Manufacturing eCOmmerce Success

Damon Pistulka  00:04

All right everyone, hopefully yes we are live now we were live a few minutes ago Dan, so we were not late but LinkedIn for some reason didn’t allow us to go live and make a new event so hopefully people are finding it we’re going to drop this thing into the chat Kurt Can you I’m not seeing myself live for some reason on LinkedIn yet but I know we’re live so Can Can one of you guys share this into the in the in the in the groups there for us to get going, but hey, if a little thing like this is gonna throw us off, Kurt, what would we really

00:39

be? Exactly man were

Damon Pistulka  00:42

you don’t get gray hair like this without running through a few problems

Curt Anderson  00:46

fire from perfectionist spray, you know? Yeah, I’d have like, dude, I’d have like a full Afro and everything. I’d have a lot of hair.

Damon Pistulka  00:57

Yeah, but we’re working hard to be lazy.

Curt Anderson  01:01

I had the big thing going in the 80s they you know, you know how the 80s Were you know? Yeah.

Damon Pistulka  01:06

Did you Okay, first of all, let’s back up for a second there. Did you have a picture it? Did you have the curls going on?

Curt Anderson  01:14

You know and that really curls you know what? It was back in the day? feathered right feather the golf. Yeah, guy. Get the curly nice, you know, so.

Damon Pistulka  01:27

Yeah, yeah. Yeah. You know what that for us is like, women aren’t ah, going back and seeing that hair that was incredibly big. They just don’t know how they made it without because then to there always had to worry about the flammability factor. Because

01:43

here’s great, right. Yeah, yeah. Right.

Damon Pistulka  01:47

And back then people still smoke. You could just blow whole house stuff like that.

Curt Anderson  01:51

Exactly. So. Alright, so let’s dive right in and get going. Fun stuff to discuss. So I ran LinkedIn hard to be lazy and

Damon Pistulka  01:58

were really hard to be lazy. There we go. Are we unlinked anything? Yeah, we’re on LinkedIn. Okay, perfect. All right. So let’s come look. Great. I know we are

Curt Anderson  02:06

that size. So here we got have Rebecca is here today. Happy? Hey, big hair from the 80s with our friend Rebecca. Hey, Rebecca, happy Friday. Damon, you have to connect with Rebecca because Rebecca is now she’s doing a huge project in the state of Washington. She’s going to be coming out to Seattle. And so you need to connect with Rebecca. She’s a RXR, part of our recognized expert group from Dorie Clark, just last week, and we have a lien who runs a mastermind that Rebecca and I are part of on Mondays we have a lien on Monday, man, that’s gonna be a powerhouse does. Yeah. Okay, so Rebecca says that we are live. So let’s dig right in here. This is a super, super exciting program. And what a wonderful opportunity to have David Chrysler on with us today. Man, this is so long overdue. David, happy Friday. How are you brother?

David Crysler  02:56

Good, man. Thanks for having me guys excited to be a part of the show today and excited to jump into this. I think everybody at one point or another strives to be lazy and strives to find ways to be more effective and efficient. So you know, call it what you want, right? But at the end of the day, people will try to do as little as possible and still be successful. So here,

Curt Anderson  03:21

let me give a little backstory. So 100 years ago, I I’m saying I was a situation where I was interviewing somebody okay, we needed a manager was at a fulfillment center. And so I it was it was in Pittsburgh, Pennsylvania, and so I go in and they’re like, hey, Kurt, you need to interview this person. So I sit down this woman sits in front of me and like Hey, nice to meet you. How are you blah, blah, blah, we get through the first you know, kind of, you know, intros if you will, and I’m like hey you know will tell me about yourself we start talking about her her background within like the first two minutes of this interview and we’re hiring her for like you know, pretty supervisory position. And she looks me dead in the eye and she goes well, you know, I’m not the sharpest tool in the shed and I’m really lazy. Yeah, I sat there like I said, I was being pumped. I’m like, why am I losing my I lost my hair. Am I losing my hearing to I’m like, Did she just say what I did she just say I’m lazy and that’s a sharp she scoots up in her chair looks me dead in the eye. She goes I’m not the sharpest tool in the shed. So I need things very simple. And I’m also super lazy. Why would I put the fastest moving goods in the back of the warehouse? I want them in front and humaneness Oh diatribe I like she had me at hello. We hired her and she completely surround us huge monster project and she was just a total Rockstar. I’m still connected with her on LinkedIn man, she is just super. So that’s our little baggage. Our batch job joke about hey, let’s be lazy. So David, let’s take a deep dive. First, I want to give an intro to everybody on yourself. You’ve had a phenomenal background on efficiency. Lean, you’ve been production manager and now you have the Chrysler Chrysler club To dig into everybody a little bit on your background, your superpower your passion, what’s going on

David Crysler  05:04

in your world? Yeah, thanks, Kurt. Yeah, I mean, my, my story kind of starts off, you know, I grew up in an entrepreneurial family. And so kind of saw what it was like to, you know, to grow and to build a business all for yourself. And so, you know, growing up in that environment, as I tell my story, you know, I thought the easy answer was go work for a really big company, because surely they had everything figured out, right, it’s way too hard to do your own thing. So let’s, let’s go work for a really big company. And so I found myself doing that for nearly 20 years and got a lot of opportunities to, to grow, and to really kind of stretch my wings when it came to building out process, learning how to systemize businesses, because the company I worked for grew through acquisitions. So I was very fortunate, I was pretty young guy, when, when I started working for that company, and very fortunate to find a lot of people that saw something in me and gave me a continue to give me opportunities to kind of learn and grow. And so coming out of that environment, you know, I really wanted to connect the dots between what I saw when I was growing up, and you know, how hard my parents kind of worked. And the thought process behind what got you here won’t get you there? And you don’t know what you don’t know, right? So when I was working for the company that I mentioned, you know, when we do these acquisitions, most of the time, they’re, you know, first second generation family owned businesses, so he kind of saw a lot of similarities in terms of how they ran. And typically it was kind of top down leadership. You know, there weren’t a lot of systems within the businesses, you know, they had processes here and there, but kind of all similar struggle points, right? How do we how do we sell more stuff? How do we increase profitability? How do we engage and empower people to improve the culture. And so it was kind of through those years that I developed a, you know, really an operations framework to dive into the planning people process and technology that it takes to not only systemize, but to impact profitability, impact culture. And so that’s what I do pretty much on a day to day basis, I’ve got a an operations, consulting business, working mostly with manufacturing leaders, helping them create the systems to kind of free their time up, right, so we’re talking Perfect, perfect topic today, but to free their time up to you know, to operate with excellence, right? Because that’s, that’s what we’re really trying to do grow big businesses most, most, you know, people strive to grow bigger business, and, and if you don’t, that’s okay, too, you know, there’s nothing wrong with that. But for the people that are trying to grow, businesses, try to impact their profitability, and you know, impact their culture, bringing those things together. That’s what I love to do. And you have some great topic today fits in well,

