Episode 109: Instagram for Business
with Jonathan Howard of Success on Social
instagram, people, jonathan, reels, short form video, engagement, platform, conversation, business, real, content, talk, leverage, connect, challenge, week, build, product, video, dms, direct message
Coach Sid Meadows: Hey, everybody. Welcome to this week's episode of The Trend Report! I'm glad you're here today, because I know this conversation is going to inspire you and encourage you to take action on something that I think is really important.
But before I introduce you to our guest today, I did want to give a shout out to C Miller who was kind enough to send us a review over on Apple podcast, she left us a five star review and it reads, “A little nugget each time. It's really nice to have a place for continuing education and the contract furnishing space. I pick up a little nugget in each podcast that I listened to thank you, Sid, for coming up with such great topics.”
Well C Miller, thank you for leaving us a rating and a review. I really appreciate it. It does help our reach and helps more people discover the Trend Report. And if you haven't had a chance to go over and leave us a review yet, I'd welcome the opportunity to hear your feedback and highlight you on the show. So you can do those on Apple podcasts and on Spotify if you listen there.
So let's dive into today's topic. I'm excited to welcome my guest and my friend and a fellow entrepreneur, Jonathan Howard to the show. Hey, Jonathan, how are you?
Jonathan Howard: I'm doing well, Sid! Good to be here. Thanks for having me.
Sid: Jonathan, please take a minute and introduce yourself to our audience and tell them who you are and what you do…
Jonathan: Sure. My name is Jonathan Howard, and I'm the owner of Success on Social. I help coaches create content so they can reach their ideal clients using short form video and live video so they can show up authentically and actually make some money on social media.
Sid: Alright. I love that. Jonathan and I hang out quite a bit, actually. We are in very similar groups of entrepreneurs that we hang out in.
But I want to clear something up for my audience — you said you work with coaches. That's what you do. My audience is not coaches, which is absolutely okay, because what you're going to share with us is important for everybody, because Jonathan's business Success on Social is focused on helping you leverage Instagram, to build your brand and to grow your business.
Each and every one of you listening today, need to understand the power that Instagram plays in building brand and growing business and reaching your ideal customers. So Jonathan, before we dive into all the nitty gritty about my second favorite social media platform — tell me how you got involved in Instagram and helping people find success on the platform?
Jonathan: I was a college bookstore manager actually, and that’s when I started doing social media. When I left that job, I started helping people on Instagram, especially because it was the number one platform, and it was growing so much. Businesses in my area needed it desperately. So when I left the college bookstore business, I started showing people how to actually use things like Facebook and Instagram for Business. My first question I got at a seminar was, “What exactly is Facebook?” So that's how long ago I started. It was a long time ago…
Sid: So you've been experiencing all the changes that have happened on that platform, as it continues to evolve! So, why is it important for businesses to understand how to use a tool like Instagram?
Jonathan: That's good question. The tool of Instagram gives you the access that you need to reach more people. When we're using social media, it's about building relationships and growing an audience of people that actually care about us. So when you start to build that trust and connect with people, and you use the platform correctly, (which is not always what we're doing and not always what people teach) but when you use the platform correctly — you're really focusing on building those relationships, getting to know people, and connecting with them.
The reason that video is so powerful on those platforms now is because that's the way that I, the user, can see you. I can see how you react to certain things, and that's very powerful for people. They want to see behind the scenes. You can't lie when you're live.
Sid: So true. So very true. What I find interesting about what you said is to build relationships, focus on trust, and following. And I'll add to that — building engagement with the people that are following you.
What you didn't say was the focus — sales. I think that’s the point that people miss about Instagram. It truly is about building relationships, building trust, and people getting to know you — who you are and what you do in your business.
The mistake that I see so many businesses make, and I know you do as well… they go straight for the jugular. “Let me tell you this, let me tell you this,” especially in the market of office furniture.
I've used this example a lot. People will put an Instagram post up that's a black task chair with a caption that says, “buy my black task chair here for $999.” …That's not going to work on a platform like Instagram, because it's not building a following. It's not building relationships, and it's certainly not building trust.
Jonathan: Absolutely. I'm sure I could figure out ways to make that black task chair sell, but the pitch needs some personality alone!
Sid: Well, one of the things that I've said a lot is — sell your product without selling your product. Using a tool like Instagram, you can do that. So when you think about Instagram, can you describe the different ecosystems that exist on that platform for us?
