Episode 35 Transcript

Hey everyone, it is me, Lisa, and welcome back to another episode of the other 99%. I’m super excited today because I have my first return guest, which is kind of awesome. We are up in episode, I think this is going to be like episode 35 when this airs. And ironically, this is the same person who was my very first guest on the podcast. So I’m excited to have back Susan. And the reason why we’re coming back to you is because Susan introduced me to a book and then we were we both dived into this book and we’re just telling everyone about it because we think it is so important to anyone doing business to actually dive in and read this whether it’s reading the paper copy or listening listening on audible whatever you choose but we just wanted to come in and share a couple like little tips and tricks that we’ve taken away from it but before we do that I just want to jump in and let Susan introduce herself again, just in case anyone didn’t catch her original episode. So welcome back, Susan, and tell us who you are.

Thank you so much for having me. I was on episode one, I was honored then, and now I’m just as honored to be back as a repeat guest. Lisa and I work together on many, many projects, so always a pleasure to…collaborate and work together on something new. So I am Susan Larimer. I’ve been with Lemongrass Spa Products for 10 years. I just celebrated my 10th anniversary. And we’re in the same Modern Direct Seller Academy. We do a lot of groups together. We’re on a lot of Zoom calls together with other direct sellers also. And we were talking before this episode, I don’t remember how this book came into my life. I don’t know if it was a recommended to you because you read these other books or what. And it’s not a new book. It’s from 2017. But should I introduce the book? Yeah, go right ahead.

Okay. So the book is called Building a Story Brand and it’s by Donald Miller. And basically it says, clarify your message so customers will listen. And maybe that’s what caught my attention. Like, okay, am I presenting our products in a way that people understand not only what they are, but what they can do for them. So that kind of launched us into this exploration. I listened to the audio book first. And as I was listening to the audio book, I wanted to be highlighting certain parts. And as you know, in an audio book, you cannot highlight. So I was like taking screenshots. of where I was in the book so that when I got the book, I could highlight it. So I ended up purchasing the book, read through it, highlighted a ton, made notes in the margins. And then I started telling everyone about it. So that’s where Lisa came in.

Yeah. And it was funny because I mean, you’ve got a lot of people in on this. We even have our own little book club revolving all around this book. Ironically, we’re having our first zoom to discuss it just after we record this podcast. So it’s like very timely that we’re doing this episode. But the one thing that I loved about it when I first dived into this book is the fact that it just basically confirmed my thought process of, you know, we need to make our customers the hero. It’s not like we need to take our company out of the equation. Yes, our company is providing us with great products, but they’re not the hero of the story that we’re telling. So, I mean, I know that you’ve done a lot of changes and we both have our own private website, our personal websites that we use alongside of our company replicated websites. But a lot of the information that we’re going to be talking about today could be used in your social media accounts you don’t have to have a website. So that’s one thing that I did want to bring up because they are very website focused on the audio book, at least about how to update your websites. But just think of it in terms of, you know, where you’re running your business and how you can do it. Yeah, and the whole hero thing, like, you know, I thought I was a hero. Like here’s my customers, they have a skincare issue, they have a problem. I am the hero that can solve their problems. No. And that’s why this book completely flipped my script because I am not the hero. Our products are the hero. Our customers are the hero. We are just a guide to help them on the journey to finding the solution. So that was huge for me. It just made me look at how I write all of my posts and my blogs, my Instagram comments and everything, and it just flipped everything.

Yeah, and I know that you’ve done a lot of work on your websites and I’m in the process of doing some rebuilds of my websites to align with the Story Brand. But let’s talk about it. So they have the Story Brand, they call it the Simple Story Brand 7 framework and there’s seven topics or tips that they touch on. So do you think that’s a good place to start? Yeah. And let’s go through there. Okay. Sure.

Yeah. So story brand framework number one is the character and it says story brand principle one. The customer is the hero, not your brand. So your customer, you know, they need a guide to help them along the way. And in the book, he references different movies. Some of them are familiar with some of them, some I was not. So I guess what he’s saying is that every writer follows this story brand in order to gain people’s attention. So that’s the idea. Like our customers are the hero of the story. They have a need and a desire to be filled. Our products can help to solve that problem that they’re having and help them to meet those desires and needs. And then we are just the guide who helps them find their way to their end goal whatever it may be, like for myself. The hero needs a guide. They don’t have all the answers. They don’t have all the tools and the skillset. They are the one who has to complete the end task to save the world or whatever it is, but they have guides along the way that give them the tools and the guidance that they need to complete the task.

