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Don't Settle For A Logo Created By Chat GPT Bryce North Unveils A Visible Path Of Success · Arroe Collins Like It's Live

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Speaker 1: The greatest thing about podcasting is getting the opportunity to
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Speaker 1: share multiple conversations with you. Because life isn't about what's
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Speaker 1: A r r oe dot net. Enjoy your exploration. Hello
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Speaker 1: and good morning everybody. How you doing today?
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Speaker 2: Do great?
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Speaker 3: How are you?
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Speaker 1: Absolutely fantastic? Looking forward to sharing a conversation with you, Bryce,
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Speaker 1: because my god, you are speaking a language that many
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Speaker 1: people need to get their hands wrapped around, because this
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Speaker 1: is a leadership in a modern day business world. And amen,
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Speaker 1: I commend you for taking that step.
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Speaker 3: Dude, It's been fun. I'll tell you that, man. I
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Speaker 3: like kind of polarize and slopping people around a bit.
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Speaker 3: I mean with love res orys hate, right, And that's
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Speaker 3: also come of the fun part too.
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Speaker 1: One of the things that we have entered is an
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Speaker 1: age that I never thought in my forty six years
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Speaker 1: at broadcasting that I would see that through chat, GPT
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Speaker 1: or even Jim and I. I'm seeing a lot a
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Speaker 1: lot of different things logos out there that are being
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Speaker 1: created by AI, but the people that are creating it
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Speaker 1: have no idea how to market it. And here comes Bryce.
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Speaker 1: Bryce is going to give us the truth and let
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Speaker 1: us know where we're going right or wrong.
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Speaker 2: Yeah.
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Speaker 3: Man, Honestly, the biggest thing I see it there all
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Speaker 3: the time is that people are fighting behind these logos,
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Speaker 3: And honestly, when people do business with other people, they're
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Speaker 3: acting through a faith of like trust, Right, do I
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Speaker 3: know this person? Are they credible? And I mean everyone
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Speaker 3: claims they can do the best workout there. So we
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Speaker 3: end up choosing the people that we know have faces
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Speaker 3: that have a bit of a story, one that we
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Speaker 3: feel like we can relate with a little bit more
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Speaker 3: so of anything else what everyone else is doing. Go
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Speaker 3: and start posting your story talking about those rough edges,
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Speaker 3: of those moments, those rock bottom moments, and more just
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Speaker 3: about who you are. I mean, people, we always buy
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Speaker 3: better and so for self not products, and we see
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Speaker 3: that through other people.
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Speaker 1: One of the things that I've really put myself into
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Speaker 1: when it comes to developing my energy is the fact
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Speaker 1: that I am convinced myself after all these years, they're
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Speaker 1: not happy to see me, they're happy that I see them.
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Speaker 1: And I changed that entire business plan. And once I
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Speaker 1: started recognizing who it was that I was trying to
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Speaker 1: reach and to help enhance my God, everything changed because
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Speaker 1: it's not about me, it's about them.
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Speaker 3: True. But there's two stances and I got true laws
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Speaker 3: that actually fall into this, like number one and rule
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Speaker 3: number one is you have to build trust, so it's
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Speaker 3: about you, but that never converts. Right, that's your story,
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Speaker 3: who you are, what you've done, your accolade credentials. That's
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Speaker 3: for people to trust you. Then they follow you, sign
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Speaker 3: up for your newsletter and just want to listen to
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Speaker 3: you more. But that doesn't convert. Remember that allows us
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Speaker 3: to operate in a law number two, which people will
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Speaker 3: always buy better versions of themselves. And so your goals
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Speaker 3: to not be to hear going anymore. Your goals to
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Speaker 3: showcase the stories, the moments of transformations of those you've helped.
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Speaker 3: You're the awesome sidekick along the way that people see
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Speaker 3: the transformations from other people. That's when like you just said,
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Speaker 3: people understand that you are showcasing how you're helping other
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Speaker 3: people that you actually care about their story. But that
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Speaker 3: comes with them relating with other people and seeing their transformation.
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Speaker 1: Let's talk about that word trust, because trust means truth.
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Speaker 1: I've been at many of these major corporations where they
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Speaker 1: looked at me and said, do not tell them the truth,
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Speaker 1: like you're telling them this is about let them fantasize,
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Speaker 1: let them dream. And in my heart, I'm the one
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Speaker 1: that's producing these commercials, I'm going, you're wasting your money,
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Speaker 1: ain't gonna work, ain't gonna work. What's better when it
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Speaker 1: comes to that trust, when I'm being truthful or when
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Speaker 1: I'm following the business plan.
