Launching Pad to Enrichment w/ Carleen Haylett | Ep. 69

In this episode David and Gary chat with Carleen Haylett, CEO and Founder of EnrichedHQ, a company that aims to change the way families engage school-age kids in enriching, live virtual activities that support all areas of their journey to young adulthood. They talk about time management, being a control freak and not giving into the hype.

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Links:
https://www.linkedin.com/in/carleenhaylett/

EnrichedHQ

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The Podcast

David Baxter has been designing, building, and advising startups and businesses for over ten years. His passion, knowledge, and brutal honesty have helped dozens of companies get their start.

In Biz/Dev, David and award-winning Creative Director Gary Voigt talk about current events and how they affect the world of startups, entrepreneurship, software development, and culture.

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Transcript

David: 0:05

Hi everyone. Welcome to the biz dev Podcast, the podcast about developing your business. My name is David Baxter. I'm your host and I am joined by my little pony superfan. Gary Voight. How's it going, man?

Unknown: 0:17

These are getting worse every week, man. I am not how was the convention?

David: 0:21

Did your

Unknown: 0:22

did your convince your costume fit? That I didn't don't even do they have conventions for real? Do you know that?

David: 0:30

I have absolutely no idea. But I do know that called broden is pretty confident. My daughter was super into My Little Pony for a long time her favorite was Dash. And so she told me later as she got older that apparently boys who like it are called bronies. And I thought that you look like one. So there you have it.

Unknown: 0:48

I appreciate that. Now, my daughter's I guess watched my little pony for like a stint just a brief little while but never got not as much as I was into the Barbie movies.

David: 1:00

They're making a new one just for you. So we are actually going to talk to Carlene Hallett. She is the CEO and founder of enriched HQ, the launch portfolio company, and she is Chief member and entrepreneur of said company. So I'm very excited to talk to her. We're going to ask her a lot more questions. But first I want to ask I'm kind of starting a series here where I want to ask people about their time management skills. Time management is, especially as the founder, and the leader of a company is weird. Because I believe very strongly that being the founder or the CEO, whatever you wanna call, your job is the only job on the planet that your job is to give away your job. And so that makes time management very different for the leaders of the companies than it is the normal everyday worker. And so I'm curious about your view on time management and how you keep yourself busy. What do you find yourself doing on a day to day basis? So Carlene Hello. Welcome to the show.

Unknown: 2:02

Thanks for having me. Big fan here. So happy to be part of it.

David: 2:08

You hear that? We have fan? I'll take it. I'll take it all day. So how do you so when it comes to time management? So just for sake of our audience, time management is how you spend your work time day to day, you know, is that something that you find yourself, you're buried all the time? And that's a struggle for you to try to keep your priorities. But how do you manage your time? Yeah, that's,

Unknown: 2:31

you know, you hit the nail on the head, as a founder, you're responsible for absolutely everything. And it's all coming at you at once. And thankfully, I guess, you know, maybe from my mother, I'm a complete control freak. So nice. Ever since I was little, you know, the the notion of, you know, having a plan and sticking to it has been drilled into me so much, that certainly doesn't alleviate the stress that comes with running a startup. But for me, I'm religious about doing annual setting annual goals, and then taking those and breaking those down into quarterly and even monthly goals. And then I again, huge control freak, I am a paper and pen person and I sit down every single morning, get up super, super early to do this with daily calendar, and I map out every single hour and highlight the items that are absolutely imperative to accomplish that day and that week, and set the goals for that week. And, you know, I'm not nearly as successful at it as I would love to be. But there it is. And I feel like for me, I'm, and we'll talk about this a little bit. I'm also a single mother of a child who's homeschooled. So I'm running a business, I'm homeschooling my son, and I'm trying to be a, you know, kind to myself. And from Sunday night to Friday night, all I want to do is execute. I don't want to, you know, sit and sort of figure out where I'm going or what I'm doing. So try to map it out the week out at the beginning, you know, on Sundays and then roll on into the week.

David: 4:50

So that's interesting question then. So one of the things that my business group talks about a lot is what's called margin, which is allowing yourself to have the space to Allow the serendipity to occur. Yeah. So you seem like, based on what you're saying that you are not allowing yourself to do any of that. So now I let me back up for a second, how large is your company? Is it just you? Or is it lots of people? Where are you at?

