Columbus marketing playbook: Exactly How Much I Made in April as a Marketer

Kind: captions Language: en Hey there friends. Welcome back to month of the MMG Design/ Andy Milligan monthly retros. If this is your guys' first time to to the series, uh, well, first of all, we're on a new channel now. This is Andy the Freelance Marketer. I'll probably do a collab with the old channel to try and funnel some of that audience over there because if you're not already subscribed, what are you doing? Go ahead and subscribe. But if this is your first time to this series, this is my monthly habit where I go through all my finances as an agency owner. Um, in year one, I set a landmine goal to reach 100k of revenue. And because of and obviously a lot of other things, but in large part in credit to this habit, uh, of reviewing my finances, I was able to do so. We're going to talk wins, losses, weeds, revenue, all the good stuff. Um, so without further ado, let's jump on in. Okay, so starting here in notion as we always do, topline business revenue, $15,100. Business expenses, $3,137. Personal income due to things like dividends, investments, things like that. We are at $365. Personal expenses, this is the whopper right here, $31,000. And if you guys are adults, you know that April is tax month. So, we just went ahead and took care of all of that in one month. Ended up being $30,000. do expect a refund though. Um, shout out to Ezra McCarthy for potentially getting me on the radar that uh we that was a bit too high. So, I may have some deductions, but as of right now, I'm not going to let myself worry about that. That'll be credited back to the account if there is a refund um or a tax return, but for now, just worry leaving that there. Uh, here's screenshots of business revenue from our financial aggregator called Monarch Money. We are 1.5K in a rears just from a small project work in Web Flow. Um and here's screenshots of all the expense categories. Um so going digging a bit more into the finances. Um this is by far my favorite diagram. Again, Monarch Money. Check out the link below. Um huge huge fan of the Monarch um money. So um basically what this data visualization represents is everything that comes in here on the left is income. Makes sense? Everything that goes out here on the right is your expenses. And I have a million different categories within here. As you can see, taxes very much skews things for this month. But if I go in and remove that filter, I can just uh click everything business and energy design, hit apply, and that sinky diagram will reload. Um, so 18K is kind of due to last month's interior. So timelines are a bit off, but I've tracked everything within my app, which I will show you guys shortly. Uh, no longer in Google Sheets. We use Claude to build a fun little app um that kind of tracks everything. So, this is where I log all revenue. And this is just awesome. Shout out to the man. And I'll bore these client client names out here on the left, but this tracks all of our clients. We can mark them as recurring uh within this clients tab, which I won't go into. I don't have to bore the whole screen. But then we can see how pasteed we are on our goals. We can track uh contractor labor here at the bottom. I export the Monarch. I still have to do that, but I'll export this month's transactions from Monarch. And then I can basically just go here to the app and hit upload, drop in the CSV from Monarch within this tab right here, and it will sync out, which is super nice. Uh spent a way too much time and money building that. Um but yeah, so we have these are our current clients here at the top and then below here are our all of our project clients. So about half that's about half and half split between recurring and project work right now. But I'm very optimistic, very optimistic, very shortly. I say this every month, we will almost double our uh recurring revenue. So that's something that we'll talk about in our experiments here at the bottom in terms of what I'm working on this month. Um but yeah, that's a big focus of mine. um is having a better funnel from project work to clear recurring work. Bring it up earlier in the in the engagement, alluding to it, making it parts of the project. A lot of times there's so much that goes into a website build. I can easily mention bringing up SEO, you know, maintenance and making that mandatory from the get-go because honestly, I'm in a position now where I don't need more project work. We can straight up make it a demand. Say, hey, this is the build cost and this is what it will cost to maintain it. And make that a mandatory before even starting the project side. So, now that we have a niche, we're a lot more empowered to do so. Um, all right. So, let's get into the wins, losses. I'm going I'm calling them wins, concerns, and experiments. I'm adding an experiments layer into here to um I don't know, kind of mix things up a little bit. Um, so wins business growth and pipeline. Two very hot leads. Both are direct ICPS. One lead found us from AI search, which is really exciting because we've been working hard on that. I started using a tool and I made a YouTube video about it that's coming out this week called HubSpot AEO. Um, and honestly guys, I do definitely recommend you guys jump on this tool. You'll see in the video here. Um, but it's I we have I have a paid account in there now. Used the free trial and then now