[00:00:00] Episode 23. Welcome to the Aligned and Thriving podcast for ambitious female entrepreneurs where we align systems, strategies, and self for sustainable success. If you are new here, a very big welcome, and if you are a regular. Also a very warm welcome. My name's Jada. I'm your host and I can't wait to share this week's episode with you.
Just before we dive into this week's episode, I have a very special and limited time and space offer to share with you, and it is for those of you who are online course membership, coaching container, or mastermind owners, and. Have launched into your programs and offers a number of times, but you're not getting the results that you're after and you want to move from four figure to five figure launches and beyond.
You are [00:01:00] putting in a lot of effort, but maybe not seeing the results to match. Maybe you're feeling. Exhausted by your launches. Frustrated, overwhelmed, and unsure what to focus on to create the launch results that you are after. Maybe you're even questioning your offer or wondering if you are the problem.
I guarantee you are not. This is the online offer Growth Lab. It's a six month intimate container, and it is nothing like I've ever seen before. It is beyond the basics and an opportunity to get personalized support in a small group setting maybe before you are ready to invest in one-on-one coaching and mentoring.
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My handle is Jada Business Mentor, and I can send you all of the information and we can chat about if this is a match for you. If it is, I would so love to welcome you inside once you've made your application. In this episode, I want to dive into. What a launch quote unquote is and is not. When you hear people talking about launching, launching your offer, launching into your offer, doing a launch, live launches, whether you should be doing evergreen or a live launch.
We'll dive into that in another episode in more detail when. [00:03:00] People are using the word launch when I'm talking about launching. It's not just the first time that you open the doors into your online course or membership or coaching program or mastermind. It's not just that first initial, I guess, launch of your offer, your product.
It is a whole system. That was really the, the product launch formula. PLF was created by Jeff Walker, and to this day, he teaches it and runs a course on it. And basically all of the big online business giants that you see out there, the big names that you would know. Use his, the basis of his formula. And there are many aspects of that formula, uh, that oftentimes get missed when people are [00:04:00] attempting to.
Kind of reverse engineer what they're seeing or to put into practice those strategies that they might've even learned in his course or in other people's memberships or courses or programs, uh, or from downloaded blueprints or PDFs or strategies or launch plans, et cetera. They're all based on. Jeff Walker's Product Launch Formula.
You can get his book. You can sign up to his courses. In fact, at the time of recording, I believe he's even in launch doing his own, following his own strategy and launching into his product Launch Formula course. What I have noticed. And what I support people with is taking that information that works, taking the strategies that work, and helping you to [00:05:00] personalize them, helping you to action them, helping you to implement them in a way that is a match for you, for your offer, and for your ideal.
Audience, because there's often a disconnect between learning that information and being able to implement it in a way that is going to work to grow your business. And also, there's just a lot to take in. There's a lot of information, there's a lot of layers, there's a lot of moving parts. And so this episode, I really wanna break down what.
It really truly means to do a what is referred to as a launch, uh, to make it successful. So really what we're talking about is promoting into your online offering. That's what a launch is. Each time you [00:06:00] open your doors, you. It, it we're referring to it as a launch. We're launching into your online offer, and this can be done in a live slash open, close door kind of a way whereby you only have enrollments or signups for a particular period of time, and then you close them down and then you open them.
However many times you wanna do that a year. Some people do it once a year. Some people do it four times a year. Some people do it once a month. Um, and then you can also do what's called evergreen, which basically just means having your doors open all the time and having a way to sell into your offers at all times.
Running at all times via both or either or, or both. Organic social media. Selling and marketing and or paid advertising across meta ads, Facebook ads, Google ads, [00:07:00] things like that. So either way. Just to be clear, and I'm not gonna go right into Live versus Evergreen this episode, but either way, there are a whole lot of aspects that are necessary to create the kind of success that I imagine you want from when you open your doors from your launches, when you open the doors into your online offering.
So to. Paint the picture. It is a series of aspects that attract people towards your offer and that support them in making a decision to join your offer if it's a fit. And that's why it's important to understand that a whole lot of things that you might be doing. On their own, or if you do only a couple of them and miss some other key aspects, don't create the kind of results that [00:08:00] you're after and that you see other people getting potentially.
