April 28, 2024

Ep 72: The Secret to Customer-centric Branding | Expert Guest Rebl Risty

Ep 72: The Secret to Customer-centric Branding | Expert Guest Rebl Risty

Send us a text

Rebl Risty, a StoryBrand certified consultant, teaches us how to transform your brand narrative to put your customers at the heart of the story. Learn how to re-engage your network effectively, use strategic prompts to simplify networking, and maintain strong relationships long after the first connection. Tune in for actionable insights to elevate your brand's messaging and engage your audience like never before!

Biggest Takeaways:

  1. Customer as Hero: Emphasize positioning the customer as the hero of your brand story, not your company or product. This approach ensures that your messaging resonates more deeply by focusing on the customer's journey and needs.
  2. Guiding Role: Your business should act as the guide in the customer's journey. Like Yoda to Luke Skywalker, your role is to provide the expertise and support that helps customers overcome their challenges and achieve their goals.
  3. Importance of Clarity: Avoid complexity in your messaging. The key to effective communication is clarity over cleverness. Ensure that your content is easy to understand and directly addresses the needs of your audience.
  4. Utilizing the StoryBrand Framework: Implementing Donald Miller’s StoryBrand framework can revolutionize your marketing by structuring your brand story to engage customers effectively. The framework outlines a clear path for crafting compelling narratives that spotlight the customer as the protagonist.
  5. Consistent Application Across Channels: The principles of the StoryBrand framework are versatile and can be applied across various marketing materials—from websites and social media to emails and beyond. This consistency ensures that every piece of content contributes cohesively to the overarching narrative of your customer as the hero.


Meet Rebl

REBL Risty is Founder & CEO of REBL Marketing. REBL became Certified in the StoryBrand 7-Part Framework, which helps companies eliminate confusion and communicate clearly with their customers to grow their businesses. 

Website
Podcast
StoryBrand
LinkedIn

Join my events community for FREE monthly events.

I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy.

Join the community here!

Support the show



Come tour my digital home :) >>>Website
Wanna be friends? >>> LinkedIn
Let's chat every Tuesday! >>> Newsletter
Catch the video podcast on YouTube >>> YouTube


Chapters

00:00 - Crafting Customer-Centric Brand Stories

08:36 - Transformational Marketing Messaging Formula

13:34 - Crafting Effective LinkedIn Profile One-Liners

Transcript
WEBVTT

00:00:00.981 --> 00:00:03.027
understanding what your customer wants.

00:00:03.027 --> 00:00:05.892
What's the problem that they're dealing with?

00:00:05.892 --> 00:00:09.006
That's keeping them from getting what they want right, hey, hey.

00:00:09.627 --> 00:00:20.983
Today we are talking to Rebel Ristie, who is a StoryBrand certified consultant and she's teaching us how we can bring more customer into our brand stories.

00:00:20.983 --> 00:00:34.840
So you know how when someone's telling a story and it's all about them, them, them, you just kind of tune out like, okay, well, how am I supposed to get involved in this story?

00:00:34.840 --> 00:00:37.584
I don't have any skin in the game.

00:00:37.584 --> 00:00:41.710
That's what happens with your brand when your copywriting.

00:00:41.710 --> 00:00:50.631
When your copywriting, your website, your social media posts are all about you and you use the word like we or I.

00:00:50.631 --> 00:00:53.027
It just kind of turns people off.

00:00:53.643 --> 00:01:17.323
But the whole thing with StoryBrand is being very you-centric your customers that hear of the story and you are the guide that's taking them from point A, which is the unmitigated disaster that is their lives, to point C, where they're on the other side of this hurdle, and they are the hero of the story.

00:01:17.323 --> 00:01:21.472
So today, raul is going to teach us exactly how to do that.

00:01:21.472 --> 00:01:29.450
And as a reminder, if you have forgotten or you're new to the show, I am Sarah Noelle Block and you are listening to Tiny Marketing.

00:01:31.322 --> 00:01:32.465
I am, I am.

00:01:32.465 --> 00:01:34.772
I've been using StoryBrand for years.

00:01:34.772 --> 00:01:38.643
I found Donald's book through a friend six years ago.

00:01:38.643 --> 00:01:43.109
He wrote it five, six years ago and I just love, love.

00:01:43.109 --> 00:01:44.992
The format it makes so much sense.

00:01:44.992 --> 00:01:46.921
The framework, the seven steps.