we pay for it, but it's made it really easy to start to I don't want to log in right now, but essentially what it does, watch the full video on the main channel. Essentially what it does is let you track for specific prompts and it gives you recommendations for how to build around those. So all these things like product pages, blog articles, listicals, etc. Um is going to be a really powerful thing and the lead mentioned she found a super plexity which is super cool. Um and on that I'll talk about this in the experiments tab. Active pipeline been getting better at using folk which is a CRM. Um I'm going to as of this week and this will be mentioned in the team section uh be training ROA on how to use this. So she's doing a lot of outreach on LinkedIn um just from people that have engaged on our post but I have two different ones. I have multiple different um groups here within folk and it's basically like a notion. So having different stages for each and everyone in our pipeline people that have raised their hands to express interest in our services. those are marketing qualified leads um or sales qualified leads and those who who are aware of us and our ICPS are marketing qualified leads. So trying to push those down the funnel and hopefully in the future I get really good at quantifying what it takes to um move people along and have a more approximate number of each. Um so yeah simplified pricing into clear offers. So this is what I worked on this month. It's like, okay, we really have to increase the conversion rate from project clients to recurring clients. And I want this on the website, just a pricing section to kind of make it more mandatory. So something that makes it very clear, build the home and then make it get leads. So simplifying that a lot more, 20K, 3K, it's easy to see. I will say that the people, the two people who found us um organically, we're budget qualified, which is why you should always have I you should always have pricing on your website, guys. always um and it just is the it's so recommended. But um yeah, just making it really clear what each of these entail and um it makes it a lot easier to pitch them that way on sales calls as well. Um team and operations Roa, my EA is doing a great job. She's pretty much operating the Columbus marketing jobs newsletter right now, which is another win getting this off the ground. Um, she's doing outreach for it, too, which I will share. And she's basically scraping job boards, getting them all ready, and essentially all I have to do on the weekend is write a quick intro, tailor the SEO a little bit, and click schedule send on Monday morning, which is super nice. Um, so big win, big delegation win there. Editors, dude, started hiring editors for both this channel and the main channel. So, you'll see I have you I had YouTube pulled up here, but um you guys will see our main channel here. Um adding an edit just to the intro for the podcast has made leaps and bounds of difference. So, this is Nquille's most recent episode, 82 views, and we totally screwed up on uploading it because I uploaded the unedited footage rather than the the edited footage. And I guarantee you this would be at like a thousand views if I hadn't done that. But it's still cranking out through like um shout out to Dan who's our team member. Write drunk edit sober. So my philosophy is write AI edit human. It's a tool to use. AI edit human. Look at that guys. Like that's insane. And I will allude uh to kind of dangle the carrot here too. Uh next week's episode with Peter Gooba. Um, here's a little bit of a taste of what Peter Gooa spent nearly a decade inside Google, managing more than a thousand ad accounts, working with everyone from firsttime startup founders to global brands like Air Canada and Four Seasons, running tens of millions of dollars a year on Google Ads. We are unequivocally focused on making paid ads profitable. We will never sell you vanity metrics. None of that stuff matters whatsoever. Today, Peter runs Profit Mill, a B2B paid ads agency he built around what he learned there. and he works with companies like you.com, Runpod, and Forum Ventures to turn ad spend into actual repeatable revenue. Speed is the only mo profitable paid ads by an exoo. That's it. Without further ado, let's get right into it. Please welcome Peter Gooa to the podcast. The website is live. Okay, guys. Like, come on now. Shout out Dan, my man, YouTube producer, elevating him more into that role. um because this is just is so rewarding to see that. Also, the packaging of this video, too. Um I think this one is going to crush. I think Peter's episode is going to crush, so stay tuned for that. But just as a whole, amalgamating um lessons uh from this month. Very excited about the podcast. Um enjoying it. Giving myself permission to enjoy it. I'm getting better at interviewing too, which is I mean, 160 episodes in, hopefully I can see some kind of progress. I will say um opportunity for Dan to evolve into producer role. I will say too this um we had Matt Ojak back on the podcast. I had him on end of 2023 for the first time. He's episode like 21 or episode like teens of the podcast and um I took a screenshot here so you guys can see the contrast, but full circle moment to film an episode in person. Uh had him at Worthington. It's going to be a really cool edit for that podcast too. Um, more on the wins. Uh, coms marketing jobs and Andy the