Latest / Glovisor Podcast / He Built a Business He Can Walk Away From | Michael "Fritz" Fritzius [Ep 85]
Transcript
- Michael "Fritz" Fritzius: that it's possible for you to have a thriving business on 10 hours a week, 10 hours a month, one hour a month. If you've got the processes and the people and the systems in place, you absolutely can have that. Joe Abreu - GLOVISOR.com: Welcome to the Glovisor Podcast, where we explore business growth, communication, and personal development through real conversations with people who make an impact. Our guest is a faith-driven entrepreneur who helps business owners create more predictable revenue through podcast guest appearances and build freedom-based businesses designed to generate significant income without consuming their lives. With expertise in entrepreneurship, Marketing, leadership, and personal growth in a personal journey that includes overcoming cancer. He brings a powerful perspective on building a business and a life with a greater freedom and purpose. Glovisor welcomes Michael Fritzius. Hey Fritz. Michael "Fritz" Fritzius: Thank you for having me. Hey, hey, man. Hey, by the way, the folks at home, we practiced my last name for like 10 minutes. You did good, Joe. Well done. Now you never have Joe Abreu - GLOVISOR.com: Well Michael "Fritz" Fritzius: to say it again. Just refer to me as Fritz from now on. Yeah, what a lift, Joe Abreu - GLOVISOR.com: That's I feel so much better now. Michael "Fritz" Fritzius: man. What a mental weight off of me. How you doing today, bud? Awesome. Joe Abreu - GLOVISOR.com: Great thanks. so glad to have an opportunity to talk to you and find out so much of what you have to share with us. So Fritz, tell us a little bit more about what you do. Michael "Fritz" Fritzius: Well, what I do is I get people booked on podcasts and simultaneously find guests for podcast hosts. It's the same thing. You know, you satisfy one, you satisfy the other. But the way I do it is push button simple. And I started it because I've been in the podcasting space for a number of years and I know that there's a lot of noise out there. There's a lot of running and gunning. There's a lot of chase, pursuit, follow-up, yada, yada. And I said, There's gotta be a better way. And I sat down and figured out how to build a platform. You can do all kinds of crazy stuff with AI these days. And I've built something that makes it push button simple for a guest or a host to get matched up with the right person. So that's what I do. That's what I do. And I and I get on shows like this. I've got all kinds of free time now. So I can do this sort of thing, man. Joe Abreu - GLOVISOR.com: That's great. But listen, this is not for everybody. you have a history in producing things. Tell us a little bit more how you got to where you are today. Michael "Fritz" Fritzius: Well, I've been an entrepreneur since 2015. This goes back a ways, and it really hasn't been that long ago. That was 11 years ago. And I started a business called Arch DevOps, which was focused on bringing the software testing and automation and team and culture building. So I'd come to big corporations like multi-million dollar, multi-billion dollar corporations. And not only automate their testing activities, but teach the testers themselves how to automate their own tests. And so developing this mindset of, well, what if I automate everything? Am I going to be out of a job? No, you're not. You're actually going to be very much in a job. Now you've handed off the manual operations to a thing that you made and you know how to make it. And it makes it simple. So even at an early time in my entrepreneurial journey, it was how do we mitigate fear? How do we make people feel good and safe about doing things a little bit or a lot of bit different than how they're doing it right now? And that's carried forward to now. I mean, I tend to get in and I tend to look at, well, here's how we're doing things. And a lot of people just get used to it. You know, they get calloused. They get, well, this I it doesn't hurt anymore. It's just you get you get an over it after a while. Well, what if you didn't have to deal with that? What if that friction wasn't there for future generations? And applying that to the podcasting world, I'm carrying everything forward that I've learned from corporate as a as a W two employee all the way through being a ten ninety nine, being a consultant, being a contractor, being an entrepreneur, and then now. So I get to use my whole brain every day, Joe. It feels amazing. Joe Abreu - GLOVISOR.com: y you know, you get the opportunity to speak with so many different podcasters and you know where the industry is headed. Can you share that with us? Michael "Fritz" Fritzius: Well, I've got some theories. So in twenty nineteen, that's when the platform Anchor was launched. It's Spotify now. Spotify said, We like that purchase, and so now it's under that umbrella. But as soon as that happened, as soon as podcasting was made ubiquitous, and it it went the direction of well Everybody can have a smartphone, everybody can have a laptop, everybody can have a podcast. You can have seven or eight podcasts. You can start them sitting on the toilet. The bar