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Live Blissed Out
Live Blissed Out
152 - Owning Your Story To Build A Successful Business
In this episode, Jenn Malecha shares how to help career-driven, results-focused functional health entrepreneurs make $5K or more per month quickly and to find their ideal clients by providing a start to finish approach to building, pricing, and selling packages for health practitioners who want to practice virtually.
Through her (W)holistic Health Boss health coaching brand she also supports busy, health-mind professionals in taking back control of their health by giving them access to the right lab tests and resources so they can find the missing pieces of their health puzzle, actually fix what is wrong and get back to feeling like themselves again.
To learn more, visit www.wholistichealthboss.com
In this episode we cover:
- Building a successful virtual health coaching business. 0:00
- Sharing personal stories for connection and building trust. 1:41
- Targeting a specific audience through shared experiences and personal connection. 6:51
- Simplifying marketing messages for health professionals. 11:14
- Niching down for business success. 17:08
- Specializing in a niche to provide high-quality products and services. 22:03
- Using storytelling in business to connect with audiences. 25:46
- Sharing personal stories and niche down in business. 31:15
Thanks so much for tuning in again this week. I appreciate you 🙂
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Special thanks to Jenn Malecha for being on the show.
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Did You Know 0:00
Did you know that embracing your personal story can significantly impact your business success? Studies show that entrepreneurs who authentically integrate their personal experiences into their brand narrative tend to build stronger connections with their audience, fostering trust and loyalty.
Intro 0:18
Hello, action taker. Welcome to Live Blissed Out a podcast where I have inspirational informational conversations with business owners and subject matter experts to help you get the scoop on a variety of topics. Tired of hesitating or making decisions without having the big picture? Wanna be in the know? Then this is the place to go. I'm your host Marisa Huston, helping you achieve bliss through awareness and action. So let's get to it.
Disclaimer 0:46
The information opinions and recommendations presented in this podcast are for general information only and any reliance on the information provided in this podcast is done at your own risk. This podcast should not be considered professional advice.
Intro 0:58
In this episode Jenn Malecha is on a mission to help career driven results focused functional health entrepreneurs make 5k or more per month quickly, and to find their ideal clients by providing a start to finish approach to building pricing and selling packages for health practitioners who want to practice virtually through her Holistic Health boss health coaching brand. She also supports busy health minded professionals in taking back control of their health by giving them access to the right lab tests and resources. So they can find the missing pieces of their health puzzle, actually fix what is wrong and get back to feeling like themselves again.
Marisa Huston 1:37
Jenn, it's so great to have you on the show. Thank you for being here.
Jenn Malecha 1:41
I'm excited to be here and share some of this powerful information around personal story and how we can really utilize it to connect with people and deliver incredible value and build businesses and brands with it, essentially.
Marisa Huston 1:55
Me too. And I don't think that anybody listening today is going to deny the fact that stories are very powerful. But I think what makes it something that is difficult for us to do is that we don't know how to share stories, you know, a lot of us might think I don't have an interesting story. I don't really know how to go about doing that. I am excited to learn and share what you know, with our listeners as well.
Jenn Malecha 2:19
I am excited to share it too. Because the truth is, is that we all have a story. And our story is actually what makes us really unique and our field and our area of expertise or our industry. And it's what helps to connect us with people to be approachable and personal. And feel like we're actually in integrity with what it is that we're trying to provide or sell or market or do. Right.
Marisa Huston 2:46
Absolutely. And I wanted to ask you this question right off the bat. I feel like people don't like sharing stories because they say, I'm not a good storyteller. I know a lot of good storytellers that just draw you in. And I don't know how to do that. Is there like a secret sauce for people to have a better understanding of how they can go about sharing their story without sounding like it's all about me?
Jenn Malecha 3:08
Yes, I mean, well, let's just let go of kind of the imposter syndrome around it of having to be a writer or a good storyteller, or you know, somebody who is able to basically write a movie of sorts, right? Like, that's not the level of expertise that we have to have around story. Story is as simple as just kind of sharing your experience with people. And we actually do this very often, right? If we even think about our circle of friends, or our colleagues or our family members, every day, we are in conversation, exchanging information and sharing the experience that we had, just within the day, or going to the grocery store, or the shared experience that a lot of functional health practitioners have in the industry that I work within is that oftentimes they have their own health journey that led them into doing the work that they are doing. And so storytelling is just literally sharing the experience that you have had, sharing that experience can be then inspirational for others around you, because you're showing and telling about how you've maybe overcome obstacles or challenges or made progress in a certain type of way that somebody else wants to be able to do as well, too. So storytelling, or sharing our experience, is one of the ways that we actually provide social proof to others around us that what we do in our work actually works, basically.
