Story-Driven Dental Practices: Why You Need One

welcome to the automatic patient podcast where we help your dental practice create a kickass recurring Revenue model here are your hosts Mr Jordan and Justin comto this podcast is powered by boomcloud create manage and grow your dental membership program schedule a demo on Boom cloud.com [Music] hello everybody Welcome to the automatic patient podcast I am your host today Bentley folman Jordan comto is having a great time with his kids today one of their birthdays so we're going to let him take the day off from the

podcast and uh we're going to dive right into it with uh Studio 88 and Joshua Scott who is our uh special guest how are you Josh hey man I am good thanks so much for having me here I been looking forward to this all week I I have been as well in fact since I I met you guys it's been a couple months ago um at Mark cosy's event I've been really impressed with your um approach to marketing especially with the with your approach to focusing

on the story and on content creation and so I'm really excited two two marketers getting to dive into this today and uh I think we're going to we're going to cover some ground so um joshh to get things started uh why don't you tell everybody a little bit about who you are about studio88 what's your what's your background Yeah man so Studio 88 we call ourselves Dentistry story-driven marketing agency and what that means is we work with our clients on an individual basis to discover really

like what's unique to them and what is their story in the marketplace in their community and then try to bring that to life in the digital space um for me I've always felt like it's better marketing because it's actually marketing that's true it's authentic you know we're not just putting stuff out there just to get clicks just to generate revenue and it like doesn't matter you I mean that's the state of journalism right now right it almost doesn't matter what the story is we just got

to get clicks and and get revenue and eyeballs on it I I think that that works in a short term and and I think you can scheme people uh but long-term authentic relationships you know uh that is Dentistry are going to be built AU authentically and with the story that people connect with and at the end of the day marketing you know we we can get real uh technical about what it is and what it isn't but in my mind marketing is just communication it's taking

a message and magnifying it and so if you think about it like that a lot of times it's helping practices and doctors back up to go oh yeah like what is that message you know I think probably the biggest thing I've seen in I've been around Dentistry for 22 years now always on the marketing side if I had to say the biggest flaw I've seen the biggest mistake is we jump to the marketing tactics without defining the message we almost like jump to the what without

talking about the why first and I get it because sometimes the why is like it's harder work you know the message is like okay let's stop for a second let's do a deep dive let's get the team in this what are our values what's our mission why do we exist why do we pick this community like there's all these questions that go with it and so you got to unpack some stuff you got to bring some structure to it but once you have that message it's

it's easy then it's like well what do we want what do we want on the website the story right uh our values like our mission like this is why we serve um I remember like back in the day I I mean this is I I got into marketing when Dental practices were still doing Yellow Pages you know and and sometimes clients would call me they're like hey the Yellow Page guy stopped by the renewing for next year he wants to know like do we want any

changes to the ad and I'm like well that's almost the wrong question is to lead with the what it's like let's back up and go what's what's our message and so give that to him let's give that amazing team photo to him with our kind of narrative storyline how to get in touch with us boom now we've got a yellow page ad and so helping practices kind of maybe take a step back in order to actually move forward uh further faster I love that approach and

focusing on the why you know I'm a if I always say if Simon syic were to start a religion I'd be the first to sign up um I'm definitely uh a little cultish when it comes to building that that why framework in especially in messaging especially marketing messaging because it really every decision is an emotional decision um and focusing on the story allows you to connect authentically and emotionally with your audience and if you're doing that then you can get into the what and the how

and you're your differentiator and What Makes You unique but if they don't have an emotional connection with you they're that all that's going to be just you know water flowing under the bridge nobody's going to be following that nobody's going to be engaging with that in a meaningful way because they don't have a reason to yeah I I tell you're exactly right Bley I tell this story of um it was uh oh it was a a plumber that came over to my house to to do

some repairs and he gave me his card at the end and said yeah like if you need work like this in the future you know let me know but on the back of his card it was also like uh there was other services listed it was like uh power washing uh gutter cleaning uh leaf removal like all this stuff and it struck me interesting because I'm like here's a guy that's competing on the what right and and he's looking at all the other plumbers and he's

like okay the way I can be competitive is I add more to the what I'm a plumber but I also do you know uh gutter cleaning I do leaf removal power washing and so how many how many Dental practices websites have we seen this where we just go just keep adding services like oh we got invisaline oh we got this laser oh we got you know and over the years as we've upgraded with tech as we've added Services we just add it to the site and