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Speaker 3: I think it kind of comes down to exactly the
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Speaker 3: good working went. But I mean, I've been in those
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Speaker 3: situations as well too. I mean, and it always comes
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Speaker 3: on to sales. It's like, your goal is not to
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Speaker 3: pitch solutions to them, it's to finished hypotheticals and what
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Speaker 3: if love to come to exactly what's gonna work with them,
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Speaker 3: and then you can offer solution. But I mean, honestly,
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Speaker 3: I've turned down a lot of clients and people that
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Speaker 3: I think that are just the wrong practice or the
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Speaker 3: wrong ways to go in business. And that's how we operate.
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Speaker 3: I mean, that's how we smash our goals just because
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Speaker 3: we know what worked the people were actually performing with,
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Speaker 3: but a lot of agencies and a lot of other
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Speaker 3: people sometimes they have to here to. So I mean
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Speaker 3: the golden rule from here is, you know, let them
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Speaker 3: paint their own picture and then showcase how you can
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Speaker 3: kind of fill in those.
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Speaker 1: Downs, having that face to face time in developing that relationship,
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Speaker 1: because I always try to get people to understand that
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Speaker 1: you can come in here ten minutes from now and
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Speaker 1: we can build something. But I'm going to build a greater,
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Speaker 1: stronger commercial for you if you give me two or
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Speaker 1: three years, five years, ten years, I'm going to know
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Speaker 1: who you are and what your business is about. Which
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Speaker 1: is the reason why I always ask the sales rep.
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Speaker 1: I would say what color of car do they drive?
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Speaker 1: Because the color of that car is what helps me
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Speaker 1: create on my side and what I can get away
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Speaker 1: with and what I can't.
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Speaker 3: You know, what people are so bad at showing the
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Speaker 3: personalities and who they are, and a lot of times
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Speaker 3: what we read online is a different reception of who
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Speaker 3: they actually are, and you're right about that. I mean,
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Speaker 3: we put this business facide out there we want people
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Speaker 3: to see, but perception of what we think we are
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Speaker 3: aligned to actually what is online is completely different from
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Speaker 3: our perspective. And so you know our goal is to
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Speaker 3: kind of fill that gap. But what you're saying as
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Speaker 3: well too, when it comes down to knowing somebody, you
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Speaker 3: need conversations, You need like vulnerability moments and actually get
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Speaker 3: to understand and know them, because like that's when you
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Speaker 3: understand how they pick, how they move. That's the personality
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Speaker 3: that either you have to like replicate and build or
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Speaker 3: shift that perceptional line of how they want to be perceived.
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Speaker 3: It all starts in those moments.
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Speaker 1: Do you ever sit back, Bryce and wonder how did
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Speaker 1: Amazon even win without face to face time? How are
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Speaker 1: they getting billions of our dollars? And I have never
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Speaker 1: spoken to anybody from Amazon about buying.
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Speaker 3: Timing. I think everything in life and everything business lot timing.
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Speaker 3: I mean they came on in time a world where
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Speaker 3: trust wasn't a huge currency. I mean now that people
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Speaker 3: can pumple content, not everything's baked and everyone's going to
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Speaker 3: be an expert, we trust less. So Amazon's timing. They
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Speaker 3: came out with, you know, an era when you know
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Speaker 3: people needed this, when there was not a lot of
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Speaker 3: other competition with it, and it's the only thing for
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Speaker 3: us to kind of choose from, and they shape that
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Speaker 3: for us and they created that trust over time brands
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Speaker 3: Like brands can't stand on their own two legs anymore,
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Speaker 3: or they'll be attached to an identity. Once they're attaches identity,
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Speaker 3: we can slowly then separate them and have them have
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Speaker 3: their own corporate unique construction identity. From there, that's today's
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Speaker 3: world previously not so Yeah, you're right, but I mean
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Speaker 3: AI ai slop, all this stuff, all this jarg in
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Speaker 3: the marketplace is kind of rounded for trusting companies, but
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Speaker 3: also need it's so much better if you can kind
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Speaker 3: of shine a little bit personality.
