Why Visibility Matters in Every Industry (Even Stormwater!) with Maryella Begley-Garmon

In this episode we have The Visible CEO of the Stormwater Industry, Maryella Begley-Garmon as our guest.  She is going to educate you on Stormwater and what this industry does for all of us along with touching on the importance of brand awareness, especially in niche industries and what happens when you decide to not put yourself out there.

Join us for Become The Visible CEO Program https://thevisibleceo.com/becoming

Connect with Maryella
LinkedIn https://www.linkedin.com/in/maryella-begley-garmon-p-e-16772157/ Facebook https://www.facebook.com/digitalstormwater 
Facebook https://www.facebook.com/elle.begley/

Don't forget to share this episode and tag me @itscrissyconner on Instagram and @crissyconner on Facebook to be entered to win!

Transcript

Unknown: 0:00

Music. Hello and welcome to this live video. So I am going to have a few live videos going on where I'm going to introduce some amazing, visible CEOs in their own industry, because I think it's really important to promote them, because they are so special to me, and I want to share so much of what they do with you, and I know that in these interviews that you're going to have so many takeaways and things that are going to support you and your business. So the first interview we are doing is with a visible CEO, or the visible CEO in a very specialized industry, and I know that the things that she's going to say are going to not only educate you, even if you're not in this industry, I think we, all that are not in this industry, are fascinated with this industry, and so I love how she talks about her industry, and the things that she's going to teach you and share with you, and also what she does For her clients, I think is very fascinating, because she helps her clients get visible as well. And so let me introduce you to Mary Ella Garmon, and she is the visible CEO of the storm water industry. And so if you're like, I've never heard of that. I don't even know what that is. We're about to find out. So Mary Ellen, welcome and thank you so much for saying yes to letting me interview you and chat with you today. Hey, Crissy, thank you for having me so a lot of my clients that work in marketing have a very niche, special specialization. We'll say and who they serve and support, and you also help them get visible. So I'd love you to share with my audience, who do you serve and support? Like, who are the favorite clients that you work with the industry? And then, how are you helping them get visible? Like, what are the different ways? Because you have so many different ways that you support them. So our company is digital storm water. So we are very specific to the storm water industry, as as you mentioned. So a little bit my background. I am a civil engineer. I specialize in drainage and storm water. My husband, who is my business partner and partner in all things, also has a background in stormwater, where he sold stormwater compliance software for a company that is is no longer, doesn't exist anymore, but he sold stormwater compliance software for 13 years So, and I'm going to have you repeat the questions, okay, so that I actually answer them. So the clients that we work with are visionaries and inventors who have come up with really, really cool, amazing products that help clean up storm water, but as small businesses, they need help being visible. I forget who said this quote, but best known eats best every time and so. And that's, what we do, is we try to make sure that they're they're known, because if nobody knows that you have this amazing product, and nobody's going to buy it and install it so that it can do what it's supposed to do. So how we do that is we have a full digital marketing agency. We do social media management so that we can create that baseline of we're out there, our client is out there. They exist, so that people see them on a regular basis. And then when something comes up where there's a project or their product would be the perfect fit. Then the designer or the contractor knows that they're there so they know to to put that in. We also have video editing. Video is the key, or with enough content. Yes, so you know, whatever we can do to help them. You get video of their products or of their staff, or their presentation, where they teach about the product, and then put that out in multiple ways, and provide it to them as well, to use in conferences. So YouTube, YouTube shorts, live events, and cutting it up into social media or creating recurring webinars where people can go to their website and and watch those videos and learn about the product and and get some continuing education as well. I'm trying to go through the services in my head so we do help with with webinars as well, with people who put on some webinars, we help with with their email campaigns and and background CRM market campaigns to make sure they're getting those messages out to the people who are already part of their ecosystem. They're already in their list, and, you making sure they know what's coming up. So we we do website work, or anything, from website build to continuous monitoring and upgrading and SEO work. You it once a, once a website is created, it doesn't just look forever and never need to be touched. Things change all the time. Search engines change what they look at, what they look for. Plugins get updated. So you have to, you have to make sure you know what's going on with your website to make sure it continues to work for you. So what else paid ads? We like organic traffic. We like free traffic, but sometimes you need a little bit extra and so we also have paid ads expert who helps you create those campaigns for our clients. Figure out what we need to say, how we need to say it, where we need to market