Frank and Alex agree with the dating gurus: you should always have a rotation of partners 😉
AFFILIATE partners, that is. They come and go, and don’t always meet your needs – so for this show we discuss how prospecting for new affiliate relationships is crucial for ensuring your machine is well-oiled, and keeping the spark to your business’ affiliate program alive.
Have questions/comments/concerns? Email us at support@theaffiliateincubator.com
- Here’s The Situation: You can have your affiliate machine; but it isn’t well-oiled without new affiliate partners 1:19
- Wikipedia Says… Prospecting isn’t just for miners. Prospecting for “gold” affiliates takes experimenting and iterating 3:18
- Affiliate Marketing = Biz Dev: Whether it’s you, or someone you hire…think like a salesperson. Constantly be prospecting 4:39
- No Last Minute Dates: Start prospecting now, because most affiliates map their schedules out weeks in advance 6:25
- Always Have Your Rotation: Your affiliates have their priorities too, and sometimes shift industries entirely – so always have your options 7:29
- Build The House Before The Foundation? You might be content with your current network now…but when it crumbles, you’re too late 10:20
- The Four Objectives Of Prospecting: 12:00
- #1: Scale And Test Through Other Audiences: The basic formula for recruiting affiliates to promote your offers and take the onus off of paying for ads 12:45
- #2 Finding Complementary Offers For Your Toolbox: 14:27 You can’t do it all – identify where your holes are and build relationships with those who fill them
- #3 Increasing Your Authority: Anchor on other people’s hard-earned credibility 17:10
- Humble Yourself: You cement your authority when you make well-positioned, valuable referrals outside your business 19:42
- #4 Expand Into Other Industries: Prospecting really begins when you break out of your niche, and find parallels and synergy within others to leverage 22:15Meet s
- MINDSET: Just start. 27:03
External Resources
Music Credits
Tangerine Dreams by Animal Behaviour
Check out Animal Behaviour on Spotify
Transcription
Frank: Hey guys, what’s going on? Welcome back to another episode of The Affiliate Mastery Podcast. Here’s your host Frank Chen with the lovely Alex May bringing you guys another great topic like all our episodes is brought to you by theaffiliateincubator.com It’s going to be your one-stop-shop for all things affiliate management, consulting and training, where we help businesses grow and scale while working and attracting affiliate partners.
So I have Alex today. She’s gonna be kind of diving into our topic, give you guys a little bit of rough lay of the land of what we’re gonna be talking about, but it’s gonna be surrounding the topic of a prospecting for affiliates. Really, it’s all about building up your pipeline, to constantly have a steady flow of partnerships and relationships and sales and all of that together month to month to month without ever a lull in this process. So I’m really excited about today’s topic. We had Alex craft out our call today, and I’m excited for her to dive in. So Alex, what do you got for us today?
Yeah, Frank, thanks. I’m excited to take this one away. Hopefully I do you prou. No, this is really a topic that I spent a lot of time doing in our business. And so through all of that, I’ve kind of gotten a process together and also found some interesting inflection points where I noticed, not a lot of people pay attention, and a lot of people pay too much attention.
Alex 1:13
So this episode is really to kind of back it up a little bit. Because here’s the situation, you can have all of your logistics with your business buttoned up, you can have a badass affiliate ready products, you can have your affiliate program meticulously designed, you can have your incentive structure dialed in, you can have a pitch to the nines. And you can have your back end stress tested. But here’s the deal. And by the way, we cover all of that in all these other episodes that we’ve gone over and will continue to because they are important, but they are just a machine.
They’re not a well oiled machine without prospecting the oil. And the fuel to that funnel that’s going to ignite it and get it going is prospecting. Are those new affiliate partners? And so as you know, with a car, the oil constantly needs to be changed in order to run smoothly. An affiliate program, you constantly need to be prospecting, to get that fresh, what we call fresh blood, in there to really make that a well oiled machine.
2:25
Frank: Absolutely. And I got to say, in my 12 years of doing this, I’ve never gone a year where my set amount of affiliates, or my pipeline was always able to carry me through a 12 month period, I’ve constantly had to continuously fill my pipeline. And that’s what we’re gonna kind of cover today. And I get it, I get it, we got to talk about prospecting, talking to affiliates, and thinking “holy crap, it takes up so much time,” And you’re absolutely right. But we’re gonna show you guys a little bit of ways to free up that time, or at least wrap your head around the importance of this. So if you do hire someone to take on this role, you kind of breathe into them, so they understand why this is important. And all the time they’re spending on it is going to be really to help grow your business. So with that, I’m gonna let Alex dive into the prospecting side of building your affiliate pipeline.
