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Brynne will be the headline speaker at the December 3 IES Big Stage Program: “Converting LinkedIn Connections to Conversations with The LinkedIn Whisperer Brynne Tillman.” Register here.
[EDITOR’S NOTE: This is a replay of the Creativity in Sales virtual learning session sponsored by the Institute for Excellence in Sales on November 10, 2020. It featured an interview with the LinkedIn Whisperer Brynne Tillman.]
Find Brynne on LinkedIn.
BRYNNE’S TIP: “Resonate, curiosity, teach your customers something new. Get them thinking differently about their state and lead them to your solution.”
THE PODCAST BEGINS HERE
Fred Diamond: Today it’s connections to conversations with our good friend, Brynne Tillman, The LinkedIn Whisperer. Brynne, great to see you, you’re one of our regular guests on our webinars because you bring so much value and today we’re going to get even deeper into all those connections. You’re the expert, it says right behind you, Social Sales Link. You provide so much value for sales professionals on how to take their sales career to the next level and how to use LinkedIn. First off, it’s great to see you, thanks for being here. Brynne, let’s get started.
Brynne Tillman: Great to see you too, Fred, I’m excited to be here and talk about this, it’s such an important conversation to have. Sales folks right now are like, “How do I start more sales conversations and how do I do that using LinkedIn?” I’m excited to share some of that magic with your viewers and listeners today.
Fred Diamond: We got a question right off the bat here and this question comes from Sherry, Sherry is in New Jersey, we were just talking about New Jersey. This is the question, “What does it take to get a conversation with a connection?” Thank you so much, Sherry for the overall question that we’re going to be talking about today so let’s get right there. It’s great if you’ve got 4, 5, 9, 10 thousand connections but they’re only good if they’re going to help you build customer pipeline, make partnerships, present yourself as somebody people want to do business with or for.
Brynne Tillman: The first thing is some foundations that we have to set before we can get that conversation and the first thing is we need to earn the right to get that conversation. We tend to miss this step, Fred and Sherry, we end up going like, “I have so much to share, so much to give, I don’t know why they won’t take my call.” Even if that’s true, even if they took your call and just from your 15 minutes their business would soar, you haven’t convinced them yet that that 15 minutes is worth their time. It’s our job to earn the right to get the call. The moment we assume the call it’s perceived as a pitch, we want hands raised, we want interested parties and the only way we can do that is by mastering the ask offer-ratio. What’s the ask-offer ratio? The ask-offer ratio is we are asking them to do something, connect with us, read our profile, read a message, read a blog post, watch a video. At the end of whatever invested time, they have one of three reactions. One is the bait and switch and we’re getting this all the time, “I’d love for you to join my network and now I want to sell you.” That’s the bait and switch. “I’d love for you to read this article that’s going to share all these insights” and it’s a pitch, it’s about them. “Watch a video” and it’s a pitch, “How we help companies” is a pitch. The bait and switch is rampant right now so make sure we’re not there. If we’re there, we don’t earn the right for a conversation. Most content and outreach messages and even profiles are at the neutral state. It didn’t hurt you, it didn’t help you, I didn’t take any action at all. Where we need to be in mastering the ask-offer ratio is compelling as much as possible if not all of the time. What is compelling? It could be something as simple as they’re inspired to react to a post, to like, to engage, to comment, ask you to connect, accept your connection request. All of those are another level of engagement and if we’re reaching out and they’re not engaging back, we’re not earning the right.
Here’s the thing about human nature. If there’s an opportunity in front of us and we say, “I get 15 minutes with Fred, how amazing is that? I’m going to schedule the call.” We’ve got to create that before we ask for the call.
Fred Diamond: I’m thinking back to one of the Sales Game Changers podcast interviews that I did – and by the way, you were a guest of ours about two years ago, I encourage people to go back – it was a sales leader who talked about earning the right to have a conversation with a customer. You’re making a great analogy about how LinkedIn can help you but you have to still earn the right to get their 15 minutes.
