EP185 - How to Get Energised and Excited About Your MSP with Fiona Challis and Ian Luckett

INTRO

In this episode of the IT Experts Podcast, we're going to help you get energized and excited about running your MSP.

Welcome to the IT Experts Podcast, the only podcast to help MSPs scale to 1,000,000, and if already there get to five and go fast at the end of the day, isn't it all about building a business that works for you rather than you for it? I hope you enjoy the show.

IAN

So, good morning, good afternoon, good evening. Welcome to the IT Experts podcast. Today we have dragged out of the closet. I'm not sure if that's the right thing to say or out of the archives, the Amazing Fiona Challis. Good afternoon, Fiona. How you doing?

FIONA

Hello and I've missed you. Hello guys.

IAN

Well. We pulled you back out again, back into the line, right back into the podcast to help us out today because when you learn a little bit more about what Fiona's been up to and the reason that we're talking to Fiona today is to help you understand how to get started, get energized, get some life back into you and back into your business, if you're kind of feeling a little bit stuck and you're feeling like you're, you've got a pair of lead boots on. So who are you? What do you do? Who do you help and kind of what are you doing now?

FIONA

Okay. Well, first of all, thank you for having me and it's great to be back in the industry. It's been a long time. So yeah, feel the challenge, other words, known as what you referred to me as the Queen of MSP sales.

IAN

Queen of MSP sales and still the Queen of MSP sales.

FIONA

Ohh, that's very kind of you. So yeah, I've been in the industry, IT industry for what, 25 years now? 16 of those spent running a sales trading company which was very successful. But two years ago I decided to take a step back from the industry and from sales training business. And that was really Ian, if I'm honest, it was a couple of key things that happened in my own life, a couple of key milestones. My son Jamie, as you know, he went to university, flew the nest.

IAN

Ohh my word left you on your own.

FIONA

Left me on my own blest. So you know, he left me with a very quiet house and a full fridge, which was nice to have.

IAN

Brilliant.

FIONA

But you know, I think as a parent and obviously a business owner as well, when you hit a major milestone in your life like that, it gives you some time to kind of sit back and just reflect on what's important to you. What do I want for the rest of my life because I was a big birthday coming up as well. So this kind of bottle point rose. I need to reassess my life. I've been doing this for so bloody long now, and if I'm honest, Ian, I was bored. I was boring myself. And I'm just like I need some fresh excitement. I need some –

IAN

Yeah, sure.

FIONA

Something different and I need to follow my passion. I need to follow my soul and I just need to take a step back and actually do what I'm really passionate about. And as you know, I'm really passionate about personal development and speaking.

So for the last two years, I've immersed myself outside of the industry. And into the world of entrepreneurship and a lot working with female entrepreneurs a lot. And to explore really what's happening outside the MSP and the IT industry. And bloody hell, did you know that our new world outside it.

IAN

I heard. But about that one day and then I shut the doors. I was scared because I thought, Oh well, what's? Going on out there, there's all sorts of crazy people much happier being locked away with all these techies.

FIONA

You know, honestly it did me the world of gooding because it's 25 years in the same industry, you know it. Just it did make the world good and rejuvenated me revived me and I learned so much from so many other service based businesses. That's now going to be really good because I'll be able to bring that back into this industry again. Now so it's between me and my business as well.

IAN

Brilliant. And you know what? You know the reason we're talking today is done. Some recently, some really great podcasts, one with Rachel Williams, just all about how to live life longer. This is about what's winning for you and making sure that your life is, you know, fulfilled and your, you know, what success looks like rather than just running a business at the MSP model we know is the most amazing profitable model. We get it right. You can have all the all the things that you want in life and all of that kind of great stuff. And then I was also having a chat with a guy called Brian Hoppy from the states also this week. Who's an ex-MSP business owner now is an MSP coach and this this is all about personal development, right, business attached to it, right.

But if you don't grow as a person and if you don't build that confidence and you don't build those skills to lead a great team, you know, lead a great family, you know, understand what good and bad data. Looks like and all of that kind of stuff. That's what we're going to untap today. We're going to hear about business energetics as well in a minute, but Fiona, if you know if MSP business owner is, feels like they've got led boots on, feels like they're kind of stuck in the mud, they're stuck on a treadmill. What are some of the things that you can recommend or suggest that people start to help them revitalise, you know, their thinking, their mindset? And what they need to do to give a bit of a kickstart.

