Crafting Compelling Offers for Today's Market

Unlock the secrets to mastering video content in your business with our special guest, international keynote speaker, and video content genius, Atiba de Souza. In our latest episode of the Elevate Media Podcast, we dig deep into the transformative power of video in creating authentic connections with your customers, even in a world dominated by AI and deep fakes. Atiba shares invaluable insights on the evolving video marketing landscape, likening it to the early days of SEO, and underscores the unique potential of live streaming to build genuine, interactive relationships. We also explore the significance of parasocial relationships, where your audience feels an emotional bond with you, driving engagement and loyalty like never before.

But that's not all—this episode is packed with practical strategies to elevate your business. We stress the importance of maintaining a "living customer avatar" and avoid common pitfalls like stagnant customer profiles. Through real-world examples, we demonstrate how continuous customer feedback and interviews can refine your approach, ensuring you stay relevant. Inspired by Alex Hormozi's "100 Million Dollar Offers," we dive into the art of crafting compelling offers that truly resonate with your audience. Learn how to tailor your messaging and structure your offers to meet your customers' needs effectively. Tune in and revolutionize your business with these cutting-edge strategies!

Chapters

• 0:00 The Importance of Video in Business
• 13:15 Building a Living Customer Avatar
• 20:52 The Art of Crafting Offers

Transcript

Speaker 1: 0:00

Welcome to the Elevate Media Podcast with your host, chris Anderson. In this show, chris and his guests will share their knowledge and experience on how to go from zero to successful entrepreneur. They have built their businesses from scratch and are now ready to give back to those who are just starting. Let's get ready to learn, grow and elevate our businesses. And now your host, chris Anderson.

Speaker 2: 0:24

Welcome back to another recording of the Elevate Media Podcast. I'm Chris Anderson, your host. Today. We're going to be getting into a conversation that I enjoy talking about, so we brought in a guest who's going to be able to talk to it as well. And that's video and how important it is as we're building a brand of business online, especially at that time and day. We're in now AI, with everyone creating content, so we're going to be diving into that how to message it better. So we're bringing on Atiba D'Souza. He's an international keynote speaker, super connector, messaging coach and the video content superman. So, Atiba, welcome to the Elevate Media Podcast today, man.

Speaker 3: 1:03

Chris, thank you for having me. Buddy, I'm excited to be here. Love chatting with somebody who loves video, like I love video.

Speaker 2: 1:10

Yeah, absolutely no excited, excited for it. So, yeah, you know, let's dive right into it. Man Video has been taken off, obviously, over the past couple of years, and now we've got AI shifting into the mix. Where do you see video at today and how it's being used, and how do you see it changing in the next maybe five years?

Speaker 3: 1:33

Yeah, yeah, absolutely so. Number one it's become harder to connect with your ideal customer in a meaningful way. Let's call it spade to spade, right? I mean you said AI, right, how many deep fakes are there now of different things, right? You think, oh my gosh, yeah, yeah, yeah and yes, that's going to get more and more and more.

Speaker 3: 2:00

But here's the deal. The deal there, chris, is people right now can't tell the difference between the deep fake and the real thing, and it's kind of like when anything is new and novel. But eventually we, as humans, we're going to figure it out and we're going to start to tell. Remember when ads, when we got online and ads were like, oh, that's cool. And now everyone's like that's an ad, just skip over it. We're going to get there. But here's the deal Even within all of that, you've got to hunker down right now and realize that the video revolution is happening and you can either get on or get left behind. Okay, and it's one of the most interesting times in business and it hasn't existed this way in terms of marketing since the early 2000s. Right Back in the early 2000s, there were these things called websites and the internet Yep, right, and SEO, and that was new and people who did it got this massive advantage.

Speaker 2: 3:06

Yeah.

Speaker 3: 3:07

Okay, and then everyone else caught up over time. Yeah Right, now we're in that place again with video. Yeah Right, it's a whole new medium.

Speaker 2: 3:21

Yeah, and it's, you know, because I started in 2019 with my podcast.

Speaker 2: 3:25

I started straight video from then and it's grown.

