[00:00:04] , a show dedicated to cyber security challenges solutions, a journey together not alone.
[00:00:22] He welcome everybody to another episode of MSP 1337.
[00:00:26] It is the week of IT Nation secure and I'm joined this week by a Morgan base with
[00:00:32] Wingman Morgan welcome to the show.
[00:00:34] Thank you so much for having me.
[00:00:36] So, your company does everything under the sun as it pertains to marketing and everybody
[00:00:43] now is going why are we having a marketing conversation on a cyber security podcast.
[00:00:48] So I will just tell them why would we want our clients calling us when things are
[00:00:54] on fire and when things are broken and quite honestly why wouldn't we want them
[00:00:58] in a communication that goes both ways on things that are in the set positive.
[00:01:04] So, the thing that caught my eye we see the world being somewhat saturated with this particular
[00:01:11] form of content and that is a news letter.
[00:01:15] And I don't know what the frequency that you happen to do this with show tech but
[00:01:21] just walking me through why I'm using the importance of it and just kind of how I
[00:01:28] came about with show tech.
[00:01:30] I feel like MSP is a general like sitting on a goes and he has actually
[00:01:34] doing news letter.
[00:01:36] I should do a, and then they follow that with the next thought would be like
[00:01:39] I'll have time to do it.
[00:01:42] No, I'd be happy to.
[00:01:44] So, show tech is one of our managed service provider clients based in Tampa
[00:01:48] and our newsletter strategy with them really stemmed from a desire to want to
[00:01:54] internally market to our clients.
[00:01:56] So, at the moment the newsletter strategy for them is a bi-weekly to monthly news
[00:02:02] letter that goes out just to our list of current clients.
[00:02:06] So, we really took a look at it evaluated like what our bandwidth looks like on a
[00:02:12] marketing side because we are, we do have other avenues.
[00:02:15] We do events, we do social, we do all these things.
[00:02:18] So, going back to your point on like the time commitment content does take
[00:02:22] time and let's say you have a smaller marketing team or maybe don't have someone
[00:02:27] designated for marketing at all at this moment.
[00:02:31] You want to make sure it's something that's maintainable for your team.
[00:02:34] So, I would even recommend starting out just to get in the habit of sending one
[00:02:39] like once a month because you can eventually scale that up.
[00:02:43] But you don't want to go right out of the gate with once a week and then you can't
[00:02:47] maintain that because we want to make sure we're having that consistent communication.
[00:02:52] But we do ours by weekly and in the newsletter it has like a brief overview.
[00:02:58] We spotlight anyone who's having a recent promotion in their job in their role.
[00:03:03] And then we also spotlight some educational tidbits.
[00:03:07] So, we have a podcast studio here at ShowChak that we're reporting content, educational
[00:03:12] content.
[00:03:13] So, we're talking about topics like multi-factor or are resetting your password or best
[00:03:20] practices for things.
[00:03:21] So, we'll link that content through that our client seeing at that educational component.
[00:03:25] And then we also offer special promotions.
[00:03:28] And so, our whole reason for even starting the newsletter process is to internally
[00:03:33] nurture and market to our clients because we were talking before the podcast even
[00:03:38] about what is that.
[00:03:39] I think a lot of people believe that once you sign that contract it's almost like,
[00:03:44] okay, I can relax.
[00:03:45] Like we got the client like we're on to the next one.
[00:03:48] But in reality once you've signed that contract that's when the marketing really starts
[00:03:53] because you process first hurdle of actually getting that client.
[00:03:58] But now we have to not only maintain the level of service but also create positive
[00:04:03] touch point.
[00:04:04] So, that when they're receiving sales pitches from let's say another local MSP or when
[00:04:09] they're seeing another MSP posting on LinkedIn we want to make sure that they were providing
[00:04:14] enough opportunity for them and enough positive touch points that it gives them a reason
[00:04:18] to stay with us and not get kind of like shiny objects syndrome and go the other way.
[00:04:24] I'm guilty of shiny objects and I'm sure Charles can tell you how many shiny objects
[00:04:29] that back in the day.
[00:04:30] So, that makes me think about a couple things.
[00:04:33] One, you mentioned creating content with ShowTag.
[00:04:37] I would think one of the most challenging things in your space and working with MSPs is
[00:04:44] creating the relevant content that also reflects the stage showtag or any of your MSP
[00:04:50] who you're working with that it reflects their ultra-of-their voice as it goes out.
