In this episode I chat to James Dobie from Critique Building and Construction.
James shares why he used Instagram to grow his business, the impact it's had on his building company, how he grew an engaged Instagram following of almost 7,000 followers and a lot of other really awesome insights.
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Stephanie Trinder:
In this episode, I talk to James Dobie from Critique Building & Construction about how he used Instagram to grow his million dollar building business. Guys, you can do it too.
Stephanie Trinder:
Do you have dreams of growing your trade business using tools like social media, website and email? Do you want to learn how others have done it? Then make sure you subscribe to The Digital Apprenticeship. I'm your host, Stephanie Trinder, digital marketer with almost 10 years experience.
Stephanie Trinder:
When I was eight years old, my dad lost his building business and declared bankruptcy. He didn't have access to the business resources we do today, and digital marketing was a foreign concept. This inspired me to use my skills to teach tradies like you, how to achieve business success using short, really actionable digital marketing tips and tricks. Welcome to The Digital Apprenticeship.
Stephanie Trinder:
This episode is brought to you by my free shortcut to digital marketing e-book, with 20 really practical, digital marketing tips you can implement for your trade business. Grab them at thedigitalapprenticeship.com.au/ebook.
Stephanie Trinder:
Hello, and welcome to episode four of The Digital Apprenticeship podcast. Today, I have the pleasure of interviewing James Dobie from Critique Building & Construction. Dobes and I go back almost 10 years, and when I first met him, he was a carpenter. I've seen him go through the building licensing process and absolutely transform his business using digital marketing and, of course, creating stunning quality builds.
Stephanie Trinder:
In today's episode, we go through why Dobes chose Instagram to grow his business, what kind of impact it's had on his building business, and how he grew an engaged Instagram following of almost 7,000 followers and still growing today. Plus, we cover a lot of really awesome takeaways for anyone wanting to do something similar.
Stephanie Trinder:
All right, let's get into today's episode. I hope you enjoy it. Hey, Dobes.
James Dobie:
Hi. How are you, Steph?
Stephanie Trinder:
I'm good, thank you. Thank you so much for joining me this evening. It's eight o'clock and I understand you've just put down the little one. So thank you for making the time to chat today.
James Dobie:
Anytime.
Stephanie Trinder:
For the listeners who don't already know, could you tell us a little bit about you and what you do?
James Dobie:
Okay. So I'm basically a builder. I started off as a carpenter and decided to switch over to building. And I decided that I was going to focus my work towards your medium, high-end building because I considered that to be a safe space to work in with financial environment. If there was a downturn, they're always going to have work. So I basically do high and medium level renovations and new builds. And that's how I've focused most of my marketing. Even from my name, calling myself Critique, to kind of weed out people that were maybe not my clientele and get the clientele coming to me that I want. And that's how I focused my social media, multimedia as well.
Stephanie Trinder:
Awesome. That sounds really great. It wasn't always Critique Building & Construction though, was it?
James Dobie:
No. No, it wasn't. So originally I started off as Boutique Building, which had a conflict of interest with Boutique, who are a volume builder. And I was finding I was getting a lot of conflict there. And basically had a business coach say, if you want to start a brand, you need to make sure that your brand, that it can be covered in every way and that you can... not copyright it, sorry. You can trademark it.
Stephanie Trinder:
Trademark it.
James Dobie:
Basically, I took weeks to find a name I could trademark because the building section's so broad. So I got my name, I trademarked it. I'd already started building my social media, and then I basically just switched all my social media over to that name. There wasn't too much of an expense, but it was definitely well worth it.
James Dobie:
That's what I've always focused is that I didn't want to be known as James the Builder, I wanted to be known as Critique. So I always refer to Critique, I don't refer to myself. Always make sure I refer to that brand, just like if you were to meet the owner of or the director of Reebok, he's referring to Reebok, not the director. Just because it's a brand, they don't want to be known as a brand.
Stephanie Trinder:
Yeah, definitely. You're creating a brand that is bigger than you yourself.
James Dobie:
Correct.
Stephanie Trinder:
And at the end of the day, that's all to do with your goals and your vision of where you see your company going. So do you want to have a smaller business, perhaps it's just you or one other person as well, you live comfortably and your work pays the bills? Or do you have this vision of having a brand that is timeless, that is much bigger, you employ several people, your turnover rate is much larger, and so too are your responsibilities? Either is totally fine. Both scenarios are great. You just have to be really clear on what your goals are, what your vision is, and make sure that everything that you do is aligned to that goal. All of your actions, your digital marketing efforts. And it begins with your business name.
