Latest / Glovisor Podcast / How to Turn Your Story Into a Business That Grows | Aleya Harris [Ep 78]
Transcript
- Joe Abreu - GLOVISOR.com: In a world filled with technology, automation, and constant change, leaders who can tell the right stories and communicate with impact will shape what comes next. 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 an award-winning keynote speaker, former Google executive and CEO of the Evolution Collective. She created the story-driven leadership framework. To help leaders build trust, communicate with impact, and lead through change, She equips organizations with practical strategies to create high performing cultures in an AI-driven world. Glovisor welcomes Aleya Harris. Aleya Harris: Hello, hello, Joe Nice to see ya. Joe Abreu - GLOVISOR.com: Likewise. All right, Aleya So I'm excited. I can't wait to hear. What specific problems do you solve and who do you help? Aleya Harris: I solve the problem of people not knowing how to communicate in a way that actually creates change and transformation. I am a story-driven leader, a storytelling framework expert, and dare I say, nerd. And what I do is I have two sides of my business: one where I help speakers and one where I help organizations. The one side where I help speakers, I use storytelling frameworks as blueprints of human behavior to be like, this is how you should talk. This is how you should actually talk to help people. And I go all the way from speakers who kind of sort of maybe have an idea in the back left corner of their mind about what they want to talk about. And we help them figure that out all the way till I've speaking, I've spoken, I speak, I want to speak more. Can you pitch me? So we we help. We have services for all of that, and all of them use story to help amplify the the humanness and the effectiveness of their message. And then on the other side of my business, it's a narrative-based communication design consultancy. So, what that means is like, let's say your company you've gone through a merger, you're trying to figure out culture. Someone did something they weren't supposed to, and you're trying to communicate your way out of that one. Then what we do is we use the same frameworks on a more enterprise level to help people put together communication plans that everyone in the organization can see, hear, feel, touch, and actually do the desired behavior. So I would like to call myself this is the first time I've ever called myself this out loud. so Joe, you're getting an exclusive here. I would like to call myself a behavior alchemist. That is what I've decided on this Monday to call myself as of now. Joe Abreu - GLOVISOR.com: So from now on, or does that change every Monday? Aleya Harris: I don't know. This is the first Monday. Catch me next week, Joe, and then we'll see. Ask me again what I'm calling myself. Joe Abreu - GLOVISOR.com: Ha ha. Aleya Harris: I just I'm try I've been trying for years now to try to put myself in a little, you know, basket with a little bow on it that everyone can understand. Because that's like I've been a marketer for almost 20 years, and that's like marketing one-on-one, right? Like make it so people can easily understand what the hell you're doing and the hell you're talking about. And I realize that some of it's easy and truthfully some of it's not because I'm so far down the rabbit hole that I'm just gonna tell you I do story stuff and I'm gonna help you make some money. So come on, girl. Come on, baby. We're gonna do it. Yeah. Joe Abreu - GLOVISOR.com: Nice and easy. Now, okay, so there's two segments to your business. And I want to get back to that. But before all that, what was the defining moment that made you choose this path? Aleya Harris: I love that's so cute, Joe, that you think I chose this p Joe Abreu - GLOVISOR.com: Yeah. Aleya Harris: Back did not really choose this path, it chose me. So I was working as the head of marketing for North America, so the North American CMO of a large corporate facilities and food service company. And they sent me to become a story brand certified guide. Story brand is a wonderful business that takes The hero's journey and applies it to to marketing. And so I became a certif a certified guide. You know, this is a ten thousand dollar plus investment plus travel plus this. I was a week in Nashville. And then two weeks after that they laid me off. So I'm like, all right, cool, cool, cool, cool, cool, cool, cool. what the hell am I gonna do now? So I did what any self-respecting person does. It's been laid off. I went and I did ayahuasca and the Amazon. And then I came back with a whole Joe Abreu - GLOVISOR.com: Ha ha. Aleya Harris: new kind of sense. Like, what what am I gonna do? I'm gonna try to do this on my own. And that was how I became an entrepreneur for the second time. Before that, like several years before that, I'd owned a catering company. So I wasn't new to the entrepreneurial world, but definitely in this capacity. And what made me stick with it was the freedom. But then what made it hard to stick with it was, you guessed it, the freedom. Because you have the freedom to do whatever you want to do, but then you also have to do the thing, know what the thing is, and then you have the freedom now to do all of the things because when you're first starting, you're too broke to hire anybody else. Joe Abreu - GLOVISOR.com: Yeah. Aleya Harris: So That was the the beginning of my journey. That was February 2020. Luckily, luckily, unluckily, right around that