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Speaker 1: Well, man, you've got to be a superhero for Marvel
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Speaker 1: or DC. And the reason why is because you've got
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Speaker 1: to be facing these companies that just got Johnny who
6:31
Speaker 1: was over to trade school learning about broadcasting, and that's
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Speaker 1: who you have to talk to in making sure that
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Speaker 1: you can take this business to the next level. And
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Speaker 1: it's like, ah, Johnny two Muth's experience, that's not enough.
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Speaker 2: But is it enough?
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Speaker 1: Because Johnny has lived his life out here on the
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Speaker 1: real streets, you.
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Speaker 3: Deal with people all the time who think they know better.
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Speaker 3: I mean everyone's threatening the position in their jobs. And
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Speaker 3: so whether a season market who's been there for twenty years,
6:56
Speaker 3: if someone's been there for two months, it's the same
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Speaker 3: story there. They see you as a threat. Every time
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Speaker 3: you come in as an help, whether their CEO of
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Speaker 3: the marketing team brings an external help, you are a threat.
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Speaker 3: So no longer is a conversation about how to fix
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Speaker 3: our business. The conversations about how do I make you,
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Speaker 3: mister or miss this person in this marketing or operational
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Speaker 3: space look like a damn hero. And so that's where
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Speaker 3: it kind of comes from. So I think it's just
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Speaker 3: a different conversation, different structuring.
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Speaker 1: What is the best goal these days? Is it to
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Speaker 1: find that victory or to develop a foundation that you
7:27
Speaker 1: can have future fruit on, like to create your own
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Speaker 1: vind because I'm all about building rather than oh let
7:33
Speaker 1: me just hoore this thing out.
7:35
Speaker 3: What do you want to do is a question? And
7:37
Speaker 3: so in terms of are you wanting to launch multiple
7:40
Speaker 3: products in ow multible businesses, then you need to actually
7:43
Speaker 3: just set have your own mind, because why that matters
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Speaker 3: is that you are supposed to be the leader, the leader,
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Speaker 3: the guru in the space, one who dictates where the
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Speaker 3: market is going. And from there you talk about problems
7:52
Speaker 3: and industry movements. Now, every single product you have is
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Speaker 3: a solution to those problems, whether that's an app, a
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Speaker 3: staff and agency, or book, whatever that is. These a
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Speaker 3: our revenue drivers, different products in different businesses to offer
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Speaker 3: to those solutions. So if your goal is a serial
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Speaker 3: entrepreneur tip of growth, then absolutely you need, like I
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Speaker 3: said earlier, to create a brand about yourself that has
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Speaker 3: some sort of credibility. So then another brand associated with
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Speaker 3: it that automatically gets that credibility until it grows, until
8:18
Speaker 3: its own brand is down its own two legs. I think,
8:20
Speaker 3: soak everything just into one corporation and.
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Speaker 1: You say to put your mugshot on there, and it's
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Speaker 1: like we all have gotten to this thing where we've
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Speaker 1: been so selfied to death, and it's like I don't
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Speaker 1: want my picture on there, But how do I expect
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Speaker 1: That's like even as a mobile DJ, I'll go I'll
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Speaker 1: go into a meeting going they have no idea what
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Speaker 1: I look like? What the hell I need to build this. Say,
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Speaker 1: I can't be the only one you go into a
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Speaker 1: home depot. Who am I getting anybody? I don't want anybody.
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Speaker 1: I want John. John's the one that I saw in
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Speaker 1: the marketing.
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Speaker 3: Yeah, I mean my life is cold email. I mean
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Speaker 3: I'm not God that sends you cold email. But you're
8:52
Speaker 3: also going to be the type of person that's going
8:53
Speaker 3: to open that and say, damn, this is good. But
8:55
Speaker 3: you know what's going to happen after that. You're going
8:57
Speaker 3: to google me, and you're going to google anyone that
8:59
Speaker 3: actually wants to do business with you. And if you
9:01
Speaker 3: are not there or look at least human or at
9:03
Speaker 3: least personal and credible, they're not going to talk with you. So, yeah,
9:07
Speaker 3: you're actually putting your advice, in your trust into somebody
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Speaker 3: to help problem, help with a problem or solution. Man,
9:12
Speaker 3: you better, you better build that personality. You better build
9:15
Speaker 3: that relationship before you even meet them, because they're going
9:17
Speaker 3: to be digging on you and having perception of who
9:20
Speaker 3: you are even before they start that call.
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Speaker 1: Please don't move. Bryce North is coming back. Hey, thanks
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Speaker 1: for coming back to the conversation. Let's get into it.