Damon Pistulka  08:01

it’s, it’s always awesome talking with David, because I didn’t think they think back to what I was doing, and companies and it’s similar, but it’s at a different part of the business, because looking at the business is I had to from the financial, financial slash operational part of it, those same processes that you’re talking about, make your business so much easier to run and manage. And that’s what we’re really talking about when we talk about working hard to be lazy, because it’s it’s not easy building great processes, like you’re talking, but it’s so worth it. Because at the end of the day, you get repeatability. You can control quality, and then you really can dominate, dominate your competitors in your market because you’re constantly have a foundation to build on and keep changing and keep improving and get a little better every day.

David Crysler  08:57

Yeah, 100%. I mean, I think people also, you know, from kind of a leadership and ownership perspective can sometimes kind of look at that and say, you know, well, that’s what we’re doing on a day to day basis. But then when you go out to the shop floor, and you start to have conversations with the folks out there, you know, nine times out of 10 you hear the same things, right? You talk to leadership and you hear things like I can’t find anybody to work you know, these these guys, these girls out here nope, you know, nobody’s nobody’s doing what I need them to do. You know, and when you talk to the people out on the shop floor, nine times out of 10 You’re gonna hear things like you know, these guys in leadership you know, nobody ever listens to me, you know, I had this idea three years ago and you know, here we are, we’re still doing the same thing. We’re still wasting money here. We’re still you know, driving myself crazy over there. And so it you know, when I had my corporate role it was that you know, kind of learning how to bridge that gap I understood what the risk you know, kind of what our goals from the corporate level and you know, because I didn’t know the people I didn’t know the the product surprised This is it was like, alright, well, I got to figure out how to bridge that gap. And the only way to do that was by, you know, engaging in empowering people. And, you know, as I say, I learned it the hard way. I made plenty of mistakes as a terrible leader when I was, you know, a young a young guy because I came out of, you know, top down leadership, I work for my family business. It was the second generation family run businesses. It’s like, you know, started in the 70s. You jump how high okay? Yes, I’ll go take care of that, you know, so yeah,

Curt Anderson  10:31

it’s awesome. Dean. And let’s give a shout out, man. We’ve got some Yeah,

Damon Pistulka  10:34

I know. We got so many people. I want to give

Curt Anderson  10:36

us the top. Yeah. Yeah, hate from we’ve got Rebecca in Chicago. We’ve got Igor is here. Hey. Pull up. Pull up the ASIC.

Damon Pistulka  10:50

Hey, yeah, we got that on test coming up.

Curt Anderson  10:53

King of process and actual love it and we’ve

Damon Pistulka  10:57

got your hashtag, David.

David Crysler  10:59

I think there’s a conspiracy out in in the LinkedIn land to get me to adopt that. So

Damon Pistulka  11:06

I’m gonna

Curt Anderson  11:08

write that down. David. If it wasn’t it is now man. So

Damon Pistulka  11:12

process this everyone out there that’s listening. David Chrysler, hashtag King,

Curt Anderson  11:17

right? Hey, we’ve got Naza from Pakistan. Awesome. And if we’ve got a question here for Ian guys, you know, let us know that you’re here. Let us know you’re coming from first off connect with David, we Daymond I would love for you to connect with us as well. But definitely connect with David. Boy, you will be super thrilled and excited that you are connected with David. You’re just getting a small taste. He puts out all sorts of videos. We’re gonna get into that in a second here. And you know, Rebecca says and you free up brain space for inner innovation. Yeah, not a great conversation here. So do you work with IT vendors or have an in house team? Do you guys make a fantastic discussion you guys make all the difference? Do you work with it? Or have an in house team?

Damon Pistulka  12:01

And it really depends on it really depends on the companies I mean, some places have their own you know, David, you go into some of the bigger ones and they’re gonna have their whole team and and really for us it’s it’s it’s specialist right? Because usually a business gets to a certain point they’ve got people that are handling the day to day kind of stuff. But when you talk about specialized cybersecurity needs are other things like that there’s, there’s people you need to bring in because it’s like HR, right? You can an HR generalist is really good but when you get something that’s that’s out of the ordinary you need to get the right people to help you otherwise it can cost you tremendous amount of money. So yeah.

Curt Anderson  12:41

I’m gonna I’m gonna read love David Natta conspiracy. And so all right, David, we’re gonna get super, super painfully lazy now. I hope everybody’s ready. Every everybody out there kick back. It’s Friday, it’s summertime. Kick back, we moved our time to lunchtime. So kick back, relax, because we’re gonna get super lazy right now. I had the honor and privilege I connected with you through our dear friend, our beloved Gail, and of course in Gore here today, so angered Happy Friday. Thank you for joining us today. And I was just come on first time I met you I was completely blown away by you know, your determination, your passion? My first question I’d like to dig into so you know, we have solopreneurs marketers, that’s kind of song that we sing here on Fridays. Take a dive into you worked at a lot of big companies, as you said, family business owner and so forth. You’re with your consultant now conspiracy, or conspiracy. Chrysler club. Sorry about that. Throwing up my conspiracy from earlier you said the Chrysler club, what was it like for you making that transition as an entrepreneur, so if there’s anybody out there that is either a an entrepreneur now or thinking man, I’d love to become an entrepreneur, talk about that transition, and then let’s dig into some of those hacks or some of those lazy opportunities that we can get. Because it is not easy being lazy as an entrepreneur, is it?