same time, because I was I had already been kind of dabbling in this business. So I had booked a conference, and that conference happened to be in March 2020. I don't know if you remember what happened in March 2020. It was a thing called a global pandemic. That we were like, it'll be two weeks, it'll be fine. It was in fact not two weeks, but at that conference. I met who a woman who had become my publicist. Thank God, because then when the poop hit the fan, she was like, Here's what we're gonna do. You and me, look me in my eyes. You're gonna speak. I'm like, Yeah, of course. Nope, no props. Then she said, For free. And I said, Excuse me. Do you Joe Abreu - GLOVISOR.com: Ha ha. Aleya Harris: understand? Free means no money in my bank account. Free means zero. I don't know if I was about that life. But she said, come on, baby, be about this life. We're gonna do this together. I said, okay. And so I did. I trusted her. And I spoke mostly virtually and then in Florida, because apparently the pandemic didn't happen in Florida for free. And I did that for three months, squeaking along, eking along, grumpy about it. And then all of a sudden, people started getting these loans. Then all of a sudden, people started finding new ways to make money. But they had been hearing me and seeing me at on stages virtually and in person. And then they started paying me money. And I'm like, I see it all comes together. It was like a like a I see Master Yoda kind of moment. And then in six months from there, I made a quarter of a million dollars based on my free speaking. And That was when, you know, is more of a marketing-based agency then, and I've evolved since. But that's one of the reasons why I just can't seem to let go of this speaking part of my business. Because one, it makes me a crap ton of money. And two, I love it. And three, I think more people should use their natural God-given talent of their voice to make money and grow their business. Joe Abreu - GLOVISOR.com: Absolutely. Now, so that's section number one, right? That would be the working with speaking and speakers and all that aspect of it. Who are the Aleya Harris: Mm-hmm. Joe Abreu - GLOVISOR.com: ideal clients that you work with? Aleya Harris: So because we have a range, we work with anyone who is wanting to an ideal situation, build a thought leadership driven business. So you're not just wanting to like go and sprinkle some words on a microphone somewhere and call it a day. You're really trying to understand how to use the ideas, the process, the framework, the stories in your mind as a foundation. For either your existing business, a new business, and you're wanting to develop from there. So you might not know anything about the speaker industry, but somebody told you that you should speak to grow your business. And I agree with that individual. And so then we will take you and we'll help develop your thought leadership brand. So we have a service called Spark the Platform, where we will help you develop your intellectual property. And will help you develop your commercial containers, what your services, what your products are around that intellectual property before you ever are even developing a keynote. Because what I don't want people to do is to create another job for themselves. We got in this to create a business, not a job. So if you are just then exchanging your time for money, you're just creating another job for yourself. And it's a really hard job with like no job security at all. So you might as well just go get a regular job at that point in time. I want you to create like a a business where it can eventually your thoughts, your ideas can survive after you. And so then we talk about that. And then we will help you put together your keynote in Spark the Stage. So Spark the Stage, we have our Done For You program and then Spark the Stage signature, we have our I'm sorry, Spark the Stage is our DIY, you're doing H S C L. And then Spark the Stage Signature is done for you. But you will build your keynote, you'll understand the industry of speaking You'll understand how to pitch yourself, understand, you know, how to be on stage. The difference between the two is in signature, we actually create the keynote for you with the slides and the outline and this write your stories and create your media kit for you as opposed to walking you and teaching you how to do it. And then there's spark the pitch. So if you are then ready, whether you go through all of that or not, you come come off the street and just be like, nah, I just want to talk more. Well, double check to make sure you are in fact. pitch ready and then we send you out to 750 places, conferences, events, organizations in your niche every single quarter, which is a volume that you will not be able to do on your own. It's not that I don't believe in you. I believe in you. But spark the pitch started because I thought I could do it and I got through like two. My goal was like five a week. I got through like two. Was like this is what is not happening is me finishing the rest of these. So then I hired someone, I taught them my my system. I got booked three times in in three weeks and I was like, All right, let's do this. And then I then it became a company. You see, yeah, you build a business, it just happens. Joe Abreu - GLOVISOR.com: So now, all right. I'm an aspiring speaker. I connect with you. I already have everything right. I have my slides. I've been working on it for the last 35 years. And but I've never done it. Aleya Harris: Haha, which is usually what it is, yeah. Joe Abreu - GLOVISOR.com: So they're a little dated, but but they're still there. They're good. So I need you to connect me with these people. So do you become a member of an organization? Do when they work with you as a client, just as a connection, and that way you can send those newsletter. Aleya Harris: No. So that's a very good question, a question that I get all the time, Joe. So in the speaking industry, which I lovingly dub the wild, wild west, there it's very opaque, very difficult to see. Like how do you actually get a speaking gig and how much money and how much money you're gonna make? So I talk with a lot of people, and so I know that there are bureaus out there who are doing kind of like what you were gonna say. They make their There, you have relationships, you know, they've shmoozed, they and so people say, Well, no-brainer. I'm just gonna go join a bureau. That's exactly what I want. People to schmooze and and rub elbows on my behalf. And I love that thought process. However, unless you are consistently making somewhere between 15 to $20,000 per engagement on a regular basis. You're gonna be on that bureau's website along with the other thousands of speakers on their website, but they are not gonna pitch you. They're not gonna give you the time of day. They're not gonna sift through their archives because in their mind, and again, I say this with the most tough love, they can't make money off of you. Right? If you're not proven, they make money off of the proven people, people that are making, you know, 20, 30, 40, 50, 60, 70, 10,000, $80,000 a talk. Right. So if you're like, now I'm sad, how the hell am I gonna get into the world? That's where we come in. We work with people that are pre-bureau ready, meaning I don't care how much you are making per talk because I'm not taking a cut. We have a flat fee. You can come in never having been paid to speak ever. And we will help, you know, zhuzh up your stuff so that you sound as marketable as humanly possible and we pitch you out. So, but we don't have the relationships. We work on quality. Consistency and volume. 750 is a lot. A lot. Think about that for a second. 750 per quarter. That is actually one and a half full-time job. I know because I have people that that do it. So I know exactly how long it takes. Per per client, they really basically end up with one and a half people pitching their stuff every single month. And Then you get like consistency. These people said it's their job and they actually like it. I don't know where I found these unicorns, but I love my team. Shout out to Team Spark the Pitch. they are on it like relentlessly. I've had people get booked to speak, and the people that book them were like, Yeah, whoever your team is, I had to give you a call because they kept emailing me. Joe Abreu - GLOVISOR.com: Ha ha ha. Aleya Harris: And I'm like, Yes, that's right, that's right. And the reason why that's important is because the average speaker submission acceptance is two percent. Two percent. That's small. That's a little bit of people. That's only a couple of people and a lot of people sub applying. So what Joe Abreu - GLOVISOR.com: Yeah. Aleya Harris: that means is you need to stand out. You need to have people for you following up, sending videos. I've had people send cards in the mail for places that they really wanted to speak at, right? And then that quality, I'm a storytelling. professional. So we make sure that the submissions grab the attention of the event organizer as much as possible. But no, we don't, we don't know these people. We we get their names from the internet, from lists that we purchase, from connections from places that our our speakers have spoken in the past. And we will just pump you out to places that are relevant to you. Not just any old place, places that are relevant to you, but still. Joe Abreu - GLOVISOR.com: Now is there a talk that's in huge demand at the moment? Aleya Harris: So the talks that are gonna be mostly in the man, AI is still it, but not the, so it's evolved over the years. It's not the how to do AI. It's also not the, don't worry, baby, humans are not, AI is not taking over human jobs. We've we've grown and developed to the point where an AI talk somewhere around like, How you use AI and stay human. Like now we're starting to blend them together. People have kind of been like, I guess this AI thing's not going anywhere. Now I need to figure out how to best leverage it while keeping the soul of me, my company, my that type of AI talk is gonna go over incredibly well. A talk that also is niched so that it showcases your individual expertise. So as talk like, Like Joe, what the talk I would not have you give is, you know, how to grow a business by Joe. It's like that tells me absolutely nothing. Right? Because it's it's generic. What you need to do is you need to go pull from your stories, your unique experience, your framework, and then overlap it and then talk about anything that has a ROI attached to it. So it's either Yes, growing a business, leadership, retention, and anything with generational things in it. So like how Gen Z works, how Gen and and then always and always trends. But there has to be trends that you genuinely know and see and are taking a new, fresh take on. It's not like you're gonna just gonna go Google some trends and talk about it. They ain't gonna work. If anything, what you wanna think about is like, okay, what's what's the middle topic that everyone