Alex: Alright, let’s splash. So, Frank, you know, I love my diction. I like my metaphors and stuff. So just before we go into that, I kind of wanted to, to read a Wikipedia excerpt, and then take away what’s going to set the tone for today’s call and set that mindset.
Wikipedia says, “Prospecting is searching for precious commodities by means of experimental drilling and excavation.” I think that you can gather what most of that means. But the key word here is “experimental.”
The mindset that we need to get into is: you’re going to be testing a lot of different methods here to see what brings the most gold for you. When I say methods, I mean your messaging. When I say methods, I mean, how you’re actually approaching where you’re going to start to find these affiliates. It takes consistency, it takes patience, and you’re going to be modifying that as you go. Sometimes you’ll get what you expect. Sometimes it’ll be better and sometimes you’ll just learn. So that’s the mindset that we really want to, I guess instill when you’re going into prospecting – be fluid, be flexible, and know that you’re going to be iterating.
We know prospecting is huge for sales people. That’s how they stay afloat, building their database, communicating with those leads, but something that is not thought about enough is how that translates into the affiliate industry.
In Episode Five, we go into depth about this, but affiliate management – management is in the title, right? You have project management, as a big part of that role because you’re dealing with different teams, you’re dealing with accounting, you’re dealing with schedulers,
Alex/Frank/Alex 5:00
you’re dealing with an intern if you have one, what have you, but really development, business development, which is not in the title is is where the prospecting lives, and honestly, it is not stressed enough, and when looking to hire someone to manage your affiliate program or hire an affiliate manager, and I want to drive this one home, you need business development skills. You need to set those expectations for the role, and also look for those skills within your applicants, because prospecting as well as account-based management is really huge.
Frank 5:50
Absolutely. And I think until you’re able to get to that point, something which is like, oh, should I hire an affiliate manager? Is that something that I need right now? Well, it’s really up to you, if it’s not, then it’s gonna be you. So if you don’t have the time, then that’s probably the best decision you gotta make. Otherwise, this is the mindset that you got to get into. If you talk about affiliates, that’s a key important role in your business, you have to prospect, you have to do business development. And this is not for a time when I need it. This is an everyday kind of thing, right. And even if you’re just reaching out to one person a day, that’s better than just waiting til “Oh, I have a promotion or a launch coming up in a month. Now I need to start outreaching to people,” if that’s the way you’re thinking 100%, you’re already behind, right?
Because we didn’t really talk about this too much, but most people map out their calendars and quarterly schedules. So if you come into it, 30 days, you may not even get anybody to work with because they’re already two to three months past your launch date. So really, what we really want you guys to understand here is you’ve got to start now and really start building this comfort, because it will definitely take you out of your comfort zone, 100%, that you’ve never done this before. And if I’ve learned anything, in all my years of doing this, most people stop within the first few weeks, because it does take a lot of time. But that’s not an excuse for you not to do it. Alright, so again, just wanted to reiterate that again for you.
Alex 7:05
Yeah, absolutely. As Frank mentioned, you have your own calendar and your schedule set out, right, you spend the time to map that out. Think about it, other people in your space have the same they have their own priorities. The nature of the business is that you’re pivoting, you’re being really nimble, to your priorities within your business. And so not only can you not expect your small group of existing partners to be ready two weeks in advance to promote your cross-promotion, or whatever that may look like. There are times even when, especially in the info-marketing space, these people that you’ve been partners with buddies with, you’ve done a lot made a lot of money together, they might just shift industries entirely.
Frank has an example of someone who was in residential real estate and then totally flipped into commercial. So everything, that’s a totally different target audience. I had a really interesting example with someone that I was reaching back out with, like I usually do. Four months later, the guy’s like, “Oh, yeah, hey, Alex. Um, so I’m not in real estate at all anymore. I’m actually doing essential oils, and like doing this, this online selling,” and of course, he tried to rope me into that field too. But again, very different audiences, not going to be helpful for you that synergy is as effectively gone. So basically, don’t put all of your eggs in a couple of baskets, you want to always be filling your pipeline, and you always want to have a rotation.