marketer YouTube channel is live. So you guys will see the second channel which is what this is going out on uh right here. This ideally not this uh switch account. This right here uh I will continue to cross promo of others over uh back and forth, but um the the retros are going to live on this channel. This is probably the most valuable video I've ever made. Uh shout out to Sam. It's my full video, my full uh session from the SEO Surge Summit, which went really well. I got really good feedback on that, but it's essentially how I made 200K in my first year as a freelance marketer. So, uh if you guys are on this channel, definitely circle back to that. I'll link it up here in the card. And if you're a marketer in general trying to make more money, uh this is where you're going to be. This is this is going to be your home base. Uh so, yeah. Um, on finishing out the wins here, um, we had an Inerson podcast. Uh, an agency called Shoot Gertman in Columbus. Their marketing director, Max, shout out Max, reached out to me and it's like, "Hey, love what you're doing with Columbus Marketing Jobs. Uh, would love to have you on our podcast." And just a brilliant, perfect outreach. Uh, ended up spending the day in his office. Um, I didn't get a picture with him because I forgot, but we had a cool little podcast set up. Uh, got a nice nice studio. Gave him the deuces. Um, but that episode is actually not out, but they sent me the footage. Uh, so I'll probably reair that on our podcast. Um, just to show the love because it's you should always reshare when you're on another podcast. U, but yeah, that was a win. First Inerson podcast I've been invited on. Um, after doing it 200 times for other people, which is super cool. Um, and we reached out to Jason Turner, shout out Jason, to get the branding started on the Columbus Marketing Jobs, Columbus Marketing Organization newsletter, which is um, my passion project and it's going to be the future of not just this business, but this channel as a whole, and just some meetings and networks. We connected with Eric Zowski, Marsh Williams, agency owner, Danny, uh, Columbus friend, uh, Nathan Paul from Michigan. Great, um, newsletter chat. Uh he runs a newsletter called West Michigan marketing jobs and I kind of picked his brain on the Columbus marketing jobs. Um very productive, helpful conversation. Shout out to him. Founder weekend with Sam Sarsen. This was awesome. Um basically just we're moving an agenda. We went on a hike. Talked about why things are so hard and things that we're actually excited about. Delegation, team building, things like that. All this I felt really good after this. Um, I might make the podcast some kind of experience like that. Like, hey, come down and visit and record a podcast and just have a founder day together because I felt really energized and refreshed after this. And yeah, just invaluable. Uh, last connection relationship. Uh, I had a family wedding. Um, I was actually my best friend growing up, Owen, got married and it I made a post about this on LinkedIn because it was actually really hard to go back to. Um, I think a lot of entrepreneurs can probably relate when I haven't done the best job of keeping in touch with my close circle that was very present when I was young and growing up. And um, it's awkward see those people again. And anytime I tell people what I do or anytime people are asking like what are you up to, there's just this huge peer pressure to make it sound like you're crushing it. no matter if you're in house or if you're at a job somewhere or you're doing your own thing. And I just get this overwhelming sense of like this is just a kid in his parents' basement sort of thing, which is really unfortunate and it's my own mind trash because I know that's not true obviously like we're making good money, especially for a lot of kids, a lot of other kids my age. Um, and I will never say it. I'll just say doing okay, you know, do building a business and that's as intentionally vague as I'll be. So, one day there'll be a really cool thing. I've been watching YouTube motivational videos of kids who like buy their parents' houses or um buy them a car and um that [ __ ] just fires me up. Like I really can't wait to make that happen uh for the parents. So, next up onto concerns. I'm going to try to keep this around 20 minutes, but never happens. We have concerns, experiments, and then action items and goals. So concerns uh Cohatch who where we record our podcast they downscoped our studio arrangement so I have limited podcasting time um because in their words they did not see the amount of conversions they would have liked from our UTM link which is very unfortunate because I don't believe that to be true and I don't believe they tracked it as well as they should have. Um so that's unfortunate and we're have to start paying for studio time which is expensive. We need a stronger conversion from project clients to recurring retainers. This is a work in progress. Um, but we're getting there and it's not where it needs to be. Uh, low revenue. Retainer clients are delaying work. So, we've had two clients now just for several months are saying start next month or uh, start a quarter three, which is the case this month. It's really unfortunate because it's there's just no reason to. And as much as I would like to push back and make a really firm recommendation like, hey, we have capacity. Why not just