EPISODE 413: Creating Until You Reach The Tipping Point

Hey, chiropractors. We're ready for another Modern Chiropractic Marketing Show with Dr. Kevin Christie, where we discuss the latest in marketing strategies, contact marketing, direct response marketing, and business development with some of the leading experts in the industry. 

[00:00:00] All right, excited to have Jared Wadsworth on our podcast today, and we're going to dive into, um, you know, really consistently hammering your niche and doing it in a way that's elegant and, uh, with a content marketing twist, whether it's in person, uh, or through video and online marketing, something like that.

So before we dive into that, Jared, tell us a little bit about Uh, professionally, personally, whatever you want to give us on this 30, 000 foot overview. . Jared Wadsworth. Uh, I've been in, I'm in my ninth year of practice after school and wife, five kids from ages two to 12 turned 13. I live here out here in the West, a new time.

We love it here. Um, open up my own practice almost 3 years ago. So it's over 2 and a half years ago. And it's been great. Yeah. Where'd you go to school? Uh, University of Western States. [00:01:00] Masters in sports medicine as well. And then it's kind of dove into all the sports stuff here. Uh, moved my family's here in Utah, my wife's town in Idaho.

So we stayed out here. Um, we would love to stay in Oregon, but family's closer to my family. So yeah, you're, you're in a good spot. Uh, and so when did we, you were one of my early, early coaching clients. Uh, what year was that? We started working together. So we started. It was 2019, and that's when I was an independent contractor with another office, and I was, I started out at school.

I knew I, um, kind of want to run my own thing, but wanted to work some of this in the sports field.

I was able to build my own clients under that, under an independent contractor situation. And I called you, I heard about you from your podcast. I contacted you beginning of 20 2019 'cause I needed some help, uh, knowing how to do all the [00:02:00] marketing stuff that mm-hmm . Know how to grow business because I didn't know how to do that.

And it helped. Yeah. Yeah. It's been, it's been fascinating over the years of, um, yeah, we've had MCM now with the podcast and such for eight years and, and we were doing. Uh, certain things here and there. And then we, we launched it, the formally launched the coaching in 2019, early 2019. And I do think you were one of that early, uh, cohorts, but I had been mentoring chiropractors over the years a lot through, um, preceptor ships and internships all the way back from probably 2009, 10.

And, you know, it's, it's been, I've been practicing for 20 years now. And then, and then kind of mentoring some chiropractors through that preceptor ship. And then obviously into coaching. Uh, for, for about 16, 17 years and it's been interesting whether it's, uh, you know, my own career or seeing other chiropractors career now that I'm getting a little bit more long in the tooth here and seeing some of the [00:03:00] preceptors I had 13 years ago and where their careers have gone.

And, you know, so many of them, you know, the ones that have done things consistently, um, it's been impressive to see where they've, what they've done and where they've gone. They're just, there's so many, unfortunately, that, um, that don't put in the work, you know, and they, and they expect a different outcome.

And that's something that's always, it's just kind of like when we're treating patients, right? Where we're, we're hoping and expecting them to, uh, do what they should be doing to get better and what you're guiding them to do. And the ones that do typically have really good outcomes, the ones that don't struggle.

And you're just like, why can't you do this? And it's the same way. with chiropractors and opening practices and it's my kind of long winded way of saying that one of the things that stood out for the six years that you and I've worked together is the fact that you've You've digested what we've talked about and you've put it into To consistency [00:04:00] and doing it kind of day in and day out and week in and week out and to see you go from You know be an independent contractor in a unique situation.

It was fine to then Moving out, open your own practice, your own space and having the, uh, exponential growth that you had. What was your your growth that you that you had in 2024? I remember you gave me a percentage of growth. What was that? Um, about 40 percent growth in office visits and then like 45 percent growth in revenue, which was great.

So I attribute that all to what the work that we've worked on together and I knew it worked. It started in 19 and it showed it worked in 2020 when COVID happened and a lot of offices were suffering. But I grew a lot that year. Actually, I grew a lot in that year. Myself, I had a lot to, I was at the very bottom, so I had a lot.

I could grow anywhere, , but I grew out there, but then this has helped me open up my own office and then stay [00:05:00] consistent with all the marketing we've done just helped it grow that much last year. So, yeah. And, you know, one of the things I remember it was unique when we. the coaching in 2019 and then, um, we get punched in the face with COVID and a lot of our coaching went from getting people to try to keep growing or grow to, Oh, let's stable stabilize this ship so it doesn't go under.