we compete in this game of what and I kind of come i' i' I've subscribed to the belief that when people are looking for a dental practice they're searching they've already answered the what they want a dentist they're searching for a why like they're literally you get online you look for a dentist Google returns six results to you people are literally looking for somebody to stand up and raise their hand and go choose us and here's why and if you can answer that I think you

win like you win that search because the other five are just competing on what and it's like well here's you know here's all the things and our services and we're stuffing them in because SEO value and all this stuff and it's like I don't even know that's the game we've played this SEO what game uh on on Google for so long that we've forgotten people are actually looking for the why sometimes the how matters like I I think but like if you win the conversation about

why then you can talk about how we do it like how we serve patients But ultimately it's the why that connects I couldn't agree more um yeah there's there's a lot to be said for that so when you're building when you're building a y message with a dental practice um getting into the nuts and bolts here a little bit with you what how do you help them see that why in themselves because that's I found that that's actually one of the hardest things to do for

for myself is being able to take that 50,000 foot view of my business or my my practice or whatever it may be and say what is my why truly what do I what are my passionate about What story do I want to tell and and then relate that to a story that somebody that might ideal customer profile or my patient profile actually wants to hear how do you walk them through that process yeah man that's a good question it's a really good point because probably if

we get any push back it's along the lines of Josh I I saw what you did with Ashley hoves it's amazing we don't have that story I saw what you did with Brian BW was he's awesome I I don't have a story like that and and so that's probably the biggest obstacle we have to overcome and what I try to communicate is it's not just about your story personally and you know like you've got to have this we we have one client in New Jersey her

dad she's a a second generation immigrant from India her dad immigrated over uh left her mom and her and her in India while so he could come over he was a practicing dentist in India comes over to the United States never practices Dentistry a day in his life again because he's too busy hustling you know can't get you know licens you know just trying to put food on the table bring his family over she goes to n um yeah she goes to n n Yu gets

a computer engineering degree goes to work for IBM in the city Consulting sixf figure income living the life in NYC and the whole time there's like this voice inside of her that's like go back to dental school and honor your father and so like man I could put that video up there and you almost get like chills from it you're like bro that's this amazing story and and there are dramatic stories like that but we it doesn't have to be that way and and so I

think part of it is what's the story of the practice you know like like why are you there why did you choose Dentistry why did you choose that Community why did you choose that course of clinical care why do you have these values why are you building a team this way U like like why do patients come to you so as we start to almost your story is part of it but I think there's also the story of the community there's the story of the practice

and ultimately it's just bringing that why out why does this practice exists why did I choose this location I think I think that's a a good point um one of the things that came to mind as you were talking was I don't think anybody goes to dental school without a good why I mean why put yourself through these Dennis are really intelligent people and you and I are not Dennis at least I'm I'm not I don't know if there was dental school in your past but

um I chose not to be a dentist or a doctor for a very specific reason because I knew I could make more money and have a better lifestyle uh not doing that and so if the goal was to just be a rich dentist uh there's better ways for people with that kind of intellect to just go out and make money or have a have a good career right so these guys have a why already what questions do you ask them to get them to kind of

pull that out of themselves yeah we've got a process man we've built over um been this 11 years now and we've one of the things I've realize as a business owner is um creative storytelling creative agencies uh it really can't be a week- to week thing of hey one week we've create this beautiful story and this beautiful website because our designer was amazing the next week man our designer is really not feeling it so this website and this messaging is like just okay um so part

of my journey as a business owner has been how do we create very predictable highlevel results with so many different people with so many different stories and really so many variables coming into it and so we really had to build processes um big fan of of kind of that whole Disney model uh when when Walt Disney says it's it's a something along the lines of it's It's the processes behind the scenes that actually create the magic and when you look at that you know they've Disney

is arguably one of the happiest places on Earth if you've ever taken young children there it's a very real thing as a as a male adult I'm like okay how happy could it be uh but when I'm there with my kids at the end of the day and and the parades coming down the fireworks are going off and you see the looks on their faces and everybody's you're like yeah no this is probably one of the happiest places on Earth and you realize it's it's it

has to be like that every single day every single night every single day at Disney you can't have a family come in it's like sorry our staff is just off today like the performance wasn't awesome so they figured out how to almost systematize magic and I've taken that to our team too to go how do we take somebody from start to finish um one of the very first pieces tools we've built it's it's a proprietary piece but it's called a brand Creator and it's about eight

