Pełna transkrypcja odcinka Deal Making, Digital Marketing, & AI

chain emails and they'd encourage you to like forward along, I think before newsletters or newsletters were invented. 00:02:18.639 --> 00:02:21.759 And uh she was saying, My friend just launched a podcast. 00:02:21.919 --> 00:02:23.840 Uh, you should all listen to it. 00:02:23.919 --> 00:02:36.639 Um, I had a really light workload second semester senior year, it was um entrepreneurship, yoga, ballroom dancing, and my senior thesis, which I actually completed uh first semester. 00:02:36.719 --> 00:02:45.759 So with a lot of time on my hands, I started listening to the podcast and I discovered how much I like the intersection of marketing, uh, new technology. 00:02:46.000 --> 00:02:51.599 Um, this was back in 2011 when Facebook was still cool and the world liked Mark Zuckerberg. 00:02:51.680 --> 00:02:57.680 Uh, you know, and I was uh just intrigued by uh what Zuck was doing way back when. 00:02:57.759 --> 00:03:03.439 And uh that kind of forged my interest in marketing and um been evolving ever since. 00:03:03.840 --> 00:03:04.400 I love that. 00:03:04.560 --> 00:03:05.280 That's a great story. 00:03:05.360 --> 00:03:13.919 And I love that you started in politics, even though it didn't work out for you, because I I always look at these political ads and the marketing and the taglines people come up with. 00:03:14.000 --> 00:03:19.199 And as a marketer, I'm always looking at it from a marketing perspective, like, really, that's what you guys went with? 00:03:19.360 --> 00:03:21.840 Or yeah, that's really great, go with that. 00:03:22.080 --> 00:03:31.439 But I I not that I could ever work in politics, but I do find some some similarities there because as a politician, you're selling yourself, right? 00:03:31.520 --> 00:03:34.879 So you gotta you gotta get the marketing out there and and talk to the people. 00:03:35.039 --> 00:03:41.120 So is there anything that you learn there that has carried over into your your current uh career? 00:03:42.080 --> 00:03:47.039 So uh I'll break down a few ways I was trying to get involved with politics. 00:03:47.199 --> 00:03:54.560 So I was uh I was working as a local volunteer on um, I think that would have been the 2004 presidential election. 00:03:54.639 --> 00:04:03.199 So still when I was in um high school, my senior project in high school uh was a voter registration drive for the senior class. 00:04:03.280 --> 00:04:09.039 Uh, I don't even know if that's still a thing or if you had to do that, but you had to do a senior project in order to graduate our high school. 00:04:09.120 --> 00:04:11.840 So uh did a voter registration drive. 00:04:11.919 --> 00:04:17.519 I think we had 450 kids in our class, maybe registered like 200 people to be eligible to vote. 00:04:17.759 --> 00:04:27.360 Uh, and then as I got into college, I worked on a political consulting uh or worked at a political consulting company, which was more around fundraising efforts. 00:04:27.600 --> 00:04:33.199 But I mean, as an intern, I mean, I

wouldn't trust a 19-year-old to do anything super important for my company. 00:04:33.279 --> 00:04:40.160 So, you know, you're kind of observing, you're doing a bunch of Excel spreadsheet stuff, trying to make yourself useful. 00:04:40.319 --> 00:04:46.399 Uh, got back to my college campus, and then I was uh working for a local political race. 00:04:46.560 --> 00:04:53.279 Um, and uh it was a combination of uh cold calling, encouraging people to vote. 00:04:53.360 --> 00:04:57.199 Uh, that gets a lot of rejection, uh, a lot of no's. 00:04:57.279 --> 00:05:19.519 And then the other element of what I was doing uh was actually going out into the field and trying to uh do the same thing, but going uh door to door, which was an equally interesting experience because uh I went to uh it's called Allegheny College, which being in Southern California, I'm sure you have no idea where that is in northwestern Pennsylvania, it's near uh the Erie area. 00:05:19.759 --> 00:05:24.000 And uh the town I went to college in, uh Meadville, Pennsylvania. 00:05:24.079 --> 00:05:27.519 It is also known as the meth capital of the United States. 00:05:28.079 --> 00:05:30.079 What a title to hold. 00:05:30.319 --> 00:05:30.879 Yes. 00:05:31.040 --> 00:05:37.279 Uh, and so it's the most stereotypical, you know, private liberal arts college on a hill. 00:05:37.439 --> 00:05:54.879 And so I would either be going door to door in uh, you know, more affluent areas, uh, or you would go to some areas where uh I don't know why they were sending me to go to, but you know, that was kind of someone has to go out and and uh reach there. 