Ready to evolve your business approach? This episode brings to light the significance of gratitude in the realm of business, particularly during the holiday season. Join us as we explore thoughtful and budget-friendly gifting ideas for clients, colleagues, and teammates. Jennifer introduces us to Penscom, an innovative platform for personalized gifts that leaves an impression without causing an uproar in your budget.
Imagine harnessing the power of Artificial Intelligence for heightened productivity and creativity in your business. We delve into this intriguing topic, exploring how AI can enhance social media engagement and blog writing, while also provoking a discussion on the ethical implications of AI use. And if you're in the beauty industry, stay tuned as we share a vision of AI's potential impact in your domain.
The final segment of our discussion revolves around the critical role of effective systems in maintaining entrepreneurial motivation. We share insights on how connecting with a like-minded community can fuel your motivation and help you stay on track with your goals. We also touch upon the power of vision boards and the resources available for creating these. As we sign off, be sure to visit our Facebook page for additional resources to amplify your entrepreneurial journey. This episode promises to invigorate your business strategy, inspire fresh thinking, and provide actionable insights for your success. So sit back, tune in, and gear up for a ride into the fascinating world of business.
Email us at: TwoDaughtersAndTheirDad@gmail.com
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Jennifer Faith Dempsey has been in the beauty industry for over 10 years. For the last 5m years, she has owned J. Faith Hair Studio. She brings her experience on how she balances entrepreneurship and motherhood. Check out Jen’s blog.
Staci Joy Dempsey is an insurance agent, a mom, and a busy non-profit volunteer. She truly understands what it means to be an entrepreneur. Staci serves as the podcast's host.
Jack Dempsey is the dad who heads up this busy family. He is a founding partner in Dempsey, Weiss & Associates, an Elmer, NJ-based insurance and investment firm that began more than 30 years ago.
Hi everybody and welcome back to the Business of Business podcast. Two daughters and their dad. I am your host, Stacey J Dempsey, and I am with, thankfully, like always, the dad and the other daughter, but not the only daughter, but the other daughter, dad and Jennifer Dempsey. Good morning to the both of you.Jennifer Dempsey:
Good morning.Staci J. Dempsey:
We are so professional. Now we are back in the studio with our microphones so that our listeners can hear us loud and clear.Jack Dempsey:
I want to break out the song for some reason.Staci J. Dempsey:
Well, listen, this thing comes off, so I know, I might have to hit it with a duet here at the end. I don't know, we'll have to see what's going on.Jack Dempsey:
But welcome Listen. We want listeners. Maybe we better not.Staci J. Dempsey:
Great, but welcome everyone to season five. We are rocking into another season. It's amazing that we are, as my children would say, we are a whole hand now Old. So congratulations to dad and Jennifer. You guys are amazing. I'm so grateful that we get to do this together. But here we are, season five, and today we want to talk and just kind of do a little recap of all of the really the fun things that we've talked about and some of the not so fun things that we've talked about this past season. But before we kind of roll into that, today we do want to talk a little bit about what are we doing for the holidays when it comes to our businesses and how we can show appreciation to our clients, our customers and even to our teammates, and what does that look like. So I know that Jennifer had something just radiating off of some brainstorming that she has done, so I want to start with Jennifer on what she has to share with our listeners.Jennifer Dempsey:
I mean, I always have the best ideas, come on.Staci J. Dempsey:
This is true. Nugget alert.Jennifer Dempsey:
Well, officially, you know I'm so grateful for this podcast because talking, getting together with you guys and just talking about ideas and what's going on with each of us individually gives me ideas and so I want to make sure that I point out to our listeners that a great resource, even from talking about this topic. Last year we were sharing kind of what we do inside of our own businesses with maybe client appreciation gifts around the holidays with our employees, and so last year, because of that conversation we had on the podcast, I did something new and I want to share with our listeners. Pens. com has been a wonderful resource for me and my business and it hasn't been, you know, it's not overly expensive. So we were able to kind of pick our top 10 customers inside of our business and send them calendars and you know that was the first time I did that and we had just a wonderful. The clients really appreciated it and and we sent them through the mail I know that's like foreign to us anymore, because who sends anything with a stamp on it. So I so definitely check out that website. You know I use that website to get pens with our names on it, obviously with these calendars with your logo on it. So just really a great resource. And it doesn't, you know, break the bank. So I obviously am not in a position to send all 300 customers something through the mail, but hopefully you know this can be encouraging that you can do something. Maybe it's not for all of your clients but you can, you know, definitely share the love around the holidays to your clients without breaking the bank. So check out that penscom. It's been a game changer for me and my business.Staci J. Dempsey:
