AP 1117: I’m Worried About the Longevity of My Brand. What Should I Do?

AP 1117: I'm Worried about the Longevity of My Brand.

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Pat Flynn:
What up everybody. Pat Flynn here and welcome to Episode 1,117 of AskPat 2.0, and you're about to listen to a coaching call between myself and an entrepreneur just like you. Today we're speaking with Betsy McNally who is a very, very well-renowned coach in the gymnastics and tumbling world. She's carved out this incredible niche. She is well known in the space. and she is actually like one of the only people who does what she does, in the way that she does, and she wants to expand and grow but doesn't want to lose connection, and wants to also leave a legacy. How do we do that? There's a lot to unpack here, which is really amazing, and I'm just so, so thankful that Betsy came on.

Pat:
She also gives a lot of credit to Power Up Podcasting because she also has, and that's my course by the way, she has a podcast that you could check out, too. So, if you want to follow her you can check out her podcast, since you're listening to a podcast, Tumbling Along With Betsy, or you can check her out. BetsyMcNally, that's M-C-N-A-L-L-Y.com. So Betsy McNally, fireball of energy, just so much to offer, so much value to give to her girls and her gymnasts. It's just going to be so much fun to listen in. I hope you enjoy this. We have a lot to unpack, so let's go. Hey Betsy, welcome to AskPat 2.0. Thanks so much for being here today.

Betsy McNally:
Well, thank you for having me. It's a pleasure to be here.

Pat:
Excited to chat. I'd love for you to take a quick moment to introduce yourself to the audience and what it is that you do.

Betsy:
Sure. My name is Betsy McNally Laouar. I am a personal fitness trainer and nutritionist that specializes in working only with gymnasts, mostly high-level gymnasts from Olympians all the way down to little Level Threes. So, I've really focused my niche on nutrition and fitness for gymnasts.

Pat:
Love it. Very clear. I also know that you've helped other people like myself before with nutrition and fitness stuff ...

Betsy:
Yes.

Pat:
... through connections like Jeff McMahon, who is my trainer.

Betsy:
Absolutely.

Pat:
I know you through that, and that was super helpful. For this niche I think that's awesome. I love that you have that and it was so nailed down. So, where can people go to find out more about you, really quick before we get started?

Betsy:
My website is BetsyMcNally.com, but also on Facebook and Instagram, Betsy McNally Laouar and Betsy McNally Laouar Nutrition and Fitness Specialist for Gymnasts. That's a lot.

Pat:
It is a lot, but that's okay. We'll put all those things on the show notes for everybody. Let's just dive right in and let me start asking you by, just what's on your mind?

Betsy:
Sure. Well first I want to say thank you to Pat because I launched my podcast ...

Pat:
Woohoo.

Betsy:
... last month.

Pat:
Congratulations.

Betsy:
A huge, huge part of it was due to your course. It's called Tumbling Along With Betsy. I've just hit 2000 downloads within the month.

Pat:
That's epic.

Betsy:
So, I really, really- Yeah, I'm so proud of it. I'm so excited, and literally, seriously, could not have done it without you.

Pat:
Oh, thank you for that. Are you having fun though?

Betsy:
Oh my gosh, I love it. It's awesome.

Pat:
Isn't it the best?

Betsy:
It is the best. I just ... My dad is a retired NFL coach and I just had him on as part of ... I talk to coaches and different people in the sports world and it was just, it was like a full-circle connection with my dad ...

Pat:
That's cool.

Betsy:
... and seeing myself through it. It was just really cool. I want to say thank you, and I also read Superfans, which I have to say really ... I mean, it was awesome. I loved it. I read it from cover to cover. I was already doing a lot of that stuff, but some of the things just really clarified everything for me and it made me take action. So, I want to thank you for that as well.

Pat:
Really quick, before you go on what's one thing that you do to build Superfans in your business?

Betsy:
Well, honestly, what's really helped me is just being totally me, keeping it real. I am a real person. I am a mother of three children. I have an autistic nonverbal child who was born only two pounds at birth. My clients and people who follow me have really watched me struggle as a mom with a Special Needs child. That's another reason why I connected with you, because you are such a family guy, and I love that about you but ... So, I think just being vulnerable and showing them, "Hey look, I struggle. I'm a fitness professional. I'm actually a pro bodybuilder, believe it or not. I've gone through a lot in my life, but I've become victorious because I believed in myself." Showing people my struggles, but also showing them my victories has been why I have such a following.

