May 8, 2024
Intro:
What does it take to redefine your business and reach your fullpotential? In this episode, we sit down with Peter Georgariou, theCEO and Founder of karmadharma, a full-service marketing agencydedicated to helping organizations achieve their goals. With abackground spanning national sales, marketing, and operations attop media companies, Peter has a wealth of experience guiding SMEsand non-profits through strategic planning and brand-building. Buthis true passion lies in being of service to others - whetherthat's supporting his wife and two daughters, or amplifying theimpact of the organizations he works with. Join us as Peter shareshis unique perspective on how businesses can evolve their valueproposition, leverage their strengths, and make a lastingdifference in a fast changing and digital society!
Website:http://www.karmadharma.ca
Stay In Touch:
https://www.linkedin.com/in/petergeorgariou/
https://www.linkedin.com/company/karmadharma-agency/
https://www.instagram.com/karmadharma.agency/
Script:
I am very aware and my sense of urgency is very high on howshort our walk on this planet is.
That's what culture is going to be changing every time somethingchanges within the organization.
People are going to read this. My friends are going to readthis. Maybe they don't see me in that lens, but I think that'swhere the magic happens, Erin, like getting them into like beingout there as themselves and letting go of the good and bad opinionsof others.
Let yourself jump off a cliff once in a while and see whathappens.
Here's all the benefits for you. Here's how this is going tochange your world.
My favorite thing is to sell it, to change somebody's mind fromlike resistance to like, oh yeah, okay, I get it. I'm going to doit. Bring it on.
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I'm Jordan, CEO of a five-year-old consulting firm. Our journeyhas been rewarding, but we're now facing challenges in a rapidlyevolving market. The demand for digital transformation andspecialized services is growing, pushing us to adopt and stayrelevant. Securing long-term contracts has become tougher in aneconomy filled with uncertainty, impacting our revenue and growthplans. Competition is intense, with both new and established firmsfighting for the same clients. I realize I need help to navigatethese turbulent waters, redefine our value proposition and get usfrom where we are today to our big future goal of becoming thego-to consultancy for digital transformation, guiding businessesthrough the complexities of technology adoption to enhance theircompetitiveness and innovation in the digital era. And so I'm me,Erin. I'm very happy to have Peter with me today, the CEO andco-founder of Karma Dharma, a B Corporation. And Peter, I'd lovefor you to just tell us a little bit about you and what you do andwhy you do it.
Get started there. I want to change the world, Erin, while I'mhere. Life is short. So yeah, CEO of Karma Dharma, we're a strategyand creative agency here in Ottawa. And we're slowly moving into alittle bit of what you guys do into that people and culture as werealize people need a little escorting along their journey to helpthem along. So anything from strategic planning to full service,creative agency from creating brands to websites to you name it,and we take them to market. So that's us over there. And why I doit, I want to help individuals and organizations have the courageto be themselves in this life, kick some ass, you know, like it's,it's, I am very aware and my sense of urgency is very high on howshort our walk on this planet is. And I'm assuming walking asleepat the wheel is not a great life. And designing a life of meaningis not easy.
So we'd like to help them in that journey. So this is afictional client of ours, we're going to pretend that we're workingwith this client. But, you know, what would you say, you know, whenyou read this story? How did you feel?
I feel like when I hear the word compete to start, Erin, Iget nervous. I think that's especially working with a lot of smallbusinesses. And in the B Corp world, there's a lot of smallbusinesses, solopreneurs, as we've chatted about. And they'restarting often from that scarcity mindset. So I think the mindsetfrom the beginning is something I like to work through with ourclients. I think there's plenty of business for everyone. There'salways been competition in every industry. Sure, it can vary alittle bit, but digital transformation right now, I'd say is a hottopic like sustainability consulting. I figure there's a lot ofpeople trying to do that. So I think there's a lot of demand and heneeds to figure out how he rises to the top of the supplychain.
Okay. So what would make you a good person for Jordan to workwith on this topic? What's special about you?
Gotta call my mom for that one, Erin. I think we ask goodquestions. I think we really want to work with our clients to ashift that mindset, like I talked about, and help Jordan find hiswhy, because there's one thing there's doing digitaltransformation, but why this is his jam, why this is his life'swork, or why it's part of his life's work. And what's his zone ofgenius and all that like where is he really the guy for this or hisorganization is the place to go and figuring out you know it's notany ingredient in their recipe because there's a lot of overlap inthe industry and there's a lot of commonality and digitaltransformation but i would say there's an ingredient set that i'mconvinced that Jordan and his team have, um, that we can help Ticeout, you know, and tease out, I should say, um, and then help himdevelop messaging to go to market with that.
