Designed To Shine

Rob 00:05

You are designed to shine. That is one of the great messages that you’ll get today on the truest fan podcast, as you meet Samantha Riley, who I met as a guest on the influenced by design podcast, a great podcast. Samantha is also a positioning strategist, and a best selling author who talks throughout this conversation today about the importance of energy. And that energy that brings out the best in you and brings out the best in others, because we’re all designed to shine. Enjoy the conversation. You You’re listening to the truest fan podcast. And now here’s your host, Rob Brown. Welcome, welcome back to the truest fan Podcast. I’m so excited tonight to have on board Samantha Riley, who is the host of the influence by design podcast, which I was fortunate enough to be a guest on. And we had a great conversation. So I’m sure that will continue tonight. Samantha is also a positioning strategist and a best selling author. Samantha, welcome to the truce fan podcast.

Samantha Riley 01:36

Thanks, Rob. It’s great to be here.

Rob 01:38

Yeah. So normally, I start my podcast by asking, what’s your favorite baseball team because my whole idea of being a truest fan started, partially by being a truest fan of the Cleveland guardians formula, the Cleveland Indians, but there’s not a lot of baseball in your part of the world. What’s something that you’d like you’re really a big fan of?

Samantha Riley 02:04

Oh, okay. I’m actually a big AFL friends. So that’s Australian Australian rules football, which again, you don’t have over there. It’s specific to Australia. But it’s football, where the players just wear a Guernsey and shorts. Everyone that sees the game just goes what they’ve got, like no padding, they just come out and they just like bump into each other, and they run fast. And it’s just I just really enjoy the game.

Rob 02:32

Well, bluffing into each other. I’m not sure I’ve heard that term before, but I love it. But what is it about sport and being a fan of a sport, or a team, that you kind of translate into the way that you serve your clients and build your business?

Samantha Riley 02:51

Oh, my good. Goodness, that is such an awesome question. Because I think we all want something that we can really subscribe to, or be part of. And I think with sport, you know, that’s what we love, we love being part of that tribe, or we love that connection with other people, you know, to really stand up and, and cheer on our team. And I think with branding, it’s the same thing. It’s, I think of branding, like creating a movement, rather than just creating a brand, you know, we want to be creating a movement. And when we’re creating a movement, we’re doing that same thing where you’re putting that, that that flag in the sand and saying, you know, this is what I stand for. And if you want to be part of this, come with me. So it’s that same, it’s that same connection, that deep connection, that that feeling of being on a on a journey together. That is that same sort of feeling,

Rob 03:44

right. And I love that you said that because you know, when you’re a fan of a team or a sports, you’re not engaged in it necessarily the same way that you wouldn’t be left with a one to one client. But when you think about your whole tribe, all of the people who are listening to your podcasts or getting your emails or whatever they might be, you want to create that same enthusiasm, you’re cheering, you know, for their success. That’s why you want them to join your tribe. And then you hope and turn that they cheer you on and they want to be part of your of your tribe, part of your fan base.

Samantha Riley 04:23

Totally. So even though I’ve just you know, said that Australian rules football is something I follow one of the other sports that I follow. And I got I got into this through my husband, it’s not something I followed earlier in my life, but VH supercars. Again, this is something that is specific to Australia and New Zealand, and they had the biggest race of the of the year just on Sunday, I think while you were watching the baseball and watching your team when we were watching baths, which is 1000 kilometer race, it goes for like six hours and they race up and down a mountain is incredible. But what I really loved about it and commented the whole way too. Throughout the day, was the all of the drivers were saying thank you to the fans over and over and over. And I’ve not noticed this with any other sport in the way that this was done. And I was actually commenting to Leon, how beautiful it was that the drivers were really understanding that they wouldn’t be where they were, if it wasn’t for their fans. And I think that, you know, in branding, it’s the same thing. We need to acknowledge the people around us, because then that is what creates the movement. It’s not just, Hey, I’m here, and I’m doing this thing and watch me and follow me that doesn’t create something deep, that doesn’t create deep connections. It’s that you know that back and forward and understanding that ot together, you’re creating something that’s really important.

