#011 – Selling yourself & knowing your value/

0:00
11 Yeah, the daily talk show. I say, I told you, you take the market. And yeah, we just had an old about where Josh, you change the height of the desk which affected me because he said, you're going to sit up the whole episode. standing

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desk. standing desk aren't designed to be used with two people. You know what? I'm doing that thing. And you say, well, it's only been 12 literally. Oh, what, 13 hours ago? We're recording. Yeah, it's a new day. And the weather's changed not to make it about the weather. You know

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what? When I was doing radio the amount of times especially about the weather, and the way this set your 15 exclusive nothing to talk about. So you talk about the weather reliable. I saw

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reliable guys, I was listening to a podcast with the guy who does the Art of Charm podcast or some shit, man. Fucking why anchor massive one life Hebrew Academy? Yeah, he was. He was in a podcast with Kevin Rose really, like knows this founder digg.com dig ti JJ. And

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this Art of Charm guy. I thought, Okay, this is he's not like a pickup artist. He's just about like, how to connect with people. I'm like, this is just some nerd who is trying to sell to other nerds had like, speak to people where it's like, I dressed up in a kangaroos costume.

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And I lingering

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and I just, I think it's so gross. Well, it's almost back to what you we talked about 12 hours ago, where you're saying people love like a roadmap. You

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have to love instructions of how to do something. And people

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love a story as well. Right? They love it. Like this guy went from not being able to speak to anyone to being able to speak to anyone at a BA in three weeks. Yeah. Anyway,

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when it comes to picking up. It's like he can't if you're thinking about it. And sure it works for some people. We actually see key about using these techniques and you're trying to pick up you know, you're putting it in practice in the field. Yeah.

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Oh, it's so gross. You know, the the grossest book Eric and I own the game now. Well, I didn't have the game and I'll pick it up. It's the this book here. Max Tucker holes finished. First, I'll just throw to a random page and read one sentence. Let's say how and say can we what the book is a battle. It's just all about, like a you know, this fucking stories of wildly entertaining

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depravity and sexual to butchery from the debauchery See, I'm fucking Shaka. When I have to read out loud. Here we go. He's trying to impress us with all this off when it gets boring guy, but just just go for a short paragraph

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in the movies. This sort of thing happens overnight. But in real life. It's slow and developing TV shows. Maybe it fucking that was this a really bad idea? That was a terrible idea. Yeah,

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you continue with your ID

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or a pillow gets this the word pussy not page. Okay. Just like

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silly girls. I started with a round of brutal hammers vodka and Red Bull then we shot for the shot with them picking awful things like but you things in the way the bravely it's fucking gross. It's. Yeah, it's just like, anyway, hang

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on. You're the guy that owns at why the fuck do you own that bad? I don't know. Because

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I liked the title. But now reading. It's like there's not much sort of substance to it. It's also the marketing and stuff was actually

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what Tucker max does. Well, US market himself. Yeah,

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he Ryan Holliday who did the obstacle is the way Yeah, all about stoicism. And

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we talked about selling yourself on this podcast.

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Not through it.

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Because I'm sure

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I'm sure that selling myself

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but in saying that you have good friends, good relationships. And don't you think that that's what I'm probably good at the the relationship building which in turn helps my business? Yeah, you know, a career so I'm good at that good at networking. But I feel like I'm sheet when it comes to talking about myself. And what I do. Yeah. So you know, it's like, you have an elevator pitch of someone who just can reel off I have a business that connects with, you know, like, and to me ordinance. Is that gross? But then I think it's about synthesizing what you do. I think I'm okay. at selling myself. Yeah,

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you're quite, you're quite good. But it's more for me the internal because I could probably sell yourself to me, but I do the key to selling yourself is you need to know who your fucking audience

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because they're not right. Then I was like, What invite? Who am I speaking? Yeah. And what do I want to

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because I'm trying to say, selling yourself to

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your friends, family member versus a business thing. Like some people try and sell themselves on a business level, or try and show some sort of elite status in all that, like, that's what grows it. What I find grocers. When you meet someone in a social environment, and they're wanting to sort of throw their business shoot at you. Okay, so they haven't read the situation. So maybe, maybe there's a confusion for me, when I think about selling myself, I see everybody on LinkedIn. And I see people on Facebook selling, you know, courses, 10 x in their business. And maybe it could be I feel like, I don't have the shell in me like they do. But I don't even appreciate the cell that they have. Yeah, well, that's it. Like, you don't want to be the whiteboard guy now. And that's, I think, the Yeah, this it's trying to work out. I mean, it's that whole thing where it's like, if you go to the US people a little bit more, you know,