Speaker 2: 3:28

In 2020 we're doing, you know, video podcast launches, we are doing video podcast edits, and now we've grown into you know, video production agency, uh, where we, you know, create the commercials, the brand story, videos, promos, all that um, and you know, I see it as like a crucial piece again, like you mentioned, is to build that relationship, because online, you know, people are I think we're going to get back to in-person things, but I still think company, uh, and be able to have that like oh, they're a real person, like okay, you know, this is how they talk, this is how their mannerisms are, like I like how they teach, and so if you're a coach or consultant, like that's going to give you a boost when people are going to like be able to say, yeah, I resonate with that, I like how they do it and approach it on camera.

Speaker 2: 4:21

So I know I'm going to get the benefit of working with them. On the flip side to live streaming, I think and I'd love to hear your take on live streaming video I think it's going to take us even more to do that same regard, like people are going to keep seeing video, but having the unedited interactive ability to, you know, maybe see us chatting live. We've done it a couple of times on the show. I think that's going to be a huge piece going forward too that especially small and medium-sized businesses can really utilize to have better messaging, have better relationships, and it's just going to continue to expand.

Speaker 3: 4:59

Yeah, and to that point, there's actually a technical term for this. The technical term is parasocial relationships. Okay, that's what we're doing here is we're creating what are called parasocial relationships. What that is and let me give you an example, and I'm going to use myself as an example here Earlier this year, in January of this year, I went to an event first event that I was going to for the year and I was there, and I was there talking with some of the people who are legends at the event right, like the big names, right, trying to get some time.

Speaker 3: 5:38

And as I'm standing there actually we were just taking a photo there's somebody waiting in the wings and she comes up to me and she says, oh my gosh, it's you.

Speaker 3: 5:49

And I'm looking at this lady and I'm just like I'm pretty sure we've never met before, right, but she's like I follow everything that you do, you did this, and she's telling me all this stuff that we've done on social media over time, all these videos of mine that she's watched. I love how you talk about this. I love it, okay, because she's built a relationship with me from my content that I've created. So, whether that's live stream and or even recorded, right, the live stream eventually would get to be a place where we can combat the bots and AI and to prove that it is actually us. But the purpose behind all of that is building these parasocial relationships where people are growing and engendering trust in you based on the connection that they're feeling with you, that they can't get out of just written, they can't get out of a static picture Heck, you can't even get it just in audio, right.

Speaker 2: 6:55

Yeah, and I think that it's just and I see more and more trying to get into it and I also see, like the ability and the you know, the cost of entry, if you will, is super low because I think even now on native platforms, social media platforms, the native phone videos although from my perspective is a little bit like because of the production level and stuff but that's an easy and people can just start with their phone, create content and it's still like that has a place absolutely.

Speaker 2: 7:26

And I tell people you don't have to have high produced videos like what we create. Just start with your phone, build those connections. People are going to see how you are as a real person and then come to us when it's time for those specific, you know videos that have a purpose, like the flagship video, things like that. But like I think that the entry level is super simple, based on on just that and having it, you know, in the palm of our hands, uh, where you can just go out, and the camera, I mean for what it's for us, it's pretty decent if you think about lighting where you're at and and audio and things like that, which is a whole nother topic. But yeah, it's just a simple entry point to start.

Speaker 3: 8:04

Yeah, absolutely. And you know I talk a lot about the, what I call the news anchor effect. Ok, and most of us don't create video. We don't create content because of the news anchor effect, which is we, at some point in our lives, watch the news, yeah, and anchors always seem what, perfect, yeah, put together together, yep, everything is always matter of fact, not even just the news anchors, the on set, I mean the on location reporters, like I've seen, on location reporters in the middle of a hurricane who weren't wet, right, right, and you're just like I can't do do that, and that creates the barrier in your mind about why you can't create video when, as you said, chris, it's right here in the palm of your hand.

Speaker 2: 8:51

Yeah.

Speaker 3: 8:52

Right, and it isn't about perfection. People aren't looking about perfection. Yes, are there some things that you want to have crisp and polished? Yes, but not everything, because people want to connect with the real you.

Speaker 2: 9:06

Absolutely yeah, because that's how I kind of explain to people like there's levels to it.

Speaker 2: 9:10

Like your phone or, you know, do it on your own, is that entry-level connection Like the realest you can be, really the most role-based you can do, and then you just post it and then the next level would be, you know, even doing a little bit of editing on those through different phone apps, and then after that, maybe you get a regular camera and you're trying to play around with it and you seek help on how to set up lighting and things like that sound to make it look better, and then you're like, okay, we don't have the means to produce, you know, a Netflix possible video.

