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How to Request More Reviews for Your Law Firm · Sharp Strategies Sweet Success

• 0:01
  SPEAKER_00: So today I am going to talk about an important topic and I feel really inspired.
• 0:07
  SPEAKER_00: I just got out of a meeting with one of my clients and the topic
• 0:13
  SPEAKER_00: of requesting reviews came up and a lot of law firms and really small businesses
• 0:18
  SPEAKER_00: in general struggle with this part,
• 0:22
  SPEAKER_00: which is requesting reviews and successfully getting those reviews.
• 0:26
  SPEAKER_00: And there are a lot of SaaS tools on the market That helped to fill this gap
• 0:31
  SPEAKER_00: of requesting the review.
• 0:33
  SPEAKER_00: And so programs like Hona,
• 0:38
  SPEAKER_00: K-Status,
• 0:39
  SPEAKER_00: BirdEye,
• 0:40
  SPEAKER_00: many others will connect with the tools that you're already using to some degree
• 0:45
  SPEAKER_00: and automate outbound requests to clients or people who have interacted
• 0:51
  SPEAKER_00: with your business and kind of take the sting out of requesting reviews, right?
• 0:59
  SPEAKER_00: Automated SMS email review requests are far,
• 1:04
  SPEAKER_00: far less effective than in-person requests for reviews.
• 1:10
  SPEAKER_00: And I don't think there'll ever be a timeline where
• 1:13
  SPEAKER_00: a person-to-person review request is less effective than an automated request
• 1:18
  SPEAKER_00: because it's just how humans interact and respond to one another.
• 1:23
  SPEAKER_00: And there are a lot of persuasion principles that go into...
• 1:27
  SPEAKER_00: Requesting and actually successfully receiving a review.
• 1:31
  SPEAKER_00: And the first one being like the liking principle, like somebody has to like you.
• 1:37
  SPEAKER_00: And so I commonly tell businesses,
• 1:41
  SPEAKER_00: law firms I work with,
• 1:43
  SPEAKER_00: that the best time to ask for a review is at peak happiness with your business
• 1:48
  SPEAKER_00: and your law firm.
• 1:49
  SPEAKER_00: And so that's going to be for a personal injury firm shortly after somebody signs
• 1:55
  SPEAKER_00: a fee agreement because they're so relieved
• 1:57
  SPEAKER_00: that they have somebody handling their case.
• 1:59
  SPEAKER_00: Right.
• 2:00
  SPEAKER_00: And so that's usually a good time to say, hey, thanks so much.
• 2:03
  SPEAKER_00: We're so happy to be working with you.
• 2:05
  SPEAKER_00: You know, would you mind going to Google and leaving us a review?
• 2:09
  SPEAKER_00: That's a good time to make the request.
• 2:12
  SPEAKER_00: And then usually for motor vehicle,
• 2:15
  SPEAKER_00: car accident firms,
• 2:17
  SPEAKER_00: the next best time to request their review is at the end of the case.
• 2:22
  SPEAKER_00: And that might be the point between the case is settled and
• 2:27
  SPEAKER_00: an agreement has been reached or a number has been reached and
• 2:31
  SPEAKER_00: the client actually having received the check.
• 2:34
  SPEAKER_00: And this works in car accident firms,
• 2:37
  SPEAKER_00: you know,
• 2:37
  SPEAKER_00: that in between point,
• 2:39
  SPEAKER_00: because commonly people kind of check out at the end of their case,
• 2:43
  SPEAKER_00: you know,
• 2:43
  SPEAKER_00: they have their money,
• 2:45
  SPEAKER_00: they're probably still really happy with your firm,
• 2:47
  SPEAKER_00: but they got the outcome they wanted.
• 2:49
  SPEAKER_00: And so They don't necessarily feel obligated,
• 2:53
  SPEAKER_00: but if you catch them in that point between the case is settled
• 2:57
  SPEAKER_00: and they've actually received the check,
• 2:58
  SPEAKER_00: you catch them in that in-between point,
• 3:00
  SPEAKER_00: they still feel a certain level of obligation to the firm
• 3:03
  SPEAKER_00: because you're still working with them, you're still helping with them.
• 3:06
  SPEAKER_00: So kind of an interesting psychological point to request a review.
• 3:11
  SPEAKER_00: Now, that might not be the case.