Unknown: 5:15

It's, I'm a solopreneur. Print for me, I can remember seeing that word, but have, you know, seven or eight contract folks that I work with that do various pieces? Okay.

David: 5:31

And is that how you want to keep it? Or are you looking to eventually bring them into the fold? And, okay, I

Unknown: 5:38

certainly grow the team or full time, folks. And we're, we're sort of at that impasse right now.

David: 5:45

Sure. Sure. Yeah. So it's a fun place to be let me, I've been there. So are you at that stage where you're still the the technician, meaning you're the one getting it done, or you're already delegating that out?

Unknown: 6:02

I'm already delegating, that my area of focus really is on the business side of the house. And even though I've been my career started as a technical developer, very, very quickly, get over my skis, right. I was able to build, build the MVP myself. But we now you know, we're a revenue generating company, we have clients that are very, very large, technical roadmaps of things that I just simply can't accomplish on my own.

David: 6:47

So I'll dive into those, because that opens up a whole box of questions for me, but I'm gonna, I'm gonna put those on the pause just to stay focused here for a minute. So your day to day is managing your people, you're because you're not getting stuff done, meaning deliverables for your client. So your job is to manage and delegate make sure everybody is is on track?

Unknown: 7:09

Well, it's a little bit of both. And there's also a built in to your point, you know, time that's open for, I guess, you'd put it under the bucket of thinking, right, like big problems that need, you know, serious, quiet time and mind, thought to get them done. But the way that it's structured today is the places where my skills fall short, I have people that I've delegated to, but there are areas of execution that fall within my wheelhouse, particularly around enterprise sales and process development, all the stuff on the financial side. And so I'm sort of in this mix of, I've got all these requirements that I need to deliver on. But at the same time, I have this ecosystem of externals that I also manage throughout the week. So it's a mix of both.

David: 8:21

One of the things that I have found in that the reason this topic is so fascinating to me is, as I have given away my own job, I have found there I go in phases that I will have times where I am looking around going, I have nothing to do, I just gave away everything I was supposed to be doing everything I was been doing right for the last x months, years, whatever, like the hard one was, like you were mentioning, there were things that fall into your wheelhouse that you haven't given away yet. What I have recently done is given away the things that are my wheelhouse. And that is weird. And it I mean, it's been a very slow process, you know, you give away some in some in some, and now largely development is not my jurisdiction anymore, when I was a developer for 20 years. So I do a little bit I always try to stay a little current, but I don't have deliverables anymore. And that is really weird. And that was the hardest one so far to let go of like letting go of design and given to Gary, it helps that he's more talented than me, that's for sure. And my developers are more talented than me. But that was easier to let go of because that wasn't the core of me. Right? And now I've given away the core what I've called myself a developer forever. I still do but I really don't do it very often.

Unknown: 9:35

Was that pain was that painful for you? Like did you hang on to it longer than in hindsight, you should have or could have.

David: 9:48

I'm not sure if I held on to too long only because if I was doing is because everyone else was busy. I just find I just find time management so interesting because that's where like You were saying is when I got rid of my deliverables that allowed me to have the time to do that deep thinking. And then that's, and that's where a lot of those questions come from. I start reading, you know, I bought the top 10 Harvard Business Review articles on leadership. And boy, howdy poor Gary, when that happened, because it was, that's just like, opening your mind. And it just, we need to be doing this and this and this, and this, and this, and this and this. And it was exciting and overwhelming at the same time, and then I'll get busy again. And that time goes away. And then it comes back and right. It's just very interesting to me. But I appreciate you explaining your thought processes. I love the idea. Don't get me started on pens and paper. But I love the idea of your meticulous way of doing it, which is complete opposite of me, by the way. But I love that perspective. But since we're talking about you, I want to I want to hear tell me, give me your your pitch. What do you what are you doing?