Rob 05:42

Yeah, it’s a two way street. Because I think for a winning team to be successful, they’ve got to take their fans along with them. And so you are referencing my team over the weekend, we played a five hour baseball game, most baseball games take less than three hours. And as we hit the walk off home run in the ninth inning, the first thing, the hero of the game, his name was Oscar Gonzalez did was turned around and looked at the fans and saluted the fans and thanked them for thanked us for sticking around. And that’s, that’s that’s a powerful emotion that I think sometimes we forget to carry over into our relationships and into our businesses.

Samantha Riley 06:27

Totally agree, because I don’t know about you, I get very, it sounds like you get as involved in your sport as I do. But definitely when we were watching the podium, and they and they were you know, giving the fans the, you know, they’re there. Thanks. I have a little bit of a tear in my eye. So much so that I jumped straight on and booked tickets for the final race of the season. Because I was just like, oh, I have to be there. I have to be part of this. Yeah. And you know, it is that it’s that deep emotion, that connection.

Rob 06:57

Yeah, no, it’s, it’s a big thing. And I think that’s why I like to think about this whole idea of being a truest fan, not just being a one way street, not just looking for tourists, fans of my business, but wanting to be true as fans of the people who even have an interest in working with me. And actually, anybody that I encounter, why not route other people on because we all need cheerleaders.

Samantha Riley 07:23

Totally. And you know, it would be nice to see that a lot more in the online space of people actually supporting each other more. Because I think a lot of people miss this part. Like you just said they miss this part of cheering other people on as well. Because we can’t, not that you win the race, but you can’t run this race on your own. It’s not going to be the same. So if we can support other people, we will get that support back.

Rob 07:54

Yeah, it’s the giving without expecting to get but you get because it just it just has to happen. There’s like a boomerang effect. Well, you know about bump boomerangs, right?

Samantha Riley 08:07

We know about boomerang.

Rob 08:10

I’m stereotyping so. So changing gears here a little bit. One of my favorite questions to ask guests of the podcast is we’ve all received great advice over the years, from mentors or family members, or colleagues, or teammates or clients even. There’s like one or two pieces of advice that you’ve gotten through the years that really jumps out to you.

Samantha Riley 08:38

I mean, and you’re right. I’ve been in business nearly 30 years. So there has been a lot of advice. Along the way. I’ve had a lot of being so blessed and grateful to have so many mentors. But one of the pieces of advice that stands out, and it’s a piece of advice that I got maybe about 20 years ago, and at the time, one of my businesses because I had multiple, one of my businesses was a dance studio. So and the advice that I got was don’t hire, because you can afford to hire someone hired the best. And at first, I was like, I can’t afford to hire the best. So this was quite early when I was just growing and growing the studio. And I really respected this person. And I did I hired the best teacher that I could get at that time. And that was the catalyst for big growth for us. Because I was hiring the best person for that position, which meant that I could be or step back into the position of the visionary, the CEO of that business, the leader of the business, rather than the person that was in doing the do all the time. And I continue to do that and we grew our studio quite successfully. I would always hire the best teacher that I could, in that genre of dance each year, where a lot of dance studios would hire If there are senior students and by senior students, you know that they’re sort of around 1617 years old. And so when I would hire teachers that had been professional dancers, and they would hire teachers that were 16 and 17 year old teenagers, there was a big difference in the output that our studio put out. So that was definitely one of the biggest learnings. And it was also a big mental hurdle that I had to get over by thinking, Oh, I’m not sure I can afford it. But it was the best thing that I could do. And while we’re talking about the best piece of advice, I actually want to share the piece of advice, that was probably the worst piece of advice that I ever got, because I think that this is just as important to, to take the learnings. And this was, this actually wasn’t too long ago, this was probably only about 10 years ago, we had a we’ve got a theme here sports, it was actually a professional sports person, he played rugby in New Zealand, and he came and spoke at a conference. And he hit was, he’d left the sport. And he was now a consultant to some of the big banks in Australia and some other like, really, really big corporates. And he said, one of the things that you should do is think like a sports person, you should know your competition as sports people, you know, we know our competition, we know how fast that person can run, or we know their stats, and we’re always trying to better them. And you should be like that in business. And let me tell you what that did. And why I don’t agree with this analogy. Because as business owners, what we do is unique. We have unique knowledge, we have unique experiences, we have unique ways of doing things. And by taking my eyes off my lane, and what I was really good at, I started getting, I guess, a little bit blinded by what are they doing over there? What’s that person doing? What’s their marketing like? And it really put me off for about six months before I realized, oh, wow, I’m all over the place. Because I’m looking at what everyone else is doing. Before I went night this is that might be right for a sports person. But that is not right. For us as business owners and entrepreneurs. Just put the blinkers on, don’t worry about what they’re doing. And just get back in my lane.