Jonathan: Absolutely, because there are actually very different ecosystems on different parts of the app are used for different things. So where I like to focus on reels is going to be your growth — that's where you're going to build your audience. Because so many new people see your reels, your reels go out to a whole new audience each time you post. Your feed is where you're going to build that trust, because those are the people that have followed you and see your updates fairly regularly.
Hopefully, if you're doing your job, you're putting out content regularly and engaging your audience. Those are the people that are going to see you regularly, and then you have your super fans, the ones that go to your stories. They're the ones that care about what you're eating for dinner. They're the ones that care about all the different things that you have going on in your business, because they've built that trust with you and they already know. They're probably about one half a step away from buying if the right offer comes out. Stories are a great place for really leveraging that trust that you already have and selling to those people that are ready to buy.
Sid: Alright, so I'm going to recap that… Reels are short-form videos on Instagram, and we're going to talk more those in a minute. Reels are the short-form videos up to 90-seconds long.
Jonathan: 90-seconds long on Instagram 3-minutes on tiktok. That's right.
Sid: Almost the same rules about video can be applied to tiktok, and we'll talk about that in a few minutes.
Reels are about awareness and showing your content to non-followers. Instagram does a great job leveraging that and pushing that content out to other people. The feed, which is your homepage, if you will, is about how you build trust. You can do that with static images, carousel posts, or even additional videos. Then stories, which I post a lot on stories, because it’s easy. You guys might watch me get coached today, because I'm probably not doing everything right… But the stories are for, like you said, super fans’ closer interaction and for people engage with you deeper. Those of people that want to know what you had for dinner last night — or for me I was driving yesterday and a Little Red Corvette from Prince popped up. That's like a high school moment for me, and I snapped a picture of the screen and put it on my story. That’s just an example of sharing memories.
Stories provoke those people to engage with you. It's a great place to sell to them, because if the offer is right, whatever it is you're selling, they're likely to click that buy button.
Jonathan: Yeah, they're likely to click. When you look at Instagram, that's where you're going to be able to leverage a lot more people in the Direct Messages. Now you’ve got to remember there's those three neighborhoods — there's Reels, DMs, and your live video. Those all work in conjunction with your sales funnel, just to support it really.
Sid: Explain DM. A lot of people don't know “DM” means direct messages. And there's a lot of magic that can happen in the direct messages, right?
Jonathan: There is if you treat them right, yeah. It's responding to them. Not spamming people just to spam people, not sending blanket like “thanks for following me” messages with no actual personal connection to it. Not relying on a bot or an auto responder.
If you really want to make money in your DMs — you manage your DMS. Depending on how big you are, you probably need to put somebody on that task of being a person, a real person that nurtures those people, because once you have them in the DM (which you can do very easily through converting them from your stories using your polls and stuff) — then you really got the opportunity to sell to them and talk.
Sid: So in the case of a product like like what we sell in office furniture — it's about getting to the next level of the conversation. So, we're likely not going to sell somebody in the DM, but what might happen is we might get him on a zoom call, or schedule a real life appointment with them or maybe a showroom visit to come and see the product that they actually saw on Instagram. So the DMS can be really, really powerful way to build relationships.
But I want to go back just a minute and think about this a little bit more holistically for a second… We talked about why you need to be on the platform. But what is it that you think that stops businesses from really using a platform like Instagram the right way? What's holding them back from it?
Jonathan: That's a really good question, and I think a lot of it is that it's overwhelming. They don't know where to start. They don't know what different things do, and when they don't then see the results that they're looking for, I think that really becomes overwhelming when you're spending time.
This is what I always tell people — it's not your job, to promote your business, per se. Your job is to run your business and have things to sell and all that. When you add that next layer of marketing your business and truly marketing your business, it's a full-time job — whatever social media is, is a full time job. There's a reason that there's people like me that exist. And I can teach you how to do some things, but it's overwhelming for a lot of people when they're not getting the results.
That's why I honestly believe people don't use it, because it doesn't get them the results right away… Because they're probably not using it right. They say, “Oh, just be on Instagram, oh, just post something.” But that's not going to work.
Sid: Correct. It's not going to work, just posting things is not going to work.