Yeah, I remember this one part that I listened to. And I’ll have to say, it’s like I’ve listened to the book probably from start to finish about six or seven times. I go through chapters, I’ll listen to them like three or four times over and over again. But there’s just so much stuff in there that each time you listen, it’s like, wow, they’re like something else that they said. But there’s one part that I know that they mentioned about, you can’t be the hero at the same time your customer is the hero. Because what happens is the customer is coming along, they’re reading your post or seeing something that you’ve posted about your business and they’re like, oh look great another hero but you know what I don’t have time for that, I don’t have time to read that or engage in that because I’m busy over here trying to solve my own problems. So that’s why when we’re creating content for our social media we need to be there saying like hey are you facing this problem? I have something that can help you come with me on this journey and I’ll help you meet your end goal. Like, you know, and like I was saying, like for me, it’s going to be putting quick, easy meals on the table for you. It’s going to be like feeling great in your skin. Right. So there’s, it was very eye opening to hear something like that.

There’s so many things to think about. It’s like this book, it was just so over. I don’t want to say overwhelming, but eye-opening. Yeah. Different way of thinking about things. So a lot of what we just talked about kind of leads into Story Brand Principle number two, which is companies tend to sell solutions to external problems, but customers buy solutions to internal problems. So, and then it talks about, there are three problems actually. There’s the internal, the external, and the philosophical. So for me with skincare, external wrinkles, fine lines, hyperpigmentation, we look in the mirror, these are the things we physically see that we want to improve. So that’s one level. The internal self-confidence. If you’re not feeling like your skin is looking fantastic, you’re gonna be like, okay, I need to hide it with makeup. I need to, my confidence isn’t as good. I’m not, you know, it affects you emotionally. And then philosophically, or us, for Lemongrass Spa, it could be the ingredients that you’re using. You know, we use ingredients that are very clean, safe for the environment, safe for our kids, so that’s that philosophical piece. And when you hit all three of those problems and you have a solution, that’s when your customer is buying in like, yes, this is what I’ve been looking for.

So before this book, I would just be like, oh, body polish on sale, buy now. My customers may not even know what body polish is. They don’t know what it can do for you. They don’t know about the ingredients. So it made me really look at how I was presenting the information and how now that I present it. My posts may be a little bit longer, but that’s okay too, because customers need to know why they can’t live without this product now.

Yeah, And let’s face it, like even before when you were doing the, you know, body polish is on sale now, buy it, you were still getting people buying because you’ve built the know, like and trust factor with your customers and they’re like, oh, well, Susan recommends it, I’ll take a look at it. But now you’re probably getting a lot more people who may have not been intrigued by the, hey, it’s on sale looking into it because you’re giving the benefits of why this product is going to actually help them, how it’s going to make them feel, how it’s going to allow them to overcome things like, you know, the rough skin they might be feeling or something along that line.

So it is when you think about it, and this is something that the book doesn’t really point out, but this is something that I always like to say, you know, you see a lot of people who will put images up on social media and they have text all over these images. And number one, the algorithms, the computers, the Facebook gods, they can read those texts. And if your text to image ratio is too high, you don’t get pushed out, let’s just face it. But that information should not be on the image. That should be information provided in the actual description or the post content, because it’s valuable. They need to read it, it’s not something that’s gonna grab them. You need an image just to grab their attention and then provide them the information. But a lot of that stuff that you’re just talking about, that is stuff that you are gonna be including in your post, right?

Yeah, yeah. And guys, if you are unsure, I was just telling Susan before this, I jumped onto chat GPT. And if you’re unsure how to incorporate these things or make a post, hop onto chat GPT and ask it for help. Like tell them like based on the StoryBrand7 framework, can you help me create a post that is in line with my business and you know, and just see what it spits out because I was actually very amazed at what it showed me. And I’m like, wow, you are smart buddy. You’re like chat GPT is smart. They’ve read the book. Yeah.

Oh my goodness. I think it was the next principle. The next one is customers aren’t looking for another hero, they’re looking for a guide. And we kind of touched on this already. And I think it might have been in this chapter where they talked about, we on a daily basis, we see, I think they said like 30,000 advertisements. Is that right? Do you remember that? I don’t remember the exact number, no. It was something astronomical and I started looking around, I was on a walk and I’m like, okay, there’s a billboard, there’s a truck with a logo on it, there’s my iPhone with the Apple on it. Everywhere you look, you are looking at advertisements, whether it’s the logo on your shirt or a store. There are just so many advertisements out there. So you kind of get fatigue. You get fatigued, you stop looking. So you need to stand out. But this principle right here, something we talked about earlier, where the customer is the hero. Customers like to feel like they are the focus. They are not more important, but everybody likes to feel, what’s the word I’m looking for? Like they matter.

