86. Authentic Marketing & Networking with Bron Watson

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Many creative entrepreneurs I know are actually introverts. Therefore, networking in person or presenting a sales pitch may totally push them out of their comfort zone. Marketing for them can be one of the most challenging aspects of their work. For this week’s podcast, I’d share with you a very candid conversation I had with Bron Watson about authentic marketing, networking, and how to succeed over adversity.

Bron Watson is the managing director of the eWomenNetwork International chapter. She is also the founder of Bron & Co where she leads a small and mighty team to work with small businesses on marketing in the areas such as strategy, sales, content creation and graphic designs. They offer both “done for you”  as well as show you how it’s done service. Bron has a background in nursing and education for 20+ years and she had launched several businesses in the last decade while raising 5 boys! So in another word, she is a superwoman!  

If you frown whenever someone invites you to a networking event and you have to keep telling yourself that you “should” go, or you know sales & marketing is a very important part for your business but you just can’t shake that resistance, then this interview can help you to change your perspective. You can listen to this podcast via the player on the top of this page or go to iTunes or Spotify and look for my show @szewingvetault. Alternately, you can watch our interview below.

Interview Highlights

• “Stay in Your Lane” – do your thing, don’t follow what everyone’s business can save your life and lead you to a better career/business that works for you
• Success despite adversity 
• You don’t have to run your business or do everything alone – consider collaboration and have good “back up” or support system in place
• Success means different things to different people at different times, ask yourself: “How do you want to feel?” and “How do you want to live?”
• Authentic marketing – showing up and bring true value to your clients with your product/service
• Don’t panic or think about what people think, focus on your own work and one step at a time – one post, one action, one commitment no matter how small
• How to excel in networking events and actually have fun 
• Find your tribe and think “six degrees of connection, not separation”
• “Be faithful to the small and the big will come”
• You are not what you do. You are who you are. It comes across in your networking or marketing message. Be true to yourself and others. 
• What to think when you end up in a networking event that is not your tribe or you are not having a good experience. 

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Video

Transcript

Sze Wing:	Hi, everyone. It’s my absolute pleasure to introduce you to my dear friend, colleague, and in some way – actually, many – mentor, Bron Watson. And I met her not long ago, but she’s just fabulous. And I just have to get her to be on my podcast because I think her wisdom and experience can help a lot of people like myself, busy mom, career women, entrepreneur, you name it, or people who are thinking about doing something outside their comfort zone. But anyway, I’m so happy to be here interviewing you, Bron. Welcome to my show.
Bron:	Thank you. Thank you for having me. I’m looking forward to it. It’s exciting.
Sze Wing:	So, quickly, I’m just going to have a short introduction about who Bron Watson is. And I’ve got it from her and from her website, so I’m sure she can add and change and things like that. And, actually, I haven’t rehearsed it, so it is kind of raw. [laughter]
Bron:	We’re rolling with it, people. We’re just rolling. So, yeah, all right.
Sze Wing:	Okay.
Bron:	Go for it.
Sze Wing:	So, Bron Watson. She’s managing director of the eWomenNetwork international chapter, especially for Australia. So that’s how we met. And I’m so glad she’s doing this, by the way, ladies. I’m going to talk a little bit more about it later. But I tend to – what is it called? – interject where I interrupt myself. [laughter] Anyway, she’s also the founder of Bron & Co where she leads a small and mighty team that helps small businesses in marketing in areas such as strategies, sales, content creation, and graphic design, so everything. And I love what they do because they have the two really important approach. They offer both done-for-you as well as show-you-how-it’s-done services. So it suits people because some people love to learn, like me. But some people just couldn’t or wouldn’t or whatever, and done-for-you is great. So the team help on both levels, so it is amazing. And she also has her own e-magazine.
Bron:	I do.
Sze Wing:	So Bron has a background in nursing and education for 20-plus years, and everybody goes, “Surprise! Why she’s doing this? Surprise!” Anyway, but it just shows that I– personally, when I heard that about you, the first thing came to my mind is that you obviously come from a caring and a background of helping, servicing others. So for you to jump into marketing, it may not be a logical step for a lot of people, but for me, it’s all about servicing the world, servicing other people. We cannot do it all by ourselves, so. And she’s definitely someone who has a– how can I say that? She loves launching and creating businesses because she has been doing it for the last decade. It seems to me that you have launched several businesses, at the same time–
Bron:	I have. Yeah.