of entry is very low. And so where I see the industry going is now that everybody can have a podcast, we have to find ways to use and reuse and repurpose that media more so than just, hey, I'm gonna show up on a podcast and Hopefully business is gonna happen. That used to work, it doesn't now, so we have to leverage it in some new and exciting ways. Joe Abreu - GLOVISOR.com: Now, from your perspective, is there a minimum number of episodes that a podcast must have in order to be considered sort of professional or, you know, just to to get to the next level? Michael "Fritz" Fritzius: No, there's not. And that's one of the things that is, I believe, a myth. That I will shout from the rooftops, and this is one of them, the number of episodes, the size of the audience doesn't matter. it matters if people continue getting on shows with the hope that the listenership is gonna come buy your thing. Like sight unseen, I'm just gonna throw money at your face. That may happen, but Accidental business is not nearly as good as intentional business. What really matters the most is the strength of the relationship that you can now build with the podcast host. My main thing is how do you build a relationship with the podcast host, which funny enough is another human being. People forget about that. How do you build the relationship where you can send and receive referrals to each other? Because Joe, you've got people that you work with. I'm pretty well connected. You know who I work with. You're pretty well connected. We could form a referral partnership right here. Now I'm not gonna make it awkward. I'm just saying like that's that's the way to do it. But then it doesn't really matter how big the audience is. They're there, but my focus is the other person on the other side of the mic. The audience is a bonus. Yeah. Joe Abreu - GLOVISOR.com: Sure. Now that's a great point that you're making. Now one of the things that I read off is that how to have a predictable revenue from podcast guest appearances. Is that what you mean by making those connections or is there something else beyond that? Michael "Fritz" Fritzius: Yeah, that's exactly what I mean. So the metric that I have in mind is pretty conservative. You should be getting at least one solid lead, one solid referral from every podcast host that you talk with every single month. And it's not, I'm not like, well, Joe, you got some big shoes to fill, bro. You got a quota. It's not. It should happen organically. It should happen naturally. It shouldn't feel forced or contrived either. The other person should be like, you know. I just talked with Fritz the other day and I talked with this person the other day. I think they need to know each other. And just they send an email and it happens. You know, when you're really dialed in on the offer that you have and it is working and it is selling and you are getting sales from it organically, like I'm talking to this person and they bought my thing, then engaging podcast hosts that you've interviewed with is going to naturally flow. to more leads. You got to convert them into clients, but that's where the predictability comes from. You do have to have measurements, you do have to have metrics, who's referring, who's bringing in the highest quality leads, that's where the predictability comes from. Joe Abreu - GLOVISOR.com: Yeah, and I totally agree. This is a relationship building business. And interestingly enough, I was just noticing that sometimes I can meet someone and months will go by. Not one lead, we won't reconnect. And then all of a sudden the floodgates open. And this individual will send me three, five leads. I wanted to bring you back one of the things that you said build freedom based businesses. Why is that important? Michael "Fritz" Fritzius: Well, I don't want to be chained to my desk for 80 hours a week. You know? and I think it's an easy trap to fall into because when you start a business, yeah, you're the prime mover. If you stop doing what you're doing, the business stops. You stop making money. But you also get that dopamine hit of, look at that, good job, man. I did a good thing. I wrote this many social media posts, I handled these many sales calls, I did this many things. But It's a deceptive trap to fall into because ultimately what you started doing was something that would make you have freedom. And if you don't work toward that, if you don't keep that in mind, if you don't keep the how can I fire myself either slowly or right now, you're gonna be stuck and you're not gonna have an exitable thing. You're not gonna have a thing that you can walk away from for a week. Or two weeks or a month or six months. Like you could have a business that you can walk away from for six business months and come back. And not only is it still making money, but it made more money that it wasn't making when you started at the six months. Like how cool would that be? We forgot that that level of freedom is available, attainable. You don't have to be a multi-billionaire to do it. You just have to have the systems in place and know how to measure whether what you're doing is working or not. And make adjustments accordingly. So that's what I'm talking about building