And um, the ones that, one of the things I remember saying was like, let's throw out the, yeah. Uh, trailing indicators. Like, let's not worry about how many new patients we get in the middle of COVID or office was like, well, let's just focus on the leading indicators. And that was one of the things, honestly, if people do that, even in normal times, that's the thing to do.

And that was what you do. You just kept on plugging away and you were able to navigate that. And then once got on the other side of COVID to be able to grow and it's, and it's, it's a good, there's a couple of reasons I wanted to have you on the show today. And we'll get to the, the really cool one, [00:06:00] but it's just also the idea of the tipping point.

You know, it's a great book by Malcolm Gladwell. I read it back in the mid aughts. I think it might've been 2006 or something like that. And it just talks about where you just plug away, you plug away, you plug away, and then you reach a tipping point and then you have this substantial growth. And like you said, you graduated nine years ago, I believe you said.

And you just kept on plugging away and it didn't happen overnight. And it was a slog sometimes, but you never, uh, you were resilient. You were very resilient and keep on doing what you needed to do. And then you've reached a tipping point. Obviously you're not necessarily totally where you want to be, but you're still young and you've only been doing it for nine years.

Uh, there's these like different levels of tipping points. And I even feel like, um, I'm, I'm 45 now. And, and, and again, 20 years in practice in our, in the practice I own right now. We're in our 16th year, we've kind of hit another tipping point. So you have these different tipping points throughout the career.

So it doesn't mean once you had one, like you're kind of in, [00:07:00] now that this is it , but you just kept on under the surface creating content, getting out in the community, getting better clinically just doing those things. And you've had the growth in your, in your clinic and um, you. We're going to segue into kind of a niche, and I want people that are listening to realize you can apply what we're going to talk about today to whatever niche you're in.

But, um, you know, Jared got clear on one particular niche. And again, doesn't mean that all his patients are in this niche, but it just definitely hammered this one pretty hard and continue to. And what, which one is that, Jared? So I chose to mention golf and, um, I think you're right. People ask why they like being chiropractor.

And I mean, one reason is You can choose anything you want to and you can build a business around anything. So I chose golf early on. [00:08:00] I, I knew I wanted to focus myself into something separate myself from other offices.

I do, I got a master's in sports medicine at Western States and so I want to do something sports cause that was just my life growing up. So I wanted to choose something that I like to do first of all, and something that could grow a business. My first thing was actually basketball cause I love basketball.

I played on all the time. I still play it. Um, but then looking at like a culture of basketball players here, we play a lot, we play, there's churches everywhere. We play in church more of every church here, you go early morning, there's probably a group playing basketball somewhere from the evening in the church.

Um, but the culture here, if you get hurt, you just ice it, you stop playing for a bit, you ice your ankle, you ice your. Take a take a week off and you have to play. . Nobody seeks treatment. Once they get older, they just stop playing and they pick up pick a ball or something else.

When I chose golf because of I knew about TPI, I knew that [00:09:00] People like to play golf for a long time. They probably played sports growing up and didn't change to playing something else. And so I wanted a sport that you could play for a long time. And that's one sport that I know people will pay to play more if they're hurt.

They want to play more if they're competitive and put the money down to support the effort to get better. Whether it's. their hair, they'll actually take, take care of it. And the other thing was in my area, there was nobody like focused on that niche itself and that was the other aspect of it. So they kind of checked off all the boxes of one could supply.

Business to a business to grow a business. It's something that I liked to do. I took lessons growing up. Um, and I could see myself doing it more. I just couldn't help grow it. And nobody had touched the niche in my area. Um, I could see when, because it's Utah and you get a lot of wind, snow in the winter, [00:10:00] it's cold.

And, uh, I can see that, but I could, I had a thought that or some impression that. Um, Utah golf is actually really good and it was something there that nobody's really touched on. So I jumped on it early in 2018. Yeah, beautiful place to golf for sure. I was just out there in Park City, not for golf because it's winter time, but went skiing and, but yeah, plenty of golf there.