Rob 12:13

Yeah, I love that and listen to the podcast know that one of my favorite recent expressions is comparison is the thief of joy. And I think that’s what happens. Sometimes we focus too much on the competition, we’re comparing ourselves, we think we start to believe that what we know about their business that’s good, makes that business like, perfect. And like we’ll never get there, and then we we start well, we can’t live up to that. And that’s, that’s really, it’s really a mistake to make that comparison to to try to position our uniqueness in a way that isn’t unique because we’re copying or emulating our competition. Absolutely. Yeah. Because one of the things I love to tell my clients is, you know, I have people say to me, you know, well, what do you mean unique value proposition or unique sales proposition or whatever those U S, V, V. P kinds of things are, and they go, we can’t be unique, because we’re all we all have the same business, you know, you know, we’re investment advisors, financial advisors, and our product is the same as like, well, the very fact that you aren’t the same person, as the person next door who might be doing that, and you aren’t serving the same clients automatically makes you unique. So why would you withhold that 100% and create those comparisons?

Samantha Riley 13:44

100%. I call it your diamond factor, like what is that thing that makes you shine that is unique. So I don’t know if you know this about diamonds, there is not one diamond that is the same as another, they’re all got unique qualities and characteristics. And when we can really embrace that diamond factor, and embrace our unique qualities and value, then that really has us shining in a way that is different to everyone else. And I’m not a huge believer in competition. There are people that might do something that’s similar to us, but they’re not really competition, because they’re different. And I really understood this one day, I’ve got a very good friend, his mail, he’s a decade younger than me. And on paper, we do almost the same thing. He’s been in business for a long time, you know, sold his business same as me. We both, you know, do this really cool stuff. And we were sitting down one night having a bottle of wine on the balcony, you know, all good stories start with a bottle of wine. And we were chatting and as we got into the wine, he’s saying, you know, Sam, what projects are you working on? And, and I was telling him what I’m working on. He went Ah, damn, he said I really had this great idea. knew that I was going to do something similar. He’s like, ah, every time I talk to you, we have a similar idea. And I always stopped myself. And I went, well, that’s really interesting. Because I do the same thing you told me the projects you’re working on. And I’m like, Ah, he thought of it first, we started to delve into that a bit more and realize, why are we doing that, because he’s male, I’m female, we’re going to attract different people, I’m 10 years older than him, we’re going to attract very different people. And in actual fact, even though on paper, we do something similar, we are so different. So so different, you know, our experience is different. And knowledge is different. You know, he’s way more into tech, I’m way more into to branding and stories. And we just decided that night that we’d both been holding ourselves back. And that it was the opposite we need and we weren’t doing it, you know, out of anything bad, we were actually doing it out of respect for each other. But from that night, we made a pact that we’re never ever going to allow ourselves to hold each other back. And in actual fact, we’re going to share, we’re going to share what projects we’re working on together, and then help each other. And since then, we’ve gone on to do some really amazing collaborations.

Rob 16:18

Yeah, isn’t that amazing that sometimes, again, it’s that comparison of that wandering, or that pretending you know, what somebody is doing. And it ends up being self sabotage to because 100%, you’re like, Oh, you kind of, you have that same idea. And then you learn that somebody else is already working on it. So you’re telling yourself, not only I can’t do it, because they’re doing it, I can’t do it, because I couldn’t do it better or different, or my way, which is really how you should be thinking about it is, you know, hey, who cares? If you know, somebody is your competition, and they’re doing it, they’re not going to do it exactly. The way that you’re doing it, and you’re just not letting your light shine

Samantha Riley 17:06

100% 100% You know, I could probably come up with a topic and give it to 20 different entrepreneurs and say, Hey, here’s the topic created course on this, and you would get 20 vastly different courses.

Rob 17:22

Yeah, I was an economics major in college. And that was one of our kind of definitions of an economist was you would give them the same set of facts. And they would come up with, you know, if you gave 20 of them the same set of facts, or 20 different pieces of advice. So if you kind of wonder why the economy bounces around the way that it does, it’s probably because economists are the same way as the folks you’re talking about. tightly.