a freedom-based business is I want you to know first that it's possible for you to have a thriving business on 10 hours a week, 10 hours a month, one hour a month. If you've got the processes and the people and the systems in place, you absolutely can have that. And I don't want people to forget that. So anytime I see somebody You know, I'll do it, I'll do it. I'm like, should you though? I mean, right, like you're weird. It it's super sneaky. like don't fall into the trap. Don't. So I catch people, I try Joe Abreu - GLOVISOR.com: Yeah. Michael "Fritz" Fritzius: to catch them early, and I'm like, nah, nah, nah, let's get over here, back to the road on freedom. Look, you it's right there. Let's just kind of right. So that's what I'm all about. Joe Abreu - GLOVISOR.com: I I've known you for a while now, and this is something I didn't know about you. And as most people know, our episodes are unscripted. So as we go along, we'll just develop the conversation. but I didn't know that you overcame cancer. So can you share with us a little bit more about that? Michael "Fritz" Fritzius: Yes. Well, first I'm fine now. There's always an unimplied dude. Is he okay? Is he up like yeah, I'm fine. I'm great. it was it was easy cancer. And I'll just tell you, I know you're not gonna edit this out. It was testicular cancer. they got one, but I got one left. That's why they're the and this picture up here is out of date. We've actually got four girls, two before cancer, before cancer, and then two after. People always ask, like, Well, did you adopt? I'm like, No, I had a Backup. It's a redundant pair. Like right? It's like an A side and a B side. Anyway, that was hard going through. I mean, when you go through something like that, and then you go get the ultrasound, you get the analysis, and then the doctor calls you and says, Well, we got the we got the ultrasound results back, and it is a tumor. I remember where I was. This dresser right here behind us. I I took the call from the doctor of standing at that dresser and My wife Charlotte was standing right there with me because she knew that was the doctor. I needed to get some privacy and talk with the doctor. And when he gave me that news, I turned around and she was right there. And I said, It, he said, it's a tumor. And later she told me, she said, right then I felt this distinct change that this is a new chapter in life. We just flipped the page. We are entering into a new era, a new chapter of the story. And boy howdy was it. I went to some dark places. I was really upset at God. I would go to work, and this is back when I was still a W-2 employee. And I would, you know, put on a game face and I'm like, yeah, and this is after the surgery. It's like, man, Fritz is a machine, dude. He's only been out for two weeks and he's back in action, bro. Yeah, boy. Yeah. And I'm like, yeah, yeah, juggernaut. Yeah. And then I'd get home and I would just lay in the bed in a fetal position, turn the light out, and just exist. Until dinner time, Charlotte would come get me. I did that for weeks. And finally, I just was yelling my prayers to God. And I and I distinctly remember a response. I had said, Are you even watching? Are you aware? Do you care about what's happening down here? Like, what if I die? What if I die? And I just I was just demanding an answer. And I said, answer me. Well he did. And the Bible says that God speaks to us sometimes in a still small voice. And I didn't hear anything audibly. But I can tell you, yeah, it was still in small, but it was also clear and sharp. And I distinctly remember the feeling of him saying, Who do you think that you're praying to right now? If it's my will that this does kill you, I am perfectly good and righteous to allow that, make that happen. And I am perfectly good and righteous to allow another man to marry your wife after you die and raise your children after you're gone. I am the Lord. I am God. And You are not calling the shots here. And then there was a pause. He said, Yeah, well, before the pause, he said, I don't answer to you. I do not answer to you. And then a pause. And he said, But It's going to be okay. You're going to be fine. I'm not going to tell you how things are going to work out, but I'll tell you, you can absolutely trust me. I love you. I have your best interests in mind. I have your family's best interest in mind. But you got to trust me on this. It's going to be okay. And I wish I could say, awesome, great. 