[00:04:56] How do you go about doing that?
[00:04:58] Maybe it's a great secret.
[00:05:00] No, I mean, I think it comes down to in those first initial meetings when you're meeting
[00:05:05] with a company.
[00:05:06] You have to get down to like what that special sauce is.
[00:05:09] First showtag, I truly believe that they are a master when it comes to relationships.
[00:05:15] When it comes to relationships with the community, their clients and so we really wanted
[00:05:19] to like leverage that side of them.
[00:05:22] So, we bring in every other week, a member from the community whether they're a current client,
[00:05:28] a potential client.
[00:05:29] We bring them into the studio to ask them like IT related questions.
[00:05:33] That's the strategy route that we went with ShowTag because we wanted to like showk-sat
[00:05:38] side of them for another MSP that might specialize in something else.
[00:05:41] We might like slightly tweet that but it should be like unique to like your skill set
[00:05:46] and that individual company.
[00:05:49] Gotcha.
[00:05:50] So it really seems like the challenges that come into you know there's always challenges,
[00:05:55] but so you'd mention the frequency and what you do it.
[00:05:59] I would think that it's one of those things where I should honestly decide out of mind.
[00:06:03] So is that touch point?
[00:06:05] You said, by looking through your own wants-a-mong.
[00:06:08] How often do you think Solution Revidence actually reach out and connect with their clients
[00:06:13] on up to the last few months?
[00:06:15] How many service providers do?
[00:06:17] I would say, I know locally.
[00:06:20] I'm personally subscribed to a few of the competitors just because you know have to keep tabs.
[00:06:25] And I've yet in my year working, I've maybe received one of those newsletter from a
[00:06:31] MSP competitor so I really don't think it's something that's like actively done but then again you
[00:06:36] have to be on the client-tell side of things.
[00:06:40] But I don't see a lot of local MSPs really prioritizing at levitation.
[00:06:46] So one of the things that we do at Tom T, as I oversee our cybersecurity compliance programs and part of that is
[00:06:54] getting MSPs that are going through to mature their cybersecurity practice is to talk through
[00:07:00] or explain how they gather their information.
[00:07:04] What's their source of knowledge?
[00:07:06] You've seen these online where like, how did you learn about accident?
[00:07:10] Google, stolen the blank, event and none of them very rarely do you see that?
[00:07:15] Very rarely do you see one that says, oh, it was in a newsletter.
[00:07:19] And I think that you're on to something because if my trusted service provider is where I'm getting my information from,
[00:07:28] then there are so many things that I'm using that outside of that engagement, right?
[00:07:33] So I think about, you know, subscribing to say a cybersecurity or news feed for local or maybe it's for the weather.
[00:07:41] Once you subscribe to it, you generally stop shopping if they contact someone.
[00:07:47] You know, I'm like, oh, well, I got this on this channel and I really like the news anchor.
[00:07:52] Unless that news anchor leaves, you're probably never leaving.
[00:07:55] You're just going to trust whatever it is that they do, guys.
[00:07:57] That's the perfect example.
[00:07:59] Okay.
[00:08:01] So if someone was to get started, you know, where do you start?
[00:08:07] I feel like the news letter is like, you've been working with them for a while.
[00:08:10] You didn't just say, hey, we should do a newsletter tomorrow.
[00:08:13] How often?
[00:08:14] Right.
[00:08:15] How far in advance do you have to build out content for something like that?
[00:08:19] And then the danger of that prep work of like, is it still relevant information knowing that like,
[00:08:25] think about the new cycle in 24 hours, it's already yesterday's news.
[00:08:31] Right.
[00:08:32] Yeah, that's a good question.
[00:08:33] Because they really do want people listening to walk away with like a tangible plan that they can implement kind of evaluate their current strategy.
[00:08:42] So I always take step one is creating a plan looking out like the resources you currently have,
[00:08:49] whether that's like one marketing manager, maybe you have like a marketing manager in the sits and
[00:08:55] Or maybe don't have anyone and like you're currently managing your own marketing.
[00:09:00] So you need to create a plan and look at like hours, you want to allocate.
[00:09:04] So the very first priority would be content development.
[00:09:08] I think depending on your skillset if you are comfortable in front of the camera,
[00:09:12] one of the easiest ways to develop a lot of content is to start recording.
