Mr. Kelly Cole Interview

Editor:

I'm really pleased today to be chatting to a man known as the publisher. Mr. Kelly Cole is a two times number one best selling author, speaker, and entrepreneur. Born into the most notorious housing project in the world, Cabrini Green in Chicago. He went from working at Walmart and Blockbuster to owning one of the fastest growing book publishing companies in the US.

Editor:

Now, Kelly's authored over 50 paperback, audio and eBooks to date and has been seen on NBC, Fox, ABC, Yahoo! Finance, just about everywhere. It's a real pleasure to welcome Mr. Kelly Cole.

Mr Kelly Cole:

Thank you so much for having me.

Editor:

Could I start by taking you back to maybe before you started your publishing company? So, you could just tell me about your life before moving into the online space.

Mr Kelly Cole:

Yeah, so I was working at Blockbuster at night, Walmart during the day. And it was very miserable. I hated my job because I knew I was called to more. I just knew I was meant for more. So, I would spend most of my days daydreaming, magazines and writing and reading, and just praying for a day where I can learn something new or just get out of that rat race.

Mr Kelly Cole:

And my breakthrough didn't come until one Sunday, me and my family, we went to Books A Million after church, and I went to the magazine section like I always do, and I came across this magazine called Millionaire Blueprints. And if people are familiar with the digital world, back then, it was called internet marketing, Yanik Silver was on the cover in a drop top Mercedes, and the caption read, Web Made Millionaire.

Mr Kelly Cole:

And I immediately picked it up. I started reading about his story, how he was creating these eBooks and these websites that made him passive money while he was sleeping. And I was like, "This is what I was put on earth to do." And it was like the heavens opened up, and just from reading his story, I was captivated.

Mr Kelly Cole:

Now, I don't know if most people are like me, but when I read a magazine in a store or a book store, I read it and then I put it back. But this day, I bought that magazine. And it was a $10 magazine and it just became the foundation to me dreaming and knowing exactly what I wanted to do when I left my job. But yeah, that was my introduction and what I was doing before.

Editor:

Wow. The best $10 you've ever spent, I guess.

Mr Kelly Cole:

Yes. Man, I'm telling you the best $10. Because not only was Yanik in that one. I think the following month, I went back. So, it became an addiction, going every month to go get this magazine. The next one I was introduced to Matt Bacak and then who don't love Matt Bacak?

Editor:

Oh, absolutely. I mean, it sounds to me like that process that you went through rings true with a lot of people who are either reading this or listening to this. That there's something burning away inside you, which says, "I want to do something. I want to make a difference. Not only to my own life, but to other people's lives as well." We mentioned the book publishing. You've written books yourself. Can you tell me a little bit about the process and the books themselves?

Mr Kelly Cole:

Yeah, so believe it or not, like I said, I got started in internet marketing, which is what it was called then, and just trying to find my niche, trying to find what I wanted to do. And I got introduced to website flipping, and that's the thing that I started making money online, flipping websites. And before I knew it, the market got saturated. So, I had to find something else.

Mr Kelly Cole:

And right around that time, ABC introduced the TV show, Shark Tank. I fell in love with the show, started taking notes from the show. One of my friends asked to borrow my notes, and they said, "Hey, this would make a great book." And I was like, "I never thought about that." And they said, "You should actually interview the Sharks." And I was like, "That's a great idea too."

Mr Kelly Cole:

So, I emailed all of the Sharks on Shark Tank. Barbara Corkin was the only one to email me back. And I take that back. Mark Cuban emailed me back, but just said that he didn't have time to do an interview. But Barbara was the only one to give me an interview. We hit it off so well, I asked her to help me get an interview with Damon John. She did.

Mr Kelly Cole:

I took my notes from the show, transcribed both of those interviews, and I turned that into my first book called Conversations With Sharks. That hit number one on Amazon, and that was the beginning of my book writing process and the beginning of my publishing company.

Editor:

Fantastic. I mean, that shows real tenacity, as well, to be able to get in front of a Shark, right from the very start. And as you say, you didn't get the break with all of them, only one of them, but you were able to turn that into something so much greater. Who was your favourite Shark to interview?