Betsy:
I don't want to say I've used my child, because I see a lot of people posting things about their children and, no, no, no. My experience with my son, Lenny, is ... I share it with others because I want them to know that I understand struggle. Once they see that I have struggled then they know, like, and trust me. That's what's been my biggest success.

Pat:
That's amazing, and thank you for that. I think that's a great lesson for everybody listening who may be feeling a little bit like, "Oh, I don't know if this part of myself is worth sharing." There's a different line for everybody, but obviously it's a great way to connect and a lot of my audience knows me for certain things about me and how I do what I do and family-related things. I love that, and I'm very glad you picked that one, and thank you so much.

Betsy:
For sure.

Pat:
Let's help you out. What's on your mind?

Betsy:
So I've been listening to AskPat and SPI, and I feel like I am in overload of information. I want to give you a little background on my business so you can see kind of where I've come from. I've gone to Tony Robbins' Business Mastery. I've listened to your courses. I've invested in a lot of coaches. In 2014, I literally was living in France, my husband's from France, and I was penniless. I mean, I had nothing, and I had this young baby that was only two pounds. I came back to America because I couldn't live in France. I wanted to work, and I was having a really hard time working there. So, I moved back to America and I literally had zero. By 2015, I started training again and I made like $9,000 my first year. Somehow in the last five years I've managed to take my business up to a high six figures, which I'm not just saying that so I can put that out there, but like I literally have worked my butt off to build this business, and it's called Betsy Bootcamp.

Betsy:
Many things kind of fall under this umbrella of Betsy Bootcamp. I have an online training program for my gymnasts. I have online training for my moms of gymnasts, and coaches. I do in-person boot camps, I run clinics, I do live webinars. I have ... You name it I do it, and I've authored two bestselling books, Binges & Balance Beams and GymnaChef, which is a cookbook I wrote with my husband, who's a chef.

Betsy:
Despite having all these challenges against me, I've somehow managed to train, consult, create nutrition programs used by Olympians and world champions. I've done almost a hundred traveling Betsy Bootcamps in the last four years. People know who I am in gymnastics, which is awesome. However, ... I've got like 30,000 followers across social media. I feel like, number one, I I'm everywhere and everybody knows who I am. I feel like I've kind of saturated the market. That's the first issue.

Betsy:
The second issue is I'm aging. I'm 45. I have two children and a stepdaughter. Like I told you, one has special needs, and I have a three and a half year old. I support the whole family and I'm thinking I'm 45, I'm running around doing these Bootcamps, and I'm fit, and I'm ... I just don't think my body can handle it for another ... I guess, Pat, my biggest issue right now ... I've got two issues. I have the issue in the future and I have the current issue. The issue in the future is, what's going to happen to my Bootcamps? How can I sustain this? I am the face and everything behind the business. Nobody can do what I'm doing in my mind. So, I don't know where I'm going. I've got this great thing, but I don't know where it's going.

Pat:
Okay. So that's part one, and part two was you feel like you've saturated the market already.

Betsy:
Yeah, and I feel like I've kind of overstayed my welcome, and I have to keep reinventing myself. Gosh, I keep putting out more free content. I watch another person, I don't know if I can say it, but Gary V I watch him, and he really appeals to people who are just building their following, and I'm doing a lot of the things that he's saying like you got to put out 50 pieces of content a day. I started like just putting out recipes.

Pat:
Oh gosh.

Betsy:
I'm getting so much feedback from it, but I'm like is that depleting ... Then is my paying audience not there? So, I'm doing okay but I can kind of ... I'm starting to feel that people are not quite as into it as they were before. So, that's my current issue is, have I put out too much content? Have I overstayed my welcome? I've got this podcast out now. Then, in the future how do I sustain this really special niche that nobody in the gymnastics community is doing? Nobody. Nobody has a body image, fitness, nutrition bootcamp. Everything else is just like technically gymnastics.

Pat:
Right. Okay, so let's start with the immediate sort of saturation issue and how we're feeling about that. You know when you said Gary V I kind of knew where you were going with that because he's a monster when it comes to content, right? You follow his Instagram, and all of his channels, he's coming out with content all the time, and he's grown, and he's becoming massive. When you think he's saturated the market, he grows even more. We tend to follow people like that, especially if we feel like we're saturated ourselves.

