Transcript
Speaker: What's up, solarpreneurs?
Speaker: Taylor Armstrong here.
Speaker: If you're still locked down because of the coronavirus, I sincerely hope things are getting better.
Speaker: I'm in California.
Speaker: Things are still pretty crazy here.
Speaker: We're wearing face masks in the grocery stores, but things are improving little by little.
Speaker: Anyways, wanted to give a brief introduction to this episode.
Speaker: I had the opportunity to be interviewed by Frankie Ammons on his podcast, Solar Success Secrets.
Speaker: If you haven't subscribed, go check out that podcast.
Speaker: But we talked about a variety of things, including what we're doing right now to close deals virtually, what we do to have success in solar, and then things like hiring assistants, a couple different topics.
Speaker: So let me know what you think.
Speaker: And with that said, let's jump into the episode.
Speaker: What do you call an underground group of solar professionals on a mission to create a more sustainable world?
Speaker: We call ourselves solopreneurs.
Speaker: And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
Speaker: Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
Speaker: We are solopreneurs, and this is our story.
Speaker: This is the Solar Success Podcast, your number one source for success in the solar industry.
Speaker: And now it's time for the Solar Success Podcast with your host, Frank Ammons.
Speaker: What's going on, guys?
Speaker: Welcome again to the Solar Success Podcast.
Speaker: Man, we got another great one recording today in this weird, crazy world we're in right about now.
Speaker: I hope you guys are doing good, staying safe, staying, keeping your hands washed and clean.
Speaker: We got a special guest on the podcast today and is my man, Taylor Armstrong.
Speaker: Welcome, Taylor.
Speaker: Welcome to the podcast.
Speaker: What's up, Solar Successors?
Speaker: Excited to be here.
Speaker: Thanks for having me on.
Speaker: Yeah, man.
Speaker: And Taylor, you do your own podcast, Solopreneurs, and you've been doing that for a while.
Speaker: You've even interviewed me on there.
Speaker: I don't know what made you think you could do that.
Speaker: I got lucky.
Speaker: But Taylor, you're a great interviewer yourself, and it's cool to have you on here so we can talk a little bit.
Speaker: But you posted a video, all right, about...
Speaker: the using a zoom alternative.
Speaker: We're going to get into that in just in a minute.
Speaker: Uh, but let's talk about like where you're at right now with your solar business and what you're doing, maybe even the story of how you got into solar.
Speaker: Tell us a little bit more so we can learn about you.
Speaker: Yeah, for sure.
Speaker: Appreciate being on.
Speaker: And by the way, I've been calling you Frankie all this time, but I noticed the introduction you're saying Frank now that he likes Frank better than Frankie.
Speaker: Yeah, just don't call me ugly.
Speaker: I'm just playing.
Speaker: It's good.
Speaker: Call you anything except for late for dinner, something like that.
Speaker: That's right.
Speaker: Well, yeah.
Speaker: So my story is I came from pest control originally.
Speaker: A lot of guys, they're killing it in solar.
Speaker: I mean, they came from other door-to-door industries like pest control, alarms.
Speaker: So, yeah, I was doing pest control.
Speaker: Did that when I was 18.
Speaker: Went out for the summer in Dallas.
Speaker: Then I went on a two-year mission for my church, got back, did another summer of pest control.
Speaker: It was never that great, but just kind of got by.
Speaker: I just made my, I don't know, 10 grand or whatever, just kind of got by, summer job.
Speaker: And then I got into solar originally because one of my buddies down, Pankary, he did a summer of solar and he made like double what I made in the summer.
Speaker: Then I asked him how much he was knocking doors and he said he was only knocking like three, four hours a day.
Speaker: And I'm like, bro, are you kidding me?
Speaker: I've been out here eight, nine hours and I made like 10 grand for the summer.
Speaker: What are you doing?
Speaker: And so, uh, he got me out there and then the rest is pretty much history.
Speaker: Been out now in Southern California for, what is it?
Speaker: Like four years now.
Speaker: Wow.
Speaker: Yeah.
Speaker: Improve every year.