FIONA

Well, my first one would be is to follow my advice and give yourself permission to pivot. Because if you are feeling stuck, if you're feeling like you've got lead boots on, you're not enjoying your business anymore and you're spending so much of your time doing something that actually probably isn't fulfilling you. And isn't that you're not enjoying anymore and that's not a really great way to live. So my first one would be to just give yourself permission to sit back and actually ask yourself, what do I want out of life? What makes me happy? What makes me fulfilled? What aligns with my family and the kind of lifestyle that I want to have, and then get your business to work around the lifestyle that you want to create, because then you'll start to enjoy it again more.

But also give yourself permission to course, correct. You know, even if you look at Ian, you know you have big jumbo jets that are flying everywhere. And they run on autopilot like many businesses do, they run on autopilot all the time, even when even on a plane when they are running an autopilot, it automatically knows that if the wind comes in a certain direction that you have to cause correct in order to catch the gift and it's seem and businesses today, you know sometimes, but just because we've been doing it the same way for many, many years doesn't mean to say you have to continue doing it that way. Sometimes, when you allow yourself to course correct, you're going to catch a new drift and that new drift may give you the lead boots off. It may give you the love and happiness back in your business, give you the excitement back, you know, even things like, change and the role you have in the business. You know, if you're in sales, do a marketing role, you know, try and swap over, try and make it a little bit more exciting, a little bit more aligned. And just get that energy back into the business again because I can promise you from the last two years in all of the business as I've been working with, we focus on the energy more than the strategy and it's really 80% of it is energy behind the business, 20% is the strategy. When you fix that alignment and the energy part, all of the strategies will start to work for you. But you need to take the time out first and give yourself permission to pivot and permission to course correct.

IAN

So when we're talking about energy, we're not talking about getting all excited like Tony Robbins coming in look, we're in high fiving, everybody and all of a sudden seem like you're on 10 cans of Red Bull and four also didn't come in the office. You're saying that that natural energy comes from the fact that you are now, as we say, you're building a business that works for you rather than you working for it and you've got this internal all you know, not satisfaction. It's your internal, you know.

FIONA

It is exactly that, though. I mean, when I talk about energetics, what I mean is it's how you show up, you know how you show up when your business every day. It's how you do things. It's how you make decisions in the business and it's how you interact. It's how you lead your people in the business because all of that has a massive impact on your results. I mean we've seen MSPs in where they are just sold down in the business, things aren't going the way they want to they're not getting enough leads in they've lots going out in terms of money going out, but not enough coming in and it's raining, it is draining on your energy. What I'm talking about to fix the energy part first and work on that personal power to give you the energy to be able to deal with those situations and still have the energy to grow the business.

IAN

So what would be some of the steps that you would recommend that people take to start to find because this is, you know, I can think right now. Two clients of ours who, when they joined they just wanted to delete the button. They said, look, I'm going to give this a go. I didn't even know this community existed. I'm either going to give this a go or I'm going to sell it. Cause I just don't enjoy it anymore. And they found, you know, confidence they found. You know the energy as you talk about in the where the business is going, the vision and they've got excited about it again and one of them said, you know what you've got two years later and amazing success is actually, I don't know if I want to do this anymore. I think I want the business to support a lifestyle where I'm going to travel around the world doing. I said fantastic that's what's winning. But how excited and fired up next.

Is it well? You know he's he's got that because he's he's kind of understood. Yes, I need to what I'm doing right now is not serving me what? The first steps they take. If they're feeling stuck in the mud kind of like how do how do I get that energy back in my daily life again?