Unknown: 10:57

Yeah. So enriched HQ is a centralized hub of life skills, building activities for kids that are grades for an app. So the easiest way to think about us is a live version of masterclass. But for juniors, we bring together we're a platform that brings together best in class providers have programs for kids, school aged kids, that aren't being addressed in traditional education. So think about things like public speaking, or entrepreneurship, or financial, building strong financial foundations around investments in economy and cybersecurity, as well as, you know, extensions of STEM and art and music. And so, we have a centralized hub that brings these activity providers together. And we make it easy for parents for working families to go and find and build enrichment programs for kids that are school aged grades four and up. And because, you know, not only as a single parent, but as a parent in general, are you guys parents, by the way we are. So you go out into the internet, you know, your child wants to be engaged in something. And it becomes this nightmare of trying to find, you know, really great activities at the price at the time at the, you know, deal with all these different vendors. For families, we bring those together in a single place that we handle all the logistics underneath that. And we work with large corporations. So our model is b2b focused. And so we work with folks like American Express, and Adobe and Gen pack and Ally insurance, where they bring access to this platform to their employees, as part of diversity and inclusion programs that support women and working families, or as extensions of their employee benefits because they're trying to retain employees. Their employees are stressed out and they're leaving, which is very costly to them. There's the whole future of work, are we remote? Are we not remote? Are kids in school? Are they homeschooling? You know, and, and families. Getting to the point, I mean, my personal experience, there was all this world of things that traditional education just wasn't exposing my son to. And finding them and bringing them and building a program for my son was highly labor intensive. And so having been in enterprise technology for 25 years, you know, as starting as a technologist and going through all sorts of the various pieces of a large organization, I knew that this could be a solution solved by technology. And so that's the company that we are building.

David: 14:44

So let me break that down to make sure I understand. So practically speaking you go and find experts in a field and you set up like zoom calls, Zoom classes, or expert to talk to students.

Unknown: 14:59

You Yeah, so what we do is just that. So we're an exclusive ecosystem of apps, we call them activity partners. So families will tell us the genre that they want their kids involved in, say it's public speaking. And we'll go out and we'll find two or three providers who are offering virtual courses and curriculum around a particular topic. We'll invite them to join our ecosystem. And we make those programs available to families, and we handle the booking and transactional financial steps, and then the vendor then works with the family. And the to deliver the courses through zoom or whatever platform they happen to use.

David: 16:02

Okay, so how does the, let's see, where does yours end and homeschooling begin? It sounds I mean, I get where you're coming from, and the need for this where you, you felt a personal need and built a company out of it. That's very cool. Is this for enrichment? Or is this for credit? Or both?

Unknown: 16:25

It's for enrichment. It's not okay. So we're not, we're, we're, I guess you could say we pick up where traditional education, whatever that is, ends, right, whether it's homeschool. My son is in a virtual school, where he's with kids all over the world. And then their kids that attend school, whether it's public, private, whatever it may be. And so these are generally programs outside of the curriculums that are delivered for traditional things like English math, you know, got stem in some regards, those types of things. One thing you mentioned that you worked with, or your partner with Adobe, now, are some of these courses coming from Adobe, you mentioned part of the arts. So are they learning some of the applications and how to use like creativity as as a tool to move forward? I do know that Adobe does offer I guess you can say certificates or or something like that, at the end of all these programs, is that something that you also offer this, the the kids that are enrolling to this, please make a conscious effort to separate ourselves from the programs that the vendors, our activity partners are providing. So some of the partners do have their own certificate programs. We as a company don't do that, because we're not necessarily just making the connection then, like, showing them like, Hey, here's the outcomes that you get with them. Okay. Yeah. And as far as Adobe goes? Yes. We're, I'm very familiar with their education programs. And it's on my list. So if they're listening, they should get in touch. But we do have, we do have a partner, an artist who does sketch courses, and he is also part of that Adobe community, and education community. So by extension, I guess you could say, yes.

David: 18:42

So let's back up for a second. How old is the company?

Unknown: 18:46

So we were incorporated in February 2022 weeks before lockdown.

David: 18:57

Star perfect, nailed.

Unknown: 18:59

That is timing. Edison timing right there. Yeah. And, you know, a lot of folks have sort of grumbled and said, Oh, geez, what a horrible time but for what we were providing at that particular time, it was really a godsend, actually. And I think it played really well into our ability to grow so quickly, is because, you know, there was this forced adoption of virtual learning. But secondarily to that was this awakening around, hey, guess what virtual does work really, really great. For a lot of things, right? We're not going to ever replace, for example, sports practice, or, you know, maybe some music lessons or hands on robotics and things like that, but You mean, as a parent, I don't have to leave the office early and scurry over and pick up my son and take him to Spanish class. I can do it at home, you know, and it offers all these ancillary benefits that remove stress from the families and from the kids. So the adoption of that has been really great.

