Are you a social entrepreneur who has something exciting that you're gonna be launching in 2024? And you want to go well that launch because launches can be both, you know, at times very exciting and a lot of traction, or they can completely burn you out, and you can put a lot of energy and get very little in return. So in today's episode, we're gonna talk about how to have the former happen where you feel like your launch energy for your impact focused product or service is a really good investment, and you're getting really good returns versus folks to feel like, wow, I put all this work into building this product or service, but just didn't get what I was hope from it. Hi. My name is Paul Zellizer, and welcome to the Awarepreneurs podcast. On this Joe, we dive deep into wisdom from some of the world's leading social entrepreneurs. Our goal is to help increase your positive impact, your profitability, and you're quality alike. Before I get into today's topic, I have one request. If you could hit subscribe and do a review on your favorite podcast app, it helps more people learn how to have positive impact through values based business.

Thank you so much for considering it. Today your guest is me, Paul Zellizer, the founder of Awarepreneurs. It is our first 2024 solo episode, I do one of these a month. And our topic today is the 0 burnout social entrepreneur launch. Would you like to launch something and not feel burned out and feel like your time and energy were really well invested? That's what today's episode is all about. Now why am I talking about this topic? Here we are just about midway through January, And a dear friend of mine for instance, Genevieve Chavez Mitchell is launching a book on money and spirituality. It's called Sacred Money, and she's here in Albuquerque, and we're going to the event to her launch event here and help her celebrate that launch and having launch with her and just helping her think about it as a friend that launch of clients who are launching guides and resources for the impact organization they serve. Another colleague here in Albuquerque just launched a very innovative, holistic Focused Med Spa here in Albuquerque, got a time to go meet with Adam and see what's going on there.

I think it's next week before the end of January, I can't remember the exact date, several people in my orbit are launching software platforms that have an impact focus, etcetera, etcetera, it's January. People are like, it's new year, things that people worked on in 2023 are now going live. So what I wanted to do is to help you prevent what we're seeing. There's some research from a Harvard business school researcher I'll put a link in the show notes. The title of the article, this I found on the MIT, the Massachusetts institute a technology blog, the title of this blog post says a lot, why 95% of new products missed the mark and how yours can avoid the same fate. Example they use in the article is Google Glass, something that had 1,000,000 of dollars of investment got launched and kind of fizzled out went nowhere. Right? And according to this blog post and this Harvard Business researcher, you know, more than 90% of launches don't have the intended impact and eventually they fizzle out. And I see, the I don't know if it's 90%.

I've never studied it like a Harvard business professor would, but certainly it's the majority in the impact space that people feel like they put a lot of time and energy into their launches for things that they put so much care and attention into, but they ultimately look back and say, well, I learned a lot and the people that did use it really liked it, but it didn't really feel like a great return on my time, energy, and money invested. And given that more and more of my clients are launching things with bigger, bigger investments of time, energy, and money. I wanted to do this episode to help you think about launch in how you can launch successfully and feel like it was a really good use of your energy, time, and money to create this product or service, get it out into the world, and you're compensated, and you have people really having that impact in their lives and in the communities that you as a social entrepreneur, really hoping when you designed this product or service. Sort of top level, if we're thinking about really having great returns from impact focused product or services, the example that I use my clients a lot is I live in New Mexico, and in New Mexico, traditionally, there is a way of irrigating I'm also a passionate gardener. If you've listened to this show, you know that already listeners, but I'm very passionate about gardening and sustainable agriculture. In New Mexico, there is a system of irrigation. We are a high desert environment. I live in Albuquerque.

We're just over 5,000 feet of elevation where I live. We're at the same elevation, like or very similar to Denver. People make a big deal out of the mile high city, right, Albuquerque is at that same type of elevation and just very dry. But there is quite a bit of water in the mountains, tends to fall more snowfall. And what happens is they develop these very wonderful series of irrigation channels and ditches, and the system is known as the. It came from the the the Arab nations and, the Middle East. The Spanish picked it up, and there was an interface between what was happening in indigenous people in those lands. And the Spanish kind of you know, some of the engineering went back and forth.