00:01:47.983 --> 00:02:04.307
It's simple, but it's just so apical to any business and the nice thing as a business, when you're trying to storytell, it's really hard because what you want to lead with is products and services and benefits and all these things right.

00:02:04.307 --> 00:02:14.842
And it really says okay, hey, you need to tell a story, which, yeah, in our mind, we all know we need to tell stories how people connect better.

00:02:14.842 --> 00:02:16.587
But how, how do you do it?

00:02:16.587 --> 00:02:18.192
And that's what the framework does.

00:02:18.231 --> 00:02:21.705
It says okay, this is how you do it yeah.

00:02:21.705 --> 00:02:22.825
You're right.

00:02:22.825 --> 00:02:32.169
It feels vague when you're given the advice you need to sell the stories and it's like well, what does that mean?

00:02:32.169 --> 00:02:35.770
Are you talking about case studies, customer stories?

00:02:35.770 --> 00:02:39.729
But can you explain how that works?

00:02:39.729 --> 00:02:43.810
Like what is the story that we're supposed to be telling?

00:02:44.390 --> 00:02:44.912
The story?

00:02:44.912 --> 00:02:48.348
Well, it goes back to Donald Miller.

00:02:48.348 --> 00:02:54.500
If you don't know who he is, he's an author and he has developed the framework and now has StoryBrand and Business Made Simple.

00:02:54.500 --> 00:03:06.574
So the idea as an author writing books and then screenplays we all are attracted to and get absorbed with the idea of stories.

00:03:06.574 --> 00:03:16.723
When we hear a story, it draws us in because we can see ourself in that story and it engages us in our brain in a different way.

00:03:16.723 --> 00:03:20.472
So what he's done is created a seven-part framework and it's very simple.

00:03:20.472 --> 00:03:23.189
It's understanding what your customer wants.

00:03:23.189 --> 00:03:26.001
What's the problem that they're dealing with?

00:03:26.001 --> 00:03:28.311
That's keeping them from getting what they want right.

00:03:28.311 --> 00:03:33.326
So when you think about the latest movie you watched, what's the first opening scenes?

00:03:33.326 --> 00:03:36.313
It's usually something dramatic happening.

00:03:36.680 --> 00:03:38.347
Yeah you're throwing an action.

00:03:38.780 --> 00:03:45.444
Exactly Somebody's hanging off a cliff or they just broke up with their love of the life and that type of thing.

00:03:45.444 --> 00:03:48.206
So it's that tragedy problem that happens.

00:03:48.206 --> 00:03:49.991
And now they've got to the hero.

00:03:49.991 --> 00:04:00.301
Your customer has to find their way back to what they want to find love again, to find the diamond, whatever it is right In the storyline, and that's the idea.

00:04:00.301 --> 00:04:02.304
It's following that whole storyline.

00:04:02.304 --> 00:04:07.668
It's following that whole storyline and you are the hero, not the hero, but you're the guide.

00:04:07.668 --> 00:04:11.129
Your customer is the hero, you're the guide, you're helping.

00:04:11.629 --> 00:04:14.733
And every one of the best examples is Star Wars.

00:04:14.733 --> 00:04:19.336
Right, you've got Luke who's confused.

00:04:19.336 --> 00:04:20.456
He's the hero of the story.

00:04:20.456 --> 00:04:24.120
He doesn't know what to do, he doesn't understand his powers, and then Yoda comes along.

00:04:24.120 --> 00:04:31.242
He's the guide, helping him, train him, find the answers, to find the path to get to where he wants that type of thing.

00:04:31.242 --> 00:04:41.851
So you are the guide in your business to your hero, the customer, and you're giving them the plan, You're helping them figure out how to get to what they want.

00:04:41.851 --> 00:04:48.887
And that, basically, is the formula for StoryBrand and, like I said, I've been using it for years and it does work.

00:04:48.887 --> 00:04:53.283
And the nice thing about it is it works.

00:04:53.682 --> 00:05:01.661
Yeah, it just works it does, and it's a formula, so it's easy to I mean, from an outside perspective.

00:05:01.661 --> 00:05:11.196
It's not always easy to do it for yourself, but it's easy for a guide to be able to apply that formula to another person's business.

00:05:11.196 --> 00:05:16.610
And I'm a writer so I study writing all the time.

00:05:16.610 --> 00:05:25.913
Every single book that I read about the practice of writing like Save the cat it all applies to marketing.