it, depending on what their goals are and as our goals change. Yeah, so those, I think those are the big highlights we do. We do a lot more. We do a lot of you small things, and as things come up, we learn our skills change and we add stuff constantly. Yeah. So let's think about this for a second so you really help your clients get more visible in many different ways, whether it's showing up on the news feed, in video, search ability, so all of these different ways. And then also they're so niched, right? And so I think there's this thing that when you're so niched that you don't need to be as visible. But I think personally, brand awareness is even more important when you're so niched. What do you tell your clients about this when you're trying to explain to them, This is why we need increased informant awareness for you. So part of what I said a minute ago is, if nobody knows that you're there, then they don't, they don't know, then you're not making sales, which ultimately everybody wants to make sales. So if you compare it to say, a realtor, you don't need a realtor every day, but when you need someone, you that realtor wants their name to be the one you think of. And it's the same thing in our industry, you don't need something for trash capture inside of a manhole every day, but when you do need that, we want our clients product to be the one that that the engineer thinks of and they put in The plan to specifications, and then that gets installed so that that's sales for our clients. So how our company started? Like I said, my husband, Ty, used to sell compliance software, and he went to a lot of industry conferences, and he met a whole bunch of really, really great people who have a lot of really neat, interesting products, and he would see them at all of these conferences and then. But the parent company that he worked for was an engineering firm, and the engineers were not putting these same products into the plants because they didn't know about them, because they weren't at that conference. And so you can have something that's that's really, really great. And I get excited when I learn about a lot of these. These products are really neat, and I'm a nerd, and I'm a stormwater nerd, so I do get really excited about them, but I'm also an engineer, and I know that if, if I don't know about it, then it's not making it into the plants. And if it doesn't make it into the plants, you can substitute things, but it's a lot harder than if you know about it up front and it just gets put in there, so that that's our basic message. So Ty and I wrote a book about marketing and stormwater. I thought you could see if she can with Lance in front of it, but it's making a difference in stormwater, one click at a time. I have it. I have it. It's just right behind this plan. I couldn't quite question, okay, I got you. I got you. And the one click at a time, part of that is being online, where people find you when they're looking for you, when I start looking for a product to put in a set of plans, if it's something that I don't already know about and I and I want to, or I'm looking for something new, the first thing I'm going to do is I'm going to go online and I'm going to search for something, and if you don't show up, Then you don't. You're not getting put in these plans, which is the key, you know, yeah. So having that SEO so that your website's the one that pops up, and then having the information on the website to really explain what you what you do, and why you're why you are unique and why you should be used, yeah. So pretend like you're talking to a fifth grader and explain to my audience what is storm water. What is storm water? So they know what that is. The most simple explanation of storm water is rain. So when it rains, or when it Snopes, and excuse me, and then the snow melts, that water has to go somewhere, and it runs off, over, over the ground, over the pavement, until it makes it to a river, a lake, a stream, and eventually out to the ocean. And so that water is storm water. It's water from a storm the key to that is that storm water is, in general, not treated water. So like if you go to the restroom and you flush the toilet, and that water goes through pipes and it goes to a wastewater treatment plant and and it's cleaned up before it's released. Stormwater is not cleaned up, so whatever is on the ground goes into the water. So if somebody throws trash on the ground, the water will pick that up and move it, and it'll float on top, and it will go and usually it will go into some kind of structure before it makes it to a stream. And so those are called inlets, where the water goes into the system. And so you can put something in there to catch the trash, or the leaves, or, you know, if somebody's out walking their dog and and they, they you pee and they poop that also goes in there, or anything else you if, if a car's got an oil leak on the road that gets washed in there, if there, if somebody over fertilizes their yard, the fertilizer goes in there. Anything that we put on the ground or on the pavement is getting washed into that water, and because that water is not treated, then it goes out into our natural water weights and so that pollution can causes damage and natural life, but the other really consent To streams and rivers is a lot of that. It's called surface water, is then used as source water for our drinking water. So imagine everything that just washed off of the street and out of our yards is now going into our drinking water, and the drinking water is it does go through treatment. It is cleaned, but the more stuff is in it, the more it takes to clean it. Yeah. And there's some stuff you can't get out. There is some stuff and things like that, or forever plastics, I think, is what they're doing, yeah. So it affects, like, all of us