SPEAKER_00 0:17

And welcome to the InfoTech Podcast. I'm your host, Jimmy Huber. And if you'll remember the Infotech Podcast, we discussed the intersection of business and technology. If you're a small business owner like me, you're probably really good at the thing you do, whether you're a plumber, whether you're a dentist, whether you're a consultant, but you might have struggles with sales and marketing. I know that InfoTech has had uh issues in the past with getting our name out there and figuring out a way to just be known, whether it's in our local community or abroad. So if that rings uh true, then this is the episode for you. My guest today um is the founder and CEO of Dighton's Group. Um, he's got over 15 years of uh experience helping businesses grow through AI, digital marketing, automation, and operational strategy. Uh Eddie Yi, welcome to the podcast. Thank you for having me. Yeah, you bet. So Eddie and I were chatting here beforehand, and I wanted to give you an opportunity just to share a little bit about your background, Eddie. Um people will see in the show notes if they look under your LinkedIn or your website that you're a PhD candidate. I see you've got a lot of things going and you you bring a wealth of knowledge to your field. So give us a little bit about your background and uh how you came to start Dyton's group.

SPEAKER_01 1:33

Yeah, um well it is a long story, but I'll try to make it short. So uh right after my undergrad, um, I started uh my you know entry level position as a case manager at a at a preventive care facility. Um and uh I was a psychology major and there's uh very limit, you know, there's limitation as far as what I can do with that degree, right? So I started uh uh uh as a case manager and and um I quickly learned that I have to get masters to do um, you know, just advance my career. And and I was very lucky and when I when I went, I got accepted as a master's program, and I got hired as an executive director for for a very similar preventive care facility, um really skipping like five to six different steps. And um and I got through my master's program, but w it it it it was a night school and online classes, but during daytime I was I was serving as a as a uh uh executive director for that preventive care facility. But it's still it was a mom and pop shop. It was making about you know four to five million a year, and it was uh funded by the the the state government. And um and one thing I learned is that, you know, uh it uh uh although my role was executive director, as grandiose as that may sound, if there was a rain pouring, I was the first one up there and just looking at if there's a leaking onto the roof and if there's you know something happened with the facility. Like I was the first one that that people would call, right, for whatever issues and whatever problems that they have. And I could deal with any problems out there. I hated doing one thing. Um you can get could you guess what what that would be? Cold calling would be what I would say. Oh my No, actually, it wasn't it was HR. Um I I mean I was what 23, 24 when I was at that position. And and normally when you're dealing with the HR issue, it's not really happy conversation you're having, right? It's not happy staff that are coming to HR and kind of Yeah, and and because not not only I was doing the clinical work, I was doing operations, and part of the operation is HR. So I was dealing with a lot of employee relation issues, benefit issues, uh, you know, staff issues overall. And of course with the compliance and and labor laws that that and you know, California has has the most strict uh labor law in the in the in the nation. So I hated doing HR because I didn't know what I should be saying and how I should put things and and and there was you know healthcare, there's always turnover, you know, literally like every week. Um so my very first company back in 2000, what, 17, 18, um, I started this company called Healthcare Staffing Solutions and um just targeting about 400 different similar facilities in in the state of California. And uh in 2019, COVID hit, and and I was in the space of healthcare doing staffing, recruiting. And do you see where where I'm going with this? There's a lot of staff needs, literally, like probably globally, right? Um, and this this uh company was awarded by federal government about $270 million just to do COVID testing and swabbing and doing you know lab testings and all that. And they had no operations to back it up. So they were calling staffing companies left and right, and I was one of them. I I'm I'm in Los Angeles and they called me and asking, hey, I need 4,000 people tomorrow. I'm like, okay, let's uh 4,000? Yeah, yeah. So they ended up hiring about 6,000 people because we're talking about uh LA Unified School District, which is um it's the second biggest school district in the nation. Yeah, it's aside from New York. And and the reason why they needed 4,000, 5,000 people is because they were testing about 500,000 people on a regular basis, faculty members, staff members, the students, because you know they they had to guarantee some kind of a protection around the people who are who are in a congregate settings, right? Sure, sure. So this company uh uh has written a proposal to the government and they were awarded. But the funny thing is they had no back, there's no operations to back that up. They were just they were given the money and they were just trying to buy out all these companies near them, right? And again, they call me and they're asking if I wanted to sell my company, I said no. Uh but what ended up happening is the I um served them as a vendor and and uh you know I um got some seed money out of that, obviously. And and I didn't want to rely on COVID-related projects anymore. So uh because I knew it was gonna end sometime. Um I started you know running marketing campaigns here and there, um B2B marketing campaigns, and a couple of them uh you know stuck. So I said, well, uh, why can't other businesses do what I'm doing right now? And so I kept running different testing, A-B testing and different um marketing uh um strategies, and and I I saw the pattern. So I I basically made a company out of it, and that's called that's what we're what we're here for, Ditens Group. And it literally means uh empowerment in in Latin. So we're we're empowering these businesses to because we're B2B, to serve the customers that you guys are serving. So and then because I'm in the the digital marketing space, there's now that with all these AI and automation tools, um, we have to uh find a way to not be replaceable. Because if there's somebody who's doing the same type of work but just could do it at cheaper costs or more effectively, you're you're replaceable, right? So we're now building different um, you know, proprietary apps and web services so that we're not just doing a fulfillment anymore. We're actually something, there's just something unique about us that that is not replaceable. Um yeah, so I have uh uh I have four companies, but three of them, and I which I talked about was it's a digital marketing company that will bring the revenue that uh will incur that will encourage the sales and help you with the revenue increase. And then if there's a lot of workload, you probably need a human capital to fulfill those job orders or work orders. Um so I have an HR company uh that brings in the workforce and it's now become a full scope, we what we call EOR, employer records. So we do workers com liability insurance and whatnot. And and then I have an AI company that actually builds and and and um you know creates an automation tool to find efficiency for your existing operations. So that kind of a three uh pillars of services and also subsidiary companies now became a one-stop shop business solutions, and I can't I create a big company, kind of governed these three companies together, and that's called Omni Solutions. But each of these companies are kind of independent. Okay.