17:54

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Rob 18:19

So let’s, let’s change gears again, one of the ways that you position yourself is as a positioning strategist, which has a lot to do with brand, talk a little bit about being a positioning strategist and what that means.

Samantha Riley 18:35

Yeah, so I call myself an authority positioning strategist. Because I think that we all need to own our unique authority. And I was talking about that before a little bit with our diamond factor. So there’s many, many different facets that I bring into this. You know, as I mentioned before, it’s what is your knowledge, your experience, your specific expertise, all of these pieces come in, I use a foundation in my business to work with my clients called Human Design. And what human design is, it’s a modality that talks about or it’s our, the way that we energetically converse, I guess, with what’s going on around us. So each of us is wired very, very differently. So we all we’re all here to do different things to be different people. And I use this as like the foundation that sits underneath. I’ll give you an example. I’m a human design is such a huge topic, but I’m a generator. So I’m specifically designed to be a worker be I guess, I am designed to work to bring work my work into the world. I am designed to do work that I love, and that that energy that I create by doing work that I love, gives energy to those people around me. My husband is a manifesting generator. So he’s similar, but he’s designed to work on it. A lot of different things, a lot of different projects. If he works on one project, it gets very bored. I’m a generator, I’m designed to have mastery in what I do. So I dive really, really deep into one thing. One of my collaboration partners, Melanie’s a manifester. She’s designed to be the trailblazer. She is designed to start movements she’s designed to, or her energy comes in spurts. So she’s designed to go all in on something when she gets really excited about something. And then she’s designed to retreat, and rest and just sort of walk away from everything, close the doors and not be part of anything. That’s a really brief overview of what human design is. But when I can help my clients get really understand the way that they’re designed to work, the kinds of ideal clients, they’re energetically more likely to bring into their world. This makes it really, really easy to be able to live a life that really lights you up instead of doing work, because we went to college and got a certain degree or because our parents told us that we should do something or because we think, you know, that society has taught us that we’re meant to go down a certain path. So human design really helps us to understand who we are, who we came here to be. And then from there, it’s about building from that that’s like the foundations of that knowledge and that expertise, so that we can really bring that authority positioning to life.

Rob 21:32

So when you do that, and you do that, well does that also bring out the best of the human design of the people or the person that you’re interacting with

Samantha Riley 21:43

100% it makes it easier for everyone, because energy, where, you know, interacting with energy all the time. So when were in alignment, and were bringing out the best in other people as well, that energy just flows a lot easier. We’ve all got a zone of genius, that one thing that we’re really, really good at or that that energy that we we lead with our brand energy. And when that is all in alignment, it flows for you as the entrepreneur, it flows for your clients, you know, you will attract the right people in rather than having to hustle and push, just, you know, opportunities will just appear.

Rob 22:23

And I’m guessing that also goes back to that nugget that you shared with us earlier that you learn from a colleague 20 years ago about hiring the best is that that’s part of human design is if when you don’t hire the best, I guess the best means that the people that you bring on board, compliment you from a human design perspective.

Samantha Riley 22:51

Yeah, I was gonna say the best for you totally. So yeah, the thing with human design is, when you’re being truly you and you’re leaning into the strengths that you have, you then give yourself permission to do the things that aren’t your strengths, so that you’re right, that does play in. So for me, one of my strengths is starting things, I’ve got a lot of energy in my chart around starting things. I’m a visionary, I have big vision ideas, I love to start them. And I lose interest in them very, very quickly. Now, I was always taught to see things all the way through to the end. What happens for me, and this isn’t true for everyone, this is specific to my chart, what happens for me is if I do try and push through to the end of a big project, it will fizzle out it will lose energy, it will, it will just turn to nothing. So one of the things I now have is quite a large team, so that I can come up with the idea. This is the vision, this is the project we’re working on. I get the team in place and went all right, all of you, this is your thing to work on. And I then pass it on to them. So the energy continues in the project rather than fizzling out because the energy just dissipates.

Rob 24:09

So being a worker bee, which was part of the way that you described, your human design isn’t doing at all. It’s being busy building projects, working on lots of different things, but not trying to be the one who finishes them all and knows all the little details.