Mr Kelly Cole:

Barbara was my favourite Shark to interview because she was just so cool and so down to earth. And like I said, we just hit it off and I felt so comfortable to ask her to get me an interview with Damon. And Damon was special to me because we had similar backgrounds, him growing up in Brooklyn. No, he grew up in Queens. But when he introduced his clothing line FUBU, that's all I wore. So, I was a huge Damon John fan even before Shark Tank. And so, he was my favourite Shark on TV, but after speaking to them both, Barbara is my favourite Shark. Don't tell Damon, though.

Editor:

Yeah, Barbara's close to your heart. I can tell. One thing that I guess everybody thinks about when they think about writing a book, is that it's really difficult. Did you ever think the same before you got into this?

Mr Kelly Cole:

I really didn't. I kind of just did it, and in mind, me just doing it, I was able to help a lot of other people overcome that barrier of thinking that it's something hard to do. And it's really not. I've created a simple formula on how people can write a book in literally a weekend. You want me to share it?

Editor:

Yeah, that'd be great.

Mr Kelly Cole:

Okay, cool. I call this the grocery store method. If you're a smart grocery store shopper, you create a list before you actually go to the store, correct? So you don't overspend and you know what you're going to the store to buy. So, it starts with a list. Just make a list of the things that you want to cover in your book. That's all you need to do first. So, we'll call that Friday. Friday, you make your list.

Mr Kelly Cole:

Then, on Saturday, you're going to go to the grocery store. You're going to begin to get the things that's on your list, but here's what I want you to do. I want you to write five questions under each thing that's on the list. Five questions that someone would have about that thing that's on the list. That's all I need you to do. All right, you go to the store. That's Saturday morning.

Mr Kelly Cole:

So, Saturday evening, I want you to call up a friend and say, "Hey, I want you to come over. I want you to come to dinner. I have something prepared." And just have them interview you and ask you the questions under each thing, and record it. That's Saturday. Once that's done, you've completed your meal. Sunday morning, I want you to upload it to a site called rev.com, R-E-V.com And what Rev is going to do, they're going to transcribe that interview for about $1 per minute in 48 hours. Congratulations, you just wrote your book.

Mr Kelly Cole:

The next step is you contact a publisher like me. We'll do your editing, formatting, book cover, distribution, and all of that. And your book is done, but you've overcame the biggest part, which is just writing it, and I just showed you how to get it done in a weekend.

Editor:

That's amazing. I was actually getting it so well in terms of just getting it done. And everyone says that everybody has a book inside them. Do you think that's true as well?

Mr Kelly Cole:

Very true. I mean, we all have a story. We've all gone through something. Even if your story hasn't been like mine, which coming from the notorious housing projects where I grew up, where it was gunshots every night. I've been robbed at gunpoint. Even if your story is not that, you do have a story. Even if everything was perfect, and you do have something that you can help somebody else or overcome. Because somebody could be thinking, "Hey, my life is too perfect." But you can help somebody draw out why it's great to tell their story. But yeah, we all have stories and we all can be inspired by each other. And we don't know, sometimes, the things that we went through was for somebody else. So, I do believe that we all have a story and we all have something we could share to help someone else.

Editor:

Great. And in terms of the books that you have worked on so far, obviously there's the Shark Tank book. And then you follow that up with a second title. Can you tell us a little bit about that as well?

Mr Kelly Cole:

Yeah. So, my second book was called Solomon Wealth Formula. Okay. So, I was reading the Bible, because I used to teach Sunday school. I was reading the Bible and I wanted to challenge my Sunday school class to take a new action. And I started reading about Solomon in the Bible, and I've always heard, heard about Solomon being the wisest king who ever lived, and people would come and pick his brain. But they wouldn't come empty handed. They would come and bring him gifts. And it hit me and said, "Man, this sounds like consulting to me, if you brought it up in today's time." So, Solomon was a consultant. So, I was like, "Hey, you can become a consultant based on your expertise and knowledge."

Mr Kelly Cole:

But then I kept reading and I discovered, not only was Solomon a consultant, he created passive income streams. And how he did that, he had 12 officers, that he commanded that their job was to bring back the resources, to take care of the kingdom in that month. What is that? That's passive income. That's income that he didn't have to work for. So, I put that information together in a book called Solomon Wealth Formula: How to Activate the Wealth of Solomon In Your Life and called the principle of how actually a book can turn into 12 different passive income streams and more. So, yeah, that was my second book. It was called Solomon Wealth Formula.

