0:00

Hey, 11 a.m. What’s going on, everybody? Good to see everybody.

0:04

Morning, Syd.

0:06

Hey, Vanessa. I’m a little amped up.

0:09

I’m getting excited after, you know, really getting a chance to pitch this thing all last week.

0:15

Obviously, we launched it, and I did a call with Steve Branch yesterday.

0:21

I’m really, as far as the small business advantage, and I’m really getting excited about it.

0:29

I want to share that with any and all of you, as far as the direction and the way to pitch it.

0:39

But I want to talk about a couple of things.

0:41

First, we’re going to let everybody jump in.

0:42

I see people still coming in.

0:44

I don’t want to have to repeat myself.

0:47

But how are you doing, Vanessa?

0:49

I’m on the mend.

0:50

I had a real nasty cold, but I think I’m getting better.

0:56

Oh, yeah. You said last night you had to take some stuff.

0:58

What do you take, Amucinex?

0:59

Oh, I’m taking everything—extra strength, DayQuil, NyQuil, Zyrtec, Mucinex.

1:06

If I’m real sick, I’ll buy that Mucinex, but when I see the price, I’m thinking, am I that sick? I don’t know.

1:11

Oh, full disclosure, I buy the Walgreens brand, and it does just fine.

1:17

It always works. But when you’re sick, you’re like, you know, that’s the last time you want to buy Diet Coke.

1:23

You know what I mean? You want to get the real full strength, right?

1:26

Yeah, like why am I going to take regular strength when I can take 5x max ultimate strength?

1:33

There’s so much marketing and branding on those boxes. I’m a sucker.

1:37

I am—like you put it by a register, I’m probably gonna buy it. Like I know all the tricks. Buy ten of them, right?

1:47

Yes. Stockpile. 50% off means buy two. It’s funny, that’s kind of a little bit of what I’m going to talk about today. So, you know, my promise to all of you—and I’ve mentioned this on this call, and I’ve mentioned this in the past, right—is, you know, my job is to leave each and every one of you a little bit better than I found you, right.

2:16

And I talked a little bit about investing in the earlier calls.

2:23

And by the way, I invested $6,000 two Fridays ago.

2:26

It’s over $100,000 today.

2:28

Great little position, nice six-figure week.

2:34

But I know that I didn’t feel that a lot of you were really interested in investing, right?

2:41

So I’m just going to kind of tell you how it is, right?

2:44

And I know most of you pretty well, and a lot of you have a pretty good skill set as far as sales. But if you’re not working on your sales skill set, whether it’s through copywriting or one-on-one speaking, you’re gonna struggle a lot harder than anyone else. Right?

3:02

So you have to work on that. And I’m gonna sit there and lay it out and give you some inspiration. So I’m going to inspire you to not necessarily use my tracks verbatim, but put them in your own words.

3:17

And I want you to hear a little bit of how I pitch so that way you can form your own pitch.

3:23

Is that fair enough?

3:24

Roger that?

3:24

Everybody understand what I’m talking about?

3:27

Yes, sir.

3:28

Okay.

3:30

So a lot of us know, first off, let’s just talk about the difference between sales and marketing.

3:36

Right?

3:36

There’s kind of a thin line between sales and marketing.

3:42

Marketing is probably more gray than sales for me—for me, right?

3:50

Marketing, sometimes you kind of only touch the high points, you don’t really go into detail on the down points, right?

3:59

That’s marketing, that’s good marketing, okay?

4:02

Sales, right—and the reason why I have this, I know I have this slide up often—but the reason why I have this slide up, I’m a little different in sales.

4:12

And for me, I don’t mean to be, I don’t mean to, I don’t know, get on a soapbox, but for me, sales is more character-based, and you as a person and how you wanna be treated.

4:29

That’s the honest-to-goodness about sales.

4:32

See, weak salespeople lie to sell.

4:37

Because they’re so weak, they can’t even sell the truth.

4:43

That’s how weak they are.

4:45

Where myself and what we have here, right?

4:50

And what I love about it so much is it’s cold, hard, honest, simple, recurring truth, right?

5:00

It doesn’t really take a lot of marketing on what it is, right?

5:05

It’s all factual-based, and our timing is impeccable right now.

5:11

Let me give you some stats, and I know stats are good for nothing, but get out a pen and write this down, because you’re going to go, can I replay that, or can I say it again?