SPEAKER_00 8:24

So that that was a ton. Let me see if I can break it down for our audience. So you're basically an outsourced back office for small and mid-sized business. Would I capture that correctly? Yeah, yeah. Okay, so you know, I'm uh, I don't know, doing a million or two million dollars a year building widgets in my community, but I don't have the staffing to scale correctly. I can reach out to Eddie and and Dighton's group and you can augment my sales and marketing, you can augment my staffing, and like basically uh instantly allow me to focus on growing the business and doing what the business does, and you handle everything behind the scenes. Is that right? Right, right.

SPEAKER_01 9:03

So there's a technical term for this, and it's called MSO. It's a management service organization. Because you you you're good at what you cre you what you do, right? Um so there and there's all this administrative task and things that you need to adhere to as far as the government, the compliance, and and and um just have the healthy and and um you know structured business operations. But uh a lot of times they skip steps or they bend the rules, right? And they get in trouble or they uh are not finding efficiencies or they're not, you know, so so we're basically creating a platform again, so make sure that you're doing you're not focusing, you're not putting tons of resources on just one business activity, right?

SPEAKER_00 9:49

Mm-hmm.

SPEAKER_01 9:50

And uh yeah, yeah. So I guess put this into context. Like my wife has a dentist, uh dental practice, and um she's not doing any marketing. She has no employees under her EIN number. They're all my employees. She has, you know, she's outsourcing billing process, uh, medical billing process, right? So everything is kind of handled her so that she can actually become the doctors that she studied for.

SPEAKER_00 10:15

Hopefully that makes sense. Yeah. Yeah. Yeah, that's very cool. So your your wife is the poster child of your business model. So she literally has, she's her one employee, and that's it. Everything else is outsourced, but to the customers, they don't know that, so they're getting a good service, and she can then focus on, yeah, being a good dentist. That's right. I mean, that sounds that sounds fantastic. What what kind of uh what's your target market? Is it is it blue collar? Is it services that are, you know, like consultants, that kind of thing? Is it is it anybody under a certain price point? Um, who would be the best, you know, type of business to work with you guys?

SPEAKER_01 10:47

So uh small uh businesses, uh specifically local businesses, we have expertise in, just because I am a service uh provider, uh and I'm a one I was you know, a solo uh entrepreneur and doing everything. And uh, you know, we're designed to serve companies that are optimized but is looking to scale and looking to grow. And uh they instead of hiring in-house staff member right off the bat, they can sort of outsource it to us and we can help them to kind of uh scale progressively.