[00:09:19] So even if you've recorded like four short clips about like a variety of different topics,
[00:09:24] those clips could then be translated into written content blog posts.
[00:09:29] They could be translated into captions.
[00:09:32] That is really like the top of the tree when it comes to content and it's a little bit easier to manipulate it and contextualize it for all the other platforms.
[00:09:41] But starting with the plan because let's say you don't have, you know, 10 hours a week to dedicate to marketing.
[00:09:47] Then you're going to want to just do your four video clips, put them in the newsletter and share them on social.
[00:09:53] Like that would be a very straightforward strategy.
[00:09:55] But like if you have someone managing your marketing, then you could kind of play around a little bit more with like blog posts and get posted to the website,
[00:10:04] then they go on social and create more of a marketing web per say.
[00:10:10] It is hard to evaluate your own marketing.
[00:10:13] So at Wing Woman we do offer marketing strategies.
[00:10:16] So we'll come in and develop like a six month strategy that basically is like you go down a checklist.
[00:10:23] And you just do all these things to give you the topics everything.
[00:10:27] Because it's hard to look at your own marketing and really know because everything,
[00:10:31] even though we're only talking about newsletters today, like everything and marketing is kind of holding hands.
[00:10:37] So like the newsletter will compliment social which then compliments the website.
[00:10:42] Because once you develop some of the content, you might as well leverage it on all these other platforms to get the most bang for your buck.
[00:10:51] Julie, this is what you see a lot of times in contemporary churches where the bulletin and the slides for the theme of the sermon series and the whatever's happening with this,
[00:11:04] you know, it all has a similar feel to it.
[00:11:08] There's no confusion about where you are or what's going to happen sort of,
[00:11:14] I don't want to say happened next but there's this warm feeling you get and I think we see it in branding,
[00:11:20] but then you often don't see it go very far past that so I do a presentation or a webinar and all of that's absence.
[00:11:28] Like right now for those of you listening, we do record this video so like my background doesn't have any reflection of the podcast or,
[00:11:37] you know, any sort of like scripted tag lines that go on with it.
[00:11:41] The reality is if you see the podcast and you subscribe to it,
[00:11:45] if you saw this on a YouTube video, you probably wouldn't do a quick correlation to say that they're the same thing.
[00:11:51] Actually ran into this early on every episode I did the thumbnail I would post would be the thumbnail for the episode topic.
[00:11:59] So like, you know if it was about ransomware, I'd have some sort of ransomware to thumbnail and I actually had several people give me feedback and say hey,
[00:12:06] I need you to stop doing that.
[00:12:08] I said why?
[00:12:09] And they're like, well, when I'm driving and I go to cue the podcast when I see those other images,
[00:12:14] I'm not sure if I'd cue to your podcast.
[00:12:16] He's like, I have kids in the car.
[00:12:18] He's like, I know your podcast doesn't have explicit content.
[00:12:22] He's like so, you know, I don't want to be the reason that I got an accident.
[00:12:26] Just trying to look for it.
[00:12:28] And I like, okay, fair point, he just made my life easier because now I can just run with one image.
[00:12:33] Right, you could just write.
[00:12:34] But I think that's something that, you know, the newsletter,
[00:12:38] like you said it was just scratching the surface.
[00:12:40] So the idea would be if I understand you correctly is that no matter where I go,
[00:12:44] I should, to be able to see that resemblance of showtake kind of reflecting back at me when I subscribe to my news content.
[00:12:52] When I'm on social media, assuming I'm on showtake.
[00:12:55] And some of the other things that we take for granted and often don't do very well.
[00:12:59] Yeah, no, and I think the church example was such a good tie in because you know, churches will kind of pick like a series or a theme for the month.
[00:13:10] And that's how you can think of your own marketing when you're just starting out is like, for example, right now when we're reporting this.
[00:13:16] We're rolling into summer. So like people are traveling. People might be working remote.
[00:13:20] So like a theme for July could be remote work.
[00:13:24] We talk about impossible travel.
[00:13:25] We talk about the importance of protecting your bank accounts or letting your IT company know that you're traveling.
[00:13:31] And each week can be a certain topic that you then branch out.
[00:13:35] So I think like you bring up that example is a great way to think about segmenting your marketing because then it's easier to come up with ideas.