Brynne Tillman: To add onto this, we talk a lot of how absolutely foundational it is not to lead with your solution, to lead to your solution. When you lead with your solution, again, as salespeople we want to tell them how great we are, we want to tell them how we help other people but that’s not what they want to hear, we have to stop focusing on what we want to tell them and start focusing on what they want to hear. That will lead to our solution, that’s insights and value and creating a-ha moments. There are five points that we want to hit as much as possible that will convert to conversations. The first one is are we resonating with our buyer? When they check out our content, our profile or our message that we sent to them they immediately go, “This is for me.” That’s #1, #2, we have to create curiosity. It is so essential, there’s so much noise out in the world that if we don’t create that curiosity we don’t get them to lean in, they’re done, we’ve lost them. #3, we have to teach them something new and this is foundational, just telling them how you help people is not educational, you actually have to help people, create moments of a-ha, “I didn’t think of that”, “That’s interesting.” Then #4 bridges to we have to get that thought leadership and the way they’re thinking, we have to get them to take that education, that moment, that insight and get them to think differently about their current situation. Our biggest competitor is status quo and if you can’t move them off them, even to think that there’s a reason to move out that, why would they invest 15 minutes in talking to us? They have to have a seed planted about, “I wonder how that would work in my business, how would that look?” When we master that, it will lead to our solution, we will get hands raised that say, “Okay, I want more.”
Fred Diamond: What’s the fifth thing?
Brynne Tillman: Resonate, curiosity, teach them something new, get them thinking differently about their state and lead them to your solution.
Fred Diamond: Lead them. Yesterday on the Sales Game Changers podcast on our Optimal Sales Mindset show we had the great author, Bob Burg who wrote The Go-Giver and he was fantastic. His key theme of course was bringing real, honest value to your customer. We talk about value on almost every single Sales Game Changers webinar and podcast. Let’s talk about how you can demonstrate the value on LinkedIn. We could start with the profile, how important is the profile in helping you achieve the five missions that we just talked about?
Brynne Tillman: Profile is really vital, those five points need to be inside of the profile. Other than visually setting that up, your headline needs to be more like a newspaper headline, you walk into 7-11 and you got all those newspapers lined up and there’s a lot of noise, 50 newspapers. What’s drawing in your attention to get you to pick up and read one? That’s the headline, that’s where we have to start and this is where we’re resonating with them, there’s no education in this yet but it’s resonating, it might be creating curiosity, we want them to keep reading and some of that leads into a ‘how you help’. Mine is transforming the way professionals grow their business by leveraging LinkedIn to convert content and connections to conversations, so let’s talk about that. Who do I help? Professionals that grow their business so write down who you help at the highest level. When I got to my highest level it was professionals that wanted to grow their business. I had sales professionals, sales and marketing professionals, it’s just people that want to grow.
How do I do that? By leveraging LinkedIn but who cares about that? Do you know how many people do what they do? Do you know how many people train what they train? Do you know how many people sell what you sell? We need to get to that, “What’s the curiosity piece?” and that’s got to be the why they would talk to you. That’s where I came up with “Convert content and connections to conversations” because that’s what every salesperson wants. When you think about this it’s who do you help, how do you do it and why should they care? LinkedIn just offers us up more real estate than they did before, it went from 120 characters to 210 so I was able to add a couple of things which is what do I do? Training, learning, coaching. At the end of it you’ve got to resonate with them and say, “I’m interested in that, that’s how we get them to keep reading.”
Fred Diamond: Brynne, we have a question here from Jerry in the Chicago area, Jerry is a frequent attendee, he wants to know, “How often, Brynne, do you update your headline?” Interesting question, thanks, Jerry. You just said that LinkedIn went from 140 characters to 210 so do you look at that every day? Have you looked at that every 6 months? I noticed a lot of people because of COVID and the pandemic have said things like “remote training” if they’re trainers or things like that. Is that a living, breathing thing or every three months? What do you recommend for that?
Brynne Tillman: I’m obviously looking at it every day, I change it probably a couple times a year, at one point we switched to have “remote training” and now I think it’s understood that’s the only training there is. I think all of that is really important, I would just say look at it every time you come on, does it still resonate? Is it still doing its job? I’m all for a living, breathing product and there are things like the features section which is this scroll stopper because of its visual capabilities, these are the things that I switch out all the time. I have a webinar that’s on here, November 12th, once that’s over that’s going away so the featured section tends to be the piece that I have that’s most dynamic, that I update most.
Fred Diamond: I don’t know if everybody uses the features section but what else would you recommend that people put into their features section? I’m looking at the list of people here and we have dozens of people on today’s webinar, thank you all so much. Most of these people are either sales leaders or individual contributor type of sales professionals, what would you recommend that they put into the features section?