David Crysler  13:57

Now it’s not an in entrepreneurship is not for the faint of heart or for everyone, right? Yeah. Right, well, I’m not too far behind you, man. So I yeah, for me, you know, I always I always kind of thought at some point in my life, I would want to do my own thing. And, you know, I got an opportunity to buy into a business, which is why I ultimately left my corporate role. And I did that I did that for a year and a half and really enjoyed it, you know, grew that business pretty significantly in a very short period of time. And, you know, as as the old saying goes, you know, partnerships are sometimes the only ships that don’t sail and, and, you know, that was kind of the the situation there and so I found myself kind of again, you know, as I tell the story, like sitting at the kitchen table and saying, Okay, well now what you know, now now, what am I going to do for the rest of my, you know, the second half of my career and, you know, it for me, it was about specific gleaned about the consulting business. It was really about this kind of ongoing practice that I felt like I had where I saw time and time again, this need from an ownership and leadership perspective to kind of, you know, not just be able to learn some of the things that I was able to learn and experience some of the things that I was able to learn, but also get people to understand kind of that, why behind it and give them the tools and support along the way. So that that, for me is what was, you know, kind of the the genesis of starting a consulting business, I get bored with doing the same things over and over again. So this thought process of connecting with different owners and leaders, different businesses, all over the US all over the world. Yeah, I can now officially say, by the way, that I’m an international consultant that I, you know, have had one project in Canada. So yeah, that’s, for me, that was a cool thing to say, but, but it’s really that it’s the ability to connect with all sorts of different people that have similar issues. And to get them to see that there really is a different way to grow your business. And it doesn’t have to be, it does not have to be, you know, like, sign of what you think about this, just like the overwhelm and the constant like putting out fires and, you know, running around like a crazy person, like what we do, as you know, solopreneurs

Damon Pistulka  16:26

Yeah, I’m sorry about that, David. No, I just want to show you this is this reality, what entrepreneurship will do to you? I did have dark hair. That’s me. Entrepreneurship. Dude.

Curt Anderson  16:40

Look how handsome

David Crysler  16:42

that talk about feathered hair, man.

Damon Pistulka  16:45

We got the feathered hair. Got it? Oh, yeah. So I was laughing because you were saying something about hair? And I was like, Yeah, I was thinking myself. Yeah, I did have not work. I was listening to David sorry. That so

Curt Anderson  17:04

young Damon was

Damon Pistulka  17:08

people people go, it’s like before entrepreneurship, they don’t realize that there’s a little bit it’s a little bit challenging. But yeah, yes, you go. David, I think it’s a great example, though your experience and how this has really allowed you to go in and talk to other people and show him what, what they can do to make it so much easier. Yeah,

David Crysler  17:29

yeah. I mean, one of the one of the real challenges, you know, Kurt, you mentioned kind of talking to the person that is maybe thinking about, you know, going into entrepreneurship, or solopreneur, ship, whatever, you know, kind of trying to build a brand around the knowledge that you’ve amassed, right. And it is, you know, it’s a ton of fun, and it is very challenging, all at the same time. And, you know, we’re talking today about, you know, working hard to be lazy and figuring out those things. And, and, to me, no matter if you’re a solopreneur, trying to figure out how can I be 10 people, right, without maybe investing in a VA without maybe investing in team members? How can I do all of these things that I know I need to do? Or you you know, you run a department, you run a whole company, whatever it is, you know, there’s a lot of similarities between how do you go from, you know, from A to Z in that? And, you know, for me, it again, goes back to process, right? Like, what’s your process to identify where we’re spending time, right? Like, that is the key because all of the time, if you if you get into a conversation with somebody, it’s easy to say, I got so much going on. I’m doing this I’m doing this and yeah, but how much time are you actually spending right? And then it’s kind of like you get blank face? Because nobody’s nobody’s actually documented it. And you know, it doesn’t have to be something like crazy. It can literally be just a really simple check sheet 15 minute increments, keeping track of like, what was the task? I did you know, is it is it a time waster? Is it something that I love to do? Is it you know, is it something that is important to do, but you know, it can be scheduled all those things.

Damon Pistulka  19:13

I just got to say, we need to take a moment of silence here. This isn’t this a moment of silence point. It’s like, what are you really working on? Right? Because if you want to get lazy, the 8020 rule never changes. If you identify and it says it right here on my on my screen, I got a little post it note the vital 20% The vital 20% You want to get lazy you figure out what those vital things are that you need to do that make the biggest impact and you said it David and I were just I literally was getting chills and goosebumps and everything else because listen, you want to be lazy. Cut the crap out. That’s not getting you any any any any results. Some or or there’s some long term things you have to think about, but really understand and whittle those things down because other people will waste your time, you will waste your own time. It’s great point,

Curt Anderson  20:11

let’s take a deep dive into that. And they Damon, you have to pull up indoors. You know? feathered hair, you gotta pull it up. We got it on the record. And Rebecca says she can relate, David, I’m going international season, she’s going to Switzerland. And again, Rebecca is doing an amazing job, isn’t it you and Rebecca should, should connect, Damon, you and Rebecca actually need to connect because she’s coming out your way. I think this month is matter of fact, maybe it was September. But you guys want to connect in here. We’ve got here we’ve got Gail coming in the house showing up to hear Damon talk about cutting the crap out gal, your ears have been ringing, because we’ve been talking about you a lot. Sending a lot of love to Gail. So let’s let’s take a deep dive so and for entrepreneurship and for the marketers out there. You know, we’re why we’re chemistry we have the kind of group we run in and the passion that we all share. We’re targeting helping trying to move the needle for manufacturers. Okay. And so Damon, we do our trainings and webinars, workshops with manufacturers, and what we constantly preach is, you know, we’ll do a workshop and I, you know, it’s a little bit of like, Man, I feel like I’m drinking from the firehose, right. Like we’re talking, you know, e commerce, digital marketing, in what we love to preach is, we’re not trying to add more to your plate. If you’re not hitting or reaching your goals, and I say this myself, literally, every day, something is on my plate to nine, me and depriving me from hitting my goals. So it’s not that at all. No, no, I’m trying to add more to my plate. No, I need to be more efficient, more effective with my time we need to get lazy. I want to you talked about eliminate, Delegate automate. Can you just share with us if there’s a good time for this right now? Can you just share your expertise on eliminate delegate and automate? Man, my pen is ready. Lay it on us brother?

David Crysler  22:03

Yeah, I mean, you know, the next part beyond kind of tracking and analyzing where you’re spending time is to put those tasks into one of those three buckets, right? Because my guess is that again, I go back to you’re a solopreneur, you are running a manufacturing, you know, entire organization you are, you know, department team lead, whatever it is my, my guess is that there are items you are doing that you can eliminate, completely eliminate, and nobody will miss them. You won’t miss them. The people that you think need the thing that you’re doing won’t miss them at all, it can be eliminated.