Editor:

Great. And in terms of the publishing process, obviously you write the book and then you get it formatted, as you say, and you get the artwork for the book. And that's what your company now does for other people. Is that right?

Mr Kelly Cole:

Correct. So, we actually do it all. So, if someone comes to us and they say, 'We have this story. We don't know how to write it. We don't even know where to start." So, we'll actually help a person write the book, come up with a theme. We'll interview them, write it in their voice. Then we'll do the publishing, so we will edit the book. We will format the book, designed the cover, distribute it to Amazon and Barnes & Noble, plus they get to keep all of the rights and royalties. They just pay us a one time fee. And we also help them with the marketing. So, we have a bestseller marketing plan to pretty much guarantee that they hit the Amazon bestsellers list, so it's a complete one stop shop. One stop process.

Editor:

Excellent. Because I think that's an area where a lot of people do tend to get concerned. Because it's easy, perhaps, I use that term lightly. It's easy to write to the book, but getting people to buy the book, that's the real challenge in this. Do you have any tips that you could share with us? I mean, without revealing everything.

Mr Kelly Cole:

So, how to get people to buy the book?

Editor:

Yeah.

Mr Kelly Cole:

We all talk about the lowest hanging fruit is your friends and family. You start off by creating it. Great marketing starts with a story. So, you tell your story in a video or a Facebook message or something like that and say, "Hey, help me reach this lifetime goal of hitting the bestseller's list by purchasing a copy of my book on this particular date."

Mr Kelly Cole:

Now, what makes it really special is if you can wrap that date around something special to you. If it's your birthday, say, "Hey for my birthday, purchase a copy of my book and help me reach this lifetime goal." And I've done that over and over and over again. So, that's just a small tip that you can use.

Editor:

That's amazing. That's a great tip. Thank you. For anybody who is looking to do this, or maybe has haven't even considered it before, how can they contact you? What the process of contacting you and your company?

Mr Kelly Cole:

For sure. So, the easiest way to do that is go to bestsellerscircle.com, and right there, there's a free case study video that will walk you through even more tips and strategies on how to get that book done. But that's the best way to get started with us. Just go to bestsellercircle.com.

Editor:

Excellent. And I guess a question that I have to ask is that you probably learned all the major pitfalls of doing this along the way. I'm sure you've learned from mistakes as well as successes. What are the pitfalls that you uncovered as you went through this and how did you overcome those?

Mr Kelly Cole:

Yeah. So, my very first book, Conversations with Sharks, I hired the wrong editor and they screwed me, man. They messed it up. They had so many errors in it, so much stuff messed up in it. And I just blindly trusted them because they were a professor. They were an English professor. So, I was like, "Hey, they know more than me." So, just trying to do it yourself. That's the number one in hiring the wrong editor and the wrong people. So I say, get with an expert. Like myself, my editors are amazing that's on my team, and they will make sure that you're right.

Mr Kelly Cole:

That's number one. That was the biggest pitfall. And then, like you said, not having a marketing strategy to get people to purchase the book. But one thing that helped me out was I wrote the book as a marketer. I'm going to say that term. Write the book as a marketer. So, think about how you can package your story in a way that solves a problem and it'll help if you can tie it to something that is already big in the market. Does that make sense?

Editor:

Absolutely.

Mr Kelly Cole:

So, yeah.

Editor:

Great, thank you. I mean, because I guess over the years people have said that a book is the ultimate business card.

Mr Kelly Cole:

Yes.

Editor:

And I guess a lot of your work is based around helping professionals also market themselves, as well as the content of the book. So, what kind of people do you tend to work with Kelly?

Mr Kelly Cole:

So, we've worked with all kinds. Right now, we're getting a lot of professional athletes. Like we're ramping up. We created a new division called Books for Athletes, where we're working with a lot of former professional athletes, college athletes and sports coaches.

Mr Kelly Cole:

And I want to touch on something you said. The book is the new business card. It is the big business card. But here's the difference. Business cards, people throw away, but we never throw away books. I can prove that. I don't care how many times you've moved from apartment to house, or wherever you've gone. You've packed up all of the books, including the ones you've never even opened. And you're taking them to your next destination.