9:30
Speaker 1: Let's talk about pr Let's talk about getting your word
9:32
Speaker 1: out there about your business and your personal life. Bryce
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Speaker 1: North is our guest, my gud in heaven. You need
9:38
Speaker 1: to have a big article written about you on LinkedIn,
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Speaker 1: because this is exactly what's missing from what should be
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Speaker 1: appearing on those pages in the way of developing that
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Speaker 1: relationship as well as developing that image, because everybody is
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Speaker 1: hitting that that, oh, I'm going to get myself a
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Speaker 1: free logo, and then they follow their own rules, but
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Speaker 1: they don't have someone like yourself saying I understand your idea,
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Speaker 1: I trust your idea, but let's take it to the
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Speaker 1: next level because through your experience, Bryce, you can lead
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Speaker 1: them to better waters.
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Speaker 3: And that's the whole goal with it. I mean, I
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Speaker 3: guess I've learned over the many years of doing this
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Speaker 3: that people just want you to care just as much
10:15
Speaker 3: about their problems as they do. And so if you
10:18
Speaker 3: have the history and the accolades of doing this before
10:21
Speaker 3: with not just for clients but for yourself, I mean,
10:25
Speaker 3: you have the battle looms for this. And I think
10:26
Speaker 3: people are looking for those that are callous and callous
10:29
Speaker 3: in terms of experience or failures and all of that,
10:31
Speaker 3: because we don't want to come from a space for winning.
10:33
Speaker 3: We want to come from a space that we understand
10:35
Speaker 3: how not they'll lose again. And I think that shows
10:37
Speaker 3: in terms of our story, and that show them in
10:39
Speaker 3: terms of our work.
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Speaker 1: So are you seeing the same thing I am in
10:42
Speaker 1: the way that when it comes to creating that business relationship,
10:46
Speaker 1: I'm seeing more people ask that question, what's your website?
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Speaker 1: Which is really odd because ten years ago they would
10:51
Speaker 1: look at you and they would roll their ice in.
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Speaker 2: Everybody's got a website, blah blah, blah blah blah.
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Speaker 1: But now it seems to be going back to being
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Speaker 1: one of the most important tools to have in your bell.
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Speaker 3: Same thing with actual physical mail. It's such a hidden
11:04
Speaker 3: secret right now. But yeah, you know what people are
11:07
Speaker 3: looking for. People are looking for folks, And so when
11:09
Speaker 3: we go to websites, we're looking for professionalism. We're looking
11:12
Speaker 3: for spelling airs, we're looking for not case that is
11:15
Speaker 3: those are all made up, but we're actually looking for
11:18
Speaker 3: media accolades or other people even really genuine testimonials and reviews.
11:23
Speaker 3: And so when we work in terms of presentation and
11:28
Speaker 3: perception online, it's how do we not look too polished,
11:30
Speaker 3: but polish enough that we don't look bake. And I
11:33
Speaker 3: think people are so used to sniffing up spammers and
11:35
Speaker 3: those that are making errors online, you know, those scan
11:37
Speaker 3: emails that we're actually looking for someone to slip up.
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Speaker 1: See what I love about you, Bryce is that this
11:43
Speaker 1: goes along with a saying that I have said for
11:44
Speaker 1: all these years since becoming a production director for iHeartRadio,
11:47
Speaker 1: and that is is that I totally believe that those
11:50
Speaker 1: in a creative department, in the marketing department are more
11:53
Speaker 1: powerful than a Southern preacher because you have the ability
11:56
Speaker 1: to change people's lives physically. And it's like, why wouldn't
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Speaker 1: I trust Bryce? I do trust Bryce. Let's build up
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Speaker 1: that relationship.
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Speaker 3: Yeah, And I think I think we need to understand
12:08
Speaker 3: how to measure that trust because someone can come in,
12:10
Speaker 3: you know, fully swinging and promise the world, but a
12:13
Speaker 3: lot of people won't put guarantees or won't put any
12:16
Speaker 3: sort of flawbacks on that. And I think that's important
12:18
Speaker 3: that whether it's near somebody else, you need to find
12:20
Speaker 3: some to work with that are willing to put kind
12:22
Speaker 3: of skin in the game, or at least have some
12:23
Speaker 3: sort of guarantee that you know things aren't working out
12:26
Speaker 3: you're not logged it locked into some long term contracts.