FIONA

Well, you know it, it's funny the way you say you've had somebody that's saying, you know, I'm not enjoying this anymore. I just want to give it up. I just want to throw it away and start over again and do something when you're at that point, that is the turning point in business and some MSPs will just walk away and throw the towel in, but other ones they will stick with them and go this is just a sign that something needs to change in the business. What needs to change in the business? Surround yourself with people and that's why I love your community as well. Surround yourself with other people. For the growth mindset, who are able to show you what's worked in their business and learn from that. The worst thing you can do is just leave yourself by yourself with your own mindset. That is telling you just quit. Sometimes you just need to reinvent yourself. You need to pivot. You need to look for ways that you can make the business more exciting games that you can grow and work with other people to do it. Don't do it by yourself. But the biggest thing Ian is mindset. Having the growth mindset and having that self talk that says, this could work. What if it could work and who do I need to become as a business owner in order to make this work? So many people, and especially businesses like that, where they're feeling a bit stuck no matter what you give them, no matter what strategy you tell them, it's work for other people. They're stuck in the mindset of it works for other people. But not for me and you promised me all of this. You promised me these leads. You promise me this but it won't work. And they outsource the power of their business to other people, saying, well, if my business fails, it's your fault because we didn't get enough leads in. It's not that if the business feels it's because you've given up faith in yourself and you've given up faith in your business and you've lost your energy and your mindset is talking you out of success. So you need to grind yourself back in a growth mindset again and actually open up for what it is that you desire in the business and align yourself with that. So many people align themselves with what's not working for them rather than what they desire, and there's a huge difference. You need to line your arrows up with what you desire and then ask yourself what if it works? What if it works for me and who do I need to become as a business owner to make this work and stay in that energy? Because when you do that, you become an energetic match for success and for what you desire.

IAN

And I think when you, what you've just mentioned there is, you know it's okay to say, do you know what, I don't want to run this business...

FIONA

Yes, it's okay.

IAN

Anymore. I'm going to. I'm going to bring in an ND to do it for me.

FIONA

Yes.

IAN

And I'm going to go back and tinker around with the tech or anything, you know, or something like that. I want to talk about flow. Right. Because there's a term that's used in coaching. We should and when you get into flow, which is when things are reckless, which is when you stay up ‘till 2:00 at night because you're doing something's really exciting, you're in, you might be writing something. You could be creating something you could be you know, doing any kind of piece of work but. When you just mentioned there about how do we identify the things that matter, the things that mean to me and you might go, you know what I really want that, but I don't know how to do it, but I really enjoy doing this and I want to do more of that. That's what we call kind of getting into flow. How? Do how do you help people understand? What is in their flow and what they should then delegate or find people?

A great book I've just finished reading, which was who, not how, and it's all about, you know, finding the right who's in your business to help you rather than working out. How do I do this? How do I do it? What? Talk to me about flow. Why is this such an important thing in this in this concept.

FIONA

Well, flow is so important in because when you're in flowing your business, you're doing stuff you love. You're doing stuff that actually energizes you and excites you and you enjoy it. And when you do it like that, you're going to get a much better result. But to actually get in flow in the 1st place, you actually have to ask yourself what do I enjoy doing? What are my strengths? What are my core values and what is my human design as a person? What do I love doing so as an example, I take myself, I've been in tech for years. I hit tech. I am so rubbish at it. I can teach people how to sell it, but I'm not good. At technical stuff. I also hate doing things like social media post. That's not my strength. I'd rather get in front of a video and I'd rather talk. But if you ask me to sit down and write load to social media post, it's not my flow for me. It's talking flow for me is speaking on stages of speaking with you on the podcast today. Everybody has their own flow. But actually, not many people know what it is.

So as an example, when's the last time anybody listened to this podcast? When's the last time you actually assessed what is your own values in life and what are your core strengths? So there's two great tests that you can do, three, one is called gallop. So the gallops trends. And that's a free test that you can do online and that will show you what your core strengths are. And another one called VI. So a VI a character test and that will give you your top five strengths, but also what puts you in flow. And when you know that some people are able to sit back, like for example, a lot of people in this industry who have started from tech, they've started from a technical director kind of role, then they've own their business and now they're managing director. But if they're really honest with themselves, they hate doing the people management, they hate the sales and marketing part of it. They are better to say my flow is tech. I'm going to get somebody else in the business where their flow is sales and marketing and people management. And working in the zone that is good for you. That brings out the best in you. That's where business becomes energetically aligned.

IAN

I love that and I think you know the flow is so important and so many people, they don't, they kind of don't know how to identify and understand it. Hopefully that's given them some great ideas. We'll put the links to those tests in the show notes as well.

FIONA

Yeah, I think the other thing to mention, sorry to cut, is nearing. I think the other thing to mention is flow is not hard work. In this industry, it's very much, you know, you just got to knuckle down. You got to work hard and working 12 hours is a batch for you. I completely change my business around now. I have worked less in the last two years than I have ever worked. And I have quadrupled my income. Because I work less because the time that I do work, I'm in flow and it produces fantastic results. So working hard and long days is not flow.