James Dobie:
Yep.
Stephanie Trinder:
In my last episode, episode number three, I shared best practice for naming your trade business. So this is really timely and will help listeners avoid or correct any issues like this. So if you haven't already, guys, make sure you check it out, episode number three at the one previous to this one.
Stephanie Trinder:
So with the change from carpentry to building, what else changed in terms of how you did things with your digital marketing? Was that when you kind of jumped onto the Instagram?
James Dobie:
I was already on Instagram, but I was not very good at it. I didn't really understand Instagram. It was in it's early days for me. I think it might've been like 2015, 2016. I'd put photos up of like, "Here's a deck I built," and a couple of hashtags, and your mates would like it or whatever. And then I kind of just saw, hang on, there's like this big hole in the market.
James Dobie:
I worked for a very, very high-end builder who builds probably some of Melbourne's best homes. And no one knows who he is because he's old-school. Social media, he would barely even know what that is. And I used to say to him, "Why don't you push your social media? Because so much has shifted to social media." And I just kind of thought, well, I was always saying that to this guys, so really, this is what I'm going to do.
James Dobie:
And I wanted to create, basically make my brand bigger than it was. So one day I'm a carpenter, the next day I'm a builder. Why is someone now going to sign a build with me? Why is someone now going to spend half a million dollars with me, whereas yesterday they were paying me $50 an hour to do general tasks or whatever? And I figured, well, I need to build a brand. I need to be a brand, not just some guy who's wearing a polo top and has a car with stickers on the side of it.
James Dobie:
So I started focusing my photos so that they were relating to the kinds of builds I wanted to work, the hashtags, even... I mean, it's not social media, but it's still the same thing. People were like, "Why did you wrap your vehicle? Why'd you cover it in your logos?" I'm like, "Not to win work. It's so that when I meet a client, they see me and they see me as, 'Wow, this guy's the real deal.'"
James Dobie:
I mean, it's just the way people look at you. People will jump on Instagram and they go, "Wow, this guy's... Look at all his photos. Look at all his following." Whereas, really, your competition could be just as good, but in people's mindset, they're like, "Oh, they don't have social media. They must be no good." It's just people's mindset. And that is why I pushed it. And I saw my best friend build a gym wear brand from absolutely nothing, basically off social media, and I was like, well, why would building be any different? It's still a business.
Stephanie Trinder:
Absolutely. Yeah, totally agree with you. And going back to that gym apparel company, I was involved in that too, and it was very much so fake it until you make it. And we would create this image of being bigger than we were to attract a particular type of client. It sounds like that's exactly what you've done. You've had this really good understanding of who you're trying to target, and then everything that you've done from your content creation to your messaging, your whole branding has been directed towards that person and what they want. I think once you have an understanding of who that is, everything else comes really easily.
James Dobie:
Yeah, that's correct. And I think in my third job I won a high-end job in Brighton, and I basically took that many photos of the job. I remember people used to laugh at me, like, "Why do you take so many photos? It's a waste of time." And now those same people are like, "Oh, I wish I had've taken photos," or whatnot.
James Dobie:
And I started taking good photos, getting my mate who was in photography to take photos and getting them on Instagram and Facebook. And then when new clients approached me, I would tell them, "Jump on my Instagram." And they'd go on, "Oh, I love that. That's amazing. That's exactly what we want," and a week later they're signing a contract. And I think just once I got that one, it then just morphed into others, and now-
Stephanie Trinder:
It snowballed.
James Dobie:
Yeah, correct. Exactly. Yeah.
Stephanie Trinder:
And I guess that's because what you created was a catalog. So would you send people to your Instagram to show your work once you've already made that connection? Or were people finding you on Instagram, and then were you selling to them in the DMs?
James Dobie:
Basically, I would meet a client, let's say it was a referral. I would tell them, "Go on my Instagram and have a look." Because I was so confident because I now had... I know it's sounds silly, but let's say I had, at that point, 3,000 followers or 2,000 followers, I knew that my brand looked the real deal. So they weren't jumping on and seeing I had 50 followers and it was my mum and friends, you know?