Pat:
But, I'll tell you, I was in New York in his offices at VaynerMedia to share a little bit about the SwitchPod with his team, which was pretty cool. I got to meet his team and there were, I think, 20 people all in charge of just like Instagram and Twitter for him. Twenty different people all day long creating stuff for his social media accounts. I started to freak out a little bit. I was like, people need to see that Gary is not just doing this all on his own. He has 20 people helping him do this all day long, and if anybody wanted to try and be like that they're going to burn out. It's not going to work. Gary always says like, "This is me, this is how I do it. You do you," but like we see him and we want to do what he's doing. We feel like we're lesser if we don't.

Pat:
So, you don't have to come out with as much content as he does. Now, my challenge question to you would be, If you were to cut out 50 percent of the content that you produce, the stuff that's like taking all this time, and you were to only keep half of it, what would you keep and how can you still keep it as useful and helpful for everybody?

Betsy:
Well, I put out a lot of great stuff. I put out nutrition tips for gymnasts, and a lot of my stuff is fitness. I really understand gymnastics shaping. I don't know if you've ever watched gymnastics, maybe on the Olympics or-

Pat:
Yeah, yeah.

Betsy:
I don't know if you noticed, but like gymnastics, there's a lot of shape changing. Like when they're swinging on the bars or where they have to go in these really tight positions. I've become kind of a master at creating like really innovative training techniques, and that's really what's on fire. On my Instagram I'll get like 20,000 views and shares. So, a lot of my fitness stuff is like viral in the gymnastics world. I don't, I think that ... That's part of my problem is that everybody can just go and get what they want instead of buying one of my paid programs. I've teased the, ... I used to tease them in the beginning but now I'm giving away all my ideas, and I see people replicating it, and they tag me and they mention me, Hey, I got this from, inspired by Betsy. I don't know if that answers your question. I think a lot of my training and a lot of my, ... I wrote a book, I mean I have a book out there that has, I don't know, I guess I'm talking in circles.

Pat:
No, no, this is all right. This is good. I like that we're having this conversation, because I feel like we often feel we're on this content hamster wheel where we have to keep creating new, and new, and new versus really going deep with what we've already created. I fell into that trap a while back, too, and I started feeling that I was creating a lot of new stuff that was great and helpful and all the stuff that I had created that was great and helpful from the past was just getting buried by all the new stuff versus being able to sort of resurface all that. So what I've done on the website now is I actually stopped publishing, for example, on the blog weekly, and now it's at a point where ... When things come out, it's going to be the best and it's going to be worth your time versus before it was just like, Oh there's another post by Pat. Okay, there we go. Same old usual. But now we're going deeper and bigger with the things that come out when they come out, but we're no longer tied to, and feeling like, we have to come out with stuff all the time.

Pat:
I would question what would happen if you just reduced everything by half? Would your business be affected, or not? Maybe you're just sort of on this treadmill and it's at like 10 speed right now and you're just trying to keep up and what if it was at five? Would that affect your business or not? If you're not getting people into your programs anyway, what's the point of continuing to go full steam on the content?

Betsy:
Well, I am getting people into my programs, but I'm not good at tracking where they're coming from. That's kind of the problem is ...

Pat:
Ah.

Betsy:
... that I'm just kind of posting everywhere. I don't do a lot of Facebook advertising, but I do a little Facebook paid advertising, a little Insta ... kind of like boost a post here and there. I'm not keeping track of where I ... it's just coming.

Pat:
See, there we go. How do we know what's working and what's not?

Betsy:
Yeah.

Pat:
I'm wondering if there would be a way for you to, when you have people enroll in your program, just to make it simple, because we could connect tools, and analytics, and things that would just allow you to see reports every morning and it's like, that's complicated. What could we do that could simplify just where are people coming from and why are they buying? I guarantee you that most people are not going to go, "Oh, it was that one Instagram post that made me purchase." It was the sort of experience that people have had learning from you and your expertise across all these different platforms in whole.

Betsy:
That's where I ask myself, ... I think to myself, well that's because I'm posting all the time and they're seeing that I'm working with Laurie Hernandez who's an Olympian. I'm wondering if it's because I'm doing all this constant content that I'm always there, and I'm not going anywhere. But I think what you're getting at is that the quantity is overruling the quality right now almost, like less is more. I think I did too much.