Mr Kelly Cole:

Now, even if they don't make it to your next destination, you turn them into Goodwill, Salvation Army. You donate them, but we don't throw away books. And guess what? Every time they look at that book, they're going to think about you, your company, your product, your service, or whatever it is that is connected to you. So, the book is far greater than a business card. It is the new business card.

Editor:

Absolutely. And a lot of people think that the process of getting a book published, that you have to effectively hawk an idea around a whole load of publishers, a bit like the old Harry Potter story that JK Rowling took it to multiple publishers before one of them lept on it, and then look at the success that became. Is that the right way to do it, or do you think that, actually, these days, with services like yours, that actually it's easier than ever for anybody to “self-publish”, but get it into those major outlets like Amazon and Barnes & Noble?

Mr Kelly Cole:

Yeah. Great question. They're not even giving out traditional publishing deals anymore if you don't already have a fan base or platform. You have to almost guarantee that you're going to sell X amount of copies. If that is your dream, and that is your goal, it's best to come to a publisher like me to start to build your foundation and start to get your name out there, start to build your tribe, and you can always get approached by a traditional publisher.

Mr Kelly Cole:

You ever heard the saying, "Invited guests are welcome best." It's a difference between knocking on somebody's door and someone knocking on your door, or being invited to come to someone's house. If you start this way with my type of publishing, build it out there, blow it up, get your name out there, build your foundation, build your tribe. I guarantee you can almost bet that they'll knock on your door, if your book is successful on this level.

Editor:

Why is it important for somebody to be a best selling author?

Mr Kelly Cole:

Well, it's just another title. It's just another thing that will separate you from just being an author. You hit that best seller's list, it gets that attention. Especially, like I said, if your goal is to get a traditional publishing deal, hitting that Amazon or Barnes & Noble bestsellers list gets the attention of those traditional publishers. Why? Because you're beating some of their people out on that list. They're watching that list. So, if you can position yourself above them or around them, you'll get the attention of those traditional publishers. And also, it helps you turn the book into other income streams, like speaking engagements and things like that.

Editor:

Yeah. That's a key area that a lot of people tend to overlook, isn't it? So, absolutely. In terms of your own books, Kelly, obviously, you've had number one bestselling books on the various charts and so on. Could you ever put a number on how many books, in total, you think you've sold? Combining your titles and all the other books that you've worked on, perhaps.

Mr Kelly Cole:

No. And here's why. I don't even care about how many books I sold.

Editor:

Yeah. Good answer.

Mr Kelly Cole:

Because for me, I don't care about book sales. It's a business card, so I'll give away more books than I'll probably sell. And the money that I get, the royalties that I get, guess what I do? I put that back into the marketing. Because to me, it's just a marketing tool. It's just a brochure. It's a business card. So, we don't count how many business cards we give away. We don't. So, I look at a book as a business card. I never look at the sales.

Mr Kelly Cole:

Now, when it launches and we go out to the bestsellers list and things like that? I don't do that. It's a book that I'm writing now. I'm not going to tell you the title, but it's going to be releasing soon. But once it launches, I'm never going to look at the sales again. Because for me, it's not about that. It's about turning the book into speaking engagements. It's about using that book to get more clients, and that's what I focus on.

Editor:

Sure, sure. And my next question is going to be... Come on, tell us the title of that new book.

Mr Kelly Cole:

Okay. All right. I'll tell you the title.

Editor:

Yay.

Mr Kelly Cole:

It's called from Walmart Associate to Christmade Millionaire.

Editor:

Wow. So, this is maybe your biography, I guess.

Mr Kelly Cole:

Yeah. This is how I went from working at Walmart to becoming a millionaire.

Editor:

Fantastic. Fantastic. I mean, it sounds, in many ways, that you struck gold by picking up a copy of a magazine. Magazines are still useful, but books, for you, have become even more useful, I guess.

Mr Kelly Cole:

Yeah, definitely. Yeah.

Editor:

In terms of your future, obviously you've got new book coming. Do you look further beyond that, or is it just now your full focus is on the next book that you're writing?

Mr Kelly Cole:

No. So, for my future, my goal is to help more people tell their stories. Okay. Specifically, those former professional athletes and college athletes and sports coaches. Because, if you think about it, a lot of them don't know how to transition from being in the limelight to, "Hey, what am I going to do now?"