And then when the Spanish came to New Mexico, they brought it here. They kind of expanded on some things that were already happening here. And one of the things about the system that you learn is that, you know, there's traditionally no pumps. It's all using gravity. And we're talking about, you know, moving water from potentially one valley that's, you know, could be dozens or hundreds of miles away and water is very heavy. A gallon of water weighs about 8 pounds. So if you're moving hundreds of thousands of gallons of water, you know, just by turning a gate or shoveling some dirt from 1 channel to another. The you wanna be very thoughtful about where you intervene or make some changes.

And if you do that higher up, you use gravity as your friend. You design well. You can move hundreds of, you know, thousands of pounds or millions of pounds of water just by switching a gate. But if you let it get all the way down the hill and then you try to move it, then you need, you know, pumps that use a lot of energy or you have to truck it, and it's very expensive in terms of time and energy and money. So when we're thinking about launching and doing it effectively, that image of like, how do we do the work upfront to make sure that the products or the service that you're launching is gonna really get traction. We wanna do some things at the top of the mountain, right, and then let gravity work for us as opposed to after the fact spending a ton of time, energy, and money designing a product or a service without doing some of the things that I'm gonna talk about in just a minute, that metaphor of a mistake here that that embodied learning environment of being smart, of investing our time and energy so we can make some small changes at the top of them out and get the results we want as opposed to launching something that we put a ton of time and energy into, and, you know, we're not getting the results we want, and then it is very resource intensive to try to make some changes. So that's the image that I wanted to share with you. That's what I try to bring to my clients.

Let's make sure we do the front you know, front load the work. And where small adjustments and some time invested early on can make a big difference and prevent a lot of scrambling and a lot of burnout later. So the single best strategy, if we wanna get very simple to avoiding burnout, to having an effective launch and avoiding burnout is to ensure that when we launch a product or service that people actually want it. They wanna buy it. They wanna use it. They find it helpful and that it solves a real problem or challenge that they have. So let me say that again. The best way to prevent burnout is to launch a product or service that people wanna buy and use.

Sounds really simple, but if you look into the research that Harvard professor, again, the link in the show notes, what that research said, you know, when Google launched Google Glass, it was a super cool thing. You can look up what Google Glass is, but they invested lots and lots of money and time in developing, and it turns out people were like, well, that's cool, but I'm not gonna buy it. And in the impact space, I see this that as well. Somebody has a great idea. It would be really cool if, you know, I had this program or a certain kind of consulting project or a book or a platform, and it would solve something that the person the founder, yourself listener, thinks is really cool, but it misses the mark a little bit in terms of the day to day issues that the people you wanna help the way they're thinking about their challenge, their problem. So I'm gonna give you 2 different approaches to how you can get clear what are the specific things, the challenges, the issues, the places that your ideal client or customer wants to see a change. And then if you can really design for that, if you understand it and design for that, then your launch is gonna be much more likely to be successful than if you don't design for it. So the 2 strategies that I have found helpful in both my own launches and by recommended by people that I really respect.

The first one is market research, and we're gonna talk a little bit about that. It's very common to things that people would talk about in a business incubator, for instance. Early on, if you were going to an incubator, they're probably gonna talk about getting to understand your client's needs, their challenges, how they think about it, the language they use. So we'll talk about that for a second. And another approach, which, I will also give you examples, is more from a content approach, and this is from one of the best known business bloggers in the world, Seth Godin. It's a strategy that I've used quite successfully. So let me give you an example, 2 real world examples, both of which I'm pretty familiar with because I've worked on. So the first one, a market research approach.

Early on when I was getting started in my business, a friend of mine named Soren Gordhammer was also in New Mexico, was also a nonprofit leader was reinventing himself while I was reinventing myself, and the 2 of us spent a lot of time together. And he developed something that eventually became known as the wisdom 2.0 brand. Soren was particularly looking at you know, this was back 2007, 2008, 2000 NIME. And eventually, he launched the 1st wisdom 2 point o conference. I believe it was in 2010, and I was on the marketing team and the director social media for that conference. But Soren spent about 2 years meeting with both tech professionals, the chief technology officer of Twitter and people who were very high up in the organizational chart at Facebook and LinkedIn, etcetera, very smart techies, as well as wisdom teachers. Eventually, Eckhart Holly and Miriam Williamson and Jon Kabat Zinn came to speak at the conference. Soren spent about 2 years, like, really diving deep into these 2 groups.