So let's talk a little bit about what launching, quote unquote launching is not, or at least is not entirely so. A launch is not just a funnel. A launch is not just ads directed to a sales page. A launch is not just a social media campaign. A launch is not just having an optimized ads campaign, and it's definitely not building your course or your membership.
Your offer behind the scenes. And then just announcing that you've created it and that doors are open. It is not surprising if you've done that, that you maybe get crickets unless you are well known, well trusted. [00:09:00] You already have a following of people who want what you're about to release. And a whole lot of people who have already purchased from you, who would likely buy anything you release because they trust you and they know that you're good for it and they like the way you teach and they know that you have success in that area and they wanna learn from you.
But if you are a newer business, if your offer is newer in the marketplace, even if you've been around for a couple of years. It's unlikely that if you bring out something new and you just build it quietly behind the scenes, especially not if it's the very first online offer that you have and you don't say anything about it, and then you just arrive and say, Hey, I've built this thing.
It's for you if, and the doors are open, come on in. It's unlikely you're gonna get the sales that you're after. And so many times I see people [00:10:00] so frustrated that they don't have the results that they're after when they have done one of these things I've just mentioned and they've put a lot of time and energy and research and money into.
Any one of those things that I just mentioned, and they feel like they're launching, they feel like they've got their doors open and they're wondering why it's not working, and you might be able to relate, or even if they've done a few of the things that I just mentioned, this is still not likely to create the type of results that you're after and is therefore causing that really big.
Frustration between the effort you're putting in because you are doing a lot of things and the results that you're getting. So let's talk about each of these things. So. A funnel, and if you're not sure what a funnel is, a funnel really is a customer journey taking someone [00:11:00] from a certain point. So if we talk about it, say if you are reaching a new person, either via an organic post or a paid ad, and you are taking them to an opt-in page where they're able to opt in to attend your launch event.
They're now in your funnel. Now. Hopefully you're taking them through some nurture emails, leading them towards your live event. Hopefully they're attending your event, then you're selling in that event. Then they might move into joining your offer if they go all the way through the funnel and purchase, or they might then start receiving your sales emails, your open cart emails.
All of these moving parts are a part of your launch funnel. So if we're only doing parts of that, then it's not a whole launch funnel. But as you can see, there are a whole lot of aspects even within that [00:12:00] funnel. Uh, and so we need to get all of those moving parts working really well. Optimized match to you, match to your offer, match to your ideal people to.
Get that whole thing working in a easeful and successful and profitable way. So when I say that a launch is not just a funnel, it's because the launch also includes getting your launch event right and optimized. It includes more than just having all of the moving pieces you, you need to get each of those moving pieces working well, and those moving pieces need to include the right.
Aspects, the right messaging, the right mental triggers that are involved in moving someone towards your offer, breaking down any blocks that they might have, helping them to believe that it's possible for them, not just other people and et cetera. And this is what I [00:13:00] mean by it's a launch is more than just the actual, I guess, moving parts of the funnel.
Then when I'm saying a launch is more than just a social media campaign, a a marketing campaign, a launch campaign across your social media. A lot of times I see people who are teaching social media and they are teaching, launching, and when I really dig into it, it's really the types of posts and the types of campaigns and the types of actions you need to be doing on social media.
As part of your launch, your social media is a really strong and important part of your launch. And little side note, even if you are doing a purely cold audience launch, IE, if you are doing a launch that you're not even promoting. To your social media or your email lists, and you are purely sending ads, paid ads to find a new [00:14:00] audience and draw them towards your opt-in page and your launch event and bring them into your offer.
This is a purely cold audience launch. Even if you're doing that, your social media is important because chances are very high that those people are checking you out on social media. So our social media is so important, whether we're doing a warm or cold or mixed warm and cold audience launch. So yes, you definitely need to have a.
Social media launch campaign, you definitely need to be getting that messaging right and know what kinds of social media posts to use within a launch at the different phases and stages of your launch. That is really important, but it's not the whole picture. When I said a launch is not just a. Paid ads campaign that is working.
What I mean by that again is yes, [00:15:00] it's an important part when you want to reach a new audience, when you really want to be growing your offer, when you want to be moving into scaling your offer, when you know that you have moving parts that work when you know that your event. Translates to sales. When you know that your offer is tried and tested and you've got good results with it, you wanna go out there and you want to reach a new audience.