SPEAKER_00 11:20

Sure. So tell me a little bit about your processes then. So uh say I'm you know a prospect. Hey, you know, infotech is everything's pretty much in-house. Uh we're, you know, $2 million last year. We're looking to, you know, expand in sales and marketing is maybe a weakness of ours. Um you know, we don't have any staffing needs maybe right now, but you know, we've got some bits and pieces. What's it look like for for Dytons to kind of take over? Is it is it more like, hey, you you go through a uh an onboarding process to learn about our business and then make recommendations on how to fit in or what and it's like a retainer-based thing, or what how does it work? Right, right, right.

SPEAKER_01 11:57

So um again, I told you all those services are kind of an independent thing by uh, you know, services by independent agencies that I own. So uh I can't really say like where we began, but I what I could tell you is that there's a workflow that you know, there's a b healthy business structure that every business must have. Okay, and this could be massage parlor, taco shack, it could be a a business consulting company, um dental practice, or even like drug card will probably follow the same business structure, right? And what I I'll tell you what that is. So you have the the visionary, you have the uh the the person with the business philosophy who created this business, maybe become a CEO themselves, right? And now has broken all these business activities into uh action items, and that will be COO, CI CEO, COO, and then there's a CFO who will kind of make everything sense in in financial terms, right? What's important is the the three divisions, which is the external division, fulfillment division, and internal division. External division starts with just letting people know that you exist and bringing money in. Okay. Um so you can't so when you have a best taco that you you recipe that you have, you can't just immediately sell just because you have awesome services or product or are a good tasting taco, right? You have to let people know. So the very first activity of any type of business is marketing. Okay. Any type of business, right? So letting people know that you exist will bring in the eyes, bring in the traffic, and this is where the sales happen, right? Uh if you provide reasonable pricing and and what you're offering is something that is uh solving some kind of problem out there, I'm sure there's gonna be need for it, right? And the sales activity will happen. And what what happens if you are promised to receive a money for your service? What do you do? You have to deliver on what you what you promised, right? So now we so from the external division, now you move it to the fulfillment division where your deliverables and productions must happen. Okay. But who is it done by? Human capital, right? Or nowadays it's being replaced by AI on that, but a lot of it is still being done by human capital and human resources. So our HR will kick in, or we can probably help you with the recruiting, headhunting, or staffing, whatever the case might be. And then uh this person or human capital will produce and deliver. Okay. And when you repeat this ver, I mean, I put it into abstract model here, but when you put the repeat this cycle over and over and over, what happens is people are gonna start asking for more stuff or give you feedback. Hey, um, do you have burritos? Do you only have tacos? Do you have like enchiladas? And and if 100 people that you've served, six 60 people ask for burritos and enchiladas, you should probably do something about that, right? So now we put it into the internal division, this is where RD happens, research and development. Now, if you know 100 people ask, out of 100 people you serve, 65 people ask for burritos, then you do them. That's where the data science kind of happens. You start creating burritos, testing different products, make different recipes, try to make different recipes, and make sure that you come up with the burrito that is servable. And you make this hundred times, two hundred times to make sure that all 100, 200, 300, 100 times it tastes exactly the same. And what do we call that? Quality control. Okay? Sure. You make that into a polishing procedure so that if you die the next day, someone else can come in and look at the job description, look at the recipe, and repeat that uh that that recipe, right? And and once now you ha come up with the service or product or servable burrito, communication department goes, hey, marketing team, guess what? We have a new product or new services or new improved uh uh, you know, services. Let people know that we're doing this. That cycle begins again. So and and you know, again, there's a lot of different steps and there's a lot of different business activities I just mentioned. But Mark Cuban said a lot of these problems could be solved by revenue, by sales, all right? If you have an HR issue, I I think he'd probably say you can throw money at it and it will solve the problem, right? Yeah. So what's the closest business activity that influences revenue or sales is marketing, right? Yeah. So uh yeah, so you know, marketing is where I would probably help uh with a lot of these businesses that are trying to scale, that are having some issues around uh um, you know, growth. And and it's not one size fit all. You know, there's there's a lot of different models, different strategies or tactics that people should look into. Um and because they're we're dealing with so many different platforms nowadays, uh, you can't just now go to like, hey, go to newspaper, go to Facebook, go to you know, Google and just start doing paid ads. That it's not how it works, right? There has to be a long-term strategy with the short-term wins. Um, but yeah, we we will learn about InfoTech uh ins and outs of how that your services work, what your competitors look like, because competitor and competitors in the market analysis will tell us how much money that is spent on the service or product that you serve that you you sell, right? And and that kind of gives us a big pie. Okay, there's a hundred pieces of pie. Okay, who are your competitors that are taking how many pieces of pie? And what can we do to take those pie and and and you know make our our um our portion bigger, right? Yeah. So that's kind of the the basic concept of, I guess, you know, because that's all conceptual idea, but you know, there's a practical solution I provide. A lot of business consulting, you know, consultants will probably give you like give you directions where to go. Okay, you have a growth issue, go to this marketing company. Oh, you have an HR issue, go to this HR company, right? You have an RD issue, well, go to this AI company that can give you a data science or data optimization. But again, because I started the ground from grounds up and started all these agencies, um I'm I'm not only just pointing fingers at them, uh at which directions to go, but I can actually provide the practical solutions.