exercises almost like a little workbook it's now digital so you can all be done online but it walks uh our clients through this process asking questions about themselves their vision mission values it asks about the competition what do you like about them what do you not like about them who is your top three competition because we do research into that uh what's your promise like if you could make any promise to uh a patient like what would you do so we walk them through this it

kind of is like a download like a dump You Know download to us and then our team of writers and designers really takes that and begins to create uh what we call the magic behind that uh when we build a website I mean no joke Bentley like um from starting a client to doing the photography and the video to building a website and delivering it it's probably around 220 steps in our application so I mean you're just kind of clicking them off and walking them through

the process but so they see this beautiful website get delivered like they dump their story and in the end they see this beautiful website with photography feels authentic they're like oh my gosh this represents me like this is us and we're like yeah they don't see the 220 steps behind the scenes and the three or four months it took to just walk through that so so I I love that because yeah building that kind of content in a meaningful way I mean it's it's different than

going to you know some I won't use Brands out there but there's so many like web Builders right and there's so many like agencies out there that are web Builders so to speak for more than just the website they just have a cookie cutter we do this for everybody and and we'll throw money at your problem and it generates XYZ depending on your demographics or whatever and then they just they move forward and so when you're going up against that kind of model you're you know

from a Time perspective and how long and you're walking through with them getting to like going back to that why getting to the core of who they are and then building from that so the foundation is is very strong um yeah the 220 step website build process is I mean but any good website goes through that I I've built quite a few websites in my day and I'll tell you there's the ones that perform are the ones where we put the time in up front we

put the time in on the content we put the time in on the story we we we understood who the website was for and who it was for who it was not for it's not for us it's for it's for the customer or for the patient and what kind of an experience do they want and what kind of experience do we want them to have I love the Disney model um yeah it's um and here's been kind of the state of dental marketing what what's happened

was when websites came on the scene most of the dental marketing companies said how can we build it became this this a filter how do we build website on a recurring subscription model because recurring Revenue I mean you guys know this is what our whole business is recurring Revenue yeah right everybody I mean that's like the the Holy Grail right of a business is create recurring Revenue so yeah people are like so how do I put somebody on recurring Revenue a recurring subscription build them a

website but put as little effort into it so we maximize The Profit right so you know I think early on man dude companies were doing this for like 59 bucks a month you know and then it got up to about 250 then you know now you can see them at like 1,500 or 2500 or whatever but it's so the byproduct of that was not it didn't value didn't leverage creative because it wasn't like how do we create something valuable was how do we create something up

front that can recur in the perpetuity and make us a ton of money and so that's why we have all these stock thrown together quick websites they're not meant to convert humans they don't speak on a psychological level they're meant to like speak to Google Bots and they're meant to just just like be a presence up there for Google to return on a search and so when I came into it we came we almost came up with with a different model and we've seen this with

digital ads and with SEO to all the marketing agencies almost started with that stuff because that's a recurring model how can we charge for SEO in ads oh now we need a landing page for the ads okay just put something up real quick because we just need something to convert that's been the last 10 years of dental marketing so when I came into it I thought all things being equal so we have all these templated landing pages we've got everybody doing cookie cutter SEO the first

person that raises the bar creatively and puts creative out there they're going to win because the creative is now the variable and so we almost build a creative agency first and then said all right now let's add on really effective ads now let's add on really effective SEO um interesting stat we ran the last three years of our digital ad campaigns because we' just imp mented this recently and the average Google ad campaign has about a 7.2% conversion rate for a dental practice okay our websites

convert Google ad campaigns convert at 14.4 it's literally double the percentage rate of a normal Dental website and so we're getting this data now where I'm like see it's the creative if all things are equal and we have a 7% conversion rate as soon as that creative elevates and we can communicate with humans you're going to convert at Double the rate yeah I love that double the rate which by the way 7% compared to some of the industries I worked in is not awful it's not

but um I mean I worked I won't say where but I've worked in agencies where if we got or uh in markets where if we got 3% I'm like hey guys look so 7% doesn't sound like something to shake a stick at but to get 14% conversion rate off of is that organic typically or do you do a combination with p advertising or ads specifically so yeah and you're right Dentistry is a higher conversion rate because people are motivated to like if they're looking for a