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they appreciate that more like if you. Um,

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self deprecation is a big thing in Australia. And it's something that we respect

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from the few experiences I've had with working with us businesses, and just sort of the cliche of what people say, you don't really do that in the States because they

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saya my mate cyan who helped was a co founder of invite, Oh, she talks about

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dealing with venture capitalists and stuff and how

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they, she didn't take yourself seriously or whatever. And basically, the venture capitalists took our word for it in the sense of like, if you position yourself in that way, they can be like, I Yeah, well, this person's just

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have a billion dollars,

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I guess when you're in a city situation like that, where you having to pitch you it is the time to talk about how good what you have is in your idea is, well, I think that that's the difference selling and

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how do you do it outside of that. So because selling yourself isn't about selling yourself, it's selling how you can help that person. Yeah, so and you and I have spoken about this a lot. It's about that value piece. It's like, if you position everything of like, this is how I can bring value to you, it becomes a lot easier versus selling yourself in that common thing of how people think about it. I think it is very appealing to the listener. Where is like doing, actually selling yourself? Well, is being a good human listening, working out how you can actually provide value versus saying, This is what I do when you need what I can do, which I think a lot of people when they're trying to sell themselves. It's tall poppy syndrome in Australia. Yeah,

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it is that the opposite of America. Yeah.

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Where people are championing themselves. Yeah,

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and the end other successes, and then Australia because we've talked about people wanting you to win. Yeah, and it's a few and far between the people who really want you to succeed. And I don't mean that people are evil, there will be some back they're not going I hope Josh had doesn't have any success. And he's like, there's no ball. Now, people see people see other people's successes, their own failure. And that's the biggest issue in this pace. It's the amount of the older I get, like,

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the more you realize how much this world is just everyone projecting, whether that's positivity, or negativity, like we are all just projecting how we're feeling. And it very rarely has anything to do with the person that would apply that projection too, right? Like you think about

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road rage or getting annoyed at someone in a car. If I get annoyed at someone. It's normally because I'm having an annoying day versus that person being an idiot. Because I think about my guy. You know what, there's, there's people who have done worse on the road. And if I'm having a good day, I'll just like let them cut me off. Yeah, totally. That you see the angry dude just yelling at someone. I watched the guy like tile guy to cyclist for miles. And he was just getting so angry at this dude, it's not about cyclist. Cut him off. Now.

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There's something going on in each? Yes. Not sorting out. Yeah,

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I mean, that self awareness is, is a hard piece, right? trying to work out without trying to overthink things. Because if you could get to a point where am I projecting right now? Am I doing this? Am I doing that? I think having some core values make sense, which is giving people the benefit of the doubt. I think that's a massive one. Right? Because I think it's so easy that when people fuck up, we say that, you know, they're doing this for some sort of malicious reason or something like that were like, it's probably they're just anxious. You're good at looking into the story behind what's what's going on what's actually happening. Yeah,

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and

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sometimes it serves you sometimes it definitely doesn't serve you. Yeah, well, I think the it's the, you know, Seth Godin talks about dropping the narrative. And it's that idea that for these generations, we've used storytelling as a way to remember things and to pass on bits of wisdom to great way from a memory point of view, and it can work against you where it's like, if you tell this negative story about something that's happened in your life,

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unfortunately, it's going to stick together. Yeah. So dropping the narrative is about like saying, and I think it's even harder for creators, because with fucking creative,

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so we have that built in, right? Well, it for me, story is telling stories is what we do all day. So it's very easy, I guess, just to do that, in our head

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mentioning that accidental creative, he said something really interesting winker. No, no, no,

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he's not mince my words, because you can add someone who actually, why

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do they listen to a four seconds of a podcast? It's

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called seven away. Yeah, but you've applied that that's not what's happened. Anyway, the bet, let's clarify who was the winner? The winner is the Art of Charm. OK, so the Art of Charm. And the accidental creative has nothing to do with nothing other than that, they're both being mentioned on this podcast. I mentioned the accidental creative as a good podcast yesterday. I that was one of my recommendations. But he was talking about

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when we're stuck with a creative idea. I would imagine that Yeah, how do you have I already spoken about Oh,

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you should yesterday? No, that was the the time Yeah, you were explaining time, with stuffs coming really easy. And then it's not like that. Maybe that's not this year?