5:18

Get out a pen.

5:19

I’m telling you right now, get out a pen and write down exactly what I’m telling you.

5:22

And when you speak to somebody, I want you to talk to them and just tell them a story, right?

5:29

We’re all decent storytellers, right?

5:32

Whether it’s at Christmas or at Thanksgiving or at the dinner table or every day, right?

5:39

And what happens online is you get to the point where so many people are ADD, you feel like you can’t tell a story, but you control the pace when you’re talking to somebody.

5:47

And when you control the pace, you can tell the story as you go.

5:50

So don’t get caught up in titles and what your position is and all this stuff—feel that you have to explain that to anybody. I want you to talk about this product and say we.

6:03

I want you to call this we, and when you’re telling the story, right, I want you to say here’s what we noticed in the last 12 months of developing this.

6:17

We experienced a major hiring situation in Tampa where we hired in excess of 600 people, and while hiring all those people, we noticed a lot of things.

6:30

One, 46% of businesses can actually get full benefits for their employees.

6:36

Most of them can’t afford it.

6:39

Two, most of the employees, if they have to charge the benefits to the employees, they can’t afford it.

6:44

It goes between $700 and is up as high as $2,000 for an entire family with somebody who has dependents.

6:52

Here’s the worst part.

6:53

We also see data that tells us that those premiums are going to rise 15% over the next 12 months. That could be $300 for some families.

7:05

I don’t know about you, $300 is a lot of money for a lot of families out there. There’s a gaping hole of people that are not going to be able to afford that. Stop. See how you just established the need? Who’s not going to agree with what you just said? Remember in the past when I talked to you about sales and you do what I call the yes, yes, yes close, right?

7:30

I’m actually telling a story of something simple that pretty much nobody’s ever going to disagree with.

7:37

So right then, how many of you in your mind, be honest, how many of your minds were thinking, yeah, man, that’s a problem.

7:44

Did anybody think this guy’s full of ****? Or were you thinking, yeah, that sounds like a problem?

7:50

Some of you might be thinking, how’s that got to do with me, right?

7:53

If you were the client.

7:53

If you were the client.

7:55

But how many of you thought, yeah, that sounds like a problem.

8:02

Put your one in the question box.

8:04

We’re going to be proactive today.

8:05

Let’s go.

8:07

It is and has been a problem.

8:08

You’re exactly right, Steve.

8:13

When we told your lady yesterday, who has hundreds of thousands of businesses under her, how much did she agree with?

8:19

Holy **** That’s a problem, right?

8:29

All right.

8:30

Here’s the second thing.

8:32

Through us going through our hiring issues and retaining the best employees—because the expense of retaining a good employee is astronomical.

8:42

When you start firing people or letting them go or launching them and then having to rehire them and retrain them constantly over and over and over and over and over, you’re killing yourself.

8:52

You have to retain good employees.

8:53

That’s what good management, that’s what good ownership does.

8:57

That’s the truth, okay?

9:00

That’s the truth.

9:02

That’s when you really know your numbers, right?

9:05

So by understanding, by you training your employees, you’ve got to keep them best.

9:11

And what we’ve seen in a lot of cases in small towns, your talent pool is so small, you lose the top engine tech, you might not be able to recruit another engine tech.

9:21

And if you do lose them, he’s going to your competitor, and now you’re selling against the guy that you trained to be one of the best engine techs, for example, in the market.

9:35

So we’ve noticed a lot of companies are struggling with and really are seeing the need to retain better employees and longer-term employees.

9:44

Would you agree with that?

9:52

Be a one in the question box—proactive today.

9:54

Remember.

9:57

Okay.

9:59

So right now, subconsciously you’re thinking, yes, yes.

10:05

Right.

10:05

This guy’s onto something.

10:06

I don’t know if it’s for me.

10:07

I don’t know what he’s about to say, not sure what he’s gonna pitch, not sure what he’s trying to do, right? But yes, yes, that is a huge problem.

10:20

The second or the third story, right, that I like to talk about is: have you been to the doctor lately?