dentist they're pretty motivated where a lot of other spaces could be more exploratory more just educational so so there's all there's already this like massive intent to find a dentist which is why those conversion rates are higher to your point yeah but yeah those are our digital our Google ads specifically convert so part of this is okay so think about this if let's say somebody's got you in like $2,000 a month for Google ads but you're converting at 7% I'm like if you in invested in

that brand now that 2000 is converting at 14% multiply that over the next year or two or three you I don't care what that website cost you have have made that back in like multiples at that point so yeah yeah and that's that's the that's the key you know getting getting a 2X multiplier on your ad spend just by investing more in the creative upfront um that honestly economically if if you don't care about the story just the economics of say well you know what Josh

I don't care about this marketing stuff but this you know if you tell me it'll double it'll double I'll go for it if you're that kind of of practice owner then trust a guy like Josh because the numbers do do not lie on that I love that it's funny man because I mean people will I get this all the time we're on the phone with potential clients and we talk them through like what are you doing are you doing digital ads and and we get this

response a lot of times like oh no I tried digital ads they didn't work and I'm like okay and and this part of it I'm like yeah look man you know put a put a microphone in my hands and I'm not Taylor Swift bro uh it's just not going to happen like it's you know you put a you put a mic in her hand and it's worth billions of dollars I think this latest tour she was the first artist in history to break a billion dollars

in revenue for the aist tour uh so a mic in her hands is worth a billion dollars in my hand like I can MC a crowd um yeah so some of it is is going I know you say digital as didn't work I don't know that we had the right context for it they may not have been in the right hands to get the return the pieces may not have been in place where like yeah you're struggling you may have been a templated site getting 7%

but also if you're missing 35% of your calls to voic mail that 7% is now playing like four or five and then if you're like hey they didn't work I'm like yeah they probably did it or if they get lost on your site you know I mean how many websites where they go there for a specific purpose and the call the action isn't clear right they they don't know where to go to actually so they they burn out they they get sick of trying to find

you can drive all the traffic you want but if you can't give them the conversion Journey that they're looking for then they they leave yeah and that's the tough part about marketing too it's so it's so multifaceted yeah um you know this it's marketing is I I really I think I think it's CEOs of of organizations whether it's a dental practice or or a large organization you have to take responsibility for the marketing and uh in every successful company the CMO always reports directly to Theo

it's just leading a company and the growth of that company and marketing cannot be separated and so you don't have to understand it all you don't have to be an expert in it but you have to work with people that you trust that can get you there because at the end of the day it's like you can't just throw money at something and go okay I hope this grows because those calls could be coming in but like I said the average practice mango says the average

practice misses 34% of their calls to voicemail and they've got Nationwide data yeah so I'm like your thousand bucks that you just spent on Google you threw away $340 of that because you're not answering phone calls and so and then and then some of them maybe they come in but they don't have a good kind of patient onboarding experience so we lost another percentage and then and then I was working with a practice this last week and they've got a 55% pre appoint for their new

patients so 50% of patients they come in for their first appointment they're not getting appointed to hygiene again so we we look at marketing we're like Okay Google ads didn't work and I'm like yeah there's about six or eight other pieces in there that really got to be as and that's why as business owners CEOs we have to Champion the marketing Journey from the top all the way down to getting them into hygiene on a recurring basis yeah I love that it it my first day

of business school and I I probably said this before in this in this podcast but my first day at business school I was in a a management class first day all bridey bushy tailed and uh the professor got up and said if you learn three words in business school that you remember remember these three and it's process process process and that has been 100% true in in in my business career any any problem I've faced is a process problem if I'm having Personnel issues they're always

you take it far enough back and you're like you know what process broke down here I had frustrated employees and they left you know every problem is a process problem and so if you build the right systems in place to make it easy for your team to succeed that's where your investment should be and marketing is no different uh to go back to when you talked about you know putting the right money into the right process they say digital marketing didn't work um my response to

that as a and I've done medical marketing Consulting similar years but more on a one-off basis I've seen so many small businesses waste money just throwing money at a problem and they'll say well yeah digital marketing doesn't work well you you tried it in the wrong environment and everything works sometimes and nothing works all the time so you can build systems in place and run a small campaign and that campaign for a million different reasons could have not worked it could have just been bad timing