Curt Anderson  22:39

Do you let’s let’s let’s dig into that right now. Love this. Yeah. Like, I don’t mean to put you on the spot? Or do you have any examples? Or do you see a common thread trend with your clients? Or is there something that like, what’s something that we could all like? Just thank Lord for for David, what could we eliminate on our plate right now? Yeah, I mean, I think

David Crysler  23:00

there’s a lot of different examples, the first thing that comes to mind is like, you know, maybe something related to email, right? Or reporting, or, you know, some sort of, you know, KPI metric, or something like that, where you’re trying to, you know, do some data and data analytics, and, you know, blast that information out. Like, again, it gets back to understanding what are we doing with the information? And if the answer is, I don’t know, or, you know what, I’ll give you a give me something better than an example, Kurt, the thing that I used to love to do is to actually just eliminate it and see if anybody asks me about it, right? eliminate it, and see if anybody asked, Hey, where’s that? Where’s that TPS report that you used? Yeah, you know what I mean, and nine times out of 10, I’m telling you, you think that it’s important, or somebody asked you one time for it. And so it’s kind of like, I want this, you know, and it usually works good. Like when you’re talking about kind of a hierarchy situation, right? Like, maybe not so much as a solopreneur. But like, even in that case, you can you can find things to completely eliminate from, you know, from your schedule. So, yeah, hopefully that helps on on the kind of eliminate the delegate and automate, you know, it’s probably going to be more along the lines of what people are really putting into into categories. And, again, you’re a solopreneur delegation, maybe could be a bit of a challenge, right? You might have to find a VA, you might have to, you know, kind of like bulk schedule, if you will. That’s kind of another way that you can delegate to yourself, like, hey, instead of going through and doing maybe, you know, emails all day, I actually schedule my emails. I don’t do them. Now, as they come in. I have I have a block on my calendar, where I do emails, I have a block on my calendar where I’ll respond back to notifications. Because as a solopreneur what you will You can do is it’s again, it’s that firefighter mentality being all my notifications when a thing I’m over here being, I turned them all off because I couldn’t focus on getting stuff done that I needed to get done. So I turned them all off. And I bolt, you know, block schedule now. So if you looked at my calendar, like it’s packed, because I am, you know, concentrating on the tasks I need to get done at the time I need to get done. And again, yes, if there’s something that pops in that you want to go to, like, it’s, you know, you still have that flexibility. Right. So and the last part is the automate. Again, tons and tons of tools out there, whether it’s a you know, a SAS tool, whether it’s something that you know, kind of lives in your own ecosystem, you know, plenty of ways to automate these days and look for integrations to help you continue on that automation trend.

Damon Pistulka  25:58

I think we just need to just take a breath

Curt Anderson  26:03

and did that tastes good? Or what?

Damon Pistulka  26:08

That was like that Sweet Slice of pecan pie. Yeah, a little bit ice cream

Curt Anderson  26:13

makes your makes your toes curl up a little bit. Delicious. So let’s take a moment here. Daymond do me a favor. I a couple of things I need you to pull up and then we need to introduce our dear friend my bestie Westling. Ow. So let’s do this. Pull up Gail’s comment, eliminate delegate and automate that’s what we’re here talking about guys today. So David just dropped the mic, drop the bomb on eliminate delegate automate, I’d like to take a deeper dive on automate. Vale has klat has the comment of the day. Yeah, I thought about not showing up for work and seeing if anybody notices David. We’re getting really lazy there. So we’re gonna do an intro to our dear friend Wesleyan. Can you pull that picture back up for Wesleyan and Gale to take a look at so Oh, no,

Damon Pistulka  27:00

it’s

Curt Anderson  27:02

actually handsome young man. That Dana’s.

Damon Pistulka  27:07

Oh my god, guys we were talking about we’re okay, this this preface is first, we were talking about the fact that we really had hair before we started our entrepreneurship journey. And I said yes, yes. I had. I had hair too before I started to be an entrepreneur. Yeah, she I did before I started actually,

David Crysler  27:34

look at that’s the best Blue Steel pose I’ve seen.

Curt Anderson  27:42

Is Damon was that the cover of GQ or like what was

Damon Pistulka  27:47

you know, I was in college sometime. It was one of my roommates giving me hell.

Curt Anderson  27:51

Look. Look at me. Lady Killer at South Dakota State

Damon Pistulka  27:56

not even close. I didn’t even close. I was Yeah. Okay. Kill her with a slide rule in my pocket. That’s

Curt Anderson  28:06

what did come in your backpack. And so if I don’t know anybody who doesn’t know our dear friend Lois Lane Wessling, happy Friday, my

Wesleyne Greer  28:13

friend, Friday,

Curt Anderson  28:15

so Wesleyan is a frequent guest on the program. We just had a great time. We did a program together this week, and so Westling send you tons of love, you are a b2b sales guru, you are a recovering chemists. For anybody out there who happens to not know who you are. Can you give us a little background on muscling real quick, please.

Wesleyne Greer  28:35

I mean, you you introduce me so well heard. you’re recovering chemists focus on working with science, technology, engineering, and specifically manufacturing companies to help them improve their sales processes by empowering and developing strong sales leaders.

Curt Anderson  28:54

Awesome. So David just did a phenomenal job of talking about what can we eliminate off of our plate, you are always challenging me. He’s nerfed. We were just on a call the other day, I think you have a new tool that you’re using. You’re doing an incredible job of delegating more frequently to your you’re building. Your company is growing, you are hiring. Talk a little bit about eight. We got Nikolaos talked a little bit about both. What are you delegating and any tips and advice that you have for how to be a better delegator?