IAN

You know that you can go off. People, don't you?

FIONA

Yes, I know that, Ian. But you won't come off me. They will go off you.

IAN

Yes, jobs. Let's have a chat about reprogramming, limiting thoughts and beliefs, so we're programmed with these things that happened in our childhood. And it's really interesting, when you kind of like talk about that flow and someone it was Alan Watts, actually I remember now said what would you do in life if money was no object? And it doesn't mean what would you do if you had all the money in the world and all of that could you had everything you did and it was like, oh, that's a great, great question and to couple that one of my early coaches said to me, go back to your childhood, go right the way back as early as you can possibly remember.

And what did you really enjoy doing? What were the things that made you happy? And I went, oh, wow, that's really cool. So I was having to think about that and what that looked like. And I always used to help my mum ran house decorating or gardening or something like that. And then, you know, the whole question of what would you do if you helped if money was no object? It turned out to be all around helping people. So it's like, isn’t that cool? We've ended up running a coaching business that helps people. So guess what, you know, you're in flow, you got energy, you kind of bring in all this stuff forward. But every now and then you have these limiting beliefs, don't you? Of things that have been ingrained.

You can't do that you can't do this you know, when I said to my dad, what I was doing. Oh, no, I wouldn't do that or I wouldn't spend all that sort of money on a website or I wouldn't do this. I wouldn't do that. And we, we get, we get lots of this, don't we because we are, we want that validation from everybody that everything's going to be okay and if you ask your mum or dad or your parents or any of your friends how to run an MSP I'm going to kind of suggest that that maybe you'll be qualified to make a but you've got this. You've got these limiting beliefs that you've got coming in. How do we start to overcome limiting beliefs and turn them into, you know, flow States and the positive energy that we're talking about?

FIONA

Yeah. So, I mean the first thing is to become aware of them, become aware of the limiting beliefs that are blocking you because you run kind of on awful pain with that. You know, 95% of the time, your subconscious mind is running your life and your business only 5% is conscious, which is crazy. So those limiting beliefs, those beliefs you've carried around in your business for so long, 95% of the time they are running your business. So in order for you to get them to stop running your business, you need to do the inner work because it all starts with the inner game first. See when those limiting beliefs come up. Identify the beliefs, identify where they come from, and then you have to rewire and reprogram those beliefs so that they'll work for you, not against you. But the first one is to become aware of them.

IAN

So what would you know for an MSP? Would a limiting belief be something along the lines of I'm the only one who can deal with this client. I can't charge my clients anymore because they're all going to leave. I don't trust you to do that ticket. I need to deal with that. How do people identify when these beliefs come up? Is it when they get a blocker or they get frustration or they get stressed? What does that look like in in the day-to-day? Life.

FIONA

But beliefs will always come up in if you're trying to do something in the business and something stopping you from doing it. So it's like an invisible block that comes up anytime you face an invisible block like that. It's a belief that's probably stopping you from getting there. So as an example, the pricing part because I know that's a big part of the MSP street a lot of the time when I was working with MSPs and you drill down into why aren't you happy to increase your prices? It all comes back to one negative belief that they're holding on to, which is I'm not worthy of it. And a lot of the time, especially in this industry as well, the three kind of limiting beliefs that I see come up the most is I'm not worthy, so I can't charge that much. I'm different, comes up a lot, so I'm not the same as any other MSPs and therefore it won't work for me. It might work for them, but it might not work for me and I'm not enough on my own.

IAN

Of what we call little voices in your head.

FIONA

All in your head. All in your in your all in your mind that little inner voice that never bloody shuts up.

IAN

So it's when you get into times or stress conflict, I can't do this. I can't do that. And I suppose when you align that back to what we were talking at the beginning choice. What's excites you? What's your passion? What does the, what future of the business looks like? How am I going to get there? We talk a lot about what's in that gap. And this is how you then move through that gap. Basically, isn't it? Look, there you go, we've managed to align it to the MSP journey, Donna wasn't that amazing. So that was interesting all around that and that's you know that, includes self talk and also the danger of this as we kind of alluding to is that if you behave like that and will shadow of the leader in your business. Guess what's behind you? As you're looking in the rearview mirror, you got a whole service desk. You also believe they don't. Don't charge that much and you got serve a marketing team who don't believe with and you've got this. And Dan, Dan, Dan, Dan, and before you know it, you can actually have a whole group of people there who are all pretty much just trundling along.