10:27

I don’t know about you, but when you book an appointment, right—and I might even go more into detail with my mom—you book a doctor appointment for mom, the last thing I want to do is go sit in one of these doctors’ offices. But I’ll tell you, I haven’t been in a doctor’s office in the last three years that that appointment meant **** to anybody other than me. I was the only one that honored that appointment. Nobody else was honoring that appointment, right? You sit there for 30 minutes or an hour until they finally get around to calling you back, and then you go sit in the office for another hour. And it’s a total waste of time, and before you know it, you’ve lost the entire day. And when you’re losing employees for the entire day and you all depend on each other and have each other scheduled for—let’s use the engine tech, for example—say you got service appointments held up, and then you’ve got to call your customers and tell them it’s going to be another day because his son had to go to the doctor and he sat in the doctor’s office for an hour, two hours, waiting to just get a prescription written. Also, how many times do you go to the doctor and you don’t even need that appointment? In reality, all you’re looking to do is get a prescription because the Mucinex that you bought—the Walgreens Mucinex—ain’t cutting it.

11:44

I need a better antibiotic or something else to really knock this out.

11:48

How often does that happen?

11:54

All the time.

11:57

All the time.

11:59

So what we found over our research over the last 12 months was there’s more need and demand now, and more families and employees can benefit from being able to just call the doctor and get the prescription written, make it to work on time, save the $1,200 that they can’t afford anyway, or the $700 that’s gonna rise 15% this year if they cover it, right?

12:27

Then you gotta deal with all that bull ****.

12:31

If they cover it, we found there’s a major need for that.

12:39

But here’s what we’ve been doing over the last six months.

12:41

We didn’t wanna just come out with an equal.

12:43

We didn’t wanna come out with a semi-okay, right?

12:47

We didn’t wanna come out with something, to be honest, that you had to lie about to sell.

12:51

We wanted to come out with something that 100% hands down is the best telehealth—something as small and simple as that—product in the market.

13:01

Here’s why.

13:02

I know people that pay $2,000 a month for some great healthcare.

13:06

And guess what?

13:07

Some of them have Teladoc or telehealth.

13:10

They do, their wife doesn’t.

13:14

They do, their kids don’t.

13:18

So what good is that?

13:21

What good is that?

13:24

It’s no good.

13:27

It’s no good.

13:28

So we went back and forth, back and forth, back and forth to make sure that we had absolutely 100% the best telehealth product that we could possibly serve to this gaping hole of demand, this high need for ourselves, and we found out everybody else has the same problem.

13:44

Therefore it created Illusional.

13:47

And what we have is a telehealth that covers the employee, the spouse, and up to six dependents.

13:56

And let’s be honest, 90% of the other telehealth doesn’t cover all the dependents.

14:02

But who are you going to use the telehealth for 99% of the time?

14:08

Yourself or your kids?

14:11

Think about it.

14:19

100% agree. Steve, let me read that because I think that’s a good insight there.

14:29

He said, the whole benefits model is changing.

14:33

Companies used to pay benefits because they were investing into employees who were planning on staying with a given company for a long time and retire. That’s dead. You know that.

14:42

They’ll blow you out before you get a chance to retire or collect the money you earned last year.

14:56

Today, that model is severely eroded, and you have a great solution of benefits for this constantly and more transient workforce.

15:02

I mean, this type of solution is perfect for a large percentage of employees and employers.

15:06

I agree. Great, great, great response, right?

15:08

You’re with me, right?

15:10

We both did that call yesterday and I think we both were on the same page, right?

15:13

But explaining to them that—look at the need, right?

15:20

That you have, and we have a side-by-side comparison.

15:23

Vanessa, didn’t you show me a PDF of that the other day?

15:26

Yes, I am. It’s going through compliance for validation of all facts.

15:32

But yeah, as soon as that is, we will have it ready.

15:36

Hey, Thomas, we know each other pretty well.

15:38

I think I can talk to you real.

15:40

I agree.

15:41

I think that’s going to be one of the most valuable pieces, and you’ve heard me on every call begging for it and asking for it, right?

15:48

I totally agree. But let me tell you something.

15:51

What’s even more important than that—if you get a little bit of spark, a little bit of passion, a little bit of conviction, a little bit of matter-of-factness about your tonality when you’re talking about this—people won’t ever, ever compare it to ****, right? That’s just the truth. People are sheep, they follow, right? And if you get very convicted in your tonality, they’ll follow. And you’re a sharp cat, and I know you’re a good, good pitch guy too.

16:24

Trust me, get that tonality down and you’ll find that you probably won’t have to have that.