12:28
Speaker 3: So yeah, there are good marketers out there, but there
12:31
Speaker 3: are bad ones too. And I think you know the
12:33
Speaker 3: agency rules a big black box. Sometimes we give them
12:35
Speaker 3: a bunch of money and we know what people are
12:36
Speaker 3: doing with it. So it comes down to your performance.
12:39
Speaker 3: But like we said the whole time, it's called trust
12:41
Speaker 3: is the major thing you got to be building.
12:42
Speaker 1: Well, I can't imagine what you go through on a
12:44
Speaker 1: daily basis, because highway billboard signs are what ten or
12:47
Speaker 1: fifteen seconds. If you're barely on social media, it's like
12:49
Speaker 1: bye back, and that that whatever you're doing or whatever
12:52
Speaker 1: you paid for is gone that quickly. And now they're
12:54
Speaker 1: coming back to you knocking on your door, Brice saying.
12:57
Speaker 2: What's going on? Man? You said?
12:58
Speaker 3: You said, yeah, And you have to understand your platform.
13:03
Speaker 3: And a lot of people are really great at content.
13:05
Speaker 3: Understand that when they put out content, a lot of
13:08
Speaker 3: him leads them coming, but it's allowing them to utilize
13:10
Speaker 3: it for dming people. And so when I do in
13:13
Speaker 3: the PR world and what I do in terms of
13:15
Speaker 3: like production broadcast here is how do it make you
13:17
Speaker 3: so visible in terms of where your clients are asking
13:20
Speaker 3: AI or googling you, because I understand our platform comes
13:23
Speaker 3: down to a lot more of like the credibility to
13:26
Speaker 3: sales side jumping on having feats to face conversations. We
13:29
Speaker 3: want to clone people in terms of their personality online,
13:32
Speaker 3: so there are people are pre sold before they have
13:33
Speaker 3: a conversation, and that has to be done the right
13:35
Speaker 3: way in terms of catching the right audience and understanding
13:38
Speaker 3: your platform.
13:38
Speaker 1: And the right way is your focus on the little
13:40
Speaker 1: guy as well, because I mean I was sitting in
13:42
Speaker 1: the studio with three or two mini in a truck
13:45
Speaker 1: and he goes, look, if this advertising does not work
13:48
Speaker 1: for me, I'm gonna have to fire somebody. And that
13:51
Speaker 1: has never left my soul because now he had transferred
13:55
Speaker 1: that energy into my creativity and all of a sudden,
13:58
Speaker 1: that relationship started right there and there. This was about
14:02
Speaker 1: saving a person's job, not necessarily reaching out there to
14:04
Speaker 1: score millions of dollars. I wanted to save someone's job.
14:09
Speaker 3: When we're talking about hill Mary movements here and also
14:12
Speaker 3: times the people are coming and expecting you and putting
14:14
Speaker 3: all the weight in your shoulders that that one campaign
14:17
Speaker 3: is one movement to like it's going to save their company.
14:20
Speaker 3: It's the honest like it won't, and it usually doesn't.
14:24
Speaker 3: There are lucky moments, but that's the honest. Is that
14:26
Speaker 3: when we are doing any form of marketing, whether it's
14:28
Speaker 3: broadcasting or pr with you know, what I'm doing here
14:31
Speaker 3: is that we need to integrate and play with what
14:32
Speaker 3: everything else is doing and amplify everything else. We need
14:35
Speaker 3: to be working together. There's not one sole movement in
14:38
Speaker 3: marketing that's going to actually fix everything. It's a unified approach.
14:41
Speaker 3: And so we love the little guys. We love them
14:43
Speaker 3: because they're scrappy, they were trying you know a few
14:46
Speaker 3: different things that we can kind of work together. A
14:48
Speaker 3: lot of times when we do work with enterprise. It's
14:50
Speaker 3: a big movement is that this is siloed. Your job
14:53
Speaker 3: is to outperform, improve that this form work better than
14:55
Speaker 3: this form, and that usually crashes and fails. I think
14:58
Speaker 3: the biggest movement is understanding how do you properly intertwine
15:01
Speaker 3: everything that everything's doing and amplify every moment and every momentum.
15:05
Speaker 1: God, I love those meetings. I love going into those
15:07
Speaker 1: meetings with a blank sheet of paper with everything that
15:10
Speaker 1: you just said and all of a sudden you walk
15:11
Speaker 1: out of there going I had no clue until we
15:14
Speaker 1: met face to face. Which is your language?
