Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler

26:49Would you mind sharing that story of how you sold it into Neiman Marcus? Because that is such a great face-to-face, and it just pulls on that past track record that you had with the cold calling and how it paid off for you. Yeah, so when I first landed, Neiman Marcus was my first account. And two things about that that are just something that I reflect back on. One is everybody in the industry, after I landed Neiman's, came up to me and said, how in the world did you land Neiman Marcus? And I would look at them and I'd say, I called them. What do you do? And they'd say, oh my God, we go to trade shows and we set up a booth and we've been doing it for seven years.

27:29And everybody says around year six or seven that you get a chance with Neiman's. I didn't even know there were trade shows. So I often say what you don't know can be your greatest asset if you let it. If you're not intimidated by the self-talk of, I have no idea what I'm doing, and that shuts you down. So if you can power through the I have no idea what I'm doing and actually see it as a positive and go, that means I'm going to do it different. And that's where you break real ground. It takes a lot of courage and a lot of willingness to look stupid and potentially fall on your face, but that's where the magic is.

28:01So anyway, I got a chance to go and cold call Neiman Marcus. I flew on a plane from Atlanta, where I live, to Dallas, and I met with the buyer and she was impeccably dressed. I'm in the intimidating Neiman's headquarters. I had my lucky red backpack from college. I had the prototype in a Ziploc bag from my kitchen and a color copy of the packaging that I had created on my friend's computer. And halfway through my pitch, I was telling her what it is and I could tell I was losing her. After seven years of cold calling and trying to sell things to people, you get really good at reading non-verbals.

28:35And I always say non-verbals tell you way more than the verbal. you know when people sit there and shake their head and say I love it and I'll call you tomorrow you're like oh my god mayday you know that's when you pull the shoe and say I've got to like try everything and so she was kind of doing that she was like okay thanks and I just stopped and said you know what Diane will you come to the bathroom with me and she literally was like excuse me I'm like I know it's a little weird but um can you just follow me to the bathroom and I'm going to actually show you what my product can do I'm going to go in the stall and she was like oh okay and She walked down the hall, and I went in the stall, and I put it on under my white pants, and I came out.

29:12So I showed her before, and then I showed her with the product on, and she just sat there, and she goes, I get it. It's brilliant, and I'm going to try it in seven stores. And I was like. That deserves a round of applause. I love that story. Thank you. Woo! So you guys talk a lot about humor and embarrassing yourself, poking fun at yourselves in business and in life. and have a lot of fun with that. And we mentioned specifically on Instagram, can you talk a little bit about what that looks like?

29:47I just think we both, you know, don't take ourselves super seriously. And humor works. Humor's fun. I think one thing we've both had in our entrepreneurial journey is we've had fun. And I think a lot of people forget how fun it can be. And, you know, and we work on making it fun. We try to do fun things, incorporate fun things into our household, with our kids, with our cultures, at our companies. And it's an important part of the process. I mean, I would say to add to that, I recognize that the two biggest fears that we all have as human beings are basically the fear of public speaking and the fear of being embarrassed.

30:29And so I want that to lose its power over me. So I will intentionally embarrass myself or I will intentionally find scenarios where I'm not good at something. And then I go through it and it usually ends up making me laugh. Or if something ridiculous happens to me, I immediately want to share it with people because then I start to find that it loses its power over me. And then you also find that when these things happen, if you can make somebody else laugh or smile, then it wasn't all in vain. And that's where real human vulnerability and connection happens, especially even with your customers.

31:07So I learned that from selling fax machines. I mean, anytime I tried to act perfect or put on the perfect pitch, I got kicked out time and time again. You know, if I walked in and was like, look, I'm, you know, I'm nervous. It's hard for me to walk through your door. I'm sorry. I know there's no soliciting sign. I mean, I would get farther with that. But just calling out the humanness and the real of what we're all dealing with and not being afraid of it. So we do that at Spanx, too. We have oops meetings at Spanx where we have the whole company get together and we stand up and we share what we failed at or an oops or a mistake that we made.

31:46And everybody claps and it's just like diffuses it. That's such a great culture. I believe we actually may have a video or two that we can share. I happen to be a huge fan of this one bird video. If you could cue this video up, the Instagram stories. Lovely. Yeah. Oh, great. Okay. I just did good morning haircut with my dress. I didn't know. So much dressing. A big thank you to Tom Kelly for giving me a dress all day. How about you all? Oh, my God. I was wondering why it was so retarded. I didn't know. I was trust.