Yeah, yeah, they’re important. Yes. So they are the hero. We are just the guide introducing products, telling them about the products, why they need the products, and then they will make a decision on their own whether or not they’re going to purchase the products. And I love the fact that, and this is something that I heard long time ago, but the number one word of that or name that somebody likes to hear is their name.

Yeah. You know, it’s like when you call somebody by name, it’s like they perk up. It’s like, oh, you know who I am. I’m not important. You remember my name and it’s just a matter of making them feel that important in your story, right? Like this is how I can help you, Susan, solve the problem of what’s for dinner tonight. Do you want to come follow me on the journey? Um, you know, I know that you’re gluten free. We offer our full line of products are gluten free. This is how I can help. So you’re automatically drawn in. It’s like, oh my God, Lisa understands. It’s like, she knows that I struggle with dinner time. She knows that I struggle with allergies. And it just all flows into then being able to, you know, put that call to action in place and say, oh, okay, here’s how I can help you. What would you like to buy? Right? Yep.

Okay. So then number four, story brand principle four, customers trust a guide who has a plan. That sentence makes so much sense. You’re not going to go with a travel agent who has no idea how to book a flight, how to get you to your destination and just like, oh, let’s just figure this out together. No. So that’s where they talk about a strong plan and a strong called action. You know, what do you want your customer to do? And I think this was the eye-opening part for me on my website because my website before I had the navigation bar at the top. So I had blogs, contact me, shop, catalog, like all these things. And then nobody pays attention to them. They see all these words and they don’t really stand out. And so he said, you know, what you want your customers to do is to shop. So at the top of your website, you better have a shop now button in a different color so it stands out so your customers know exactly what to do. Or if you have like a blog or a post on Facebook, here’s the information. Here’s what this product can do to you to solve the internal, external, philosophical problem. Here is what to do next. Here’s a PDF or here is, you know, here’s how to purchase this product. You need to guide them along in what you want them to do. Otherwise, they’re just consuming the information and moving on.

Yeah, so basically like make sure you have your plan set out on how you wanna help your customer in their journey. And then I think number five goes in to talk more about the specific call to actions. We need to make sure that we are putting in a call to action. There’s no point in doing up a big post. providing a ton of information and then not telling the customer, A, how you can help them. Like, so, okay, you know, click here and book an appointment and let’s talk one on one to figure out what your meal needs are. Yeah. Or, you know, B, click here and purchase this product, the specific product that is going to make meal time easy for you. So, I think that’s one thing that I see often on social media is that there’s too many, let’s say there’s too many posts out there that are just sales posts. There’s no information. So they’re just like shop now, shop now, shop now. Those don’t work because the sales resistance of the person goes up. They scroll by that. And then that call to action is wasted almost because people are drawn to it drawn to that post. Whereas then I see the next post where they’re giving a ton of information.

Like even let’s use Epicure for example, like they’re giving great information about a recipe, how easy it is to make, how it only takes a few ingredients, how they made it last night and it was delicious and their whole family loved it, but then that’s it. There’s no- There’s no step. What do I do? How do I get it? There’s no like click here to buy the ingredients you need to make this recipe at home. It’s just like right dry It’s it stops and it’s yeah, if we can just take those two things And combine them. Yeah I think a lot of people would see a lot more success in their social media content Because a it doesn’t come across as being salesy because you’re providing value. You’re providing a recipe and stuff like that and then you have that, you know, that specific call to action, which in, in, in the end, I mean, basically you’re telling them, come by from me, but it doesn’t appear to be that way. It’s like, here’s how I can help you click here to bring this into your home to help. Yeah. And it’s okay to do that. Yeah. You’re providing a solution for someone. Why would you make it vague and obscure of how you can provide that solution?