Brynne Tillman: I’d recommend that this be content that helps to lead to your solution, not your collateral. You can add collateral but I would do that underneath your experience section, this is really one of the significant places that’s in the about section where we are showing up as a resource. We need to do that, we need to convert our profile resume to a resource if in fact we are in a business dominant role. We want to make sure that everything in this features section is not a pitch, that it’s actually a resource that leads them closer to wanting to know more.
Fred Diamond: Brynne, we have another question here that’s coming in from Luis in Chicago, you must have a following in Chicago, good for you. This question comes up every time we have you on the show, “I noticed that Brynne uses Sales Navigator, can you give us an update on the value of Sales Navigator?” Just your basic answer if you could on, “Should people make that investment?” Why they would or why they wouldn’t.
Brynne Tillman: I’m obsessed with Sales Navigator, I actually think it’s the most powerful sales tool that we have in the world for many reasons and I can go through some of them. But you have to be committed to actually using it, there is no pixie dust out there for sales, there’s no magic button, it takes work. If you need to prospect an hour or more a day, Sales Navigator is a great tool. If you are not willing to put in the hour a day then you’re going to waste your money. What do I love about it? There’s three major things that I think are transformational for salespeople. #1, the incredible filters that we can drill down to our exact prospect – actually, it’s probably more than that. If you’re in a larger organization, Team Link is really amazing which allows us to see who in our organization is connected to our prospect, that’s a big deal.
Opportunity to save accounts and leads so that if they take any action, they share a piece of content, they get promoted, anything that happens is in a custom news feed. If Fred Diamond is a huge prospect for me and he shares a piece of content, if he does that and I’m looking at my normal news feed it’s among hundreds of thousands of other updates but in my Sales Navigator screen, my news feed is only the accounts that I’ve saved and the leads that I’ve saved. 100% of what I’m seeing is usable for the sales process, how would I do that? If I look in here, I see Scott Douglas shared a post, I can go in if Scott is high on my list, is someone I want to engage with, I can click on the post and I can go in and I can engage right on his post right inside of Sales Navigator. I read it, I go in, I engage it, I like on it and then I move onto the next one. Dee is a saved connection because she’s a prospect so she just shared a post, if I go in, I can go straight down 100% of these people I have saved as leads. When I go in and I engage, it’s beyond powerful because LinkedIn is only showing me the things that matter. That’s all, if I just want to see my leads I can see my leads and I can break it down by who’s changed jobs. I can go in and see all my leads and I can see of all my leads, these are people that have changed jobs in the last 90 days.
Fred Diamond: Brynne, we have a quick question here from Gordon, “How come Brynne didn’t comment on Scott’s post?”
Brynne Tillman: I absolutely would comment, I didn’t comment because we’re live. I would also do some other things and I don’t remember what it was on but I would have gotten deeper. If I’m reading this and it resonates with me, there are a few things that I might do and he’s a big prospect, this is someone I really want to get in front of, these are his thoughts, I might go Google an article to find an article that resonates with this message. I’m going to connect with Scott, “I loved the thought that you put up the other day, I came across this article that aligns with what you put out there and I thought you might like it.” I can go deeper and deeper depending on how much time I want to invest into this particular prospect.
Fred Diamond: We have a question here, sorry for taking you off on the track about Sales Navigator, but that’s some great examples there about how to use it and the fact that it doesn’t always come up in your notifications if you’re not using Navigator, what your prospects or leads are using LinkedIn for. That’s a great use because all the ones that you have tagged already will come up. We have a question that comes here from Mason, “There’s an old saying that a prospect makes up their mind in the first minute. How should we lead our LinkedIn profile with this critical 60 seconds?” You talked about the headline, what might be some other aspects of the profile that we would use to make us even more attractive once we reach out or if people do a search and come upon us?