00:05:25.913 --> 00:05:29.843
Every single time I read one, I'm like holy cow.

00:05:29.843 --> 00:05:41.512
That is, that's just marketing and then guiding people through their challenges, getting them through these obstacles and getting them to their triumphant end.

00:05:42.360 --> 00:05:57.728
Yeah, yeah, yeah, of course, and, like we were talking earlier, sometimes it's so obvious and we know we need to do these things and the storytelling is all about the messaging and your branding and, you know, keeping it simple.

00:05:57.728 --> 00:06:30.889
One of the things that I like to say is, instead of being clever and cute, you want to be clear and concise, and that's the great thing about the formula is it helps you hone that down, because otherwise, as business owners, as marketers, we want to do everything and with so much going on in the world, this is a basic core philosophy and something that every business needs in their business is just good, clean, clear messaging, branding, and then from there you can build.

00:06:31.550 --> 00:06:32.192
Yeah, you're right.

00:06:32.192 --> 00:06:34.624
There's so much clutter in our lives.

00:06:34.624 --> 00:06:39.012
We don't want to have to decipher your funny copy.

00:06:39.012 --> 00:06:41.107
I don't know what you actually do.

00:06:43.505 --> 00:06:53.521
Right, and recently we I'll come up with some really clever stuff and then you go and say it or it's on your website and people like I don't understand yeah but what does that mean?

00:06:53.541 --> 00:06:58.204
yeah, so oh my gosh.

00:06:58.204 --> 00:07:02.889
So why is it important for the customer to be the hero?

00:07:04.449 --> 00:07:11.076
Because in like every story, the customer Not.

00:07:11.076 --> 00:07:12.576
How do I say this in a not?

00:07:12.576 --> 00:07:16.519
Well, let's say we're all self-centric in many ways, right?

00:07:16.598 --> 00:07:18.880
We're in survival mode.

00:07:19.300 --> 00:07:19.540
Right.

00:07:19.540 --> 00:07:31.810
So here's the idea with the messaging and the branding on a simple, simplified is that we're all in survival tactic.

00:07:31.810 --> 00:07:36.896
We're just trying to quickly understand and maneuver where we need to go right.

00:07:36.896 --> 00:07:49.067
And so if you are making yourself the hero of Reb Recy at Rebel Marketing is the hero for my clients then my client gets lost because I'm talking about myself.

00:07:49.166 --> 00:07:56.776
The hero wants to talk about themselves and and you know, if you think about in the movies, the hero is usually the one that's lost.

00:07:56.776 --> 00:07:57.778
They're confused.

00:07:57.778 --> 00:08:03.858
As somebody who's going to solve your problems, you don't want to think I mean he's been lost.

00:08:03.858 --> 00:08:06.303
Right, you're the one, the client.

00:08:06.303 --> 00:08:11.141
I don't want to say they're confused, but they are a little lost as marketers.

00:08:11.141 --> 00:08:14.677
Our clients come to us because they don't know what to do in marketing.

00:08:14.677 --> 00:08:15.942
Maybe they've tried things.

00:08:15.942 --> 00:08:16.884
It's not working.

00:08:16.884 --> 00:08:18.961
They want to have a guide.

00:08:18.961 --> 00:08:20.461
They want someone to tell them what to do.

00:08:20.461 --> 00:08:28.639
At the end of the day, everyone wants to have that expert that says confidently this is what you need to do, this is how we're going to fix it, and then they fix it for them.

00:08:28.639 --> 00:08:30.055
And that's what the guide does.

00:08:30.055 --> 00:08:40.660
Right, the hero is the one that's usually on the path to getting there, and then they're the hero to somebody else, so we write the messaging for them.

00:08:40.660 --> 00:08:43.721
That makes them the guide and their customer the hero.

00:08:44.702 --> 00:08:46.403
Yeah, that makes sense.

00:08:46.403 --> 00:08:48.884
We don't want to be the confused people.

00:08:48.884 --> 00:08:57.469
The business owner should not be the person that's seeking out a solution, that is confused and stumbling through life.

00:08:57.469 --> 00:09:05.993
They need to be the person who, the lighthouse, the person who shows you the way, the path.

00:09:06.513 --> 00:09:22.245
Yep, and if you think about yourself as the guide versus the hero, you stop talking about I, we, me, and you start saying you how I help.