180. No, it wasn't. It took a while. It probably took. A good two years for me to fully detox that feeling of what if I die of cancer? I'm only 35 or 37 or whatever it was. What if that happens? And what I learned through that was first, I did not have my priorities set properly. I was putting career above everything else, above family, above God, above everything. I was slamming out 60 plus hours a week working as an employee. And When I realized that my priorities were jacked up, that was the first step that I took toward changing things. I'm like, I gotta get out of here. Like, I just this place is gonna eat me alive. I gotta leave. And the first one, the first job that came up that was a good fit ended up being a consultant type thing. It was like, super scary, consultant, contractor. You can get fired anytime. Bro, you can get fired anytime. As a full W-2 tenured employee. Like it can happen. It can happen. What are you afraid of? And when I went that direction, I started going down that path of, hey, I've got a little more responsibility. Hey, I've got a little more say. People are paying attention to me. I go from being a contractor to a consultant. I go from being a consultant to a self-employed business owner. Go from being a self-employed business owner to Well, now I've got a team of three people that are out there doing the thing, and I can just teach them how to do it on my behalf so I don't have to focus on this. and then COVID happened. COVID kicked everything in the teeth. Apparently, companies don't care about testing their software when they're in the middle of a pandemic. They're like, well, we'll just let the customer test it. Bro, that is an hilariously bad idea, but I didn't know enough about how to tell them that tactfully. So The business dried up and then I started doing the podcasting stuff and it's taken off from there. I've talked enough. I think we're ready for another question. Joe Abreu - GLOVISOR.com: Wow, that was so interesting and totally worth me waiting to ask you till now. Michael "Fritz" Fritzius: Wee What a journey, buddy. It's like hanging your head out the window while you're going eighty miles an hour. It's like it was nuts for too, man. Joe Abreu - GLOVISOR.com: I can imagine. I can imagine, but I love it though. Here you are on the other side of that. Now, so you you started creating this platform for podcasting. what did you see in other platforms that you said, you know, I can do this better? Michael "Fritz" Fritzius: Noise, bro. Noise. And then the same thing like what I was talking about before back when in 2019 anybody and their mother could have a podcast. Anybody and their mother can create an app now. You got Claude, you got Vercel, you got Superbass, Breakfast of Champions, start start slinging. and and I see all of the different apps and platforms and pages and sites and whatnot, they all feel the same. And as somebody who Has struggled with minimizing mental noise. Like I have taken Facebook and LinkedIn and Instagram and Twitter and Reddit and TikTok and YouTube and MySpace, all that stuff. Even the internet really is not on my phone because I want a quiet environment. I don't want to go to a place where I'm constantly, and I and I can feel it happening, where I'm constantly being drip-fed, dopamine. I want to have control of my brain juice, Joe. I don't want Mark Zuckerberg or Elon Musk controlling how my brain feels. I want to make my brain feel a certain way. And so when I set out to make this platform, I said, How do I avoid the trap of creating both visual and mental noise? How do I make sure that speed is paramount? How do I ensure that people know ahead of time? That I'm not asking them to spend hours on my thing versus spending hours on Facebook. Come here for like five minutes. Like, how fast can you make five decisions about podcasts that are being presented to you to guest on? Yes, no, or maybe. And be done with your day. Move on. I don't like we'll see you tomorrow. There's not going to be any more. You can scroll down to refresh or whatever, but there's not going to be any more matches until tomorrow around this time. Come back then. We'll have some more for you. So That was what led me to do that because there are a lot of noisy platforms, a lot of noisy people. There's just a lot of noise. And it seems like we live in a society in a world where he who yells loudest gets heard. And I think that's a big fat lie. I think that whoever talks effectively, you can whisper and be understood, but you gotta be there with the person so they can hear you over the din of the noise. And so that's what the platform is all about. I don't want to be all things. I don't want to be like podcast matching and this and this. And it's like, no, just you're here. Let's make some matches. You want to learn some stuff about how to use, like build your business, like what I'm talking about. There's some training modules for that. But even then, it's vote-based. I don't want to make a bunch of stuff that people don't want and won't watch. If they say cool story, bro, but they never watch it. I'm constantly asking, hey, vote on what you want. And as soon as something passes 100 votes, I go make it. I actually built a thing that will book 30 minutes on my calendar instantly for a time that is available. And the trainees are only five minutes max. I don't want to take up a bunch of people's time. Time is the the only non-renewable resource we have. Money that will replenish, but time will not. And I don't want to eat too much of it from anybody to get them a get them a result. Joe Abreu - GLOVISOR.com: when I get a guest from directly from you, leads from you, it's different. It really is is you could just tell because While we're recording, right after the conversation, I said, I'm so glad Fritz connected us. It's part of a community. Other guests don't even mention it, but here they mention Fritz as that connection person. And and I think that's pretty