We do need a paid ads campaign that is attracting brand new people with the right messaging, with the right kinds of ads. The right kind of video and graphics towards your opt-in page. Yes, absolutely. But again, if. Even if we get that part right, the overall results are not necessarily going to be fantastic if the other parts and the other important aspects of the whole launch aren't optimized and working well.[00:16:00]
I have worked with clients and where they've worked with Facebook specialists and who I've even known. We've had conversations. We've both had the same client, and the Facebook ads were going so well. They were getting really well priced click throughs to their. The opt-in page for their launch event. Uh, lots of views, lots of click-throughs.
However, the opt-in page was actually not converting very well, and so I recommended to my client to not spend any more money on ads until we had improved the conversion rate. That is the number of people actually signing up for her launch event versus the number of people landing on the page. So we needed to increase and improve that opt-in rate, that conversion on that page before just throwing more money at the ads.
Otherwise, we're throwing more money at the ads, getting more people landing on the page, but we're missing out on a whole lot of people [00:17:00] because we haven't yet optimized that page. Hopefully that makes sense. So yes, all of these aspects are important, but they're not the whole picture. And that's why when you focus only on one or even one, two, or three.
But not the rest. You feel like you're putting in so much effort and you can be doing a whole bunch of things really well, but you're still not getting the results that you're after. I also shared that a launch is not just building and creating your course membership mastermind program behind the scenes and then saying, Hey everyone, I've built this thing.
The doors are open. Come on in. Chances are you're gonna be very disappointed if you do that. And that is because there's nothing actually leading up to it. There's nothing peaking anyone's interest. You're not getting buy-in, you're not getting, uh, you're not asking people to share their interest. You're not showing behind [00:18:00] the scenes that it's coming.
You're not. Setting yourself up as the expert. You're not talking about it so that people are already excited about your new offer before you open the doors. Now there's something very special that happens when you do a launch, and it's what the premise of the, the whole strategy of the product launch formula that was created by Jeff Walker does and.
These are some of the aspects that are often missed. And as I said, I'm not gonna dive right into Live versus Evergreen, but some of these aspects in this episode, I will in another episode. Some of these as aspects are a whole lot easier to achieve when you do what is called a live launch. That is you do some kind of live event that leads into.
Your offering and some of these really important [00:19:00] aspects are things like creating this really tangible excitement. And connection. It's something to participate in. It helps people to feel a part of something when they are excited about showing up to an event and they're checking if their business bestie is also going to it, or they know someone who's done it before and.
Loved it and now they're going along to it and they feel proud that they're doing that. Or even if it's something that's brand new, you create creating this, this excitement and this sense of connection around a shared experience that people are having together that happens in the event itself. Because you're bringing together a whole lot of people with similar challenges and similar desires, and so they are going to feel connected with each other already on your live event because they can see that they're in a space [00:20:00] where other people are similar to them or get them.
That also done right flows out into social media where those same people are getting excited about and commenting on. Your social media posts, or they're sharing in their stories that they attended your event. And so there's this level of excitement and connection that happens when you do an event, when it hits the mark in finding and meeting your ideal people at that place where they're quite ready for the transformation that your paid offer actually gives.
And so this leads me into another really key as aspect or another couple of really key aspects to creating success and ease and profit. When you open the doors into your online offer, and that is making sure [00:21:00] that your. Launch event, and in this case, whether it's recorded and used within an evergreen funnel that's running all the time, or whether it is live, that piece of content or that live event, no matter whether it is a webinar, a coaching week, a bootcamp, a multi-day workshop, or whatever it might be.
A one-off video, a three part video series that needs to meet your ideal person, your avatar, who is most ready for your paid offer. So you need to be really clear about where somebody's at, when they're ready to join your offer, your messaging. This is like a two part thing. Your messaging on your offer page, your sales page needs to meet them exactly there.
But when we talk about your launch event [00:22:00] or offering, even if it's prerecorded and this needing to really meet them at that point, it's thinking about that place where they're at and meeting them a quarter of a step, half a step, one step, or even exactly aligned with your entry point. So that you are presenting that event with content that is an exact match for the entry point into your offer, and this is something that is often missed.
It's like related, but it's not an exact match. Also, when we do this, we want to be making sure that we are helping them to believe in themselves. So we need our offer page. Yes, of course. But we need our launch event to meet them exactly where they're at, when they're looking around, when they want the change that your paid [00:23:00] offer is going to give them.