• 3:12
  SPEAKER_00: I was just talking with a firm that primarily handles Social Security Disability cases.
• 3:17
  SPEAKER_00: And they don't have any control over when the client receives a settlement check.
• 3:21
  SPEAKER_00: And so what they're often doing is asking for a review as soon as
• 3:26
  SPEAKER_00: the client receives the funds, the funds for the Social Security Disability claim.
• 3:32
  SPEAKER_00: And what I said to them is like, hey,
• 3:34
  SPEAKER_00: that's perfect because,
• 3:36
  SPEAKER_00: you know,
• 3:36
  SPEAKER_00: we're still asking for a review at the point of peak happiness,
• 3:40
  SPEAKER_00: which is what we're looking for, which is what we're going for.
• 3:46
  SPEAKER_00: Those are good points to automate that review request.
• 3:49
  SPEAKER_00: But again, automation is largely less effective than in-person requests.
• 3:55
  SPEAKER_00: When you're asking somebody to their face to leave a review,
• 4:00
  SPEAKER_00: they've made like a very personal connection with you.
• 4:03
  SPEAKER_00: And they, my dog just burst into my office and they want something.
• 4:07
  SPEAKER_00: This one probably wants to be fed.
• 4:10
  SPEAKER_00: And I lost track of my thoughts.
• 4:13
  SPEAKER_00: Blame the dogs.
• 4:16
  SPEAKER_00: The person-to-person request.
• 4:18
  SPEAKER_00: So they're committed.
• 4:20
  SPEAKER_00: They're more committed than somebody who's received a text message from
• 4:24
  SPEAKER_00: a phone number they haven't saved, or they see an email in their promotions inbox.
• 4:30
  SPEAKER_00: The more potent request is obviously the person-to-person request.
• 4:35
  SPEAKER_00: So the issue with this,
• 4:37
  SPEAKER_00: if you've worked at a law firm or you know something about law firm operations,
• 4:41
  SPEAKER_00: is at a certain scale,
• 4:43
  SPEAKER_00: the law firm owner Isn't the one who's talking to the clients more often.
• 4:49
  SPEAKER_00: If it's a new client,
• 4:50
  SPEAKER_00: it's somebody who's talked to the intake team or one of the other attorneys working
• 4:55
  SPEAKER_00: at the firm or the case managers, they may not have even talked to an attorney yet.
• 5:00
  SPEAKER_00: And so usually it's the owner who's naturally good at requesting reviews.
• 5:06
  SPEAKER_00: Even if they're not naturally good at it,
• 5:08
  SPEAKER_00: they're certainly the most motivated to receive the newest reviews.
• 5:12
  SPEAKER_00: And so time and time again at Every business I've worked at,
• 5:16
  SPEAKER_00: the law firm owner is the most effective at acquiring new reviews or
• 5:20
  SPEAKER_00: the business owner, right?
• 5:22
  SPEAKER_00: Now,
• 5:24
  SPEAKER_00: so when you scale and the responsibility to handle a client diffuses among
• 5:30
  SPEAKER_00: the operations team,
• 5:31
  SPEAKER_00: it becomes important to train your case managers,
• 5:35
  SPEAKER_00: your intake team, your other attorneys, how to successfully ask for reviews.
• 5:41
  SPEAKER_00: And where I start here is usually with that person's psychology.
• 5:46
  SPEAKER_00: And when I say that person, I mean that internal team member psychology.
• 5:50
  SPEAKER_00: Because if we're talking about somebody who's not in sales,
• 5:55
  SPEAKER_00: doesn't have experience in sales,
• 5:57
  SPEAKER_00: maybe has limited experience in marketing,
• 6:00
  SPEAKER_00: psychologically, there are a bunch of hurdles that they have to overcome.
• 6:04
  SPEAKER_00: One, they have to feel okay with asking for a review.
• 6:07
  SPEAKER_00: And that's not...
• 6:09
  SPEAKER_00: Intuitively natural,
• 6:10
  SPEAKER_00: as you would hope if you're a business owner,
• 6:13
  SPEAKER_00: not every employee is super enthusiastic about getting new reviews.
• 6:18
  SPEAKER_00: And they expend a little social credit in the process.
• 6:21
  SPEAKER_00: And it's something I think intuitively us as humans being social creatures are aware of.