Frank 8:45
Absolutely agree. And here’s the thing, this happened to me all the time before and I learned this from one of my previous mentors, probably still my mentor now we’ve just known him forever. When does mentorship ever stop? Alex? I don’t know. Never.
Frank 9:01
So one of the episodes I’m really excited to record for you guys later on is going to be on forecasting and scheduling and making your revenue more predictable. But what ends up happening sometimes is like, you know what, you’re really depending on someone else’s promotion, there are instances where last minute, they could be like, “Hey, Frank, I got with my marketing team, we actually need to plug in one of our internal promotions the week I told you, I was gonna promote,” and something happens like a couple of days before. And if you’re putting a lot of expectations on that bring in a lot of sales and revenue. What happens we’re like, hey, my list is my list. This is what we’re doing. Sorry, we’ll promote you in a month. Do you get mad, you cross your arms, and kick your feet and give it? No, you literally just say, “Okay, completely get it man, thank you. Just hit me up and update me if anything changes.” And it’s up to you at that point, to immediately fill somebody back in to help replace that person. And the only way you’re gonna build it is having a pipeline and trust me, this happens all the time. Especially if you’re at the whim of somebody else’s schedule, really.
Frank 10:00
So don’t be surprised when that happens. And the only time you’re gonna feel upset or feel like you’re scrambling is because you didn’t do the work before, and now you’re scrambling to try to find a replacement to make up for this revenue. So this happens all the time, just want to really prepare you guys for that.
Alex 10:18
Yeah, I think that’s a common theme, Frank, that we talk about is, do we build the house and then the foundation? Or do we suck it up, realize that putting in the work, maybe you’re not quite, in need of whatever that may be, whether it is prospecting, whether it is a CRM, and we’ll talk about that, but really doing it the right way and saving yourself so much strife down the line and frustration is key.
This is the prime example here, because there’s not much like the panic of “Shit, I have these holes now that I have to fill and it’s way too late. That’s because I didn’t take the time to have my rotation and have my pipeline. Bring it back to building that plane, as it crashes or whatnot? It happens and it works sometimes.
Frank 11:17
What does it say that they like “pack your parachute on the way down?” It’s kind of what a lot of people do in our space, which is fine. I think that something is better than nothing. Right? But, I think that really is a saying for building a product, right? Don’t get so much into design, just get it out there and get it out, get it done and get it out there and then kind of fix it as you do it. Yes.
Alex 11:44
We’ll get into it, but it’s a process, right, you can’t just select someone out of the air and be like, this is a good fit. They’re gonna, answer questions for me now. So now I think we have we have highlighted why prospecting is important. And now it’s into the objectives. These are the objectives you should have when prospecting. And there are four main goals here, and they are intertwined. But they all start with identifying strategic partners inn order to do four things. I’m going to go through each of these quickly, and then I’ll dive in a little bit more.
One: is to recruit them to promote your products to their audiences. Two: is to add value to your database by promoting outside products to your audience. Three: in so doing the previous to increase your authority, and really enrich the space as a whole. Four: is expanding into other industries.
So we’ll start with kind of the bread and butter of why you’re prospecting, and that is to find affiliates that have similar or tangential target audiences to you, that you can tap into and scale and test your offers to without having to pay for ads. So you basically want to convince people, hey, this is my product, and it’s way more nuanced than this, but the general idea this is, this is my products, it’ll degrade to your audience. They agree that is the end objective. Again, there’s a lot more to it, and we’re gonna go into more depth there.
Frank 13:26
Alex, are you telling me that if you just told someone that your product is super awesome, they’re just not gonna want to promote it? Is that what you’re saying?
Alex 13:35
I’m saying that I might be shooting myself in the foot here with how I’ve tried to keep it.
Frank 13:41
We do talk about this in Episode Two in a little bit more detail about how to create the right opportunity. And it’s all about creating Win-Win situations with your affiliates, right. I think, too often, we just see people say, “hey, this is awesome. You want to promote it, you should because it’s crazy. It’s the next thing. It’s the next best thing since sliced bread.”
Definitely, like Alex said, there’s a lot more nuances to it, check out episode two and we go into a little bit deeper for you and kind of give you a better idea of how to approach those conversations for sure.