Speaker 2: 9:47

Now it's time to invest in that, whether it be for training courses, whether it be, uh, for a consistent show like a podcast, whether it be, you know, for a commercial. That's when, then, you can, you can outsource or bring in someone like you know our agency that can do that, um, but like it stages, like someone they would come to you like if they need the messaging first before they got to that level, so they're not investing in a video production that doesn't hit with your audience, right, right, yeah absolutely, absolutely, because, at the end of the day, that's what it all comes down to.

Speaker 3: 10:13

Yeah, this is about communication. Right, when we talk about marketing, all we're talking about is communication one human to another and we conflate it to mean a whole lot of different things. We confuse it to mean a whole lot of different things. We confuse it to mean a whole lot of different things. We get all twisted about what marketing is or isn't. And it's communication, yeah yeah, so how do?

Speaker 2: 10:33

how do businesses and brands work on that communication? You know the messaging part of you know their brand, their, their videos, if they're doing it on their own yeah, the number one thing is you must be obsessed with your customer.

Speaker 3: 10:47

Okay, and here's what I mean by that. You need to know what their poop smells like. You need to be that obsessed. Okay, y'all seriously, no jokes aside, I, we, we often think of our own product and service from our own angle and why it's great, and so on and so forth, but we don't often think truly about what's going on with our customer, not every customer, our ideal customer. What's really their motivators? What really are their pain points, what really is causing them issue, and understanding that and how it relates to the rest of their life.

Speaker 3: 11:28

Okay, because you think you're doing this one thing. Let's take an accountant. You think you're doing taxes right, and, yeah, sure, you did their taxes, but what you actually did was save a marriage I'm making this up, obviously. So maybe this is the person who was always bad at the finances and the accounting and all of this stuff. And the wife is fed up and it's just like we've been through too much and I need you to get this together. And they call you to do the taxes and say I need my taxes done and you go do their taxes, but what you're really doing is saving their marriage.

Speaker 3: 12:02

But if you don't know that, if you don't know that those are the types of problems that you're potentially solving for your ideal customer, you can't actually message to them correctly. Okay, so we talk a lot about. So, inside of understanding your ideal customer and understanding their pain points, there are three types of pains. Okay, there's an external, internal and philosophical. Okay, people talk about the external but nobody buys anything because of their external problem. Right, okay, they don't Right. They buy things either because of what's internally going on that they're not willing to say, or philosophically, what's going to be right or wrong with the world if this doesn't get fixed. That's why they buy, and if you don't know that stuff, you can't talk to them yeah, yeah, and I think getting to those, those points to understanding, is crucial.

Speaker 2: 12:59

So how do you guide people, or what would your guidance be on, you know, digging into those internal and there's a lot or, uh, psychological type, um pains that they're feeling.

Speaker 3: 13:10

Yeah. So it all starts with your ideal customer profile and building your ideal customer profile. Now here's what I'm going to tell you. Okay, you probably heard that before, right, you may have even heard it called an avatar before oh, some other term before and you probably said, oh, yeah, yeah, yeah, yeah, I did that. Uh-huh, right, you did that when. Okay, and it was a what? Okay.

Speaker 3: 13:36

So here's what I'm not saying. I'm not saying you did it once and you stick it on a shelf. No, this is a living, breathing document. You're in a relationship with your ideal customer, okay, and in that relationship just like a marriage relationship, where you're getting to know this person every day better and better and better. You're learning stuff about them all the time. Dude, I've been married for 17 years. I'm still learning stuff about my wife, yep, okay. And it's the same way with your ideal customer, and as you learn new things, you learn and understand their motivations better and you can message to them even better.

Speaker 3: 14:10

So you can't create it once, stick it on a shelf and say, oh, we did it and we call her Sally, right, who cares? So it's a living, breathing document. Then number two oh, yes, that cute little one pager we just did one for an orthopedic clinic in Vegas yesterday. 22 pages, that's awesome. 22 pages, okay, yeah, you got to know what their poop smells like, all right, so I do have something which I can give you at the end, or I can say it now, if you like. I've been doing this since 2004, 2005. It's been a long time right of creating these, and we've created a template of all of the sections that you need to consider, and I give that away to everybody for free. So if you're listening to this, you can get that for free.