do this now? Like it's I don't I'll never understand why people want to put off site work because they have other marketing concerns. It's like the website is literally your positioning. The website is your branding. Like this needs to be done now. It's just so frustrating. And um I say that at the risk of I never am as outgoing about that as I should be. And uh it comes at the expense of revenue. So why why why aren't I more pushy towards that? Because it's with their best intention in mind. So lesson uh team challenges. Clark, our w developer, uh slight communication issues and just reliability. So, he was very direct with me several months ago that he wanted to be on retainer and it is so nice. um he gets paid very well for his relative experience and vocation and it's just unfortunate to me because he has to understand that being on retainer uh comes with certain sacrifices like have working on a schedule and being clear and communicative of that schedule and he absolutely thrives in his flexibility and it's tough for me because I can't send him work at a consistent time and thus can't expect work back at a consistent time. clients have demands that come up throughout the day and if he's not online or I'm not on mine at the times when that happens and I don't know when he's going to be online and he's not consistent with those with those time frames. It's um it's it's hard to invest in a a partnership when um you don't know how much work is actually being done. So big learning experience there. Uh he'll be continuing obviously he's he's our guy but um he will be moved to uh an hourly arrangement moving forward. So experimenting with that or potentially a different retainer mark or just being reaching a point where we're more communicative on hours. Um this is a big growth experience right here. Um same hour structure causing friction. Personal life stress. I have been looking for a house for five months now and be it as as as hard as I try. Uh we went in contract on a house near German village this week. super excited and we paid for an inspection and there was a miscommunication in terms of the the co-signer of the house seeing the property beforehand. He did not like what he saw in the inspection report even though he would not have been financially involved. So, um a shortcoming on my end of not communicating the condition of the property earlier and that following through. I will say today is Saturday, May 2nd. I have I looked at eight houses today. So, I spent the entire day driving around. I live an hour away from Columbus. So, every time I go in, it's not just like, oh, let's go visit this house down the street. It's a significant time and energy investment to do that. And the longer this process goes on, the more of a stunt cost we're in in terms of being close to where business needs to happen. So, I set a deadline for this month to close on a house. And we're going to kind of throw all the kitchen sink into those efforts. And that's on the life side. That's not on the business side. So, business may take an expense in terms of client satisfaction, in terms of output. Um, but that's a sacrifice we're going to have to make in the short term to get the life that we want. Energy and performance. Uh, yeah. Yeah. Very end of the month. Uh, really just at the end of this week, I came off a significant period of burnout. And I mean like I am very good about locking in once I get started working. But I will work just feverishly for like for example last Friday uh worked for very it didn't even take hardly a break. I went to get like a root beer from the fridge for 10 hours. uh literally from 1000 p.m. to 8:00 p.m. And then I went over onto my bed and I just doom scrolled for until like 10:30. And then after that I was like, "Okay, we're not going out like this." Went to the gym and I got home, you know, very late. So I don't know if that's that that's my fault. Obviously, I don't know if that's a result of how I'm spending my time, if my energy can't last even through the exciting parts of the business. But to me, I I can't put myself in that condition where I doom scroll and I waste time because life is short. And the dialogue that I have with myself after that is just not something you not something I want to be part of. Not it's not a good thing. So, keeping tabs on that. Uh I am going to try putting on um uh Grayscale on my phone. That has worked in the past for me in terms of not getting addicted to scrolling. So, that's a good effort right there. Um yeah, those were some of the lessons this month. And obviously low revenue experiments. Um a second to last opportunity here. Uh experiments. We are running a good amount of experience experiments. This is probably my favorite part of this section. Um we are building out SEO pages that are optimized for AI and SEO obviously. So we Clark and I prototyped this mega menu right here. Um and it's basically specific service pages for design and then uh lead genen. So there's like 10 more pages under here and all of these pages are basically like landing pages for a specific service. So this is website healthcare website design. I've spent a lot of time in Semrush identifying like keyword gaps and our ranking opportunities. Um and just like basically SEO optimizing the [ __ ] out of all these pages and just making them sparkle because these are our conversion pages and they are meant to sparkle. Um and then