Alex 14:11
Yes, absolutely. And we also go into how the utility of affiliate partnerships can kind of take the place of so much onus on paying for ads. So it’s a great way to test your offers and to tap into other audiences. So that was number one. Second objective: is to add value to your database by finding complimentary offers through these conversations that you’re having, because they have built their audiences because they more than likely have solutions that can complement yours. So you probably don’t offer it all right, we all have our niches, we’re a master of thought, we’ve put our attention and time and investment in all fronts into our niche and other people have done the same. Start looking for the holes that you don’t fill, that affiliates can fill. I like the tool belt or the toolbox analogy is, each relationship that you make can potentially add not only to your tool belt and your ecosystem of products and services, but if you think about it from the perspective of your followers, the people who are trusting you, and following you, you are filling holes in their toolboxes.
So ultimately, you’re helping your community reach success even faster. One last point is on episode five, we talked about expanding your product ecosystem, and whether or not that means you are going to expand the blood, sweat and tears and really, first and foremost money on building these solutions and additional auxiliary complements internally. Or if you’re going to adopt them, we’re talking about adopting them. Leverage other people’s elbow grease, and achieve the same value in your ecosystem, as well as providing it for your communities.
Frank 16:14
Absolutely. I think the one thing I could piggyback on here is if you’ve ever told yourself or, this as a business owner is, “man, I know I’m leaving a lot of money on the table.” A lot of the times when people say that I’m like, What do you mean? So Well, I have this portion on my list, which hasn’t been buying my products, I just wanted to put in front of them, or, hey, you know, all I teach is this, I don’t have a software or Hey, I have these things, but I don’t have funding. And again, I’m referring to real estate style products; these are the holes we’re talking about, right? And if you just kind of create a simple list, okay, we need funding, we need a software, we need this, and then go out there and prospect for those types of relationships, you can plug these holes, then become a resource for your community in these areas that you currently aren’t fulfilling, okay. So that’s going to be kind of how you’re going to go out and look for the right people is to just identify where the holes are.
Alex 17:10
For sure, and in identifying where your holes are, and filling them, there’s an indirect objective that is achieved here. And that’s number three, that is increasing authority. In the context of both of those first objectives, no matter if you’re new to affiliate marketing, or you’re established, maybe you’ve been in it, you’ve been bobbing a little bit kind of in limbo, or maybe you are incredibly established in your niche, but you want to expand out of it, into different target audiences, the increase in authority goes both ways for when you’re finding affiliates to promote you and when you’re finding offers to add to your tool belt, and as Frank said, to fill those holes.
When you’re doing your prospecting and your research, you’re obviously going to find those dream partners; those people that have put in the time and effort and got their shit together, they build that trust and nd the objective is to get them into your circle so you can anchor on that trust, they have put in that blood, sweat and tears and money to build that community so their followers listen to them. They don’t believe that they would be led astray because of all of the work that they’ve done to build that trust to begin with. That’s something you’ve done internally for yourself as well, if you’re a product owner.
So imagine the power of a heavy hitter, like I don’t know, using example, Tony Robbins is recommending your product. The power of that name behind your product, and the perception of “Wow, if they’re recommending this, and it must be good.” Obviously, sales are going to be the number one, bottom line goal here. There’s the brand awareness element that is so important that will really brush off a lot of times, even if they don’t sign up, if they don’t buy, they can Google you, they know who you are now. Because you’re leveraging that credibility of that thought leader and that authority down the line, it’s a longer plan. If you have the funnels in place, and you have the retargeting in place, that brand awareness will convert down the line.
So I think that I’ve beat into you guys how important it is that you can increase your authority through these relationships as well, which will shoot you loose ahead. But the authority goes both ways as well, whether or not you’re looking actively for complementary solutions for your tool belt, or if you just unearth them through your conversations and your prospecting. Introducing valuable products to your followers really cements the fact that you have their best interests at heart. You’re a one-stop-shop for them, maybe you don’t offer it, but hey, they’re still looking out. They’re trusting your authority at that point.
Frank 20:12
I think in our personal lives, it’s one of the things that we constantly come across, right? If we work with a contractor, doesn’t matter what space you’re in, if they do you do good business with them, and you trust them? And you’re like, hey, do you have any referrals, I need something like this, because I know you guys don’t. “Absolutely, let me give you two or three contacts.” They may or may not make any money from that. But as a consumer or the end user of this service, I’ll be like, “wow, they’re actually looking out for my best interest and me are really trying to help me out whether they make money or not.” That builds an extra layer of trust and loyalty. When it comes to the next time I need the same exact service, you bet your butt I’m going to call that person or ask them for a referral. So authority does go both ways.