Speaker 2: 15:08

Yeah, we'll definitely have the link to that in the show notes at the end and you can get that for free. Awesome, yeah, we'll definitely have that, the link to that, in the show notes at the end, and thank you for sharing that and being open to do that. It's awesome. So, as we're building out this living, breathing document of who our ideal client is, what are some really big no-nos that you see a lot of people do when they're trying to do it? Obviously you know, like you said there, they do it, they put on the shelf and they leave it. That's one obviously not not continuing to grow with the relationship. Are there any other big ones that you're like oh, don't do that, or are you trying to do that that you see a lot of people do?

Speaker 3: 15:42

yeah, think to themselves okay that's the biggest one. Yeah, okay, they think to themselves and they think they understand and they think they know, yeah, and you don't right, you, you just don't. Unless you go and actually are talking to your ideal customer, even if you you sat down and you you went through the document, you did, you built the whole thing right. You've then got to take it to real people and say, hey, does this match you?

Speaker 2: 16:13

Gotcha yeah.

Speaker 3: 16:14

Right. Where did I go wrong? What did I miss? What do I need to add? Et cetera, et cetera, et cetera. What did I get right? Okay, yeah, right. So that customer interview process piece is one that most people are unwilling to do, afraid to do. And then they just said oh, I know this is the biggest, biggest. Oh, I know my customer, you barely know yourself. Right, right, stop lying to yourself. You don't know your customer, yeah.

Speaker 2: 16:45

Yeah, that's a big thing. Like you know this whole, like if I build this, it'll come kind of thing when you could be building the complete wrong thing or you could be missing the most important pieces that they truly need. It's funny you say it like and I love how you mentioned like it's a living, breathing document. It's like as we started, you know our clients needed one thing and then we expanded as we saw the need change and now, like we're seeing a new need within our clients, it you know. So we're creating all this content social media content, uh, video, parallel videos, brands for videos, podcast videos but then we started seeing, like you know, if maybe 50 don't post it, okay. So I was like, okay, that's interesting. Like we like when you post it, so I'd go back. I'm like, hey, just curious. Uh, I've seen you haven't posted any of this stuff. Is everything okay? Like, is there something we need to fix to make make you want to post it? Like, oh, no, it was great, we loved it. Uh, we, we just haven't had time to post it or we don't know how to post it. I'm like, oh, right, okay, and we keep seeing that.

Speaker 2: 17:44

So now it's like how can we, how do we adapt to that that need? And so we're we're building out, you know, kind of retainer packages where it's like, hey, we'll do this, we can record it for X amount, and then you know, for a very low amount per month, we'll just break it down for you. So you don't have to do any of that If you're we're going to do it on your own, and then we'll also just post it and schedule out for you, so you're having content come out more consistently and you don't have to worry about it because the need keeps coming up. And so we're adapting in that in that regard. And, um, again, it's just that wasn't there when we first started and now it's starting to be more of an issue with who we're working at as far as business owners. So, yeah, it's an interesting thing to think about that is changing.

Speaker 3: 18:26

It is. And you know something else that I say a lot is every solution creates a new problem Yep, yep, Right Now. That works in both ways. So that means there was a solution that happened before they needed you that created the need for you, right, and there is a problem that you create that then points to the next solution that they need. That may not be you Right, and and listen, even then understanding and messaging and all of that helps. So, like for me, a lot of my messaging helps people before they ever even need me, right, so I'm actually going to help you solve the problem you have before you need me, right, right.

Speaker 2: 19:12

Yeah, and I think that's something like the how we have to get used to is, you know, almost you know you hear, add the value first. You know there should be jab, jab, jab, jab, jab, jab, whatever, however many jabs and punch, kind of thing. Yeah, and just and just add that video. You know, solve problems until you get to the bigger one that then they really do need. You Like, for us it's like hey, how can we help you have a better setup, how can we help you use your phone better with video? How can we?

Speaker 2: 19:39

You know all those things that you know we don't necessarily do because they can do it on their own. We want to assist and help them improve until they're ready for us and then hopefully that we, you know, be able to help them, uh, with what we do. But you know, that's kind of like figuring that out. Um is is a critical part, and sometimes it's hard for people because they think, well, if I give all this stuff for free, then no one will, no one will buy from me, kind of thing, Cause they've solved all the problems, kind of, but not always the case.