I was talking to a business the other day, and I was looking at their Instagram feed specifically at their engagement. Every “like” was from somebody either in the company or close to the company, not any specifiers, any influencers, or any buyers that would actually buy the product. So what that says to me is you're using the platform wrong, because just your internal people are the ones liking, and you're it's not being seen by your ideal customer.
Jonathan: Right, which can be a symptom of two problems. One is they're just not doing it, or two they're having their people engage. So Instagram sees them as the only people that they are going to show the content to.
Sid: That's a pod, basically. That's called an engagement pod, where you get a group of people every time you post something to like or comment on it. And then Instagram and other platforms recognize a pod, they do not show the content to other people.
Both of us know what holds individuals back… What are your thoughts about an individual using Instagram to promote the business that they work for? And how should they go about doing it?
Jonathan: I mean it obviously is going to depend on their position, but I am a true 100% believer in that. The fact is that people buy people. So, if you are the representative of the business, you are that face behind that business — then you should be the one that's out there promoting their business on social media, because people are not actually going to go into your DMs because they want to buy that task chair. They're going to get into your DMs because they like you and they want to know more about you and what you do in your business.
So if you want to get sales, it's not about the task chair, it's about the people that are going to connect with this, your audience. So if it's you, you absolutely need to be the face of the brand, and you need to be out there. And you may not love it, you may hate showing up on video, but first of all, I promise you, it's not that bad. Because two years ago, I didn't do it either. But it's necessary.
You have to be out there, you have to show your face, and you have to connect because people buy people. Just like you are in your showrooms or wherever you are, you're there connecting with those people. That's what you need to do on social media, and video makes it easy.
Sid: So let's talk about video, Jonathan, why is video important?
Jonathan: Video is important, and I learned this the hard way. But it's important because it's what makes the connections, it's what people want. They want to see that person, to connect with that person, to be able to feel, know, and have just this real-life connection. Your voice is really powerful, so audio can be really powerful — but they don't get that connection until the eye contact is made.
That is one of the most important things that you need to make sure you're doing on social media is making that eye contact. Your camera lens is the portal to everybody else. Right now I'm talking to a piece of plastic, but I know that that piece of plastic is opening up to the rest of the world, whoever sees this interview is going to see me and they're going to be able to make eye contact with me hopefully, and connect with me. That's the most important thing is eye contact.
Sid: So I agree with you. I'm not afraid of video anymore, but I used to be afraid of video. I remember my very first self recorded video that I did was on LinkedIn. I'm literally sitting right here in my office door. It's a Saturday, and I have on a t-shirt. I'm holding my phone up like this, and I'm kind of looking up at it. I was like shaking, I was so nervous.
Now, it's like second-nature to hit the record button and record a video. I'm sure a lot of you are thinking, “I'm not putting my face on video, I'm not going out on video, I'm not doing it.” But if an old guy like me can hit the record button and have success with short form video both on LinkedIn and on Instagram… You can too.
The idea behind the video is that it creates engagement and connection. To Jonathan's point, we can have eye contact, to see each other. It can be a hugely powerful tool for you to use. So Jonathan, there are two opportunities with video on Instagram specifically, would you describe what do you do with reels? And then what do you do with the lives?
Jonathan: Sure. The other thing I want to add to the eye contact just quickly is that eye contact leads to the ability for them to feel the emotions that you want them to feel, and people buy based on emotions. That's something that you can leverage in all of your video.
So short form video is like your appetizer. It is the big idea. It's a flavor that you want them to get about your business really quickly. It has to be easily digestible, it has to cover a couple quick points, something that is a main focus of whatever your business is. So you know, if you want to bring the most comfortable office furniture to people, then that's your main idea. So you're going to talk about those big concepts that you want to make sure people know. And you're going to do that in the short-form video and make the points and the value really bite size, easy to digest. So short form videos are for those “Aha” moments that can be really put out there very quickly.
Sid: Alright, so I'm gonna use an example here. So an Instagram reel, up to 90-seconds could be something from a furniture perspective. I could do a reel standing in my factory, highlighting three elements of a chair that we manufacture that contributes to a better environment. In other words, it's a sustainable product. I can do that in 90 seconds standing in the factory, which shows the environment with somebody holding the camera beside me. So you see full face to me, and they can turn the camera, and they can point on the product and zoom in on the product.