Speaker: been good just seeing improvements every year just by learning from guys like you and just always trying to improve from other people they're killing it in the industry and last year I was able to have my best year I think I closed 140 deals got the Golden Door Award Sam Taggart store at Oracon nice congratulations trying to go up from there so yeah it's been good and then yeah just been trying to adapt to the times and
Speaker: things.
Speaker: I know I talked a little bit about it, but I think everyone's being affected.
Speaker: I wasn't selling too much virtually or anything, but trying to kind of adapt to that.
Speaker: That's what I've been doing, trying to add some value, post a little bit about that.
Speaker: Right, right, right.
Speaker: Now, Taylor, where are you originally from?
Speaker: I know you're not from originally Southern California, are you?
Speaker: No, I'm from Utah.
Speaker: Okay.
Speaker: I'm actually here right now, just hunkering down during the virus.
Speaker: doing everything virtually so yeah originally from southern Utah town of place called Kanab town of like 3,000 people yeah you don't you don't you don't you don't never get with that accent of yours are you from Maine or Machadoches or something you never get that
Speaker: Yeah, I do.
Speaker: Well, actually, people usually say like Minnesota.
Speaker: Minnesota, something like that.
Speaker: Yeah, somewhere up there, north.
Speaker: Canada.
Speaker: Canada or something, yeah.
Speaker: That's cool.
Speaker: So you're from Utah.
Speaker: You're in Southern California.
Speaker: Right now you're back in Utah.
Speaker: And you said you really didn't do a lot of virtual, but you've changed over to that, obviously, with everything that's going on.
Speaker: Tell us how that's working, how the transition.
Speaker: What's the challenges that you're facing right now?
Speaker: Yeah, so I'd say –
Speaker: The biggest challenge is probably just keeping the lead gen going.
Speaker: Because like a lot of companies I was doing, I mean, our company has the setter closer model.
Speaker: So we're getting leads from setters, a lot of them.
Speaker: And I was still knocking a decent amount on my own.
Speaker: And so that was probably the primary source of my lead gen.
Speaker: I think the biggest problem I've been facing is just keeping leads flowing while we're not able to knock doors.
Speaker: Because, I mean, you go knock doors in California, you're
Speaker: probably gonna get shot right now people aren't too happy if you're talking about their door so it's just making that adoption if i could go back i wish i would have done more i mean i had some online leads going but i wish i would have focused more on other sources of the lead gen besides just primarily door knocking because now all the people that that was like their main source they're all panicking because they don't know where to get leads you know what i mean right so
Speaker: Well, I say, I say, don't panic, just pivot.
Speaker: And it sounds like you've made some pivots right now.
Speaker: And it's not really the smartest or the strongest that survived during these types of times.
Speaker: It's really the ones that are most adaptable, right?
Speaker: So you've adapted, you've made some adjustments.
Speaker: Talk about what you've done as far as trying to do some virtual sales and stuff like that, how that, how that's working.
Speaker: Hey, Solarpreneurs, real quick.
Speaker: If you've been in the solar industry any amount of time, you know that in order to take it to the next level, you need to always be recruiting.
Speaker: What is it, ABR?
Speaker: Always be recruiting.
Speaker: So if you need help with recruiting, I wanted to share with you something that helped me take my recruiting skills to the next level.
Speaker: We literally went from an office of less than 10 reps to 25 to 30 reps in less than three months.
Speaker: And we did this with reps that continue to sell with us.
Speaker: Two or three of them went on to become managers.
Speaker: Several of them were top producers in our office.
Speaker: And there are multiple reps that are still with us to this day, more than a year later.
Speaker: So what is it that helped me?
Speaker: I took up the services of Ryan Holman with Cells Recruiting University.
Speaker: He helped me develop a system to take my recruiting game to the next level.
Speaker: And he really helped me follow up with the recruits, schedule group interviews with them, get a huge pool of applicants coming in day after day.
Speaker: I wanted to share with you guys his link.
Speaker: If you are looking to take your recruiting skills to the next level, go to Calendly.com slash SRU forward slash Solrepreneur.
Speaker: Once again, that's Calendly.com slash SRU slash Solrepreneur.
Speaker: SRU is Sales Recruiting University.
Speaker: Ryan will help you take it to the next level.
Speaker: Yeah.
Speaker: And so what we've done mostly is just, well, like I mentioned, just to try to transition from obviously not door knocking anymore, but upping my ad spend on leads.