And then within that event, we really need to make sure that we're helping them believe that it's not just possible for us or for. You know, one of our, our members or students that we show, but it's possible for them. We need to help them believe it's possible for them. To have the transformations that they're des desiring, and it's possible for them to move through the blocks that they might be having.
So this is where it's so important to have mindset and belief shift. Built into our launches within the event, as well as within the messaging in our open cart, in our sales, in our social media, and et cetera. And this is something that is often missed out, and it is an essential part of doing a really, uh, effective launch.
It's one of the aspects that [00:24:00] helps you to create ease and sales. Done well launches will also create a sense of reciprocity where people feel like you have given so much that they also want to give back. This can be in part, helpful in them signing up and purchasing or telling somebody else about it, or leaving a great review or making comments on your social media or replying to your emails and engaging when it's done well, people want to engage.
People want to give back because they've received so much value from you. Now there's a whole lot of talk around that I see all over the place on social media, which creates quite a bit of confusion I think, saying that if you're launching like it's 2021, then no wonder you're not getting any sales or the results aren't there, or you're doing it wrong if you are still launching like [00:25:00] it's 2021 or whatever variation of this.
But the thing is. It is still working. All of the core aspects are still working. People are just a little bit more savvy or a whole lot more savvy. 'cause the online space is a whole lot more busy than it was in 2020. And so we still need to cut through that noise. People are wanting to see and, and I guess get more of a sense to trust you.
So all the more reason to be showing up and doing events, showing up live on camera, doing videos, and bringing in all of these aspects and showing your expertise and helping them move through a journey and feel ready because the whole structure and all of the aspects of a launch and of this whole promotional, uh, period relies on tried and tested and current.
Sales psychology and [00:26:00] that sales psychology hasn't changed. What has changed is people maybe take a little bit longer to trust or they can do. So we need to make sure that we have the things in place that show our expertise, that show that we are the real deal. For sure. People are more savvy. They have seen this system play out and.
They've also experienced people not doing it well, and so then they feel like they're just gonna be sold at, or they're gonna be ripped off, or they're not gonna get very much value because a lot of people have not quite understood the whole process and all the aspects and don't necessarily do it super well.
And so then it can feel a bit bro marketing, it can feel a bit over. Like that icky sales that we don't wanna be doing. It can feel too over the top, like you're pushing yourself on people. We don't need to do any of that when we're doing all of the [00:27:00] key aspects that make this promotional period and this whole launch.
Actually work done. Well, a launch will build anticipation, and that's what the pre-launch runway or the lead in time to a launch is really designed for. And so a lot of people will ask me, do I really need to spend such a long time in pre-launch six or eight weeks? Well, the more you do in that period of time, the easier it is going to be when you actually open your doors.
Because a whole part of this is building that anticipation, creating excitement for your offer. Then you don't have to work as hard when you actually open your doors. The other thing that's happening when you're doing a launch is that you're showing up really prolifically, whether it is via paid ads or organically or both, and your email list, and you are building authority.
[00:28:00] You are sharing if you're doing it well, your expertise, you're showing up as an authority and you're building trust because you're taking people through a series of. Learning, you're nurturing them through emails, you're showing up and sharing your expertise live or you're doing it via video. So they're able to see you speak and share your expertise.
They're able to get a sense of your energy and your vibe. Uh, and that's why when we skip out on having any kind of event, or even when you're doing evergreen. People, uh, often skip out on having some kind of conversion offer, which could be a recorded masterclass. It could be a video series, it could be like a private podcast series.
It could be a one-off video, it could be some kind of audio training. These are going to be powerful because people can hear your voice. They will get to [00:29:00] know, like, and trust you much more quickly, and that will happen even stronger and faster when you actually show up live, even if it's scary, even if you are nervous.
When you do that, you are showing people just how much of an expert and authority you are on your subject because you're able to show up and share that. Live people are able to connect with you more and ask you questions and see how you respond to that. So throughout all of these aspects that we're doing, we're building a lot of authority, we're building a lot of trust, and we're sharing our energy so that people get an idea about that.
Because people aren't just buying your offer, your course, your membership and the outcomes, they're also. Really making their choice in a big way based on you and your energy, and they get a sense of that really clearly. When you show up in, in this [00:30:00] launch process and you are doing lives and you're making videos and you're doing an event, or you're putting out some kind of video or audio training, all of these things are going to help that process and to touch on all of those really important mental triggers, those sales.