always is talking about. And then how do I get slightly left of center? So like if everyone's talking about leadership, I'm going to talk about story-driven leadership. So it's slightly different. They still know what leadership is, they can try to guess what story-driven is, but they're interested in see how you bring that together, right? Story-driven leadership for 2025 and 2026 were my top, my top talk. So It it's it is about what the talk is about, but it's almost less about that and more about what are you bringing that is actionable immediately and that can actually like move the needle, help people do something. Gone are the days of you just talking about your life and me being interested. It needs to show how you're going to give them that transformation. Joe Abreu - GLOVISOR.com: Now, could we talk a little bit more about the second segment of your business and who's Aleya Harris: Of course. Joe Abreu - GLOVISOR.com: your ideal client there? Aleya Harris: My ideal client there, that's it's more of an enterprise service. So it's not necessarily individual entrepreneurs. However, we do do some communication advisory and consulting for individual people in the businesses. But it's primarily businesses who tend to be have a minimum of five million dollars in revenue. Usually they're much larger around the 20, 15. 30,000, 30 million dollars in revenue. And they have had some type of change. So let's say they had a merger and acquisition, or they've have a large culture shift. They have a new CEO who wants to bring in their ideas. What we do is I use my my frameworks, my narrative design frameworks to say, okay, what storytelling framework from around the world. Is useful for this scenario because storytelling frameworks are blueprints of human behavior, like I said before. So they come from all kinds of different cultures and they represent what that culture valued the most for life progression. So in some cultures, you have like the hero's journey, right? That's a very western storytelling framework. The hero You know, gets pushed into action. They go around through various different trials. they have one big trial push and then they save the day, right? And throughout there, they've they've had a guide, there was someone who had a plan for them, and it's very much, and then and then they are learning about themselves. I think Star Wars is the quintessential, all of the movies, the quintessential heroes' journey framework. But that's not the only framework. And that's the framework that I initially was taught and the only one that I knew. And then I started trying to apply it outside of a marketing context to a culture context. And I realized, well, you can't have a bunch of individual heroes running around trying to save the day in an organization. That's chaos. That's not, that doesn't make anything better. So I started looking for what other things could happen. So then I found like the Kisho Tenketsu framework that you know, in more of the Asian areas like China and Japan, they have different varying names, but it basically is the same four-part framework that is not about a hero saving the day. It actually has no conflict in it. It's about a surprise and going underneath to find deeper meaning, right? Deeper truth, a truth underneath the visible, right? Then there's frameworks from the Ifa traditions in Africa that Especially in bottle about Western Africa, where you're ta where they're talking about circular storytelling and how you're then moving and understanding what your ancestors did, then understanding what part of it you play now and at what the next iteration of that is. How what does evolution look like towards remembering your your best and highest self, remembering who you are, right? Very different. So then I have taken a bunch of these storytelling frameworks from all around the world and kind of schmushed them together, sorry, somebody's ancestors, into like five main kinds of types. And so I choose the storytelling framework based on what is going on in your organization. So are you needing to uncover the the truth? Are you needing to bring two people together? Are you needing to build off of a legacy? Right. And then we work towards. Building narrative that gets filtered through people's beliefs. Unlike a lot of frameworks that are out there, like the disc framework or the Myers-Briggs framework or whatever it is, which I love, though but those require the organization as a whole to take a training and to figure out what type they are, like your Enneagram type. I'm a I'm a disc eye, I'm a whatever, right? And then it's like, okay, now this is how you talk to eyes, this is how you talk to these people, this is how you talk. Ain't nobody got time for that. Ain't nobody got time for that, especially with the type of clients that I work with, that it's like, no, this strategy is not moving and we are losing thousands of dollars every single day. So can you please help us? So instead of trying to figure out what everyone's type is and communication style and how they receive information. We make the assumption that in your organization you have all of the types, right? And for me, I've then gone across the different Jungian archetypes and a whole bunch of other things, tarot cards, it was whole experience. And I've distilled them down to seven types of the way people communicate through their beliefs. And so then I say, okay, we're telling them this particular type of story, but then if you're going to tell it to a Sculptor, me, my