00:05:55.199 --> 00:05:56.240 So let's send the intern. 00:05:57.759 --> 00:06:04.160 Uh so that was uh a lot of my political experience uh way back when um kind of what I learned. 00:06:04.240 --> 00:06:15.680 If I had to summarize all those different areas, uh for sure, marketing, it was much, much more grassroots uh marketing oriented and um person-to-person uh you know combat. 00:06:15.839 --> 00:06:26.480 I would say uh even if I reflected on this past political election, I really think podcasts uh are what influenced the race in in many regards. 00:06:26.639 --> 00:06:34.560 So I think it was also a marketing example of uh, and this is not saying one side I for or against. 00:06:34.800 --> 00:06:43.680 I think uh one side very much adopted podcast, I think that really helped to propel them, reach new voters uh in a way that connected. 00:06:43.839 --> 00:06:53.600 Uh, and then I think uh the other side was going door to door and knocking, and that's uh not the most effective marketing strategy in 2025 world. 00:06:53.680 --> 00:07:01.040 So I think it was a classic example of a team evolved uh in advance, and the other team didn't. 00:07:02.240 --> 00:07:02.959 Interesting. 00:07:03.120 --> 00:07:03.680 I love that. 00:07:03.839 --> 00:07:10.639 I love seeing how we, you know, how marketing affects and is affected by all different aspects of our world. 00:07:10.720 --> 00:07:14.639 It's like once you're a marketer, you see it everywhere. 00:07:14.959 --> 00:07:29.600 Yeah, and I think it could also be a conversation of uh um, I'm having a brain front on the correct marketing term, but like uh I if someone shows up to my door and wants to talk to me, I get so annoyed at them. 00:07:29.759 --> 00:07:31.759 Like, I don't ever want to do that. 00:07:31.839 --> 00:07:35.839 Uh, and it just turns me off, you know, to whatever message you're trying to share. 00:07:36.000 --> 00:07:43.279 But podcast is such more of an invitation to, you know, join on your own terms and then consume the content. 00:07:43.519 --> 00:07:57.680 So I, you know, turning this back into uh, you know, why we're here, I just think podcasts are the new blog in a lot of ways that it's the entry point for B2B organizations to um be selling themselves their story in a more effective manner. 00:07:58.240 --> 00:07:59.839 I 100% agree. 00:07:59.920 --> 00:08:25.279 It's why I started my podcast, because everyone not only is everyone starting a podcast, but everyone is increasingly listening to cont to podcasts and you know, consuming content uh in that way rather than rather, I mean, people are still reading, don't get me wrong, and there is a lot of value in that, but uh there is also a lot of value in yeah, getting out there and and getting in people's ears. 00:08:25.439 --> 00:08:32.240 I heard someone say that the most valuable thing you can do is like get in someone's get your voice inside someone's head. 00:08:32.320 --> 00:08:35.279 And I was like, oh, that's that's a really good point. 00:08:35.440 --> 00:08:36.639 That's really interesting. 00:08:36.879 --> 00:08:41.039 So I do also want to talk about the name of your company because I think it's fascinating. 00:08:41.200 --> 00:08:47.279 No typical moments, I think is an excellent name for any company, but especially a marketing company. 00:08:47.440 --> 00:08:49.519 How did you come up with that name? 00:08:51.679 --> 00:08:53.360 Uh, so this was during college. 00:08:53.440 --> 00:08:56.960 I read a book called Away the Peaceful Warrior by Dan Milman. 00:08:57.279 --> 00:09:00.799 Uh, if you've ever read that, it's uh it resonated with me. 00:09:00.879 --> 00:09:07.840 It was around this mentor and his mentee mentee uh being Dan Milman, who was a college athlete. 00:09:07.919 --> 00:09:10.480 Uh his mentor was um Socrates. 00:09:10.639 --> 00:09:15.120 That was kind of the term, the name they used to um refer to him as. 00:09:15.200 --> 00:09:24.320 And it reminded me, reminded me of myself during those years as uh a college athlete who partied a lot and was trying to figure out, you know, what's my purpose? 00:09:24.480 --> 00:09:27.600 What am I going to do after this safety net expires after college? 00:09:27.679 --> 00:09:38.000 Uh, and there was a scene in the book that really stuck with me where um Socrates instructs Dan to really, you know, tell him what is