cool. Michael "Fritz" Fritzius: Well, I agree, but I'm also horribly biased. I'm glad it's working Joe Abreu - GLOVISOR.com: Ha ha Michael "Fritz" Fritzius: for you. I'm glad it's working for you. Well, that's the other thing too, is when I see people the the standard way, like podcast hosts, podcast guests, they'll find a good group on Facebook, for example, and they'll say, Hey, open call for guests. We're looking for people that have a story about they went through a nasty divorce or they lost a child or they got hit by a garbage truck. You know, whatever it is, right? Do you know anybody that's been attacked by rild wild raccoons? send them over, tag them. And and then it works pretty good. And then they start spanning it out and saying, Well, there's like seven hundred and twelve other groups out there that do the same thing. What if I post in all of them? Well, great. Now you just made a part-time job for yourself. That's just the hosts, right? The guests, too. And it's just it just adds to that noise. Everybody's and it's like, How can I give Joe a person that we think would be a good fit? You still say whether it would be a good fit or not, yes, no, or maybe, but we've already done the due diligence. We've already done the filtering. We already think there's a couple, two or three defense mechanisms that you're not even aware of. But by the time we present that person to you, here are the topics that they can talk about. Here are the questions that they could answer. It's related to both their background and what we know about your show. So if you look at it, it's like, wow, it seems like it's a perfect fit. Yeah, because we made it that way. We curated it just for you. Because we don't want you having to Read a bunch of pitches with too much or not enough of the right information. And you can decide in like a minute, a piece. Joe Abreu - GLOVISOR.com: would you be able to share with us a s maybe a case study or a situation that was turned out to be super successful of someone who utilized your platform? Michael "Fritz" Fritzius: Yeah, sure. I mean, it's gonna sound anecdotal, but more often than not, what happens is when somebody gets a match from us, either as a guest or as a host, it's gonna result in some kind of wow, there's a whole pocket full of people over here that I never would have had access to if I never took up this opportunity. And after the fact, I'm always coaching people, hey, make sure to follow up with the host afterwards. Make sure to follow up with the guest afterwards. Don't just be like, cool story, bro, and never talk to the other person again. Keep in touch with them, please and thank you. Because this doesn't work if you just fire and forget. You got to keep firing, keep firing, keep firing, keep making connections and keep developing that relationship. And I'll say pretty close to a hundred percent of the time, it results in, hey, I got a book deal. Hey, I got a speaking engagement. Hey, I got access to this whole community of podcast hosts. Hey, I got a client. Hey, I made a referral part. I mean, there's all these things, right? But the core of it, the crux of it, is that relationship right there. So again, like I'm saying, it's anecdotal, but it's just there's so many opportunities where just making the connection between two different people for the sake of having a podcast episode. I mean, look at us. How did we meet? I can't even remember how we met, dude. But now here I am on your show. You're already using my platform. You're having a good time. You said so. Don't edit that part out. But you it's it's working for you. It's working for you. And and of the people that I've sent your way, are some of them like it's a it's a pretty cool dude or lady. Like I could probably do business with them, or I know a person I can get, right? Not putting you on the spot, but like, I mean, has it happened for you? I hope. Okay. Joe Abreu - GLOVISOR.com: Yeah, absolutely absolutely. No, it is in it like like I mentioned before, I think it's more of a community that it's we're growing little by little. And so it's it feels not like a this boring platform that I sign up for, but it it really just feels more of a community and a group that we're sharing information, bouncing back one another. And I can always call Fritz if I need something. Michael "Fritz" Fritzius: Right. There's a panic button for that. So have a red phone on my desk. It's like a Batman phone. Not really. I think it'd be blown up. I'd be like, man, why did I install this thing? I need to get rid of that. Joe Abreu - GLOVISOR.com: Now, what would you say is the most important takeaway that you want our listeners to remember from your conversation? Michael "Fritz" Fritzius: Always build with freedom in mind. Anything you do, build with freedom in mind. And I'm assuming a large portion of the listeners are entrepreneurs, business owners. It is incredibly easy. Please hear me when I say this. It is very, very easy to get yourself good and stuck. If you keep a light touch on your business, don't get Your identity tied to it. That will tie you down. That's actually wh why I had to shut down the last business and I hung on by my fingernails for 18 months longer