32:32I see him. I see him looking at me. My husband has been running every day on this island and says a bird attacks him. So I'm on the walk with him where his jog got this because I don't believe him. Well, honey, where? How bad can it be? Come on. How are you going to get past this walking spot? nothing's attacking me

32:59he's fine I see him and he's fine see the bird's there he's not going to bother you Jess oh oh oh oh

33:18that bird that bird No, Heather, that bird was not raised properly. That bird was ridiculed as a kid. I've got to tell you, I'm so happy that you shared that video. I had shown it to my son after I'd gone to interview you, and I said, you know, Jesse's such a great guy, and I was showing it to my son. He said, Mom, I thought he was a really strong kind of guy until right now. I ran the same route every day, and I would come home, and Sarah would say, how was the run? I was like, the run was great, but I got attacked by a bird. every time. And she's like, it's impossible. I said, no, you got to come with me.

33:54And she walked by, and the bird didn't care. I walked by, and the bird went bonkers. It was very personal, obviously, for the bird with Jesse. I don't know. Maybe they thought your hair was a nest, honey. I don't know. Fantastic.

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34:55so to elaborate on this and you guys are not going to be shocked now sarah you actually spent some time doing stand-up comedy were you petrified to do that because now Now it seems natural. I feel like you could just grab a mic and walk around and do it. I was so petrified. I did it when I was selling fax machines door to door. And I just, I have this thing where I don't, if something terrifies me or if I think I would never do that. And the answer is because I'm scared. It kind of becomes something I really want to try to do. And that was one of those things. And I just did open mic mostly around.

35:30I did it around the country for two years while I was a trainer for the company that I worked for. But it was terrifying. I mean, I was so nervous. And I wasn't that good. It sounds like the hardest job in the world. It's the hardest. Well, I mean, it's taking the number one fear in America, which is public speaking, to the next level. Because you can be in front of an audience and be bombing and not really know. You know, like the whole back section could be asleep or on their phone. And you still ramble on. But if you're doing stand-up comedy, I mean, you get validation or you get crickets every 15 seconds.

36:05so it's like the most immediate like you're failing you're not failing you're failing you're not failing and the only way to test it is in front of an audience so you have to be so willing to bomb in front of a group of people or so please laugh at our jokes yeah exactly or to learn what's funny or not funny so i um yeah it was it was but you know what i didn't know it at the time this combination see i wanted to be a lawyer but i'm a terrible test taker i'm not good in like I have trouble with reading comprehension. So I'm sure I have some sort of undiagnosed learning disability. Um, but anyway, so I, I was, did debate all through high school and college.

36:42And then I get to the LSAT and I bombed it not once, but twice. So it derailed my whole vision of being a lawyer. And that was really depressing at the time. And then I, I naturally then went to Disney world and tried out to be goofy and you have to be, you have to be five, eight in order to be goofy and I'm only five, six. So I'm the height of a chipmunk. So like this was rock bottom for me. I mean, my family, everyone's like, what's happening? I said, I'm too short to be goofy and I don't want to be a chipmunk. And so I just started selling fax machines door to door because it's really, I mean, you needed a pulse to be hired there.

37:18And, um, so anyway, but the standup comedy I did, but life has a weird way of giving you these experiences because when I started Spanx, The combination of the amount of rejection I had had was perfect to start a company because I was told no every day for two years. The idea is no good. No, thank you. We don't want to help you. We think this is stupid, whatever. And it didn't really phase me. And then the writing comedy for two years while I was doing that helped me do all the writing for Spanx and the marketing. And Spanx didn't advertise for 16 years. We became a household name and a household brand around the world without ever advertising.

37:56And I believe we did so much of that through humor and through the connection that we had with our customer and storytelling. Jesse mentioned it, lead with story. Your customers are so much more interested in why than they will ever be interested in what. What you're selling, why you're selling it, why you're doing it, who are you in the world, what matters, what's your why, that is what people really respond to. So, um, and to, if you can do it and make somebody laugh or smile, it's so much better. I mean, you, then you have a chance of them telling five other people, which is what happened with Spanx.