Marisa Huston 4:40
Yeah, and I think that we're so afraid of it because we think that people will think we're bragging, sometimes we're even private, we don't feel comfortable sharing certain pieces of information and then we shut down and think, no, that's not appropriate. I don't feel comfortable doing that. Is there potentially, Jenn, an example that you can share with our listeners relating to how people interject story in a way that will connect with people rather than make it sound like they're bragging about themselves.
Jenn Malecha 5:10
100%. So I'm going to share a couple of examples. You know, the first thing I want to start with is, what I say often is that your credentials aren't what you do necessarily, or your zone of genius is, it's actually within your story, in your experience, what makes you unique. And so if I give a really practical tactical explanation of this, like drill this down into detail, because I work a lot in the industry, with entrepreneurs that are in the functional health industry, for example, is that a lot of them have the same educational background, they have the same credentials, right? They're a functional medicine doctor, or a family practitioner, or like I'm a Functional Diagnostic Nutrition practitioner. And the credentials aren't actually what makes me unique. It's a skill set that I have. But what connects me with my ideal audience, and my ideal client is actually my personal story, right? So the things that I have in common with other people that actually help us to connect on this deeper level that builds rapport and trust and that personal connection. So let me take this down into even more detail for people as an example of what I'm saying here. So I have a couple businesses that I run, I am a typical entrepreneur have my hands on a lot of things. I have a health coaching business, I have a business, mentorship and consulting business. And then I have a nonprofit. So I'm going to talk about my health coaching business here. And in my health coaching business, the people that I work with my ideal audience is a busy health minded professional, who's looking for the missing pieces of their health puzzle. So they can actually fix whatever's going on and get back to feeling like themselves. Again, in traditional marketing terms, we would call that my niche. And you can see how my niche is very specific about a specific type of person and experience that they're having in the solution that they are looking for the or the desired state that they want. And I formulated that niche, and that elevator pitch based on my personal experience, what led me into the industry of functional medicine, essentially. And a lot of that Marisa came from how I also formulated that was from who I am, as a person, ever since I was little, I've always been busy, you know, achieving like perfection in school and getting into the honors classes and having a job on the side and playing sports and doing all of the things. And I've always kind of pursued a high level of my career moving up in management when I worked in corporate really quickly. And for me, kids were not in my life plan. And so everything that I did, all my energy went into my professional career, as well as traveling the world and being focused on my health. And so because I share who I am I show up authentically in the world, I tend to attract those same type of people as well, too. And we work really well together. Because there's a personal connection, I have an intimate understanding of what their life is life because we live a very similar life, versus the opposite of that is a practitioner who has the same credentials as me, who's also a Functional Diagnostic Nutrition practitioner, but their life experience is their parent, they have three kids or whatever. And so they've had a different life experience that makes them relatable to other people out there who are parents and have kids. And that way, they get to use their unique skill set in a way that helps that person navigate life and their health to achieve their goals. It's, you know, really challenging for me, and I typically don't work with people who are parents, because I don't understand that experience in life because I don't have kids, right? So I don't have the expert skill set about being a parent to help them maybe navigate life best around having to like cook three different meals and for dinner because the family all has different unique needs versus a health practitioner that is a parent that can relate to that actually has a unique experience a story and a set of skills to help that person better than I do.
Marisa Huston 9:33
Yes, it's so true. And it's really just a common connection. So they can relate to you as much as you can relate to what they're going through. And so having that same common experience, it really makes a difference. In fact, as you were saying all these things. The thing that came to my mind when you were talking about what you've been through is you are a high achiever. And so it seems to me like you would attract other high achievers because they kind of have that same thought process. And when they look at you, they go, Oh, she gets me. And so now it just makes that relationship work even better.