Speaker: You got some people out there that are panicking because they're not closing as many deals.
Speaker: So they're the money that maybe they were spending on ads and other sorts of lead gen.
Speaker: Now they're not doing that, but I'm trying to do the opposite.
Speaker: Even though maybe I'm not closing leads from door to door, I'm trying to increase my budget on ad spend.
Speaker: So that's kind of my primary thing right now.
Speaker: And then also just getting on the phone.
Speaker: I think the biggest source of leads that people, maybe people that aren't even doing like online leads or anything, is just going through your old list of leads.
Speaker: Like for me, it's people that didn't show up to their appointment.
Speaker: I mean, we get dozens and dozens of leads every week from knocking doors.
Speaker: And maybe, I don't know, 25% of those people would actually sit down.
Speaker: Something like that.
Speaker: It's kind of the numbers game.
Speaker: So for me, it's going through all those people that didn't sit down the first time for whatever reason.
Speaker: Maybe they had to explain a baseball game come up or couldn't meet.
Speaker: And then just calling those people back and trying to circle around and set a new appointment for them.
Speaker: because that's my other mistake I made is just the file is definitely lacking in the follow-up because we're getting so many leads just knocking doors.
Speaker: I'm like, okay, well, this one doesn't sit.
Speaker: I'll just move on to the next one where all these people that can be followed up with, it could have been someone that was really interested, but just forgot their son's baseball game was at that time or what have you.
Speaker: I think that's the biggest thing we've been doing is, like you said, pivoting the lead gen and
Speaker: our number one source.
Speaker: You just call them those old beads and then just online meet Jennifer.
Speaker: So what are you doing different now that helps you follow up better?
Speaker: You said that was kind of like your downfall.
Speaker: What are you kind of doing different to motivate you?
Speaker: Because I know, I think sometimes guys in sales, they're motivated by the next new sale and they end up forgetting about the follow-up opportunities.
Speaker: And that's why most salespeople, if we were all telling the truth, confessions of a salesperson, we don't follow up as good as we should, right?
Speaker: So what motivates you?
Speaker: What have you changed to get motivated about the follow-up?
Speaker: Yeah.
Speaker: So something I've been doing and if I'm anything like a lot of other sales guys, I mean, I, like I said, I like to just move on to the next lead.
Speaker: So it's been a big thing I've been trying to change, especially now.
Speaker: But what I think is important is just building out a team of people to help you stay organized, to help you follow up.
Speaker: I follow up on my own, but if I'm getting the amount of leads I need to, I want to,
Speaker: The truth is I don't even think I can do it all by myself.
Speaker: I just get overwhelmed.
Speaker: So what I've been doing, I have a assistant that helps me organize all my leads.
Speaker: She'll text leads.
Speaker: So we have a whole sequence set up.
Speaker: And if you're new to this, you should definitely set up just like a template.
Speaker: You can go on Google sheets or something and set up today, just kind of the sequence of maybe text.
Speaker: You want to send the old leads to say, this is Taylor.
Speaker: Uh,
Speaker: just reaching out during the coronavirus.
Speaker: We have this going on.
Speaker: Stuff you can text people.
Speaker: What I set up is just as I do it myself, I now document what I did.
Speaker: Sometimes it's a video.
Speaker: You can do a screen recording, record what you're doing.
Speaker: You can use software as simple as Google Voice where you can set up a different phone number.
Speaker: Then I have my assistant, she'll go on and she'll text the leads from the Google Voice number.
Speaker: And she's from Philippines.
Speaker: So she doesn't have to like talk to these leads or anything.
Speaker: Right.
Speaker: She'll just go on the sheet that we already set up, take the template of what I would say.
Speaker: So she'll just copy and paste it.
Speaker: And she'll just go through these list of leads.
Speaker: She'll send emails.
Speaker: Same thing.
Speaker: I set up templates for that.
Speaker: She'll go on and send emails.
Speaker: She'll go on and send texts.
Speaker: That's helped me a ton.
Speaker: And then she organizes my CRM too.
Speaker: That's another thing that I've always hated doing is just updating CRM.
Speaker: What CRM are you using, by the way?
Speaker: Um, I've used, well, I, I recently switched.