FIONA

Replicas of you.

IAN

Because of you looking in the mirror, Julie, one of our leadership coaching here, I love one of the analogies she uses is she goes. If you were watching yourself on TV if you won't go back home and you were watching yourself on TV in your office, how would that feel? What would that look like? What would you be you know, are you going to be inspiring and energetic or are you going to be coming in and kicking the cat because you've had a bad day and all of those kind of things as well. So it's really important that you identify when those moments come up in your day, isn't it?

FIONA

But I think this is the key point in because in this industry in particular it's very process driven. It's very focused on strategy. It's very focused on you know, let's line everything up so that we can see how everything's working. They work so hard on their business. I know everybody listening to this podcast. They'll be working so hard on their business. Imagine if you worked as hard on yourself as he did on your business. It's almost like it's a weakness to take the time out to actually do the work on yourself. But without doing that work on yourselves, you can't look back at that TV screen and see that person that your leadership coach was talking about. You need to give yourself the time to actually spend some time by yourself. With your thoughts and see what's going on. You know, I can't remember who did the actual survey, but there was a survey done with both women and men, and they were given the choice of you can either have an electric shock or you can sit in a room by yourself with your own thoughts for 30 minutes. 24% of the women said they would rather have an electric shock. 75% of men, they would rather have an electric shock than sit in a room by themselves with 30 minutes with their own thoughts because it's a very masculine energy just to keep going and push through. And you can do it and we've got to do this and we've got to hit that target and we've got to keep going. Actually, what you're better to do, guys, is give yourself some time. The set back. Go within. See what the hell is going on in here 1st and then get into the identity of the person that's going to take you to the next level of growth in your business. Because I can promise you, even from my own experience, what brought you to six figures is not going to get you to seven. You need to take enough time to make the identity shift to ZAP those limiting beliefs and get yourself into that zone into that flow zone that we talked about earlier to get you to that next level of growth, but give yourself time to actually take the time 1st to go in and then give yourself time to go and enjoy the journey. You know it's about the journey because I promise you when you look back, when you get to seven figures, you're still going to look back and go. There's more to do. Enjoy the journey that gets you there. But give yourself time to sit back rather than just do, do, do all the time.

IAN

I love it. I love that and I think that, you know, the whole thing about, you know, tweaking and say understanding you understanding what you want, when you, when you just mentioned there about the that the men and the women, it just reminded me of a book that someone gave me about. It's fantastic book and it's called why Men don't listen and why women can't read maps have. You heard it, you heard. A book, it's absolutely fantastic and it's I read it and gave it to my wife but, it just it was a really, really great introduction to the different way that a man and a woman's brain you know the whole thing that I've got to do this. I've got to do that. It comes back to Cavemen, right? You know you want to go out to go and find some wildebeest to bring back. Otherwise your family was going to die. That's a pretty good motivator. You know, you know and all of those, you know, those beliefs and those things that kind of come through the, you know, the evolution of mankind, they’re still there.

When you look at them and that book really, do you know what I'm going to get it back out again, and I'm going to give it another read and see what happens now, because you always when you, whenever you read a book twice, it always needs something to.

FIONA

Yeah, means something to you. But you know that whole, you know caveman thing is smelly, and especially in the male, a male dominated industry like this one. It's actually what keeps a lot of people stuck because. You stay in what I call provider mode, so everything's about providing it's about hitting enough to keep the employees paid enough to keep everything running. It's all about being in that provider energy. But when you stay in that provider field, once you've provided you stay stuck and you hit an income barrier, you hit a level because you think you've done what you need to do, but actually when you really want to grow your business, the field that you want to be in is the field of possibility. You want to go above the provider energy, what's possible, and then the third one up, the field of potentiality. If everything went swimmingly well, what could we hit in the next 12 months? But get yourself out of provider mode? Because when you're stuck in provider mode, your business is always only going to grow to a certain level. And you'll never hit back. Hit past that ceiling, you'll be one of those people who looks at everybody else you'll go to all the community meetings. And you'll see everybody else achieving great success and growth in their business and hitting seven figures. You know why won't happen to me.

IAN

Yeah. Was it?