Samantha Riley 24:29

Oh details is the furthest thing from anything that lights me up. This isn’t necessarily like I said that it’s very similar to me. I’ve got another client who in her chart is the opposite. She must finish things. Now what was the symptom of her not finishing things was she was never getting the next opportunity. She always felt like she was sort of starting this and it wasn’t working. So she would start the next thing and it wasn’t working. And she was on this cycle of constantly starting do projects. So we had a look at her chart, she is designed to see something from the beginning to the end, that is her design. So we set up an experiment for her where she finished a whole heap of projects over a month just to see what would happen. And the second like one by one, as she finished all these projects, and tick them off and and completed them, just these opportunities, huge doors were opening for her. So as she was, you know, invited to be a keynote at her university or at the university that she was consulting with to speak to the alumni of MBAs, you know, there was all these massive opportunities that came just because she finished them. So energetically, because she completed these projects. And that was the way she’s designed. It opened up a whole new world for her. And that’s why human design is so amazing, because you can find out what works for you. You know, as business owners, we’re always giving advice, and we’re always trying to help people in whatever area it is. That’s why we’re in business, we’re here to serve our clients, the second, you can realize that every single one of them is different. And you can get access to this information and realize, Wow, what worked for that client over there will never work for that client, it opens up a whole new world,

Rob 26:19

right. But even in thinking about your ideal clients, thinking about the energy that you have, back and forth becomes really important, because you can have big, financially beneficial relationships that, you know, the conversations over and you go, why am I working with this person? It just drains me? Yeah, and then you work with someone who maybe isn’t paying you as big a fee. But every time you have a conversation, like wow, that was great. You know, I felt like, I heard what they were asking me to help them with. And I was able to help them, you know, even more, and you are like, maybe from a greedy perspective, if they could, well, I wish they had a bigger business. So they could pay me more. But it’s okay, because the energy is there. And there’s something about that. And I think that’s, that happens a lot with financial advisors to the folks that I work with, when they’re thinking about their most ideal clients. You know, sometimes they run into people who have a lot of money, which is usually a good thing for a financial advisor, but the relationship doesn’t gel, and it goes away quickly. And then I have another person that they they’ve worked with them for decades, and they’ve just helped them grow. But each conversation is a lot of fun. There’s energy from it.

Samantha Riley 27:44

Totally. And I think that that I love the way that you’ve put that because for anyone that was listening, it was like, ah, energy, energy, whatever. Like when you really think about that client that you love to work with, what is the thing that makes you love it? It’s the energy that you get, you know, you get off the phone, and you’re like, Wow, that was so good. You know, you’re energized, you feel great. Similarly, if you have a client that you really don’t like to work with, you know, what does that energy feel like? I’ve had them, you know, you put down the phone, and you’re like, you know, I just feel like, I need to purge something here. Because that felt so heavy. Yeah. So you know, it’s a real thing.

Rob 28:22

Right? And what about does the energy shift sometimes where that person that may be? brings you down more often than you would like where the energy isn’t there? There’s that there are times when the energy is okay. Does it shift like that?

Samantha Riley 28:37

Yeah, of course, energies movements. So it’s going to change all the time. Yeah, you know, there’s some people that are just we’re just not meant to work with. And that’s not a bad thing or a good thing. It’s just, it just is we’re not designed to work with everyone. So if the energy’s not there, I think it’s really important to notice that and almost give them permission not to work with you, because it’s better for you, you won’t have your energy going in a weird place. But it’s also better for them, because there’s going to be someone that’s better suited to them. So I think coming from a true place of service, we need to understand that we need to feel this energy so that we can really tap into serving at the highest level.

Rob 29:19

Yeah, you know, although I certainly don’t use the energy term, although I may start. One of the things I love to tell my clients who have clients that they should no longer serve, is that it’s okay to tell them that I’m not the best advisor for you. Not that you’re a bad client for me. And there’s, it’s just a way of positioning that, that I think makes a big difference, which kind of ties into what you’re talking about this energy because odds are that that client feels the same way, but isn’t ready to express it quite yet. And sooner or later, you’re going to get there.