it could have been you know you had the wrong call to action it could have been you had a technical issue you weren't aware of that that led to a poor conversion rate and so you really have to put your trust in someone who who understands the process who can go through those steps with you to make sure that that all those boxes are getting checked because if everybody else is succeeding but you in digital marketing there's tons of support evidence in denst dentistry alone that

this is working um what are you not doing uh that could be done and who can you put your trust in to make sure that it gets done right yeah man honestly one of my biggest pieces of advice is along these lines and it's not sexy at all but I tell people the number probably if you if you said what's the one piece of advice for marketing create a budget stick to that budget and grow that budget every year so so let me explain that for

a second most dental practices I see are going to budget 3 to 5% for marketing really aggressive ones like like hold on I know but like really aggressive ones going to be 10 to 12 per. they just are um and we can talk more about that but let's say you're spending you're like I I'm spending maybe half a percent I'm like okay so the first step is next year like let's jump that up to 1% let's jump that up to 2% so so if you're doing

a million dollars in Revenue we go okay hey next year we're gonna we're going to budget we're going to invest $20,000 in the marketing so that's a very objective decision which is what frames this entire conversation and then we go now it's where do we want to spend the 20,000 yeah cool now we're talking about priorities people are like should I do Billboards TV I'm like no we got $20,000 like what are we talking about we can't do that but we're gonna invest a piece in

uh really good photography with a commercial photographer so that we have social content we can update our website we're gonna start running some like Facebook campaigns and just grow Community awareness the next year it's like all right let's so the practice grew we're like hey let's bump it to 3% plus the practice grew now we've got like 35 40,000 to invest right we play marketing like it's a six Monon activity when really this is like a six-year 10year thing and if you can commit to that

objective budget every year get yourself up to where you're like at three to 5% you're spending it regardless okay like we're doing $2 million we're you know we got 5% I'm like cool you got $10000 ,000 to invest in marketing that's literally one of the best places you could ever be because the marketing has been working it's been growing the practice I mean I put my money where my mouth is man we're not we're not a marketing fir that talks about it this year uh I

mean we will we're on track we will spend about 600 to $650,000 on marketing this year and I'm kind of like looking to forward to the day when we hit that million dollar Mark like man I spent a million dollars in marketing this year because I know the value of it I know what we're trying to get from it and it's helped us grow a ton yeah yeah I've done right you know the return on investment is huge but it requires like we said at the

very beginning of this episode that foundational piece of making sure you have the right story to the Right audience uh that you're finding them in the right places whether it's Facebook or you know display ads or search or whatever and I think that there is some creative do you guys play around with that a little bit when you're working with with agencies like or with uh practices how you uh distribute that content or do you do you have a pretty good formula that seems to work

because I imagine there's some territory based you know if I'm in a in a location where there's a lot of senior citizens versus you know gen Z or what you know what am I targeting do you do you cater that yeah yeah I mean you know there there's kind of some formulas that really drive or not they're not formulas they're like best practices that drive a a lot of results I mean you know Facebook right now a lot of people really they got enamored with being

able to really Niche down on Facebook right so you're like man we can Target you know moms in this age range who do yoga and da d da and that's my that's my like Avatar so I want to Target that and one of the things we realized in dentistry was that actually became less effective the ads became less effective uh Dentistry on the whole especially in social media because everybody has teeth so like and I think that's a key differentiating factor if you're selling yoga mats

I think that Avatar yeah that Mom in this age group in this community with these activities that is so important let's target that when you're in a market for everybody like everybody has teeth the more you Niche down the actual the more ineffective Those ads can become on the whole so we typically try to just hit like age um demographic ranges um even even targeting just females over males reduces the the conversion rate so there's best practices but yeah if we're running dental implants ads in

a community in Florida they're they're going to be targeted like the photography is going to represent um a baby boomer generation they're going to be targeted to that age group on Facebook so yeah it's almost like big picture best practice and then how do we target to actually get the results we want love that I love that um Josh to kind of put a bow on this today I I just have one more question you know for PE for our listeners here who are maybe evaluating

their marketing what they're spending now there's there's been a lot of good info info here um what would you say step one whether it's go with you or go with somebody else what what like one or two things would you say hey what what should I start what should I look at first how can I take what seems like maybe a daunting task for someone who's just trying to have good patient care and doesn't want to get into the weeds with this but obviously based off