Wesleyne Greer  29:24

So one of the things that people think about when they have to delegate it’s like, but I can do it in half the time it’s gonna take me two or three times as long to teach somebody to do it. But you have to remember that in teaching that is actually an investment. Right? So you think about it like a pot of money. That is a pot of money investment of your time, because it’s going to play 10 100 1000 acts. So if you take two hours to train somebody on what used to take you 30 minutes, you are no longer spending 30 minutes doing it ever again. Right? And then they train somebody else and they train somebody else. So really, it’s literally like Our time is money. Whether you’re a service based business business or a product based business, your time is actually money. So if you are doing things that are a heavyweight on you, or you’re not that good, or you just don’t even enjoy it, you have to find a way to get it off your plate. And then in terms of growth strategies, a lot of times we’re like, Well, I don’t have the money, or I don’t have the capital to invest in actually bringing somebody on. But again, this is also a way that you have to invest. If you can get somebody like I don’t even think she’s watching right now. But precious, she is like the most amazing person, because she has taught me that I was terrible at managing my calendar, like absolutely horrible at doing it. Like I didn’t even realize it was a skill. I just thought I booked meetings. But I was overbooked myself. So by six o’clock, I was drained. And I had no time like I didn’t have I didn’t want to sit there and hang out with my kids and make dinner. I don’t want to do any of those things. Because I was so drained. And now she’s like, ma’am, ma’am, you don’t need to do that. Ma’am. Your day, you already have three meetings today. Ma’am. I’m looking at your calendar. And so like literally the small things that you don’t even realize you’re not that good at, like allowing someone else to take something off of your plate. It’s amazing. So that’s kind of my word on delegate

Curt Anderson  31:21

that And ironically, I was just having this conversation about you and how you’ve just been crushing it by delegating to precious and I was having that conversation with my dear friend nicole.oh. Wait. I didn’t even notice that because we’re all Donnelly from Dan. Group. Happy Friday, my friend. How are you

Nicole Donnelly  31:44

Friday? I’m great. It’s Friday. It’s been a great week. I’m happy to be here with you guys.

Curt Anderson  31:49

Okay, we’re gonna go round. David, I’m gonna come to you. Right. Next, we’re talking about how to be as lazy as humanly possible by being efficient with our time, how do we grow our businesses, whether solopreneurs building our companies, or most importantly, for our manufacturers out there, our friends, maybe in the marketing department, Nicole, that’s we’re talking about delegating certain shirt, any tips, hacks, strategies, at the Donnelly marketing group that you’re doing to help grow your company from a delegation standpoint?

Nicole Donnelly  32:16

Yeah, absolutely. So one of the greatest things I learned recently was that if someone can do it, 80%, as well as you can delegate it. And I always keep the top of my mind. So usually, like, every day, I have like a lit, I’ll make a list every day, it’s just I have to just like, get it out on paper and write it all down all the things that need to happen. And what I do is I go through that list, and I say, Who can I give this to? And so if I ever am going through something on my list, and I’m like, I’m not sure I asked myself that question. Can they do this 80% as well as I can or better? Okay, it doesn’t matter. I’m gonna have them do it. Let them figure it out. So, I mean, I don’t know I don’t have it all figured out like Wesleyan does, but someday I will. But that’s one of my, that’s one of my hacks I have when I’m going through my list is I just, I gotta write it all down. And then I just go through and just see, okay, who can I send this to? So as much as possible, I’m trying to farm out the list, right?

Wesleyne Greer  33:13

In that, like what you said, Nicole, it’s like what we’re doing within our organizations is we’re actually mentoring and teaching someone because they get 80% And then we help them get it to that 100% And we’re teaching them how to be just as excellent or just as amazing as we are and Done is better than perfect. Like this is this is a model that we work with Done is better than perfect. It is done.

Nicole Donnelly  33:36

Pure wants to tell my clients that all the time look guys, is better than perfect.

Curt Anderson  33:44

The eye so I’m gonna I’m gonna give a little analogy, Nicole, I know you love this analogy. It’s summertime weather. It’s beautiful. Right? So I think Wesleyan kind of like laid out the ice cream in the dish. The call came in with the sprinkles. David, my friend, could you plop a cherry on top of this? Let’s talk about how to put the cherry on top of delegation being the expert that you are in efficiency of time. What any hips, tips, hacks that you want to share. How do we get lazy as far as delegation goes? First of all,

Nicole Donnelly  34:15

I want to be the cherry Why can’t

Curt Anderson  34:22

like all your posts are about the sprinkles. So I

David Crysler  34:26

set yourself up for that one nickel

Curt Anderson  34:30

would be the chair you come down as David,

David Crysler  34:34

I think to kind of tie together. What you know, as Leanne and Nicole are saying, and I totally agree with you know, kind of both points, you know, both of them that, you know, in terms of what they brought up, but for me, I think that it, you know, it’s not just spending your time training people on it. It’s also figuring out a system that you can access that information for They’re down the train. So yes, it is an investment in people to, you know, train that first person or train multiple people. But I’ve also found that the most effective way to train people, especially adults, because it’s been, you know, proven in multiple studies that adults learn significantly different than young people, younger people, especially kids, but is to, you know, again, I think Nicole kind of hit on this, right? It’s, it’s the, give them the bounds, give them the goal, let them figure it out, right. And what you can do in that part of the process that you’re building out, is, you can allow them to kind of flexibility in creating their own process, bringing it back to you for kind of authorization of it. And once that, you know, kind of you meet in the middle, so to speak, once you’ve agreed on what the actual process is, and how you’ve lined it out within the system, then you can go to the next step, and not only document it written, you can video it, you can create illustrations if you need to. So then it becomes a searchable library that anybody throughout you know, that process can go back and access it, that becomes kind of the most powerful way to not only delegate but to ultimately, you know, build in redundancy throughout your organization. So I’ll leave it there. I mean, I could keep going, but I’ll leave it there. So we get some more time to bring it. I really

Nicole Donnelly  36:24

love that Dave, and I have kind of a similar process I have with one of my employees, where if we need to document a process, I have her do it. If it’s something that she does, why don’t you take a stab at creating the process for this? And she’ll build it out in Monday, which is our project management software. And then she’ll bring it to me and say, Okay, here it is. And then I can tweak and say, Okay, that looks great. I have a question, though. And I was talking with Kurt about this this morning, is how do you create a process for like, 20 years of intuitively just experience knowing how to, like manage an account or a client, you know what I mean? Like, it’s one thing to manage a process of like, okay, here are the steps that you need to take to, you know, set up a social media account, for example. But like, there’s so much intuition that comes from experience, like how do you pass that on in a systematic way and build a process for that?

David Crysler  37:22

So yeah, I think, oh, god Wesleyan. Yeah.