the meaning of life and this exercise to go through. 00:09:38.080 --> 00:09:45.120 And eventually he comes up with this saying that life has no uh ordinary moments, um, which really hit me. 00:09:45.360 --> 00:09:52.320 And uh, you know, I went to Google and look for alternative terms to ordinary, and typical was the top of the list. 00:09:52.480 --> 00:09:58.000 And uh I I knew eventually I wanted to do something entrepreneurial. 00:09:58.159 --> 00:10:10.720 Um, I feel that that's part of my DNA, what drives me, uh, no idea where that was going to lead to, but I just had this place order of, you know, uh I want that to be the name of this future business that I create. 00:10:11.120 --> 00:10:12.159 That's fascinating. 00:10:12.320 --> 00:10:22.240 I never thought that I would be an entrepreneur, although now that I am, it seems kind of inevitable because like most of my dad's family in particular, most of them are entrepreneurs. 00:10:22.399 --> 00:10:27.440 It's like, oh, this actually should have been easy to foresee. 00:10:27.679 --> 00:10:28.399 That's awesome. 00:10:28.559 --> 00:10:31.840 I'm always fascinated by people who know early on that they want to. 00:10:32.000 --> 00:10:39.279 Did you know what you wanted to do, or you were you just thinking it was going to be something that you were, you just knew you wanted to be your own boss, didn't matter what? 00:10:41.120 --> 00:10:45.279 Uh, I would say growing up, I had uh entrepreneurial tendencies. 00:10:45.440 --> 00:10:58.159 Uh, it's not like I was eight years old being like, I'm gonna build my own business, but like I did uh I did lawn milling in my neighborhood, classic like lemonade stands, trading baseball cards. 00:10:58.320 --> 00:11:00.240 Um, so I had something going on. 00:11:00.399 --> 00:11:05.759 I also did uh you know some basic jobs like manual labor, worked at our tennis facility hub. 00:11:05.840 --> 00:11:09.440 So it wasn't like I was only trying to create my own thing. 00:11:09.679 --> 00:11:20.320 Um yeah, I mean, I entered college, like I shared earlier, thinking you know, dentistry might be the route to take over my dad's practice, which um was not a gonna be a thing for me. 00:11:20.480 --> 00:11:22.960 And uh I kind of hit some moments of it. 00:11:23.120 --> 00:11:31.360 I would say my worst entrepreneurial idea ever was trying to uh book Wiz Khalifa to perform at our college. 00:11:31.679 --> 00:11:38.159 Uh this was uh being from Pittsburgh, uh this was before Wiz Khalifa was what he is today. 00:11:38.320 --> 00:11:42.480 And it was only um, I was just talking about this with someone last week. 00:11:42.559 --> 00:11:48.639 Um, I forget if it was$25 or$3,500 to book him for a performance back in about 2009. 00:11:48.879 --> 00:12:00.399 And uh I couldn't convince my college uh to do this, and I was right on the edge of just using my personal savings account um to pay him and just have him come to my house and perform, uh, which I didn't do. 00:12:00.559 --> 00:12:07.360 And I remember I got an email from his manager, uh Benji Greenberg, saying, um, don't email me again until you have your ducks in a row. 00:12:07.440 --> 00:12:10.399 Because we were going back and forth for like so many months on this. 00:12:10.720 --> 00:12:35.120 Uh and yeah, uh, you know, furthermore, you know, I thought I'd work on Wall Street, these political campaigns, and uh I think it was more of being forced into that situation of uh I fully was attempting to get hired by someone when I graduated and uh it just didn't work and uh just started to have some thoughts of, you know, maybe I should just be going into you know business for myself. 00:12:35.279 --> 00:12:37.120 Maybe that's a better route for me. 00:12:37.440 --> 00:12:39.039 Oh, that is fascinating. 00:12:39.200 --> 00:12:39.840 I love that. 00:12:40.000 --> 00:12:43.279 Yeah, I did I never did go the lemonade stand route. 00:12:43.360 --> 00:12:52.879 I did do a lot of babysitting, and I do remember printing up a bunch of flyers and sticking them going around town and sticking them in mailboxes, going, I'm available for babysitting. 00:12:53.440 --> 00:12:55.120 Yep, I remember I remember all that. 00:12:55.200 --> 00:13:02.080 Yeah, and that's so funny that I did all that and was never thought to like apply that to my current career. 