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Hello everyone and welcome to this very special troll lie day I'm going to stand out business with me terry gentili I am really pleased to be talking to you live today and joined by all of these meaning against members that we've got two representatives from our in studio audience that people that you've been learning about and and meeting over the last three weeks and we've got two from our online audience as well and I'm thrilled to meet them and find out more about what they've been doing with our build a standup business work and ah ha moments and all the lessons that we've done so far so as you just heard in that welcome video we've spent the last three talking about all the fundamentals strategies behind creating a business that khun stand out in a really noisy market we've looked at your vision we've looked at how focused you are we've learned load at what makes your business different we've talked about your unique fascination languages we've covered so many strategic steps now...

we're going to start making a transition and you're gonna make a pretty in transition into how you can actually in corporate's those things step by step by step by step into the tactical pieces of your business so if you've been wandering what to dio excuse me with everything that you've been learning the next two weeks is going to lay that out all for you so that was your word too, and we're going to get to that lesson in just a little bit I would love to hear from these audience members and share their stories with you because because this is a really great opportunity to find out what other people are doing with this information and and perhaps hear some hall moments that might make some things click for you a little bit better as well so far off dick who is one of our in studio audience members and brianne if you wantto let us know again who you are, where you're calling in from in the world I'm calling in from historia oregon this is my house in my office uh uh where who you are, where you're coming from in the world where we can find you online and then we'll go from there all right? So as terrorist said, my name is bree and dick I am calling in from calgary, alberta, canada where the sun is shining and the snow has melted so we're all very happy about that you confine me online at my name is bree in dot com awesome so bring on the three questions that I'm asking everyone to answer today are what what was one of your big moment? What change did you make in your business because of that? And what was the result that you saw because of that change it's so hard to pick just one ah ha, because for me, one hot led to another a hot lead to another on. So I have this domino effect of ah ha moments the first ojai that kind of kicked off the dominoes dream wass in the day, seven less than we talked about killing your customers need and really understanding what that need is. And for a long time I been described. I do, as I help people teo create online courses, and the way I do it differently is blah, blah, blah, blah, blah, blah, blah, blah with a lot of jargon that no one ever got excited about and what I learned that I I actually do what what money I'm actually feeling is that I actually helped micro businesses grow their revenues by applying adult learning to their products, programs, courses, but also to their cells with marketing, team building and overall business strategies. So I took what I thought was what I was doing, and I would realize that that's actually how I do it differently, and that was that was really liberating for me because it took me away from this place off, feeling like almost a bit on imposter, complex type thing into an area that I could feel really confident about. So that was the first domino? Yeah, if I go to jump in there for a second, I just want to reiterate, you realize which was that the need that your customers have wasn't how to build a better course. It wasn't how teo make their warning more interesting. I mean, they have those needs to, but the core reason that their interests did margo is because they want to grow their businesses, they want to make more money, and all of those those things that are your expertise thing you actually clients like me is that the how you do it differently. So you help your clients make more money and grow their businesses? No, the difference is by helping them incorporate better learning better content strategies, better curriculum strategies, s o that their their products and courses sell more. Get more for lt's, ultimately lead teo exponential growth in their businesses. Yeah, exactly. And s o wei didn't prepare this at all, but those three bullet points that terrorist just said, basically, no grow your revenues, increase your impact, those sort of things that was actually part of the action that I took. So one of the things through later, lessons that I also realized is that I like to be invited into existing conversations, that's one of my conditions for connection andi that I really care about making my customers look good that's one of my vision he says I want teo make terra look amazing when she's going on creative life, for example, so I've kind of packaged all those insights together and created a new system in my business for helping tio get the response is I want from my clients so I said on the videos I love shout outs and referrals so I created a system to do that which eyes to hidden web sites are two hidden pages on my website for people who have worked with before and and terror you'll be seeing that soon one of them is a thank you page, which is just a little thank you letter that it put together I included some gaming references, so you know, my unique point of view is coming out through there on dh I also haven't you you did on that thank you, paige an opportunity to join my client showcase so to really show off the amazing stuff that my clients are day way, but the second piece of that system is a refers can't and this I'm really excited to see how it works, so I've created a second hit page on my website just for clients for people I've worked with before that I can send them to and it helps