Like how to, how does he convey that people have difficultydistilling themselves, the essence of themselves and why peopleshould care. Um, so we joke that we're professional distillers overhere, minus the gin. But yeah, I think we are a good fit to helphim figure out how he is different in the market. Because there'seither you're the cheapest option or you have to differentiate.There's only a couple of ways to win. And so he's got to figurethat out. And not just against the people his size i find a lot ofthe people we talk to compare to themselves so there's nobody doingit exactly like us but there's a lot of substitutes for themthere's a lot of different ways to do it or they have thisphilosophy oh the big guys are eating my eating my cake um and so ithink it's just navigating that conversation to figure out wherethey are mentally at the organization and then helping them elevateabove that into their own spot.
Okay. Um, so you said that, uh, well, one thing I love that yousaid was the zone of genius and Patrick Beck, that David, I don'tknow if you know that gentleman, he wrote a book called your nextfive moves and it's awesome. So I highly recommend that to anyonelistening. But he called it the zone of fascination. And I justlove this idea of like the zone of genius and zone of fashionfascination.
Tell me how do you tease that out of a person?
Um, I think in all your secrets. Yeah, no no are youkidding no they're not that secret um I think it's creating earlyon a zone of trust here and with these people like literally havinga conversation around you know why are you doing what you're doingbeyond the table stakes I need to feed my kids and all of the juststuff, how we show up just to pay our bills and to bring them to aspot of meaningful contribution. You know, I believe we're all hereto be of service to our communities and to allow people to dream alittle bit about that and to go beyond the functional aspects ofwork and why this lights a fire in under Jordan's bum or, you know,like why is this his place? So I think it starting from creating azone of trust where there's no wrong answers and not a safe space,cause there's no pure safe space, but creating a brave space wherethis person can, you know, speak to what their challenges are,their fears are, why they aren't showing up as their best selves orsomething I fought with a long time imposter syndrome.
Why, oh my God, it can't be me. Why do I have the answer? Whywould they believe in me? Like a lot of us are fighting this incertain different ways. So just leveling the table or the playingfield that he's human, we're human. You don't have it all figuredout. Neither do we, neither do your competitors. So why don't wejust really hone in on your spot and your sweet spot? And in a, youknow, I was born in the U S I've been up here for 40 years, been along time, but I find in Canada, we are very conservative businesswise. And we are very fearful of quote-unquote bragging, whereas,you know, you told me at the beginning of this call, there'snothing wrong with selling. So I think that getting out and saying,hey, why are you awesome? Why should they pick you? And it's okayto tell people you're awesome. You don't have to be a jerk aboutit, but I think you can go out and tell the market you havesomething that you believe no one else has.
And oftentimes, if other people are doing that, perhaps it'syour why that's going to differentiate you. You're doing this torebuild your community, to save the planet, whatever that might be,right? To help people, small businesses get out of and compete withthe big boys, whatever that might be for him and his business. ofcompete with the big boys, whatever that might be for him and hisbusiness. I think it's diving deep and getting out of talking aboutthe senators and the weather. It's just harder than you think forsome people, because even in the way you positioned your casestudy, it's a very transactional, I'm in a competitive land state.How do I stand out? And then, okay. So these are very versus, okay,how do you make this your life's work?
You're going to spend 40 years at eight hours a day.That's a lot of frigging time. Why don't we just make thissomething that at the end of your days, you look back and say, Hey,I made a difference while I was here and reposition what you'redoing through that lens. Yeah, definitely. It strikes me that thekind of what I would have called sort of the BHAG of the case, theguiding businesses through the complexity, the becoming the go-toconsultancy for digital transformation, guiding businesses throughthe complexities, blah, blah, blah. As you were talking, kind ofstruck me that there is no why, you know, there's nothing that hasto do with a why in that statement whatsoever. Not that this is areal case, but this is again, something that I've seen over andover and over.