than this Fritz would have been like drop that thing on the curb. It's not making money, bro. I brought home $500 in 2020. And that was a 60-40 split with my equity partner. So we were hurting for cash, bro. We found a lot of ways to make rice and beans, though. Just saying. But It was because I tied my identity to my business. I started thinking to myself, well, if the business fails, it means I suck as a person. I'm a failure. And it's like, no, failure is an event. But that's a big thing that tied me into I can't set this down. I can't set this aside. Because if I do, it's like I'm rejecting a part of myself. No, it's a distinct thing. It's separate from you. I operate it, but this isn't me. The huddle isn't me. I'm building it, but I'm not trying to make a job for myself. I'm trying to hurry up and fire myself. So I can keep pumping people in there. Let them try it for a bit until they hit their five intro mags. And then it's like, you want to keep going? I got all kinds of goodies here. if you just want to hit the pay button, we'll just get crack a lacking. But I don't want to have something that I'm tied to. I don't want to be emotionally attached. I don't want to be tied to that. So always build with freedom in mind. And think about what would you have to have in order to have $100,000 a month coming in on something that you can walk away from for a month or three months or six months. That's scary for some people, but that's a worthwhile exercise to do. And if you start doing that, you'll actually find that, there's some things in here that I could automate. I could systemize. I don't need to be the one to press the button. I could make a robot do it for me. There's ways to do that. You can automate anything. I've known that for fifteen years now. Good Pete. It's a long time. Yeah. Go forth and have fun, but build freedom. Joe Abreu - GLOVISOR.com: well said. Now Fritz, where can people connect with you? learn more about your work and continue this conversation. Michael "Fritz" Fritzius: Well, they can go to the website. the website is quickly becoming. Well, I'll tell you what it is first, and then I'll tell what it is. it's podcastify.me. And I'm sure you'll put that in the show notes. I was gonna say that website is quickly becoming simply a landing page to get people to come to the Huddle, which has a little bit of a longer URL. It's huddle.podcastify.me. that's where the action, that's where the haps are happening. Okay. So you can go to Podcastify Me. You'd be like, cool, there's a button. And I click it and it just takes you over to the huddle, basically. But that is where people can find out more. I would much rather, instead of getting to know me as a person, like I'm a cool guy. I've got along with me for 45 years now, but I would much rather deliver value to you in a hurry. Just come to the huddle and just get it set up. It takes maybe three minutes to get set up. And you're off to the races. You can start getting matches within probably a few hours, but I would wait 24 just to be sure. And it'll start delivering you value. I I know you probably like me. You're like, man, this Fritz guy, he's really awesome. I really want to get to know him. That's great. I'd love to get to know you too, but get to know the platform and get some value out of it. Let me get you hooked up with some people and yeah, go from there. It'll be a lot of fun. I'll take care of you. Joe Abreu - GLOVISOR.com: Yeah, you want to be the mystical man behind the curtain. Michael "Fritz" Fritzius: Mystical. Dude, that's been a hard. I seriously, anytime anymore, somebody, I mean, this is great. Like, this is this is like a one-on-one on steroids, right? Like, this is a podcast episode. This is different. We're not, it's not a discovery call. But sometimes when people are like, hey Fritz, can we catch up? I'd love to hear about your platform. I'm like, and part of me is like, man, I'm gonna sound like an ivory tower, like, I don't talk with the hoy polloi. you know, it's not that at all. It's I know I can deliver tons of value if if you sign up and get a free account. I can just pour love into you more so than spending 30 minutes or even 15 minutes. Hop in and I'll take care of you. We can talk later one to one if you really need to, but hop in the platform first. Dude, it feels weird saying that. It feels weird saying that. Joe Abreu - GLOVISOR.com: Well, Fritz, thank you so much for joining us today and for sharing so much information. I'd love that you share your personal side, you share your journey, and here we are today and really impressed by your story. Michael "Fritz" Fritzius: Thank you. I really appreciate it and I thank you for the gift of your time, boss. I was like, yes, today's the day. I'm looking at my calendar and I made the when it's today, the number in the calendar on the app glows and I'm like, it's Joe Day. Yeah, buddy. So yeah, love Joe Abreu - GLOVISOR.com: Yeah. yeah. Michael "Fritz" Fritzius: it. yeah. Joe Abreu - GLOVISOR.com: Well, thanks everyone for listening. If this episode inspired you, make sure you share it with someone. And don't forget to follow the Glovisor podcast for more conversations that make an impact. Till the next time.