them know how to tell my story in a more effective way and at the very top of that page are those three bullet points so I talk about how I worked with coaches and speakers and consultants and all of these people to do those two things teo grow their impact and teo you know, have more money in their business in someone and so forth it's really, really interesting as well because what I did there is I included specific calls to action so I know now that one of my conditions is it for connections to be invited in so one of the options on that pages to refer me to do podcast interviews to send an email to someone hey, you should have free and on your podcast for example so you know it's it's all of these are cause all kind of wrapped up into one but what's what I'm most excited about is I sent out just the first part of that strategy which was not thank you paige teo ah few of mine my recent clients last week and one of them came back and actually several of them came back and say this is amazing you created just such an amazing experience for us, but one of them actually came back and said, hey, you mentioned on there that you have a special package that you created just for customers I'd like to buy that so I actually made a sale new revenue generating opportunity just by forgetting that thank you paige wonderful that is exactly the kind of results that you want to see money in the bank on and I think that we're going to find out about some more money in the bank here sued but brianne congratulations and amazing work thank you so much for sharing all of that now we're going to move into the online and not met these people before unless you were talking with them on the on the twitters but I think let's first go to jail and find out more about who jealous so gil who are you? Where can we find you online and where he calling him from the world um hi I'm gail watson I'm presently in shreveport, louisiana northwest louisiana I am a healthy hunger dot com and I'm healthy hunger pinterest twitter you know everything awesome so tell us what was one of your ah ha moments what change did you make because of that? And then what results did you get because of that change? Well, you know it's funny because my experience very much echoes brands and that you know it was like as things went along you have to say you've done a brilliant job because it was all very nicely, easily digestible and as you kind of got this thing kind of made it very more and more sense to move on to the next thing but I think I, you know, I used to have a very successful brick and mortar business, and I used to have clients come in and talk to me, and I was always very good at working with people one on one and solving a problem like, I love that kind of figuring out their issue and then resolving it without reading their minds and working online. I started this business a couple years ago, and I it's just I've been really kind of having a block about, uh, I have a tendency to talk at people and and two people not with people on I also had so part of one of my oz was that, like, brand said, kind of getting a better sense of who my person was having that ideal person and talking directly to them and answering their questions in light girlfriend girlfriend as opposed to being an authority and speaking at them, um, but also one of the other things was, um, you know, tanya, guys, lawyers, you know, lives in truth about, you know, I'm not a twenty five year old, and I'm not a size two and I, you know, there's a lot of people, I mean, the nutrition field, um, but I kind of came to terms with the fact that, you know, my ex syrian ce is fantastic, and I have a lot to bring to that and there's a there's a lot that I can do to make this all really exciting for people, and so that shifted how I started talking and doing things, because then all of a sudden I got excited and didn't feel constrained and learn how to speak on dh you know, it just it just freed me up tremendously, massively, tremendously. So what? What I've done is I've gone back and I we work some of my programs, they have a little bit more, um, accessibility to them, and then I've reached out tio, the tribe that already have, which is a pretty loyal a group of my clients and my readership and started just kind of throwing out there some of the new ideas that I'm thinking about, and it might do these people who already really like what I do, but they were like, oh, yes, you know, absolutely that's wonderful that's be perfect, it just like all the sudden things, just those light bulbs and then started going off, which is, of course, so exciting for me. And yeah, and so as a result of that, I've gotten a bump in my emails and a bump in my, you know, all my memberships. In twitter you know all those all those things that really count on your full waterfall so I think this is a really common problem that people face too, which is that they you know they're maybe their vision driven they've got a really great idea or theirs they've got something that is it feels really aspirational and feels good to their audience faces and so people get excited about what they do but they don't necessarily without the credit cards right? And I really focusing in on individual people personalization not generalization right? You khun focus in on those particular needs on those particular questions that people are feeling really acutely right now and when you can focus in on what's happening for a customer right now it's much easier for them to understand how you're email your welcome gift your you know product or service is going to fix that problem for them fill that need help them achieve that desire answer that question for them right now and when we believe that of course what do we want to dio we wantto buy the thing? S o that's awesome I'm so glad you've seen that kind of growth oh yeah and the whole thing is that it creeps ese around it for everybody you know, for everybody involved yeah and when the thing for me is that I want people to be passionate, you know I'm passionate and I wantto I want to translate that so on dh it seems to be working you know beautiful yeah wonderful thank you so much girl one question