Yeah. Well, I, yeah, I think that back to the transactionalnature of, of businesses or, or jobs, right. You know, people arein this because I need to provide and it's not available toeveryone. I even think at times it's of the privileged few who getto think about something beyond just putting food on the table andbeing up a couple rungs on Maslow's pyramid. I think it's aprivilege. But I also think it's a mindset, you know, whether youfind that through the work or outside of work, you know, becomingthat best version of yourself in service of the world is low key orthe goal of every human in whatever form that takes for them.really helps them stand out. And it helps them stand out even intheir language and how they communicate that once they found thatresonance in their inner self, not to get too woo woo.
But, you know, once they've done that, all of a sudden, it eveninfuses meaning for them into what they're doing and the impactthey could be making. And hey, all of a sudden, I'm going to walkyou through a digital transformation that's going to, if you getthis right, cut your costs, allow you to compete with biggerplayers, allow you to provide for your family or those trips orwhatever that means. Digital transformation could change the livesor will change the lives of entrepreneurs and businesses and theiremployees and all these things. There's a massive ripple effect ofJordan getting this right. So now we're talking, we're not justtalking about switching, you know, to your project managementsystem.
We're talking about helping people live a great life, youknow? So I think there's something underpinning any product orservice that can, if you are passionate about it and it's not justtransactional, I think there's an opportunity there to have peopledream bigger a little bit. Totally. And like you say, like, Ithink, you know, your why doesn't have to be changing the worldover that many hour why. No. It could be, you know, I had this ideain my head. This is me talking. I literally had this idea in myhead since I was a child that I wanted to be an employer. And thatwas because I wanted to be able to give people somewhere to work,you know, somewhere I wanted to help them have a life, right?
Right. So that could just be the goal. It could just be,you know, I want to give my employees the most people possible, agreat life and somewhere stable to work, you know, because there'sa lot of unstable work in the world. There's nothing wrong with thewhy being, you know, just your internal community. That is yourwhy. I don't know. A hundred percent. I think changing the world isintimidating. I mean, I put it out there, but I think everybody'scould just be, I need to provide for my elderly parents. I couldlike, it could be that gamut is huge, but it is usually beyond thebusiness itself, right? It is, you're generating this money andthis income to use it as currency or as energy to go fulfill whatyou want out of this life, right? So I'm with you on that a hundredpercent.
So if Jordan's your client, you know, and he's coming in, he'ssaying we need to stand apart. Yep. You obviously, you mentionedyou start with why the self-awareness, the understanding of, youknow, who, who, who they are and what kind of impact they want tomake, whether it's the community or the world, where do you go fromthere? Then we start working on, you know, this is the brandingside of the house for us is really how they want the world toperceive them. Right. So there's, there's the branding side of thehouse for us is really how they want the world to perceive them,right? So there's the what they do that a lot of people get lostin. And it's very, you know, just, hey, I do A, B, and C. And thisis, you know, usually you go to a lot of websites, they say, I doA, B, and C, it's gonna be great versus, hey, here's what's in itfor you, Mr. and Mrs. Business. Here's all the benefits for you.Here's how this is going to change your world. Here's all of that.But we also work on what we call brand tone and personality. Sopersonality-wise, how do you want to be showing up?
For us, you come to our site, people might be like, oh, I lovethese guys, the people who tell us that. And then the other peoplewho never show up because they thought we're dope smoking yogateaching god knows what and so they just leave so i think there'shaving that courage to stand up for yourself and not just what yousay but how you say it and being okay like yo this is me this is usthis is the way we roll this is how it's the beginning of thatengagement with people and if they feel energetically like, theseare my people, or Oh, my God, these guys are scaring the crap outof me. It's pretty good. They know it up front, because you'llstart to find your people a lot sooner. Because so many websites orcomms pieces are just so tofu, they don't smell like anything, theydon't taste like anything. They're bland as hell. I'm not sayingOttawa's worse, but I don't know. I see a lot of that.
And I would say, you know what? There's something about standingout is hard for people. Being different is really hard. Like Idecided not to call Karma Dharma, Peter G's media media companyright i said ah this is this is what I believe in and if they don'tlike it they can kiss it um but the ones that do love it and iwould say to jordan like as we move towards it how do you want tobe perceived or there's a great question out of a conference amonth ago and i can't remember the lady who said it, but she saysher question was, who are you uninterrupted? Like if you would justgo tell the world everything about you, your org, and you didn'thave to worry about how you thought they were going to receive thatinformation and you could just speak like that, A, it takescourage, but B, we like to work with them on that first draft. AndI will tell you, we've done a lot of this where like, they're quitenervous to put that out in public. You know, the website piece orwhatever, it's like, okay, people are going to read this.