David: 20:27

Where are you in terms of the lifecycle of startups, like, you have bootstrapping, you're on, you're doing it all yourself, you're figuring things out, you find your first few clients, you bring in some revenue? Are you to the point where you are self sufficient, where you're you're running off of a runway, or any of the sword? Like, where are you at in that journey?

Unknown: 20:51

Depends on what day of the week it is what's today, Monday. So we are I guess, you could say we're running off a runway, but I, personally, back to control freak, it all sort of points back to the same place, and very fiscally conservative. So we're not in any knock on wood close to any sort of fire sale type situation.

David: 21:24

I love your story. Because I know, it's a common story that a lot of startups want to do. But their founders are scared to do it. They are to the point where they can't, you know, make that jump, and you're successful version of that jump. And I love that it's most of the people we've talked to are running companies that have been around a long time. And one things I've said this before, but in my business group, there is mostly family businesses. And they've been around for 50 plus years. And so the concept that the company will not be around is completely foreign to them. And I can tell just by the way, you're talking, you are in the same boat, as I have been for a long time is, you know, what is next year look like? Dude, I got a month, maybe three in front of me before if I don't figure this out, the company goes away. Right? And that's, it's hard for someone to explain and understand that when you've got a company that's 55 years old, and it's, it never is gonna go it would take a decade to unwind it even if it did, right. Yeah. And so I like to hear stories like yours where you're right there, your your new scrabbled through, you got those first few clients. And you are now on. I don't know if you're on the other side, but you're you're going like how far in advance? Are you right now when you can say, Okay, I got revenue, because you have a subscription model, right?

Unknown: 22:49

Yeah, well, the corporations engaged with us on an annual contract. And then we've just recently introduced an end user subscription, we haven't sold any of those. So an individual could for X dollars per month have unlimited access to all the programs that are on the platform sort of thing. But to your point. You know, this is why I love what you guys are doing. And the way that you talk to founders is we spend a lot of time talking about success stories, you know, in the founder, startup world, and it's great to hear those stories about people, not even just the unicorns, but you know, and we don't, I don't feel like we, as a community spend enough time talking about how ridiculously hard it is for a really, really long time and scary. Very, very scary. I mean, when you say, you know, in six months, I'm not going to be able to feed my kid. I mean, that's it's so this is the hardest thing I have you ever done in my aside from given birth, I guess?

David: 24:17

No, let me flip that though. Is it worth it?

Unknown: 24:21

Oh my god. Yes.

David: 24:22

I guess you there's that's the magic right there.

Unknown: 24:25

I get up every day and I say to myself, My God, how lucky am I that I get to do this every single day. It's today could potentially be a disaster, or the next 10 minutes can be a disaster followed by total elation. But how flippin cool is it to be able to do this?

David: 24:52

It takes a special person because that person has to be okay with the fact that Today could be horrible and awesome at the same time, and that can't throw you off your game. They have to be okay with the stress because again, like when I started, my wife was like, Hey, I support you, 1,000%. But your salary can't change from day one. Because I had a little one, right? I had two little ones actually at the time. And she was like, whatever you need. But we're not changing this, like we had already cut our salary as low as we could. And so day one, I had to make a developer salary. And that's not stressful at all. And so I to have that stress, like, oh, I have worked for the next three weeks. Oh, and then it came four weeks, and now even now, I mean, we're 10 years old this year, I would say we are probably six months, at any point in time. And that to me is a relief, right? It's not I'm not scrambling every day to pay. Gary tomorrow, right?

Unknown: 25:58

That's okay. You pass that credit card? Or? You know, I know

David: 26:03

a lot of people like that. Thankfully, we never did any debt. But did you? Did you go that route? Or initially where you did that?