00:09:22.245 --> 00:09:26.519
You know like you really focus on that customer and it's it's just a different perspective and it draws that customer in.

00:09:26.519 --> 00:09:46.086
So when, for example, the reading copy on your website and it's you clearly state are you, you're struggling with marketing, you're about ready to throw it all in, right, but you don't do that yet, because we know how you feel, you are the hero of your own story and we can help you define that.

00:09:48.177 --> 00:10:00.201
So, for those who haven't read Donald Miller's book yet, he has a formula for what your website should look like the order of the copy on your homepage.

00:10:00.201 --> 00:10:03.847
And if you go to my website, you'll see that's the order.

00:10:03.847 --> 00:10:11.995
I'm using this story brand formula for my own copywriting, but really that's exactly what it is.

00:10:11.995 --> 00:10:20.623
You talk about their challenges first and then bring them through that journey on how what their life can look like in the end.

00:10:20.623 --> 00:10:21.104
Like.

00:10:21.104 --> 00:10:29.484
This is these are the sucky things that are happening right now, and you should know that, because you should be talking to your customers and having this conversation.

00:10:29.484 --> 00:10:38.746
And this is like and then your transformation statement this is what your life can look like after Yep, yeah, so you can do this.

00:10:38.746 --> 00:10:39.908
Well, in your copy.

00:10:39.908 --> 00:10:45.075
Is there a?

00:10:45.095 --> 00:10:47.116
way you can pull this into social media, into email, into content creation, absolutely.

00:10:47.116 --> 00:10:56.024
So we start with the seven part formula, which breaks down the problem, the challenges, and here's the thing is, you know you try to write, we call it a brand script.

00:10:56.024 --> 00:10:59.246
You can write one for each audience, each service.

00:10:59.246 --> 00:11:15.201
And then part of the seven-part formula is what we call negative stakes and positive stakes, and the negative stakes are all the things that could happen to your customer if they don't work with you, and the positive stakes are all the things that happen when they do work with you.

00:11:15.841 --> 00:11:22.952
So these become great subject lines for email, for social media posts.

00:11:22.952 --> 00:11:32.756
We like to formulate our social media posts in problem solution and you know kind of problem solution or problem, what do you do?

00:11:32.756 --> 00:11:36.836
And solution or what, what life like you said how, what does life look like after they work with you?

00:11:36.836 --> 00:11:53.264
So, kind of using that three step for social media posts, as you mentioned, there's a whole format for website, using all of that same, those same steps, where you know you can use it for lead magnets, lead nurturing campaigns.

00:11:53.264 --> 00:11:54.326
It's.

00:11:54.326 --> 00:11:59.037
It's a nice formula because it does parlay then into different formats for marketing.

00:11:59.778 --> 00:12:10.144
Yeah, it sounds like you can use this problem, journey, solution formula and pretty much everything that you create.

00:12:10.144 --> 00:12:10.846
Yeah.

00:12:11.206 --> 00:12:17.297
Yeah, would it be nice to finally have a formula that works and that's what I love about StoryBrand.

00:12:17.837 --> 00:12:32.427
Yeah, I honestly haven't found a client yet that it doesn't work on and, as we know, as marketers, you adjust and there's certain parts that do and certain parts that don't, but for the most part, I take all of our clients, whether they sign up for that in the beginning or not.

00:12:32.427 --> 00:12:38.633
They all get to go through it at some point and it really helps them understand how to better talk about themselves.

00:12:38.633 --> 00:12:46.942
And I think you mentioned and then you can also use it what Donald's famous for is the one-liner how do you introduce yourself at a party?

00:12:46.942 --> 00:12:57.467
We're now helping our clients apply that to their LinkedIn profiles, so it's all about messaging and really dialing that down to something clear and concise.

00:12:58.195 --> 00:13:03.126
Can you walk me through some one-liners that you've created and how you did that?

00:13:03.995 --> 00:13:10.629
Oh, yeah, yeah, oh my gosh, it's hard right to get something down.

00:13:12.258 --> 00:13:13.379
So one sentence.

00:13:13.379 --> 00:13:15.783
Yeah, it's hard, I have.

00:13:15.783 --> 00:13:23.923
I like to write in soundbites when I'm creating a messaging strategy, but that one liner.

00:13:23.923 --> 00:13:28.339
I've written plenty but I never feel like they're perfect.

00:13:28.339 --> 00:13:30.686
I want to hear how you go through that process.