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I don't know. When do you feel like what do you do when you're stuck creatively?

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it's

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cliche, but it's like, just do something. Yeah. Like, stick at it and defining what it is. Maybe it's an edit, right? It could be taking some time off from that project. Yeah, because you putting pieces together like ideas are coming together over time. It's just compounding. Like you do one version, you go away. And for some reason, your heads putting it together. When you're not even thinking about it. We come back and you get fresh eyes. And he's saying stuff he didn't. So for me, it's like taking a break. You know, it? Definitely, definitely. That's my number one to take a break for a moment. Well, the funny thing is, he talks about

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when we're stuck. We feel like we need momentum. And the best way to get momentum is we work on something else. Yeah, he said that that's like, think about like, the, the negative side of that too, which is like, that's where procrastination and shit goes in. Because we need to when we feel stuck, we want to get unstuck. And the way that we do it is by doing other easier things. So for you, it might be I've got this client thing, but it's actually easier for me right now to be doing YouTube, this YouTube video. Yeah. So you'll you'll do that. So he was talking about having a

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the anti to do list? What are the what's the right down the shit that you're not gonna do this week? And then do that? No, and don't fucking do that. So I think that we've got these crutches or these things that we fall back on, which are

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easy for us to get like, these feel like we're getting these quick wins and building momentum. I think email is one of them. Like, I can spend ages in email and right back and feel like I'm saying go back a bit. So what how would you get something on to the anti to do list like? Well, I think it's what's the kind of checklist to get it on? I think the checklist, you know, and this would be Mesa theorizing versus anything that he said, Yeah, you didn't really go into it. But it would be saying what, what's, what's the easy thing? What's the easy thing that it's almost taking the theory of ate the frog or which is doing the hard stuff first.

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And so it's saying, Okay, well, what are what are the what are the tasks that I need to do

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at some point in the next month, that is going to be enjoyable, and taking that off the like, taking that off something that you could do today

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and taking doing the hard thing and doing the hard thing. So eating the front is, you know, do taking on the task that you really don't want to fucking do it. Because if you think about once you get busy, you have a huge list of things that you need to do. We could spend hours cherry picking all the ones that you want to do, and at the end of the day, have the things that we actually needed to do not done. And we could say that we had a productive day. And that I was talking on LinkedIn to a few people like will commenting back and forth.

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And one of the biggest things that I learned was non negotiable. And this could be another way of doing the anti to do list, which the non negotiable is elevating certain items in your to do list and saying everything else can file you can have a shit day thing, you know, you can be having all the things going wrong. But if you do the non negotiable, you can then walk away from the end of the day inside. I feel great was it think about how many times you've had something that you need to be that needs to be done, but you prioritize some other things because you'd like are, these are easy, and you think that that's going to get an in the moment it feels like you're giving having progress. And at the end of the day, you still feel a bit anxious. And you're like, I hang on. I haven't actually done anything. Yeah,

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I mean, yeah, least you can

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do. So we talked about your list the other day. So you're, you've got your proposal Doc, Google Doc, what I need to do for the day index at all. And then I put it into calendar, yeah,

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but then some days, it's like, I just know that I've got to do this shit. And so I've got a sink six hours doing this one project. Yeah, so don't even go there. I just do that. But you go through times of actually being able to deal with a list and talent and times where you just don't have the headspace to deal with all of that shit. Well, I think that that's part of the thing. So it's having a system in place, because

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half the time it's fine not to have a system and you can work without a system. But the system is in place for when heads a bit fact and you're really struggling. But then it's back to the thing about

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needing a roadmap or instructions of how to set a win. And these are all the listing how someone telling you what they do, yeah,

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he's only them telling you what works for them. And it might not work for you, right? It's the equivalent i i think that having a system being able to structure you know, like, you've worked with young editors and stuff, and there'll be messy is fact and they're like, Oh, this is just how I work creatively when the reality is that, you know, that's not you being creative, that's actually going to get in the way that works for your like, two minute little video you're making, but you not having any system in regards to how you're naming things or file structures or folders, that's going to come to a halt when you're working on a feature film. And that's a short term game type of thing. But I think systems are very important. I think that the what can sometimes happen, it's like the whole you know, schizophrenia paradox type thing where it's like they when someone has schizophrenia, they'll take medication and they start feeling better and they're like, Okay, great, I'm better now and they'll go off the fucking medication and then they go nuts again. And so that it's the same sort of thing where it's like