Sze Wing:	–raising five boys, half of a football team. So obviously, she’s a superwoman. That’s clear. [laughter]
Bron:	I don’t go that far.
Sze Wing:	And that’s why I love to interview her. And hopefully, in this conversation, we’re going to share something that may inspire and empower other women. And so I’ve known you for a little while, but for my audience, I think they will love to hear from you how you actually got to become who you are today, so. Because you, as a managing director for this chapter, the eWomenNetwork, it’s very different than what you have done before and I think people will be intrigued by how you do all that, how to be a superwoman. [laughter]
Bron:	Well, over the years, as you mentioned, I have a nursing background in education and I’ve also had that marketing as well. So I’ve had nursing for 30 years; I’ve had marketing for 25. I did have a joint career, which is the weirdest thing. And you and I were laughing because it’s so random, but it brought me to have the skill-sets that I have to be able to mould those together over the last decade. So I’m not even sure how to answer your question. How do I do what I do, or how do I–?
Sze Wing:	Well, but just– I love interrupting people, don’t I? So, but–
Bron:	Go for it.
Sze Wing:	–one thing I find interesting is that because I think what sends you apart, from my perspective, is that you do a lot of networking, marketing, and businessy things with, especially, women entrepreneur. But I think that you came across different, I think, partly because you have so many years working in the nursing environment. The way you talk is very approachable, really friendly. You seem as though you feel me rather than you talk like a business person. So, “Business is business,” and sometimes it can be very intimidating. Like, let’s say I’m not sure what to do with marketing and social media and whatnot and actually, one of the questions I’ve prepared today is about networking because, for lots of creative who are introverts, networking is just, “Hell, no.” But when I talk to you, you really make it feel it’s fun and approachable. So I think people may find it– or we may find it weird from nursing, marketing, education all tied in together, but the way you come across and the way you approach things is very different because of that human background. I don’t know whether it makes sense?
Bron:	Yes. Well, it makes complete sense, and I think what happens in business, especially when you’re growing your business, we tend to show up as if we are our business. Because a lot of the times, guys, even when you’ve got teams, you are the business. And we’re in a world of human-to-human contact. We are not here to human-to-business-product/service. So when you show up or when I show up, I’m showing up as me. So we’re connecting as humans, and I think that’s where– I think in business, like at networking events, people are putting on the big front, right? They put on the big mask which is, “Oh, I’m a successful marketing agency,” or whatever. It’s like, “No, I’m not a successful marketing agency. I’m Bron.” And I call myself the Chief Coffee Drinker because [laughter]– well because I can. Because I can. I don’t want a title. I can have CEO or I can have Director, but I’m me.
Bron:	And I think that’s where– and as part of how I’ve been who I am is that I created a business that was a beast for years, meaning that I thought that I followed other people and I did what they did but it wasn’t in alignment with me. And I was very successful in doing that, but it wasn’t till the  diagnosis of breast cancer and chemotherapy, radiotherapy, and a very dark time– and you can imagine, as a nurse, now being the patient. I’d never been sick in my life, right? So when I’m in the hospital bed I’m thinking, “I am the worst patient,” because I’m looking at them going, “Being told what to do.” [laughter] “Do you think you should be doing that?” or, “Hang on a minute, people, you’ve missed something.” And them going, “Oh, God. Yes, she’s the worst patient.” But what it taught me, [see?], was it brought me to my knees to go, “You know what, Bron, how do you want to live? How do you want to feel? How do you want to show up in this world?” And so, to me, I just had– I was just on a call this morning with a guy in the US called Richard, and he’s telling me, “Oh, you’re so passionate and such a lot of conviction about what you’re saying,” and it’s like, “Because I know my lane now.” I’m in my lane, and I love my lane because this is where I shine for me. I feel best for me. I love to be able to give. My favourite question is, “How can I help?” without [crosstalk]–
Sze Wing:	That’s a big title.
Bron:	But the thing is– yeah. Is it?
Sze Wing:	The “stay in your lane”.
Bron:	But, “How can I help?” because–
Sze Wing:	Stay in your lane.
Sze Wing:	Yes. All right. I’m going to write that down.
Sze Wing:	I definitely think you’ve got a book there.