00:13:31.434 --> 00:13:31.716
Yeah.

00:13:31.716 --> 00:13:38.856
So we start like who's your client and what is the problem that they're really challenged with?

00:13:38.856 --> 00:13:42.667
And then you know that takes a little bit, so I should pull up there's.

00:13:42.667 --> 00:13:46.519
I just worked with a client actually earlier this week.

00:13:46.519 --> 00:14:07.285
He is a startup providing like strategic COO services and he helps with acquisition of companies, strategic planning, all of those things he's a fractional COO Fractional COO CEO strategic planning.

00:14:07.285 --> 00:14:11.600
So he had all kinds of things in his headline for Well, actually, no, I take that back.

00:14:11.600 --> 00:14:16.418
In his LinkedIn headline he had fractional CFO.

00:14:18.524 --> 00:14:26.028
I wasn't even one of those people I was going to mention when you no, it was like fractional CFO done.

00:14:26.028 --> 00:14:34.645
So what we did is boil that down to he is a fractional CFO and that's a key term, so we wanted to keep that in there.

00:14:34.645 --> 00:14:41.246
But we focused on he helps CEOs, cos or the C-suite.

00:14:41.246 --> 00:14:51.903
He helps CEOs and CFOs optimize strategic planning so that they can focus on their business.

00:14:52.505 --> 00:15:04.014
And it was kind of a weird play as to how we got there, but what we try not to do is put in too much and we don't want to talk about just what he does.

00:15:04.014 --> 00:15:05.423
We want to talk about the customer.

00:15:05.423 --> 00:15:29.703
So we identified he's uh, he helped CEOs and CFOs simplify the strategic planning process so they can get back to work, basically because what happens is a lot of um, c-level, um, c-level professionals get stuck working in their business and they don't have time to do strategic planning and that type of thing.

00:15:29.703 --> 00:15:35.684
So he's helping them boil that down so that he does strategic planning and helping them with that.

00:15:35.684 --> 00:15:39.783
And as I'm talking through this, I'm like my gosh, I'm horrible explaining what he does.

00:15:40.202 --> 00:15:48.820
But I like that you call out who his customer is right at the beginning, especially with LinkedIn.

00:15:48.820 --> 00:15:57.534
That makes it so much easier to get new leads when they can see oh, I'm exactly your person, yes, yeah.

00:15:57.980 --> 00:16:17.275
And I think that's part of the challenge is we try to be all things to everybody, and the reality is, as you know, sarah, the more you can focus and be clear about who you really work with and what the problem is that you solve, then that's really where you connect with them at a different level.

00:16:17.275 --> 00:16:19.245
And then the ideas with the one liner is that they go oh, tell me more.

00:16:19.245 --> 00:16:20.227
Oh, that's interesting, I'd like to know more.

00:16:20.227 --> 00:16:21.991
So it's don't put everything in the one-liner, is so they go oh, tell me more.

00:16:21.991 --> 00:16:23.756
Oh, that's interesting, I'd like to know more.

00:16:23.756 --> 00:16:28.607
So don't put everything in the one-liner, it's just enough to get them interested.

00:16:29.399 --> 00:16:40.875
Yeah, that's a really good point, just like an attention grabber, but you're calling out who your customer is and what problem you solve.

00:16:40.875 --> 00:16:43.160
And those are the two most important things.

00:16:43.160 --> 00:16:45.086
They don't really need to know the how.

00:16:45.086 --> 00:16:49.763
The how isn't that important, they just want, like the transformation.

00:16:49.763 --> 00:16:55.914
What is wrong with my life now and what could my life look like later?

00:16:56.580 --> 00:17:07.747
Yep, exactly, and that's true, and the idea is that you get their attention so that they want to learn more, and then you get a little bit into the how, and that's what we call the plan.

00:17:07.747 --> 00:17:11.209
You know, it's the three or four steps of how you engage and what life looks like.

00:17:11.209 --> 00:17:15.352
But yeah, again, it's just, it's a great formula.

00:17:15.352 --> 00:17:25.605
I love using it and I highly recommend people, if they aren't familiar with it, go look up StoryBrand or give me a call, I'm happy to talk to them about it?

00:17:26.267 --> 00:17:30.951
Yeah, and listen to the Marketing Made Simple podcast and your podcast.

00:17:30.951 --> 00:17:32.766
Can you tell people about it?