38:32You know, it became a word of mouth brand. Jesse, did you have that same experience that Sarah had getting into stand up comedy, being afraid of it when you became a rapper? Was it that same, you know, we were petrified at, or did you gravitate towards it? Well, the first, right when I got signed to my record label, Delicious Vinyl. They had two huge acts at the time. One was a guy named Tone Lokes. Some of you might not remember Tone Loke. Yep. Wild thing. Funky. Cold Medina. The other was a guy named Young MC who won a Grammy for his song called Bust a Move. And I was one of the next artists signed to the label.

39:02So before my album even came out, I got a call from the owner. Wait. Jesse was best known for two songs. Shake It Like a White Girl and College Girls Are Easy. Please Google it. Please Google it. So anyway, so I get a call. Which I had a lot of fun telling my dad, you know? I was like, dad, dad, I think I met the one. He's like, that's nice, honey. What does he do? I'm like, he's a rapper. Best known for Shake It Like a White Girl and College Girls Crazy. People buy into stories. This is all part of the plan. Anyway, before my album came out, I got a call from the owner of the record company who said that they're having this huge concert in Atlanta where we live now at the Georgia Dome.

39:45and they were busing in 36 ,000 inner city kids from all over the state of Georgia for this concert that they coined the Increase the Peace Concert because they were going to have black artists and white artists come together in this community bonding event. And the day before the concert, Vanilla Ice canceled and they needed a white rapper. So they volunteered me to be the white act. So I get to the venue and as soon as I get there, I recognize immediately like the place is unruly. There's fist fights going on. and they're putting the house lights on and police are everywhere. And the kids are booing every single act that came on stage.

40:20They booed them off stage. So the first guy up was like LL Cool J in his prime. And they boo LL Cool J off the stage. I'm sitting over here in the green room about to go on next to sing my song called Shake It Like a White Girl. So I called my mother and I said, Mom, I got a really big problem, man. They're booing LL. And she was like, sweetie, just be yourself. They're going to love you. And I get up on stage and the MC is like, you know, all the way from California. Give it up for my man, Jesse James, which is my stage name. Do not Google it. And as I'm going on stage, the record company gave me some T-shirts, like promotional T-shirts.

40:58So I grab them. And as I come on stage, I'm like, I'm looking at the kids in the front row and they're pissed off that I'm even invited to the venue. But I have these T-shirts. So I'm like, does this section over here want some free T-shirts? And the kids go crazy. I throw them out. I'm like, this section over here to my right, you want some T-shirts? They went nuts. I threw them out. I'm like, middle section. You want some t-shirts back there? They went bonkers. I threw them out. I said, thank you very much. Salt and pepper's up next. I got the fuck out of there, man.

41:26That's never let them boo you. Never let them boo you. It's like the first rule I got in business. No, I'm not doing standup. How animated is this man? Oh my gosh. I can't take Okay, so Sarah, after you had made it, you made a very shocking decision, in my opinion, to really put yourself out there and go on Richard Branson's reality TV show. Why did you make that decision? You know, I read his book in college, and I really thought he seemed like such an interesting guy that I would like to know. And so that was the start of it. And when he declared that he was doing his own version of The Apprentice, his own reality show, I just thought this was a great opportunity to meet him.

42:18And he started Virgin overseas in London. He's just a really colorful, fascinating, adventurous guy. But he, yeah, so Spanx was four years old at the time, and my lawyers literally begged me not to do it. They're like, why would you ever do a reality show? You're the face of this brand and you're putting your reputation over to Fox and you have no idea what they're going to, how they're going to edit you or what they're going to do. And I just, I just had confidence that Richard, from what I'd read about him, wouldn't, wouldn't be a part of something that would, wouldn't edit me the way that I am.

42:54But I got a 27 page contract before I did this. And it was the most insane contract. It literally said, we can burn you. We can submerge you underwater. We can drop you in political unrest. I mean, it was like insane. So my dad is a lawyer and I emailed it to my dad and I said, dad, I'm thinking about doing this reality show. Can you help me edit the contract? And all he wrote back was no sane person would sign this love dad. And I signed it and I went and. Which is a great influence on our kids. Yeah, we have not let the kids see the video footage, but it was two months of the most intense stuff.