00:13:02.320 --> 00:13:03.279 That is funny. 00:13:03.440 --> 00:13:12.960 Um, so let's actually talk about, I mean, we have been talking about marketing, but let's talk a little deeper dive into you know what specifically it is you do for your clients. 00:13:13.039 --> 00:13:17.919 Um, I always like to know what is your favorite thing about about what you do for your clients? 00:13:22.480 --> 00:13:24.559 Uh can you say that question one more time? 00:13:24.879 --> 00:13:25.519 Yeah, sorry. 00:13:25.600 --> 00:13:27.919 What is your favorite thing about the work that you do? 00:13:32.879 --> 00:13:40.320 Uh Alison, if you want to pause real quick, your um Wi-Fi is going in and out, so um, I couldn't hear that question again. 00:13:46.159 --> 00:13:53.279 Yeah, I would say uh so my role at the organization has shifted 13 years in. 00:13:53.440 --> 00:13:58.799 So way back when uh I was doing any and everything, started to hire some staff. 00:13:58.879 --> 00:14:04.399 Uh now we have a staff of over 10 uh who do all the client work and some back-end operations stuff. 00:14:04.480 --> 00:14:06.960 So I'm very much in the role of biz dev in sales. 00:14:07.120 --> 00:14:26.320 Uh so I would say I love deal making, um, which isn't necessarily a marketing element, but uh I love being able to um, you know, do the prospecting to find the right type of client, do the networking, construct a deal that feels right for both parties, uh, and then deploy the team to execute on it. 00:14:26.720 --> 00:14:28.799 Yeah, that's a lot of fun for me too. 00:14:28.879 --> 00:14:34.960 I because I got started by in marketing on the writing side, and

I do very much love the writing. 00:14:35.120 --> 00:14:39.919 Um, but I have also found the more that I do this, I also really love the strategy. 00:14:40.080 --> 00:14:41.360 Not so much deal making. 00:14:41.440 --> 00:14:46.639 I think that's funny that that's something that you're drawn to, but I'm definitely more like, like you said, like where are the ideal clients? 00:14:46.720 --> 00:14:47.679 Where are they hanging out? 00:14:47.840 --> 00:14:49.440 What types of content are they listening to? 00:14:49.600 --> 00:14:51.200 What are the questions they're asking? 00:14:51.360 --> 00:14:57.759 How can we get in front of them and get their attention and then keep their attention long enough to get them to take that call to action? 00:14:58.000 --> 00:15:00.399 So yeah, that is fascinating. 00:15:00.559 --> 00:15:03.440 Um, what's your least favorite thing about what you do? 00:15:05.440 --> 00:15:08.159 Oh, 100% uh managing a team. 00:15:08.399 --> 00:15:09.039 Yeah. 00:15:09.519 --> 00:15:10.720 That's a pretty common answer. 00:15:10.960 --> 00:15:21.919 So I've come uh I've completely offboarded that uh to Amanda and my team who handles uh day-to-day team management, you know, employee training, all those elements. 00:15:22.080 --> 00:15:30.720 I just don't uh uh I don't like the um interpersonal dynamic conflicts that arise with that type of stuff. 00:15:30.960 --> 00:15:43.919 Um I think my brain operates much more like an engineer in one regard, of that's what drew me to, I would say the data of digital marketing, um, the math of it, not so much the the creatives. 00:15:44.000 --> 00:15:47.679 Like I could never do advertising for like a TV commercial. 00:15:47.840 --> 00:15:49.679 That's just not the way my brain operates. 00:15:49.840 --> 00:15:56.799 Um, but I love you know, if you got into the Excel spreadsheets, GUI analytic dashboards, that that's very much what drew me to digital. 00:15:56.960 --> 00:16:02.399 Um, and then I like the um the energy behind sales and the forward momentum it creates. 00:16:03.360 --> 00:16:04.000 I like that. 00:16:04.080 --> 00:16:04.879 I like thinking about it. 00:16:06.399 --> 00:16:07.519 That's very cool. 00:16:07.679 --> 00:16:08.240 Yeah. 00:16:08.480 --> 00:16:13.200 Um, yeah, having to play referee with the people on your team is is never fun. 00:16:13.360 --> 00:16:17.440 And that is the nice part about being your own boss is you can always go, I don't want to do this. 00:16:17.519 --> 00:16:19.360 I'm gonna hire someone else to do this. 00:16:19.600 --> 00:16:22.240 So I can keep doing the parts that I do want to do. 00:16:22.480 --> 00:16:23.440 That's awesome. 00:16:23.600 --> 00:16:30.159 So I feel like I feel like we can't really, especially knowing um um your affinity for AI. 00:16:30.320 --> 00:16:32.799 We talked about this a bit when I was on your podcast. 00:16:32.960 --> 00:16:38.240 Um, and it is, of course, the topic of the moment, and everyone wants to know is AI coming for