And the conference was and the brand is about bringing together these 2 bodies of knowledge and expertise and getting them talking to each other about how, you know, techies can be more mindful what is being built and how to think about the human well-being factors and ripple effects of what they're being what they're designing and the wisdom teachers to both share wisdom, but also learn how to use technology to help more people in more leveraged and affordable ways. That was the whole concept. But for our purposes, what was really interesting is that Soren spent about 2 years really going deep and understanding what were some of the challenges and the concerns and issues and getting feedback, if you were gonna design something like this, what would it look like? And then Soren launched a conference. And, actually, first, he launched a book which didn't do so well because he hadn't done as much market research, and then he he went deeper into market search for the book wisdom 2.0 didn't get a lot of traction, but he had meeting with people and and leaned into market research more and realized that people didn't wanna book. They wanted to talk to each other. So that's a good example of before he did market research, he, you know, had a launch that didn't get a ton of traction, but then he thought he went deeper, and it wasn't that there wasn't a problem or a CERN that people had, but the book was the wrong format, and that inspired him to do more research. In the conferences, there have been as many as 4,000 people, the largest or maybe it was 5,000. You know, I I can't remember, what the largest conference was, but there are now a series of conferences on a number of topics.

It's his full time job. He has a significant team, and it's been quite a successful brand. Right? But it didn't get successful until he did that work. I have an episode. I'll put the link in the show notes, which is episode number 205. And that episode is called social entrepreneurship, market research and getting paid. And that'll walk you through what it looks like to do some market research from a social entrepreneur perspective to get that kind of clarity of what are the specific challenges and what would an effective product or service look like for your unique audience. People who do it in general tend to be much more successful with their launch.

They've gone, you know, to the top of the, you know, watershed. And then they can use that information and bake it into what they're doing, and in general have much much more successful launches with much less burnout than people who haven't done that kind of work. The second approach to getting that kind of clarity is what I'm calling a content based approach. And this it comes from Seth Godin, one of the world's best known business bloggers. And one of the things that Seth really taught me is that you can use your content to get that kind of clarity. So for instance, I've got, you know, 300 and I don't even know what episode this will be. Not quite 320. I think we're on 318 or 319, but you get the idea.

7 years worth of podcast episodes, and some of them have engaged more conversation and touched a pain point that really got response more than others. And we can use that awareness of, like, what's getting lift and what people really responding to, and they'll share. You listeners have reached out to me and shared your stories. Some of the episodes and some of the topics kind of touch into more tender terrain about things that you're struggling with. Right? And I can give you an example from my own business. So up until, let's say, the middle of 2022, very little of my business was local in New Mexico. Even though I lived and worked here previously and I continue to live here, I've lived here since 1993, but my nonprofit career was all in person or very much, you know, 95% or more in person. And then when I started focusing on social entrepreneurship, it just didn't feel like there was much of a audience for that here in New Mexico when I was starting, 2008, 2009.

So I shifted to almost a 100% online. Fast forward 2022, started to see a little more interest, and and things were happening here. I move to Albuquerque from Santa Fe, it's a more robust economy. I got involved in the startup world a little bit and was just saying, I think there might be a little bit more opportunity here locally. And I started to do some things, some simple things like I tweaked my LinkedIn profile to be a little bit more focused on New Mexico and and some of the things that I provide and, you know, including words like Albuquerque and LinkedIn profile. And I did the same for my website. Maybe 2 hours total, I started mentioning a little bit more on social media, you know, some interesting things that were impact oriented that were happening here. It was very light touch, but what happened was it started to get lift.

And 2 significant contracts came my way just by being a little more public. One is I'm still a consultant for New Mexico Angels. I think being more public and and LinkedIn and on my social media profiles, the it helped the leaders there say, oh, yeah. That's right. Paul lives here and they were looking for some help in terms of growing the New Mexico Angels ecosystem. And likewise, I also was recruited by the SBA, Small Business Administration of the United States, and they had an accelerator here in Albuquerque in 55 cities around the country, but the Albuquerque one they were looking for is business coach, we talked, and I said yes. And, again, they found me online. I think it was on LinkedIn, and then they went to my website, but maybe they went to my website and then went to LinkedIn.