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the systems when we may be not busy or we don't like it's easy to prioritize at the moment because we're working on one project it's great it's actually I don't need the systems that I've found I've been able to prioritize myself I can do it when the thing is that we've just were playing in a safe you know, it's like going into a beach where there's no rips and it's beautiful and easy easy water I can swim and so I and then going in there every day not preparing for the day that there's a fucking rip and you drown you know get a rip just

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swim yeah

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I did nearly drowned the once Can you swim though? Yeah.

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How competent I

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I'm not real sort of deep ocean swim When did you start swimming young

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as above yeah

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yeah yeah I'm definitely like I'm not one of the those like the people who just like have a fear of swimming or whatever No, I think I was I kept freestyle and shit

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had you nearly drowned

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Gold Coast 2006

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was that story about you the guy that went into the water and was really nice every day and then one day they die

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they know I did what I didn't see is there was a sign that said to like not to go any further up past your chest or whatever and I did and then all of a sudden the

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I couldn't feel the bottom of the water which was fine because I can swim but where the rip had taken me to where I ended landed was right where all the waves were crashing so ended up getting like every few seconds smashed by a wave and I was waving like putting my hand out like trying to get help apparently someone to like after I got saved it took two lifeguards, try and save me. The first one lost their board whether by the waves I got all blue, I would have been 1617 and because we were body boarding because the next I want me to go surfing and so I was like, I I think I just got confidence that beginner's mindset again that we spoke about yesterday it's like being too cocky in that sort of set like you need a little bit of fear right? If you start going like yeah, if I can go on that wave I that'd be fine But to answer your question about rips you just fucking go with it you let it take you out and then you can go out to the side swim diagnose diagnose yeah but then if there's ways and you can serve them it's totally yeah there's a million variables to every city yeah

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oh I thought I was gonna die diagonally in a rip that's what I remember my old man telling me yeah

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but it's just these don't even to be honest when you remember if you don't can't even fucking identify that you're in a rip like

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when you read a lot of the time you can feel it and you just getting pushed you're getting dragged pretty quickly

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yeah and I know he made about not realizing because one second you can be in a position next minute you like what am I doing in sometimes and that constantly happens with you know, tourists and stuff though you end up like it why out and you don't even realize and then you like to do you realize how far it went. All right

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is some Kooks at Bondi Beach? Yeah, just whole idea to me in jeans for no tourists coming over there just and a lot of them might not have swum ever before and so the waiting the water it's it's so dangerous on my mates bond I rescue dude is he on the show he's on the show oh great yeah I mean I'm I met him in what in bondo is leaving today and we used to come into the cafe top and so he he was just telling me that they get summit sheet and me, but you've made a bundle of it. Yeah. Have you been quoting a written bondo vase, or anything?

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I've gone in the water in bond I actually have. That's one thing that after all that happening, I don't go in. I don't go in the ocean as much. I would like one of my friends. Sara Lee is an amazing surf photographer. She she's from Hawaii spends a lot of time in California. And I've always thought one day when I catch up with her. It'd be great for brain I'd go out with her and go surfing.

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They get taken with the rich like they sitting just at the base of wise. Yeah,

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that's crazy. She does like all the deep water like swimming with dolphins crazy shit. Um,

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and how do you end up there? I mean, obviously you're for photographer. Yeah, well, she doesn't like into the water as well. Yeah,

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exactly. Well, it's like it's an interesting it's essentially being she reminds me a lot of me in the sense of like, you know, she's a creative and also thing and she's found this sort of other niche. It's the exact same way that people can do music stuff, right? They love music, and they have, like, geek out on video or photos and they end up you know, filming and taking photos for bands what

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this is just back to what we're talking about what gives me by in business is working with companies that are making a shit ton of money yeah, but have nice working it out. Yeah, like they still you know, they started their business I hadn't worked out their brand and what it meant and what its values were what it stood for. And they are making hundreds of millions adult

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yeah I think what we can take from that as well is that

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if you focus on some of the right things like the end of the day you can have an Instagram account you can have all that stuff but that's not what what's going to bring in the money I think that brand can sometimes