• 6:27
  SPEAKER_00: And so they like one have to feel psychologically like okay with doing it and okay
• 6:34
  SPEAKER_00: with asking somebody to somebody they don't know,
• 6:37
  SPEAKER_00: somebody that They have little information about,
• 6:40
  SPEAKER_00: they have to ask that person to leave a review.
• 6:43
  SPEAKER_00: And so you have to start there with the person.
• 6:46
  SPEAKER_00: And you have to let people know some things that they probably already know,
• 6:50
  SPEAKER_00: which is reviews are an important part of how the business gets new business.
• 6:56
  SPEAKER_00: And so if they care about their jobs,
• 6:58
  SPEAKER_00: and I don't mean to put their jobs on the line,
• 7:00
  SPEAKER_00: but they care about keeping their jobs.
• 7:02
  SPEAKER_00: They have a financial investment in making sure the law firm gets as many reviews as possible.
• 7:09
  SPEAKER_00: And your team might not be aware of how competitive personal injury marketing really is.
• 7:14
  SPEAKER_00: The law firm I was just talking to,
• 7:17
  SPEAKER_00: they're in a rural marketplace and they're able to grow and get more cases
• 7:23
  SPEAKER_00: with around 100 reviews.
• 7:26
  SPEAKER_00: But there are some law firms and more competitive marketplaces where you have
• 7:30
  SPEAKER_00: to have like 500 before you show up in the top three of Google business.
• 7:36
  SPEAKER_00: And so, you know,
• 7:37
  SPEAKER_00: the difference between a law firm having a handful acquired over many years
• 7:41
  SPEAKER_00: and months at the owner's discretion and a law firm that gets a steady supply
• 7:46
  SPEAKER_00: of these reviews is buy in from the internal team that this is an important metric.
• 7:51
  SPEAKER_00: This is an important part of my job and keeping the firm growing and alive.
• 7:57
  SPEAKER_00: And also, it's not just marketing's job.
• 8:01
  SPEAKER_00: So that's kind of another psychological hurdle.
• 8:04
  SPEAKER_00: People within a business, they tend to put roles into buckets.
• 8:08
  SPEAKER_00: You know,
• 8:09
  SPEAKER_00: this is marketing,
• 8:10
  SPEAKER_00: this is sales,
• 8:10
  SPEAKER_00: this is operations,
• 8:12
  SPEAKER_00: this is the legal team, these are, you know, And we segment responsibilities.
• 8:18
  SPEAKER_00: And as an employee, it makes sense.
• 8:19
  SPEAKER_00: You're hired for a job description,
• 8:21
  SPEAKER_00: you know, to a job description, you work that job description.
• 8:25
  SPEAKER_00: Most people don't step into a business and assume expansive responsibility
• 8:29
  SPEAKER_00: over metrics and all the internal operations, right?
• 8:32
  SPEAKER_00: So let's be realistic.
• 8:34
  SPEAKER_00: And, you know,
• 8:35
  SPEAKER_00: these most employees put,
• 8:38
  SPEAKER_00: you know,
• 8:38
  SPEAKER_00: their roles into these buckets and really try not to stray from those buckets.
• 8:44
  SPEAKER_00: And so For a lot of people,
• 8:46
  SPEAKER_00: and I experienced this in a different way,
• 8:48
  SPEAKER_00: one of my law firms,
• 8:50
  SPEAKER_00: we were talking about a client appreciation dinner,
• 8:53
  SPEAKER_00: and they asked the question, like, well,
• 8:54
  SPEAKER_00: isn't this,
• 8:54
  SPEAKER_00: this isn't marketing,
• 8:55
  SPEAKER_00: this is customer service, why are you talking to me about this?
• 8:58
  SPEAKER_00: And it's like, well, it's all marketing, that's how we get more word of mouth referrals, right?
• 9:03
  SPEAKER_00: And so it's all interconnected.
• 9:06
  SPEAKER_00: And so your team has to understand that marketing can't solely be responsible
• 9:11
  SPEAKER_00: for getting reviews.
• 9:12
  SPEAKER_00: And when you think about A marketer working at a law firm or even a collection
• 9:17
  SPEAKER_00: of marketers,
• 9:19
  SPEAKER_00: they're usually not interfacing with clients and potential clients in the way that
• 9:25
  SPEAKER_00: the intake team and operations are.
• 9:27
  SPEAKER_00: So they literally can't make these person to person requests.