trying like a free AO audit opportunity as a lead magnet. So, um, I have very high hopes in this. I think it's going to do great. We've already seen some efforts just from optimizing our existing pages and getting a very warm lead from Perplexity. So, super excited to pour gas on that fire and then get some better attribution um from this form here at the bottom. So, super stoked for that. We have really like this is a beautiful page. Uh, the lead generation pages are similar, but all of these follow essentially the same format. So like very specific subsets of each of our service offerings and then um yeah leading towards some more CTA at the end. So super excited to see how that works. Hope to have these live in the next couple days. Uh yeah, experiment number one kind of the same thing schema markup cold email. Um, so I spent a large chunk, I think I mentioned this in the last retro, but I spent a large chunk of last month researching how to do this, um, using a tool called Instantly. And we have two campaigns running, uh, within Instantly, and we're currently at about 600 sends between the two of them, 420, nice, and 154. Um, I think we have exactly a,000 total contacts loaded in here. And we have one potential opportunity. um that has converted and is actually a a very good ICP fit weed who is interested in getting started. So this is kind of the experiment. I'm not ready to share what I did on this front uh because it's not a successful successful experiment yet, but I'm very close to potentially this paying off because it was an investment. Um and if it doesn't work out, then we're learning. Like we have I mean this is I have so much opportunity to learn on the fly here. Um, but yeah, stay tuned for report on code email link MCP. So, um, this is my favorite thing I'm going to share about. Shout out to Chris Dwis who is, um, in a community that I'm in on a Slack community meeting that I'm in of solos. But essentially, it is an MCP that connects to your LinkedIn account. So, it can see your followers, it can see your actions, it can see who's commented or engaged on your post. And you basically just prompt it through Claude and ask it for like insights on these things. So, um, like if you go to some of my past chats here, we'll be able to see, um, he helped me set up an AI chief of staff, which is I prompt through anti-gravity here in Quad Code, but I can do a Slack summary at the end of every day. I'll share more on that later. That's not really what this is about. But essentially what link MCP does is once you have it connected, if I go into settings, uh, custom connectors, boom, uh, link MCP. So I have set up, uh, my LinkedIn MCP and it works like it actually works. So it helped me create this spreadsheet, which is on the Columbus marketing jobs front. I have wrote a running point on this. So it pulled I asked it to pull people that were I was already connected with that uh were in marketing and in Columbus and it pulled all of their it gave them four different tiers. So they have like freelancer fractionals um senior leaders or people who are in-house marketing managers um specialists or early career. So these are would be more interested in the newsletter side and also I it helped me write specific outreach um for them. So I said, "Hey, Roda, for each of these," she also has them marked by statuses as well. So she's going through and sending like 30 to 40 of these a day. And um she'll mark sent, she'll mark their their status, basically like a pipeline. Um she'll mark the outreach sent, subscribes, rejected, and she'll follow up every week with the ones that aren't, and has a direct uh link and profile link all in the spreadsheet. And um she is running point on this. And I said also um based on each of our let me find the outreach list here. It's not 100% important but I basically said okay these are each of our four tiers. What you're going to do is you're going to send a um you're going to send uh this type of message obviously personalize it. And it's it's very onetoone with how I I sound. That's why it's converting so well. Like we've already uh she sent 60 so far. I think we've already converted like 30 or 40. So uh she's growing. Um, and I'm really stoked and excited about this. Um, so yeah, cool effort there. All because of link MCP. So guys, check that out. Um, strategic opportunities. Gonna run through this a little bit quicker. We're already at 30 minutes. Um, niching down. This is this is the part. This is what I meant. This I said this at the very start of the year at the end of last year. When we're niching down into this healthcare web flow thing, it's going to come at the expense of slower pipeline in the next couple months. But I can see it. This I'm starting to see the signs. Like these are two of our biggest projects ever came in specifically because of the niche. And it was a gap. It was like three or four months where it was noticeably in the last couple. It is right here. And I'm holding out and I'm staying consistent. So niching down, going further and further down, not doubling down, not going back. Moving Dan, our editor, towards producer capabilities. So having him do everything YouTube on both of our channels, giving him more autonomy, having him make recommendations on things like packaging, thumbnails, etc. improving systems to upsell recurring services after projects. Mentioned that already. Tighten workload rhythm. So