My friends are going to read this. Maybe they don't see mein that lens. But I think that's where the magic happens, Erin.Getting them into being out there as themselves and letting go ofthe good and bad opinions of others. You know, and there's that,you know, that book, The Five Regrets of the Dying. I can'tremember the name of that lady. She worked with palliative care andI would definitely. And so anyway, she goes through the top fiveregrets. And the number one is, I wish I had had the courage tolive a life in line with my values and who I was and not to havecompromised. So I find when I come full circle to doing like brandwork or the teams doing the brand work for these companies is somany of them are fearful to be truly themselves in this world. Andultimately, it's so sad. You're like, wait a minute, you're payingus to help you go tell them. And then you're still like, what ifthey think I'm silly or stupid or not good enough, or Johnny andMary over there are saying it different than me. And they seem tobe kicking ass. And I'm like, well, you're not Johnny and Mary. AndI think you standing up as yourself is the ultimate gift toyourself. That's not easy work, Erin.
I don't think for a lot of people, right? To just like show upbecause you are going to have the haters and you got to, we reallywant to print these t-shirts. We need some courage ourselves. Iwant to have these t-shirts that says F the haters. You got to letgo of these people who are just not your people. Yeah, absolutely.I will say something though, that you said right at the beginningthere, I want to, I want to touch on this because you saidsomething like, you know, they might come to the website, theymight see karma Dharma, they might freak out and run away, butthat's okay. Cause we're not their people or whatever. Yeah. I wantto say like, if, if anyone's listening and they go to karmaDharma's website and they're like, Whoa, if if anyone's listeningand they go to karma dharma's website and they're like whoa freakylike they're not I would I would hold on to that feeling for aminute because that might be exactly what you need you know youmight need to be a little bit scared if you're getting a littlecomfortable um I know I feel like the best moments that I've had,the best learning, the best mentors, the best teachers are the oneswho challenged me. You know what I mean?
The ones who were like, I was like, I don't know, man, like, Ifeel terrified to go there. It sounds like a lot of work, you know,maybe it's not like do it anyways, because to me, that's where allthe growth happens, right? But then everything else you talkedabout through that entire, you know, that last couple of minuteswas all about fear. A lot of it was about fear, right? So- Amen,yeah, for sure. So facing your fears, if you can support people infacing their fears, I think that that's the most valuable thingthat you can do for other people. What a gift. And it just happensto be, we do branding and marketing, but I would argue that back tomy intro saying, helping people have the courage to be themselvesin this lifetime.
And I'm still client number one for me. I went to a conferencesix weeks ago and this lady gave a workshop on imposter syndromeand took my breath away, Erin. I was, I can't believe I'm stillbattling this at three months from 50, you know, and, but it wasjust an extreme motivation for me as well to take that leap offaith into, okay, I still have some letting go. I'm not, everythingI've said is very far from preaching from a place of mastery. It'sreally from a place of practice that I'm still working on, talk toour team about all the time. And letting go perfection is notpossible. It's actually a, it's a plague, this perfectionism thing.So anyways, I think full circle is this journey of stepping forwardinto courage or back into fear is a constant decision at everymoment in your life. And you have these opportunities and sometimesyou just need some people on your side to help pull you forward alittle bit.
Absolutely. Yep. Or drag you kicking and screaming sometimes.Maybe. Maybe. It's funny you say that because we talk a lot about,you know, we can't do your pushups for you or we can't want it morethan our clients. So sometimes as we can open up the coachingmindset and approaches, we can present it to you and help you findthat solution for yourself. But the dragging rarely works, right?We joke about it and I get it. And sometimes you get dragged alongand you're like, thank God I did. I mean, I have teenage daughtersand most of the time I lose, but occasionally I drag them along andwin. But helping them find that intrinsic motivation within, right.To help pull them out of their shell or that conditioning that'sbeen like, you know, protecting them from judgment or whatever thatmight be and letting them like, you know, just peek open a littlebit and looking out. or whatever that might be and letting themlike, you know, just peek open a little bit and looking out.