comes in from andrea at observatory photo dot com on this is a common question that I was seen quite a lot both in our kind of unofficial facebook group and on the twitter chat on friday and this question is she says friday's session on defining a chief initiative and all the elements of doing doing that was revolutionary for me I am still struggling with defining just one hand the chief initiative be a financial goal this is a really, really common question like a said I've seen it the twitter chat I've seen it on facebook and they're just in the feedback that we've been getting from that chief initiative lesson. So the answer to this question is like so many things it depends your chief initiative can be a financial goal if you're motivated by money the key piece of the definition why this exercise? Why this strategy works so well for helping you find it focus and direction your business is because your chief initiative needs to be something that motivates and inspires you. Your chief initiative is what drives you to spend that extra hour or two push path that comfort zone or to do the thing that you've been putting off for so long or to ask for help so if you're if you're motivated by a financial goal? Is that's going to be the thing that gets you out of bed? That helps you push through that makes you ask for help? Then by all means make your chief initiative a financial hole ninety ninety five percent of the time, though I would say that my client's answer no, not really motivated by money, but funny helps me figure, you know, figure out what I wanted to own my business. I am exactly the same way I need to have financial goals to figure out my plan for everything else. So I'll actually start with a financial goal. But then I looked to see what that financial goal really represents for me. And when when I get to representation, maybe it's a book deal, maybe it's mice speaking career, maybe it's you know, the launch of a new program or, you know, a different way of running my programs, then that is the thing that actually drives me that's the thing that I can get really, really excited about that pushes me past my own comfort zones and makes me ask for help. So that's what I would recommend if boy, you're fixating on really is a financial goal, but at the same time you know, money isn't that exciting to you or isn't that doesn't give you that big of a push? Think about what that money represents, and it may or may not be something that actually has to do with your business. It could have to do with your family or a vacation or a personal goal that you have that can work for your chief initiative as well, because you can still pick you can still set up all of those sub goals on dh systems and conditions to in your business to make that personal goal happen. So that's just a couple different ways to think about getting around that financial goal hump if it's not something that really works for you. So, um who? And kind of a follow up question to that from francesca, she says, is five years for chief initiative to do far away. I would say yes, unless you are a exceptionally good planner, I really like to focus in on six to twelve month intervals, because I think it's challenges us, but at the same time it gives us away, it gives us a kind of gives us a place it gives us something to hold on to in terms of actually building out what plans are plus is a lot easier to pivot and still come back to the same goal in six to twelve months. Timeframe when you look out at five years, the fact of the matter is we can't predict what's gonna happen five years from now and there's a there's, a big part of growing your business and making it sustainable actually not in your control, right? The market is instantly changing. Not only is it noisy, but it's extremely changeable, so make sure that you're kind of shortening that window so that you've got more control, more predictability over what is actually going to be happening in your business. S oh, yes, so I would think six to twelve months really is a pretty that's, a pretty good guideline e think so, let's, go back to our online audience, our audience members, and gets more stories here. Leslie, I'd love to go to you next. Eso tell us who you are, what you d'oh, where you're calling in from in the world where we can find duan lucky my name's leslie, and you confined me online at leslie laskin reece dot com and the what I do is the hard question and that's what you answered for me, and, uh, I think we decided it was less than six I feel like such a newbie here because I'm so at the beginning of this, I'm an interior designer, I've been an interior designer doing commercial design for more than twenty years on dh it's something that I love and it's something that I never want to give up but I also love to write and about five years ago I had to leave my job to take care of my dad and also take care of my kids and so built a website and try to build my name rather than just being that project manager it against our you know, whatever architectural firm I have to be working out at the time so I started to build my name and try and create who I wass I started about a year ago, I started blogging really heavily about architecture designed and food because my focus the last ten years has been on restaurant design and I've been, you know, working these two kind of divergent skills and desires and needs for the last year and not really knowing how they fit together. So when we did lesson six and I did the perspective map, I finally realized that what I do is I tell stories I tell stories in a couple of different ways I tell stories by writing them I tell stories by designing spaces for my clients I help stories by websites so far so what I did after we did the perspective map as I went back to my website, which is, as you can imagine, extremely wordy much much, much too wordy please don't go there right now are actually go there and see what a mess it is I'm in the process of transferring it from one hosting company to another and it crashed and broken it's really kind of a mess right now but it is up there and I am working on it but what I did after we did the perspective math is I went