43:32What they didn't tell me, but I should have figured out and put the two and two together from the contract was that if you lost the business challenge, each business challenge took place in a different city around the world. So instead of every challenge being in New York City, one was in Hong Kong, one was in Africa, one was in Tokyo. So it was wild. We were traveling all around the world. But if you didn't win the business challenge, instead of going to a boardroom and just being fired, you had to do a world record breaking, death defying stunt with Richard. and two days into filming, I literally was in Atlanta in the Starbucks line like the day before.

44:06And then the next day I'm in England and they woke me up at three in the morning and handed me a helmet. And I said, I'm an entrepreneur. Why do I need a helmet? And I had to scale the side of a hot air balloon at 10 ,000 feet in the air and have tea on top of the hot air balloon with Richard. And you're afraid of heights. And I'm so afraid of heights. Like I cry on planes. I cry during take off. I don't like heights. Yeah, so that was crazy. And that was the first day of filming, but Jesse can't even watch it. Jesse's watched like half of the first episode. The stunts got so ridiculous. It was like, Sarah, climb the scale of the top of the building and jump in this glass of water.

44:46And then when you're in the, we're going to throw you in with the sharks and then you swim around and come up. I was like, this is crazy. So you guys weren't married back then? No, he didn't know me then. But, yeah, so So was it worth it now when you look back? Are you glad that you did that? I'm so glad I did it. I mean, I think that I don't think I would have done the challenges if I was a mother at the time, but I wasn't. I was single and definitely not. Yeah. But yes, I'm so happy. I mean, Richard's actually a great friend. I'm actually going to Switzerland this Friday with Richard and about 35 entrepreneurs from around the world.

45:22and we're doing a physical challenge through the Swiss Alps to raise money for education. And I'm not like my husband. I'm not this physical, you know, challenge person. But I had had too much tequila when Richard asked me if I wanted to go. And I said yes. And so now I'm going. I hate it when that happens. I'm slightly terrified. But we're going to swim, bike, and hike through Switzerland. And it starts with a glacier lake swim in a full body wetsuit. meet a different guest each week

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47:21Well, just in case you guys haven't, you can't picture this or haven't seen this show, we brought you a clip. Oh, you have a clip? Which clip is it? Is it a balloon? Next challenge is that we're going to go up into the top of the balloon, something I've never done. It's not going to be easy at all. On the top of the balloon, we're going to have a tea party and have a discussion.

47:44Being hoisted out on the ladder, suspended at 10 ,000 feet on the side of a hot air balloon, is terrifying. I am so scared.

48:10Cheers. Cheers.

48:18That is impressive. I'm in a full sweat. I don't want that. Did you just watch it? I'd rather run for 20 hours. That was so intense. There were so many things about that, but it took me 48 minutes to climb. It was a dangling rope ladder, so there was nothing anchoring it. So I spent the first 25 minutes of the climb just flailing around in the air. And then the last 20 minutes, I kept saying, just get to the balloon, get to the balloon. But once I got to the balloon, the balloon was hot. And the rope was very taut against the balloon. So I had nowhere to put my fingers anymore around the rungs of the ladder.

48:52So I'd use my fingertips. And then once I did the little tea thing and was like, woo, that was great. I started bawling because I realized I had to climb down. Oh my gosh. I was like, wait, how do we get down? So we had to go back down the ladder. It sounds horrific. Yeah, no, but it was - Thank God you're here. Listen, I'm here and what an experience, so. So Jessie, you have an online community, Build Your Life Resume community, which is really amazing. Check it out if you guys haven't seen it. All right, we got some thieves here. Yay. Awesome. Thank you guys. So some of the feedback, Jessie, that really pops out at me, the things that people like, the takeaway is the brownie, the, you know, what is your unique brownie?

49:30Can you share what that means and how you develop that? It's just a reference to a story when I was in college. I was at Crossroads my senior year of college. I was either going to the music business, which I loved, or I was going to sell a product called Aunt Franny's Brownies. I had a roommate in college that had an Aunt Franny, and every month she sent us a shipment of brownies, and I don't know what she put in the brownies, but they made everybody happy. Like, I can market these. Like, this is going to work. so for my advertising class senior year we had to create a fictitious brand from scratch soup to nuts like you know jingle which I was good at billboard slogan packaging everything so I said I'll use this advertising class as my R &D department and if they like my Aunt Franny's brownies presentation I'll just roll it out and I'll sell brownies so the way that the final exam was set up there were 100 kids in the classroom it was it was small and everybody had a hand in their campaign, but five people were going to get picked at random to present a 30 minute state of the union of the business they were going into the industry they were going into in front of the class.