Jenn Malecha 10:07
Exactly. And we see this in all kinds of marketing and branding, right? So I always love to use the example of, let's say, like Apple iPhone versus Android. And when we're sitting on the couch watching TV, and we see commercials for Apple versus Android, there is a connection that we are making like, you have to ask yourself, well, why did I buy a certain type of phone? Do you feel like that brand gets you, we see this all the time in commercials. You know, another really great example of this is prescription medications, think about the commercials for prescription medications, and how you start to watch this through a new lens, essentially, and look at how they are telling a story depicting somebody's life. That is the ideal avatar audience, that that prescription drug is, you know, designed for, they are addressing primary pain points of that person's experience, and also showing the transformation and the desired life that they want to lead. So in our entrepreneurial businesses, we can emulate that and do the exact same thing. And I'll tell you, Mercer, like I wasn't actually doing this in the beginning of my business, when I first started over 11 years ago. And I was struggling to produce content, like any kind of marketing content, I would just have writer's block all the time, I felt really frustrated around it. And the content that I was producing actually wasn't like grabbing people's attention or engaging, it wasn't getting the results. And the problem was that I was trying to just deliver a ton of data information to people around health, I was also trying to provide information that I thought that I was, should be providing or that I thought what other people should be doing. And when I really took a step back and decided just to show up more authentically, and write about my experience and write about things that lit me up, or that I thought were important, that's when I started to actually get more engagement from the content that it was producing. And it was so much easier to produce the content, there wasn't any, like resistance to it, or energy exhaustion around it. Because I work with a lot of health professionals, a lot of them get really overwhelmed with the idea of creating social media content, or blogs, or newsletters, because they feel this need, that they have to do a ton of research in order to be super informative and data driven. And the reality is, is that that's not actually what captures people's attention or provides value, oftentimes, it repels them, because it's information overload that they can't necessarily relate to. And this happens in all other industries, right? Like we get, you know, super nerdy about the work that we do. And then we kind of vomit all of this, like technical jargon that doesn't land with the average person.
Marisa Huston 13:09
It's so true. And we feel like we have to cover every element. And you know, Jenn, I find this thing happening, particularly with websites, you know, you go to a website, and then it's like, all these tiny texts. And it's just pages and pages of information. And a lot of it is jargon that I don't even understand. And the only thing I'm looking for when I'm in there is can you help me with x, I have this problem. You mentioned the word pain point, the reason they're reaching out to you or anyone else is because they're trying to solve a problem. And you're not necessarily going to solve every problem, per se, there's a particular problem they're looking for, and they want to know, Are you the right person to help me and spewing out all this information is confusing. And to your point, what will happen is people get frustrated because there's too many decisions to make, and then they leave and they forget all about it. And that doesn't do them or you any service.
Jenn Malecha 14:00
Exactly right. It's like we're speaking different languages that they can understand. Like, I always say, you know, when people ask me what I do, I don't say I'm a Functional Diagnostic Nutrition practitioner.
Marisa Huston 14:13
That's a mouthful.
Jenn Malecha 14:14
It's a mouthful of words that are really complicated. And like, if I say that to somebody, and I used to do this in the beginning, because I was so proud of my credentials, and I thought that it meant something to people, but they would look at me like a deer in headlights because they're like trying to calculate in their head what the hell I just said, there's no context to it, versus I used to be a personal trainer. So prior to being practitioner like this, I was a personal trainer. And there's context around that. So I could say I was a personal trainer because people had seen personal trainers in a movie or they go to the gym and they see personal trainers. And so it is a more global term that people like understand. So when people ask me what I do, I say I help busy health minded professionals find the missing pieces of their health buzz also they can actually fix what is wrong and get back to feeling like themselves again, all of that is like simple, plain words that the average person can understand. And I'm also describing an experience and that person can relate to that experience and go, Man, I kind of have been feeling like that, like, I haven't been feeling my best. And I keep getting told by my doctor that everything looks fine, but I just feel like there's something missing, or I've done every diet and exercise regimen out there, and I'm not getting the results. And I just feel like I'm missing information. And I don't know what that is. So they can relate to that experience and see that I have the solution for that. And so that becomes like the content that goes on the website, like you were saying that we can look at utilize our story to glean these insights to help us create our elevator pitch. And what I like to talk about is your core marketing message from that elevator pitch. How do you design three transformational statements that actually then kind of explain your method and how you work with people, again, in plain, simple language that they can understand, that's addressing their primary problems or for frustrations and leading them to what the solution is. So for example, my first transformational statement is when I work with people, the first thing that I focus on is figuring out what foods are right for their body. So it can function at their potential, and they can instantly have more energy, super simple, they can understand that they feel frustrated around trying every single diet, and it's not working. And they want to figure out what foods are right for them, and they want more energy. That's the desire. And like the technical aspects of that what I do behind the scenes, is food sensitivity testing, and metabolic typing, and blending that information to then personalize a nutrition program for them or their food recommendations. But if I used all of that technical terminology, they don't know the value of that. They don't understand what that is or what the context of that is. But I can describe those things in a simple way to help somebody understand what the value is of what I do.