SPEAKER_00 18:19

Yeah. Well, and I think you're you're gonna get a better product because you have the quality control internally for your own companies to produce that. I mean, I think that's your uh the last five minutes of what you said is probably one of the best examples of uh business growth that I've I've heard. I mean, you you're able to articulate that very well and and describe pretty much any small business that that's run well. And you're right. I think marketing is where it starts. And um it seems like our the culture and our industries these days, the marketing channels are just changing so fast. Um you mentioned AI, which is a huge, obviously hot button topic these days. But you know, it used to be um, you know, your Google profile was filled out, and you know, you were in the top page on Google, you know, you you've arrived at the promised land. And now you don't even care about the first page because an AI blurp is the top thing that people see, and they're not even maybe even getting to your website because they don't even care about your Google page anymore. And that's I think it's just constantly a moving target, right? So um take me into a little bit of the nuts and bolts for at least the marketing side. How do you reconcile all that and and what are you doing to help your clients, you know, in 2026 with all these changes? Sure.

SPEAKER_01 19:29

Um, you know, when it comes to marketing, um, this is how I I see it. And I um marketing is all about going to where people are hanging out, just showing up to places so that you can let people know you exist, right? So the biggest thing is like, okay, what do people use to find businesses and service uh-based businesses or local businesses? Okay, well, um and um so I try to reflect this, you know, to what I do as a consumer. So my consumer behavior, if I want to get a new haircut, which I did a couple days ago, um, is that I will probably go to Google and and look for um, you know, a hair uh uh uh salon near me or haircuts near me or something like that. Okay, that's a traditional, you know, search, right? Um and whoever, again, you mentioned earlier, whoever is on the local three-pack, which um those listeners, you can probably do this right now, is you type in hair shops near me, and Google will optimize the search for you in Google Maps and give you three locations that is organically placed because they have a high digital traffic. Okay. And anything beyond local three-pack, the fourth place, fifth place, sixth place, you have to click on more places to actually see them. People will never click on the we've all seen that. Yeah, yeah. Yeah, that's what I've got. People will never click on that. So, what I just described to you is SEO, search engine optimization. But but nowadays, uh, you know, people go to Chat GPT, Perplexity, Claude, um, you name it out there. There's so many different AI system uh engines now. They go to these engines and start asking questions. Recommend me, or is who is the best um heritage salon near me, or something like that, right? So Google knows this, and people were just exiting out of Google because they were so bombarded with this paid ads and and SEO companies, and they're not getting a general results. So, what Google has done is they implemented Gemini onto their search engine, and there's now AI overview. Um, and and those, you know, and and again, you can probably do this right now, is if you ask Google in a question form, it will trigger an AI overview. All right. And I'm sure there's sometimes that triggers an AI overview, sometimes doesn't. Well, there's there's about 25 different rules that that Google follows. I'm sure there's more now, but if you actually ask into question, it will answer with an AI. And what AI when AI overview populates, uh the consumer behavior says that their click through rate on the whatever is below that AI overview, their click through rate significantly drops because all of the research and everything. I must know about what I'm trying to look for is already done by AI. And with the reference points, with the citation. Now knowing this and knowing what triggers AI overview on Google, and now people are going, you know, coming back to Google to use this because there's an AI, there's an AI powered search now, is if we can anticipate what people ask right before active consumers, active buyers who are ready to buy service that are looking for haircuts right now, if we can anticipate and extrapolate all these questions that people ask right before they spend the money, we can lie, we can literally write a blog about it and have AI scrape off our in our data or our information because we're answering the question, right? Yeah, that's cool. Yeah. So what I just explained to you is GEO, generative engine optimization, right? Yeah. So you got it. Yeah. So it's all about giving genuine information and and building the trust signal rather than just trying to become the highest ranker on certain certain on certain key terms. Yeah.