Stephanie Trinder:
Right. But I will say though, you did start at that point-
James Dobie:
Correct.
Stephanie Trinder:
... and now you are here at almost 7,000 followers.
James Dobie:
Yeah, that's true. That's true. I was also lucky that once I landed that high-end job, not only did my business grow, but my social media did. So my Instagram rapidly shot because all of a sudden I had these photos that people found, "Oh, all this guy's doing really nice work." And I was not only putting photos of the builds finished, I was putting progress photos up and how we did things, and this is why we've done things this way. Little tutorials and also a lot of stories throughout the day, like, "This is why we're doing this. Here's one of the carpenters doing this."
James Dobie:
So I was getting a lot of trade following. And I found an offshoot of that is that the clients were following. And the clients were really enjoying seeing the process of their build through social media. Then their friends would join and be like, "Yeah, we've seen you building so-and-so's house, it's amazing. I saw how you had all this issue with this, and this is how you fixed it."
James Dobie:
I just feel like we've given people an inside view into how a house is built, and this is why this costs this much. He's not ripping you off, it's because there's this much work. There's been a lot of things that have happened that I've never really thought of before, like now that when I go into, say, Reece or a timber yard, I get served differently to if I was the exact same builder, but with no social media. Whether that be right or wrong, the girls in the shop know who I am. They even know who my apprentice is because I talk to him on Instagram.
Stephanie Trinder:
For the people who go along with the stereotype of the fake tradie, like, "Because you have social media, you mustn't be working hard." And it's a real shame because that stops a lot of people from investing in their digital marketing and getting the opportunities that you're experiencing now, because of all of this hard work that you've invested into your social media and to your digital marketing. Did you experience that when you started investing?
James Dobie:
Yeah. I definitely did and people were like, "That's a wank. Why are you doing that? It's such a waste of time." I mean, I remember someone even lecturing me, "Why'd you cover your car in stickers?" And the same thing with the social media, "Oh, it's a waste of time. You're not going to get work through it." Well, I'm now $1.5 million worth of work through Instagram alone, and I've only been technically building since late 2016. And that is directly contacted, to go back to question I didn't fully answered before, that is directly through Instagram. So people DMing me saying, "Yeah, I love that build, I really like that style. Would you be interested in doing a built in...," whatever suburb. And then I've reached out to them.
James Dobie:
I get it, it happens, not all the time, but I get probably at least a couple a month. But we got to remember, this couple a month, some are up to $900,000 builds. They're not just like a little bathroom or something like that. And that is where people who kind of poo-pooed the idea at the start are now like, "I wish I had done that," because it's just the way of the future.
Stephanie Trinder:
Yeah. And, I mean, there are always those people, aren't there? There are those people who lead the way, and then there are people who follow. But in saying that, it's not too late. It's not too late to jump on board and start investing in digital marketing. Because so many people are still doing it really poorly. And there are more avenues being created every day. It's not just Instagram that you have to be on if that's not your thing. There's Facebook and there's Google My Business, and now TikTok, and your website, SEO. There are just so many avenues to invest in.
Stephanie Trinder:
I did just want to say about the DMs. On my boyfriend's Instagram page, he's a plumber. What I'll do is instead of sending people to the link in the bio, which a lot of people do, that's kind of seen as the thing to do, is I'll give them the option. Link in bio or DM me for a chat, or DM me if you have any questions, or send me a DM if you want to start the conversation. And so if you can stop them from leaving the platform, which is what they don't want to do, they don't want to leave the platform, if you can direct them to your DMs, I think that's just such a valuable action because then you can chat to them and you can create that relationship and talk them down your sales funnel.
James Dobie:
That's right. I had a perfect example of that, was a lady. She walked past my building site, she lives in the area, and she loved the build we were doing, this new build. And she actually commented on one of my photos, and then she realized that it was the house that she walks past. And she jumped in my DMs, messaged me, and now they're drawing up a brand new home. It was basically within that conversation was me from her laughing saying, "Oh, I can't believe this is the house I love. I walk past it every day. We want to look at doing the same thing," to a few messages later, I was like, "Well, this is the designer's name and number." And next day she's called the designer the next day. She's emailed me the next day, and now we're in talks about a new home. So it's exactly as you just said.