Unknown: 26:08

I can't I I'm petrified of debt. But I did. You know, I did cash out my son's college savings account back when you started? How did you get the word out to potential clients and customers? And how did you grow your client base? Like what kind of did you do any kind of active marketing? Or was it a lot of networking? And just like referrals? Yeah. Well, as I mentioned, I'd been in enterprise sales for a really long time. And I worked, I have happened to be lucky enough to have a network of really high profile executives. And I joke and I say, you know, we've all seen the movie Goodfellas where Brando says, I'm gonna do this for you. But one day, I'm gonna come back, I'm gonna ask you for a favor. And so all of these executives whose, you know, massive technology problems, I'd gone to, you know, bat for them and solved for them. You know, I just started picking up the phone and saying, remember, when I told you that someday, I'm coming back, you know. And so I feel very blessed. You know, when I was selling enterprise software, it was a slog ago, and, you know, here I am swinging software and this and that, but it's become my greatest asset and colleagues that work with me, and some of the amazing people who are on our advisory board also come from that world. But from a corporate perspective, we're really blessed in that, A, we have these contacts at the sea levels. And B, we all really intimately know what it means to sell in that environment, which was technical founders don't tend to know what that means. Yeah, no, that's a big advantage. So that's good. And plus, you had that the roots of them the foundation of having those connections and network and relationships already built from sales. Yeah. Okay. Yeah, that makes a lot of sense. definitely help. If you think about our model, we really have two customers, if you will, we have the corporations. But then the end users are really our customers, one's a client, one's a customer. And so, you know, it's great for me to go out and sign, you know, a major b2b customer, but if their employees are not engaging in buying activities on the platform, well, the model just doesn't work. Right. The partners say, you know, to heck with this. And, you know, the employees get no value. And so then when it comes time to renew that b2b contract, they want to see the numbers right. So, how do you market to that, like, how do you how do you get your way do we do two flavors that one is as part of the corporate contract, we do joint marketing internally, through their whether it be their HR organization, or their DNI to groups like women at Adobe or, you know, families of Amex where we offer exclusive programs or discounts or just you know, General notifii patients so that we're in front of those employees. So that's how we do it with our corporate clients. But we also run a series of email marketing out to the general public. We do some paid advertisements on Facebook that we're sort of noodling with now. content development, we do some thought leadership postings, I do podcasts like this. Those types of things.

David: 30:29

Very good. So I want to mention the launch accelerator. Can you tell me a little bit more about that?

Unknown: 30:35

It was really awesome. And again, I just think how blessed I am to be doing this every day. It's an incredible program. And I don't know that I would call it so much and accelerator Jason might disagree. But when I think about accelerator, I think about really, really young companies who are at the idea stage, or just at the beginning of MVP stage. And they benefit greatly from being with a group of other companies where they're ideating. You know, they're tapping into resources to figure out how to build a financial model, or, you know, what the go to market strategy is, the launch program really is for companies who are past a certain point of revenue generation. They have a working product, they're sort of on their way to product market fit. They're still, you know, precede ish companies. And the way that program works is, while you get access to the entire ecosystem, have all of their experts around all the parts of running a business. Really what it is, is 1517 weeks of pitches, to about 15 to 20. Investors, whether they be individuals or VCs, every single week, for 15 weeks, and they give you a very prescribed three minute structure, in which you have to tell your story. And then you get two minutes to answer questions. And that's it. And you do it week over week over week over week. And I found it extremely valuable in really getting me to the place where I can articulate what it is that we do and what our value proposition is, in the shortest amount of time possible. Sounds kinda like a bootcamp to get you bootcamp get to where you need to be

David: 32:57

pitch ready.

Unknown: 32:58

Yeah. And it gets you access direct access to, you know, what was it through the course of the thing, I must have pitched, you know, over 200, captive VCs, I, you know, another part of it is, there's two sessions that I myself blindly, would probably never have gotten. And that's to one of the two of the partners at Sequoia Capital, which was just really, really incredible. And then three of the general partners at Craft ventures, and neither of those invest in my space, which is Ed Tech, and, you know, early stage like, precede, and so I would have not likely not gotten those audiences. Had I not been chosen to be part of the program. So that was a huge gift.

David: 34:06

That's amazing. So we always like to ask all of our guests, what are the three things you would recommend to a startup to you five years ago? Yeah, or another startup right now that would that is trying to make that plunge or start that business? What would you say to them?

Unknown: 34:24

Yeah, I go, go back to what I said earlier, and boil it down. I'd say don't. Whatever you can do. Don't buy into the hype. It's really easy to get sucked into the Twitter, you know, void of, you know, I grew my business from zero to $750 million in two and a half weeks store, right. Do you know what I mean? Like it's

David: 34:55

yeah, my course is for sale and yeah,

Unknown: 34:57

that Um, and this goes back to what I said before is I love podcasts like yours that acknowledge and are actually open and honest about how hard and how long it really, really takes. It's a soul sucking experience to start a company do slog for

David: 35:21

a reason? That's right. Yeah.