maybe stepping to the tune of not working before noon on weekends or like taking a walk every 90 minutes, something I've done in the past. Things to experiment with. Explore hosting marketing events. This is the ultimate funnel for the Columbus Marketing Jobs newsletter is maybe just sending out a quick newsletter to you guys or to um eight or nine people and say, "Hey, do you guys want to get together and talk what's working or just be a curator of people?" Because that's what I am at heart. Continue doing outreach for CMJ and YouTube strategyish. So, continue publishing on YouTube. Something we did do this month is with the videos that Dan has edited. Um he they've they've all done really well. So this we made a video on Medv, which is essentially a um they had they went through like a scandal for healthcare stuff. 300 views, podcasts getting more views. Um other videos that have been edited uh more curated. This one right here, the RB2B video, uh, almost 80 views, which I'm telling you guys, dude, we are just I mean, we're 500 videos in, almost 419 videos in. Uh, shorts are doing well, too. So, ROA is going back and scheduling some of our past past podcast shorts, and we're posting one of these every day, and I'm starting to see a few actual subscribers from this. So, 342 subscribers um, just from the funnel of these. Really cool. So consistent on posting, consistent uploading. Um just for other uh for transparency sake too. Um this will be helpful for you guys to see. But we also go on me and Roa reference this master content planner in notion right here. Um as you can see the platforms, we were really dialed in on this now that we have two channels is I tag everything with each platform. Um we have statuses assigned for each color. Purple is ready to upload. Um, green means it's scheduled and blue means it's still in ideation and gray means there's nothing done on it yet. Um, so super cool. We're dialing in, nailing it on that front. I got a lot of content to go and make this weekend, but this has been a really good work in progress. Less errors. Um, so yeah, let's round this out. I'm starting to run out of energy here. Um, action items and goals from last month. So, my goals, consistent daily outreach, kitchen timer. I didn't do that as much as I should, but one thing I will show you guys is I built a dashboard um within here. If I go to daily actions, this is essentially um Alex Cormosi has this rule of 100 where you should be doing 100 outreaches or 100 minutes of content every day. I have a timer on here and this is like a um a heat map of the days I've been consistent on it and the days I haven't. And it's really rewarding. It's starting to come together. I started this right at the start of April. Um, as you can see, definitely missed a few days. So, um, no excuses there. Need to get back on that. That's a definite loss. But it's really cool to be able to I can track every LinkedIn uh connection I send. Boom. Boom. Gets a nice little animation. And when I reach 100, it has like a nice little reward symbol. Um, and this propagates live and shows up here over time. And the closer to green I get, the closer it shows to the outreaches that I've successfully achieved. So, that's really cool. Um, but no, I didn't reach that. Did not exceed 20K in revenue. did not grow marketing jobs 200 subs. Taxes did go smoothly relatively. We did not launch two SP websites. Still waiting on them for content. I did take a full day off on my birthday. Went to a Red's game and went to visit my sister. So that's a win there. I finished the financial dashboard. Um 10k steps daily gym 3k calories. I wasn't accountable to that every day, so I can't check that off. At least five new houses of properties definitely accomplished that. And I did attend Owen's wedding. So, four out of five on the wife front and two out of six on the business front. Yike. Okay. Goals for this month. 20K revenue, 10K in recurring. We We'll be there. 100% confident. Close two pipeline deals. We will grow newsletter to 150 subs. Uh we will now that we're doing outreach. Go to church once. Um that's been a goal of mine for a long time and I haven't been consistent with it. So, that's something I do need to do. uh close on a house. This is this is just like everything right here. Let's highlight double click um and underline this because that needs to happen. And 11k steps per day, 3,000 calories per day, and 60 total miles running. I will say shout out to Sam and Ezra. We are on Straa, and that has been a big motivation for getting the M every day. Six miles yesterday. Might jam out another three tonight. TBD. I went to the gym this morning. But um yeah, that's about everything for April of 2026. If you guys are new, thank you again for watching. Definitely check out the 24 past months I've been doing this on the last channel. Like I said, jumping over to a new channel this time. Um highly encourage you guys to have some kind of a financial review habit like this. It's very productive. Uh although I didn't really want to do it this month, ended up getting it in. Um share your monthly retros with me if you guys have any questions. If you're a marketer in Columbus trying to generate more leads or uh are just struggling with business, I definitely am as well in many parts. As you can see, I'm very transparent. So, I appreciate you guys. Just remember, if you don't quit, you win. See you back next month.