So, so true. So what’s the next one? Okay, so number six, Story Brand Principle Six. Every human being is trying to avoid a tragic ending. You know, we all get failure, right? Yes, yes. So it says, if there is nothing at stake in a story, there is no story. Likewise, if there’s nothing at stake in whether or not I buy your product, I’m not going to buy your product. After all, why should I? Yeah, so this just, a great example of this. I mean, there’s a…an image that I’ve seen out there, and I’ve used it before in my social media content where it’s like, oh, this is my kitchen after I’m following a simple seven step recipe off the internet, and you see dishes and everything all over the place, right? And then you can compare it with this is my kitchen after creating a meal with Epicure in 20 minutes and you have like the steamer in the sink. So something like that, it’s like, okay, if you don’t want to deal with this, this failure, you know, of a meal, like all that, that chaos that happened there, all the cleanup and everything, let me help you with Epicure. Yeah. Right. Yeah. I’m helping you avoid that failure at the end. Yep. That is a, that’s a great, a great thing that comes to mind all the time when I hear that point. Yeah. And with me in the skincare, in our clean ingredients, I wrote down in the margin, you know, our tragic ending, if you choose skincare products that have terrible toxic ingredients, some of them are carcinogens. They cause cancer over years and years of use. We, you know, you know about deodorant and aluminum and things to avoid. So our tragic ending is you could get very sick from some of the store brand products that you’re using.

So here, enter Lemongrass Spa with our clean ingredients. Some of our products are completely organic. Some of them are completely vegan. You know, we are keeping you healthy from the inside and the outside. So you’d always have to think about, you know, your company, what will happen if they don’t use your product? And some of it, you can go extreme. Some of it could be more of an inconvenience, but think about your specific product that you offer and what happens if they don’t use it? What could happen? And I love that. And I mean, even just thinking of both of our companies. So every ambassador consultant, whatever you’re called in your company are different and you have a different brand. So for me, I mean, Epicure is quick, easy meals. Epicure is allergen friendly. But to me, I am drawn to my brand is all about quick, easy meals. So I focus on the quick, easy meal part. So when we’re looking at that avoiding failure, I automatically navigate or gravitate to the, okay, here’s the failure. If you don’t choose Epicure, you’re dealing with all this mess. Some other person who is on the allergen side is, okay, well, if you don’t use Epicure, there’s a possibility that someone who is celiac gets glutened becaus they don’t realize that there is gluten in that seasoning that they used. So you need to relate your whole brand to what is your core principles, like what you value in your company. And like with your company with skincare, it’s like, yes, the ill effects of using products that might be bad for you over time, or you might have someone who their whole goal is, the actual appearance of their skin. And if you don’t use our products, then you may end up finding that you’re not fighting those fine line and wrinkles. And so don’t just, and this is where I, again, I go back to the copying and pasting of other people’s content. You’re not doing yourself justice by not creating your own story to go along with your brand, right? I mean, you really need to talk about you, your customers, and how you can help them on their journey.

Yeah. And sometimes you have to narrow down your products too. Like Lemongrass has over 400 products in their catalog. I focus on skincare. That’s maybe like, I don’t know, a fifth of what we offer or maybe a quarter of what we offer is skincare. I talk about the other products if a need comes up or if I have something to share like a personal testimony, but most of mine, I focus on skincare. So don’t think that you have to be a guide for if you have a big collection of products in your company, kind of narrow it down. And we’ve talked about this before too, narrowing down your ideal customer. I don’t serve everybody who has skin. I focus on women in their 40s, 50s, 60s who are looking for anti-aging. skincare routine and I help them through that process, through skincare challenges, through, you know, checking in with them, do you have any questions? Are you using this product? So think about your specific products and really narrow it down, how you can be the guide and focus on making your customer the hero. Yeah, there’s definitely, this is definitely a book that you need to dive into Um, because as we’re trying to sit here and share the information with you, we’re trying to generalize, but when we’re actually at the computers doing, um, doing it for our, our particular brand, it’s so easy once you actually listen to everything that he has to share.

Yeah. And he has a lot of those, um, extra resources too. He gives you a website where you can actually slug in those seven, the framework. Like who is your character? What is their problem? You can plug these, the answers in so that you have a better idea of your story. It all comes together. So then that final one, number seven, never assume people understand how your brand can change their lives, tell them. And that’s what we were talking about earlier too. Tell the story, how this product can help solve that internal, external, philosophical problem that they are having. Yeah. I think that stems, you know, a lot of people see success with certain companies out there that are like health and wellness based. And they’re like, Oh my God, they have so many people buying these products. It’s because they’re, they’re consultants, let’s say, I never know what people call them. They’re the people in the companies is like, whatever. So their their consultants are very good at telling the story about what the problem is that they can help with, right? They show a lot of testimonials. They show a lot of before and afters. So it’s easy for the customer to say, hey, I can be a hero in that story by placing themself in that situation. If I just follow this, this, this, and this, and I can overcome my problem with swelling, let’s say. You know?