Bron:	You know what’s interesting? I actually have a full layout of a book and it was called Success Despite Adversity, which is when you are an entrepreneur and when you are running a business– and for women in business, right, we don’t have backups. It’s us. We’re it. And it’s not till you get adversity – and everybody’s going to get adversity in some capacity – that you go, “Hmm. This wasn’t the best decision,” because I had– for me, I had no backup. And the business is called Bron Watson. Like, “Doh,” they’re going to want Bron. So how do I manage that, and that’s where the whole Bron & Co thing came in place, that I work with people. Yes, I have a team, and yes, it’s my business, but we collaborate. The Co stands for collaborate which means that the amazing Michelle is a social media manager from– she’s a gift. And then we’ve got [Tamille?] who’s the head of creatives and the graphic designer, so she’s awesome at that. And then we have sales so that what it means is I’m showing up as me, not my brand, not my business. I’m representing those things, but I’m being true to me. And I think that’s the key to branding, it’s the key to social media, it’s the key to marketing when you are true to you and you know it. When you know what that means. Like you and I have had that conversation with your amazing skill set and your story and how powerful that is for some people who want to learn how to stand out, who find the archetypes, who want to be that woman goddess. In your world, it’s a goddess. So I trust that makes sense and the fact that it’s– as I said when I literally was brought to my knees and I was bald and I was sick and I was round and I was red because of all the side effects to the terrible treatment that I went through that I went, “How do I want to feel? How do I want to live?” And now–
Bron:	Yeah, and then, for a girl who was an anti-networker because I used to go to network events and go, “Oh, why am I here?” [laughter]
Sze Wing:	Wait. Hold on. Hold on. Because I asked you one question and you have answered all five of my next questions. So let me break it down a little bit for the listeners. So first of all, when I asked you [laughter] how to be a superwoman, you say, “Hang on a minute. I actually have my adversity as well.” And then you talk about the time when you had the health challenge, which what I think it’s amazing about this story is that you– one of the things I want to ask you and share with people is that people saying you’re the superwoman – you have five kids, a successful career – and a lot of times that success, it’s a really shining object. It’s very glamorous to a lot of people. Everybody who is trying to have success as an entrepreneur, you wanted the clients, the money, the whatever that is. A big list. But then my question was how do you draw the line and not to get exhausted? Because your story  tells me that you were the superwoman in front, but then, at the end of the day, there are times that you cannot do it all. And then you talked about having a team, collaboration, which is fantastic. Which it’s my fifth question in the game, but what I want to dig deeper is that you also mentioned it’s so important to show up as yourself, to be present, and that’s how you do it with your marketing and friending in network space. And I know there are a lot of people listening could be a creative introvert, and that’s when it becomes hard. Like especially with marketing, people don’t like to market themselves. And your answer, in a nutshell, is to be yourself, but can you tell us a little bit more about what would you offer to your mentee if they’re like, “Oh, my God. I hate marketing and sales.” So what would you say to them?
Bron:	Okay. Good. And it’s a great question because I do get asked that a lot especially from business owners because it’s not their lane, right? It’s not their thing. It’s not their thing, but the question here is, for example– I’ll use an example of a guy who I had sitting here in my studio the other day. And it’s a relatively new business. It’s about 18 months old, and it’s a franchise. And he doesn’t want to– he’s so hit and miss with social and marketing and it doesn’t excite him. It’s just not him, right? And then I said to him, “Well, what do you want to do with your business? So what’s going to happen in the next 12 months?” He goes, “Well, I want to be–” the words he used were, “I want to be a master franchisee.” Not on the tools, but having the team to do the stuff and the things and the actual doing, and then he’s managing that whole process and becoming what he called– his words were, “A master franchisee.” And I said, “Right. So if I said to you part of becoming a master franchisee was to demonstrate who you are and how you do business, how would you feel about that?” And he said, “Well, that’d be really cool.” And I said, “Well, what do you think marketing is? [laughter] What do think social media is, right?” And I went, “Right. So next week–” and I said, “So we’re going to lock in two hours a week.” Because you know what it’s like when you’re it and you’re working in your business to the point that you’re servicing, you’re delivering, you’re doing all the things that happen within a business, whether you’re a product or service – it doesn’t matter – it’s the exhaustion for the thing that you like the least where you’re going to leave it till last. I can tell you, we all do. We’re all going to leave the thing that we don’t like the most last.
