uses. It's a good exercise for our minds to do the conversion. It keeps us sharp. So are we good? Alrighty, yep, we're good. Have a nice night. Oh, thanks Heather. You have a nice night as well. Thank you so much. We much appreciate you being a part of what we're doing here and truly, this is awesome. We'll see you guys tomorrow at five. Thank you, man. Bye-bye. Bye, see ya.