We just got to find that story and stick with it. Like, it’s the easiest thing to say. Like, you know, what kind of story do we have to tell our customers? Like, how can we introduce them and allow them to be a hero in the story that we have to tell? Yeah, and going back to the website too, like you said, you know, you and I both have our own website separate from our replicated company website. Um, and if you don’t have that, that’s perfectly fine. But if you do, they talked about the grunt test, the caveman grunt test. So basically if a caveman, you know, barely any English, like doesn’t know, can’t complete sentences and isn’t real intelligent, if they go onto your website, if they can’t identify what it is that you are offering in like three seconds, then your website is not doing what it should do. So I immediately went on my website. I’m like, oh, look at all the pretty pictures I have. Like that tells me a lot about Susan, but what is Susan offering? So I really redid my entire website and I’m still working on it. Um, and they have a, a, um, a diagram in the book too, that tells you, you know, when you’re looking at a website, your eyes automatically go in a Z formation. So they start at your logo in the top left, all the way straight across. Better be like a shop now or order here or, um, what free consult, whatever it is that you’re offering goes over there. Then they scan down to the bottom left where it’s your, your grunt tests. Like it better be for me, it better be, I offer skincare solutions, something like that, yours is going to be quick meal solutions, and then it goes down. And at the bottom, they call it your junk drawer. That’s where you have your blogs, contact me. What else? A catalog. Like people wanna go to your website, they wanna shop, they wanna know what you offer. And every time I go, like I’m on a restaurant website and I’m looking for the menu, okay, the menu’s there. I always scroll down to the bottom to find their hours or if I need to call them to contact. It’s always at the bottom. So why did I feel like I had to have…text me at the top. Who’s going to text me when they don’t even know me? Like, would they possibly text me? Why do they want to, why do we want to pull them right off of our site as soon as they got on?

Exactly, right. We want to keep them on there. But I just wanted to go back because you did say the grunt test. So for those of you who are like having a hard time understanding that, so think about going to, and I know that Susan said about your webpage, but anything that she said could be related back to your social media. So thinking about your…your customer community or your business page, okay? So if you’re on there and somebody goes on and they’re a caveman and they’re looking around and they’re doing that, you know, and the one example that they said in the book was, you know, I think it was like a pill commercial or a pill company, you know? They’re looking at the website and they’re go, oh, okay, pills, get rid of headache now, good. I understand, right? And so that’s sort of…to help you understand what the grunt test is. So somebody gonna go on your website or your social media page and they’re gonna look at it and they’re gonna go, oh, okay, Susan sells skincare that helps with fine lines and wrinkles and stuff like that. Or are they going on your website or your social media page going, oh, Susan lives by the beach. Oh, she you know, enjoys walks with their husband. Like, so what- Got two little bunnies. So what is it that they’re seeing? And I’m not talking about like your personal page, I’m talking about your pages that are specifically for business. So whether it’s a website that you’re building or your social media content, all these same things can apply. Like go into your customer community, your VIP group, whatever you prefer to call it. And-If somebody were to open it up without doing anything else, would they know how they can be helped in this group? Like, do they know what this group is about? I always think about this, like what’s in it for them, right? That is the biggest thing that you need to ask yourself. What’s in it for them when you go to that page? And if they don’t know within 20 seconds, they’re gone. It says they never make, and this is another thing, never make people burn calories. And when, when your brain has to work, apparently it’s burning a ton of calories. So, um, never make people burn unnecessary calories to figure out what, what it is that you do or what it is that you can offer them.