I’m glad you did touch upon that, Alex, because we’re seeing a lot of effort to build trust with our communities. And we don’t just go into this to create a product and not build a community. So there’s ways to anchor and leverage your community in a more positive way. I think a lot of people fear like, well, if I sell them another product that’s not mine, it’s going to create confusion, I’m going to dilute my own sales. But again, if you position it correctly, as “Hey, I’m a badass at this. This is why I freaking know if you need any information as I got you.” But all these things here, I’m not that great with but you can definitely make money with this. I’ve gone through it, it’s really up to you.
We have one guy in our space, who literally analyzes every single product. He’s in the wholesale space, but he analyzes everything that he goes through the modules, the courses, the deliverables, and asks so many questions, because he really wants to make sure that anything he puts in front of his audience is something he can get behind. So it’s really up to you, how much detail you want to go into, or you can just be like people like, “Hey, I don’t really know this product that well, but I like the person, here you go.” I think it comes back down to again, transparency, I talk about this all the time. As long as you’re transparent with your community, let them make a decision. Alright, don’t hide or be fearful of any confusion. It’s all about how you craft your message.
Alex 22:08
Great point, Frank. Absolutely. That caps off our third goal. Our fourth and final goal of prospecting is to expand into other industries; I touched on this earlier, you might have mastered your industry, you might have covered all of your ground, you might have relationships with every single person. That’s not likely, but for the sake of the argument, that doesn’t mean that the prospect thing ends, that actually means that’s where it begins. So prospecting can help you break out of your niche.
For instance, we’re in the real estate space, there’s a lot of overlap now, and a lot of kind of migration into business, biz op or personal development, or even on a more acute level, going from residential to commercial or vice versa. These are completely different as target audiences that have potential synergies, if you get creative, because specific to our industry things can get incestual and you spend years and years making money together, it’s working, it’s working. Then you realize you’ve kind of whittled down into the same eight people and it caps out essentially. In order to break through to that next level of growth, you have to start thinking outside the box.
So for instance, if you’re in the health space, and you sell supplements online, maybe take a look at fitness programs, and people who are representing that thought leadership or think about essential oils like I went back to the guy that left real estate and went to essential oils. Now, there is synergy if you’re willing to get creative and think outside of your box, and prospecting is the only way to do that and to really bring that to your awareness of what opportunity is out there outside of your little corner of the world.
Frank 24:14
Yeah and kind of bringing this home guys is like understanding, guys and gals, but to really be understanding with real estate specifically, right? The persona is all about mindset, someone with money who wants to make passive income, everybody and their mom’s out there talking about real estate being a great tax shelter, it’s a great next step if you’re really trying to grow your wealth, family legacy all those keyword terms you hear in all these webinars, but the truth is is like people in the biz ops space think like that.
They’re looking for opportunities, right, personal development, people who want to improve their lives, improve their personal financial situations, people like doctors, lawyers and attorneys, they have a lot of capital and they don’t really have the time to seek assets and invest and things like that. But depending on your product in the space, it may cater to them perfectly. “Hey, here’s a passive way to invest and you never had to do a single thing.” Okay, cool. That’s a completely different audience type. Or if maybe you’re raising private money, that’s a huge audience that we could tap into, where the real estate investor may not be thinking this way, but a doctor, Lawyer, Attorney is.
So that’s kind of where our spaces starting to shift into as our space has become more crowded and we’re all working together, we’re all using the same keywords and our ads, we’re really attracting all the same people, we call us cross pollination, meaning there’s someone on my list along with four other lists, and we’re all selling the same things at different times in the year.
So it does get stale. And I think the best way to break out of that staleness is to dive into a completely different industry in which your current one is either ignoring or they don’t know how to have that conversation yet, right? That’s really the core purpose of this podcast is to really open the channels to other industries, not just stay within real estate. So if you are in finance, or personal developer, any of these things, and you’re teaching your communities to have that mindset of real estate’s a good option, then we can have conversations like that, but the main thing here is definitely focus on your existing community, your niche, that’s fine, but you’re really going to have a lot of much bigger opportunities with far left, less competition, when you decide to think outside the box. For me, that’s kind of what our plan is for 2021 is to really start expanding beyond the real estate market.