type is a sculptor, meaning I'll look at a a chunk of thing and I'll be like, mm, this could be better, and I'll chip away at it until it turns into the beautiful thing that it's supposed to be. So if you give me a piece of information or you tell me that a merger is happening, I'll be like, Mm, that's good, but this is wrong, this is wrong, this is wrong, this could be better. I think I like this at the and that's what I how I'm gonna process information. A lover type is all about the people, the caring, the nurturing. So they're gonna be like, yeah, but in this merger and acquisition, how do I make sure all of the people are taken care of? That everyone feels like they belong, that everyone has a place in the hearts and the minds. That's a lover. You're gonna communicate to the two of us very differently, even though what you're really trying to do is just get us both on board doing our jobs and wanting to work for this company, right? So we make sure to pass stories through. All of the different archetypes and create a final communication plan that takes all of the way people communicate into account, that moves people's behavior towards the desired outcome and allows them to participate in the transformation that's happening by removing their own barriers, by removing their own kind of you know, objections. So that they can get what everyone really wants to be is part of a happy, healthy organization that's doing good things, making good money in the world. But often the individuals and our own belief systems stand in the way of us being able to do that. Joe Abreu - GLOVISOR.com: interesting to see that 'cause you're bringing it all together. But taking that same scenario, you have a CEO, there was a merger and you have a brand new CEO who just came in, calls you, Aleya I need help today. Aleya Harris: Mm-hmm. By the way, Joe, that's my favorite situation. So if anybody's in that, call me for real, call me. Joe Abreu - GLOVISOR.com: Really? Okay. So there he goes. I I need you to come in today. How long does it take you for you to go ahead and recognize which is the the best direction to take the company to deliver that message and then get them ready to deliver it? Aleya Harris: Well, we start with a strategy drag scan, which depends. I mean, how long it takes to do that scan depends on how we can talk to people. Cause we have we do like about five live interviews that are about like 15, 20 minutes of different members of the organization. We also understand like what exactly it is that will make this strat where where the strategy is dragging in the first place. And then how to move it forward. So it starts with that, and that is usually a a week experience. Can be done faster if we have all of the right elements in place. Then we move them into a make strategy move workshop. So you have strategy drag, and then you have you're making the strategy move. The make strategy move workshop is a personalized workshop that says, okay, guys, this is what's happening with your strategy right now. This is what we've seen. This is exactly How we are going to enact it. And now we're gonna go through and make sure that you understand how to communicate this, what your talking points are, what your stories are, what your issues are. We have a little bit of kumbaya in there. By the time you're done, you will have your personalized strategy. Now, could I go off after the strategy drag script scan and just make their strategy for them? Absolutely. But the workshop is designed to create buy-in. And to create co-creation from the people that are going to be leading the strategy. Without that, one, they have ideas that may not have surfaced earlier. And two, they are not going to participate as actively unless they were part of the creation of it. So the whole workshop is designed to have the creation, co-creation happen as well. And then you have your your implementation, you have your things most of the time, well, about half the time, they go with God and they go and merge everything together. Sometimes after that though, they keep us on retainer to continue the communication experience. To can sometimes it's to continu continue auditing at intervals, or oftentimes it is like, okay, that was issue number one. Now here's our five other issues that we're going to tackle in sequence through communication strategy. Joe Abreu - GLOVISOR.com: Now, can you share a client's case study that shows a little bit of the transformation of the work that you've conducted in the past? Aleya Harris: Absolutely. So this is a different scenario. This was a client who I'd worked with in the past in a marketing capacity. And he was had the opportunity to sell his business. And he came to me. He was, I was actually out of town working, right? And he came to me and he he I he said, he sent me a message that said, Aley, I have a have an emergency. And I'm thinking to myself, what the heck am I gonna do for you? Like call nine one. About. But it turns out that he his emergency was the company had that was buying him, had you know done some outside person. They had evaluated or valued his business at five million dollars, which to some people sounds good. To him, it sounded like crap, and to me sounded like crap too, because I knew his business. And he goes, What am I gonna do? Like I don't wanna I wanna sell, but I don't wanna sell for five million dollars. What the heck? And I said, Well, what did you tell them about your business? And he's like, he's very, he's a very, very nice