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Marisa Huston 17:44
Exactly. And as you were saying that I also feel like it's so important to ask questions, because there are a million things you can probably help them with. Just like most small businesses, we don't just focus on one thing, there's many things, but what's the one thing that's really troubling them at this moment in time, and then have a dialogue with them about whether or not you're the right fit for them to help them with that particular situation? Because oftentimes, they'll reach out to a business, and then there's a main reason why they want help. And then apparently, that business does not specialize in that or does not even offer that type of assistance. So it's having that conversation and asking the right questions, and really honing in on what it is that matters to them. Because at the end of the day, it's about them.
Jenn Malecha 18:28
Exactly. And you're bringing up something that I want to kind of break out here, and it's really important that story actually helps us with is that you look at all of the marketing experts and geniuses out there like Seth Godin, for example. The truth is, is that your greatest success as a business is to niche into 3% of the marketplace. And so we have to get super clear on who our ideal customer or client is. And our story helps us to get super clear on who that person is. Because when we're trying to be everything to everybody, we're actually not really showing up 100% For anybody in that respect. And this is a pitfall that so many businesses fall into is that they are trying to do too much they're not clear on what it is that they specifically provide value in, versus just doing all the things I learned this concept really early on in my career, from the book Good to Great, which I think that every business owner and entrepreneur should read about some of the big businesses that survived the recession, economic downturn. And the idea of and like what they did they help them create that success was actually niching down into 3% of the market to let go of trying to be all types of products are all types of things to everybody. And so going back to the example that I said earlier, you know about me versus a practitioner, that as a mom, when we really take a look at our story and What is the unique experience that we have had in life, that helps us to understand like the skill set that we have, that is most valuable to offer, that ideal customer or audience, that person that we are going to relate best to, that is going to help us be more clear in our marketing and deliver the highest quality of value, essentially, because when we're trying to be everything to everybody, then what happens a lot of times is we are customizing solutions all the time different offers packages, which actually is sucking energy out of you and your business. So when we really get clear on an ideal person, you know your niche, then you are attracting a common person that has common problems that needs similar solutions. And now you can really define your method and the way that you work with people and have a blueprint of sorts around your business where you can establish standard operating procedures, because it's a repeatable person that keeps coming in. It's a repeatable process. Now we can template delegate and automate things within the business, which helps us to streamline the way that we're working, it helps to free up time, energy and space, so that you can actually scale your business like you can handle more volume of people get your gifts out there in the world have a greater impact, without having to work that much more at it essentially, right, or you can have more time to take care of yourself instead of you know, so many entrepreneurs grind themselves into the ground, getting their business to be successful. And that's because they're spread so thin trying to do so many things. So our story is like the core of our business that helps us to identify that niche area that creates this foundation for us to be able to scale and truly have the impact or deliver the quality of service and experience that we want to people basically.
Marisa Huston 22:03
And I'm so glad you said all this, Jenn, I know that a lot of entrepreneurs listening have heard this before. They've been told you got to niche down, you really got to know who you serve and what you're offering. But they hesitate to do it because they're so afraid to turn people away. And they think that it's actually going to cause them to lose business. And it's this debate that goes back and forth. And honestly, I equate it to a classic example, very simple example for people to understand, would you rather go to a grocery store that is huge. Net has a million different things or products to offer. But they're not really known for anything, they just offer whatever, because there's always something for everyone. Or would you rather go to one that specializes in something. So for example, maybe you go to a store that specializes in meat and cheeses in a very cozy atmosphere, right, small and very niche and what they offer, but you know that when you go there, they really offer the best of the best when it comes to that. And there is a space for both. But if you're in the market for something like if I'm looking for really good steak, for example, I want to go to a butcher, I want to go to a company that specializes in that because I know that without a doubt they understand their product and they offer the best there is. And that's not necessarily going to be the case, if I just go to a standard grocery store. It's not that you're giving up business, it's just that you're getting known to specialize in a particular area that people can relate to. And then what will happen is you're attracting more of that.