like you may not know what storm water is, but you drink it. At some point, you're drinking it. It's keeping you hydrated. You may swim in it if you go to the ocean, so you're showering in it. Yeah, exactly, exactly. You literally, have it every single day, in some way, shape or form. So it's important to know to be educated. And Mariela has been a long term client. And so all of the visible inner circle members all now know what storm water is, and we're very fascinated and educated by it. So Mary Ella is always teaching us something, and so we are always like asking questions. So when she's like, can you guys ask me questions? When you report for some video? Oh yeah, we got you because we have so many questions and we want to know more. So we're all storm water nerds too, because of you. Thank you. And if you really want to be a storm water nerd, my husband hosts a podcast. There's only two podcasts in the storm water industry, so our podcast is the stormwater world podcast, and we drop an episode every two weeks, and he what, how he does this is, and how it started was, you go to these conferences, like I said, and you have experts who go to and they teach. And in between the sessions, there are these really great conversations in the hallway, or there's a question that somebody wanted to ask, but we're also all introverts, and we're not raising our hand in class, but we'll walk up and talk one on one. And so there's all these great conversations that happen in the hallway, but not actually during the sessions. And so the podcast was to bring those conversations out where other people can hear them, because there's so much great information that gets exchanged that way. Yeah, there's, there's the podcast plugin. Yeah, absolutely, absolutely. And again, it's fascinating, and you can learn something. And if you Does anybody else like watching live or on the replay? Do you like hear about something and then you go down a rabbit hole? Like, Tiktok does this me all the time. So I see something, and I'm like, Oh my gosh. When did that happen? Oh my gosh. What's that about? Oh my gosh. Like, and so I go down this whole rabbit hole, like, I'm the best detective in the world. Like, that's what I think happens. But I think it's fascinating. Mary Ellen does a lot of content on for all my Ohio people. She did like a, I think it was a series right on the Ohio River and how basically polluted it is and has been, and what contributed to that. And it was really fascinating, because it was like, this is a this is a hype of thing. You know, she's like, talking about the Ohio River. And so it's just fascinating to me, and also scary how much crap you remember that Tiktok trend a while back. I'm in whatever. So, of course, I so, so Ty and I did one of those videos, and one of the things that we said is, I'm in storm water. So of course, every presentation, I have a picture of the Cuyahoga River on fire, which is kind of the catalyst, because I think it caught a fire like six times that year, and that's the catalyst that kind of got the Clean Water Act to be approved, which you not going, not going into politics, but you bipartisan approval of something, especially some kind of regulation, is pretty even back in the 60s was big deal, and so this was passed, and the President vetoed it, and the nation was so passionate about this and conveyed that to their legislators that the veto was overridden on a national level, which is what you really started the ball rolling, getting a lot of this stuff played up, but it was, and there were other rivers that were catching on fire as well, but that river in Ohio was was a huge catalyst for this national movement. Thanks Ohio. Yay, Ohio. Leave it up to us have the dirtiest well. And part of that series, I did also so when I was a senior in high school, I grew up outside of Savannah Georgia. The Savannah River was the most polluted river us. And then I moved to Louisiana to go to college. And the Calcasieu River, which was in the in the city I would move to to go to college, was the most Blue River that year. And I was like, great, if it either it followed me or I followed it one or the other. Yeah, yeah. And Mary Ellis background is also, she's an engineer, so when anything happens structurally, like the bridge they got ran into by the barge in from that New Jersey, Baltimore, Baltimore, um, that is, like, she's like, the first person I messaged because I'm like, Oh my gosh, what are they gonna do? Because I know she's gonna, like, she has her perspective, right? Because that's her knowledge and her expertise, but I think it's so fascinating. And again, how do we educate people about these things? If there's no brand awareness, there's no visibility, right? Nobody knows, nobody knows what. Nobody knows. And so that's why I think it's important for even a niche industry that she works in to really be visible. So my next question is, even like, no matter what industry, storm water, any other industry online coach doesn't matter. What would you say is the number one thing as a business you should be doing to market and create brand awareness. You have to, I think the number one thing is you have to buy into the fact that you need to be visible. You have to buy into the fact that this is important. I mean, a lot of people don't have time to do it themselves. That's why we have a company. But you have to realize that it's needed, and you have to truly believe that nobody can want it for you more than you want it for yourself. And even if you don't actually have the time to do it, find somebody who can help you do it, give them the assets they need, and you're going to have to do some work with the team, because we can't, we can't do it all by ourselves. We have to have something from you, but, but you have to know that it's necessary to be