Brynne Tillman: Obviously the headline is going to be the first 10 of the 60 seconds. What’s the next thing they see? It’s your about section. I actually start my about section with providing value, the about section is not about me, it’s almost a blog post. I start with, “Learn top LinkedIn social selling strategies.” If they’re going through here and they’re interested that’s a qualifier and they go, “I’d like to do that” and you can see the first line which is, “The buyer’s journey has changed, buyers are now researchers and self-educators.” I’m hoping if you are interested in what I do, you’re going to click on “see more”. Then I go through, “Here’s the challenge buyers are facing, ultimately that if you’re not embracing social selling, your competitor is going to run away with it.” That’s where I’d start, that should be compelling enough for them to say, “I probably need to look at social selling a little bit more.” Then I provide LinkedIn strategy, if they never talk to me they can use these, they’re real educational tips, not a pitch to what I’m selling.
I’m going to tell you a quick story, I’m going to start the story in the middle for the sake of time but I closed SunGard by getting my profile in front of a reluctant buyer who had just fired a LinkedIn trainer because they were not seeing success and she took my call because she said she learned more from my profile than she did with the trainer she just let go. That’s the value, back to Bob Burg, provide value. That’s 100% of what The Go-Giver is but I’ll tell you also the other piece around getting conversations also inspired by Bob Burg is endless referral. How do you grow your business? I think that was his first book before Go-Giver and I have about 5 books that really inspire where my teaching is today and two of them are by Bob.
Fred Diamond: We’ll be posting that as a podcast, that’s another example of a webinar that we do every day to help sales professionals. Brynne, let’s get back on track with connections and going from connections to conversations. We have another question that comes in from Jordan and Jordan is in the DC area, Jordan comes on the show about once a week. Jordan wants to know, “What can you do to reengage your existing connections that you’ve been ignoring?” That’s interesting, someone like you and I have thousands if not tens of thousands but how do we use our connections that maybe we haven’t paid attention to in a while? We’re doing today’s webinar first week of November, the pandemic kicked in in March, now we’re beginning to remember some people that we had deep relationships with that we would see at events. I’m seeing that all the time, people that I haven’t seen since March are re-emerging, if you will but how do we use LinkedIn to reconnect?
Brynne Tillman: I love that question. The first thing to do is take inventory so we can export our connections and look at who we’re connected to that we’ve been ignoring or forgetting about or we could do a search on LinkedIn simply by who we want to connect with. If I do a search, you’re going to get all kinds of filters and a lot of people don’t recognize that this is an option for them and I think this is so powerful. If we go to the all filters section I want to see my first degree connections, the people I’m already connected to, let’s just do greater Philadelphia for the sake of location. This is my typical sales string, Vice President Director of Marketing or Sales, that’s who I want to get and we can talk about search strings if you want to. I get a list now of the 514 people in the greater Philadelphia area that meet my criteria. I may not be reaching out to all of them but I just took almost 30,000 connections down to the 514 that I want to start a conversation with. That’s the first thing, once we’ve identified who they are, what can we do? I’m going to run through a quick list of things that you can do, I’m going to start with the simple things that you could do, you could endorse them. I know a lot of people would roll their eyes at that but they’ll get an automatic message that’s pre-populated to ‘thank you’ so that will often start a back and forth. You can give them a gift of content, it doesn’t have to be original content. Find a great piece of content, take a video or a podcast, find great content, it doesn’t have to be original to start the conversation. In fact, often sharing a third party piece of content is better because they’re not feeling pitched. “I just listened to this podcast, the Sales Game Changers on A, B and C and as a sales leader I thought you might get some great value from it. Seven minutes in they talk about this, I was blown away, I’d love to hear your thoughts.” You could send that to a lot of people, it’s not like you have to investigate every single time and I’m an obsessive podcast listener so it’s great. That will start a conversation, think about if you got that, that has nothing to do with you or selling or anything but you’re starting that conversation on what they care about. Here’s my new favorite, create a poll and ask their point of view, they’ll love to give their point of view so put out a poll. I love the third party aspect to starting a conversation with someone versus original content so a poll positioned wrong can look like a discovery call, we want to be careful that we’re not doing that but we do want to get some insights from it. Find an article that has some kind of percentage or Google. For me, I went out and I looked for a percentage of how much value plays in the sales role and I got Corporate Vision’s quote which was 74% of buyers choose the sales rep that was first to add value and insight.