Maybe it's not the dragon kicking and screaming. Maybe it's letyourself jump off a cliff once in a while and see what happens.Yeah. Mama birds are doing it all the time to their baby birds andthere are lots of birds around, but yes. You got it. You got it. Sowhat is the relevance is the relevance to, you know, the marketresearch, competitive research, you know, all that jazz, like, whatis, is that important to your process? Or is it, you know, mostlylike really getting to know yourself at a fundamental level? I feelthere's like the right answer and my answer and I don't know iftheir mind's the right one, Erin. We do a lot of competitiveresearch just to see how the other brands are positioningthemselves, how they're presenting themselves both visually and intheir messaging. So it's really good to see that. The counterweightto that is sometimes that can get you away from what you're tryingto accomplish because you're like, Ooh, yeah, we should do that. Orwe should say it like that. Or I love that you start going to seethese websites or documents and you're like, you know, they've gotit nailed down or they got a big marketing team. I don't know what,but so, so yes. And still hold space for, despite all, when Ilaunched Karma Dharma, or I would say this for crap, any restaurantout there, if you did your market research, you'd say, oh, well,this market's saturated.
There are tons of players in this market. You know, there's amillion marketing firms or there's a million even the strategy sideof both of our businesses there are lots of people who can help youdo this um same for restaurants so why the hell would you ever goopen up if you see because the market research could tell you ohthere's no space there right or it comes full circle to the introof your question of your case is i'm competing big and small andall of this. And you're just like, I got to go. And thenimmediately you're in this scarcity mindset. I've got to go eke outmy little bit of this. And I'm not so sure that's the healthiestplace to be launching from. So I think back to the people thing. Ithink anybody's business, your people are out there. They arewaiting for you. You need to find ways to go help them find you,obviously. But so I say yes to doing your homework. Don't ever notdo your homework. But I'm a bad example because I started thebusiness. I had no business plan. I said, hey, I know a bunch ofpeople after a long media career, and I'm going to go call them andsee if I can start a business and go. So I feel there's that,there's that agility, you know, you guys do agile work at yourshop. So, you know, there's that ability to make some quickdecisions on some initial hypotheses and have your MVP, yourminimum viable product and go test it out and let the market tellyou versus you kind of stewing over it endlessly on these fakewebsite pages or your endless business plan. So yes, homework andget out, ship your goods, get out, let the market tell you if itsucks or not. And that's a hard place to be, I think, for a lot ofpeople, because once again, there are going to be people tell youit sucks and that hurts, but there's going to be a lot of peoplewho love you too.
Yeah. What's the, what's the saying?It's like strongopinions loosely held, right? You want to go out into the marketwith, you know, confidence. But if, you know, based on the feedbackthat you're getting and feedback as quickly as possible, talking toas many people, delivering to as many people as quickly aspossible, regardless of whether you think it's perfect or not,because guess what? It never will be. And that's tough for people.Yeah. I have a preamble, Erin, if Lynn Lyons was your thing, is Ireserve the right to change what I'm telling you today, tomorrow,if I learn new stuff, right? Because strong opinions loosely held.I get new information. If I were to look back on our last sevenyears, my batting average on the correct hypotheses is for sureunder 500.
There's just so many been wrong, but there's been a lot ofgood. And in business, you're making decisions every moment ofevery day almost you know so there's a high volume of decisionmaking and kind of got to let go of those other pieces because ithought this would be great oh six months later that was stupid uhyou know but but you learned something right you learned i thinkthat i was drawn to the agile like the agile space and agileframeworks because of the fact that I'm so often wrong that's funnywell what do you think about Jordan absolutely suck your instinctssuck I think my instincts suck my instinct about people are greatmy instincts about like the broader market suck um but I what I'mreally good at is helping people not be perfectionists and just getsomething out there.
And then let's see what people think. Let's actually ask them.Because when I make I learned like my assumptions are are justterrible. Like I can't make assumptions. This is probably one ofthe reasons why I try not to make any assumption. So what wouldhave your what was your answer to the market research question?assumption.
So what would have your, what was your answer to themarket research question? I think it's a yes. And because I thinkpeople want to feel like we've done our due diligence. So from abusiness perspective, you, I think we have to do some marketresearch for sure. But the market changes, especially right now,the market's changing very quickly. So I think going out and, andtalking to people and being and being okay, even like with yourbusiness, like holding your business somewhat loosely as well, sothat you can have the space and the mindset to shift if this are oraren't working. If they are working, you do more of that. Ifthey're not working, you do less of that, right? So, but I dothink, I think that the research is important to help youunderstand what the variables involved are, right?