16:29

But, right?

16:31

If you do, you want to be able to have it in your folder to pull out and go, oh, here you go.

16:35

You might have somebody who’s an intellectual reader, an over-thinker, right?

16:40

And you might not be able to sway them as much with a good time and a good pitch, right?

16:46

Okay. So, use the term we went to work to make sure that we didn’t have one of the best.

16:54

We didn’t want to have some perks about ours.

16:58

We wanted to dominate and have 100% best.

17:03

Now, let me ask you something, Mr. Customer.

17:05

How many customers do you have?

17:06

How many employees do you have at your company?

17:09

Well, I have six.

17:10

I got two girls at the counter.

17:12

I got two mechanics.

17:12

I got myself and my wife.

17:15

Okay, six.

17:18

Well, how much benefit or how much time would it save you, or how much better employees could you hire or retain if you knew that all of you—right, if each one of you could actually, Paul, get a doctor’s appointment, one to cover for mental health, which is at the highest it’s ever been?

17:38

If you got somebody who needs to talk to somebody, dang it, I want them to talk to somebody as soon as possible.

17:42

But three, for their spouse and six of their kids, and they’re all covered for $240. So this is $240.

17:53

I mean, which is considerably less than the 700, 1200, or 2000 that they might have to pay to get a more premium benefit. Well, 240 doesn’t sound bad.

18:03

Now I’m talking about 240 for your whole company. It’s only $39 for each person.

18:08

When I said 240, I meant for everybody. Right?

18:15

That’s a little bit of marketing, a little bit of the truth, right? What did I just do by pitching it that way? What did I just do?

18:30

One, the entire pitch is getting them to say yes. Second, the entire pitch is building value in the product.

18:34

Third is to let them know that it is an exclusive and something they’ll never see away again.

18:37

Fourth, building value 100%. But five, I got their thinking up.

18:42

Every time you go to look for a car—let’s just use cars, not only because I spent time in the car business, but because everybody’s done it, right?

18:49

Every time you go look for a car, the entire time, I don’t care how much you tell the salesperson you’re just looking, in the back of your head you’re thinking, man, I know they’re asking $29,000 for this, but if I could get anywhere close to 22 I’d probably buy it today. But they’re not gonna get anywhere near that, let’s just see what I can get them to do, and then I’ll shop a couple places and get the best deal. How many of you are thinking that every time you buy a car? Don’t even answer it, I’m gonna tell you every frickin’ one of you, right? That’s the way we all think. However, all of a sudden, you went in just to look at a car after dinner, no intentions, you got a full tank of gas, you had no intention of trading your **** in, right? You weren’t prepared to do this at all. You never buy on your first visit. I don’t know why we never buy on our first visit. Syd, we just feel good about this. I know why—because I hit your number, dog. And then all of a sudden you’re thinking, anything even close—if it got under 22, I’d do it now, but he ain’t getting anywhere close to that. And I said, dude, if you buy today it’s $19,999. What are you gonna do? If they’re thinking up, it’s very simple math—four times however many employees, right? Simple. $40. They got six employees, 240 bucks. They got seven employees, 280 bucks. Ten employees, $400. Five employees, $200. Twenty employees, $800, right?

20:25

Quote it for the entire business before you then break it down to let them know it’s only $39.95 or $40 per person.

20:35

Trust me when I tell you that.

20:42

You’ve heard me say this in the past and I’m telling you now, when you have the right offer at the right time, you don’t have to sell.

20:48

And if you learn to present it the way that I’m telling you to present it, you’ll never have to be closer.

20:53

You won’t have to close ****. It’ll close for you.

20:57

It’s just the truth.

21:00

All right.

21:01

All right, that’s all I got. Vanessa, anybody got any questions on that?

21:10

Steve says value. Yeah, he gets it.

21:13

Yeah, value over price equals sale every single time.

21:16

Don’t forget rule number one. Rule number one, take it personal too.