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confuse things for people because they they can build a shell of a business they can build they can have a really nice logo they can have the you know Instagram aesthetic on point they can all that sort of shit

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but at the end of the day it comes down to what value are you bringing and showing that value so people will pay money to receive it

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let's talk about creating you getting paid for creative because it's one of those things it's like what's it made up of a creative it's trust someone who thinks you can do something yeah and they'll reward you for money is time it's like it hasn't even it's not tangible half of the creative yeah things way too I mean other than putting processes at the start to you know do some pre work to get them understanding the what we're going to execute yeah but there's still time there's nothing tangible there

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well i think that it reminds me of a story that my mate nice on told me says it's a Persian story but he says every fucking stories a Persian story but it's a little bit of elegant Yeah exactly. But a man was having issues with ease tractor he couldn't couldn't get a started he contact you know, tries everything with the engine gets a guy to come in. The guy looks around, looks at the engine gets a hammer from your toolkit and hits the engine, right? And all of a sudden the engine starts and the guy quotes and says, okay, that will be $400 and the guy goes Are you kidding me $400 you literally just hit hip I watched you just hit the engine with a hammer. He said. So what you know, you're not paying for me to do that you're paying for the years of experience of me knowing exactly where to hit the engine. I think that that sums up the creative field really well which is like look, there are like cameras a cheap you can like for what a client will pay us to do a video they could buy all the gear that they wanted. Yeah, that's reality of it. Like, you know what, your cameras what, four and a half, five grand and a few accessories seven grand people would spend 10 grand on a video with you. They could easily buy all the gear and do it themselves. But the thing is, they're not buying the what they after isn't the gear what they were after is the storytelling it's being able to identify what are the elements of the story that we need to tell and to put your filter on it. And that's it where I think some people get lost and they say oh, fact like with everything getting so cheap and just to get a young person it's like yeah, that that's great. But then they might be able to that might be able to do these things really well but can they contextualize it and that's what we do we can take we can take our craft and we can apply it to the context of that business and what that means is who is the audience and tapping into what does the audience care about and how are they going to be making their buying decisions and it's the psychology of it so there's that all those elements it's an it's a hybrid being it a gun for hire, just being a glorified rental service of equipment where you come along with the gear and you film isn't where it's at right it's um you know you don't like yeah maybe being in Avi service makes sense for some people but

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I think creatives of packaging some magic and then selling that

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creates do a shit job of articulating Yes, we do. I do. Like, I think that even even with the experience I've had, and being able to articulate myself, in general, being able to create articulate it.

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So it speaks to the different types of clients you have is hard. But I think that the awesome thing is, over the last two years, I've had I've seen pain points I've seen where projects haven't worked as well as they could have with clients. And that is actually what's informing where all of this is going and me being like, okay, you can be critical about your process, and how you do things and listen, and you see patterns, you're like, Whoa, hang on, all of these clients are saying this or that, then we can adapt and we can have have a system so that to make that whole process easier.

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What do you think about young guns? You said that earlier, coming into the industry, not knowing they're worth having a skill and then under charging for it, which means that driving prices down, for instance, my wife worked for a big ad agency. Yeah. And she said that the owner said that

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I didn't like big agency prices are coming down. Yeah, and boutique prices are coming up. So they're made in the middle. So prices is shrinking in terms of what people are willing to pay for creative work

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many things, technology amount of people doing it. That's like the barrier to entry. So low now,

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but I guess this is the thing worth is based on how much I need to do the thing that you want done.

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So with that in mind, if that person is happy with making what they're making for the thing they're doing, and they getting paid what they were

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and and that's what people don't fucking get with, like being an employee. They say, I want more money

30:11
from my employer. And I've said a few times to friends. I'm like, okay, and they given to you. And like, now, they're not giving it to me. I said, Okay, so you're going to leave? And then they said, No. I said, Well, they're paying you the perfect amount. Because if, if they're paying you enough to stay there running a business there, Trent, the transaction is they're going to give you just enough money to say, We want you to work exclusively for us. And that's where I think people like, get it wrong. Sometimes they're like, Oh, I want more money, and all that sort of thing. But if it's a it's the other thing too, is, it's like, depending on the type of business, the business, a lot of the agencies and stuff, we're good there an insurance policy, what they're saying is,