Wesleyne Greer  37:27

Actually, some people, I started this even before I knew I needed to do this. So one thing is, every single meeting that I have with a client or even internally is recorded, right. And so I literally have like a library of I don’t know, three or 400 videos right now. And what I do is I kind of categorize them. And the thing is, we don’t even realize what we’re saying, because they’re just flowing. And so when they go back, and they’re listening to them, they’re like, Okay, so when you when this happens, you say this, and then this happens, that happens. And then I always challenge people to break it down into the minut detail. My favorite analogy is, I asked, well, how do you back a car out of the driveway, I just get in and I go, right, you open the door, you sit in the seat, you put your seatbelt on, you then put your foot on the brake, then you put the car in reverse. Like we forget that amount of granularity when we’re translating things to people. And the thing is, if you tell somebody that doesn’t know how to drive a car to do that, if they don’t put their foot on the brake, they’re going nowhere. If they don’t put it in, they don’t actually change the gear into reverse, they’re going nowhere. So it’s like that amount of granularity. And we have to like think about it when we didn’t know. So remember those times where we didn’t know how to do anything. And we were just out there not doing anything. That’s really the amount of granularity that we have to have to have. Okay, so now I’ll pass it back.

Curt Anderson  38:54

I love that. David, what do you have?

David Crysler  38:57

Yeah, I think kind of along those lines, right, I think of it from the standpoint of kind of building in milestones. And what I mean by that is, you know, there’s going to be a comfort level that you have with your team. And so what I what I like to do, again, it’s I go back to the give them the bounds, give them the goal, when they start to feel uncomfortable, you know, let them make a decision, let them make a mistake. And then from a leadership perspective, you have to recognize that they kind of went out on a limb and made that made that choice and you know, then it’s kind of up to you of how do you how do you correct you know, and and not overcorrect. Right. And you have to recognize that you’ve learned these things over the course of time. So building in those kinds of milestones checkpoints into your process, that allows flexibility for people to learn and to make mistakes. To me. That’s the best way to pass along the knowledge. You know, yes. When it comes to documented process, you’ve got to get granular with it. That’s why I said you can document you could write it you could create illustrations, you can take pictures you can take video. And with today’s technology, the search ability of all of those things is tremendous. So you can you can lace those, you know, assets with keywords. And then when somebody gets to a point where they’re not sure, they can, you know, do keyword search, there’s a bunch of reference material. And then again, in the kind of greater scheme of what that process is how that system lines out, you can build in those checkpoints of milestones and say, you know, when you get to this point, come talk to me, let’s have a conversation, I want to, I just want to check in, where are you at with this, and then you can kind of, you know, guide and recorrect without being involved, right, like, it still doesn’t come back to you. You just You guide right, like, that’s your position as a leader, you’re supposed to guide and grow people. Right. That’s really what you’re supposed to be doing as a leader.

Nicole Donnelly  40:49

Yes, man. Mic drop.

Curt Anderson  40:51

Yeah. You know, what? Several moments of silence are read. This was like the desert. This was the delegation Sunday. Sunday just tasted so good. David, did you have anything that you want to add to this? This? Well,

Damon Pistulka  41:09

you know, Nicole, the thing that I always learned David, just echoing what you said there. I always like to go get a clear Oh, Wesleyan had to leave. Okay, awesome. Thanks for being here wisely. Is, is really tried to break down what success looks like, on a if you can on a weekly basis, right? When you’re working with a client? What are we getting done by next week? What do we expect? Because then, you know, you know, what’s going on you, you know, hey, it’s, it’s like, it’s either you’re doing it or you’re not in and so, yes, the 20 years of experience and things, some of the solutions you bring, that will be different. But when you’re trying to teach somebody how to manage an account, I think it really is about are you meeting the expectations of the customer, so you have to be clear with it, you have to communicate it clearly. The customer needs to agree, you’ve all needed to go so then if we go we you know, we painted the house and mow the yard. That’s what we said we were gonna do. That’s what we did. And get it down to that level. And and your creative. Your creativity then can be how do we paint the house? How did we mow the yard? Give them ideas and let them do it. But if they need help, like, like David said it just, but knowing what that is, knowing what that is, so I’m one of those people it’s like, listen, we’re gonna if we’re gonna go 100 miles in one week, and we’re gonna do it in five days. Did we go 20 miles today? Right? And if we did, what, how are we gonna go 22 tomorrow because we went 18 Today, we got to catch up. And that’s, that’s when you get people really focused on. This is what we need to do this week or this day or this month. Yeah, that sounds

Curt Anderson  42:56

so alright. We’re coming in. We’re coming into Yeah, we’re getting time. I’m like, losing track of time here. So man, this is just so good. I love it. Wessling said. So maybe for anybody out there. And if you have any additions, comments, questions, boy encourage you drop that in the chat box. We’re here with David Chrysler. Yeah, absolutely want to connect with David on here on LinkedIn, we have our dear friend Nicole Donnelly, inbound marketing expert, you want to connect with Nicole? I love what was Wesleyan said, Nicole, I don’t know if that resonated with you totally, you know, the car analogy. We just like you know, you know, you commute home from work and you’re like, I don’t remember even driving home. It was just you’re on automatic, you know, automatic and that’s going to slide right into our next topic. But maybe, you know, just a David, you know, being the operational excellence expert that you are, you know, how would you describe brushing your teeth, you know, well, I think the toothpaste I opened it up. If you had to describe that as somebody that’s you know, somebody who’s landed on Earth for the first time or your your kids or whatever, you know, maybe take that same type of concept, demon before we signed into automate. Can you pull up Valerie’s comment here?

Damon Pistulka  43:59

I had to I was going to it is so

Curt Anderson  44:05

great animal it was a slot and then Rebecca comes up, comes back and she says minus eight, Damon, I don’t know if you know where mine is, right. It’s an eagle, the bald eagle. Right. So I get into automation. So all right. David, I’m going to come to you this time. Right. We’re coming right back at you. Guys. If you’re just joining us, we’re with David Chrysler, Nicole Donnelly, and we’re talking about David dropped the bomb on us earlier. Eliminate delegate automate. If you’re just coming in, boy, please catch a replay. Go back and hit rewind. We’ve had numerous moments of silence. He’s just been overwhelming us with brilliance. David, let’s talk about automate. How what are some tips for either the solopreneurs? Maybe Val are like some of our marketers out there at manufacturers? What are some automation tips that you’re instituting either for yourself or for your clients?