Jenn Malecha 23:33
Exactly. And in that way we're transforming people's lives and their experience. So a lot of what feels kind of icky sometimes about being an entrepreneur is like the selling and the marketing and it being so transactional. And when we actually are in a an area in our vibe of transformation, it feels better. And this again, is across all industries. Thinking about even a website designer, that's an entrepreneur, when you're actually really transforming somebody's website and transforming their business as a result in transforming the impact that they get to have in the world. And then feeling really good about the quality of the work that you're doing, instead of just being an order taker. And like just a doer, there's a whole different feel around that. You know, and I love that you brought up the example of restaurants because that's another one that I love to use, you know, think about your favorite Italian restaurant, right? There's so many different options out there. And why do you like the one that you like to go to? It's because of, you know, maybe the story that's behind it, like the recipes that have been handed down from generation to generation or that maybe you're Italian and Where They're From an Italy is like the same place where your ancestors are from Italy and so there's a story and a connection that happens around that, you know?
Marisa Huston 24:55
And I'm so happy you pointed that out too, because you notice when you go to a lot of these local Italian restaurants, not the chains, you see a lot of pictures of them with family with people that are in the community. And that is the story. You feel like you're in somebody's home, and you feel so welcome.
Jenn Malecha 25:14
Exactly. It's the quality of the food, but it's also the experience and the vibe that you get, you know, it's like if you went to a restaurant, and the food was great, but the experience sucked, the likelihood of you going back to that restaurant is probably pretty slim, essentially, right?
Marisa Huston 25:32
Yeah, have to go hand in hand, because no matter how great your story is, if you don't provide solutions, or help them with their pain points, or provide an overall good product, that's going to be another issue that you're going to have to address, because they all have to work together. Yes, exactly. Jenn, you what's a takeaway, essentially, that our listeners can get from this conversation that might help them start to implement story in their businesses so that they can connect with the right audience?
Jenn Malecha 26:00
Yes, well, one thing I actually want to say to help people connect this from a right brain logical kind of perspective, is that there's actually a biological response to storytelling as well, too. And this is why it's so effective. So for people who like, the data side of things like this is for you, is that there are research and studies out there that show that people respond and engage more with story format, because story actually helps to release the hormone called oxytocin in the body, there's actually a biological response to this. And because I am a Health nerd, I'll just mention that, you know, we can see this back through our ancestors who used to sit around the fire in the evening time and tell stories. So this has been a part of human evolution, like story has been around for a really long time. And it's how we connect with people. Oxytocin is like kind of this connection, love trust building hormone that exist in our biology. And so when we provide information in a story format, and helps to release that oxytocin, it helps us to create connection and trust with people. So my tip for people with how can you start utilizing story more is first and foremost is just to sit down and actually allow yourself to write out your story. Think all the way back. Like when I did this for myself, I started all the way back when I was a kid in kindergarten, and really thinking about what is my experience through life, Ben, like, you know, at the age of five, I would get up at 430 in the morning, and hop on my bike ride my little bike tricycle next to my dad, while he would go for his morning run. And that's part of where my health mindedness really started, is that I had a parent that led by that example, and that is something that has been true and carried on with me throughout my entire life. And so then you continue to write through this timeline of your life. And here's the trick about this exercise is that usually the first pass at it is very statistical, and like timeline driven. So you might say, like, well, in this year, this happened. And then at this point, I was diagnosed with this or got this job. And so it becomes this like timeline of events, which is totally fine. Like, let's get all of that out on paper first. And then what I want you to do is step away, you're going to come back to the story, and you're going to take a couple more passes at it. And what I want you to fill in is all the context of like, what were you thinking, what were you feeling? What were you experiencing, if you have specific memories of something that you can then detail out what the weather was outside what time it was the room you were in the clothes that you were wearing, for example, these then start to formulate those little kind of screenshots of our story in our life that we can use in marketing. For example, what I often share is in my health business, again, all references is that at one point for me, in my story, I was really like struggling to maintain my weight and energy and I was dieting