Well, that's a great resource, Jen. I'm glad that you, that you shared that today and actually kind of you know it brings to mind maybe an idea for entrepreneurs that you know, as your business grows, that sometimes, when you know, when we look at trying, you know that we want to give something, particularly during the holidays, to our clients and our customers, that sometimes it doesn't always have to be, say, the clients that pay the most, but perhaps we set some other parameters, like maybe the clients that have been with you the longest and maybe those are clients that they come in four times a year. But you know you can set some parameters around. You know who you would like to. You know give to if you're not able to kind of do something for everyone, and I like that. You said we put it in the mail because, quite honestly, you know what the very the thing that popped into my mind is, the things that I have kind of been a little surprised and maybe appreciated the most, was something that I got in the mail that I wasn't expecting, that I know behind that it took someone's thought and energy and time to make that make that happen. And so, yes, obviously we love to use things on the internet and an email and all of those things. But I love that you shared that about, you know, sending it in the mail and kind of focusing on on a specific group of clients. But this can be an interesting you know. It can be interesting when you start to want to give something to your clientele. And I know here in our office we have done a plethora of different things that we've tried over the years. And so, dad, why don't you share with our listeners a little bit about kind of what we've done here in the office, maybe what worked, what didn't, and kind of the parameters that we've used in the past?Jack Dempsey:
Well, I mean, in our business we have a client base. The parameters on determining kind of holiday or birthday gifting is certainly size of the account and how much business they do with this. That certainly is a big parameter. But as you said, stacy, we have others that are maybe not fit that category but they're big advocates for us. They give us a lot of referrals and they really speak about us in a very recommendous in social media and things like that. So again, the gift that we're giving to clients I mean again the dollar value is not that huge, but the gesture of it does really pack a lot of meaning to it. I mean, I know, last year around the holidays I got a call from probably one of my biggest clients it's not the biggest all in just saying thank you for the gift and it was a $25 gift and, believe me, this particular client does very well in life, so he would $25, but it was just the fact that we showed the appreciation of his business and that type of thing. So it does go a long way. And I would also encourage people, if they're going to do this or do cards, I mean, again, depending on your particular situation, but if you can sign the cards, not just let it be a box card saying thank you or Dempsey Weiss and Associates or whatever the name of your business might be. So if you can put a little note, maybe, again, maybe you have to be selective on what cards get. That Again, that goes a long way when you take a minute to write a note in those cards. Also, I always try and do that because we also send out things for clients, birthdays and things of that nature. So that handwritten component I think adds a lot to it.Staci J. Dempsey:
Yeah, absolutely, and you make a great point, dad, that sometimes there is a pressure to feel like we have to do something towards the end of the year because it is the holiday season. However, that's not necessarily the case. Sometimes that thoughtful the card or the birthday card or an anniversary card that kind of comes unexpected throughout the year, it don't feel the pressure that it has to be sent between November and January. There's other things that we can do to show appreciation, because, keep in mind that typically towards the end of the year we're also starting to look at budget. Where are we at with things, and we certainly don't want to send the message of sending things out. If, again, if it's not in the budget right now, then let's figure out how to maybe do something to show appreciation, maybe during a stronger part of the year when maybe cash flow is a little bit different. And so, before we kind of go into the recap here of season four, I also didn't want to just touch on what are we doing for the team, because I know that for us we've done a plethora of things over the years, and the team gatherings for end of year some of the favorite ones are also have been probably the least expensive ones. And so, dad, why don't you share with our listeners what that is?Jack Dempsey:
Yeah, we've done holiday parties, different types over the several years. We've done the evening holiday party where spouses and friends were invited along with the employees. We've done luncheons, but, like you said, probably the most popular one is our Christmas. We've done Christmas bowling parties, where we close the office a little early, you know, before Christmas, one day before Christmas, and you know and head to the bowling alley and we ran out half the bowling alley and bringing pizza and wings and you know, just snack foods and just have fun. You know, and it is a way to kind of just let your hair down, so to speak, and be vulnerable, because you know most of us aren't very good bowlers. Or you know we bowl once a year and that's the Christmas party. So you know, you can have a lot of fun around those things where, again, I mean gathering in a more formal way is nice, but you know it's just, it's something different. So, and like you said, stacy, something like that, you know there's, you know there's a lot of different or a lot of other options, but something like that usually is a fairly cost effective way to celebrate with your employees your year, show them thanks, you know, and not break the bank.Staci J. Dempsey:
Yeah, and the best part is all the trash talking that takes place a few days before before the bowling of. Remember last year, jack, I did, you know, I beat you or you beat me, or I've been practicing, and so it definitely kind of adds to, at least in our office. It adds the, you know, some fun conversation and you know you can tell people are looking forward to it and we get to make some really fun memories and we make sure we take pictures, you know, just for just memories, here in our office. And so it's been, it's been, it's been a lot of fun, a lot of fun. So so, with all of that said, we hope that's been helpful. Let's do a quick little recap here of season four and all of the topics that we have talked about. And holy guacamole, I don't know about you guys, but this recap that our producer, janet, sent us. We sat here and said, man, oh man, did we talk about a couple of things? How about it? But you know I want to kind of, you know I want us to kind of talk about some, some particular episodes that I think that a lot of our listeners really enjoyed, and certainly we enjoyed, you know, bringing those episodes to you, but the one, the one topic that really sticks out to me, that was kind of a real change for everyone kind of in the world, was AI. Ai in the sense of the chat, GPTs and the Bards and the what does this mean and how can this be helpful? And we did have a special guest, John Palmer, with us, who works in digital marketing, where he shared with us you know really how not to be scared of AI and how it can really help productivity, how it can help with creativity. I know that Jennifer has experienced that and creating her her personal blog, I was a big, it was a big game changer and and it's not going away how about it? So, so kind of what sticks out to me is when Jennifer was sharing with us how just kind of putting something in an AI and in whatever app she chose for that has really kind of sparked more creativity for her. So touch on that just just for our listeners quickly, john.Jennifer Dempsey:
Yeah. So one thing I think is important is how important it is to have, you know, people on your team that know more than you, especially about things that you know nothing about. And so you know I'll use John as a as an example obviously built my website, obviously my go to you know, helping me with marketing and things like that. So you know, when I launched the blog, he sent it over to me like hey, you need to use this resource. And I'm like no, what is this? What is this? I don't need this, it's it. I got my juices flowing, I don't need help, john. And so you know he was kind of the one that was like, hey, this can really benefit you. And so how crucial it is to have people like that on your team that can bring new things to you, that can help push you to use new things and implement them in your business, even if at first you're a little reluctant. So so, yeah, I mean having John on the podcast, I learned so much. Like I said, we do this podcast and selfishly, I take so much away each and every time, but just for social media we know I say this all the time on the podcast we have to be active on social media, to be in business in 2023. So, just, you know, I know that we struggle as business owners to create content, to create captions, and so, using AI just to map out your captions for your posts to make them sound more professional, you know, even with my hiring posts, I can just plug in kind of what I'm looking for and AI just poops it right on out for me copy and paste, and so the amount of time it has saved me has truly been a game changer. So really, that's where I'm using it in my business is with social media and my blog, and you know it, especially when you're writing anything. Maybe you're writing emails to your client base and you're just you have an idea of what you want to say, but it's just not coming out the way that you want it to say, and so plugging it in instead of kind of racking your brain over what to say, it is just a huge, huge game changer for entrepreneurs.Staci J. Dempsey:
Yeah, absolutely. And I don't know if Jen, I don't know if you've noticed, but I don't know how much you know how much AI dad you're using. But what I have noticed is that when we are brainstorming, whether it's in personal or business, dad's new tagline is put it in chat GPT. What does AI say? And I love that because you know you can identify, like you know what. We're kind of stuck here. But what's, what's, what's some, what's this other thing got to say about it?Jack Dempsey:
Right, oh right. Actually I say Google bar, but that's the only one I'm familiar with at this point. And is this is this podcast being a video, so is it going to be on YouTube, or something like that? Now?Staci J. Dempsey:
Yeah, that's the plan here, Jack oh boy.Jack Dempsey:
Well, I didn't pick my nose today.Staci J. Dempsey:
No, you didn't pick your nose, but you know okay, I gotta get ready.Jack Dempsey:
I've got to be thinking about that. Ai is, you know, is here and we need to again, as we said in the episode, we need to embrace it, and but embrace it, you know, with the filter of, you know again, you know, being able to understand it from an ethical perspective and, you know, because it will come to the point where AI will certainly, if it's not already done, it allows to push the boundaries of things that you know. So we want to be very careful. You know that we are, you know, staying within the proper ethical boundaries. But, you know, embracing it and, as you said, I mean we can bring. You know, we just had a meeting recently. We were brainstorming on some different topics and, you know, we put it in Google bar and, you know, came up with, you know, some really keen insights from that that we were able to take and expound on. So it's just research. I just look at it as a very quick way to research, you know, rather than you know, heading to the public library and spending hours, you know, checking out different resources and putting all that together. You know, we just have this technology that does that for us and does it for us very quickly. So again, you know. We just have to understand it more and more, so you know how to use it to the advantage of your business.Jennifer Dempsey:
Absolutely In the hair industry. We're laughing about AI and obviously we're talking about it. How can benefit specifically the beauty industry? And we're like now, if AI can only cut hair, we will. We would really be next level business. So how about you know you don't say that.Jack Dempsey:
Jen. But you know, again, one of the things that that you know is coming is is, you know, is the robotics aspect of this. You know. So there could be a point when, yes, that could be, that could be an option. You know. So, when you see these, when you're some of this new technology with robotics, it's there, there, you know, it's not like a to D to or whatever you know, like this little kind of stiff rope rolling around. I mean, it's there, they're very life-like. So, again, that could be in the future for sure.Staci J. Dempsey:
Yeah, well, I'd like to just go on the record that a couple of weeks ago, my husband and I uh John Palmer, who was our guest on episode 16. So if you want to know more about AI, you can click on that episode and find his information. If you need a digital help with your digital marketing, um, but we got our dinner delivered to us at our table by a robot and I went on the record to say I didn't like it. I didn't like it because I like talking to people. Okay, what's your recommendation, what's the most popular thing? And that thing isn't telling me. So I just want to go on the record. Gosh, darn it. So anyway, I'm in your age, yeah Right, so rolling right into, uh you know, special guests and whatnot, I can't help but think about, um you know, our guest, hannah Connor, who runs a family farm with her husband and and small child um, uh, out in Cream Ridge, new Jersey, and just, um, you know, having her on as a guest really kind of, I think, brought at least to our ourselves and hopefully our listeners experience just, you know, kind of the evolution of, kind of what happens when you take something that you have studied, something that you have found that you enjoy doing. You have also identified kind of a, a need or a want in the market where, um you know, people are wanting more education about where their food is coming from and how they are working hard and building their family farm Um, and their foundation is really kind of their mission. It's educating people um about where their food comes from and how the public can participate in the ebbs and flows of growing their own food um, where they have started a CSA program Um, and if that week the carrots are not good, then the members don't get carrots, but there is there's education behind that and so, um, obviously her being a client of mine is, uh, very special Um. But I think, again, going back, if you listen to that episode, which is episode 12, you will, you will hear just the evolution of again what they kind of didn't realize was going to kind of happen, what they hoped. The reaction from the public was Um, and also the systems that they have built, um inside of their small family farm. Um, and what sticks out to me in that episode is that she said I don't want to be arguing in the field about something we should have figured out in the office. And they have figured out, they have figured out a system, and so that really sticks out to me. Um and um, and, by the way, they're doing a fabulous job on all of their on their farm and on their social media, which um, uh, brings me, brings me a lot of joy to see them doing, doing so well.Jack Dempsey:
I'm sorry. I thought Jen had something to say, another topic that I thought was really um important, that we began to talk about in more detail in this past season, was navigating the workforce today. I mean it was interesting. I just had a appointment, a new client appointment yesterday who? This lady heads up an HR department and a relatively good sized business and she's Been in that role for quite a few years, and just hearing her talk about the challenges today and hiring and employees and you know, compared to you know Well, we'll call it pre pandemic was, you know, really very interesting to hear her talk about it and and the challenges, I mean the expectations and all these things that have that have shifted and changed by employees and you know, and and now how business owners and entrepreneurs are trying to navigate Navigate that I know. You know, one of the companies we do a lot of business with, you know, recently made the decision to have everybody come back to the office and and they had a pretty significant exodus of employees who didn't want to do that, and so you know, now they're having to fill those roles and you know, and that trinkles down to, you