I decided to take that quote and create a poll around that. That’s a Corporate Vision’s quote and I’m doing a poll that I’d love to see if my network aligns with that poll. There are a lot of different ways you can use a poll, be careful you don’t use it so it sounds salesy. I can actually send this poll to Fred and I can say, “Fred, just posted a poll on X, Y and Z based on a study that Corporate Vision did and I’d love to get your point of view or insights on this.” What happens when he gets it is he can actually vote right inside the message. When you take this poll, don’t expect that you’re going to put out a poll and then 500 people are going to vote on it but you can get it into the inbox of your targeted audience. You get to see where their mindset is and it’s such a great way to start a conversation. When you have your own poll you can then see who’s voting and how they’re voting so you can go back and start a conversation around that poll. I can go through and see everyone that engaged n that poll and what they voted on. I can then go out and start conversations based on what they voted on and I have done some really fun things with this. “I love that you answered this on my poll, would you be open to a quick little Zoom interview? I’d love to get deeper insight on your answer.”
Fred Diamond: That’s an example of connecting to conversations, the polls. Brynne, we’ve got questions flying in there.
Brynne Tillman: I get so excited I just keep talking.
Fred Diamond: The polls is a great idea because a lot of times people complain, “I didn’t get any sales off of LinkedIn” but LinkedIn is a tool to accelerate your conversations. We got a question here from Matt in the DC area, Matt is a very smart, young, aggressive sales professional. He says that he makes a lot of connections asking people to join his network with expertise, “I want someone with your expertise in my network” but then he also just asks a very simple question of voicemail on LinkedIn. You could record a voicemail from your phone, is that something you make a lot of use of? Have you seen it to be an effective tool?
Brynne Tillman: I like the video message way better. We have the opportunity in the same place that you do a voice message to send a video message and when you send a video message, I’m way over 90% response on that. The poll I don’t send the video message with and the reason is you could send a link to the poll, any post that’s live will have the three dots and you can copy the link to the post including a poll. You could send that with a video but it doesn’t appear in the same way where you can vote on mobile. That may have changed but when I do a poll I typically don’t do the voicemail or the video but in reconnecting I love video message. It’s amazing how many people respond and I have on some people, I took inventory of my connections and there are some people that are really warm but I haven’t talked to in two years, I might send a video saying, “It’s been some time since I was on the IES and really miss connecting with you. I know that you’re a networker but you also might be really busy, if you’re open to a reconnection conversation, just 15 minutes, I’d love to see what you’re up to, I’m going to put a link to my calendar below.” That’s it, send the video, send a link to your calendar. For people that you know really know you, absolutely do that. Do not send a link to your calendar to people that you want to reengage that you haven’t earned the right yet. You’ve got to be careful, this is the earning the right to the conversation. My relationship with Fred, I earned the right years ago or he with me that he knows a conversation would be well worth his time and I know a conversation with him would be worth time. But when we say too soon to someone that we don’t know, “Here’s a link to my calendar” they’re like, “I’m out of here.” You’ve got to earn the right, how do you do that? Sending, “I’d love your point of view on something” begins to earn you the right because you care about their perspective. Now you take their perspective and say, “I’d love to go deeper into why you answered that, if you’re open I’d love to do a quick little Zoom interview.” You’ve earned the right, you worked your way to that place.
Fred Diamond: A question comes from Valerie, “How do I engage with connections that ignore my initial conversation?” That’s an interesting point, that’s more of a sales in general type of a thing. She’s basically asking how persistent you should be on LinkedIn, same thing as, “Should you be calling people every day if they’re a prospect?” Give them three days, give them a week but what is your advice on LinkedIn persistence? It might be a topic that we’ve never really addressed before.
Brynne Tillman: I subscribe to things and if someone sends me more than an email a day that’s not of value for me, I unsubscribe, they lose me. Be purposeful in your outreach, don’t outreach for the sake of outreach and be of value, that’s a lot of curating other people’s content, reading it, making sure it’s awesome pulling something out of it and sharing it with them and then, “I’d love to hear your thoughts.” It might be, “Fred, a couple weeks ago I sent you an article on X, Y, Z, I hope you have the same great takeaways that I had from that. I came across another one, here’s the topic and here are my takeaways, let me know if you’re interested, I’m happy to send you a link.”