Mr Kelly Cole:

You can use your story now. Let's get the book, then let's line you up some speaking engagements. Let's create your coaching programme and/or your course. And here's a whole ‘nother career that you can transition from where you were to where you want to go, and continue to take care of your family and still get that limelight.

Editor:

Yeah, sure. And I was going to say, has coronavirus impacted your business? But I guess, actually, it may have improved the business. Because everyone's at home. They can write their book. They can get on with it.

Mr Kelly Cole:

Exactly. It has increased my book. So, like you said, that very thing. Everybody's been at home and they had time to fulfil this lifelong goal, this lifelong dream of writing their book. So, we did extremely well throughout the pandemic, because people were home and they had time to write.

Editor:

Yeah. Yeah. In terms of challenges along the way that you've faced, was this one of your first business ventures that you struck gold with, or were there other things that have come and gone along the way?

Mr Kelly Cole:

Yeah, man, I've done a bunch of different things, but I'll say this. I'm proud of this statement. I've never created a website or product online, a digital product, that I didn't at least sell one. So, I'm proud to say that. I've always at least sold one. Now, did I sell more than one on all of them? No, not by chance, but I've always at least sold one.

Mr Kelly Cole:

But I tried it all, man. I tried the ebook thing. I've tried the audio courses. I've tried a little bit of everything. The first thing, like I said, that really started to take off was website flipping. Once I started building and flipping website, I haven't looked back since that point. But we all get those, we call it shiny ball syndrome. Someone else introduced you into something new. They're making money with... What was it called back in the day? Squidoo pages. You remember Squidoo?

Editor:

I do remember Squidoo Pages. Yeah. Yeah.

Mr Kelly Cole:

Oh, my God. Squidoo Pages and loading them up with affiliate marketing and all of this stuff. So, if you could think about it, I've tried it. I've bought probably everything Russell Brunson Everett put out. So, he was the first one to give me my first affiliate check and it was about $300. So, if you could probably think about something online, I've probably tried it. Book publishing was that thing that I found that was me. I enjoy helping people, especially helping people dreams come true.

Editor:

Fantastic. I mean, obviously you said about the number of books sold is irrelevant. What about the number of words that go into a book? Do you have any target that you aim for? Is it just as long as you've told a compelling story, it doesn't matter if it's really long or really short?

Mr Kelly Cole:

No. So, I always recommend don't pay attention to the words. Let's just try to get it to at least 100, 150 pages. Once you start getting over 100, 150 pages, nobody's going to read it anyway, especially depending on your target audience. Now, if you're writing a novel, that's a little bit different. Novel readers, they're going to read it. 200, 300 pages. But if you're writing as a marketer, and you have a distinct message and a book that is going to fill in a gap and serve a need to solve a problem that your reader has, you need to keep it to a 100-150 pages. And that's going to be, I'll say, about 20,000 words, if that.

Editor:

Okay, and I love your idea that, actually, instead of sitting down at a key board, I was going to say a typewriter. It shows you how old I am. But instead of sitting down to the keyboard and starting to type your book, just talk it out. Just record the audio version. Has audio been something that you've adopted as part of your strategy, Kelly? As part of your ongoing strategy?

Mr Kelly Cole:

For sure. That's the only way. Because remember, the first one started out as two interviews that I had transcribed. So, I was like, "Man, this is sweet." So, I don't write a book without doing the audio. So, I create the outline and then I record it. I record it. It shortcuts the process because you can get it done, literally, in a weekend, if you just sit down. Like, I have a book that, like I said, the books that I just release now, I write them as a marketer. So, I just did a book that I'm getting ready to give away to some VIP clients of mine. But it's how to turn your book into a six figure money machine. I literally sat down on a Saturday, locked myself in a room and I'm recorded it in a day.

Editor:

Wow. Wow. One book in one day. I mean that's going to be a title for a book in the future as well, hasn't it?

Mr Kelly Cole:

For sure. Yep. Yep. I love that.

Editor:

Fantastic. What about your family? Were they supportive of you as you got into this area of your business?

Mr Kelly Cole:

They were and I was actually the first author in my family. Nobody had ever written a book, so they were all amazed. They were all shocked and very supportive that I actually wrote a book and actually did it. Because I didn't tell anybody. I didn't say, "Yo, I'm writing this book." I just said, "Bam, it's done. Here it is." And people bought it and the family supported it. And then, when the speaking engagements start coming, the clients start coming, of course, they were even more supportive then, and very proud of me. So yeah.