Stephanie Trinder:
Totally. And I think in this current environment too, while we're recording this chat, it's currently the COVID-19 pandemic and things are a little weird, and so people are craving that connection more than ever now. So I think that's really great that you see that and you're investing in it, and it's obviously working for you.
Stephanie Trinder:
So what platform is giving you the most work? Is it Instagram?
James Dobie:
Yeah, because I do all my media myself, I mean, obviously I get professional photographers to take photos of the finished products and stuff, but I do all my own... like even some of the videos and stuff. I just don't have the time. Facebook, I have a Facebook page, but it's basically just... It's not as updated. I just find Instagram so easy to use, so quick. And it doesn't have all the rubbish. It's just like a photo board.
James Dobie:
I wanted my Instagram to be basically a portfolio. So I generally will delete photos out if they're not nice... I want it so clients can go on there and see this is what Critique does. Not like, oh, here's some bloke nailing a frame together. Even though that'll get you a lot of followers because it's interesting, I wanted Instagram to be a picture board, just like this is what Critique does. And there's no rubbish in there. It's just very, very basic. And I've found that's the best thing. Whereas, I've found Facebook's a bit more time-consuming. It needs to be a bit more bloggy and stuff like that if you're really going to do it properly, in my eyes. So just found Instagram a lot easier.
Stephanie Trinder:
Yeah. Well, there's a few things that it sounds like you've identified, and one of them is you've identified who your audience is and you've created an aesthetic that pleases them. Number two, you're not spreading yourself too thin because you're obviously investing all of your energy into making your Instagram page what it is. And then, thirdly, it's working. So why would you expand to another platform. Sometimes, again, going back to what your goal is, you don't need to. If you're happy with where you're at and it's working for you, then you don't need to spread yourself across all of those platforms.
James Dobie:
Yep, yep.
Stephanie Trinder:
So you have almost 7,000 followers, which we chatted about earlier on. But I think it's important to mention the difference between having 7,000 followers and 7,000 engaged followers. From what I can see, and from what you've shown me via your Instagram insights, your followers are commenting on your photos, they're sharing your photos, they're saving them. And I'm not talking 10 or 20 saves or 10 or 20 shares, guys. I'm talking in the hundreds, like upwards of 200, 300 saves, 200, 300 shares. What do you think has been responsible for achieving such a strong engagement with your followers?
James Dobie:
I think it's because I engage them and I've had multiple people message saying, "I love it because you're a builder and you're giving us an insight in the building." Whereas, a lot of builders are very closed book. They think they're reinventing the wheel. They like holding their secrets close to their chest. I don't see why I need to hold secrets of how you build a quality home or what the process is in building a quality home.
James Dobie:
I think I have a lot of tradies who follow me just enjoy seeing the day-to-day works of a house. And also the clients like to see not just the finished product, but how you achieve the finished product. I think that's why I've got that large engagement. There's plenty of people with lots of followers, but they're not necessarily following. Whereas, for example, if I do a story, on average I'll have about 1,500 people watch the story. Even if it's like 10, 15 stories long, it might have only dropped off a few hundred by the end.
Stephanie Trinder:
I love that. It's funny that you say that you're so comfortable with sharing behind the scenes and so comfortable with sharing progress videos and photos of your current jobs. Because not long ago, I actually worked with a builder on their digital marketing and he was, like you said, a closed book. But it wasn't because he was keeping secrets close to his chest. It was actually because he was more concerned with customers nitpicking, I guess, on what he was doing and receiving bad feedback because he might've been at someone else's job when the customer wanted him to be at their job. Have you experienced something like that? And how have you overcome it?
James Dobie:
Yeah. I have had that happen. I mean, obviously if you put up half finished photos of frames in progress, you're going to get heroes who are going to jump on and say, "Oh, I would do this," or, "That's wrong," or whatnot. But in the stories, it doesn't matter because it's private and you just ignore it and no one else is seeing it. But I have had the odd client, "Oh, we've noticed you've been posting a lot of this. We're just worried that our job's falling behind."
James Dobie:
So basically I just explain to them that Instagram is used as a marketing platform, and not to be rude, but their house just wasn't really at that stage where it was pretty photos. It was also a drawn out stage, so I think we were doing the frame. So it was taking its time, and there's only so many photos of the frame you can put up. And this other house was at a more glamorous stage, so we were taking photos of that and putting a lot on the social media.