Bron:	And for a lot of people, that’s showing up and being marketing, right? So I said to this guy, “Right. Cool. We’re going to lock in two hours.” I said, “All I’m asking for is two hours of your time.” “Cool.” So got the calendar out. I said, “So what are going to be the top three things that you want to achieve next Tuesday at 9 o’clock?” And first one was, well, he wanted to create a plan. And I said, “Okay. Plans are great because we need to have the goal, etc., blah, blah, blah, blah, blah.” I said, “But let’s just focus on 30 days, shall we?” because I know that we all do the smart goals and the big goal and we reverse engineer and bring it down, but for a lot of people, they do all of that but they get caught out there looking at the bright shiny thing or looking at the outcome rather than looking at, “Cool. What’s the first thing?” I said, “What’s the next step? Just the next step. Not the next five, but just the next step?” And he went, “Cool. Well, I want to do this marketing plan.” I said, “Great. So we’re only going to do it with 30 days, right?” “Cool.” “What’s something that you stand for? What are you passionate for? What are you passionate against? What’s the thing that you want to do, and who do you want to be? How do you want people to see you?” “Cool.” And then it’s like, “Well, cool. Are you posting at the moment?” “No.” “Great,” I said, “So if I said to you, ‘Oh, Tim, congratulations, you’re going to post five times a week starting tomorrow,'” I said, “What’re the chances of you posting five times a week?” And he goes, “Not good.” I said, “Exactly. So if I said to you, ‘We’re going to commit to two posts a week but they’re going to be of value. That you’re going to be providing a solution or providing information, education for your ideal client that’s going to make their life easier’ because what we’re looking for is what I call a front-of-mind campaign which, when people are thinking that they’ve got this problem, that when they ask for help or when they’re thinking, they’re going to go, ‘Oh, who’s that guy on TV? Who’s that guy again? Oh, Tim. Cool. Oh, my God, I’ve got to find him,’ right?”
Bron:	But he’s been showing up. He’s been presenting himself as a real person. So next week, that’s all he has to do is the next thing and the post for the week. And I said, “That’s it.” I said, “You’ve already got that information.” So what I see is that people get stuck. And for the introverts, right, there’s ways to show up that are real and authentic. That you don’t have to be that, “Hey. I’ve got this new business, and I’m so amazing.” No. But if I got that person and I said, “Tell me the one question that you get asked the most in business,” or even if you’re starting out, “But what’s the one thing you get asked?” and you just start sharing it to me as if you and I are sitting round a coffee table, I said, “That’s marketing. You can do that. Just talk to that person, that one person.” So as an introvert, you proudly stand as an introvert. Don’t even begin to try to be something you’re not because that’s where, subconsciously, people sniff it out a mile away, and that’s where the authentic, copycat marketing comes in because you’re being something that you’re not. Did I answer the question?
Sze Wing:	Yeah. But there are two things that are important. That sometimes you have to choose perspective because people look at marketing as “Marketing.” It’s like there’s the technical, it’s hard, it’s very businessy, but the way you talk about it is how are you going to bring value, what you’re being known for? When you come from the service and value perspective, how are you going to help people? Because you said the first thing you answer people is always how may I help? If you think marketing is how you’re going to help, I think it would change a lot of heads because sometimes we’re stuck in what we think it is but it’s not even true. And secondly,
Sze Wing:	Second thing is that I think you break it down into instead of thinking like, “30 days, 20 items,” Let’s just do two, one, whatever. Very achievable. It’s better for you to do one thing, one post, do one action, than none at all.
Bron:	Correct, right? Because you’re spending so much time thinking about it and going, “Ugh. I hate marketing,” or, “I hate social media.” I hear it all the time. You don’t hate it, you just don’t know the answers yet. So if you say to yourself, “You know what? I love being me in my business, I just don’t know how to show up yet.” Because it’s more around the showing up. I was talking to a woman yesterday called Barbara Daoust, and she’s the most incredible woman. And she was telling me– so her background was that she ran an acting school or academy in Los Angeles for years, and the Olsen twins out of Full House, which may have been before your time–
Sze Wing:	I know. I know. I know.