Pat:
You're exactly right. You're exactly right. The reason I'm saying this is because this ties into what we were going to talk about next, because I've seen it before. The overwhelming amount of content that we feel we need to create burns people out.

Betsy:
Yes.

Pat:
I've seen a lot of my friends go down the same rabbit hole and overextend themselves and go to the hospital because of it.

Betsy:
Oh God. Please don't let that happen to me, Pat.

Pat:
No I don't. I'm saying that because I knew that would resonate with you because you definitely don't want that to happen.

Betsy:
Right.

Pat:
When it comes to in terms of longevity, like we need to start putting into practice now the things that are going to make you happy, the things that are going to make you feel energized so that you can do this for longer. The other thing to go into the next topic is, what if something, and I'm not saying this is ... Somebody came up to me the other day and was like, Pat, what happens if you get hit by a bus tomorrow? What happens to your business? What happens to your family? For the longest time it was, "They'd be screwed because I am my business." This is why you've seen a little bit of a change in SPI recently. It's because now the business is being run in a way where even if I were to get hit by a bus tomorrow it would still continue to function, and grow. This is the team coming on board. I've seen... For teaching on my business and podcasting it's a little bit different then your specialty, which is like, literally you're the only person in the world who could do this.

Pat:
But then I think of people who have specialties, like Dave Ramsey or Tony Robbins. Tony Robbins is like the only person who could do it in the Tony Robbins way, but I also know he has coaches under him who can teach the Tony Robins way to other people, too, that he sort of trusted and to help sort of become more arms in his brand that could help extend the sort of message. Dave Ramsey, too, he has Christy Wright, and many other people, who are running their own parts of the business, but it's all under the Dave Ramsey brand in the way that Dave Ramsey wants it. It might be interesting to start to think about how you might be able to bring in a person to start. It doesn't have to be like you need a team of 20 people.

Betsy:
I have one.

Pat:
You do?

Betsy:
Yes.

Pat:
Like an apprentice or some something like that?

Betsy:
Yes. Yes. She's been with me for the last year and it's really helped. She primarily works with my mom groups, though, because she wasn't a gymnast and she doesn't know gymnastics, but I'm teaching her, and I love her, and she ... I'm grooming her to be me, basically, but I also worry that because she's got her own business ... I don't want to take away from that, and I can't really pay her everything I want to pay her right now until I ... Do you know what I'm saying?

Pat:
Yeah.

Betsy:
So, it's kind of like I'm in that weird spot. But then, my longterm goal is to have people running Betsy Bootcamp without me being there. I want it to be franchised almost. I'm having a hard time figuring out how to do that. I don't know who I can trust. I have people contact me all the time. "Betsy, I love what you do. I want to, ..." I'm like, You have no idea how hard it was for me to get here. I was poor. I had to ...

Pat:
Right, right.

Betsy:
... write these books, and I had to live in my parents' house.

Pat:
Right. You can't just say like, "Okay, you are going to be like me. You can be like me. It's going to take some time." You could do a couple things. You could do, number one, just a very hand selected, you kind of have people in the back of your mind, people perhaps that you've trained before, people who you've known in the industry who are looking for a new part of their life who you could help serve, and they would serve you back by becoming sort of this apprentice of yours, and just you work with that one person and it's going to be like, I don't know how this is going to be but we're going to figure it out together, and then it starts to turn into something.

Pat:
You could do that, or you could define exactly what you're looking for and you could almost do like an application process for it, a rigorous sort of like long filtration process to find a person, or a couple people, who are then going to be your sort of team. Then, that becomes an event, that becomes like a recognized thing that's happening in the industry. It makes a noise in the industry. Then, these two people who get selected almost like a, I don't want to say reality show, but it's just like because it's real life, and this is like the next era of Betsy, and your work, and how you're going to continue to pass it on to more people.

Betsy:
Yes.

Pat:
These two people who get selected they would probably be recognized on day one, after being selected, without having to market themselves. You could bring on more clients. You could bring on more students and have that trust in them that they can be there for you and even run workshops without you there. Then, you run a small one, you run many tests with them, and you see how it goes. If it's terrible, well at least it was controlled in a small experiment, and then you can make it better for the next one. You don't have to go, okay, flip a switch now it's everything that it's going to be in 10 years. Let's start slowly and ramp up to it.