Samantha Riley 29:59

You Yeah, or they can’t put their finger on what it is, right? They just don’t understand what it is. They think logically, this should work, but they just have a feeling like it just doesn’t feel right. And again, we’re not taught to make decisions like this were taught through school to think, you know, what are the pros? What are the cons? What is the logical answer to this. And whilst we are logically working through these things, our bodies are actually designed to make the decision with a feeling. So we actually are designed to make decisions from the neck down, but we’re taught to make decisions from the neck up. Right? So you know, for a lot of people, that’s a big shift to make

Rob 30:44

sure it is. And it’s that kind of like that, what’s that? What is your gut telling you? You know? Yep. And you’ve got to be careful there. But sometimes your gut, and maybe more often than not is right, when you just feel that thing isn’t right, you should probably stop and either try to fix it or move on. And I think that’s true with with the way that you think about who that ideal relationship is that you want to work with. Because, like a lot of the ways that my clients or potential clients might express their ideal client relationship is it’s somebody who readily accepts my advice. Somebody who readily accepts if I guess if you’re somebody who’s readily accepting your advice, assuming that you’re ethical, incredible, Mitch, because the energies, right?

Samantha Riley 31:35

Correct. 100%? Yeah.

Rob 31:38

Yeah. Awesome. So we’re getting close to the end here. Let me ask you, who is an ideal client for you and for your business, and what’s the best way for somebody to get to know you, and maybe a little bit more about human design.

Samantha Riley 31:52

So an ideal client, for me is someone that’s really ambitious to take their brand and be known as the unapologetic leader in their industry. They’re not someone that just, you know, wants to hide behind the scenes, there’s nothing wrong with that. But the people that work with me a like, ready to really come out and share with the world, their genius, and really serve on a bigger scale, they’ve got some sort of expertise that they can really share in a much bigger way, people can find me on my podcast, like you mentioned at the beginning, influenced by design, that’s a really great place to connect with me. If you want to learn more about human design, I do have a short guide that goes through the five different types, and what that can mean for you, and what it can mean for your leadership. You know, what you’re best designed to do. And there’s a little permission piece of, if this is your design, get rid of these things, stop doing these things. So you can get that at Samantha Riley dot global forward slash advantage, it’s called the Human Design advantage, that’s got a little link in there that will give you access to a free chart everyone’s chance different. So you can get your free chart to have a look at what makes you unique. And then learn a little bit about, you know, the way that you’re designed to be so you can get that at Summit, the rally dot global forward slash advantage.

Rob 33:13

Awesome. So two great ways to get to know you through your podcast influence by design, which is awesome. Just look for the episode that I was on. It’ll be double awesome. And also,

Samantha Riley 33:24

he was very, very good. It really

Rob 33:26

well. That’s why I was looking forward to having those podcasts because I think we share a good energy, and secondarily through the tool that Samantha just described. And I’ll be sure to put a link to that in the show notes, so that you won’t miss it. Samantha last thing. So you’ve talked about a lot of good stuff. And I’ve just the scribbles on my page are almost too much to differentiate. But you start out by talking about the importance of hiring the best, which I think is great advice. You talked about bringing out the best in others and yourself. You talked about the diamond factor, how energy is movement, I mean, so much great stuff. I almost forgot, there’s nothing else that you could share. But if there was one other thing, any like last piece of advice that you’d like to give somebody who’s really been intrigued by the conversation that we’ve had today.

Samantha Riley 34:22

I think the one piece that I want people or that one thing I want to leave people with is that we are all designed to shine. Oh, I love that whether it’s in business or whether it’s in leadership in our family, or we’re all designed to shine in one way or another. And to really have the courage to unapologetically lean into who you are, and don’t have regrets that you dulled your diamond factor or that you didn’t say what was really, really important to you. So you now have the courage to step into that. and be unapologetically you because you are here to influence and support and, you know, really move so many people in all parts of your life. And there is nothing more powerful than getting to the end of our life, I think and really knowing that we’ve done that. 

Rob 35:21

love that I just designed to shine. You know, I use the term, you know, let your light shine all the time and everything that you do, because that’s how you’re living to your most authentic, your most ideal self is when you’re letting yourself shine. And it’s easy to put, you know, cover on top of that and say, Well, I’ll let it out when I think it’s right. But you’re designed to shine a love is a great way to to end our conversation. So Samantha, thank you again, for being on the podcast. It was great having this conversation with you. And for those of you who are listening, thank you for listening and please check out Samantha’s website and her podcast because she is awesome all the time, not just on the truce fan podcast. Take care