Bron:	But the Olsen twins, right, she managed and trained them for over 10 years. And then her husband died suddenly, and so she went through a very dark hole and refound herself, so to speak, and now she’s a Bob Proctor trainer, international speaker, coach, you name it. So she’s living– she’s incredible. But what she said to me is that when she was talking about stuff with Bob Proctor, he’d just look at her and say, “Just do it.” And she’d go, “Oh, no, no, no, no,” because she was Penny the Perfectionist– thank you. Mandy Hargreaves. That’s a Mandy Hargreaves’s term. Everyone needs to go and check her out. She’s amazing. So Penny Perfectionist turned up and said, “Oh, I’ve got to get all these things in a row and I’ve got to get everything set up.” And he said, “No. Just do it.” And what he was asking her to do was to set up five Mastermind groups. Within a week, she had five Mastermind groups set up, and they were full.
Sze Wing:	Wow.
Bron:	Because the difference was she’d focused on the next thing which was “just do it.” Because I love it in marketing. People, they panic about their brand and they panic about posts. What’s the worst thing that could possibly happen online in social media, you just couldn’t [crosstalk]?
Sze Wing:	Nobody liked it. [laughter]
Bron:	But you know what? Maybe the focus is on the wrong thing, right? The focus is on somebody else rather than going, “Yes. I posted something today. I’m so proud of myself,” rather than what other people think. Does that make sense?
Sze Wing:	Totally, because when we are so into thinking what people think, we cannot act at all because– but that really leads me to the next question which is about the networking that you were getting into a little bit earlier. Because people can tell by this time that you are fantastic to talk to. You’re a popular speaker, and you will be great and hosting that working event and running them and being it. A lot of people are very shy, but that kind of links into that because networking to some people, again, you don’t feel like you are because they have a very weird perception about what networking is and isn’t and that kind of stops people from going there. Because there are a lot of events that are really soulless and boring, and you just don’t want to go.
Bron:	I could not agree more.
Sze Wing:	So, yeah, tell us what to do, how to excel in real networking and have fun?
Bron:	Right. Good question. So the first thing I would say is you’ve got to find your tribe. And I’ve been to networking events for years, and I would walk in and, as you said, it didn’t feel as if they were my people. And so for those of you how are looking to find a network, you’ve got to try it. You’ve got to try, which means you’ve got to attend and show up. But it’s how you show up– to send me back to the showing up again. It’s how you show up which means that when you’re showing up it’s not about, “Oh, I don’t know anyone.” It’s like, “Cool. What’s the intention?” And I am a real believer in intention. So there’s a lot of attraction which is the thinking, but when you set the intention, but then you act on the intention, which is what I’d call the next thing. So the next thing is, right, you turn up, and you go, “Cool. What’s my intention for today? It’s just to meet one person. I just want to meet one person.” And what I find at a lot of networking events if people turn up to go, they turn up to sell. But how many people turn up to buy? None. They’re all turning up to sell which means when you’re turning up to sell, what are you focusing on? You’re focusing on yourself, where my take on this stuff is if you turn up with, “How can I help?” and, “Who’s the one person that I’m going to meet today that I’ve not met before and to make a connection with zero expectation?” because I’m here to help.
Bron:	And you walk in and you will literally meet someone, and it’s up to you, then, what you do with that someone, right? So for me, whenever I meet anybody, I will follow in an email, “Hi, great to see you there today. Blah, blah, blah, blah, blah.” I can tell you now, a lot of people that– and this is at local events and stuff, is that I’ve done that and I never get a reply. What’s the perception of their business if they can’t reply to me? Because they went there to sell, and they’re thinking, “Oh, well, Bron’s not my customer.” Because a lot of the time I’m not going to be your customer, but what you’re missing is what Kricket Harrison who’s a Premier Success Coach with eWomenNetwork, she says that we have six degrees of connection, not separation which mean that– one of the sayings that I use a lot at events and also in my own business comes from Mother Teresa, and it’s, “Be faithful to the small and the big will come.” I’m the small. You connect, you give me some respect– not respect. That’s not the right word, but you invest in me to get to know to me, you’re then going to get to know the people who are in my network, and then you’re going to get to know the people in their network. But if you don’t invest and you don’t be faithful to the small, which is, “I know Bron’s not my customer because she does the same thing as me,” we’re never going to connect. Does that make sense?
Sze Wing:	Totally. And I also feel two things. One is that, first of all, we should connect on a human level.