SPEAKER_00 23:24

Yeah. I think GEO, SEO, I mean, there's there's a lot of new terms for that piece. Would are you guys all in on that? Because I mean, I know that in our peer group, in our industry, you know, for Formanaged Service Providers, they're basically saying that websites are dead. Like they're nobody like you need to have a website, but it almost doesn't even matter because people aren't even, you know, almost getting to that because they're just using the AI search and to like go all in on making sure those platforms find you there even more. Would you agree with that? Or what what's your approach, Ben?

SPEAKER_01 23:55

I would strongly disagree with that just because um, again, you made a point where people are not visiting these websites uh because they're using these third-party platforms to search for whatever, but guess what these engines are scraping data off of? It's your website and your Google Business. So your website should be there probably for AI engines and for Google so that they can crawl under your your website and start looking at the contents that you're providing. So it's not necessarily uh for the the sake of the the aud uh you know uh consumers, but it's also consumers that are using third party that leverages all the information on your website. I think that's how I see it.

SPEAKER_00 24:41

So maybe it's not as as much what it looks like and how user-friendly it is, but more of the content and and if you're updating it and having it real. Because yeah, I mean, even Google would would what crawl the website to get the search results? This is kind of the next iteration of that. Um it's it's probably only gonna get faster and faster to update that as well. Um so what what successes are you seeing? I mean, I I try to talk directly to that that small business owner that's maybe struggling, right? We we were chatting beforehand that that we're both small business you know leaders and in figuring it out. What are a couple things that maybe you've been struggling with in the last six to twelve months that you've figured out and can kind of take forward now into the rest of the year? Sure.

SPEAKER_01 25:20

Uh so these two specific challenges I had, which I turned it into an opportunity, and now I think we're we're trying to win in it. Uh number, and I'm sure a lot of these companies, a lot of the small businesses out there are probably having uh similar struggle. Number one is okay, so if I want to be indexed by Google or if I want to be referenced by AI, what do I do? How how do I extrapolate and how do I anticipate what these questions are gonna be? Um it um one thing, and this is probably the easiest marketing, is that collecting review has never been more important, right? Um and and like even restaurant owners, they they hate the review platforms like Yelp and and uh uh like BBB or Trust Pilot because they could never get consumers to say this whatever they they want them to say, right? It's always been either uh really angry customer like shitting off these businesses for uh poor services or products, or there's gonna be really, really, really happy people that are only leaving um like a you know very portion of you know, small portion of reviews. But these are middle group that are never leaving proper reviews, but everything, so uh let me put this in the context of of the consumers and the and the providers is that whatever people say on the review gets indexed by Google, and the next person asking for the same uh same type of solutions or providers, I and what AI is doing is scraping all these trust signals, including reviews, and and kind of showing it to the next consumer who's looking for the same type of services, right? I gotcha. And and why this is important, and what needs to be done, and what we've done to overcome that challenge is that when somebody, when when a dentist asks for a review, they will say, Oh, great doctor, great uh uh uh clinic, and then give you five star. But that does not give you uh, you know, uh quality review on how well this doctor done for root canals or thermal extractions or or veneers, right? You want to get indexed on those keywords. So what do we do is when John Doe receives a uh cosmetic veneer services from this dental dental uh practice, we will, because we know exactly what John Doe came in for and who he's been served by, our AI, as this person walks out, will write the review as a template and deliver it to their phone. And if that person clicks on that link, and it kind of has a pre-written review that tries to match their experience, right? And all they have to do is look at the review and say, yeah, this actually reflects my experience. They can add or subtract or you know, modify however they want, but it they can copy and literally paste it to whatever review platforms are out there, right? And what do you think? You're removing a barrier to entry.