and exercising in quote unquote, doing all the right things that I didn't, I wasn't feeling great. I was really frustrated. And when skinny jeans came on the scene, I thought that there was no way in hell that I would ever be able to wear a pair. I loathed my thighs. I hated wearing skirts. And I just thought that I was going to look like a stuffed sausage and a pair of skinny jeans. And this was a real fear that I had because this is the trendy new thing on the market. Everybody's wearing skinny jeans but me, I'm going to be this Outcast person. I mean, I literally have had clients that have shown up in my practice and when we talk about what their goals are or their verbatim on those repeating those words back to me, having not really ever heard that part of my story like I had a client we sat down. And we said, well, what are your goals, she said, I just want to be able to wear my skinny jeans and my tall boots this fall, and not feel like a stuffed sausage. And I was like thinking being ideal client right here. Literally, we are one of the same cut from the same cloth. And I know that I can help this person. I've been there before. The last little thing that I want to say here about story is it helps us to overcome the imposter syndrome, that feeling of I don't know enough yet to help people or be of service to people. And the reality is, is that when we are actually authentically and with integrity, just showing up as who we are in the world and sharing our story, you are not going to attract people who are farther ahead of you in their information or knowledge or needs. Because when we're just sharing who we are, and our story, somebody who's beyond you is not going to look at your story and go, oh, I need to take a step back. They're looking for the next level of something. So when we're authentically showing up in this way, and just sharing our story and who we are, we're attracting the people who are two steps behind us that have the desire to be where we are at that point in time. Right. So we get to pull them forward.
Marisa Huston 31:15
Yes, 100%. And I think that so many of us feel like it's not right, I can't do this yet, I need to take more classes, I need to do more of this, I need to perfect myself. And the reality is, you can't get there without taking steps that you have to do in order to get better at it to your point, you're going to be at a certain level, and then somebody is going to be under that and not know the things that you know, and you'll be able to help them. And then as you progress, you might say, Okay, now I want to step it up and move in this direction. Or you may decide you never want to you want to help those people that are at that level. It's the journey, right, you have to go through the process.
Jenn Malecha 31:53
HmHm. And the cool thing is, is that your story will continue to evolve, you will acquire more education or skills as you move through life. That's just part of evolution and being a human. So as you continue to evolve, your story will be to and you'll share that information. And then you'll you know, continue to attract people that are at that level that need exactly whatever you have at this moment in time.
Marisa Huston 32:13
Yes, this is so helpful. I think there's so many people listening right now that are going to be saying, Yeah, I've heard that before. I'm supposed to share stories, and I'm supposed to niche down. I'm supposed to do all these things. But it's not for me. But the reality is, it is it's for everyone. These are elements that we need to incorporate into our lives to be able to help the right people, you breaking this down in such a way that makes it simple for us to understand and also clarify why it's so important is really, really helpful. Jen, given that how do people get ahold of you and learn more about how you can help them?
Jenn Malecha 32:47
Yeah, I mean, I love to share insights and resources information like this over on Instagram, that's the platform that I am most active on. I have a business coaching, Instagram handle over there it is Health Boss Institute. So you guys can come over and find me and actually my partner in crime, Michelle Bell over there where we're sharing information about not only story, but how do you take that story to help you design your offers automate your business, like we talked about today. And we also have our www.healthbusinessbossinstitute.com as well, too.
Marisa Huston 33:23
Jenn, I can't thank you enough for being here and sharing this with us. I really appreciate it. And I'm just happy to have had the opportunity to share this with everybody else as well. That's why we do what we do here. It's really about helping other people. We don't know what we don't know. And so I think that they got a lot of key insights from you today. And I'm grateful you're here.
Jenn Malecha 33:44
Great. Thank you for having me so that we can help inspire other entrepreneurs to be themselves and share the value that they have in the world and have an impact.
Marisa Huston 33:52
Thank you, Jenn.
Outro 33:54
That's a wrap for this episode of Live Blissed Out. Thanks to Jenn Malecha for joining us and thanks for listening. If you have a question or comment for a future episode, all you have to do is go to www.speakpipe.com/LBOVM or click the link in the show notes to leave a brief audio message. If you find value in our show, please visit www.liveblissedout.com to reach out subscribe and share on social media. This show is made possible through listeners like you. Thank you. So long for now and remember they keep moving forward!