• 9:31
  SPEAKER_00: They're having to do automated requests or they're having
• 9:35
  SPEAKER_00: to get more reviews essentially by proxy through the internal team.
• 9:41
  SPEAKER_00: Talk to your teams about this.
• 9:43
  SPEAKER_00: Coach them about this.
• 9:45
  SPEAKER_00: Let them know reviews are the responsibility of everyone and particularly
• 9:50
  SPEAKER_00: the people working with clients because this is customer service
• 9:54
  SPEAKER_00: and this is marketing.
• 9:56
  SPEAKER_00: And so review acquisition is part of that.
• 9:58
  SPEAKER_00: And then marketing team doesn't interface directly with clients.
• 10:02
  SPEAKER_00: And if you're like most law firms and your only marketing team are your SEO vendors,
• 10:08
  SPEAKER_00: They can't help you get more reviews either.
• 10:10
  SPEAKER_00: They can help you make it easier by introducing you to the SaaS tools,
• 10:15
  SPEAKER_00: setting up some automations.
• 10:17
  SPEAKER_00: But the only people who can truly get reviews for a law firm are the people who work
• 10:22
  SPEAKER_00: with the clients.
• 10:23
  SPEAKER_00: And that's a fact.
• 10:24
  SPEAKER_00: So I hope we've gotten over some psychological hurdles.
• 10:29
  SPEAKER_00: You've convinced your team.
• 10:31
  SPEAKER_00: They need to ask.
• 10:32
  SPEAKER_00: It's not awkward.
• 10:33
  SPEAKER_00: They need to ask at moments of peak happiness.
• 10:36
  SPEAKER_00: And it's their responsibility.
• 10:38
  SPEAKER_00: Let's talk about actually how to frame the ask.
• 10:41
  SPEAKER_00: And for me, this is the part that people overcomplicate.
• 10:45
  SPEAKER_00: And I'll tell like a quick story, just one quick story.
• 10:48
  SPEAKER_00: I won't talk too long, I promise.
• 10:50
  SPEAKER_00: I recently had somebody come by and power wash my siding.
• 10:55
  SPEAKER_00: I had mildew on some of the sides of my house.
• 10:57
  SPEAKER_00: They came by.
• 10:58
  SPEAKER_00: And I found them in Google.
• 11:00
  SPEAKER_00: And I found them in Google Business.
• 11:01
  SPEAKER_00: They had the most reviews.
• 11:03
  SPEAKER_00: But it was actually a very small company, like a small business like myself.
• 11:09
  SPEAKER_00: He probably had three or four team members, I think what he was telling me.
• 11:13
  SPEAKER_00: They came and did the job.
• 11:15
  SPEAKER_00: And the owner,
• 11:16
  SPEAKER_00: I assume,
• 11:16
  SPEAKER_00: the way he was presenting himself,
• 11:18
  SPEAKER_00: comes up to me,
• 11:20
  SPEAKER_00: pay my invoice,
• 11:21
  SPEAKER_00: and he says,
• 11:21
  SPEAKER_00: hey, My business thrives because of Google and the reviews I have on Google.
• 11:28
  SPEAKER_00: And it's because I work with great people like you who go there and support me.
• 11:32
  SPEAKER_00: And I could use your support.
• 11:35
  SPEAKER_00: Will you please visit this QR code?
• 11:37
  SPEAKER_00: And he handed me a little flyer and said,
• 11:40
  SPEAKER_00: like, click on this with your phone and you can leave me a review.
• 11:43
  SPEAKER_00: And it happened just like that.
• 11:45
  SPEAKER_00: I, you know, scan the image.
• 11:47
  SPEAKER_00: It opened up Google.
• 11:49
  SPEAKER_00: I didn't leave the review right there, but I had it open on my phone.
• 11:53
  SPEAKER_00: And left a review for him later.
• 11:56
  SPEAKER_00: He was appreciative.
• 11:57
  SPEAKER_00: He even texted me after the fact and said, thank you so much for your review.
• 12:01
  SPEAKER_00: Really appreciate it.
• 12:02
  SPEAKER_00: I think he offered me a discount.
• 12:03
  SPEAKER_00: But it wasn't necessary.
• 12:05
  SPEAKER_00: He was honest and authentic because that's the real story.
• 12:10
  SPEAKER_00: And there are,
• 12:11
  SPEAKER_00: you know, businesses like, well, there are franchises that pose as small businesses.