Betsy:
Yes. And I do have one person that's taking on the mom ... I'm having a hard time finding the gymnastics person. I'd say like I have this person, because it's ... I don't know where people's motives are. I don't know if they ... I still want ... This is my camp. I'm in control here, so it's kind of like an ego control thing where I'm like, "You can't just take this idea and run with it." Of course, I can do like what are those called, noncompetes? Things like that, but still I just, I'm having a hard time taking that step.

Pat:
I'm just going to tell you straight out. At some point you're going to have to let go.

Betsy:
I know.

Pat:
At some point you're going to have to, and I think that it's going to be hard. It's the hardest thing to do, especially when your name's on the brand.

Betsy:
Yes. Do I change the name of ... I mean like ...

Pat:
No. No, no, no. I'm thinking of like, gosh I can't remember the name, but there are dance companies, for example, who are owned by these incredible women who teach dance, and they're amazing. I've seen these on TV. When I was in architecture I used to work with one of them. She had a dance studio, and she was like the head honcho boss who hardly ever showed up because she just was the owner and she had all these other people under her doing her work. Really, she established this culture that to uphold her name, and her legacy, and what she created for them. That was the brand, and these people who were working for her understood that culture that they created. I wish I knew the name of the dance group. It can be done.

Pat:
Perhaps looking at other industries to see how they've done it, too, where those big names, maybe even people like Tony Robins who you are more familiar with because you've been a part of that, or other coaches like that and seeing how their names still, even today... It also makes me think of Dale Carnegie and Zig Ziglar, people who are no longer with us. There are still academies that teach their work and people who step up to uphold their legacy. That can be you.

Betsy:
I agree. I agree. I just have to figure out how to do that, and it's going to be a slow process, and it's going to be hard for me. I just, ... You know what, it's the passion that I have, and when I go in there and I motivate those kids, and I love it so much, and I just don't see ... I have never met, or seen, anybody else who can do it like me. So, I've got to be like, "You know what, Betsy, not everybody is you." Some person you hire may take on a totally different view than you do ...

Pat:
Right.

Betsy:
... of how to coach people. I know, I got to let that go, but it's just the first steps. By you telling me that it can happen and I have to do it, that's pushing me. I need someone to push me to do it, because it's just me. I don't have anybody to talk to about this.

Pat:
Right, right. Totally. It's going to take a bold action up front to start this process. It's going to be selecting somebody, having them sort of do a trial period with you, two months straight to come in with you and learn from you, and then they get to try it on their own a couple of times, and then you see what happens, knowing that you have every right to say, "Sorry, you're not it."

Pat:
The other side of this is you might find somebody who just like blows you away and even surprises you, and adds more value then you could have ever thought. I think that if you at least establish what is it that you bring that everybody else has to bring too, not necessarily the skills, but the culture, and the name. What does Betsy mean to the gymnasts who work under you—that has to be and remain true no matter if it's you teaching or somebody else?

Betsy:
Great point. Yeah, I love that.

Pat:
So, maybe it starts there with defining that and then potentially just asking around. You don't necessarily need to make this a public thing right now, and you likely have maybe candidates in mind that you could go to and just be like, "Hey, this is what I'm thinking of doing. If you're in awesome. It's going to be hard. I'm going to be a drill sergeant with you, but we're going to make this something that you can help take on with me and into the future even after I'm gone." But, it's so important because this, what you've created should live on forever, ...

Betsy:
I know.

Pat:
... but it has to start with you letting go.

Betsy:
Okay. Thank you Pat. Just to clarify, I need to stop posting so much content? I've got to stop posting all my good stuff because people are stealing it, which is fine. I like that people are using it. I don't mean to sound negative in that way.

Pat:
Your name's getting out there.

Betsy:
I love that, and I love that I'm helping people. That's my whole mission is adding value in helping people, but I think I'm doing a little too much, and I think it's going to be okay if I hold back a little.

Pat:
Get comfortable with it. If you're overextended, just pull back until you're comfortable. I guarantee that it's not going to be as detrimental as perhaps we're making it out to be to reduce that quantity. You can always call some audibles along the way. You're going to find some new opportunities, and you're going to see that you're going to have to adjust along the way. As long as you know where you want to go, and it was just very clear coming into this you knew exactly what you wanted out of it, which is a good sign, because a lot of people I talk to here on AskPat they kind of don't even know what they want. So, that's a good sign.