Yes. And that’s what his motto is. Clarify your message. I will warn you though, once you know how a website should be set up, you will critique every website you go to because we have a coffee shop here. I’m not going to say the name, but I’ve been to this coffee shop. It is a cute little coffee shop, like the quintessential, you know, coffee shop. Cute location, cute building. When I went on their website, they have, there’s a picture of a part of the building. You just see like the window. I’m looking at it right now. You just see like the window and part. There’s like a satellite tower in there and it’s just, it does not capture the cuteness of the coffee shop. The picture was taken in. looks like winter because there’s no leaves on the trees. So kind of a drab part of the year. It has the name, but the name doesn’t have anything about what they offer. And then their motto is coffee, cream, community. So, okay, they offer coffee, cream. I’m thinking, okay, I put cream in my coffee. Um, community, okay, like what? It’s very vague. So then I remembered they sell ice cream. That’s the cream of their cream word. So they just wanted to focus on the three C’s. So coffee got it. Cream. I think of cream for my coffee. Yeah. Ice cream and then community. Like, I feel like they, they should have gone more. And that does say it says handcrafted drinks. Yeah. Maybe if they had a picture of like. a group of people sitting there drinking coffee and a kid licking ice cream. Yes! Like I feel, I’m like, wow, this is, they should have, and it’s such a great place. That website is not doing it justice. It’s not serving them well. So you will look at other websites and be like, oh man, they missed an opportunity. They’re missing the mark in their, in their website. So. And there’s something else that we didn’t touch on that. I think of that as like super, super important and it’s like, do you have a one-liner in your business? Like, could you tell somebody what you do in like one or two sentences, basically? Because I know that many of us, we follow suit with what our company puts out there. And sometimes our company’s message starts off with, oh, it started way back when, when our founder did this and they did that. And in the book it says like, If you don’t grab their attention, telling them what’s in it for them within a short timeframe, they’re gone. Yeah. Their attention span doesn’t, they’re not going to sit there and say, I want to sit there and understand this whole process about how this company was built and all this stuff. They just want to know how can you help me? And then I’ll listen to your story. Yeah. You need to, you need to drill down on your elevator speech. You’re on the elevator with someone for 20, 30 seconds. If they ask, what do you do? You can’t be like, well, 10 years ago, I joined a skincare company because, you know, you got to say this is what I offer. It’s like, you know, I help people put quick, easy meals on their kitchen table. But you know, simple as that. It’s like, oh, how do you do that? Now you could give them more information. But not about like, oh, the company’s 25 years old and it’s been in Canada and they’re, you know. Yeah. So remember we’re branding ourselves, not the company. So I always say I teach women in their 40s, 50s, 60s, a skincare routine does not have to be complicated, expensive and time consuming. Oh, okay. Tell me more. I’m looking for a skincare routine. It just opens the door there. Very specific, very short. Elevator speech. So really drill down on that and make your message very, very clear. One thing we’re doing, we’re revamping our church’s website. And I told my husband, I’m like, okay, go on other church websites, like send me things that you like, things that you don’t like so I can use this StoryBrand framework to build our church’s website. And he said exactly what he said. I want it to be very clean and very clear. I don’t want a whole lot of information.

You know, you can go to a different page for that if you want more information, but the first page, the opening page should be very clear what we’re about. If that’s going to catch their attention, they will look for more. If not, they’re going to move on and that is perfectly fine. Yeah, for sure. Now I know Susan has been working on her website. I haven’t got as far as she has. So If you want to take a peek and see some of the changes that she’s put into place, I will drop the link to her website in the show notes, but it’s just susanlarimer.com if you want to jump on now. And I mean, I think we touched a lot of good points in this. Yeah, there’s so much. I highly recommend you get the book. And like Lisa said, after this, we’re getting on with a group of like four or five other women who have been going through book as well. The book, if you are in business, any kind of business, consulting, healthcare, like any kind of, I don’t even know who this would not apply to, but any kind of service that you offer this book is just amazing. It’s called Building a Story Brand, Clarify Your Message, so Customers Will Listen by Donald Miller. It is fantastic. Listen to it, and I know, Lisa, listen to it. I had to have the actual book to highlight and write notes and I’ll be going through it again. This will never leave my, my collection. That is almost like worth revisiting every, like so many months in your business, I would say like every six months or every year at least, um, to see, because we change over time. Our stories change our, you know, what we value in the company changes over time.

Nothing stays the same. And it’s the same with customers. Like, I mean, So we need to tweak that. And it’s a good reminder to just go through and listen to him and you’re gonna get those ah-hahs again, those little nuggets, those little things that you could put into place. But again, I hope that you guys enjoyed this little, this was just a little impromptu rambling that, I mean, I said to Susan, I’m like, we’re doing the call with the ladies. Why don’t we just jump on beforehand and do a podcast on it too? And she’s like, let’s do it. We were a little bit unprepared. We just were talking off the, you know, what we remembered from our read, but I hope that you enjoyed some of the information that you have. If you have any questions, like, I mean, don’t hesitate to jump into my DMs and PMs and we could definitely point you in the right direction or even refer you to the specific chapter that we were talking about. But yeah, I just want to thank you again so much, Susan, for joining us on the podcast. I’m sure that I will…hit you up to do another episode. Maybe, maybe I’ll get you to do the one year anniversary podcast with me. I would love that. Thank you for having me. Always, always. Well, thank you everyone for joining us on another episode of The Other 99%. And we will see you again next week. Take care. Bye.