I can't remember. But, you know, that little bit of work put my name in the hat and we talked and I got hired. And as I was starting to have these conversations with more local organizations, I saw there was an opportunity, and I lean into that opportunity. When these contracts and other leads started happening, and now I've done quite a bit more than 2 hours of work talking about, you know, being an Albuquerque business coach, and if you search online and Google in most places, at least in the United States for Albuquerque business coach, I'm now in the top 3 of all the results on Google after, you know, some more work to try to get SEO and people to find me. And my business has gone from very few percentage points to, you know, close to 40% by the end of 2023. This is New Mexico based entrepreneurs and start ups and organizations. Now that's an example of, like, content and response. And Seth Godin does the same thing when he's deciding which books to write, which programs to offer, his blogs, his podcast guesting, you know, spots that he does when people spawn with a lot of enthusiasm, a lot of questions where they say, yeah.

This is a real problem I'm facing, then he builds it out. He takes a blog post in that you know, if if there's 5 blog posts and 2 of them have a lot of response and 3 of them have less, and he looks at, well, what am I interested in, or where do I feel like I have knowledge. And he'll take one of those where there's a lot of energy and a lot of sharing and a lot of questions, and he'll develop that into his next book or his online course or whatever. That's what I mean by a content based approach. So once more research and survey and compiling and putting things into spreadsheets, the second is a little more lighter touch using maybe lighter touch, maybe more informal using your content. But the bottom line it's in both of these strategies. You're going up the hill, and early on in the process before you design something, you're really understanding your customer, your clients, their challenges, what it sounds like in their head, the way they talk about it to them you know, to their support people, not necessarily only the way you think about it, your vocabulary, and your solutions, but starting with empathy and starting with a deep understanding of where they're feeling stuck and challenged. And if you launch something that has that built in, you're gonna do much you're you're gonna get a much better return for each hour, each dollar that you invest into a launch for something that has that baked into it compared to something that doesn't.

And, unfortunately, in the impact space, a lot of people don't do that up mountain work and then are scrambling or pushing or putting big budgets into trying to sell something or trying to get the word out about something it doesn't have that natural lift because that rework, that front loaded work of creating the thing that uses the vocabulary that somebody identifies, yes, I have that problem or, yes, I've been looking for something just like that, and I didn't know where to go or what was out there didn't fit my needs. That's gonna be a much easier way to go about it. So obviously, I've got some opinions about making sure you do your homework and don't design a product or service that people aren't wanting, that creates a lot of suffering. Enough said about that. In a moment, I wanna come back and share with you what are my top 3 tips for actually creating a launch plan for the highest return on the time and energy and money that you invest before we do that, I just wanna take a quick break and hear a word from our sponsor. Are you facing 1 or more important decisions in your impact business? And you'd like an experienced thought partner to develop a plan about how to proceed in the complex times we're living. But you don't feel the need for an extended coaching or consulting contract that's gonna cost you many 1,000 of dollars. You're looking for an affordable, targeted, and time efficient type of support.

Through paulzolizer.com, I offer a strategy session package. These packages are ideal for entrepreneurs who are facing 1 to 3 immediate decisions, like, how to increase your positive impact, fine tune your marketing strategies to get more results for less effort, launch a new product or service successfully, we'll refine your pricing structure so it's both inclusive and provides you with a great quality of life. You can find out more by clicking below, and thank you so much for listening to this podcast. Okay. Welcome back, everybody, all you launcher's in 2024. So now you've got the idea. Hey. Do that prework.

If you're like, yeah. I got something. I really thought about that, you know, real struggles, the language that my clients and customers have used, check, check, check. We're good, Paul. Give me your suggestions, your top 3 suggestions for a successful launch of an impact product or service. So let's go there now. So my top 3 suggestions are, first, assess your current assets, we'll talk about what that means. But instead of, like, trying to launch into lots of new strategies and things you've never done before, let's just start with what do you have before you launch? What are you already doing well? Who already is a fan order and how do people know you with the networks and the channels that you're already using? So that's number 1.

We'll come back to that in a second. Number 2 is once you have that information, then design a customized launch plan. And please don't just go to somebody who has a 1 size fits all. This is what you need to successfully this is what you should do to successfully launch a book no matter what space or who you are, how people know you, everybody should do it on TikTok or YouTube or Instagram or in person. Right? Make it fit what you've already invested in. Don't just buy a cookie cutter solution because it's not gonna work well, especially in 2024. So design a customized launch plan. Again, I have some more suggestions for you in a second.