• 12:17
  SPEAKER_00: I know of a few out here in Warrington, Virginia, where I live.
• 12:22
  SPEAKER_00: And they're actually huge corporations,
• 12:25
  SPEAKER_00: but they present themselves as local small businesses and no hate.
• 12:30
  SPEAKER_00: Actually, I shop there.
• 12:31
  SPEAKER_00: They're nice.
• 12:33
  SPEAKER_00: But what I always find interesting about the way
• 12:36
  SPEAKER_00: that they structure review ask is they're using that small business.
• 12:43
  SPEAKER_00: We're just trying to get by.
• 12:44
  SPEAKER_00: We're getting by off the grace of the community.
• 12:48
  SPEAKER_00: Please leave us a review.
• 12:49
  SPEAKER_00: That's how they ask for reviews.
• 12:50
  SPEAKER_00: That's what their signage says with their QR code.
• 12:53
  SPEAKER_00: That's how their team asks for reviews.
• 12:56
  SPEAKER_00: And it's very effective because people in general intuitively want to support small businesses.
• 13:03
  SPEAKER_00: And even if you're not that small of a business,
• 13:06
  SPEAKER_00: it doesn't take,
• 13:07
  SPEAKER_00: you know,
• 13:08
  SPEAKER_00: very much to frame the ask like,
• 13:11
  SPEAKER_00: hey, we have grown because of the support of the community.
• 13:14
  SPEAKER_00: If you're using that type of language, people are more inclined to follow through and commit.
• 13:20
  SPEAKER_00: Because again, people intuitively want to support small businesses.
• 13:24
  SPEAKER_00: And sometimes they just want to support the person they are working with.
• 13:29
  SPEAKER_00: Going back to why the internal team is most effective at getting reviews.
• 13:33
  SPEAKER_00: And so when Donna asked for a review,
• 13:38
  SPEAKER_00: the client hearing the request isn't necessarily giving feedback.
• 13:44
  SPEAKER_00: The law firm review,
• 13:46
  SPEAKER_00: they're giving Donna a review,
• 13:48
  SPEAKER_00: which is one of the reasons why employee review contests were so effective.
• 13:53
  SPEAKER_00: They were effective when Google allowed them, they don't anymore.
• 13:58
  SPEAKER_00: They were effective because it incentivized the team member to make the request,
• 14:05
  SPEAKER_00: and it also set up the reviewer,
• 14:09
  SPEAKER_00: the person leaving the reviewer, As doing a favor for the person who helped them.
• 14:15
  SPEAKER_00: And so it was easy for them to name whoever requested a review in the Google listing.
• 14:21
  SPEAKER_00: Again, Google doesn't let us do that anymore.
• 14:23
  SPEAKER_00: Google uses AI tools and is getting more sophisticated at discovering
• 14:29
  SPEAKER_00: the marketing schemes and tricks and hacks that we use to request reviews.
• 14:36
  SPEAKER_00: And so how you ask for it and what they say is important.
• 14:41
  SPEAKER_00: But really what's most important is that it's a real person leaving your review,
• 14:48
  SPEAKER_00: making the request, and giving their honest feedback of your business.
• 14:55
  SPEAKER_00: That's what's most important because Google prioritizes their users
• 14:59
  SPEAKER_00: and their users' experiences.
• 15:02
  SPEAKER_00: And whether or not a user,
• 15:04
  SPEAKER_00: like a person,
• 15:05
  SPEAKER_00: uses AI to write their Google Business listing and post it,
• 15:08
  SPEAKER_00: That is still them posting a review.
• 15:11
  SPEAKER_00: That's not necessarily problematic.
• 15:13
  SPEAKER_00: What Google finds problematic are people buying reviews,
• 15:17
  SPEAKER_00: people incentivizing reviews,
• 15:20
  SPEAKER_00: potentially creating unbalanced review profiles,
• 15:24
  SPEAKER_00: and businesses basically cheating to inflate their review numbers and get more
• 15:29
  SPEAKER_00: than what they actually earned via customer person-to-person request.
• 15:34
  SPEAKER_00: And so...
• 15:36
  SPEAKER_00: Ultimately,
• 15:37
  SPEAKER_00: when you ask for reviews,
• 15:39
  SPEAKER_00: what you're doing is asking for it in an honest framing,
• 15:43
  SPEAKER_00: but a framing that positions your business as possibly needing help or would benefit
• 15:50
  SPEAKER_00: from the other person's help.