SPEAKER_00 28:17

Yeah.

SPEAKER_01 28:17

And getting better. It uses that the keyword that they want to get indexed on. So now you use a thermal extraction, you use the veneers, and you use you know root canals. It's not lo it's no longer great doctor, great staff. They have cool drinks, you know, stuff like that, right? That's a generic. Yeah. So that's one challenge. Uh another challenge, and this is my more pertains to e-commerce businesses and uh maybe even restaurants, FMBs, um, where they're trying to, and they it's not bounded by a local business, but they are selling through, you know, Amazon or or um, you know, a Squarespace or their their own shopping mall, right? Uh they're the the the we're heavily relying on paid ads on either Amazon or um uh uh you know Google Ads or Meta ads. And they start to look at influencers, creators, local creators or or um, you know, content creators who could test these product products or go to restaurants and eat the food for free and and and post it on their content uh on their platform, the social media platform. And usually it was done manually by searching for relevant content creators uh and then sending them a DM or sending them an email, which you know you can't really expect a consistent um responses out of it. But there's now, you know, we there's an AI tool where we can actually identify. Um we have about 14 million um creators in our database now. We can identify who'll be qualified to or relevant to uh um eat at our restaurant or um you know create content out of the product that we're trying to sell, like for instance this earbud, you know, and then we can we call this influencer seating. You know, we blast these um, you know, products to these 40, 50 influencers. And what they do is they test the product and create a content, and we ask them, can you wait? Don't post it just yet, just wait. Have 40 to 50 people all lined up and post it within a 48-hour window all together, and what that creates is your tricking algorithm. So Mera's looking, why is there 50 people talking about this product simultaneously? There's something you know going about this, and they put them into category. We call we call this uh categor uh categorization. And and if one person goes viral out of the 40 or 50 people, everybody goes viral together.

SPEAKER_00 30:45

Oh, that's really sneaky. I I I have to admit, I'm pretty ignorant to the how the algorithms work behind the scenes, but I'm definitely a recipient of all that. Uh I think there's you know, there's not any of us have not seen something that's viral, and you go to tell somebody else, and oh, they've already seen it, you know, like it's all over the place. And you don't think about what goes on behind the scenes because there's a lot of intentionality behind that for people like you that know what they're doing. Um, that that's so cool. And I will say that, yeah, the Google reviews piece, it's it's hard to ask somebody, I guess, to review you. I don't know what that is, the psychological pieces around that. Um, I think we don't want to be inconvenienced to people, you know, but at least in infotech's experience, um, yeah, on our help desk, somebody gives us praises on some ticket. We've got a tool that automatically sends them to the Google review. And hey, can we paste this thing inside this ticket that you said? And all they have to do is click sure. You know, so it's it's and that's really gotten a lot of traction for us um to get our our name out there too. So I 100% endorse that uh method because most people aren't buying anything without looking at reviews these days. I mean, Amazon has a whole system where like you can sort by four and five star reviews before you even you know get in front of something. Uh so yeah, the doing that in the small business sense is is completely a hundred percent useful. Yeah. Um cool. Well, Eddie, it's been really good having you on today. I mean, there's I'm sure there's much more we can talk about, but um, for those that aren't watching us, you you've got the QR code background, man. You you're you've got it together. But how do people that are just listening on audio um get a hold of you? We'll have show notes here, but what's the best way to reach out if they want to get in touch?

SPEAKER_01 32:18

The easiest way is to uh to visit our website, which is dietinsgroup.com, d-a-n sgroup.com, uh, and you can uh put an inquiry ticket or just call us directly, even text us. Um and uh um, you know, again, it's a once it's not one size fit all, so everybody's gonna get their customized and tailored uh analysis, all for free, complimentary by the way. Uh we we'll do uh research uh analysis or market analysis and competitor analysis to see where you stand against your competitors.

SPEAKER_00 32:48

That sounds really great. Yeah. So if you're listening today and you know a couple of these tidbits have rang true, um yeah, give Eddie over at Dytons a call. I think there's a what we heard there is there's no risk to get information. Worst case scenario, you know a little bit more about your market and how your business ranks against your competitors. Um and maybe there is a hole or two that that we can plug. Um I think you're you're definitely working with an expert in Eddie. But I really appreciate your time today and giving back to our audience. Thank you for having me again. You bet.