Triggers that we need as part of the, the decision making process. This is not about tricking anybody. This is not about, uh, convincing somebody who's not a right fit. This is about helping people to know that what you've got to offer is the right fit for them, and that it will give them the outcome that they're looking for because they do want those outcomes and they are having the challenges that your offer.
Provides if you're talking to the right people. The other really powerful thing that's happening when you are doing a live launch event of some kind is there is a whole lot of social proof going on. And I know you might be thinking, but what if only [00:31:00] one person shows up to my event? Or what if nobody shows up to my event?
That's not really good Social proof, Jada, I get it. And do you know what every single successful online business person. I would say every single one, but if not 99 likely 0.9% of them has put on an event, a live event and had nobody show up or had only a couple of people show up. So if you're worried about that and you haven't experienced it yet, you probably will.
And it's part of the journey. And so you might be asking, well, what happens though if only a few people show up? That's just gonna look. You know, is that gonna be against, not, not work in my favor because it looks like nobody's interested? That's part of the journey. Uh, and so sometimes we need to stimulate things whereby we know there are questions and we say, oh, hey, these are the popular questions [00:32:00] at the very beginning.
You might need to make up some of those questions if you haven't had clients or members yet. Because you know the people you wanna serve, you know what some of their challenges or questions are likely to be. So you can create some of those questions yourself to get started. You can do things like market research calls so that you have some social proof.
You have little quotes from people about what they're struggling with and what they, what their desires are, the transformations that they're after. You can do. You can invite people into a little test group so that you're able to get their feedback and get little testimonials. So there's a lot of things you can do at the beginning to help to set you up with more social proof.
But as soon as we have a few people coming along, there is that social proof that somebody else is interested. And so as we start to build momentum and you have a number of people on your classes and then somebody signs up. You're like, Hey, welcome to this [00:33:00] person. And then the other people are like, Ooh, that person signed up.
I think maybe I want to as well, or on social media, you might be sharing, Hey, welcome to this new member. Welcome to that new member. And you're creating that social proof that people are taking action. So done well, and as you grow, of course it is really strong in creating that social proof. And you know, as human beings we are.
Uh, we are beings of connection. We want to be in community. We like to be included. We like to stay within the clan, and so it is a helpful piece towards helping people to make a decision. If they feel aligned with, connected to, similar to the other people who are joining up or attending your event or talking about it or speaking well of you, then it makes them feel like they're in the right place.
So that helps them to make a decision, which brings me to community as [00:34:00] well. Really, when we are running a live launch event of any kind, we are creating community already. We're creating community on our social media. Uh, even in our emails, we're creating community on our event. So that people, and I've mentioned it already feel connected.
They feel a part of something. And so when you listen to all of these aspects, you can see that a funnel as in the moving pieces alone without the messaging and some of these really key aspects. Is not a launch, it's not going to necessarily work unless we have some of these aspects coming into the funnel.
And if we are only sending people straight to a sales page, we are missing out on the anticipation. On the building of the trust and the likability, we are missing out on creating that community and that reciprocity and that sense of belonging. We are missing out on a whole lot of [00:35:00] aspects. And so in listening to this, I hope you can start to see that there are a whole lot of elements that make the whole work so that it.
Creates ease and it creates more profit when you put all of these things into place. Now what I do hope is that this doesn't feel overwhelming. Like, oh my gosh, like there are so many more aspects to making sales in my online business. Yes, there are. There are a lot of moving parts. To a launch or to selling into your online offer and growing your online offer.
The good news is that the best way to go about it is to layer things in to, to start with the basics and get them to be as good as possible to your current knowledge. If you're fairly new and you've only opened the doors into your offer a few times, 2, 3, 4 plus times, then you'll [00:36:00] have some idea. Of being able to talk directly to the right person and really narrow your launch avatar down.
You'll be able to start to get that messaging. You'll have some social proof, all these kinds of things, but we put into place the basics first, and then we start to layer on all of the other aspects. So we get the key parts happening first, and then we layer on, and that's how you grow sustainably. The other thing I see people doing is trying to do all the things, the bonuses, the secret sessions, the extra email sequences, the, you know, all the layers of the potential options of what you can do on social media, all the different types of ad campaigns that you could be running before they have.