21:20

Right, anytime you meet somebody in sales. So if you call me, I’m gonna go, hey man, what happened at that appointment? Well, the man, you know, they’re thinking about it, they’re doing this, they’re doing that. Right? Yep, you got sold, dog. Yeah, taking away objections. Thomas, 100% taking away objections. And the beautiful thing about storytelling, if you curve your story in the story, you can actually answer all the common objections that they’re gonna or may have, right? It is to figure that out, you just gotta talk to several people, right? And somebody will be like, well, you know, I’ve got full coverage. Well, does all your employees? Well, no, because none of them do. None of them—no, not every employee ever takes advantage of the health benefits. Even in Tampa, where we paid for a base-level healthcare, not everybody signed up for it. It’s just the truth. So sir, maybe you can afford the 1200, but you have a lot of employees that can’t. But they could afford $39.95. It could majorly help them get that prescription that is what 90% of your doctor’s visits are about anyway.

22:58

And the last thing you want to do is them to go home and go, honey.

23:01

Uh, Syd bought us, uh, uh, signed us up and we got telehealth now.

23:05

Well, you don’t, but I do. You want your employee going home telling his wife that he wouldn’t buy it for you, but he bought it from me.

23:15

How many, how many people want to go home and say, hey, guess what?

23:17

My company just signed up with a telehealth company. From now on, I can call the doctor, so can you, and all the kids.

23:27

Even Samantha, who’s in college at 22 years old.

23:32

They’re covered until they’re 25, am I right, Vanessa?

23:34

Yes, sir.

23:37

Up to six kids.

23:40

Strong as death, man.

23:41

It’s the best telehealth program out there.

23:44

The other thing is, and you can go into it and say, listen, we also add in some other benefits.

23:50

I know a lot of people are signed up on legal and, you know, medicine RX and all that stuff.

23:59

It includes all that kind of stuff too.

24:01

It’s a lot of particulars.

24:02

I’ll give you all the data on it whenever you do it.

24:05

But the main thing is this telehealth is where we’re seeing the gaping hole of necessity.

24:10

And now our job and mission is to go out in the same way it helped us and me and what we went through.

24:18

We want to help as many other small, medium business owners get the same gratification that we’ve gotten over the last year.

24:30

Would you say no? I don’t think so.

24:34

No, we’ll say that.

24:41

Yeah, you touched on something.

24:42

A lot of folks already have a GoodRx membership and all of those little one-off things that are all rolled up here.

24:51

That’s a huge benefit, just being able to cancel all that stuff.

24:55

Yeah, cancel it, especially if you’re paying for it.

24:58

Or even the legal shield and all that ****.

25:01

Yeah, you know what I mean, or even the insurance they’re paying on their cell phone. Credit monitoring—I pay, you know, 20 bucks a month for Experian or Equifax or whatever to monitor my stuff and send it out, but I can cancel that now that I have this. Yeah, which, you know, listen, and this is true with everybody at times in life—20 bucks ain’t a lot of money. At other times, ten dollars is all the money. Saving some of your employees that you might be paying $15 an hour to, you know, that’s huge.

25:35

A $20 savings to them is huge.

25:38

That’s an extra day they can go to lunch and not have to pack their lunch, or an extra day they can, you know, I don’t know, buy a 12-pack or whatever the heck they do with their 20 bucks, but it’s huge, right?

25:55

Thomas, the difference between the Forge call and what we’re going to do—we’re going to, first off, we’re recording all the modules over the next couple of months in there.

26:06

So that’s going to be the major difference. He’s asking the difference between today’s and tomorrow’s calls. We’re not always going to be talking about SBA because we’ve got some other stuff coming down, right?

26:16

That we’re going to offer to all of y’all to get involved in first. And to be honest with you, it’s okay if you don’t. If you do see value in it, I know I help a lot of people and bring a lot of value to people. With some of you, I might not bring any value to you. Get me, and you get me for real. I’m not really going to be having these types of calls, at least not for the next two to three months, in SBA, right? SBA is going to be, you know, it’s going to be more training modules. This is real-world, what actually puts money in your pocket module.

26:51

Plus, you get all the benefits. I mean, every one of you just saved $2,500.

26:55

How many percent bought platinum?

26:58

I think almost over 50% of people that are getting in right now are buying platinum.

27:03

You all got that for free and you got in 90 days early.

27:07

Now, was it completely ironed out for 90 days or however long or however early?

27:11

I honestly, I don’t know, but it seems like 90 days—time flies for me. But you were first to market, right? So, that’s a huge value if you take action. If you don’t take action, you’re wasting your time and your money. That’s just the truth. Joseph, we have a similar, comparable product. It’s included with the—it’s a whole wellness package, so to speak, but telehealth is what we focus on because if you start muddying the waters, it might get hard to keep up with.