[00:13:44] Like cyber sunscreen like are you applying the 70 proof?
[00:13:48] Nobody wants to get summer, nobody wants to get cancer, but on the 70 proof.
[00:13:53] That's really cute. Yeah, seeing exactly.
[00:13:55] Yeah, you might have to come and do some marketing for us with that one.
[00:13:59] That one, I love that.
[00:14:01] I'll write them down on that way.
[00:14:02] You can roll out the 80% that aren't very good.
[00:14:05] That's so good.
[00:14:07] So we've kind of established a theme here.
[00:14:09] We've said, you know, you want to create positive messaging.
[00:14:12] First, Pete, we don't want to be punching bags because that was the second one.
[00:14:17] And the third one, this is the one that I think we've kind of had kind of throughout is the planning.
[00:14:22] Yeah.
[00:14:23] So as part of that planning, you know, we're talking about state to let's just say we do four quarters or you know four to 12 would be probably all right for someone starting out with this.
[00:14:33] But when you talk about planning at the beginning,
[00:14:36] You know, I don't have 10 hours at least for marketing.
[00:14:40] What's reasonable amount of time for someone, let's just say it's a MSP of five to 10 employees.
[00:14:50] What does that look like?
[00:14:51] Because there's this bound thing act two of like, what are the goals?
[00:14:54] Because I think for my existing clients will be as valuable or more so that it is to just hook that new client.
[00:15:02] That's a great five product but it's not going to talk about it.
[00:15:05] I want everybody to know like this is not a sales pitch.
[00:15:08] This is a warm fuzzy to those that have, like with better words that already are drinking the cooling.
[00:15:16] Yeah, I mean, I think it's hard to exactly say because like you said, it's different with every MSP or every cyber company depending on their goals because one company that is focused on sales versus another focus on retention could mean to completely different things and then I also like to go to the, you know, the executive suite.
[00:15:36] So like are they comfortable on video or are they more comfortable just writing blog posts like do they have an office that we can all meet at are they all virtual like all of those little things.
[00:15:45] All of those little things do impact the strategy is okay because that could be the difference between like getting out in the community and having a more like event based strategy versus just having like a soul SEO or just writing blog strategy.
[00:15:59] But I wanted to always compliment the company because I think in marketing as a whole there's such a push to be like you have to be showing up on social you have to be on video all these things and it's like you don't have to be doing that like you have to pick something that like.
[00:16:14] You can maintain and if you push yourself too much outside of your comfort zone, you're not going to maintain it like we have to take like little baby steps to some of those things but you have to pick something that's like.
[00:16:26] comfortable for you in the beginning.
[00:16:29] Sure.
[00:16:30] I'm really bad at that like I tried for probably a good year to post on LinkedIn every week and I would post like the episode and so some comment or the previous weeks that the so.
[00:16:41] And then I just started for good because I got play or ties elsewhere and right it's funny because then I've had people that are on the show go hey what is that episode going to go by and then went.
[00:16:54] And went last three weeks ago my bed.
[00:16:57] Yeah right I mean it and a lot of it was like you have to practicing the habit it's like anything like in life even like in your personal life is like let's say like meal prepping or like wanting to add in a new new habit it takes a long time to get used to it and sometimes like it won't even step like it's you have to adapt to it and build that habit just like you would any other.
[00:17:23] So so walk me through a.
[00:17:26] The perfect plan and maybe I realized perfectly this is fun word but like if I was if you were I was putting a checklist to get started maybe I'm sort of free in the Asian third part of living most switch in the matters they're going to like the individual age somebody help with us because no matter how habit form and they might make this.
[00:17:48] They have a lot of other things that they should be focusing on so maybe maybe there's that first step of drafting that picture of what do I want.
[00:17:57] I feel like that's a hard it's a hard piece like everybody says why want more clients.
[00:18:02] Well one would say retention probably will help enhance the more clients if your retention cycles are you know that three years and they're leaving because they feel neglected.
[00:18:14] You said it well I think the marking case for a solution provider is not the first thing you do it's not the pre-planet this is you sign the client and now working really becomes.
[00:18:29] Now just launched your marketing plan strategically with and I think to some extent you might say even with that client I mean I think you could probably using tools and automation today you can probably make something feel very personal.
[00:18:41] On a personal basis is not the typical experience of like oh I went and checked the box to please send me the newsletter because I came to your website so you know spam me.