15:17
Speaker 2: Bryce?
15:19
Speaker 3: Yeah, Yeah, I think people tick differently when we get
15:22
Speaker 3: to see when you put them in a room. Right,
15:24
Speaker 3: everyone's looking tough, always trying to look tough. But if
15:27
Speaker 3: you can find ways in that, and I can tell
15:28
Speaker 3: you're really good at this too. But if you can
15:30
Speaker 3: find ways to break down that ego and I actually
15:33
Speaker 3: get to know them and get them to steal a
15:34
Speaker 3: little more what the real problems are, that's when we
15:37
Speaker 3: can find great solutions.
15:38
Speaker 2: What is your go to? I'll sit there and I'll say,
15:40
Speaker 2: how's your dog?
15:41
Speaker 3: Oh?
15:41
Speaker 2: I don't have a dog, I have a cat. That's
15:43
Speaker 2: what I meant. You knew that.
15:44
Speaker 1: I was just seeing if you were listening, what do
15:46
Speaker 1: you do to get you get people to kind of
15:47
Speaker 1: break that mold?
15:48
Speaker 2: If I am the boss, I've got the money.
15:52
Speaker 3: Two ways. I m always ask them what they have
15:54
Speaker 3: for breakfast. I find that such an interesting conversation always
15:58
Speaker 3: because those that skip right fists are always too busy
16:02
Speaker 3: as kids or in some sort of you know, I'm
16:05
Speaker 3: more more important than this, and so you can actually
16:07
Speaker 3: find out exactly what is important for them and go
16:09
Speaker 3: into hobbies and more stuff. Those that doey breakfast, I
16:12
Speaker 3: find a little more health oriented, our early really early
16:15
Speaker 3: risers and those that a little more calm so you
16:18
Speaker 3: can kind of get more into more personal life and stuff.
16:21
Speaker 3: So it goes both ways, but it all starts with
16:24
Speaker 3: that one question.
16:25
Speaker 2: How can people reach out to you? Bryce?
16:27
Speaker 1: Because I know that we're in this global world right
16:29
Speaker 1: now and it's not necessarily all about localism. But my god,
16:32
Speaker 1: you are in touch with everybody. I can feel it
16:35
Speaker 1: in everything that you're sharing.
16:39
Speaker 3: I love conversations, man, like if anyone really just wants
16:42
Speaker 3: to chat, whether they want PR or not. I mean,
16:44
Speaker 3: my network's pretty vast, like it tends to surprise people,
16:47
Speaker 3: so I always point people in the right direction. But
16:49
Speaker 3: I've got a couple of ways. My website don't be
16:52
Speaker 3: a little pitched dot com that's what the p You
16:54
Speaker 3: can go and reach out to me on there and
16:57
Speaker 3: just kind of book a call or like right under
16:59
Speaker 3: our head er, there's a right hand side the area
17:01
Speaker 3: that's that's called our media Authority score. You actually can
17:04
Speaker 3: see how you are representing the line, how people think
17:07
Speaker 3: about you. Free go check it out. Try it out. Shoot,
17:09
Speaker 3: you're thinking if you want to chat after that, Ian
17:10
Speaker 3: Hunter Richmond.
17:11
Speaker 1: You got to come back to this show anytime in
17:13
Speaker 1: the future. I love where you're heartiest. I just love
17:15
Speaker 1: where you're going because, like I said in the very beginning,
17:18
Speaker 1: there are a lot of businesses out here that are
17:20
Speaker 1: spending millions of dollars or even or even three thousand dollars.
17:23
Speaker 1: They don't have on trying to get the word out there,
17:26
Speaker 1: and they don't have a Brice, and they need a Brice.
17:31
Speaker 3: Well, I would love to come back first. I love
17:33
Speaker 3: your energy. It's pretty good, Jatus, but honestly, authentic conversations
17:37
Speaker 3: and people who know what they're doing is for your
17:39
Speaker 3: heart these days. And so I'm not claiming to be
17:40
Speaker 3: the best in the world, but man like I promise
17:42
Speaker 3: you that you know we and I do care, and
17:45
Speaker 3: that comes out in every single moment, in every single conversation.
17:48
Speaker 2: I love it. Dude. You have a brilliant day today.
17:51
Speaker 3: Okay you too. Thank you so much for the time
17:54
Speaker 3: you bet.
17:55
Speaker 2: Thank you