in and I rewarded some things so that they made more sense and so that these two divergent things that I do this building online presence is as well as designing actual physical spaces I went in and I rewarded something's and about three days later I got a cold call from somebody who had read a post and gone to my website found me online and want to need thio help her with her online presence and building her website and writing her copy and so it was you know I don't know how much of it was happenstance and how much of it was really because I went in and rewarded my website you know kind of put myself out there a little more clearly but I've got a new client now so wonderful awesome I love I love everything that you just said and I just want to pick out a couple of things first of all, I think that this kind of the solution or this result that you got is something that so many people want right way spend so much time putting together digital presences and homes online and a lot of times it can almost seems a little futile because it's it's our friends of friends or it's you know referrals from previous clients that are the ones that end up coming to us and I know I have a lot of clients that ask well, you know when when when did the stranger started coming to me right? When when does this all start actually producing leaves? And the fact of the matter is for some businesses it never does and the reason it never does is because that about paige copy that worked with me copy the the way the site is set up, the content that you're putting into it doesn't actually resonate with what people are saying doing thinking and feeling and so you using the perspective map to identify those patterns to figure out what you're really doing is telling stories no matter what what medium that's in and incorporating that throughout your website means everyone who reads your sight is going tio to have that instant alignment if you know if they're the right customer for you they're going to have that instant alignment that makes them much more likely to hit the contact button hit the bike now button I think that's what we all one for our businesses thank you so much for sharing that you're welcome thanks, leslie all right let's see what question what more questions I have coming in here. Um oh here's a fun question it's a little off topic but I like it and so this is it scuse me this's a question from paintings by k e gillmor hey katie I don't know if it's if it's a she or a he but this first one asks what would you suggest for politely but firmly dealing with friends or loved ones whose business advice is not in alignment with your overall goals? Oh man do I hear this one a lot? This is a stuffed a great question this is why this work is so important because you need essentially a filter for tuning out the noise that isn't going to help your business. We talked an awful lot over the last three weeks about this rule easy world that we live in and the fact of the matter is our friends and family are loved ones can actually contribute quite a bit to that noise I know people have people in my family have weighed in on my business before you know obviously my friends do as as well and you know it's not always the best advice on not sometimes it's it's plenty good advice but it's just not gonna work for me it's just not it doesn't make sense with my plan and my goals just like you said so I think the way you deal with it is to say, you know, thank you, I appreciate your support, I appreciate I appreciate you caring, and I'm on a different strategic plan right now, and actually knowing what that strategic plan is, having done this work, being able to stay, you know, this is what I want to create, this is how I want to connect with other people, these are the people I want to create for these air, how it this is how I want people to respond to the work that ideo billing, last strategic plan is is going to allow you to bury firmly, you know, thank people, but also set those things aside, yeah, and then in terms of not only dealing with it on that side, but dealing with it for yourself, making sure that you're using that strategic plan as a filter, the fact of the matter is all of that noise, there's, good stuff in there, right? We need to be able to recognize the signal in the noise and again, having that really ferber's strategic plan making sure that you're really answering these questions that we posed over the last three weeks is going to help you create that filter so that you're on lee ever paying attention to the advice, the formulas, the tactics of that are going to work for you that are going to be effective for you. And over the next two weeks we're going to come back to this in many different lessons where I'll show you how, depending on how you know the work that you did in the first three weeks, you can pay attention to different ideas or different tactics in the last two weeks for all these different specific execution pieces. So I hope you'll tune in for that. Um, okay, let's, go actually going to take this question. This is an anonymous question and anonymous us. Do you have any tips on how to apply the standout biz lessons to aim new business? Yes, I do. And the main tip here is experiment. The benefit of having a business that's been around for a while is mostly that you just have more data on when you have more data, you have maur information to make good decisions with toe understand what you really want to understand what's going to work for you, and then you could take that data, develop some really good insights for yourself and then put that to work when you've got a new business. The most important thing is to try a lot of different things so that you understand what does make you effective. What does make your business naturally attractive and compelling how you do like customers to respond to your audience members to respond to you? You do really want to create on dso you khun if you've got a new business, I think you can expect maybe that the traction or the mo mentum doesn't take off quite a ce fast is what you might have seen from some of the stories that we've heard today but just remember that each new each new