Bron:	100%. Can you hear me all right?
Sze Wing:	Perfect.
Bron:	Okay. Cool.
Sze Wing:	That’s okay. One is that I think we should connect at a human level first before, “Are you my” – what is it? – “ideal customer or ideal supplier?” I don’t know.
Bron:	Well, I always, always–
Sze Wing:	First of all, human first. And second of all, you know what? Sometimes you go to an event, it’s just not your tribe. It’s okay. And I think–
Bron:	That’s the thing to think about that. That you don’t say, “Oh, I’m wasting my time.” Like sometimes it’s not like that and, as you say, if I meet someone who may not be a customer but turn out to be a best friend later – you don’t know – or even meet your guide– I don’t know. But people got to relax
Bron:	But if you don’t give them– that’s right. If you don’t give the time and the– if you don’t give them time and the energy, right, the purpose of a networking event is to create a connection. It is not to sell. It is not to– “What can I get out of it? Who am I going to meet?” The purpose of a networking event is to connect to then continue growing your relationship. To go, “Well, hey, Bron, maybe we can collaborate?” It’s like, “Cool. Well, I’m all up for that.” It’s the connection, then the collaboration, and then, let me tell you, the money will flow. It just does because you’re not focusing on the money. You’re not focusing on the outcome. If you start with the focus here which is the connection as a human, as you say, human-to-human connection. I am not my business. I remember once I’d turned up to a networking event and this girl said to me, “Oh, what do you do?” And I said, “Oh, I’m in fashion media marketing.” And she just went– and walked away. I went–
Sze Wing:	Oh, no.
Bron:	“Oh, that went well.” I said, “Oh, that went well.” I actually just wrote a blog about it because it’s such a rookie mistake. I don’t do that. I create confidence for people to be able to share their message to the right people at the right time. That’s what I do. I don’t do social media. Do you see what I’m saying? We are not our product/service. So if I turn up at a meeting and, “Hey, I’m Bron. I love coffee. How about you?” [laughter]
Sze Wing:	Well, I just think that how rude that is because you talk in a very different way, but there are some people will feel so small just because someone decided, “Oh, you’re not interesting. I’m going to walk away.” I mean, it would really hurt someone. And, again, human first. And so that just crushes a lot of people.
Bron:	I wanted to walk out, right, and the event hadn’t started. But then I stopped and I said to myself, “What’s the lesson here, Bron? Is that you didn’t show up as you. You’re not–“
Sze Wing:	Yeah. But I’m going to show up as me.
Bron:	You are not what you do. You are who you are which is exactly what you talk about in business is when you know who you are it takes away. And so it’s not about, “Well, Bron, I’m an introvert.” Well, okay. You don’t know me, right? So you’ve heard me– look, people may not [know me?], “Ah, Bron. She’s nailed it,” right? There are times when I feel the same, and I turn up and go, “Oh, I’m a bit nervous today,” or, “Wow. I haven’t been to this sort of event before.” It’s like, “No, no. Stay true to me. I’m here. Accept the intention. I’m here to connect with one super cool person and that super cool person will come along.”
Sze Wing:	Perfect. So I think that’s a great way to wind up our interview. I can talk to you all day, but I think, at the end of the day, we’ve just got to– you do you, I do me, and it’s human first business products/services second. And I think, if anything, that will be my take-home message. But before we go, for people who want to know more about you, about your business, how you can help, what is the best way to connect with you?
Bron:	Okay. So there’s obviously my website which is bronwatson.com, but the best way would be on Facebook. Find me– I don’t mind. I have an open profile as well as a business page, both called Bron Watson. One has my husband, Paul, in it. The other one doesn’t. Oh no, But it doesn’t matter. But the thing is, right, it’s all about the connection and just send me a message. Say hi. I’d just love to hear about what people do and if they do and they are struggling, if they are struggling with showing up, I’ve got so much cool stuff I can send. And as I say, I do come from a place of how can I help? And that’s who I am.
Sze Wing:	Perfect. And I will list all the links on the blog post as well.
Bron:	Thank you.
Sze Wing:	So thank you so much for coming. And I think we will have more to talk about going forward, and when I get feedback and questions, I’ll definitely go into tap into your abundant resources. So thank you. Thank you. Thank you.
Bron:	Oh, thank you. I do appreciate and thank you for having me. I really, really appreciate it.