James Dobie:
However, I'm always very conscious that every client feels like they're my only client. So now I'm always conscious that they understand that just because something's going on social media, those photos could be from six months ago. Often I will get photos taken of a house and I'll slowly leak them on Instagram. You're not just going to smash them on the Instagram in one day because you want to keep the audience engaged. So you're going to dribble them on and drip feed them to keep that audience engaged. So just because something went up today doesn't mean that was done today.
Stephanie Trinder:
Absolutely. And that's a conversation you can have upfront with the client before you even get into that so that they're aware, and so that they know from the very beginning that it doesn't equate to what you're currently doing and how much you're currently doing.
James Dobie:
Yeah, that's correct. And also, I've learnt to understand that at first is, in quotation marks, I thought it was a bit wanky what I was doing. But then what I learnt was the clients actually really like it and actually enjoy seeing photos of their house because they're getting, as I said before, that inside view, but also their friends. Because your friend's always interested in how your house has been built. And I think they just felt like they were being left out. So it was something I'd never really thought of. It was kind of cute at the same time, I guess. But yeah, it's-
Stephanie Trinder:
And it's that typical story format, people live for the transformation. There's always that middle of the story where there's a struggle and then there's this amazing outcome that people didn't see coming. Or it was just so brilliant and amazing and everything was happy days. People live for that transformation. And that's what you're giving them by putting up content like that.
James Dobie:
Correct.
Stephanie Trinder:
So apart from that one experience, Dobes, what lessons have you learnt from bad digital marketing experiences? Have you had any?
James Dobie:
I haven't really, knock on wood, had any personal bad marketing experiences. I mean, you get the odd hero putting comments on that you can just delete, but they're trolling or trying to get a bite or whatnot. But one big thing that I always was very, very, very careful not to do, and it was basically, where people are building their brand on social media, and then all of a sudden they think that they're the brand and that it's their own private Instagram account, and they start posting stuff which is negative to their company. Whether it be fighting with people online or posting photos that are not really relevant to what they're doing. And they start to lose that engagement with what they're meant to be engaging.
James Dobie:
Yeah, they might have a whole lot of people sucking up to them, telling them how great they are. But those people are not paying. They're not putting food on your table. The people putting food on your table are your clientele. They don't want to see their builder having an Instagram war with some random person, and basically using their Instagram clout to belittle this person. Which I see it all the time. And people even screenshotting messages and stuff like this.
James Dobie:
It's basically, to me, I see social media as like a moving billboard that changes every day. It's not something that's to inflate your ego, and you have to just stand back and go, "This is Critique Building. This is not James's social media page with 7,000 followers. This is a company." And I think a lot of people grow very quickly and they forget that and can make some serious mistakes.
Stephanie Trinder:
And it extends beyond the building industry. I've seen it in several trade industries, influencers become famous and then they do the stuff that you're talking about. And they blur the lines. They start taking everything really personally and start attaching themselves to the business. It's really important to keep that focus and remember why you started it at the beginning. And so, make sure your actions are aligned with that end game. If you're attracting high-end clients and you have this vision of growing your company into something that's bigger than you are, then that isn't the road that you would go down. But if you want to become an influencer and if you want to be known as that person, then maybe that is the road that you go down. But again, I would hope that it's in a much more professional manner.
James Dobie:
Yeah, that's correct. And I think a lot of them get confused, and you look at their page and are like, are you an influencer or are you a business? Because your page is just a mishmash of trying to sell tools, or you're trying to sell someone to get you to build their house. And I think I've always tried to be like, even though it's tempting and it's egotistical and it'd be fantastic to pump my tires up and say yes to advertising a certain tool or whatnot, like I have been asked in the past, it's just that that is not what my clients want to see. My clients don't want to come on... Sorry, future clients more importantly, because the current client's already signed on the dotted line. But your future client doesn't want to come on your social media and see you pushing tool brands or pushing certain products. They want to come on and they want to see what Critique Building does, not what the director wants to do in his spare time, so to speak.
Stephanie Trinder:
Definitely. And you can always get a personal Instagram if that's what you want to do.
James Dobie:
Yeah, that's true.
Stephanie Trinder:
And go down that road.
James Dobie:
Yeah, which I keep them very, very separate. Trust me.
Stephanie Trinder:
Maybe you shouldn't. That might get you in trouble.