FIONA

You can be an observer. What are you doing, or you can get in the game one of the other. One of the things I always say to myself and is I didn't come this far to only come this far, so I'm always pushing myself up to the next level and I'm ready to make those identity shifts like even for me it was coming out of the industry. For a couple of years. Because I was stuck in my comfort zone and I know I was in my comfort zone and it was actually stopping me from hitting my next income level. So actually by me taking some time out, getting out of the comfort zone, putting myself in a brand new position again. It was exciting again and I got the humble back and you get the fire in your belly again, you're like growing from start to get, this is great. And when you put that kind of energy? In and you get from that away from provider, because I was also in provider, while when Jamie was born a lot of school bills to pay for Jamie, I was stuck in provider mode. Get yourself up to the next level of possibility and things will start to change and stop looking at other people being successful.

IAN

Now, now sounds like you telling everyone off that. You know that that, that, that.

FIONA

I don't mean to. I want to inspired.

IAN

That last that I'll just let you run then cause that was just incredible. That was just exactly what everybody needed to to hear.

FIONA

We stay stuck, don't we? We. Stay stuck in our own limitations.

IAN

We do and that's not a great place to be. Fiona, what an episode. As usual, we never really know where these are. Going to go. And value bombs all over the place. Absolutely love your energy, love. What's going on in your world now? And to see you have even more energy than I thought before that was possible. We'll have to get Paul Green to run through this through this process and see what happens to him. That could be quite interesting. Definitely worth it.

FIONA

I'll hear you on fire.

IAN

We would. We wouldn't even even more. Than he was already at the moment. Final thoughts. Fiona, what are, what's the things that we really want people to take away from this show?

FIONA

So I would say final thought is don't get blocked by the one big thing I see block success for most companies, or just fear. When you let fear in the driving seat of your business, that's what's going to stop it. You need to break through the barrier and break through it so that you can overcome any fears and then get yourself into the energy and the mindset that is going to shift your business forward. So think about your driving your car, who's driving it. Is it fair or is it you and then make these three shifts in yourself first. It has to be about you first and then your business.

So I would say #1 is align yourself with what you desire rather than what you don't have. So focus on where you want to go and keep looking at where you want to go, not what you haven't got because so many people focus on the wrong thing. Get an energy and a mindset of what if it works for me, that's the biggest thing I can give you. What if it works and who do I need to become to make it work and make that identity shift? Because when you do that, you become an energetic match for and the last thing we say is get bloody hungry again all the time. You need to get out of your comfort zone, get hungry, and keep asking yourself. I haven't come this far to only come this far.

You can achieve the next level of growth, but you need to get your hunger, your fight, your fire, your passion, and get that back into your business again. Because I promise you, as the leader of the business, when you get it back, everybody else in your business will do exactly the same cultures are created by the leader.

IAN

And at that point. We'll drop the mic.

FIONA

Yay.

IAN

Fiona, that's been absolutely incredible. We wish you all the success, although it doesn't like you need it, but we will wish it anyway.

FIONA

I always need it. I'm always good.

IAN

In in what we're doing right now, if people want to continue the conversation with you, how do how do people get in contact with you now?

FIONA

Yeah. So the easiest way is LinkedIn, so I haven't been active on that platform for a while, but I'm just getting back into it now and so DM me on LinkedIn if you want to learn more about energetics and mindset mastery. Because that's what we're focusing on in the industry, but I'm not doing sales training anymore, so if you want sales training, go to Ian.

IAN

Fantastic. Thank ever so much Fiona been a great show and yeah, look forward to catching up with you soon. You take care now.

FIONA

Thank you and thanks, Ian. Bye.

IAN

This way way. Way, way, way, way way. Just before you go. And if you're curious about how this episode links with the ability to scale your MSP to a million or if you're already there, sell 8:00 to 5:00, then one invite you to come and take the MSP marketing quiz 3 minutes. You're gonna get 360 if you scan of your business where you can identify the one or two tactics that help you find more time. And in engaging longer people help generate more leads in your MSP. It's really simple. Just click on the link in the show notes and if you have enjoyed this episode, we'd love to get some feedback from you by means of erasing review on Spotify or iTunes or your podcast platform of choice. We really appreciate every single one of them. Now you can go and enjoy the rest of your day and we look forward to catching up and connecting with you soon.