David Crysler  44:56

Yeah, well, I mean, a lot of the automation centers around Technology, obviously. But you know, if you listen to me talk, if you’ve ever listened to me talk, when I break down a business system, I break it down into four, you know, key categories planning people process. And last is technology, it’s always last. Because technology is really only useful when you understand what are we trying to do from the planning people process standpoint, meaning, you know, when we look for ways to automate, we have to understand what is the process that we are trying to impact, right, like, what are we trying to do? Are we trying to eliminate potential errors? Are we just trying to become more efficient with this particular process? So, you know, things that you can automate, are really endless, right. But if we’re talking about marketing, you can, you can definitely Automate, you know, Content Scheduling, you can, that’s kind of an easy one to look at. There are so many integrations and tools these days. So if you are, you know, one of my favorite, like automation tools is Zapier, right? No, you know, not not a paid plug or anything. But like, it’s a really cool tool with a lot of integrations out there. You can, you know, make integrations between some of your social platforms and your CRM, let’s say, another great automation tool that that I found, you know, relatively recently, but it’s been a huge game changer for me personally, as a solopreneur is called Lead Gen. And that basically connects LinkedIn to my CRM. So I can, you know, basically blow information right from LinkedIn right into my CRM, it helps me stay organized, it helps me keep track of conversations, you know, so again, the possibilities are really endless there. And two things to kind of other things, I just wanted to share that, that kind of really touch on all of this. And to me kind of bring it home. But it’s, you know, Damon, you mentioned it, but it’s like, don’t make success a secret, right? Like, I see so many I go into so many manufacturers that are looking to bring in people or trying to grow their team. And you know, like, yes, well, where’s your job descriptions? Right. And they hand you like this, this, you know, terrible document. It’s like, well, how does this person know what success looks like? Right? How do you articulate that to, you know, somebody that you’re looking for. And the other thing, Nicole, I think that can help back to where we were talking about is, make sure to get that information transfer, you’re sharing why you would make this decision versus that decision. You know, that’s how you can transfer some of that long term knowledge that you’ve gained through experience. And I love to do that with my clients. It’s it’s not so much. I could come in and implement and do it. I love to teach you why would I make this decision versus that decision? Why am I saying this thing versus that thing? To get people on board with what I’m trying to do? So just a couple things.

Damon Pistulka  47:59

Awesome. No, their moment of silence.

Curt Anderson  48:06

Got to stop, man. Yeah, I’m so glad you came on. Yes. All right. So, Nicole, we’re going to come to you next. Now. We’ve got cargo embargoes in the house today. We got to give a shout out the cargo Margot’s here tons of value here. High Point don’t make success a secret right course we want to stop being the best kept secret Damon yeah have to go back up a little ways up the chat box there. Can you please pull up Gail’s comment? About the glamour shot? No 104 Go back up a little further a little further.

Damon Pistulka  48:43

Yeah. Yeah.

Curt Anderson  48:47

ashtag modelesque. That was dude that was perfect. So okay, goofy dude. In Paragon says hey, would love so. Nicole. Yes, you are inbound marketing HubSpot expert. You are just a rock star you help help your clients stop being the best kept secret lots of efficiency letter tools, different SaaS products. I know. You know, as we just mentioned, big your huge fan of HubSpot? What are some automation tools that you love that you’re implementing to help your clients become superstars? What do you got for us?

Nicole Donnelly  49:21

Yeah, HubSpot is huge. So one of the things that we do when we go into a client is we just map out the entire customer journey, you know, once we have their strategy dialed in, and we have a good plan of who we want to target. You know, so much of the time, especially in manufacturing, people think of marketing as just lead gen, but it’s absolutely so much bigger than that. And so it’s so important that you have like kind of like this ideal customer journey map for your customers that’s really mapped up diagram to David’s point earlier. Like you want to have a reference point to say like, this is the ideal customer journey we want for our, you know, our customers to experience when they work with us. And we’re Like mapping that out and using HubSpot, or whatever, you know marketing automation or CRM platform that you’re using to build in some, you know, custom email content, task automation, even CRM updates that are happening along the journey, the customers having from like, sending out a, you know, an onboarding email when someone close one with a video of the founder, for example, you know, to, you know, order fulfillment, making sure they’re getting notifications when their orders are delivered. And then once that order is fulfilled and delivered to them, what can you send to them, after the order has been delivered, that’s going to be really relevant at that point of the journey, maybe it’s a, they need to get a manual, you sending them some sort of like a video that shows them how to assemble whatever it is that you’re selling, that’s going to be really unique to whatever your your product is in your service. But really, like, trying to enrich that experience, and make it very seamless for your customers so that you’re proactively providing them what they need at every phase of the journey with your company.

Curt Anderson  50:56

That is so good. And this is a perfect segue, I want to say, David, I’m gonna say back to you. So Nicole, you do a phenomenal job. Maybe we should talk about otter a little bit, right. So you do a great job of capturing video that content for your clients, manufacturers. David, I want to jump to you, you’ve I’ve been noticing and I’ve been trying to stay involved with, you’re doing a great job relentlessly, putting out videos, high level, you know, just value messages, talk about like your decision process behind those videos. The time content creation, we were talking about that before we went live, just share a little bit as a solopreneur your strategy from content creation and what you’re hoping to accomplish with your videos.

David Crysler  51:36

Yeah, I mean, it’s, it’s kind of been an evolution for me, Kurt. You know, I’ve done a lot of different testing, I’ve done a lot of different kind of trial and error types of things. And for me, you know, I always knew video was kind of the place I wanted to land just from the standpoint of for me, it’s kind of the easiest medium. I’m not a very eloquent speaker, or, you know, I’m not a great writer. So for me, video was all about capturing a bit of my personality and also sharing, you know, some of the lessons that I’ve learned. And so yeah, that was one of the areas, you know, being a solopreneur was one of the areas that I had to figure out my own process to be able to eliminate delegate and automate, because I was spending a ton of time. And while I really enjoy it, you know, you have to look at what’s the what’s the kind of return to your business, right. And so again, lessons learned. But yeah, it’s, it’s, I’ve gone through each one of those stages in content creation. And for me, it’s, it’s, you know, I can say that it has resulted in business, so it’s definitely worthwhile to do it is the long game, right? I’m working on building a brand that is obviously attached to my name and is a bit of a personal brand, but built all around, you know, operational efficiency, helping manufacturers learn to operate with excellence. And so yeah,

Curt Anderson  53:05

man, I love that. I love the long game. We just had our dear friend Dorie Clark, top speaker, she was on the program last Friday, we were promoting her book, the long game. So I like what you’re saying. No, it’s so challenging, daunting, overwhelming. And when we play that reaction game, instead of the proactive focusing on the long game, we get caught up in the day to day mundane things. So what I Katie’s here today, Katie, happy Friday. Thank you for joining us, guys. Let’s work man. I know we could Damon this was like, sign up. Good man. God, this was good. It’s great. I didn’t even know who was coming on stage with us today. We just wanted to be lazy. Nicole grew up super quick. I know we’re coming in at a time just share a little bit. You do a great job with otter that is a great hack. Great tool for folks to use. It is free. Can you just share with everybody? What is otter? And how do you use it for your clients?