And yeah, so you, but 2018 kind of picked up the niche of golf, um, similar with me. That was a big one. I'm, I'm fully TPI certified, uh, for our audience. I actually had. Uh, Greg Rose on, um, middle, like late, late 2024, maybe it was October. So check out that episode. He had a lot of great, he had a lot of great wisdom on if you're going to try to tackle the golf niche, or again, you could apply what he talked about or what Jared's talking about to whatever niche you want.

And, uh, that was, that was very [00:11:00] eyeopening for sure. And so you've just been really doing a lot of content and also doing a lot of. Uh, community outreach stuff around the golf, um, explain to me what you've been doing consistently in the community to try to position yourself as an expert with golf. Yeah, so I've done a lot of content.

I'll choose with your program. We decide each month what the content is going to be. Not every month. Stop off. I do a lot of other things just help with growing a business with all the other pieces patients that we do see. But at least every other month, every 3 months or so, that's something. Around golf, whether it's golf injuries or how to prevent them or just little things.

This one next, we'll be putting out as a, you know, pre season warmup, which you guys can do before the committee outreach, I just kind of followed what. Greg Rose would teach and what he did a TPI. Cause I went through all the TPI training, fully TPI trained for medical [00:12:00] and some fitness stuff, um, but did what he did and he's just went out to talk to all the golf pros he could in the area.

And so I just try to reach out to all the golf pros. There's a dozen public golf courses in my Valley that I'm in. There's a few private golf courses that I, that I, uh, that are in my area. And so I first on went took some of your advice and put together a little workshop and went to every golf course, try to talk to all of them to put together a workshop for their men's leagues or their members, a workshop of just injury prevention and just what we could do.

I just, the content that I wanted to provide for them was something to help. Provide value to their members or their golfers. So they would walk away with something. It's going to do what Greg Rosen would do. And so always to provide value to them so they would see what I could bring to them and just educate them at all.[00:13:00]

Um, so work that started with a lot of workshops and some courses did it, some did it, um, and then it led into, joining a men's league and sponsoring the men's league in the close to my office. And that got me to meet a lot of cool people and just getting my face out there to talk to people and then meeting up with the private club members and the private club head pros.

And, uh, then that got me into getting with the local Utah section, the PGA, do local tournaments. So like the Utah Open, uh, some other opens that I go work at where I'll set my table up and I'll treat the golfers beforehand. Or the local private clubs, they have their member guest tournaments. So I'll go do a same pre round stretch table or treat them beforehand, just get them prepped beforehand to help the members and their guests at their [00:14:00] club.

 Yeah. You know, it's interesting. We, when we try to coach our clients and, you know, we. We try to make them understand that, um, you got to get out in the community, but there's a lot of ways you can do it strategically.

That's credibility enhancing, not credibility detracting. I think a lot of young chiropractors or even chiropractors that were my age. Got a little jaded with the community outreach stuff because they thought about the, the spinal screenings and the, all the different things out there that maybe wasn't what they imagined themselves doing to build a practice.

And there is a whole lot of cool things you could do out in the community that is credibility enhancing. It's going to position you as an expert and you'll feel good about doing that. And that was what. We try to guide chiropractors on, uh, the second thing we try to guide chiropractors on and is, is obviously content marketing.

I would say content marketing is the strategic approach that we really try to teach chiropractors and you can apply content marketing to the in person like you're [00:15:00] talking about, or you can obviously do it online, kind of a total web presence. And that's something that you, uh, how did you, you've shot a lot of videos.

Over the years now, you've kind of, you know, gotten in your groove and been doing that for, for quite a long time since we started working together. Now, uh, how did you originally feel about shooting videos and getting on video and getting content out there as consistently if you have online? Uh, I was very, uh, scared, very, I was never good.

Cameras. Uh, I always thought I could never really talk very well. Telling stories was hard for me because my family, like my dad and my brothers tell stories really well, but I was never at their level. And just growing up, I was always shy and didn't talk a lot. So that was definitely opening up a whole realm of things that I was not comfortable with.

But it was just early on taught me that once you just do it, just. Just do it and then you just [00:16:00] get better with it, you get comfortable and then once you're comfortable and then you get confident and it just spirals upwards and it just gets better. Yeah, you kind of referenced the strategic coach four C's that we love to give them credit for and it's amazing and it's essentially whatever, like there's just.