28:06

He said, I had no idea.

28:07

Okay, we did our job then.

28:09

Right.

28:10

And the reason why is because you don’t want to bring out your, you know, you don’t want to take a knife to a gunfight.

28:14

Right.

28:14

I mean, these people might’ve just went through some kind of training and went all in and did all this bunch of studying on legal shield.

28:21

And if you bring it up, that you have something comparable and they start wanting you to spar on what’s bigger and better and best—

28:28

You know, you just talk yourself out of a deal.

28:32

Until you know it, until you know it better.

28:34

And I haven’t even had a chance to get to know the ins and outs of it perfectly, to really go head-to-head on any of those yet.

28:43

So that’s why I kind of steer away from them.

28:45

But I do, you know, passively mention them starting tomorrow.

28:56

Reggie, start tomorrow, tomorrow at 11 o’clock.

29:02

Right, Vanessa?

29:02

Yes, that is correct.

29:03

All right. Oh yeah, all members should have their join meeting links emailed to them, and the same way we do in the Forge and all of our memberships on the members-only tab in the members area, I publish your join meeting link. But if you still, with all of that, still can’t find it, send us a ticket at Get Support Up. We want to get you on those calls, absolutely. All right.

29:42

Well, with respect to anybody else’s time, 51 said, Vanessa, thank you for the 50 niche email sequence. 51. Yes. She added in independent dealerships.

29:53

Yeah. Yeah. Norma hit me up and asked for car dealerships.

29:55

I was like, there’s no way I forgot car dealerships on this list, but she was dead right. So yeah, 51 and counting.

30:02

So if anybody has a niche that they want me to build a campaign for, please let me know.

30:09

You know, I’d like to get it to 100 by the end of the year.

30:16

Any last second questions? Any questions on what is considered an independent dealer?

30:22

That’s more of your non-franchised, you know, Bud’s Used Cars, places like that.

30:30

Not Ford, Lincoln, whatever.

30:34

I don’t have Mercury anymore, but Ford, Lincoln, Chevy, Lexus.

30:40

The dealerships that can sell and do sell any model, right, Syd?

30:46

That’s how I think of it.

30:47

Yeah, there’s used car stores now.

30:55

He wants to know about your investment, Syd.

30:58

There’s a guy I follow named George, and he’s super smart and I’ve been watching him since 2017.

31:03

I’ve watched him really go from like 10,000 followers. He’s just an influencer, but he’s also very bullish and always positive on crypto. So he keeps my head right to stay involved whenever I wanted to jump out. But he finally launched his own coin, and the guy is just wicked, wicked, wicked smart. He launched it on top of that Clash Royale game. Right, his name’s George. I don’t know his last name.

31:25

You don’t use my Crypto’s R Us. But, just to give you an idea, my 6,000 is over a hundred now.

31:34

If I’d have been one day sooner—I watch this guy religiously every morning.

31:38

It’s like part of my ritual.

31:39

I missed one day because I was traveling.

31:42

If I would have bought it one day earlier, my investment would be at 600,000.

31:48

But I missed it.

31:55

But he came out with a coin called Clash, and you have to, you have to own the coin in order to get into his tournament.

31:58

And he does a big, huge tournament every two weeks.

32:01

And I’m telling you, it’s money in the bank.

32:04

Money in the bank.

32:06

It’s still early.

32:08

It’s still early.

32:13

It’s on a Solana wallet, so in Moonshot or Phantom.

32:18

And if you don’t have a link to that, let me know.

32:20

I’ll send you a link, just send me a text or whatever.

32:25

His tagline is—yeah, I even have one of his shirts.

32:29

It says, George, we’re all George, right?

32:32

We’re all George.

32:35

Meaning we’re all on the same path. But anyways, all right, man. Any other questions? Vanessa, you got anything?

32:43

Well, I see.

32:44

I think we’re all caught up. If we missed anything, you know, we can always get you in support and various Facebook groups. I think most of everybody here is also in the Small Batch—

32:55

I’m sorry, Small Business Advantage group. I will say if you’re not in that group already, let us help you get there. All right? Send us a ticket. We can help you.

33:07

But I think that’s it, Syd.

33:10

Yeah, very cool. All right. Thank you so much. I appreciate you. See everyone.

33:14

Thank you. Bye.