You can do all of that and all of a sudden you created brand awareness, you educated. You talked about something that's important to you and who you are, in this case being sustainability and taking care of the environment. You posted it for 90 seconds, and maybe you put music behind it. Maybe you don't it's not a requirement, but you could put text over it and all that kind of stuff so people could read it. And you've got successful reel engagement and you’ve showcased who you are, what you do, and the products that you manufacture.
Jonathan: Now, let me give you another one — what problem does your chair solve that another chair doesn't solve? Highlight that.
This is a great one for doing a “before and after,” which is phenomenal for reels and for furniture. It will work really, really well to highlight what the problem is in one clip, and then cut to the next one with your chair, solving that problem — whether it's lower back support, whether whatever it may be. That's going to be another one that's going to engage really well, plus it has a transition in it, which keeps people entertained and can be done in 15 seconds.
Sid: That is beautiful. I loved exactly what you said. To those of you listening, I want you to go answer Jonathan's question if you haven't already, because you've heard me talk about it for over a year.
What problem does your product solve for your customer? We need to answer that question. Go whiteboard that, and make sure you know exactly what your customer’s problem is. So that was great, Jonathan, thank you for that. So let's talk about the longer form content as it relates to the Instagram lives. How would you recommend that a business use Instagram Live?
Jonathan: Instagram Live is a great opportunity to connect — to show up, share a little bit about what's going on in your business, and be real. Sometimes there's bad days, and it's okay if you've got something scheduled, and you gotta go live on a bad day… go live on the bad day! Share what happened in your day, share those connections, because that's where you build that human connection that gets people to come to you, and respect you and trust you, because nobody trusts the person that puts everything out, that's perfect. It's not real, we don't have that life, so we don't expect it, and we don't trust that person.
So when you are truly putting yourself out there with things that are happening in your business, in your life, whatever it may be — that's going to build those connections. Live video is a great way to do that, to connect, show up, and share a story. A lot of times I will have just posted a reel and I might have a story behind the scenes story of it. And I'll go live and I'll share like, you know, “this happened while I was doing this, and this and hey, how are you guys?” People join me, and I'll make a couple comments here, and go back and forth with them. It's a great story to tell. It's something that connects with people, and it allows them the opportunity to ask questions. So it's going to build that connection.
Sid: So here's an idea, I'm gonna tie it back to furniture for a second. You could do Instagram live from your personal page or from your business page, and with that, what you could do is conduct an interview or have a conversation. And this is a challenge, I'm just going to launch out to the audience…
Maybe you bring in someone and the two of you for 20 minutes on an Instagram Live talk about the changes in the workplace, or maybe you talk about the hybrid workplace and what's happening in the hybrid workplace and how your products help address how work is changing. That's a great use, it's a conversation.
Let's just say for example, you had an expert on hybrid work, the dealer, and you're having a conversation. In the middle of that conversation, you see that a specifier that works at a top five architectural firm is watching, and maybe you invite them into the conversation. Now all of a sudden, you're having a three way conversation, because with Instagram, you can do up to four people on the screen. It’s recorded live right there, so people can watch it live or later. It’s content that can be reused. So that's a great example of how to use live video to actually have a spontaneous conversation that provides a ton of value.
Jonathan: Absolutely, absolutely, and you can plan those things. You and I did one on Instagram, and we just talked about how to do things your own way. It was a great conversation that I had with many people, and it brought me a ton of followers because they were interested. Some of your people followed me, because they enjoyed the conversation. So it's a great opportunity to build those connections.
Sid: While we're talking about that on lives… If I go live on Instagram right now, my followers are alerted that “Sid has gone live on Instagram.” If you join me on Instagram live, your followers are alerted that you are going live with me. So now all of your 10,000 plus followers get to come in and potentially see me and you talk together — which expands my brand and gives me an opportunity for them to hit that follow button for me as well. So there's a lot of power in collaborating like that to do multiple things.
Jonathan: Yes, and every time somebody new joins, both parties get notified. Your people get notified as well. When I joined when I joined your conversation, they're like “oh Sid’s never on, he’s on with Jonathan, let's go watch that see what's going on because maybe SIDS just complaining about something on his own, but at least we know he's gonna have a real conversation when when there's somebody there.”
Sid: So wait a minute, are you saying that I'm a complainer? Is that what that was?