Unknown: 35:22

Right. And so, to new founders, I would say, you know, don't buy into the hype. And just remember that in second, I'd say, like, one day is find your people, your peeps, right? And find the peeps that are at the same place you are. And, you know, we'll sit and have a cocktail of resume with you. And, you know, everybody's crying in their beers, right? And talk about it and help each other in. Because otherwise, it's extremely, extremely lonely. The second one that I would say is if you are at all uncomfortable or have no exposure to sales, right, whether it be to b2b or b2c, find a way to get it. Right, especially if you're selling to b2b. Because if you're a technologist, you know, I believe I have a platform to say This having been in technology for 25 years, technical folks do technical things, right, they don't generally sell. And b2b sales is so complex, large organizations, so many people have their fingers in the pie. You know, and, and just the sheer notion that there's a very distinct line between, I've sold a deal. And now I've got to close the deal. Right, which is legal procurement, security review, you know, that could take, I just had a deal closed, it was nine months to get through that process. And it was a $35,000 deal. Right? So, you know, understand what it means to actually sell in that world is imperative. And then, sort of, really, it's funny, you started with the time management, the last thing I would say, is, take the time and have a plan, right? You know, people that say, you can't manage which don't measure, right, you got to know what your North Star is. And even if it's, um, you know, wild last, you know, pie in the sky situation, I want to be, you know, profitable in six months, well, okay, fine, that probably isn't gonna happen. But right, like, that's your North Star, and work backwards. From there. And every single day, every little thing, you know, that that, that you do every seed that you plant, and this is another thing I do, no matter how little an accomplishment is in the day, I write it down. I did this. You know, I talked to Gary and David, right. So always, I can see that. I'm laying little seeds all along. And ultimately, you'll see them come back. But that only happens if you plan? Well, you would you would not be surprised. But at the same time might be surprised at how many people bring up the sales, especially coming from a technical side of building a startup because they have an idea and they want to execute a solution for a problem. But then when it comes to after that passion of finding solution and building the thing happens, then how do they get people to care? Like we've mentioned that before David talks a lot about that. And coming from a technical background and then forcing yourself into a sales kind of personality. It could that could be a paradigm shift that a lot of people just aren't ready for. Yeah, and some folks just are not comfortable doing that. And that's completely fine. But if you're honest with yourself about it, then you will find ways to find people who will help you there. Whether you have the money to buy it or you have a friend who will do it part time or you you know whatever you were right now I'm working with another startup that I needed some technical help on something. He was one of the company Are these in launch? And he had some free time and wanted to make a couple extra bucks, you know? And so, you know, he's never gonna come be my CIO. But I needed to accomplish something quickly and, and he was techy, I was not. And there you go, how can someone look up and find out all the programs that you guys offer? You said the name of the company is enriched HQ. So why don't you give us some view of a website address or contact on LinkedIn? Yeah, the our marketing website is enriched hq.com. And the market place with all the activities is enriched, HQ market.com. But you can send me an email at Carlene at enriched hq.com Or I'm on Twitter, my handle is the same or LinkedIn or and I love meeting, you know, parents and people that are involved in this and, you know, can they help me? Can I help them? sort of thing? Because, you know, as you guys know, Sundays can be a flat out nightmare. Yeah. It's good to have people.

David: 41:25

Yep, it's always good to have someone exciting, who's calling you and says, Hey, I'd like to learn more, right, that'll make your day every time.

Unknown: 41:31

And we can all read that all the business books that are out there. But you know, usually somebody who's done it can boil it down to a two and a half minute spiel for you.

David: 41:43

Well, we will definitely have all the links and such on the show notes, wherever we're posting. But Gary, if someone wanted to touch base with us, how would they do that?

Unknown: 41:54

They can reach out to us any comments or questions, they could send us an email Hello at the big pixel dotnet. Or they can leave any kind of comment they want underneath this video on YouTube or hit us up on any of our social media channels. And if you like David's stances on Tik Tok, let them know.

David: 42:10

Don't even know.

Unknown: 42:11

I'm about to go find you today. Oh, you were trying to go by his breakdancing skills of Nagan better. Oh, that

David: 42:21

is so wrong. He only says that because he knows I have a deep disdain for Tiktok. So all right, well, on that note, that scary, scary visual that you all had. We are going to sign off. Thank you so much, Carlene for joining us. It was great learning about you and your company. And best of luck with enrich HQ.

Unknown: 42:42

Yeah, thanks so much. It was a pleasure. Yeah, you as well. Both you bye