James Dobie:
Yeah, that's right. Yep, yep.
Stephanie Trinder:
Okay. So I wanted to end this episode with a question. If you could go back to trade school and they were teaching about digital marketing, what would you put on the curriculum?
James Dobie:
I think, being a tradie, they've just finished TAFE, and the stuff they're posting is not business-related. It's business related, but then they'll have a post of them getting hammered on a Friday night.
Stephanie Trinder:
Yeah, they're blurring the lines.
James Dobie:
Yeah, they're blurring the line. So I think, basically, they don't understand the importance of social media. If you're going to put your brand on social media, you need to understand that it needs to be 24/7, your brand. Because someone can look you up at 12 o'clock at night, they can look you up at 10 o'clock in the morning. They can do whatever. So you need to make sure that at all times that it's been professional brand. And I think they could teach people, a bit like I go on social media and I background check. Any trades that I use that I don't know I go on social media, I look them up. I've even had employees. I could give the perfect example of why you do not put certain photos on social media, because I was about to employ someone and I go on his Facebook page and he's there taking illegal substances in his actual profile picture.
James Dobie:
It's basically to teach you not only is it important, but if you're going to do it, you need to do it right. Because if you don't do it right, all it's going to do is backfire on you. So you either do it and do it right, or don't do it at all. Because I see so many guys where they've done it half-assed and you're like, you know what? You could actually be damaging your really good carpentry brand, or building brand, but let's just say they've come out of TAFE, so carpentry.
James Dobie:
I think they really should teach them the importance of social media because, I mean, marketing's one thing, putting a few stickers on your tool trailer. As long as you don't drive like an idiot, that's fine. It's out the front of your building site, and that's Joe Blow Building or whatever. Whereas, the minute you go on social media, there's millions and millions and millions of people that can view you, and it could be that you've now got a new contract with a big building company, and the director's wife is on Instagram and decides to have a look at the new carpenters that they've just employed. And there's a new carpenter that's getting hammered on a Sunday night, they're meant to be... You know what I mean?
James Dobie:
I don't think people understand how important it is, but also how important it is to do it right. And if you do it right, how much value it can add to your business. It's not wanky and it's not egotistical. It's 2020. And it's a cheap form of marketing that can get people from all around the world or all around the country, or you can focus it to certain suburbs. Whereas, to do that with any other platform, like, say, billboards or site signage or whatever, is going to cost you thousands and thousands and thousands of dollars. Whereas, on social media, it's as simple as a hashtag.
Stephanie Trinder:
Yeah. So, just quickly, are you paying for paid advertising through Instagram or Facebook at the moment? Or have you?
James Dobie:
I have in the past just to see what would happen. I think I might have done it on a couple of photos, maybe for a week or something like that.
Stephanie Trinder:
Yeah. But it's definitely not a part of your strategy?
James Dobie:
No.
Stephanie Trinder:
Yeah. That's really interesting. So it is possible, guys, to have an engaged following and not spend money on it. It just sounds like you, Dobes, understand who your audience is, you're consistent, and you know what they want to see.
Stephanie Trinder:
For the people listening, if you're not on social media, if you're not investing in your digital marketing, you're missing out. What was it? $1.5 million, Dobes, through Instagram to date.
James Dobie:
Mm-hmm (affirmative). In three years. Yep, yep.
Stephanie Trinder:
In three years. That is incredible stuff. I'm so happy for you and your business. That's amazing. So, tell us, where can we find you? What's your Insta?
James Dobie:
My Insta is critiquebuilding.
Stephanie Trinder:
Critiquebuilding. C-R-I-T-I-Q-U-E building?
James Dobie:
Yep, that's right.
Stephanie Trinder:
Lovely. Well, thank you so much, Dobes. Thanks again for joining me. It's been really insightful. I feel like the listeners will learn a lot from this. So thank you for opening up to us, and I'll chat to you soon.
James Dobie:
Anytime, Steph. Thank you very much.
Stephanie Trinder:
If you're interested in using Instagram to grow your trade business, definitely check out critiquebuilding on Instagram. For today's show notes, head to thedigitalapprenticeship.com.au/4.
Stephanie Trinder:
If you made it this far, hopefully that means you enjoyed it. Make sure you hit Subscribe, so you never miss a future episode, and leave me a quick rating and review while you're there. I would be so grateful. Till next time.