• 15:52
  SPEAKER_00: That's another persuasion principle that goes into requesting reviews.
• 15:55
  SPEAKER_00: People want to do you favors because intuitively we know it implies
• 16:00
  SPEAKER_00: that you will owe them a favor.
• 16:03
  SPEAKER_00: And so a lot of review psychology works on this principle.
• 16:06
  SPEAKER_00: The more review or feedback you give,
• 16:09
  SPEAKER_00: the better your experience will be or the more the business owes you.
• 16:13
  SPEAKER_00: And maybe they're not literally thinking monetarily, they'll pay me for this.
• 16:18
  SPEAKER_00: Humans are a little bit more nuanced than that.
• 16:21
  SPEAKER_00: But they'll see the review as I'm doing a favor for the business and the person
• 16:27
  SPEAKER_00: who requested the review.
• 16:29
  SPEAKER_00: And this is going to have possibly some downstream benefit if I have
• 16:33
  SPEAKER_00: to use this business again.
• 16:34
  SPEAKER_00: And they'll know I left the review and treat me as a priority or send me a gift
• 16:38
  SPEAKER_00: at Christmas or something.
• 16:40
  SPEAKER_00: Right.
• 16:40
  SPEAKER_00: And so a lot of times like you're the business is literally putting itself out there
• 16:47
  SPEAKER_00: and asking for a review, which it may not get.
• 16:50
  SPEAKER_00: You're going to ask for reviews and not get them.
• 16:52
  SPEAKER_00: That's always a problem.
• 16:54
  SPEAKER_00: And it's fine.
• 16:55
  SPEAKER_00: You know, so nobody bats a hundred.
• 16:58
  SPEAKER_00: And Google will also,
• 17:00
  SPEAKER_00: it's getting better,
• 17:01
  SPEAKER_00: but Google has had a history of removing authentic reviews
• 17:05
  SPEAKER_00: because they don't seem authentic for one reason or another.
• 17:09
  SPEAKER_00: Again, it's getting better, but you can also still appeal missing reviews.
• 17:14
  SPEAKER_00: You can still, you know, make a case to Google that this was authentic and real.
• 17:20
  SPEAKER_00: If it was authentic and real,
• 17:22
  SPEAKER_00: if it wasn't,
• 17:23
  SPEAKER_00: then you're probably not going to get very far with the request
• 17:25
  SPEAKER_00: and they'll reinstate them.
• 17:27
  SPEAKER_00: But also, you're going to ask somebody to leave a review.
• 17:32
  SPEAKER_00: They're going to get in their car.
• 17:34
  SPEAKER_00: They're going to stop at McDonald's on the way home.
• 17:37
  SPEAKER_00: They're going to get busy with the kids.
• 17:39
  SPEAKER_00: They're going to forget.
• 17:40
  SPEAKER_00: And maybe that's where automation comes into play.
• 17:42
  SPEAKER_00: Automation comes into play to give them a gentle reminder.
• 17:46
  SPEAKER_00: But the power still lies in somebody asked me to do them a favor and leave a review.
• 17:55
  SPEAKER_00: It starts with your team.
• 17:57
  SPEAKER_00: It starts with training your team.
• 17:59
  SPEAKER_00: So I didn't mean to record a full video here, but sometimes you just get inspired.
• 18:03
  SPEAKER_00: And this topic of acquiring reviews is super important.
• 18:06
  SPEAKER_00: And I personally, I feel that people overcomplicate it.
• 18:10
  SPEAKER_00: It's always been easy for me to get testimonials and reviews because I just ask
• 18:14
  SPEAKER_00: for them and I'm shameless.
• 18:16
  SPEAKER_00: And an element of being shameless and just making yourself vulnerable
• 18:20
  SPEAKER_00: to making your request is a huge part of this as well.
• 18:24
  SPEAKER_00: And sometimes, you know, Your risk tolerance is either up for it or it's not.
• 18:29
  SPEAKER_00: But hope you guys got something out of this.
• 18:31
  SPEAKER_00: Thanks so much for my live listeners for tuning in.
• 18:33
  SPEAKER_00: I see you.
• 18:34
  SPEAKER_00: And I'll talk with you guys next time.
• 18:36
  SPEAKER_00: Bye.