There's certain things we know that if we did, we would get results, right? Like, so many Kybers out there, they have this vision of what they want their practice to be, and they know in their heart of hearts if they actually did X, Y, and Z, they would probably achieve what they want, and then just can't get out of their own way.

And, um, one of the frameworks that I learned from Strategic Coach quite a long time ago, Was the four C's, which is, you know, making a commitment. So that's your first one is, is committing to something, right? You committed to go to chiropractic school, and then you have the courage to stick with that commitment when it gets hard or uneasy, or you feel weird about.

It or just not. You're out of your comfort zone [00:17:00] and you get that courage. So like you did, like people did, uh, to to stick through three and a half, four years of chiropractor school and actually go out and start practicing. And then you had a capability to become a chiropractor. So that's a third C is you develop a capability.

And when you do it long enough and consistently enough, you then have confidence in it. And it And it's, um, it's just something that I always, when I know I need to do something and want to do something, and I know it's going to serve my vision, I really think through that four C's and realize, okay, what is the.

What's the fear that I have around it and try to work on that to, you know, have the courage, we all have the fears and some people have the courage to, to, to kind of go ahead, head into the, into the fear. And some people just retreat and that's something you have my people have to dive into sometimes.

And frankly, we have those conversations with, with our clients and, you know, sometimes, uh, you know, some of our, it doesn't work out with some of our clients cause they just can't. [00:18:00] Overcome and I'm not talking about just video but just some certain things. It's like and we're not and we don't put chiropractors in a box We we don't like have them do these crazy long care plans or anything that a lot of people are concerned about it's it's all ethical based and evidence based chiropractic stuff, but You just really kept at it and that's why I wanted to To to chat with you about a little bit because you know some people I think For them to get on video or to go out and do public speaking like you do and all that they need to be This like a list celebrity actor skill set with you know, dripping of charisma and communicating like ronald reagan, right?

So it's like it doesn't have to be that way. We're not trying to turn people into um You know, world class, um, international speakers. And we're trying to become experts in our community. And, um, anybody can do that because that's a chiropractor that, cause you have a wealth of knowledge and people will get that and they, and they can relate to you when the [00:19:00] video is relatable and you're providing with, with good information.

And you've, you've done that over years and it's helped, um, build your. Your, your practice now, um, so you've been tackling the in person, you've been tackling the content marketing, you've been getting at it. And I want to, I want to kind of spotlight the cool opportunity that has come your way recently.

And I'll, I'll have you obviously dive into a little bit, but you've been working with a professional golfer that a lot of people would know. Uh, we won't mention his name, but. And, um, you been working with him because how, how did that happen originally? You just, was it because of the connections you were making the community because of the legwork you were doing around the community?

Um, not exactly. No. Um, when I was lucky or once the old verbiage of you put it out in the, in the universe and the universe will buy it, I guess. So something like that. Um, it was actually my old office when I was an independent [00:20:00] contractor about five years ago, just over five years ago, the other guy I worked with was an old, uh, big college and worked with the college as an athletic or team chiropractor for the football team.

And this golfer was actually referred to him first when he was out of town. And so I was. Taking everybody who was needed it at that time. So he referred to me and so I saw him a couple of times and then I just where it started and then from there I just kept in contact with him and didn't push anything.

He maybe once a year when he's in town and supporting with some of the stuff that he put out in the state in the area and, uh, we'll just keep in touch here and there. And then so that's 5 years ago. And then recently, uh, just a few months ago, he. Uh, reach out to me, see if I'd entertain working with them full time.

And [00:21:00] I, uh, obviously couldn't say no. So I jumped on it. And, um, to all the, I could provide and help them and just be available. And so then he's asked me to travel a few times. So I've traveled to a few PGA events and a few more planned this year and just, uh, keep healthy. Yeah. And it's a, it's a cool opportunity to, you know, keep on working on your niche like you have.

And then you get someone that, um, you know, recognizes your value and your expertise and working with golfers. And again, you know, your, your marketing and stuff that you've been doing around golf wasn't, um, without substance, you, you know, how to work with golfers, you did the TPI stuff. You've been really.

Honing your skillset on that. And so that when you did get the opportunity to work with someone of high level, you had the chops to do it. And obviously do well enough to where, um, now he's having you, uh, travel with him and, um, on, on a lot of the events, how many events are you going to do per year? [00:22:00] Uh, we're planning like eight to 10.