Speaker: I was using pipe drive.
Speaker: Right.
Speaker: I think pipe drive is a great one.
Speaker: Um, I'm using a different one called go high level.
Speaker: Okay.
Speaker: Basically the same thing as a pipe drive, but it just has like the, um,
Speaker: It has a little more integrations you can use on it.
Speaker: You can set up the phone number to go directly out from there and go directly from the app instead of needing to go to Google.
Speaker: Gotcha.
Speaker: And then you said you use an assistant, a virtual assistant probably, right?
Speaker: Yeah.
Speaker: And how do you find a virtual assistant like the one you got?
Speaker: Where did you find someone like that to help you out?
Speaker: Yeah, so I use – there's just sites –
Speaker: There's a ton of sites you can go and they'll find them for you.
Speaker: The one I use is called virtualstafffinder.com.
Speaker: And so you just pay them, I think it's like 500 bucks, and they'll go on and do the vetting for you.
Speaker: You'll tell them what you need, and they'll go and find people that are qualified.
Speaker: And then I kid you not, you pay these people.
Speaker: I mean, they're from the Philippines.
Speaker: I'm paying mine part-time, 350 bucks a month, and that's good money for them.
Speaker: now there.
Speaker: Wow.
Speaker: Obviously, it's way different out there as far as what you'd make.
Speaker: That's pretty good money.
Speaker: So she's working 20 hours a week for me, $350.
Speaker: Good money for her.
Speaker: And then, yeah, it's just a win-win doing all the work.
Speaker: So I think that's a huge key for people is if they're not finding help, especially if you are needing help organizing or just following up with deals, I think that's a huge key is just going out finding the help because
Speaker: And what was the service called?
Speaker: Virtual, virtual pathfinder.
Speaker: Is that what you said?
Speaker: Virtual staff finder.
Speaker: Staff finder.
Speaker: Okay.
Speaker: Gotcha.
Speaker: Yep.
Speaker: That's awesome.
Speaker: So yeah.
Speaker: So you got the virtual assistant.
Speaker: You, she's sending out the texts, you set up the template.
Speaker: She's doing some emails for you.
Speaker: How's that working right now as people responding to you?
Speaker: And if they are, what is the next steps you're taking?
Speaker: Yeah.
Speaker: So from there,
Speaker: Again, it's just kind of a numbers game.
Speaker: Obviously, there's a lot that don't respond.
Speaker: But she helps me a lot with my incoming leads because I have leads coming just from Facebook online.
Speaker: So I'll call those, which anyone that's dealt with online leads, you know, it's super important to call them like right when you get them while they're still hot.
Speaker: Right.
Speaker: But people that don't answer, she'll follow up through text with them.
Speaker: And then from there, it's pretty much just booking them into a discovery call.
Speaker: So we're always giving them kind of invitations.
Speaker: If they're responsive, I'll go on and see the people that she's texted.
Speaker: And then anyone that responds from that, I'll get the notification that they responded.
Speaker: And from there, I kind of take it because, I don't know, you can train them to be more responsive.
Speaker: But for me, I just have her send out the kind of canned response.
Speaker: And then the ones that do respond, I take it from there and I either try and just get on a call if I can with them or depending on how responsive, I'll just text them.
Speaker: And it's just kind of the discovery call information.
Speaker: Right.
Speaker: From there, just get like their electric usage, their estimated credit score, kind of all the information you need and then just book them into an appointment.
Speaker: So I think that's key, just doing the discovery call type stuff and then funnel them into an appointment.
Speaker: kind of the process from there.
Speaker: So the virtual assistant just sets up the possible lead or the re-lead for sending the follow-up text and email and then you take it, try to set up as a discovery call and actually set up an actual presentation appointment.
Speaker: Is that right?
Speaker: Mm-hmm.
Speaker: Yeah, I think you can.
Speaker: I know some people that set up call centers too.
Speaker: Right.
Speaker: This would be ideal if you have teams.
Speaker: I have another friend that, since Ben Claybrook, he has a whole
Speaker: He has a team of people from India.
Speaker: The same thing, he's paying them super cheap, and they just do all these discovery calls.
Speaker: And when he gets a lead, it's basically an appointment booked.