know, obviously you know, challenges getting some business done. I mean it won't last forever, but those are the kind of things that you know we're unheard of. Not that long ago, you know that the employees had that type of leverage, you know when it came to these kind of decisions. So, and I think there's more to come with that, you know there's a lot more to come as we See, you know, the generation, the baby boomers more of them who've been in the workforce now for a long time, are starting to retire and who's coming in behind? Some of those folks are. It's challenging. It's challenging for business, because the mindset of that, that, that Worker feeling that role, is much different than the one that's retiring In turn, how they approach work, so, so I think that'll probably be additional conversations we have, maybe even in season 5, around that copy.Jennifer Dempsey:
Yeah, and what I do know that is that the enrollment going into trades are down and Graduating from trade schools are down, and and the answer is why? Or the question is why? The answer is everybody wants to work from home and that's a direct reflection of what COVID has done to our workforce. So, you know, really important for entrepreneurs to understand what's happening in the world and what's happening with employees and employment which kind of leads me into 1 of my favorite episodes of the season is how important small details Are to your business, because you know there's some things that we can't control. We can't control that we have not as many people going to trade school, but we can control. You know how we do business and the importance of doing business with integrity and the importance of showing up for our customers, our consumers that are Paying us each and every day. And so I love that Episode that we did because it just reminded me about those small things that business owners, entrepreneurs, do every single day that truly make a difference, draw, you know, customers into your business. And with that episode it's so funny because we love technology, right, and technology has done so much for entrepreneurs, so we have softwares and systems in place that can send out reminder emails. You know that can send out. I got an email from Stacy saying, hey, my computer's down, I won't be in the office, right, we love that. It saves us time. But what is so interesting something I started doing is, every month, all the new clients that come into my business, I'm writing them in handwritten note and putting it in the mail, where before it was like I don't have time for this. But it's those small things that I truly believe make a difference in business. And we know that it's hard to get new business inside of our business correct. So we have to go above and beyond. When we have new business coming in spending their money with us, how can we make them feel special? And that's just another touch that I started doing after talking about that episode. And again, on average, I have a goal set of 40 new guests inside of my salon each month, and you know it might be 30, 35. And between me and my assistants we're writing those notes and hey, here's $10 off your next visit because we want them coming back in, we want them to know that we appreciate them, we appreciate them doing business with us instead of you know, this line down the street. So those small details truly make a huge impact.Staci J. Dempsey:
Yeah, absolutely, Jen. And I'm so glad that you used the word goals, because I know in season four, you know we talked about goals in different aspects, but kind of also what comes to mind is, you know, having goals and having systems that can support those goals. So, you know, what you've just described right now is I have a goal and this is the system I'm going to use to do it, and I would also assume that you have probably scheduled it out in your you know, in your you've put time aside in your schedule that this is when it's going to get done, probably on a day that the salon is closed. But you know, but we've talked a lot about, you know, setting goals, of course, but then also having the systems in place that can help us with those goals. And I would have to say that if there's any topic that dad wants to stress home more about, it's going to be systems, systems, systems. I wish we could like do a replay of all the times in season four alone, that dad was like system, system, systems. You've got to have a system, We'll get there one day, but but, yeah, the systems are absolutely crucial to everything that our businesses do. That's it, and I can see his lips puckering up. He's ready, Hit them, Jack.Jack Dempsey:
That's some system. Systems, that's what we got to do. Well, I mean, just make sense, doesn't? it yeah, yes, I mean there's books and books and books on goals and goal setting and all that, but very few of them really. You know they talk, talk about. You know. What does that? How does that break down to what I need to do this very day or even this very hour? And so that's where your systems come into play, because, because it also gives you, as an entrepreneur, really kind of peace of mind Because, depending on your business, if you know, if you're not finding that you're converting into sales or new clients or whatever your measurement is, you know, then you can go back and say, okay, well, let me look at my system. And now my system, you know is has proven to be successful, so I just need to stay the course. I just want to make sure I'm still working my system. If I'm working my system, then I can go home and be present with you know whoever's at home, my family and that type of thing. But but if you don't, then you're going to go home and be thinking about where. You know where's the next client coming from, where's the next sale coming from. You know how am I going to do this this month, you know. Then you know you're just have worry, you know, you just worry about things where a system should eliminate that, because you know you're doing what you need to do every day and the numbers will, will, will prove out. So system, system, system, love it. Yes.Staci J. Dempsey:
So not going to alert for season five at the very top, system, system, systems and also, you know, systems should be duplicatable. So, as we, you know, as we touched on, you know, the workforce, as we touched on, you know, bringing people into our business so that our business can expand in positive ways. You know we've talked about that in some recent episodes. But also talking, you know, in reference to systems, is that when our motivation is low, we just work the system. And I think that in season four, of course, we talked about motivation, and motivation is great when things. You know, motivation is easy, when things are going well. But motivation is sometimes like, I don't feel like being motivated, I feel like being a complainer and I feel like being in my feelings because, as I said in one episode, life's got hands, business has got hands out here and it's boxing, it's hard, it is, it's hard and some days are easier than others. But also, you know, motivation has has ebbs and flows, and so you know we've talked about some different ways that we stay motivated, you know, for ourselves, and I think the number one thing that we talked about in that episode in particular was getting back with people who know what our goals have been, what our vision is and that can really kind of that we can go to, whether that's a coach, whether that's a business mentor, whether that's a you know, family members, the people that are going to remind you of why you started and why you wanted to start, and that whatever is transpiring is not going to last, is not going to last forever, but motivation is tricky. Motivation is tricky.Jack Dempsey:
Yeah, I once heard that motivation is like taking a shower you need it about every day, you know so, you know so. It's not something that you acquire and then it just stays with you. You know, you have to be, you have to be purposeful, purposeful about it. So that's, that's really something you have to continue to be engaged with.Jennifer Dempsey:
Yeah, I say you know when motivation is low, you got to tap back into your why, something we talk about on the podcast all the time. I think as a leader, as an entrepreneur, as a business owner, the most important thing role for you is that you are a role model. Right, you're a role model to your team, to your family. You have lots of people that are looking up to you, looking for you, looking for how you respond, look how you show up when you don't feel like showing up, and so that's something that I hold. Really important for me is that it doesn't matter what I'm going through, how I'm feeling, how I'm not feeling is that I have lots of people that to penal me every day, and it's important for me to really walk that out as a leader, to show up, show up for my clients, show up for my team, show up for my family, my daughter, and that's really what's important to me is to try and really be the best role model inside of my business that I can be, even when you don't feel like it.Staci J. Dempsey:
Yeah, and then, thankfully, jennifer has someone like me that she can come to and be like no, I'm quitting, I don't care what you say, stacey, I don't care that you're my older sister, I don't care, and you know, and I'm over here like okay, well, while you don't care, I will care for you.Jennifer Dempsey:
And I will tell you what you conversation like. I don't want you to solve my problems. Can you just be mad with me for a second? She's like okay, of course. Okay, now, that's our problem solving. I stopped trying to solve my problems, big sis, Just be mad with me for a second. Let's cry. All right, now, that's now, let's get over it.Staci J. Dempsey:
That's right. No problem, I can be big mad with you so, but yes, motivation definitely got to have it a little bit every single day. I'd like that saying that you said about the shower, dad, because I know about three days of me not sharing funky mess over here. It's a funky mess, how about it? Okay, we don't want that.Jack Dempsey:
We're all going to be a funky mess after three days.Staci J. Dempsey:
I'm telling you it's, it's yeah, it's not good and no one wants to be around me, so we can't have that. But but, yes, we, you know, we want to encourage all of you guys to go back and, you know, take a look through of this past season four. I mean, we talked about so much AI, culture, motivation, goals. We had two excellent guests and we just feel, like, you know, we hope that someone out there can find some value in it. And, you know, rolling right into season five, we hope you guys are excited, we're excited, we're working in brainstorming on some really great things, and so we just hope that. Also, if you guys would love, if we would love, for you guys to go check out our Facebook page, where we have some items out there that can help you with. If you want to do a vision board, we have some resources for some books and things like that. So be sure to check us out on our Facebook page. And so, wrapping up this, wrap up, and here we go into season five. We hope that you guys have found this episode helpful and we hope that you guys will be kind to each other, be kind to yourself and we will see you guys in our next episode. Bye, bye.