50:33So like I'm a senior in college, there's a 5 % chance that I wanted to get picked. Like nobody prepared for the oral presentation. He didn't want to get picked. And sitting to my right in the classroom was a guy named Ronnie Cohn. Ronnie Cohn was a professional jackass. No, Ronnie Cohn bullied half of the class for four years of college. So when the professor said, we're going to do this the democratic way. Everyone write down your name and I'll put, take off my hat and I'll pick out the name. When he came to me, I took 25 pieces of paper and I wrote Ronnie Cohn's name down. I stuffed him in the hat.

51:04And when he picked out the name, this is a true story. Sure enough, the first thing that came out was Jesse Itzer. The jackass did the same thing.

51:14He's such an asshole. So I went up there and I pitched to Aunt Franny's brownies in 30 seconds into my presentation. And by the way, the tuition in American University is$40 ,000 a year. That's where I went. So for four years of tuition,$160 ,000 of my parents' money. This is literally the only thing I remember. The professor stopped me for$160 ,000. He stopped me in the middle of my presentation, 30 seconds in. He said, son, I want to know what is your point of differentiation? And I was like, what does that even mean? He said, what makes your brownie different than all the other brownies on the market.

51:53And I was like, well, they're moist and delicious. They're, they could be gluten-free, they're home-baked, blah, blah, blah, blah. And he was like, no, he said, son, there's a thousand brownies that come out every year and substitute them for marketer, for restaurateur, for advertising, for lawyer, for whatever you do, there's a thousand of you that come out. And if you want to make it, your brownie, whatever it is, has to be different than all the other brownies. Sit down. And he made me sit down. And I realized at that moment, like it was a real powerful moment for me because I asked myself at that moment, like, and since then as an entrepreneur, I've always asked myself, like, how am I different?

52:27You know, what makes my product stand out? How can I treat my customers differently than everybody else? Zara mentioned it early, but like, if you, if you rip up the playbook that everybody in the industry is using and you say like, well, how would I do it if I never was taught how to do it? That's where innovation comes from. So I always ask myself in an authentic way, you know if you're quirky be quirky if you're this be this but what makes you different i just remember not to belabor this point but i remember when we started marquee jet which is a private jet company that i started with my my partner we had no aviation experience we had no airplanes we didn't know a lot of rich people and we started this company that and not a great formula for a private but we ended up building a company that did that did five billion dollars in sales and we sold it to Warren Buffett's NetJets.

53:16And I remember sitting with our sales team and I would go in and I would listen to pitches and they would pitch the way Kenny and I, my partner and I were pitching. And I'd be like, what are you doing? Like you're a single mom, be who you are, you know, and be unique for you and be different for what you are. You can't, you're not the co-founder. So it's always been a mantra of mine to just kind of like what makes you uniquely different. And that was a question Sarah asks all the time to her team and to her employees, you know. She always asks her employees, if no one taught you how to do your job, how would you do it?

53:49Yeah, because we're on autopilot as human beings. I mean, think about it. Almost every single thing that we do, someone taught us how to do it or we observed how it was done. And so I like the space of closing your eyes and saying, if no one showed you how to do this, how would you do it? Like, would you be doing it differently? and um oftentimes you will and the answer or the vision comes to you and then that's a real nugget for yourself yeah i would just put an asterisk next to that because you know i just ran this race and i did i'm a big believer in becoming the expert in the space you're going into so before i approached this race i called everyone that i could find anyone i could find that did this race and asked them a lot of questions how many calories you have to take How many ounces of fluids do you have to take every hour?

54:39How much sodium do you need every hour? And in a very, very short amount of time, I became what I believe in my own head was an expert. And I would come in every station and say to my pit crew, I'd be like, I had one goo, half a bottle of Ractane, which was the drink that I was drinking. I had 200 calories, 70, you know, I need 350 milligrams of sodium. Like I was very aware of it. So in certain circumstances, you want to become the expert and follow the advice. but in others, you want to stand out for what you are. Please do not get mad at me, but unfortunately we have to move to the lightning round of questions and we're about ready to wrap up even though no one wants these two to leave.