Jonathan: I did not say that I just said maybe…
Sid: I'll take that. I'll own that. Alright, so we have the different neighborhoods of content — the reels, the feed, and the stories. We've talked about the benefits of leveraging the video, both in the reels and in the live content. We've talked about why businesses and why individuals would want to truly engage. He talked a little bit about the Instagram direct messaging. Again, all of this can be applied from a video perspective directly to Tik Tok. Okay, so two other quick questions, should businesses or individuals jump on the trending train and try to do something trending?
Jonathan: So there's yes and no. Most of it is a no, I don't believe that you should be focusing on the trends. If you have a purpose behind it, and some way to make it your own and bring your business into it, then yeah, there's maybe a little bit of fun with that you can have because the trends are going to go further. But they're going to get you a lot of views and not a lot of engagement.
To me, what matters is the engagement, because those are the conversations that you start. And, and a solid business is built on relationships, those conversations are what leads to those relationships. So really starting to focus on the engagement, and creating content that's going to make you stand out. Because when you do trends, you blend in. Everybody else is doing the same trends, they're doing the same songs, they're doing the same dances, if you can make that your own, then you can leverage some of that extra views. But it's not really where you want to focus.
Sid: I love it. I want you to define engagement, because there's the vanity metric of how many people viewed and I'm gonna use me as example, in a minute. How many people viewed the video, right? So, to you, what is actual engagement on a post or at a video?
Jonathan: The way that I measure engagement is through comments. Generally if somebody shares your video, that's engagement and helps your video go much further. It's not always easy to see because your video may be shared in stories, and if they have a private account, you can't see that share. But if they do have a public account, they share it, then you should see it. And thank them for that engagement, as one way to start a conversation.
Sid: Hang on. So if you did a video, we're talking specifically about reels. If somebody hit the share button, they can share it to their story. Instagram gives you the ability for 24 hours to see the number of shares and then who shared it, so you can take the action to either direct message them or comment on their story about how much you appreciate them sharing your content. It's super easy to do — in less than 30 seconds, you can send that message.
You got the likes, because you see everybody that likes your post, you can see all their names. And I would like if there's a customer that you're targeting, or a design firm that you're targeting, and you see that they like several of your videos — slide up into those DMs and send them a message and thank them for engaging on your content. That starts a conversation where you're not pitching. You're not asking for anything, you're simply reaching out to say thank you for engaging. And if you get comments, you need to respond to the comments, because that shows Instagram, “hey, this post is really valuable. I'm going to show it to more people in those algorithms.”
Jonathan, Is there a strategy around commenting?
Jonathan: Yes, there's a lot of strategy around commenting, and I'm gonna say this and I mean it in the nicest of ways, but honestly, only people who are not nice people don't respond to a comment because honestly, it's like me walking down the street and saying, “Hey, said how are you?” And you just walking right past me without saying anything. And that's what it feels like to people when you don't respond to them. Some people are gonna give you a couple of emojis — still respond. I respond in a full sentence. A full sentence. “Thank you for your interest in thank you for supporting the reel. What did you like?”
Asking that question to build that conversation because that conversation is where the relationship starts. So don't just go in and like every comment, really respond to every comment or ask a question. Connect with them, don't just say thank you. I mean, that's the minimum we're going to do. Try to have that conversation if you really want to build your business through Instagram.
Sid: Alright, so I have so many more questions about Instagram, and we're getting close to being out of time. So I don't want to take up too much more. A couple of weeks ago, to those of you that are a frequent listener, heard me interview Joshua B. Lee, about leveraging LinkedIn. And now we're talking about Instagram for Business. And you've listened a couple of weeks ago to Amanda Schneider talk about the digital journey and leveraging digital tools. I'm doing all this in a row just to highlight all the tools that are available to you.
I know that this may sound overwhelming, and as Jonathan said earlier, it's a full-time job. And I'm sure that you're thinking, “I can't do Instagram, I can't do LinkedIn, I can't do tiktok and do my job and can generate revenue and grow my business and all those kinds of things.” Right.
So Jonathan, what advice would you give to somebody to keep Instagram simple and easy, so that they can at least be consistent with it and build a following?
Jonathan: So what I would say is, you've got to figure out what you can really do each week. If you can post twice a week on Instagram, then that's your consistency. You define it that way. You create content for those two weeks, and then you repurpose it for LinkedIn and Facebook, so that you're not creating new content. You're just rebuilding what you've already got. The other thing is, remember that repetition is actually really, really valuable. Repeat yourself because nobody gets it the first time they need seven times to understand it. So that's statistically proven. With short form video and people's attention spans being much less, it's even more times that they need to repeatedly hear it. One of the things that I do if I'm in launch, I make sure that I'm not posting the same thing on every platform, because I need to get unique touches on each platform. I want them to view me on all the platforms.