our jobs. 00:16:38.399 --> 00:16:41.120 So what do you see kind of big picture? 00:16:41.200 --> 00:16:50.240 Or or even you could go micro and and say what is the the aspect of marketing that you think will be most impacted by AI? 00:16:53.279 --> 00:16:56.320 Um I see so many elements of it. 00:16:56.559 --> 00:17:09.759 Um I mean, one thing that keeps me up at at night is uh the advancement of AI agents and if that makes the uh agency consultancy model pretty much obsolete. 00:17:10.000 --> 00:17:18.400 That's that's like the darkest, you know, thought, but at the same time, it's technology and it moves forward whether we like it or not. 00:17:18.559 --> 00:17:24.559 So I would say some things I'm just thinking of is yeah, are AI agents gonna just replace all this stuff? 00:17:24.720 --> 00:17:38.880 Um uh I would say I see it for sure in terms of uh creatives and clients desiring less of that between not only AI but overseas talent. 00:17:39.119 --> 00:17:45.440 Um, I think that's really cannibalized um a lot of creatives, at least for me, what I've been trying to sell. 00:17:45.759 --> 00:18:03.039 Um, but I think some elements of uh marketing I'm really high on is I, you know, we what I mentioned earlier with the go-to-market planning with the fractional chief marketing officer, I still believe that there's always going to be a world where you want some senior level support from an actual human being. 00:18:03.200 --> 00:18:20.160 Like, yeah, you can go back and forth with a chat GBT and try to use it as your strategic thought partner, but you know, as senior level marketer, you like coming on site, um, working with you directly, the soft skill dynamics of that sweet sweet uh C sweet dynamic that are needed. 00:18:20.240 --> 00:18:25.039 Uh, I see those things as um uh very much alive. 00:18:25.200 --> 00:18:34.720 Um I'll give another example of you know an area of AI that I love is um this platform called Videotap or Opus Clips. 00:18:35.279 --> 00:18:48.079 So for our own podcast, um, before I discovered these AI platforms, using my EA to do this stuff for one podcast episode, it might be seven to ten hours of work for her. 00:18:48.240 --> 00:18:54.160 Um, between creating a blog post, having some really basic SEO terms within it. 00:18:54.319 --> 00:19:15.759 Um, if she needs to find a bunch of 30 to 45 second clips, you have to listen so closely to the entire interview, then use you know your software tools to narrow it down between second 20 to 57, and there can't be any room for you know anything before or after, uh, cleaning up the audio, creating the captions. 00:19:16.079 --> 00:19:22.000 And there's now a uh those tools where video tab can do all that within five minutes. 00:19:22.160 --> 00:19:26.720 Um, there's still definitely some QA that's needed and some maneuvering around. 00:19:26.799 --> 00:19:34.720 Uh Opus Clips is just video AI um video, uh AI video that you can create, um, AI B roll. 00:19:34.880 --> 00:19:37.440 I

think it's a lot better with its editing capabilities. 00:19:37.599 --> 00:19:50.160 Um, and once again, if that was a seven to 10 hour process, it's now condensed to maybe um an hour between how long it takes to generate it and then some QA you need to do on top of it. 00:19:50.480 --> 00:19:51.920 Nice opus clips. 00:19:52.000 --> 00:19:53.039 I'll have to remember that. 00:19:53.200 --> 00:20:00.799 Yeah, I I don't think AI can ever completely replace creatives, especially since that's not really what AI is best at. 00:20:01.039 --> 00:20:09.200 Um, I do see AI as having a lot to do in like analyzing data and collecting data and helping you make sense of that. 00:20:09.279 --> 00:20:15.359 Um, and yeah, I can do some stuff for you creatively, but you're always gonna need that that human input. 00:20:15.599 --> 00:20:20.400 So um yeah, I think it'll be really interesting to see where we go from here. 00:20:20.480 --> 00:20:26.160 And like you said, I mean, there's always the people who devalue what we do and are like, oh, well, I can just have Chat GPT do this. 00:20:26.319 --> 00:20:28.240 And it's like, well, I mean, you can. 00:20:28.559 --> 00:20:29.680 Is it gonna be good? 00:20:29.839 --> 00:20:32.480 And if you are using it, do you know how to use it correctly? 