piece of information each new piece of data that you get from experimenting is one step closer to your goal even if it didn't work out well even if you learn something in the negative, the act wonderful so that's how I would look to apply this to a new business look for every opportunity you have to experiment and pull in new information all right let's go to our last audience member and that is lisa and lisa tell us where you're calling in from in the world where we can find you online and what it is that you d'oh okay, I'm lisa marry and you can find me on and I mean noose or australia it's tellem here actually we're so thankful you're here yeah it's fun on dh you could find me online at www dot creativity lab dot tv and well what I do is I play with people to actually nurture their ideas into reality and it's the nurturing that's the really important thing here because what shall I go on to what I discovered? Yeah, just keep it right here. Yeah, so, um what I realized is that way talked about my chief initiative outside of the class and I've had a program called the nurture sessions running for about a year, and it was like that and then I realized that actually it's more than just a programme, it's a movement in terms of how I would like the world to be, and so why would I? What I'm creating actually is this movement where people will start creating from the sense of space from a e's and a page rather than from the stress from the strain from the force of creating from the control of it because most people I don't enjoy the creative space that they have it's like, oh, I have to everything's that have two whereas I realized that oh, actually, what where on so different is is never have to worry me it's not a half to for me to get up to am and play with you, you know, so that was a legal hard moment and there were lots of things that connected with that along the way and then when I looked at, well, what am I going to do? From the action side of it, I start with my list on dh and the people that I connect with on social media, and I've taken a really different approach with them over the last week or so, and that has led two while so many different things. So what I've done is I wrote to, you know, my my email list and I talked about, you know, this difference and how it could be so much more, and then I ask them to engage in my facebook group, and that was really amazing, actually, because what happened with that was that the engagement I gave, I change one simple thing, which is a different conversation, topics each day that really relate to nurturing their dear's into life, and that increased the level of engagement, never manically, which was awesome, I was really excited about that, so that was coming the first thing that was, you know, really cool. So what happened after that was I realized that one of my conditions, the connection is interviews and being interviewed and running live events as well, and so I'm literally just started talking to people, and so now I've got to really cool thought leaders the next sort of space of their creative process and how they create ready for my launch of my podcast, which were coming up very soon. I'm talking with seventy people between the us and europe about live events and you know, it's pretty much choice for me is to whether I do the more not now and calls in a battle that has been the extreme amount of clarity but I've got out of it it's so simple to go this is yes or this is a no I also have three radio interviews set up for me to go on other people shows and I've been writing my book because the last pieces of the puzzle for that came in as a result of this process of see what it is that I really want to talk about. So you and uh oh and I've got new coaching clients as well just from the almost the fallout of doing all the other stuff you know really going looking well, good well lisa, I'm just going to call you the built a standup is poster child I think that is so great so I want to reiterate I think I heard you say, which is you and if were you when you first did the chief initiative exercise, you were thinking about one thing in particular and what you you know, but it wasn't you weren't like you weren't you're with yeah, and then you realize do you have this inkling that there was something bigger there? There was there was something you could push yourself further on and in talking with everyone on twitter during our friday twitter chats or in the other feedback that I've been getting from the course you think that's a real really common thing that people are experiencing is that this exercise is actually pushed them to think about their business in a bigger, more expansive further down the line kind of way and that's a really helpful for for finding that focus and for pushing yourself finding that motivation to do the things that maybe you wouldn't have otherwise have done on dh thank you for giving us ah story about what can actually happen even in just a week's time when that is when that's what that's what you d'oh yeah thank you so much lisa here's here's a good question from allie she says in new business experimentation which is what I was talking about just before how long should you wait for a tactic to work before moving on to a new tack how much time should you give each experiment so first of all the definition of an experiment requires that you have a hypothesis in mind you want to you want to know how you expect this experiment teo run its course you know what that what the goal is for that experiment and that's the number one problem I see with people experimenting with their businesses is there just trying things willy nilly and not actually giving intention to each experiment that you try so the lengths of time or the investment that you're going to make in each experiment made differ, but it's going to be dictated by the goal that you have in mind for that experiment, and that goal should probably include some sort of time frame, right? So if you're going to place ethan ad or you're going to try a blogging strategy, are going to try a video, strive your podcasting strategy or whatever it might be, have a bowl related to that, I want to have x