I agree. And I really, you said holding your business loosely.I've figured actually it was someone from Invest Ottawa actuallywho told me the worst tech companies are these guys who are marriedto the technology they've created and not the problem they'retrying and not the problem they're trying to solve. So they'relike, look at my widget or my features in this. And then they're,well, nobody's going to pay for that or wants that. And then Irealized for us, I guess, us Karma Dharma back to the full circleon the why is we know why we exist. We want to be a movement forindividual and organizational fulfillment.
We want to help these people live their best life. So theproducts and services we offer today may or may not be with us infive years or 10 years, because I'm not married going to have acreative agency or we're going to really focus on this section ofthe business where more really all of our energy is towards theimpact that we want to have. And we'll figure out how we layer inbusiness services to create that underneath. And that is looselyheld big time, like, you know, and I'm saying this to my team, Hey,I'm not sure. We'll have all these products and services in timeprobably, but maybe not. But that just allows us this space forthat growth mindset to find different ways outside of ourselves orfind partners who do things we don't do and bring themin.
And like, it just allows for a much less rigid structure aroundhow we want to solve these problems. And I don't know, I wouldlike, clearly I'm biased, but I'd like to gift that to people tomore loosely held vision of their business, right? And what they'retrying to accomplish will allow for a lot more inputs to come inwhen they're ready to receive them. Yeah. I mean, it does. I mean,similar to your work, the work that I do is often considered aninvestment for clients, you know? And so it's tempting to want togo in, and this probably goes for any business, digitaltransformation included, Jordan, where there is an investment to bemade.
You want to, you know, your clients want to believe that it's,this is the last time they'll ever have to do it. Right. But the,yeah, but I mean, chances are that this is maybe the first timethey're ever going to have to do it. Right. When we go in and wesupport with um culture shift shifting a culture guess what cultureis going to be changing every time something changes within theorganization someone goes on mat leave someone especially smallbusiness you know what i mean um so you need to be continuouslyimproving that and i think same with your marketing materials too.You can't just, it's not just a one time deal, right? I don'tthink. this November.
Thank you. And my wife and I are not the same people wewere when we got married. And so we've had the ability to growtogether and stay together and learn together. But the same foryour organization. When Jordan started his business, we look backon stuff we did three months, six months, 12 months ago, and wedon't recognize ourselves, right? Because we've changed the waywe're approaching problems has changed like our, from proposals tocontent to you name it. Everything's changing all the time becausewe have individuals have changed. And people want so muchcertainty. I feel there's like this fallacy of certainty. No, no,no. This is the right thing. And we've got it nailed.
And then, okay, tomorrow the market's going to shift a hairimperceptibly and sometimes you have mega shifts like chat gpd getslaunched 18 months ago and then every service business in the worldis you know uh having to pivot but i think often change is so smalland minute until you see it like six months later and you're likehell a lot a lot's changed in this little while and so I would sayback to back to Jordan or to any small business owner is what we'redoing today is a stake in the sand for who you are today um youknow and a lot of our work funny enough if I come back to Jordanand the case study is you you know, we're finding in, we do thestrategic planning work like you guys do.
And so there's part of it there, you know, okay, here's where weare today. We're at point A, we want to essentially a strat plans.Here's point B, we want to get to point B and here's what it lookslike to get there. And we're realizing back to the culture work youguys do, Erin, is the bigger issue is not identifying point B. thebigger issue is not identifying point B. The bigger issue is thatgap and who do you have to become to achieve point B asindividuals, right? Because there's no org change without thepeople changing it. You are where you are because of who you aretoday. And then helping them becoming mindful and change thatthing. And to your point, culture changes every time there's a matleave or whatever that might be. But holding a little grace aroundthe fluidity that is life and business, right? And that's notalways easy.
Yeah. Okay. So this has been an awesome conversation. AndI just want to say thank you for coming on the show. And I have onefinal question for you. And that is, if you were Jordan, what's theone question he should be asking?
I think it comes back to, if I only get one, Erin, I think itcomes back to initially like, why you and why is this your life'swork?
Awesome. That's really good. All right. Thank you for joiningme, sir.
Thank you. It was a pleasure.
It was awesome.
Thank you so much for inviting me.
Don't forget to stay weird, stay wonderful, and don't stay outof trouble.