Speaker: Because his call center is just, they're calling these people all day in.
Speaker: And he's not paying them a ton either.
Speaker: It's India, so.
Speaker: Right.
Speaker: And so, yeah, I understand.
Speaker: And so when you do the presentation now that you're in doing virtual presentations, you talked about an alternative instead of using zoom, tell people why you were suggesting not to use zoom.
Speaker: Go into that.
Speaker: Yeah.
Speaker: Yeah.
Speaker: So hopefully you got some attention because I kind of passed on zoom a little bit, but don't get me wrong.
Speaker: Zoom is good.
Speaker: But the reason I,
Speaker: don't love zoom for solar presentations is because for me i'm getting a lot of people who aren't super techie i gotta get with older folks some people that don't know how to use computers or occasionally someone doesn't even have a computer and that's the worst but so the reason i use this other software it's called join.me yeah and it basically has all the same features but what i like about it is um you'd
Speaker: the customer doesn't have to download anything.
Speaker: So if you realize with Zoom, you have to have the application downloaded.
Speaker: You have to have the software on the computer.
Speaker: And I've just been through so many appointments now.
Speaker: And of course, most people do not use Zoom and could figure it out.
Speaker: It just creates an extra step where if they didn't have it, they have to download it.
Speaker: I like that this other software, they don't have to download it.
Speaker: They can just go straight on.
Speaker: They can see your screen and do all the same stuff.
Speaker: no download required and then for me i just like um just doing it straight from the phone and they don't have to that's another step that is taken out of it they don't have to figure out the computer audio and right make all the adjustments just have the phone on speaker and then they're seeing your screen straight from join.me and makes it a lot more simple for me right even the old people if they have a computer they just click the link and
Speaker: pulls it right up.
Speaker: So that's, that's my complaint against Zoom.
Speaker: I mean, I have used it successfully, but I just feel like for me, it's keeping it as simple as possible to get more deals closed and you're going to have a bigger reach because then you can get the old people, the,
Speaker: the guys that didn't know how to work technology as much too yeah so when we come right back from this little promo spot uh taylor i want you to tell us your one to two top secrets to solar success if you could right after this perfect let's do it
Speaker: For tips, ideas, strategies, and more, visit SolarsuccessOnline.com.
Speaker: Solar pros don't let other solar pros go anywhere else, but SolarsuccessOnline.com, the number one source for solar professionals.
Speaker: All right, so let's talk about your one to two top secrets for solar success.
Speaker: What would they be if someone asked you that question?
Speaker: Let's do it.
Speaker: Well, first of all, I would just say always learning.
Speaker: Just always be trying to learn something new.
Speaker: Like I mentioned at the beginning, that's, I think, been one of the biggest keys.
Speaker: You're just going to people that are having success, getting around them, and just pretty much copy and pasting what they're doing.
Speaker: As we've all heard, I think everyone's heard the quote, you are the, you are, I think it's something like you're the
Speaker: you're whoever you hang out with the most.
Speaker: You're like the five people you hang out with the most.
Speaker: I think it's true in solar.
Speaker: I've just found that whenever I've been doing my best, it's when I've been around people that are dominating.
Speaker: So for like the newer reps, maybe you're in a company where people aren't doing that great or where it's just demotivating.
Speaker: So I would say just get around people that are crushing it.
Speaker: Or even if not, just getting groups like you're doing, Frankie, just getting your Facebook groups.
Speaker: get around those people, get motivated from the right crowd and the right people.
Speaker: And then that's going to be, they're just going to rub off on you to see what other people are doing.
Speaker: I think that's been a huge one for me.
Speaker: And then obviously just listen to podcasts like this, like the solopreneur podcast and just learn them from always being motivated.
Speaker: That's what helps me do as I listen to those podcasts and sales type stuff.
Speaker: It's always helping me stay hungry and stay motivated.
Speaker: And you're, like I said before in the beginning, you're a great interviewer on Solopreneurs Podcast.
Speaker: What advice would you give somebody interviewing people on podcasts, man?
Speaker: Come on.
Speaker: Let me steal some.
Speaker: Let me copy and paste from Taylor.
Speaker: Yeah.
Speaker: I'm still learning, man.
Speaker: But, yeah, just being genuinely interested.