Yeah. Eight to 10 events and got some cool ones going to be at the masters this year. I'm jealous. And, uh, it is something we navigate was to be able to do this because usually you leave Sunday or Monday and you're there all week and come back on Sunday. So there's definitely a travel component to that in your, um, but you put yourself in a place clinically in your, in your practice where you're able to bring on another doc here soon to cover a lot of those weeks that you're out and that way the practice isn't completely shut down.

Um, you're also getting compensated. That's I think something I won't mention the exact number, but it's in the, it's in the, it's in the low six figures that get compensated from this golfer to, to be able to travel for eight to 10 weeks. That's, uh, that's really, that's a game changer financially, which is cool to see the, that impact for you and your, your family, which is awesome.

Um, and that's going to be, be great. [00:23:00] And now you're also kind of stepping into that new level of leadership to where you're gonna bring on another doctor to help out the clinic to, to cover that. And so it's exciting to see you be able to work with a high level golfer, travel to some really cool golf tournaments and, and get paid very well.

And I think. When as a chiropractor, you continue to position yourself really well, you can get some really good opportunities and command, uh, really, you know, really good money. And I think we all deserve these opportunities, um, to do that. And so, um, what are, what are some of the things you're excited about this year, um, with adding that and also kind of maintaining the clinic growth that you had from last year?

That's going to be the, the threading the needle, right? Yeah, so. This, I told you this, that bringing on a new associate is, this opportunity jumped that for three to five years earlier than I was planning [00:24:00] for a three to five year plan. So I jumped it up early, so I'm excited to see how much that helps. And help this grow more and have some another person in here to help the growth that I had last year to just continue on and also to see how much, um, maybe not out there and working with new golfers and this has opened up opened up my world to a whole new aspect that I didn't even want to think was.

Yeah. You might find yourself, uh, getting some referrals of some other golfers. That's oftentimes how it happens, which is, which is pretty cool. I, I traveled on six events, five or six events in 2011 and it was, uh, it's fun. It's a, you know, it's a lot of work and it's, and working on someone like that, it's a.

You know, high, high, uh, high stress, make sure that they're doing well, but it's a cool opportunity. And one of the things, another thing I learned from strategic coach, I obviously give them a lot of credit [00:25:00] for where I've gotten as an entrepreneur and helping chiropractors, but is the idea of strategic by product, right?

So obviously. You know, if you're in a particular area and you work with golfers, you may not come across an opportunity to work with a pro golfer, but you never know. Um, but the strategic by product concept is the fact that you never know what by products are going to come when you put in strategic.

work consistently. It's not a fluke. Like you've been strategically, um, creating content, position yourself as a golfer, getting better at treating golfers, doing all the right things. And then there just happened to be a chance to work with a guy, but you happen to also be prepared, right? It's for that, that saying when opportunity me.

Meets preparedness and that's where you were. And then this was a, this wasn't in your vision maybe six years ago, but it's a strategic by product of the vision that you did have that you were strategically [00:26:00] taking consistent action on. And I, and that's what I want the chiropractors to get out of this episode is that you need to be taking strategic, consistent action.

What you envision five or 10 years down the road is not going to come out exactly like that. A lot of times it comes out better because of these offshoot byproducts that happen. And the, the other thing is like a lot of people have excuses, but you know, Jared mentioned earlier, he's. He's married and has five kids.

Um, I'm sure there's not all the, uh, extra time in the world. And I know for a fact, you're a great family man. So it's, uh, it's not like they're just, you're swimming in extra time. And a lot of people will give me a lot of excuses about time and I get it. We all have time crunches, but what you have done is strategically utilize your time and prioritize, um, building your practice because now you are.

At a young age and really [00:27:00] being able to provide for your family, which maybe you didn't fully vision envision three to five years ago, as far as now, this opportunity, um, and how and I bring up that, um, with the byproducts. And then also just the fact that, you know, you are a family man and all that. Um, how do you, how do you manage the time?

Get up early, stay up late. What are some of the things you do or just schedule yourself? Well, uh, I do get up early. Um, my wife thinks I probably work too much, but I get up early. I just kind of kept with the schedule where I, Tuesdays, I don't see a lot of patients in the office. I just do some marketing.