Editor:

That's amazing. And I guess that, having that encouragement, can I ask about your, I'm going to go all the way back to your school days, your English lessons and so on. Were you always top of the class in English? Was that something that is important or is that not important at all?

Mr Kelly Cole:

Not important at all. Because guess what? I can hire somebody who was top of the class in English to edit my book and make me sound better than I am. Believe it or not, man, I'm dyslexic. So, I see things backward. I was backwards. I was never great in English. I was never great at reading. And here I am, I own this successful book publishing company for over 15 years. Didn't finish college, but guess what? Everybody on my team finished college, and they have either a bachelor's or master's or even a doctorate degree. And here I am, a high school graduate, but all of the people that work with me on my team, they're the smart ones.

Editor:

Yeah. So I guess the moral of that story is don't let your background getting the way of success. Don't let it get in the way of publishing your very first book.

Mr Kelly Cole:

At all.

Editor:

And do you find that, once you publish the first book, you've been bitten by the bug? There's going to be another and maybe another and another after that?

Mr Kelly Cole:

It always happens that way.

Editor:

Yeah.

Mr Kelly Cole:

A lot of my clients, they're not even finished with the first one, they're already talking about the second one, and I'll be like, "Hey, let's finish the first one first. First thing's first." But yeah, it's electric, man. It's contagious. Once you write one and you overcome, it's like overcoming that barrier, it's like that. I have to turn it off. And I have a friend of mine and say, "Yo, just stop. Just stop writing books." But once you figure it out and you figure out the formula, like I said, you can do it rather quickly. Man, it's hard to turn it off.

Editor:

Yeah. I mean, the fact that you can do a book in a day, obviously that's something for everybody to aim for. For anybody that's just starting out now, what kind of timeframe? I mean, you gave us the overview earlier, but what kind frame would we be looking at if I was to start on, let's say, the first of the month. By the end of the month, could I have a finished book in my hand?

Mr Kelly Cole:

Yes, you could definitely. Definitely. You definitely could. Especially with using the process that I gave you as far as writing it. Yeah, you can definitely get a book done in 30 days.

Editor:

I'm sure, in some people's minds, there's maybe just a slight element of disbelief that you can actually do a book within the space of a month. What would you say to them, to get them to take that leap of faith?

Mr Kelly Cole:

I would say they're overthinking it. Like don't overthink this thing. And the part that makes them overthink it is fear. It's just fear of judgement . It's fear of what people are going to have to say about you doing something. And I live by this quote that says you don't have to get it right. You just got to get it going. Once you get it going, you can always improve upon it. My first book, I told you that editors screwed me. I put it up on online and the people, they ripped me to shreds in the reviews.

Mr Kelly Cole:

But guess what? It stayed number one. People kept buying it. And guess what I did? All I did was have it re-edited and uploaded a revised edition. And guess what? I'm still alive. Nothing happened. I didn't die. You get what I'm saying? Things can happen. You're going to get people saying awful, maybe mean things about you, but it won't kill you, and you can always improve upon it. Once you get it done, you can always improve upon it. So, get out of your own way. I say that sitting there in their head and just do it. Just try it.

Editor:

Absolutely. I think my mantra has always been, "Don't get it perfect. Get it done." You can always go back and perfect it later. It's a bit like Windows. When the latest version of Windows gets released, it's never perfect from the moment they release it. There's always those little updates you have to download and instal, those little patches that you have to do. So, you could do the same in your book publishing business, as well. Kelly, it's a fascinating story. Thank you so much for your time. Just remind us again. For anybody that's interested in writing their own book or finding out more about you and the process, where do we need to go to do that?

Mr Kelly Cole:

Yeah, for sure. So, go to bestsellerscircle.com. You could check out our free masterclass there. And if you want to connect with me personally, all social media, I am @mrkellycole, M-R-K-E-L-L-Y-C-O-L-E. I'm that on all social media platforms and my personal website is that as well. But I look forward to helping people, man. That's my dream. That's my goal. That's my passion, to help people dreams come true of becoming a bestselling author.

Editor:

Fantastic. Mr. Kelly Cole. Thank you so much for your time. It's been an absolute pleasure.

Mr Kelly Cole:

Well, sure, man. Thank you, too.