There’s so many other people out there who are interested in real estate, we’re just trying to prospect those people to where we can bring them into our ecosystem now and really create new, high revenue driving opportunities. Because we’re not the only space that has large email lists, there are a lot of other spaces with huge like mot like huge, huge, huge lists that make us look small. And I’m looking forward to tapping into those opportunities. So you should be too.
Alex 27:02
For sure, we’re walking the walk. And it’s exciting. Mindset is really the the overarching topic, as Frank mentioned here, if you think about it as exciting, because you are unearthing these other opportunities, and you’re spinning, if you get in the mindset, and you warm up to the fact that prospecting is not just something that you do when you need it, it’s something that you integrate, into the processes that comprise this well oiled machine, you’ll get excited about it. And really, you just got to start. And you got to start having more conversations, because it kind of takes on a mind of its own.
Frank, I say all the time, is really great at having these conversations, and identifying opportunities that he had no idea were going to come up until he started talking about them, so keeping an open mind and getting creative with what outcomes could show themselves. And we talked about those four objectives. Those objectives show themselves in many different ways. And we’re going to talk more about those in future episodes. But don’t get complacent guys, because you don’t want to regret, you don’t want to find yourself scrambling at the end, when it’s kind of too late. Get excited about the potential opportunities, think outside the box, get creative, and just start.
Frank 28:33
I absolutely agree. We always really emphasize the importance of massive action. Especially if you’re in the education space, this is something that we try to breathe into our buyers breathing very all the time. Because if they don’t take action, they’re not going to get the results. And again, we’re all about time. And I know, as business owners we’re going through these growing pains as well as that they’re just so many hours in a day, calling people being on the phones bidding 15 to 30 minutes per person that can gobble up a lot of your time, especially if you’re an operator and actually have an investing business while you’re growing an online business. You already don’t have enough time in the day.
So again, it’s really important about in all the mentorship and all the masterminds I’m in, it’s all about establishing your why, like why are you doing this, why I really want to expand my business, why can’t keep doing just adds, I can’t just work with the same five affiliates, I need to be doing something different. This is the solution for that. Okay. So you have to be making sure that you’re making this effort daily, having these conversations and every single meeting that you’re at is looking for these opportunities and just building a profile and then of course, like all things to continue to follow up until an opportunity is established, right?
So, we do have a lot of other cool episodes coming to kind of piggyback on this regarding finding the right synergies, really understanding cracking the right message to increase your response rates, understanding what it is that you need to do month to month in order To hit your goals, right? So today is all about just getting in the right mindset understanding that this is beyond you. Okay? If you’re just thinking, so if you’re living in your own world, your own universe, you’re not really thinking about how affiliates could help you, please use this episode to start thinking more along those lines. Because I promise you, this is definitely one of those things that if you spend a lot of effort in the beginning, it’ll actually carry you through some months.
Frank 30:24
We had an episode we did, I don’t know if we released it yet. but with Cherie Constances, she’s another affiliate manager, and she said, when things were shifting in their investing market, if it wasn’t for affiliates, they would have not survived. Just understand that, right. So that goes really back to are all your eggs in a few baskets? If just two of these channels dry up, what does your business look like? Do you have the pipeline in place to help you recover? If your answers are no, go back to the drawing board and turn these into yeses.
Okay. So, hopefully guys, that was really, really helpful for you, thank you, Alex, for putting together our episode today. We hope you guys enjoy it, and we’d love to hear your feedback. If you have any questions about our episode or have any kind of input regarding what we talked about, let us know in the comments, let us know in the replies, let us know on our social channels because we’re always trying to improve our content. We always want to make sure that it’s clear and what you guys are wanting to learn, specifically in the affiliate marketing, affiliate management space. Because we are passionate about this.
Thank you guys, again for tuning into our episode today. Like always, if there’s any information you leave, you’d like to speak to myself or to Alex regarding your business, just to kind of explore. I do these discovery calls. Just check out the affiliateincubator.com, follow us on our socials, reach out, we’d love to connect with you. So with that, stay tuned for our next episode. It’s going to be a banger. We look forward to talking. Take care everybody. We’ll talk to you soon. Bye, By