visible and to to be willing to own that and do the work so that, so that people, it all comes back to people being able to find you, and that they don't know that you're there, then they're never then they're not even going to look Yeah, very true. Very true. And here's the thing Mary, Ella and I both are massive introverts. We own our introvertedness, which it weren't as proving to you we're on video right now, even as an introvert, you can get visible, even if you have that block. Well, I don't want to be seen. I want to be the center of attention. I'm nervous. I have all these fears. I'm worried about people will think, what's more important your fears or getting your message and your product and your name and the way you can serve and support your audience. Like, what's more important your fear? You're going to like let your fear lead you, or you're going to let the impact that you can make lead you. Because without Mariela and Ty in this business and helping these these companies get visible like they're cleaning, they're cleaning our drinking water, right? They're they're representing clients that help do these things. And if they weren't getting that information out there, this is a missed opportunity in the storm water industry. So it's that important, right? I mean, not all of us deal with drinking water problems, right? But like, we all have an impact that we can make, and if we don't own that and put ourselves out there, no matter what the excuses and fears are, because we all have them, then we're doing our audience. Yeah, yeah. So it's just really important, and I get on my soapbox when it comes to this, because making an impact like otherwise, why are you here? Why are you doing this? Why are you showing up online? Are you playing around, or do you really mean what you do? And the thing that I love about Mary Ellen Ty's company is that they mean what they do, and they're so passionate about their their clients and also their industry, because when you buy their book, you get or 100% of the proceeds go to a charity, right? Yes, all profits with our book go to charity water, which is an international organization that provides clean drinking water to people who don't have it. So there are about seven, 50 million people in the world right now who don't have access to clean drinking water, which causes all kinds of health problems, economic problems, and everything compounds with that. And so this charity, the way they're structured, they have private donors who cover all of their overhead, administrative operating costs. And so when you donate to them, 100% of the donations go to pudding and clean drinking water projects. They do wells, they do rain capture, rain harvesting. They've got a lot of different things going on in mostly rural areas and under developed countries, and it's just something we all need clean water. And so I love their vision. I love that the founder has a fascinating story. I'm not going to go into all of the story, but it's definitely worth a read. So if you want to look up Charity water.org, that's that's where all the profit from our boat goes. I feel like I'm phantom white. Yeah. Can you purchase this on Amazon? By the way? Yes, purchase it on Amazon if you want to learn more. This is where you go, or reach out to your element pie or listen to podcasts. You have lots of options. So my next question is coming up the week of the 16th of December. I am doing a free event. There's eventually going to be a paid program called become the visible CEO, basically in your industry, be seen, be heard, like, stand out, like this is really what I want to help people do. Why do you feel like this is such an important step for people in business to take? I think most people undervalue the power of their network, so be visible and making those connections gives you influence, gives you reach, and it helps whatever it is that you're trying to promote, whatever your cause is, whether it's your business or charity or your clients, the more people you know, and the more people that you are able to touch and connect with, the The wider you build your network, and deeper the more impact you have. So I'm an introvert. My husband is an introvert, he plays an extrovert very well. So one of the things that's been fascinating to me going to conferences with him, he knows everyone, or Everyone knows him, and that's been such an asset to our business, and I'm I'm becoming better now. People are actually recognizing me and coming up and talking to me now, but he's been at these shows, like I said, for 13 years, and everyone knows who he is. And so because of that, we have been invited to come to events. We've been invited to set up a stage and have live podcasts at events, and it's through that network of people, knowing who he is, finding out about our business and what we do now, and wanting to be part of what's going on. And so the more visible you can become as the CEO of your business, as the business that is known in your industry, the more opportunities and doors open for you, the more impact you make, helping change people's lives, and when I say opportunities and the worst opening, I'm not just talking about for clients and for business, because what we do, obviously, we we like to be able to eat, we want to have nice things. But we do what we do, there's there's the passion behind it of wanting to make a difference in our world. One of my favorite quotes from one of the podcast is, I'm gonna mess up in the same but it what he said was, I like dirt and I like water and I like to keep them separate. And that's just such a perfect that, in a nutshell, explains why what we do is so important. Yeah, absolutely. And, you know, just like talking about Mariela, and I've known her since 2020 Yes, yeah, we met in 2020 and just watching her trajectory, and