Speaker: I mean, like when I get guys like you, I first heard you on, what was it, Entrepreneurs on Fire, right?
Speaker: You were on that show?
Speaker: Yeah.
Speaker: Was that a year ago or so?
Speaker: Yeah, it was, yeah.
Speaker: I heard you on that and I'm like, dang, this guy must be, must be dominating if, if, if JLD had him on his show.
Speaker: Yeah, it was a lot of fun.
Speaker: Yeah.
Speaker: Just the people I bring on the show, it's people I'm generally interested in or people that have something unique to share.
Speaker: And then just doing my research about them beforehand.
Speaker: I try to, anyone I interview, I try to, if they're on other podcasts, I try to go listen to other things they've done and,
Speaker: that generates more questions for me.
Speaker: And I think, I think I'm able to go a lot deeper if I do my homework before having someone come on where I really know much about them, you know?
Speaker: Right.
Speaker: Yeah, definitely.
Speaker: Yeah.
Speaker: Always trying to learn.
Speaker: Yep.
Speaker: That's awesome stuff, man.
Speaker: Well, Hey, listen, where can people find you?
Speaker: I know they can go to solopreneurs.
Speaker: You have a Facebook group.
Speaker: Where can they find you?
Speaker: What information they can, they search to find more information about what you do in the solar world.
Speaker: Yeah, appreciate that.
Speaker: Like you said, we got our Facebook group.
Speaker: That's just for printers.
Speaker: You can search that on Facebook.
Speaker: I'm Taylor Armstrong on there.
Speaker: Taylor J. Armstrong on Instagram.
Speaker: Trying to be a little more active on those because sometimes I fall off social media a little bit, but trying to get on those more often.
Speaker: Right.
Speaker: And then we did prepare a little guide.
Speaker: We have it for subscribers of our podcast.
Speaker: but I want to invite your crowd too to go check it out.
Speaker: Absolutely.
Speaker: What I did, we took just kind of the top tips we've gotten on closing from people we've had on the show and just made it into a little guide.
Speaker: Because if you're anything like me, I mean, I listen to these podcasts, but sometimes I forget and don't take notes from them at the gym.
Speaker: Right.
Speaker: I want to just make a little guide so people could go and kind of get those little tidbits that maybe they didn't write down or forgotten.
Speaker: So if you want to go check that out, you can link to this, Frankie, but it's closer.solarpreneurs.com.
Speaker: Awesome.
Speaker: That's going to take you to a page where you can download that guide and check that out.
Speaker: So we're happy to keep adding value.
Speaker: Thanks for inviting me on here again, Frankie.
Speaker: Yeah, man.
Speaker: And so don't forget, guys, you guys can go to closers.solarpreneurs.com.
Speaker: I think it's just Closer without that.
Speaker: Closer.Solopreneur.com.
Speaker: Make sure you go check out Taylor.
Speaker: Go check out his page, his group.
Speaker: A lot of great content, a lot of great information.
Speaker: You can't go wrong, like he said, multiple times through this interview.
Speaker: Keep on learning.
Speaker: If you're learning, you're growing.
Speaker: And if you're not growing, you're dying.
Speaker: So let's not do that, guys.
Speaker: No more dying in the world right about now.
Speaker: We need to all grow and keep going and make the pivots we need to make instead of panicking.
Speaker: So, hey, Taylor, again, thanks for coming on.
Speaker: Thanks for jumping on and doing this interview with us on the Solar Success.
Speaker: Guys, don't forget to go to solarsuccessonline.com where you can find more information about everything we're talking about, resources, links, information, ideas, et cetera.
Speaker: Until next time, we'll talk to you.
Speaker: This has been the Solar Success Podcast.
Speaker: You've been listening to the Solar Success Podcast.
Speaker: Until next time, remember, opportunities are never absent.
Speaker: They only change disguises.
Speaker: Wow, what another value-packed episode of The Solarpreneur.
Speaker: Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next level.
Speaker: And we do it all for free.
Speaker: And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes.
Speaker: so that we can help more solopreneurs like you to change the world.
Speaker: And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
Speaker: Remember, you need to leave us a review on iTunes to qualify for the training package.
Speaker: So take care of that now, and we'll see you on the next episode.