[00:18:52] So what does that look like.
[00:18:55] Yeah I mean I think that's why there is so much value in bringing in an external service provider even if it isn't for the long term when it comes to marketing even if it is just for like a month or two.
[00:19:07] To evaluate where you're currently at recommend a strategy and then based on if you say like I have 15 hours a month that I can spend like that individual can say okay we based on that information then.
[00:19:21] I mean I need to automate these things so that you can focus like your personalization time on email or like on social or like whatever that is.
[00:19:32] So I do think there's a lot of value in that because a lot of times if you've been running your MSP for four years five years you have blind spots like you become you just you're in your routine and sometimes you don't.
[00:19:43] So you have the time or have someone there to guide you through a process of like okay why are we doing this like is it really achieving like what we need it to be achieving right now and like are there areas that we can slim down and then re allocate that energy elsewhere.
[00:19:59] That would make like financially more sense and just like resource allocation when it comes to labor hour hours like does it make more sense to do it a different way.
[00:20:09] But it always starts with the planning part first and so like when we first start with the client we go we send a month kind of evaluating everything and then walking them through like a few series of like brand calls brand meetings.
[00:20:23] We're trying to dig deep into their goals because someone might say like oh I know we need to post on social but it's like why are we posting on social is it for retention is it for new clients.
[00:20:34] Is it because we want to attract like a specific community partner there's all these different things and then the second part would be like our content and our marketing flow.
[00:20:45] So we'd want to map out like okay top of the tree it's going to be blog post which then get broken up into a series of Instagram posts that we then record in the studio.
[00:20:58] So I like to kind of map all that out on paper because I think it helps when you can visually see like a step by step what we're doing.
[00:21:06] And then you honestly just have to put it on the calendar because I truly believe that if you're not blocking off time in the calendar for like recording sessions or marketing update meetings to evaluate everything then you're going to go three more months two more quarters another year without having like a successful marketing strategy.
[00:21:27] And I mean long term that can really impact like the success of your business.
[00:21:32] So thinking through that, regardless of the time commitment.
[00:21:37] So there's 160 hours in a week.
[00:21:40] There's if we were to you know sleep eight hours a day that's now we're at 120 hours left of that 160.
[00:21:49] So 112 and we figure also say we were 55 hours a week that leaves us with 57 hours to.
[00:21:57] First of all, I mean spend time with family.
[00:22:01] Come you and the list gives on it on pretty soon I figured I'm down to you.
[00:22:09] Of time I have leftover I might have a couple hours a week.
[00:22:14] What kind of investment should someone make whether they're outsourcing this the way you want.
[00:22:20] And over somebody else that to successful with something is I don't want to trivialize it but it's simple as a blog close.
[00:22:29] Yeah.
[00:22:32] So I think that's like if you for outsourcing lies like let's say you have that amount of hours, but maybe you don't have the budget to outsource.
[00:22:42] So and I mean, even after just episode like let's say someone listed in that position where they're not necessarily have the budget to outsource.
[00:22:50] I'm happy to take any questions around like hey like I'm not quite ready yet but like what should I be focusing on if I have this many hours a week.
[00:22:58] I'm happy to take those questions but if they are in a position where they can outsource.
[00:23:03] I mean that's the good thing about how we're structured is that we offer the flexibility to like scale up and scale down depending on like busy seasons which things but I would definitely estimate.
[00:23:16] For a good marketing strategy like you said I would say like.
[00:23:21] Ten hours a week.
[00:23:23] Especially starting out and then we can start to really evaluate and see what we can streamline automate and then it becomes a little bit more of like a machine.
[00:23:32] After that that you're still able to personalize but you know you have your roadmap set out but I would anticipate like 10 hours and that would be for like an outsource service provider maybe someone who's more entry level internal 15 or so hours we.
[00:23:46] But you definitely want to be in that range.
[00:23:49] Gotcha.
[00:23:50] So this is a upfront serious commitment of well a good percentage of the working day really so much.
[00:24:01] And so we've got to be five six-hour week just had 15 hours not found for marketing for the weeks for you know a three to six week period of time.
[00:24:11] Just established the calendar the routine the plan.
[00:24:15] Exactly.
[00:24:16] So then I'm six weeks in.
[00:24:21] Where does it go from there?
[00:24:22] So let's just assume my balance source date.