The next time don’t send the link, tease it and then see. If they’re not interested in this at all then this is not a priority for them so put it on the back burner for a little bit, let it cool off a little bit. You can stay in front of them by engaging on their content, I closed a really big piece of business because there was a prospect and I kept seeing that she would share a lot of stuff in Sales Navigator and I’d like and I’d purposefully engage on that. Then I reached out to her with exactly that message, “I love the content you’re sharing, I came across…” – it was actually a podcast by Larry Levine, we were going to be talking – “That really resonates a lot with the messages that you’ve been putting out there. Let me know if you’re interested, I’m happy to send the link” and she’s like, “Yeah, I’d love that” and then it started a conversation. She came back and she goes, “When I was looking through more his podcast I listened to yours and that was a really fun thing” and I ended up booking business. The bottom line is treat them like human beings, treat the person on the other side of the message as you would if they were on the other side of the table. These are real human beings, have real conversations and don’t be the nudge but bring value.
Fred Diamond: Brynne, we’ve got so many questions but unfortunately we only have time for one more question. Everybody reach out to Brynne, follow her on LinkedIn, she always provides tremendous content obviously in places like the Sales Game Changers podcast. The last question here comes from Joey and Joey is actually not too far from you, Joey’s over in Philadelphia area, little south of Philly and Westchester, not too far. Joey wants to know, “How do I leverage my existing clients to get conversations?” Everybody else who submitted a question, thank you so much, feel free to reach out to Brynne or myself. Your existing clients, not everybody that you’re connected to is a prospect that you’ve connected to and never heard from again or that hopefully will when you earn the right. There’s tons of people that you’re LinkedIn to that you already have relationships with, your clients, their friends, former coworkers. What is some of your advice to utilize them to get deeper into your LinkedIn connections to conversations?
Brynne Tillman: This was inspired by Bob Burg’s endless referrals. A long time ago before LinkedIn, I recognized that client referrals and networking referrals were the best business that we can ever get. If we’ve earned the right because we’ve done a good job, LinkedIn allows us to get even more strategically positioned referrals so how do we do that? LinkedIn allows us to filter and search our connections’ connections. I’m going to look at Fred’s connections, you can do this with anyone that’s a first degree connection, there’s a couple ways you can get there but I’m going to start on his profile and I’m going to click on the 500 connections. It’s not a full on all his connections, it’s close to a thousand random ones but it’s a pretty good way to start. We go to all filters and from here I don’t care about my first people that Fred knows that I know but I do care about who he knows but I don’t know. I can now filter and search Fred’s connections and it comes in to 63 names, from his 994 list he knows 63 people that I’m not connected to yet. Now I can run these names or I’ll vet it down maybe to 8 and I’ll say, “Fred, there are 8 people you’re connected to that I’m going to be reaching out to in the next couple of days but before I do, would you be open to hopping on a quick call running through these names and giving me some insights before I reach out?” We get on, he remembers four, he thinks these four would be great. Now I can ask for an introduction or I could say, “Fred, is it okay when I reach out to these folks that I say we had this conversation and you thought it made sense for me to reach out?” “Absolutely.” Now I’ll go, “Jennifer, Fred Diamond and I were chatting the other day, your name came up in conversation and he thought it made sense for me to reach out and introduce myself. I invite you to visit my profile and if you think it makes sense, let’s connect.” Once she connects I’m going to assume the conversation because Fred said so of the four, two of them will become a call.
Fred Diamond: Brynne, you may not know this but you provide so much value and you have for such a long time to so many business owners, sales professionals, marketing professionals, your energy about LinkedIn and the content that you provide, the advice and guidance that you provide on using LinkedIn is so rich and so deep. I just want to acknowledge the value that you provide, give us one final action step that people should do today watching the webinar or listening at the Sales Game Changers podcast in the future to take their sales career up a notch.
Brynne Tillman: Start to connect with every valuable person in your network and realize you probably have 3, 4, 5 connections inside of an organization that you’re working with. Make sure you’re connected with all of them and obviously keep in front of them with some great content but start to look at who they know and start to leverage those relationships for introductions. That’s the key beyond the marketing side of social selling, if you can get referrals into your targeted buyers and leverage LinkedIn to do it better, faster, stronger, your pipeline is going to be amazing going into 2021.
Fred Diamond: Bob says, “Thank you so much for the time”, Mason says, “Thank you both, valuable use of time”, Karen says, “Thank you so much”, Stacey says, “Thank you so much”, Alan says, “This has been great, Brynne rocks”, Valerie says, “This is powerful.” Brynne Tillman, thank you so much, have a great weekend. Thank you all so much.
Transcribed by Mariana Badillo