Uh, optimized, even the first level, and then it's just exhausting, overwhelming, all of the things. So yes, there are a lot of moving parts, but we [00:37:00] can start with the basics and still include these essential aspects. And then you layer on and layer on, you test, you measure, you tweak, and you go again, and you layer in more and more aspects that will help you get the results that you're after and improve what you're doing.
So my hope is that this episode has not created more overwhelm, but that it has created clarity around why potentially, even though you feel like you've been doing quote unquote, all the things. Maybe you're still not getting the results that you are after, or you're getting some results, but you want them to be better and you're not quite understanding why.
Even though you have a funnel in place, even though you've got an opt-in page and you've been doing an event and you've got open cart emails in place, and you've got some social media things going on, or even if you've had ads running, even if you've had a bunch of these [00:38:00] things in place. If you're not hitting these mental triggers, if you're not having all these different parts kind of working together in the right way and in a way that is personalized and aligned to you, your offer and your ideal people, what kind of event is gonna be the best match for them?
And then obviously, what is a match for your offer? Well, hopefully, obviously, and also for you and how you show up and what your energy style is. So that's looking at then what is the best match event style or launch event style. And that's what I'm talking about when we need to be matching the strategies that are tried and true and tested and they work, but they won't necessarily get the outcomes if they're either not done in full or they're not personalized and matched to you.
Your offer and your ideal people. [00:39:00] And so that takes time. That takes learning and going beyond the basics of being able to set up an, an opt-in page, a nurture sequence, a zoom event, and et cetera. We need to be able to go beyond those basics so that that's, that's something that we can do and we're able to work on the finer refinements of, of our messaging.
We're able to optimize each of those areas. We're able to. Move through and towards mastery of being able to show up, live and teach. Help people have mindset transformations, help them work through blocks, help to, uh, create that sense of community and trust. When we show up, we're able to do those things beyond the basics and personalize and optimize them to do them well, which takes the learning.
The trying, the testing, the repeating, the optimizing, going [00:40:00] again and repeat, repeat, repeat. That is how we really grow and get good at promoting into, and launching into our online offers. So I really hope that this has been helpful, that it's maybe shed some light on areas that you need to focus on. To create more ease and more sales in your launches and how there are just.
It really is that that layering and all of those aspects coming together that create the results that you're after. Now, if this is something that you really want help with getting on top of so that you know exactly what you need to be doing each stage of a launch prior in between, in the runway leading up to it.
While you're doing your live classes, while you're in your open cart and sales period afterwards, what to do That is exactly what I support my clients with, both [00:41:00] one-to-one. And in my small group containers, I work in a very, uh, personalized kind of way. So currently all of my containers are very, very small and personalized because I'm really passionate about helping you specifically where you've done some of the basics.
You've got some rungs on the board, you've got some sales, and you want to be moving into that next phase of growth so that you can get things in place to then be able to scale and really take your online business. So that place where it's creating that lifestyle freedom for you, because I'm all about creating an aligned business that.
Is aligned with the kind of person you wanna be, the kind of life you want to lead, and so therefore creating the right structures, strategies, offers, et cetera, uh, that are aligned with that [00:42:00] to support that, not the other way around. And I know for a fact that mastering your sales into your online offers, IE your launches is.
Essential to doing that, and we need to get onto it early on because we need sales to survive. We need to build our income to a point where we're able to put back into our family, where we're able to pay ourselves. We're able to cover the cost of our business and beyond where we're able to get help with doing that, where we'll be able to, uh, free up our time.
And to be able to have that time freedom that we're looking for and we need to be able to sell into our, our courses, our memberships, our online offers to make that happen. If we can't get that down, then we're stuck in kind of a hobby, a startup stage or to often people give up and they close down and that is [00:43:00] why launching into selling into your office is such a big key area that I love to work with you on.
As part of creating that aligned business. So if you've got any questions, reach out to me via Instagram. DM me. I [email protected] Mentor. And I would love to have a chat with you. I'd love to hear what your takeaways were from this, uh, episode. And if you've got any questions, and of course, if you would like some support, either through my small group containers or one-on-one, then please reach out.
But otherwise, have a beautiful rest of your day or evening, whatever time you're listening. And until next time, keep aligning and keep on thriving.