[00:24:25] And I you know like the reality is like come up with topic ideas we can brainstorm and give you video content videos fast needs.
[00:24:32] You can we're doing this right now that the prep work was I turned on the zoom meeting or right I hit record right so.
[00:24:42] What kind of polish do you see being necessary on content which created is it is more of a rock.
[00:24:51] And so I think that's a lot of the things that we have to do is to go back to the church reference and make sure that we put all of the.
[00:25:03] Finally object.
[00:25:06] Yeah so I think if there is wiggle room in the amount of hours you have a week to allocate then I always recommend like adding in those little branded touch touches post production.
[00:25:20] And so I think that's a lot of the things that we have to do is to make sure that the date like the six to eight week mark like you're marketing individual has kind of set up workflows and things that make it a little bit easier for you to maintain like you were saying was like during the zoom or something like that because at that point you have a format and you have a template.
[00:25:36] And so you have a lot of things that you have to do with the.
[00:25:40] And so I think that's like pick up and like pace it over every single month because you're in a good flow once you get to that point though you have the opportunity to either maintain that which would be great like you'll still your business will so grown terms of sales retention all those things.
[00:25:54] But you also the opportunity to unlock what the next level looks like and that next level of things like.
[00:26:01] And so you have a lot of things that are events with complimentary vendors.
[00:26:05] It can also look like PR so like getting in the local news we had carry last summer on the local TV channel here in Tampa talking about like summer travel or not work.
[00:26:16] So like that's kind of like level two.
[00:26:18] So once you get that format going like your machine will still run as long as you see it.
[00:26:24] But then you can just scale up and continue scaling up.
[00:26:28] And then you're hourly commitment because you already have that machine running you have room to add in that extra stuff.
[00:26:34] So it just continues growth.
[00:26:37] So how do you measure this success like what are the like I'm guessing that got to be somewhere to keep the eye that says.
[00:26:45] You know, I'm linked there's always an easy one like if you post something like how many impressions how many views how much time they spend on the.
[00:26:54] Of course those are all.
[00:26:56] But not all platforms work that way like I think about like a newsletter.
[00:27:00] I would imagine you've got to use some sort of tool that shows how many opens that we get from an ignore.
[00:27:07] I mean, I have even seen it with topic topic titles for for the podcast I had one that was probably one of my worst episodes.
[00:27:15] And it just skyrocketed the number of playbacks and when I went and did some digging almost positive it was the title of the of the episode.
[00:27:25] I had no way of knowing that it wasn't like I did like some sort of like Google analytics.
[00:27:30] We were trying to use entitled phrases for the episode.
[00:27:33] It just happened to be.
[00:27:35] It's a lot of that.
[00:27:37] Yeah, I love that for you.
[00:27:41] I mean, the there's always like those types of metrics.
[00:27:45] I'm specific to LinkedIn we're always looking for like profile visits or something like that because it shows like the next step in intention because you know your mom can like your LinkedIn post.
[00:27:57] But we're looking for like sales intention which would be seeing a post clicking on it and visiting the profile and the next step with that.
[00:28:04] To that would be like a web to say click.
[00:28:07] So like not only are they clicking to the profile, they're also clicking to the website.
[00:28:11] So we're typically tracking that because I mean everything's kind of a style at some point like a silent stalker on social media meaning you might be stuff that pops up in your feed.
[00:28:21] But you're not like liking it or commenting it commenting on it, which is why we look for those other silent intention metrics and then we also look for like.
[00:28:33] You know real world feedback so like asking a new client you know after like a particular event.
[00:28:40] What was the feedback like you know did how many people called up to follow up on X Y and Z CTA that we had.
[00:28:47] When we sent out the newsletter how many people called on the promotion like those things help even more.
[00:28:53] Adjust months after months because like we always want to look at the numbers but sometimes like humans will call those like real feedback.
[00:29:00] That is more valuable than even looking at like the open rings and that's what it really clicked.
[00:29:07] Well as we are running out of time, Morgan please let the audience know where they can sign.
[00:29:14] Yeah I would love to connect with everyone whether you're looking for outsourcing or even if you just have a few marketing questions that you want to clarify.
[00:29:23] I'm on LinkedIn. I would love to connect with you there or our website, wingwomanbrands.com.
[00:29:32] Awesome thank you for those of you listening have a very week.