Betsy:
I have one question for you.

Pat:
Yeah?

Betsy:
My podcast. I think it could be really big. I think I could really, ... Because, like you always say, the riches are in the niches, right? So, like I have a really specific niche and I just don't know how ... I'm spending a lot of time on this thing, like three hours editing. I have someone editing, helping me, but I have to listen to it, and then they edit it, and then I listen to it again. So, I'm spending a lot of time on this. Do you think that's wise?

Pat:
I think it's wise to spend time on it if you feel it can still help you. Also, if you're having a lot of fun with it. I think that maybe listening to it a second time would be something you could let go of to see if it breaks if you don't do that, just to kind of remove yourself from the process a little bit more and trust the process a little bit more. I would say that in terms of like what it could do for you, you could definitely, ... You're niched in, which is great, and you can now expand horizontally now, if you'd like, into different coaches, and to different kinds of people, and to different industries. Also remember that the podcast is a great opportunity to meet new people and build new relationships, as well. So, there's a ton of benefits with that. Just keep checking in with yourself every few months and go, "Is this going the way I want it to? Am I having fun with it? Am I still spending too much time producing it and it doesn't feel worth the effort? Well, where can I remove myself from the process a little bit more?" I'm glad you have somebody editing it now because it sounds like it's about time to stop doing that if you've been doing that.

Betsy:
Yes, I do.

Pat:
Good. Cool, Betsy. One more time, where can people go to learn more about you?

Betsy:
Well, they can find out about me at www.betsymcnally.com. My Instagram is Betsy_McNally_Laouar, and my Facebook is Betsy McNally Laouar Fitness Pro or Betsy McNally Laouar Gymnastics Nutrition and Fitness Specialist. Just Google my name. Oh, and also, I have two bestselling books. I just have to give a plug for GymnaChef, which is a cookbook for athletes. It's mostly for gymnasts. My husband's a French chef so he likes to cook with like butter and make croissants and all that crazy stuff, and it's ironic because I am a nutritionist who pushes clean food. So, we merged together and wrote this book that has like Chicken Cordon Bleu, but it's made with coconut oil, ...

Pat:
Nice.

Betsy:
... and whole grains, and stuff like. So check out GymnaChef. It's got 40 recipes, healthy, clean recipes with a mix of French and a gymnastics nutritionist's point of view, as well, and tons of information on super foods and things like that. I also wrote a book called Binges & Balance Beams on Amazon, which is a bestseller, and it's about me overcoming an eating disorder. That's really the base of why I want to help educate gymnasts on nutrition, because it was all rooted in a coach telling me I was overweight. So, if I can help kids just love themselves, love their body, and eat right, this would be a perfect world.

Pat:
That book has 49 reviews on Amazon. You can check out both of those books on Amazon. We'll have links in the show notes for everybody. Betsy, thank you so much. Keep crushing it and you got to let go to grow.

Betsy:
Thanks, man. I appreciate it. You're the best.

Pat:
You're the best, too. Take care. Bye.

Betsy:
Bye.

Pat:
I hope you enjoyed that conversation with Betsy McNally. You can, again, find her at betsymcnally.com. Listen to her podcast Tumbling Along With Betsy . She's got books, she's got all kinds of things. We'll put them in the show notes for you on AskPat.com. Speaking of AskPat.com ... Thank you, Betsy, by the way, you're amazing. Keep up the great work. I'm just so inspired by you.

Pat:
On AskPat.com you can apply to potentially get coached just like Betsy did today on the show. If that's something of interest to you, go ahead and go to AskPat.com. You can fill out the application there, and I may reach back out to you in the future, and it may be in the near future. It may be much down the road. Either way, it's not going to happen unless you try it. So, go there, AskPat.com.

Pat:
Finally, before you leave, if you have an opportunity to leave a quick review, an honest one, on Apple Podcast, that would be incredibly helpful. Even if you listen on another platform, and if you have access to Apple Podcasts that would just be really, really helpful. So, thank you so much. I appreciate you. Hit subscribe if you haven't already. We have some amazing content coming your way, and I can't wait to chat with you again next week. So, keep rocking it. Team Flynn, you're amazing. As always, #Team Flynn for the win. Peace.