00:20:32.720 --> 00:20:38.799 Um, I think someone like you or I is are the people who know how to use it correctly so that it still sounds like you. 00:20:38.960 --> 00:20:43.519 It's got your brand voice, it's got the keywords, like you said, it's got that good call to action. 00:20:43.680 --> 00:20:50.880 It's not just saying the same stuff everyone else is saying, it has your own unique perspective and knowledge and expertise in there. 00:20:51.039 --> 00:20:53.599 But um, yeah, it's gonna, it's gonna be interesting. 00:20:53.759 --> 00:21:00.160 I think it's gonna be a lot of a lot of uh mediocre content, making it easier to stand up from the crowd. 00:21:01.920 --> 00:21:19.279 Yeah, and I think sometimes the uh relation, you know, for us in dealing with clients is sometimes uh I'll give the a design example as I've seen this over the years where just for easy math, like it costs to use an agency$100 an hour, and then you find a Fiverr resource that can do it for$10 an hour. 00:21:19.359 --> 00:21:24.240 Uh, and you're like, oh, well, why would I this is a$90 an hour difference? 00:21:24.319 --> 00:21:34.559 Like, of course, I'm gonna use the Fiverr resource, and then once you actually get it back, you realize uh I think the Harvard business term would be it's poo-poo design, uh, and it doesn't convert. 00:21:34.720 --> 00:21:41.519 Uh and so then, you know, then you go back and you're like, okay, I understand why I need some quality to this. 00:21:41.599 --> 00:21:45.839 I just can't use the um cheapest option just because it's cheap. 00:21:45.920 --> 00:21:52.000 Uh, I think it's so much in digital too, it's it then leads into the customer journey flow and conversions. 00:21:52.079 --> 00:22:04.640 And I think that's the argument I always use with clients is you know, you might save$90 an hour differential um of building it, but then you really need to then look at the conversions and all the data. 00:22:04.880 --> 00:22:17.279 And uh are you actually end up losing more than$90 an hour because your conversion drops so much, or your click-through rates and your ad effectiveness, like all those things add up uh along the way. 00:22:17.359 --> 00:22:22.000 So there's a lot more to consider than just like a pretty image you're trying to put on a wall. 00:22:22.319 --> 00:22:22.720 100%. 00:22:23.039 --> 00:22:37.200 Yeah, I've gotten a lot of clients who initially hired someone off fiber or overseas or used AI and it was crap and they couldn't the the poo-poo term that you use that I will steal is yeah, then they uh they had to hire someone. 00:22:37.359 --> 00:22:43.039 So then they ended up spending more in the long run because they hired the first person and then they hired the expensive person. 00:22:43.200 --> 00:22:46.079 So yeah, uh yeah, you get what you pay for. 00:22:46.319 --> 00:22:47.359 So awesome. 00:22:47.519 --> 00:22:48.400 Well, this has been great. 00:22:48.480 --> 00:22:50.559 Thank you so much for taking the time to chat with me. 00:22:50.720 --> 00:22:56.799 Uh, before we go, do tell the people if they want to continue this conversation with you, where can they find you? 00:22:57.680 --> 00:23:04.480 Uh notypical moments.com is our website, and uh LinkedIn would be the best avenue for social media platforms. 00:23:04.559 --> 00:23:09.279 And it's uh Andrew and then G-O-T-T-L-I-E B as in boy. 00:23:09.599 --> 00:23:10.079 Awesome. 00:23:10.240 --> 00:23:11.839 Thank you for spelling that out. 00:23:12.000 --> 00:23:14.160 And I, of course, am your host, Alison Verhalen. 00:23:14.240 --> 00:23:16.880 You can find me here on YouTube if you're watching this on YouTube. 00:23:17.200 --> 00:23:18.960 If you're not watching this on YouTube, you can. 00:23:19.279 --> 00:23:21.279 I also put a lot of content out there. 00:23:21.359 --> 00:23:25.599 Um, and my website is A V, as in my initials, Alison Verhalen. 00:23:25.680 --> 00:23:28.240 That is AVWriting services.com. 00:23:28.400 --> 00:23:30.240 And you can also check me out on LinkedIn. 00:23:30.319 --> 00:23:36.720 I would say, aside from YouTube, that's probably the best social media platform to get a hold of me because I'm there quite a bit. 00:23:36.960 --> 00:23:38.240 Thank you so much, Andrew. 00:23:38.319 --> 00:23:39.039 This was great. 00:23:41.039 --> 00:23:42.000 Thanks, Allison.