guy, very nice, very smart, but very matter-of-fact. And also has a very hard time tooting his own horn and seeing his own successes, which a lot of entrepreneurs do. So he had told them, like, hey, the company you're buying, like, this is like the basic. And I'm like, that's great. Yeah. What you told them is a five million dollar business, but you that you forgot about the proprietary systems that like your team hand coded. You forgot about the the the success stories. You forgot about this, this, this, this, and you didn't position it in a way that they would understand how they could take what you had and run with it in their business model. And he goes, so when are you gonna write that for me? I said, Give me two weeks. And he said, You've got 48 hours. I was like, great. Joe Abreu - GLOVISOR.com: Mm-hmm. Aleya Harris: And so I created this entire packet, this communication design, where it was for the other team, it was for his lawyers, the other team's lawyers, the company itself, his the sponsor for the company, and working through all of those different elements to touch the head, the heart, and the gut, and then also the various different. communication archetypes. And he sent it. First they were acting shady, then he sent some other stuff that we put together. And in the end, they closed the deal for $51 million because we were able to articulate the difference. Like Communication, it doesn't sometimes even matter what is is there or not there. If you can communicate in a way that people will find value and they're craving what you have, that is the point. That's why, like, yes, we're doing for that was kind of like internal, external communication. My primarily now I'm doing a lot of internal communication, but I bring in my marketing hat because it's still trying to convince people to do something. And that is marketing. So it's just internal. marketing through a more refined lens. So I mean, I will take going from five to fifty one million dollars any day. Any day. Yeah. Joe Abreu - GLOVISOR.com: huge win for sure. Now what is the single most important takeaway that you want our listeners to remember this conversation? Aleya Harris: A single one? Oof, having a single one is so hard. Joe Abreu - GLOVISOR.com: All right, we'll go to two if you need it. If you must. Aleya Harris: Because the first takeaway I want people to understand is if they don't have a structure to what they're saying, they're wasting their breath. You need to not just have something good to say, not just have a good idea. But if you want your five million dollar idea to turn it into a $51 million idea, you can't just try to wordsmith it with grammarly on your Google Docs and hope for the best. You have to have a structure. If you want your keynote to go from zero dollars when nobody's buying it to fifteen, twenty, eighty thousand dollars, you have to have a structure. That was note that note number one. Note number two is being an entrepreneur is hard. I understand, I get it, I am one. However, being an entrepreneur that trades their time for money is The worst. So if you're at a place right now in your business where if you take your fingers away from your keyboard or your computer and that means that you're not making money, I would encourage you to think about a different business model and have it be a business model around intellectual property or a framework or an idea that other people can own and run with. So that you're not just building a job, which could be a lucrative job, right? And I'm not saying that that's a bad way of making money, but if it all rests on you taking that sales call, it's a very precarious position to be in. And I encourage you to look at how you can either build other revenue streams or take your main revenue streams and codify your magic so that you. Have a true shot at not only financial freedom, which is great. Don't get me wrong, I love money. But one thing that I've realized the more and more money I make is that that time freedom is irreplaceable. And people think that financial freedom automatically buys time freedom, and that's not true. You have to build them both intentionally and sometimes separately in order to get what you want. Joe Abreu - GLOVISOR.com: That's factor right there. I'm glad you mentioned two, because we needed that second one as well. Aleya Harris: Thank you. Thank you for the allowance, Joe. Thank you very much. I appreciate you. Joe Abreu - GLOVISOR.com: Now where can people connect with you, find out more about your work, and continue this conversation? Aleya Harris: Absolutely. I'd love for you to schedule a call to speak with me if you're a speaker, wannabe speaker, at aleahharris.com, A-L-E-Y-A-H-A-R-R-I-S dot com. Also, while you're there, you can click on the navigation. I have bunch of free resources and and lovingly stalk me as much as you want to there. if you are a company and you're looking for enterprise level communication design that actually changes behavior and moves the needle, then you can go to evolution collective, evolutioncollective.com. Go ahead and schedule a call with me there. You can also see the outlines and the descriptions for our strategy drag scan and make strategy move. Joe Abreu - GLOVISOR.com: Awesome. Now, Aleya thank you so much for joining us. We really appreciate your time and in the value you've shared today. Aleya Harris: Thank you. Thank you so much for having me, Joe. Joe Abreu - GLOVISOR.com: You're welcome. 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.