number of new subscribers. I want to have this many new shares in this amount of time. I want to get this many new client and as a result of the launch of this marketing campaign, make sure you have a goal on that. That goal includes a timeframe that way, you know that you're not just, you know, throwing spaghetti at the wall of this see what sticks, but that instead you're making real scientific experiments with your business that's going to be really helpful to you, here's, another great question and a chipmunks says, can my unique advantage or you're unfair advantage old be also a part of my vision for my customers. Absolutely. I think that you're going to find your unfair advantage is actually something that is woven through all the different parts of your business, all the different parts of your standout style, you're going to come back to it over and over and over again. For instance, one of you were my unfair advantage in my business is that my goal is always to dig deeper. It's always defined that one more nugget of information that one more level of mastery over a particular topic. And so what I find is not that my customers really, really want to dig deeper in there for their businesses a swell, but they want to dig deeper in there business, some what I mean by that is that they also have that desire for deeper levels of mastery, more more pieces of knowledge, just a deeper understanding of how they do what actually works. So I'll handle the digging deeper on the business end. I want my customers to be able to really deep. Dig deep a cz faras they want in their own work in their own expertise and in their own mastery and so that's a part of the vision that I have for my customers it's not just that they have a thriving businesses but that they have a thriving businesses that allow them to truly become masters of what it is that they're passionate about the work that they really love to dio eso absolutely and as I said I think you'll find that that unfair advantage starts popping up in other ways for you oh as well let's get one more question here here's a question from jill and I think that this one will jill alison o'brien and I think this question is going to sound pretty familiar to a lot of people she says I'm having issues prioritising all of the steps I'm excited to take because of this course to reach my chief initiative how do I prioritized the steps the first of all prioritising is good and if you're stuck prioritizing the easiest way to get unstuck prioritising is to stop trying prioritize that just to start shipping just to start with one thing you can get out there put out there on start getting responses back from but in terms of prioritizing think about which actions need to come first in order to stack up to meet your chief initiative of one analogy that I used during the chief initiative lesson was that sub goals are sort of like mile markers, so if you think about all of the steps that you're coming up with all of those things that you're excited about taking action on that all seem like a blur right now. You want to see if you can organize them into a step by step of navigational plan that's going to get you to your chief initiative, the things that are you know, that you want to look for the things that sets you up for success at each new step, right? So make sure that you're thinking, in terms of this has to come first so that I can do this next thing that I have to do, that next thing so that I could get to the next thing, and so each piece becomes a mile marker on your journey on your navigational path to your chief initiative. Andi, I think that if you give yourself some space and maybe it's, time to actually take a little bit of a break from this, but give yourself some space and then come back to it and say what needs to come first. Also another tip that I have. Sometimes it's easier to reverse engineer your course. So start with your chief initiative and then work backwards. What's the thing that's gonna happen right before you reach your chief initiative and then what's the thing that's gonna happen right before that and then what's the thing that's gonna happen right before that. So if you're having problems starting at the beginning, try starting at the end and working backwards. So the first three weeks of this program were really all about identifying the elements of your youth. Your business is unique, standout style is all the strategic foundational piece is that you need to know to be able to take riel action on your businesses. Now, we've just heard from four amazing audience members who have been taking action already, and I hope you've been taking action already as well doing your homework. I loved seeing you guys all carry your homework with me on twitter and facebook and interests, but the next two weeks is even maur are action oriented in today's lesson that's going to be starting in just a minute or two, we're going to be looking at how to actually audit your own websites. You khun see whether the pieces that you've identified of your standout style are actually incorporated. In your online home and your digital presence, we're going to be taking a look at how to write a standout business bio we're going to be looking at getting people on to your email list and into your community. We're going to be learning how teo do better email marketing on we're going to be crafting sales pitches that and and sales strategies based on your standout style so that you could be assured every time you put a product up for sale that it's going to sell so that's just a little bit about what we're going to cover in the next two weeks. And like I said, if you've if you've already been taking action, man, are you in for a treat of all the things that you're going to be able to do and all the things you're going to be excited about doing over the next two weeks? So I think that's all I've got for you today again, thank you so much for checking in with me today and for being here and being a part of this conversation with that, I'm gonna let you dive into today's lesson on building a standout website and again, thank you so much for joining me it's been a real pleasure chatting with you.