And number 3 just build a launch team. And that can be a very simple team with mostly just 1 person solo or that can be a very extensive team if it's a launch in a bigger organization. So let's break each of those down now. The first suggestion in assessing what you already have built is take a look at things like your social media platforms. For instance, I'm most active for the past couple of years on LinkedIn. It's by far my most helpful and it's where I get the most traction. I recently crossed over 10,000 followers on LinkedIn, and it's the right people for my business right in quotes. That's where the leaders and impact organizations in social enterprises tend to spend the most time.

So it makes sense for me to be there, have a profile that, you know, it's customized for that person, and I know a lot of them now. So but LinkedIn isn't for everybody. Where in the social world might you have built some traction in your ideal client for this product or service? Where do they spend time? So that's the first one important thing to assess. Another one is to think about your network. I would actually say this should be first, but whatever. You know, online and off, who do you already know that maybe you've known for years or at least a couple years who has a network of people who could be, you know, positively helped by your product or service, and they already know, like, and trust you. And some ways you might consider thinking about folks like this is to go through your email. You can literally do a search.

Most email programs, they just start with a and whose name pops up and b and c, and just start to, like, prompt your memory. The same thing on social media channels, you can go through your LinkedIn followers. Right? And do you know, who are some of my followers with the letter a and the letter b and the letter c and start to create some simple you can do it on paper, you can do it in a spreadsheet, but start to create a sense of who are those folks who have some gravitas in the space that you're or adjacent to the space that you're trying to help people with in terms of this new product or service and start to get a sense of who might be somebody you could reach out to, and they'd be willing to share they're not. So do an assessment of your network. Number 3, think about any content channels you may have invested in. Obviously, for me, it's this podcast. Over 300 episodes, I've met a lot of people, and I have some kinda street cred is the founder of one of the longest running social entrepreneur podcasts in the world. That that that's an investment that I can use for a launch of something that might be interesting.

But maybe for you, it's a blog or maybe you've been a really great podcast guest, or maybe you have a YouTube channel, or maybe you've done a series of in person presentations. Right? But where is in your marketing, where is it that you've kinda gone deep in terms of sharing helpful content that goes beyond a 32nd short TikTok or Instagram. Not that those are bad, but where have you invested more deeply than that? And people oh, my, already have a sense of, like, how you show up in the world and provide value before somebody hires you. So do an assessment of those kinds of things where you've already built some traction and you have some assets in terms of reputation and network. And, again, social media, your offline network that might not, you know, be on top of mind, maybe you haven't talked to somebody in 9 months. But if you reached out, they would be super glad to hear from you. Start to compile those names and think about the content channels that you might have leveraged for successfully in the past. And just start to, you know, write down some notes about those things.

Once you have that information, then I want you to build. It doesn't have to be complicated, but I want you to build a customized launch plan. Right? It wouldn't make sense for somebody who's never done a YouTube channel to start a YouTube channel and expect to get a tons of traction at the launch of this thing that they have. Right? If they had already been blogging for a while, might be better to lean into their blog. Right? Or somebody who you know, if you've done podcast guesting, that might be something to lean into more. So design a customized launch plan that has some of these elements in. For instance, what can you do in person? My friend, Genevieve, who's launching this book on money and spirituality is doing an in person as well as online, but she's really, you know, highly regarded here in New Mexico. It's just a fabulous human and is gonna do a launch party for her book in person at a local venue, and I'm going to be there as are a bunch of other people.

Right? So she emailed us. She let people know who are in her network that she's doing this thing in person, and, obviously, she had done some thinking about her networks and who might, you know, have people in their orbit that would be excited about this kind of book and inviting many of us to this in person gathering. Right? So once you do that homework of assessing these things that I talked about in step 1, then build yourself a launch plan that prioritizes the things that you already have up and running and find ways to engage. If you don't have a big in person network locally, it doesn't make sense to, like, try to put a lot of time and energy and money. There's gonna be some refreshments and some drinks that she's paying for that or somebody donated it. She's not asking us, the attendees to pay, so obviously, there's time, energy, and money invested. Does it make sense to do that locally if you're living far away from the people or most of the people you know are online? No. Then that wouldn't be a good strategy for you.

Maybe you do some sort of Zoom or, you know, virtual gathering for your launch, or there's other strategies that are better fit for once you did that assessment in step 1. So, again, it's a customized launch plan that leverages the resources and the people that you've already been connecting with. If the answer is you're very, very early and you haven't built those sort of relationships, then look at how you can potentially create strategic partnerships that would be win win. Maybe for instance, I've seen people do very successful strategic partnerships that involved of sharing of the revenue. So I'm launching my new product or service, and for certain people who have big networks, maybe there's a split. It can be anywhere from like a 10% split. More typically, if you're very new, that split would be higher, could be as high as 50%. One organization I'm thinking of that did a launch, they did a 70/30 split.