going from a having a full time role as an engineer and selling products on the side, to a year, almost two years ago, a year and a half ago, a year and a half ago, going into this business full time, like, blossoming as like, this is what she was meant to do. Like, I hope she believes that. Because I see it, I see her face light up every time she talks about this. And so seeing her step into who she was really meant to be and what she was meant to do and who she was meant to serve has been beautiful. And honestly, without visibility, like without her willing to get visible, without her willing to show up, we wouldn't know that about her and and we wouldn't know all the things that we know about storm water and clean water and the industry. And so whether it's serves like it's, it's not my industry, right? I don't have people in that industry, but it serves me, right? That industry serves me. It serves and supports you, because we all drink water. We all are affected by it in some way, shape or form, and so it's just been a beautiful trajectory and journey to watch her blossom and show up and and love it, love it, love being visible and love showing up. And the thing is, is that the the other thing I'll say about Mary Ellen time is that they hit, I love to talk about diversifying the visibility. And I will say this, they have diversified their visibility. They have the book. They show up online, they have a podcast, they go in person to trade shows, they go to Network, they have a booth, They network with other people. Like there are so many ways that they are truly maximizing their visibility potential that it makes perfect sense of why they've been so successful, to both do their full time job and do this full time. And if you truly if they would have decided, Oh, we're going to try to do this full time, but we're just going to be invisible. We're going to be behind this, we're not going to show up. It would have never worked. And I think she agreed like it would have never absolutely, yeah, so it's so important to show up and get uncomfortable and put yourself out there, because at the end of the day, like I said, What's more important your little comfort zone over here, or the impact that you can make, that is like there's no ceiling to the impact that you can make. There's no ceiling the impact they can make, the donations that are going to this organization, the people that they're going to help, the companies that they're going to help, the small businesses that they're going to help be seen and heard and help clean our water, even better, because they're getting their information out there. So am I allowed to pump you up that much? Because it felt really good. Yeah, it felt really good on my end. Alright, before we go, is there anything else that you would like to say? Mariela, well, I want to flip it a little bit. I want to ask you a couple of things. I pump up. Crissy a little bit. So like you said, we've known each other since 2020. I've seen you do a lot of growth and a lot of transformation. So earlier this year, you rebranded from the visibility queen to the visible CEO, which it's so watching the transformation of your business and how you feel and how you project that has been so cool to do, and you launch constantly, and you've got some amazing signature programs. We had iconic last month, and we're just finishing up raving fans, and we're rolling into this visible CEO pre master class, which I'm super excited about. So you want to talk about that stuff? Yes. So the visible become the visible is a program that has been on my heart for a couple months. It just wasn't fleshed out the way that I wanted it to be. And so I didn't know exactly what was going to look like. And so what I decided was I really want to do this program live. I knew I want to do it live. It's going to be over several days, and I literally just want to give you everything for free to grow your business. Like, that's really what I want to do. I was going to do a 12 days of Christmas. I was going to do all these things. I was like, No, I'm just giving. I want to give. I want this to be a Brand Builder for my business. And I want you to show up, because I'm going to pour into you so hard that eventually this is going to be a paid program. But everything I'm doing in this in this week together, is going to be for free, because I really want to pour into you now. Obviously there are great opportunities. If you want more more close proximity, you can be a VIP, and there's things like that. But really, in this program, it is going to help you step into your role as the visible CEO of your industry, just like Mariela and Ty have done just how just like all of my clients, they are the visible CEO of their industry, and I want to see you step into that role as well, no matter what industry you are, because at the end of the day, you go first, Mariela and Ty are able to help their clients become more visible because they said yes to it First. They are helping their clients be seen and heard because they decided we're going to be seen and heard, right? And so they're helping make massive impact and ripple effects because of that. And so that's what I want to help every business owner do. It is that vital that you build an audience. It is that vital that you show people who you are and how you can serve and support them. It is that vital that you know what to do every single day. You gotta know what to do every single day, right? It's not like we're not waiting around like somebody's gotta tell me what to do. No, there are steps that we're going to take. We're going to own our self leadership. We're going to step into our confidence. We're going to own our conviction. We're going to share our conviction, and we're going to put it out into the world. Because it is that important