what we've talked about we've shown how important that is what what would you ask them to do first yeah you know man um if if they were getting into the the marketing space and looking for a partner I would tell them to just really uh you know do some of their due diligence try to find somebody that you feel like can be a partner for the next 10 years um the average dental practice right now they're switching marketing companies and and usually switching websites on every

three years So within a 10year stretch you know switching marketing three times which usually is switching strategies rebuilding websites I mean some of that's just it sounds exhausting to me as a business owner to kind of start stop and usually it's like we start but then it doesn't go well and then we don't like it we tolerate it for a while then we finally decide to change and go through the whole process again and that's not healthy for a business like it actually doesn't help grow

a business and so the best thing you can do is even I I'll be real honest we're at the higher end of the market from from an investment standpoint there's there's a couple of us are competitors we we are I think you ought to take some of that out of it because over a 10-year period you think about the opportunity cost of not finding the right partner it actually damages your business versus finding the right partner that could be a little bit more but but you

get effective marketing for the next 10 years U one of the things I tell people I'm like and this is this is whether or not you use us if you build a website right uh the storyline is right the structure of it is right like this whole Facebook scrolling it's not going anywhere that's like the new normal right now mobile responsive if you build it right all you got to do is really switch out photography and video every couple years you know get new photos switch

it out man the site looks fresh Google likes it because it's fresh content go another two or three years our clients right now from 11 years ago this is no joke they still have the same website that we built 11 years ago they've just done this very thing and so it's a little bit of this model of like flipping it on its head what if yeah what if the website you had to invest a little bit more up front but you get 10 years out of

it and you solve that problem for 10 years as a business owner I'm like just even that head space that frees up um so I think it's thinking about those opportunity costs and trying to find a long-term partner that you trust and feel like can can grow with you I love that um especially the the taking taking the long game on this and don't look at this like a hey I'm going to put a bandaid on this for one two three years and then we'll reevaluate

when I have more money or more time you're never going to right and and so putting putting your investment whether that's time or money or whatever into uh into people and process that can help this kind of start running itself over time because that's that's the great thing about marketing is it's there's such an investment UPF front to get that train going down the track but but eventually momentum takes over and and you forget how hard it was 5 years ago because now all you're seeing

is is the momentum of the train running and but it takes a it takes a while and it takes effort and it takes time uh process and and a little bit of pain and and and money to get that off the ground and so put the faster you get that started the faster you build that long-term um reoccurring lead generation and patient acquisition and brand identity it starts building on itself and it compounds over time for sure yeah dud you are exactly right I sometimes I

tell PR this this is the advice I give them the first year with an effective marketing strategy I think you'll feel it I think you'll look at it and go I like what we buil yeah I think it's working year two you're kind of like yeah this is we're getting some traction we're we're feeling it now like I'm I'm real happy with this year three you're like do I feel like we got so much momentum like maybe we stop the marketing right I'm like no no

no but that's that's really thinking about it from that lens is going to be so helpful and it's so healthy to go we're pushing this Boulder it's going to take some time but once that momentum kicks in and now that's we're leveraging gravity in our favor uh I think most practices could become the go-to practice within three years most just give up and switch gears like before that yeah no I that makes a ton of sense um Josh I want to say thanks uh for taking

the time I know I learned a ton I've I really love your approach and your and Studio 888's approach to marketing with the content first the story focused um efforts that you guys put in um would where can people learn more about uh studio ada8 and and get in touch with you guys yeah man if you guys want to reach out to me personally I'm on Instagram at joshuas Scott I'm still in that account so DM me tell you know say hey tell me you heard

this episode I'll definitely respond to you uh to learn more about Studio 88 and our approach to that uh go to the website it's s.com the letter s the number eight the letter E the number 8.com you can find out what we do even submit um you know just a a text into the team we'll get right back to you and set something up to walk you through all the all the stuff awesome I hope that uh listeners you take advantage of this uh Josh is

awesome his team you can see the passion when uh I've talked to you and your team uh in person and we really dive into this uh there's so many agencies out there that dream of being as good at what they do as what these guys are and so I hope you take advantage of this opportunity to reach out and uh you you won't regret it from my perspective so uh with that being said everybody we're uh excited to put a bow on this episode and we'll

have Jordan with us on our on our next one so for those of you missing his Su re voice you'll get it back in a week so uh with that being said everybody have a good one and rock on [Applause] [Music]