55:17Okay, what's happening in your life right now? I'm going to Switzerland on Friday. Which sounds very fabulous. That sounds very exciting. Okay, how do you feel when you're in a room with Richard Branson Microsoft Giving Pledge? How do I feel when I'm in the Giving Pledge room? um super humbled and you know like kind of like how did i get in this room pinch me kind of feeling sarah's agreed to give away half of her wealth to charity amazing

55:53what would your career be if you didn't start sphinx I mean, I'm a frustrated beautician. I might have my own salon or I was someone who did everyone's hair for prom. And I always like doing makeovers and things like that. Oh, that sounds fun. Theme song for your life. Your speed round, sweetie. Oh, gosh. Theme song for my life. Either one. Mine is Baby Got Back. Yes. excellent marketing excellent marketing i'm in the butt business okay wow that's good that's good oh there's a song called here i come it's a reggae song that's one of my mantras like here i come so it's just my own personal thing okay favorite party trick

56:46um i can make people say no i have this crazy thing i could do with you after heather have you ever heard it before no

56:56all right that was good um weird trait about you uh-uh weird what a weird trait about either one of you i mean i this is so weird but i can vibrate my eyes what does that even mean what'd you say i can vibrate my eyes you learn something new all the time we met for 10 years i've never seen you vibrate your eyes i can vibrate my eyes and the weird thing is, is Charlie just looked up at me and vibrated his eyes the other day, our little boy. So apparently it's genetic. I've only had fruit until 12 o 'clock noon for 28, 29 years now, unwaveringly. Fruit till noon, brother. And I didn't like that smoothie that you gave me.

57:38It's pretty nasty. Listen. Okay. What's your biggest pet peeve? Pet peeve? Oh, I know what yours is oh this is like the newlywake what do you know what do you think mine is well i mean you're probably about to answer something different but running water absolutely don't get me started on running water yeah did anyone notice the clock is now going the opposite direction what a little confused okay um my pet peeve is when the windshield wipers are going more than they need to that's a fair that's a fair one um believe me i get the i mean so we'll be driving and sad I'll be like shut the window the wipers off or lower the wipers I'm like it's upsetting me based on the wind raise the wipers lower the wipers okay here's a good one Sarah shut the wipers off who is your celebrity crush well growing up my celebrity crush was Gene Gene Wilder.

58:37And look who I married.

58:43I found my real life gene. I'm not kidding. I had a crush on you. Well, guess what? My celebrity crush was Wonder Woman. Guess who I married. Oh. I love that. I love that. Thank you, Katie. That was awesome. All right, well, we're going to wrap up. And even though we don't want to lose these two right now, But if you thought this day couldn't get any better, Sarah has something that she wants to share with everyone. Yeah. I'm sorry. What was it? Okay, okay. Yes, so listen. All you have to do, I'm going to give away some awesome Spanx products, okay? Yes, yes. And for the guys out there that are like, look, you've got a wife, a daughter, a sister, a mother.

59:26They're going to love you for this. And I also happen to make man Spanx. So you can buy yourself something too. Okay. Jesse, my underwear. Well, not my underwear, but the underwear that I make for Spanx is his favorite underwear. He loves the man Spanx underwear. But anyway, I digress. So all you have to do is get out your phones and go to Instagram and follow at Sarah Blakely. And that's S-A-R-A without an H. At Sarah Blakely. and then in uh the last post which actually was his last man standing post just put hashtag um hyper growth and i'm going to pick 20 of you at random and i'm going to send you some awesome spanks leggings and if you're a guy and you don't want leggings you want something else i'm happy to send that to you but these we have a cult following for our faux leather leggings people love them you'll love them.

1:00:20Hold on. Can I do a promotion? Yes. You're going to out-promote me? I didn't know you were doing a promotion. We just found out. Alright. Go to my Instagram at Jesse Itzler. Use the same hashtag. Come to a Hawks game with me courtside. I'll take three people. Oh my gosh, this is amazing!

1:00:47You can wear your stank. and I'll pick three people. You come to a game. We'll go early. We'll go to shoot around. And if we win, you get invited back. That's awesome. All right, guys. Please join me in thanking these two amazing human beings. Thank you. Thank you. Thank you, guys. Thank you so much. Thank you. That was awesome. Thank you so much.