Sid: Hopefully, that made for our listeners, it made it sound a little bit easier. I love that — two days a week, just two days a week, you can do Tuesdays and Thursdays, Mondays, and Saturdays, whatever. Batch record and get your content together, and then repurpose it on other platforms a week or so later. Great advice there, Jonathan.
Now, I'm gonna switch real quickly, because you're an Instagram coach, it's what you do. I know you help coaches, but your primary focus is on reels.
I'm just gonna say, I've been involved in Jonathan's real challenge, he does a real challenge a couple of times a year — I learned a tremendous amount of recording in a 14-day period. I would call myself a success story. And because I had several reels in the 1000s of views and lots of engagement, I had one real go over 10,000 views, which is really cool, because I've never done that before. If you follow me on Instagram, you know that I'm relatively active over there. But when you think about what you do, will you define or at least share a little bit of what your services and a little bit about the reels challenge, so that our listeners will know about it the next time that one comes up?
Jonathan: Yeah, I'm actually working on one for December. The reel challenge is a great opportunity to actually gain the confidence to show up on video. So if you're struggling with thinking, “I'm not sure how to do this, I don't know how to do this, I'm not going to dance.” That is my favorite response that I get when I tell people they need to do reels. “I'm not dancing, I'm not pointing,” and you don't have to.
What I tell people is you can honestly walk up to the camera and say, “Hi, my name is Jonathan and I help you create reels…” And that's a reel. I put out reels like that, where I just give my intro. Understanding how to just show up and gain the confidence to do that is important.
For me, that would have been nearly impossible two years ago to actually say, on camera, “Hi, my name is John and I help you show up on reels.” So what I love about my challenge is that you get the support of the community, you get my support, you get my feedback — but you also have the place to play and learn how to do it so you gain the confidence. I give you ways throughout the whole challenge that build, so that you are gaining some of that confidence.
The first reel is eight seconds — that's all you got to do. So it's 10 reels in 14 days, so you have plenty of time. All the reels I give people in the challenge should take about 15 minutes to create.
Sid: He really gives you a complete tutorial and tells you what to do. Jonathan, I'm participating in a special challenge in November. So you guys be watching out, come vote for me. But I learned so much in that challenge with Jonathan. Like I didn't know how to make the text go on and off the screen. Jonathan taught me how to do that I had never pointed at anything. I learned how to do that. I did not dance because my dancing skills aren't really all that great… But I still had a great success, and I completed the entire challenge. I learned a lot.
So we'll drop a link to Jonathan's website in the show notes, so you can go over and connect with him. We'll also put his instagram handle, LinkedIn profile, and all that down in the show notes, so you guys can go connect with him and learn more about his upcoming challenge in December.
But I'm just going to appeal for support of my community. So John is doing a special reel challenge in November for people that have been in a challenge. And it's a “beat Jonathan” challenge. So when you start seeing me do a lot of reels in the month of November, that's because I'm in a contest with Jonathan, and there's a prize if I win — so guys, go out there and follow me on Instagram and vote for me. Okay, so that’s my selfish plug.
Jonathan: That's okay. It's a nice big prize. It's 1000 coins.
Sid: I'm excited about that challenge. We're gonna do it and have fun!
Jonathan, I cannot thank you enough for sharing your insights about Instagram. Again, we're gonna drop all your details down in the show notes. But if our community wants to connect with you, the best place to do that is…
Jonathan: Just find me on Instagram.
Sid: Awesome. And his business is Success on Social; you can find him there. Jonathan's content is great. I guarantee in just consuming his content, you're gonna learn a lot about how to leverage Instagram for Business.
Jonathan, thanks again for being here today, and to all of you listening, appreciate you hanging out with us. We'll see you again in a couple of weeks. Take care, everyone.
Thanks for joining me today on this episode of the Trend Report Podcast. I'm glad that you're here, and I hope that you got some amazing value out of today's conversation. For more about our podcast and this episode and our other episodes, please visit my website at Sidmeadows.com, and we look forward to seeing you next week and go out there and make today great!