Nicole Donnelly  53:56

Otter is awesome. So it’s basically transcription tools. Anytime you’re having a meeting with the client, you know, any meeting whatsoever, you can just use auditor transcribe the call. And it really works well, especially in marketing, because marketing is all about creating content to David’s point, right? Like you want to be consistently educating your prospects and customers and sharing that knowledge with them in a way that’s scalable, so that you’re not having to answer the same question over all the time over and over again, and video is really great for that. But otter really allows you to do to sell to those problems. Well, now you can create written content, and then marry that up with a recorded zoom call, for example, where you’re interviewing yourself or someone else that you could then turn into video content, so are just a really great, easy, lazy way for you to be able to get content that you can use and to that to our conversation earlier about training people, right, like, you know what I was mentioning that she uses it to help train her team and I think that’s a really great use case for it as well. So it’s just a really, you know, it just takes forever to write things down. You know, writing a blog post, for example, takes forever but if you have otter and you can just work poured it makes it so much faster, more efficient, much easier to create content, Coach, your team, whatever, whatever it is that you need to do. This is

Curt Anderson  55:09

hysterical. So we had a huge project I was doing what was lean and my buddy Jason, who you just met yesterday, Nicole, and there was four of us and Wesleyan couldn’t make the meeting couldn’t make the Zoom meeting. So it was one of the Mbps and we’re getting like this whole instructional thing on this major project we’re doing. I’m there Jason’s there and treat our friend Teresa Damon, you know, Teresa Nicolini ultraview. So, rather than meeting Westling could make it she sent her otter. So her otter shows up at the Zoom meeting. A week later, Wesleyan has like this whole broken down step by step documentation on what we needed to do you know what my notes were, they were this wasn’t aimed at the meeting. And like she was so much more organized than I was, it was like it was it was man, she was so lazy, which was amazing. So okay, guys, listen. I know we could be here all day. They oh my god, Damon, this was so no, this was like so better than Jasper. We’ve got jasper.ai I’m trying to train him and listen to me and write posts. Pretty excited about Rebecca Unicode need to connect. So Rebecca, you need to connect her back up? Oh, let’s do this. Nicole. Let’s let’s, I’ll leave you with this. How about this? Let’s do I’ll leave you with this moment. parting thoughts, words of wisdom? How anything to send off everybody with what do you have for us as we send off on this Friday?

Nicole Donnelly  56:31

Oh, man, I guess my parting thoughts are like, sessions like this are amazing, because they get to learn with so many other ones I’ve learned from so many other wonderful, wonderful people how they’re doing it, and how I can do it better. So I just think this is a great way to build community. And I just think the more that we can get conversations like this going, the more we can just mind share with each other. And I’ve got some really great notes here of things I’m going to take away to my business I’m super excited to implement. So I would just say my final words are Thank you. Thank you for what you’ve shared.

Curt Anderson  57:01

Again, guys connect with Nicole here on LinkedIn, inbound marketing. If you need help with HubSpot, you need help with your stopping best kept secret your marketing initiative, you absolutely want to connect with Kunal with Nicole, David, dude, brother, I cannot express my gratitude. And thanks for you popping in today. Just drop in, you know, after you know, moment of silence after a moment of silence, what are parting thoughts, words of wisdom that you want to share with everybody to take away on a weekend here?

David Crysler  57:27

Yeah, thanks, Kurt. It’s been a ton of fun. So thanks for inviting me, guys. You know, when I when I think about how to how to sum up the conversation today, it really comes down to you know, you can’t manage what you don’t measure, right? Something along those lines. Line repair. Exactly. So, you know, start by documenting where you’re at with things, what types of things, you know, can you utilize that documentation to identify that you want to change, and then the you know, eliminate delegate and automate, right, you can look for ways to reduce the things that you are doing. And again, don’t be afraid to just eliminate something and see if somebody ever notices, right? I’m telling you try it. It’s magic. It really is magic. And then you’ll be shocked that nobody asks, you know, and then you can you can wait usually weeks or months. And if somebody does ask, you just you just politely say, Oh, well, it didn’t seem like you’re really doing anything with that information. So I stopped but you know,

Nicole Donnelly  58:28

great advice, such my favorite. We just want to feel like we have to be doing more right like we need to be doing for our clients and more. That’s just stop

Curt Anderson  58:40

being productive, being profitable versus or compared to just being busy man. And I’m like, I can master that by now sincere today, Nelson. Thanks for joining us. Nice session. So I appreciate you and everything that you’re doing helping manufacturing, helping manufacturers you do an awesome job. So Damon, dude, what a great session. I know. And this is phenomenal. So man, I was really lazy. I didn’t prepare for this, David, just

Damon Pistulka  59:07

great for everyone to be in here. So

Curt Anderson  59:10

so good. So I’m gonna wind down in this handed off to you, Damon, everybody. Thank you. Thank you. Thank you, David. Thank you, Nicole. Thank you, everybody out there today. Drop in comments, man. Lots of love to you. We just wish you an amazing weekend. Go out there and just keep crushing it spread your awesomeness with everything that you do. We have a great guests coming in on Monday, Damon, thank you, brother. Take it away from for us. Well, yeah.

Damon Pistulka  59:35

Well, Kurt, thanks so much. I knew we’d have fun today. But I didn’t realize it’d be this much fun. And so thanks so much for everyone that was in the comments that Nicole and David and Wesleyan for getting on stage and just and honestly just putting up with our goofiness.

Curt Anderson  59:51

Let’s write this in real quick Katie says it anybody transcribed this? And so this every Friday goes on my website on b2b tail and it goes on Damon’s website. We’re super lazy, so we just get the video and transcription and it lives. So any of these Fridays that you ever want to catch we had Dorie Clark. Last week we’ve had the founder of Reebok on the show. We’ve had the editor of Ink Magazine, all sorts of rock stars like Nicole and David. So check out date my website, check out Damien’s website. So, thank you guys.

Damon Pistulka  1:00:18

Thank you. Well, thanks so much. I’m just gonna reiterate. Hey, have a great weekend, and we will be back again next week. Thanks, everyone.