that everyone knows, whoever's watching this live, watch this on the replay, whatever you're doing like you need to be seen and heard. You need to step onto your stage, and maybe that's just social media, but that is your stage to be seen and heard and to create impact. And I believe, personally, that we all have a gift, and we all have something to share, and if you're hiding it, you are doing your audience a disservice, your yourself, a disservice, your family a disservice, because there is so much more that you're capable of if you stop letting fear lead the way. I love it. I love passion. Just absorb all of that. Thank you for asking. You're welcome. Answered your question. So she had a copy of mine. I have a copy of Crissy book right here beside me, one of her books. So this is a quarterly planner to do all the things, put all this stuff, all your daily stuff, all your weekly stuff, everything you need to make sure you do. So I'm sure this will probably come up in the program as well. It will. It will 100% because we are going to talk about the daily steps of what you do in this program. This is not a gatekeeping program. This is not a program. My mom's going to tell you why you should do all this stuff. I'm actually going to also tell you how, which is not normal for a free program. So I'm super excited to pour into everyone, because this is my gift to you, to start 2025 like at the level that you were meant to play, to start 2025 uncomfortable to start 2025 you know, regardless of what your fears are about getting visible and showing up. And the other thing I'll say is that visibility is not just me and Mary Ellen on video. Visibility is your message. Visibility is your offers. Like are you are your offers put out on the spotlight, products, services, programs, whatever you sell, like, if nobody knows the whole part of your business, you are not the visible CEO. You showing up on video is one part of it. It is not even close to being all of it. And so we are going to cover all of that inside of become the visible CEO. And listen, even if you're an introvert, this program is for you, even if you're already visible in some way, shape or form. This program is for you, because we're going to go through all the parts of you getting visible and what it means and what it looks like, and how it's really going to serve and support you in the long run. So I'm super excited. It's going to be one for the books, I promise you that. And this will again, this will be a paid program. So I'm not just going to throw some stuff out there and like COVID sticks, like, this is the curriculum is is almost done, and I know exactly what we're going to work on and what we're going to talk about. And you're all going to be blown mind blown that I gave this away for. I'm not holding anything back. So I'm super excited about this program. And Mary Ella, thank you so much for saying yes to this interview, and I can't wait to see you inside the visible CEO, because I know it's going to be going to be a game changer for so many businesses. And the thing is that my clients will watch this even though it's free, and they pay me because I'm probably going to say something in a different way that's going to be like, activate them, because that's what happened. Um, Mary Ella, tell this very, really quick, very Ella, when I was when I had a launch for the visible inner circle, there was a program I did the same exact master class, but I kept changing the name, and she kept showing up. And I send her messages like, hey, the master class is actually the same as the other ones. I just changed the name. She goes, I know, but you say something different every single time. So I'm coming, and I'm like, Okay, you're right. I will say something different, because it's never like, it's never like I'm reading a script. I just say what comes to my mind and what I feel. So you never know what you're going to get in this program. So I encourage you to come and join for free. There will be a limited time replay. So if you can't attend live, there will be a limited time replay. But I put the link in the in the chat or in the comments, so if you don't see it, just message me and I'll make sure to get you that link. So I'd love to see you there. Thank you. Thank you so much, and I cannot wait to again. If you are interested in learning more about storm water. What Mariela does? Follow her. I'll make sure that I tag her on this video when we're done with this live. Follow her, connect with her, listen to their podcast like really, if you're a nerd and you like to nerd out on things like we do, make sure you check it out, because it's absolutely fascinating. It's absolutely fascinating what they do, and all of the cool gadgets and and things that they know and they and they teach us about. She did a series on rivers. I think you also did this, the at least a post, maybe a video on New Orleans and all the beads like you've got to ask her these questions, because you're going to be blown away. You're going to be blown away. All right, anything else you want to say before we go? Mary Ellen, I think I'm good. If you are in the stormwater industry and you are looking for some help, reach out digital stormwater.com if if you want to find our book, it's on Amazon, I always search under Ty's name, just, I don't know, I just always see Ty barman as listed as the first author. So yeah, I think that's all All right. Well, thank you all for watching and and if you want to go back and watch this as a replay, if you came in live, it will be up here soon. And, yeah, make sure you check out the becoming the visible CEO event. It's free. Join find out all the deets. We start on the week of the 16th. I'll see you soon. Bye. You I mean, but Also I Understand that I all The Time. But when I Google it, it's like East is A good