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Tommy, you are worth $150 an hour, however, we're going to do a deal. This is what what a salary is, right? We're gonna do, you would do, we're gonna give you $45 an hour plus tax, you're going to work with us, and we're gonna we're going to guarantee you this annual salary, what we can also do is we're going to give you an office space, we can potentially give you some career growth. And then do I get a cake on my birthday? You do get it? No, because we're cutting costs. So we only do one a month where if you're, you know, it's September birthdays, you'll have to have your cake with Josh. But we really like Josh. So it's a good month to be there, right? Okay, I can do it. And in return, we're going to charge us at $150 an hour, we're going to take the difference. And so they're taking risk, the risk that they're taking is that they're going to have a quiet December and you're still going to have a job. I think that that's where some people

32:10
miss the whole fucking point. Because they see this entrepreneur in freelance, all this sort of thing, they see it as an opportunity. But what they and they, they mix them up, they go, they sell this hustle and all that sort of thing. And then they try and apply it to this thing that they're trying to do an extreme version of what I'm saying is why I said to the other day

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was it's

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a salary, what was it? a salary is a a dream? Yeah, what was it? Oh, yeah, but I'm trying to think of the word is a salary is a bribe for you to like, disregard your dreams to give it Why not chase your dreams. And I think that that's probably a bit over seated. Yeah, I see the point of it. That person had just gone freelance.

33:02
Currently, there are exactly few interviews for a new job, sec. It's easy to say that. Yeah, I

33:08
mean, I didn't like so this podcast, the daily talk show. I don't think we even said at the beginning, maybe we did. But I said, Okay, good. But I think maybe not. I don't, I'm curious as to say where this will go. I think

33:24
the last this episode and last episode has been very sort of industry creative. focused, we have a lot of these conversations daily. Yeah, multiple times a day. I wonder how much steam is in there in regards to like you, I feel like we can be quite we we hone in on things and be quite repetitive, and all that sort of stuff. So I guess this is just a slightly different format it email lists. Hi, at the daily talk. show.com. If you have any feedback, or thoughts, do you like like, Do you want more of this creative shape? Or should we go yeah, we've even been talking about going more outwards focus where we take some shift that's happening in the news like the fucking strive at you texted me about your hover, and the heat map stuff. Yeah,

34:10
what's the deal with that, so that the exercise apps travel that logs your, I guess, tracks your fitness. So if you go on a ride, it will show you where you've gone for that ride the heart, right. And so a heat map is a is a way of showing activity within a space so you can see if it's super bright, you know, there are a lot of people are doing activities on debate, shit, loads of people running Exactly.

34:33
But where it all was a bit of a problem is all of these a lot of these Google Maps type things, they're they're very good with being in the pockets of the government agencies in the military and stuff like that to be sort of censoring certain areas. Strive I didn't do that. So you can basically see based on military personnel, where they do all their training

34:55
that was saying wasn't ideal. So yeah, that was that was interesting. But yeah, we're trying to figure get this out. This is Episode 11. It's Tuesday. The beauty of this is crafting it is we go Yeah,

35:06
and I think that's what you don't have that luxury. When you have a radio show your front up to every day and, you know, shares shareholders

35:18
discussing the funny thing is iterative type of thing is actually culturally feels like it's a great Australian fit, right? Because if you think about it, the US they they want to, and in fact, if you think we're wrong, let me know, maybe I'm completely over generalizing. But if they're sort of pump, if they love pumping things up, and making noise, the and I like doing that too. But this is very much the opposite. This is like we have figuring it out. This is a cadence, it's a it's, it's, it's about sort of consistency and writing and getting better and better and better.

35:58
That's what we do that I mean, just it's been good. It's good to have a platform. If you start a podcast, Josh is making a video on his YouTube channel about how to start a podcast. Yeah,

36:07
come on the 20th episode. You're gonna release? Yes.

36:11
A video. I'll release mine. We're not. I'm nine away. So I've made a video to sort of start. So what's that going to be? Sure. Yeah, and yeah, Episode 11. We're done. Thanks, guys. actually do some work. It's 10:30am in the morning and we'll catch you tomorrow. The Daily talk show. Follow us subscribe to all that. Yeah. Tommy's on youtube. youtube.com. forward slash Tommy jackets. Same for Josh. Josh Johnson. Great.

36:36
Have a good one. Bye. Bye. Well, that was me. Wait, good. Have a good one. Goodbye.

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