But the exact numbers, it depends on your product or service, but you get an idea. I did the assessment. I realized I don't have that robust network, so maybe I need to incentivize people on my product or service as I'm launching it and to see if I can, yeah, incentivize people to share in their networks because my natural networks as a newer entrepreneur or just not known in the space, I need a little help. So develop a customized plan. If you're struggling with this or haven't done it before, this is a place to get help. Don't try to do a launch with a sloppy plan. You're just setting yourself up for burnout. So if this is a place where you're feeling a little bit like, I don't know, this is very worth it to get some help with somebody who's done launch plans before and make sure that you design something that's gonna contribute to rather than, oops, it's not working.

I'm just gonna work harder and harder and harder with the same plan that's not working. That's how you create burnout. And then the last step is to the extent that you have a team, and we can use that word generously. I I know there's a lot of social solo entrepreneurs in micro businesses that don't have huge amount of resources, that's okay. But think about it as building a team or think about another way would be to optimize the resources you have, time, energy, and money. So build your team, and that might be optimize your time if you're gonna be doing most of it or if you have a part time assistant or there's a service that is, it's gonna help you get booked on podcast. Include your team and let them know what you're doing in terms of the launch. This isn't just a generic get on podcast, but this is a podcast tour trying to get the word out about this new product or service.

Include the people on your team and optimize for certain outcomes. For instance, if you're doing podcast guesting, then design the topics of what you're gonna talk about, you know, pitch podcasts that have listeners that are relevant to moving the needle on your goals with your launch and then pick episode topics as a guest, that's gonna provide a lot of value and really give people a great impression for you as a resource for that topic. If you're gonna be writing blogs or if you're gonna do a workshop, a series of workshops, and that's part of your launch plan, great. Same thing. Make sure you're syncing it all up. And what you're doing, it's not just randomly trying to be visible and then say I've got this thing you should buy, but really sync up each step and each person and each hour and each dollar in service to the goal of moving the needle on the launch. So, again, those 3 strategies are assess the assets that you already have, network, social media channels, content channels, a newsletter, etcetera, then design a customized plan, and then build your launch team, and optimize it for the resources you have. So hopefully, this helps you get a sense.

And again, going back to the very beginning, if you're feeling burnt out, you're feeling like launch was really not what you were hoping for, and you put way more in them when you got out. Going forward, look to really ensure what you're designing is solving a very specific challenge or problem for a particular audience and making sure that you understand their language, their emotional experience around this challenge or this thing they're trying to solve. And going forward, build things that are much more synced up with that and much more nuanced to the things that they are looking for help with. Again, if you can use some support, done many launch plans with lots of different impact folks. So feel free to reach out just like in the ad we talked about the strategy session. Happy to consider doing one of those, reach out to another resource, but get some help so that you're making sure you've thought well about where you've already invested, creating something that's a good fit for who you wanna help and your assets that you've already built, and that's really optimized so that you're not wasting time and energy just doing more and more and more when it comes to a launch and collapsing, but the things are very intentional and that each thing you're doing synergizes and builds upon the other things that you're doing. Each person that is contributing is aware of and synced up with everybody else. So please feel free to reach out with your questions.

This is such a exciting and important time early in the year, but it can be a frustrating time if you haven't thought well about, you know, you you put a lot of care and intent into the product or the service, but you haven't thought well about the launch, please make sure you invest in creating a plan that makes sense. Reach out if you could use some help. I'm here. Reach out to another resource. This isn't just about me and my business. It's about you and your success. If you don't do regular launches, then let's get you some support. Feel free to reach out.

And before we go, I wanna remind you, we love listener suggested topics and guest. This one came out of multiple colleagues who are launching and just me trying to say, hey, congratulations, and I know that, you know, you've got big dreams for this, and hopefully this can contribute to moving the needle on your goals. So if you have an idea for an episode or a topic, please reach out. We have our guidelines on the Awarepreneur's website, go to our contact page, take a look at that. And if you feel like this fits, please send in your idea. For now, I just wanna say thank you so much for listening. Please take really good care in these intense times, and thank you for all the positive impact that you're working for in