I'll do that at home. Um, we'll do some, um, computer work at home, I'll do calls with you at home on Tuesday or I'll just get up early or do some of my outwork on Tuesday, but try to be home for some evenings with the kids and as much as I can, I try to coach one of them, if they do a sport, so I'm coaching my son's basketball team right now, try to coach all my kids in some basketball, [00:28:00] soccer or something that they want to do to be there for them, and then I, family is a big part of me growing up, it's part of, a big part of our religion we're, we're part of.

I always take Sundays off before we go to church. Um, I always, you know, say prayer nights together as a family. That's a big part. So. Well, as I said, you put, you put family first. Yeah, you put family first and then you, but you work hard. And I know like one of the things, and I work hard. I don't have five kids.

I have two young kids. And, um, and I am, I am blessed that my, my wife can stay home and, and, um. And manage the house and our kids and she does do some work for MCM as well. She does all our, I gotta give her, I gotta give her a shout out here, all our mastermind event planning. She does and all are like the locations, the hotels, the dinners.

So, uh, she enjoys doing that. But, um, yeah, it's, uh, I want my [00:29:00] kids seeing me work hard too, right? And that's something I've said. Quite a few times. It's obviously there's a point of no return. You don't want to be a workaholic and have no time, but you, you've done it to where you've been able to be very present with, with family, but still work hard.

And, uh, yeah, I mean, when you own your own business, there's going to probably be a little higher level of working than, than not, um, but it's been pretty cool to see you again, thread that needle of working hard, doing things consistently, have these strategic by products, but also still maintain your. Yeah, I'd say that I really wanted to be Become a chiropractor.

Cause it's more covers are run their own business and I wanted to run my own schedule. So I do plan a lot. I schedule things out my life and I always do a planning every week, every Sunday night. It's always planning for the week to see what she needs for me and what I can do to help and what I have going on.

So we plan around it and. And, [00:30:00] uh, I always wanted to run my own schedule. So that's why one reason why I chose this, this meal. So it is, it is a nice thing, even though we work hard, you do get to choose it. Uh, I have a buddy who his kids are in baseball now, and he goes in and gets the schedule from. From the kids baseball.

I think basketball too. And, uh, you know, let's say he, he has hours until 6 p. m. on a Thursday. Um, but let's say one of the kids has a game at 5 p. m. on a Thursday. He knows this in advance because he gets the schedule and he goes in and he blocks off. He gets, you know, that, that particular Thursday he's done at 4 45 and that's the priority that he has.

He, he, he might make up an hour somewhere else or he may not. And he's got an associate doctor. He's built a practice that serves him and his family. So, um, Yeah. Awesome, Jared. This is exciting. What's that? I do the same thing where if I know [00:31:00] ahead of time, I'll block it off. My wife wants to leave town and I'll, should we go to Idaho oftentimes in the weekend?

So the short weekend trip, we'll walk off on Friday afternoon and I'll sleep early. Yeah, you can do it. You can, you can definitely do that. You can carve it out, get ahead of it. I, I think one of the best things a person can do is get at least three weeks ahead on your schedule. And put on things in there that are the priorities, whether it's family stuff, sporting events, dinners, uh, even gym time, things like that, get that on the books, carve out things and work around that and, um, and work on your business.

And I think that's something that you've done and starting to pay off. And I, I commend you for overcoming any, uh, fears you had with. Getting out in the community or shooting videos or when you felt like it was getting challenging and overcoming that. I, I commend you on, on just continuing to, uh, put in the hard work and it's been cool to see the results.

So good stuff, man. Thanks. Yeah, it was challenging. There's probably a few [00:32:00] times where I thought, I mean, Utah, I probably should stop the golf stuff and focus on skiing or something, but yeah, no, it's worked out and, uh, yeah, no matter where you're at in your career, there's challenges and you just got to overcome it and, and realize we're all, uh, solving problems all day, every week and you're doing it, man.

Good stuff. Well, um, Yeah. And we'll, obviously thanks for all the stuff that you do as well as the coaching and your coaching's great. And it's been help a time. So, uh, it's been, it's been fun and it's been fun working with you. And, uh, I know we will see each other every week here and get on, on calls and stuff as you navigate, uh, this exciting new, um, adventure.

And so I, uh, I will expect my ticket from the masters in the mail soon. No, I'm just kidding, Chad. And, uh, I'll, I'll look forward to maybe having you on again to, to let us know how this year went. As you do this. Will do. Thank you for having me.