00:17:32.766 --> 00:17:33.848
Oh my gosh.

00:17:33.868 --> 00:17:40.792
Yeah, so revolutionize your marketing, your business, your life, which you've been on, Sarah, I have.

00:17:40.792 --> 00:17:41.114
Thank you.

00:17:41.114 --> 00:17:47.321
It's a fun little podcast.

00:17:47.321 --> 00:18:01.607
I actually started it a little bit before COVID, where I would just go into colleagues, friends' offices and I would do short interviews with my camera and mic and then, over COVID, I really started to pick it up doing Zoom.

00:18:01.607 --> 00:18:03.132
Back then we only had Zoom.

00:18:04.281 --> 00:18:24.039
Now you've got StreamYard and Riverside and from there I kind of went on pause for a little bit and then I picked it back up last year and we focus on small business owners, executives and marketers who are trying to figure out how to do marketing.

00:18:24.039 --> 00:18:30.094
And I love to bring in experts like you who are good at marketing.

00:18:30.094 --> 00:18:35.192
You know you're great at B2B professional services, small business marketing.

00:18:35.192 --> 00:18:50.269
I've had, you know, search and optimization, business development, People are good at AI Just talking and it's about having a conversation around how to do better marketing from the small business perspective, the small business owner perspective and marketers.

00:18:50.269 --> 00:19:00.269
And I say revolutionize your marketing, but also then your business, and then hopefully you're revolutionizing your life through having strong marketing, strong business and then-.

00:19:00.759 --> 00:19:04.028
Yeah, do you have a freebie or anything like that?

00:19:04.851 --> 00:19:18.680
Yeah, you know, speaking of the format and the formula, I found one of the best ways to introduce people is I'm more than happy to do a free consultation on your website and look at your messaging.

00:19:18.680 --> 00:19:20.026
That's a deal and a half.

00:19:20.026 --> 00:19:31.926
It really is, and I guarantee everybody who meets with me will walk away with at least one or two actual items that they can just do themselves, implement themselves, and it's usually their headline.

00:19:31.926 --> 00:19:40.965
Yeah, that's usually the biggest takeaway, but it could be a couple other things too.

00:19:40.965 --> 00:19:43.772
I guarantee you'll be easy for them to implement.

00:19:44.339 --> 00:19:45.522
And that's that, folks.

00:19:45.522 --> 00:19:48.509
I hope you enjoyed my conversation with Rebel.

00:19:48.509 --> 00:19:55.737
Make sure to take her up on that offer and I guarantee you're going to be better because of it.

00:19:55.737 --> 00:19:57.320
Storybound really is amazing.

00:19:57.320 --> 00:20:03.574
I binged the entire book on a single flight from Chicago to California.

00:20:03.574 --> 00:20:11.248
It was amazing and it really changed the way I thought about brand messaging and I completely tweaked everything.

00:20:11.248 --> 00:20:16.412
So if you enjoyed this episode, please like, share, subscribe.

00:20:16.412 --> 00:20:18.247
Make sure to tell your friends about it.

00:20:18.247 --> 00:20:19.806
Hit that share button.

00:20:20.559 --> 00:20:25.271
Today's episode was the first of a three-part series on brand.

00:20:25.271 --> 00:20:45.406
Now you want to make sure to stay tuned and look for those upcoming episodes on it, on brand because we will wrap it up with a workshop where I will teach you how to create your one-liner so you finally know how to talk about your business with absolute ease.

00:20:45.406 --> 00:20:51.926
By the end of the workshop, you'll have yours nailed and you'll feel really good about it.

00:20:51.926 --> 00:20:59.147
So go to the show notes and I will share that link for you to sign up for that workshop.

00:20:59.147 --> 00:21:03.368
And, as usual, I love you, I love you, I love you.

00:21:03.368 --> 00:21:04.612
Thank you so much.

00:21:04.612 --> 00:21:13.535
Every single week, this show grows and it's because of you, it's 100% not me.

00:21:13.535 --> 00:21:20.252
It is because of you and I really appreciate you tuning in, and just so you know.

00:21:20.252 --> 00:21:36.280
Tuning in and just so you know, you can picture me refreshing my Buzzsprout analytics every Sunday when the episode drops, because I'm always curious who's listening, where you're listening from, and all of that I'm ridiculous.

00:21:36.280 --> 00:21:38.001
I'll see you next week.

00:21:38.001 --> 00:21:38.521
Bye.