Speaker 3: 20:08

So there are a couple of things there.

Speaker 1: 20:10

Yeah, okay.

Speaker 3: 20:11

Number one not everyone's going to buy from you anyway, right, Right, yeah, dang it. There's a population out there that just wants to DIY it. Yep, and guess what? They'll go and learn from you. They'll DIY it and they'll become your biggest champions. Yeah, so don't look at it as a bad thing. Look at it as a good thing. You can get testimonials from them and they never even paid you, right? Yep, okay, and it's a good thing. Yeah, right, so that's on one side. Um, on on the other side is you want to give them information, you want them to go try, because you want them to fail, because in that also proves your worth, yep, okay.

Speaker 3: 20:52

Now, um, there's a bigger overarching topic here that a lot of business on, especially when you're, when you're new, you don't know and don't understand, and it's one that you need to really dive into as well, which is offer strategy. Okay, there is an art to creating an offer. Please note I didn't say a price. Price is only part of the offer. Right, okay, there's an art to crafting an offer, and in learning that art helps you with your messaging, helps you understand what to give away for free, helps you understand what their next problems are, helps you with your messaging, helps you understand what to give away for free, helps you understand what their next problems are, helps you understand how to position yourself so that they will love you.

Speaker 3: 21:40

Okay, and so if let me just rephrase you haven't studied offer strategy, right? Okay, and I say that because 99.999% of business owners have it Right and truly understand, truly understand there's an equation to figuring out your offer, an actual mathematical, formulaic equation. We could, we could, okay that, and they will tell you how good your offer is. Yeah, right, and so that's the place that we need to start, and the best way to do that is go read Alex Hormozy's book a hundred million dollar offers.

Speaker 2: 22:20

Yep, I was thinking the same thing when you're talking about it. Okay, that's where you start, yeah.

Speaker 3: 22:26

He gives the absolute best blueprint on how to structure an offer and that formula? Yep, absolutely. And by the way, when you think you understood what he said, you don't. Yes, yeah, I know I went a couple times. Yep, that's, I read that book eight times. Yeah, okay, I'm not trying to say that because I'm smart or anything. I know I get it Okay.

Speaker 2: 22:53

Digest it. Yeah, yeah, and I think he actually just sent him out with a workbook for that too, I think, did he? I'm pretty sure I just purchased a workbook for the $100 million offer. Yeah, like 25 bucks or something like that I'll name it.

Speaker 2: 23:07

Okay, yeah, so I'm excited to dive into that again and go through it with the workbook and test that out for sure is it? I mean you're right, I mean there's a formula to it and it's. You know, most people haven't dove into that at all, they just exactly, I'm gonna do this and solve this. But like there's so many pieces, exactly like you said, yeah, I have like I want to know that a couple times and I have to go through it again and again to to really hone it in, because we're always, like you know, elevate, started in 2021 and we've grown and, you know, super thankful for that. But, like we're, we still improve every time, every day, you know, and our offer can change just a little bit until we get it like where it's pretty consistently running, um, and, you know, makes sense for everybody, because there's still a thing you have to tweak and it can be the same for any kind of corporation or business. So, yeah, I mean you're spot on that with the offer, have to really dive into it.

Speaker 3: 24:02

Yeah, yeah, yeah, yeah, super critical.

Speaker 2: 24:05

So with that too, like how important is it on, I would kind of get into the super detailed thing. But, like the words we use, does the actual vernacular that we use matter, because I've heard, you know, make it like so easy a fifth grader could read or understand. Is that still true from your perspective? So absolutely.

Speaker 3: 24:26

You want to make. You want to write in a language that people can understand, right, but you got to again being obsessed with your audience, okay. So let me give you an example. I have three children. Okay, in fifth grade, my eldest daughter couldn't put down a book. In fifth grade, my eldest son, or my next, my middle son, he said my second child. That's what I wanted to say. My second child, my son, right, he couldn't sit in the classroom, but he loved to be up talking in front of the classroom, oh, okay, and wanted to be on the sports field, nice. Okay, I wanted to be on the sport field, nice. Okay, in fifth grade, my youngest daughter was the class counselor. Okay, you can't talk to all three fifth graders the same, exactly. So, yes, you want to at a fifth grade level, but you still got to be obsessed with your audience to know which freaking fifth graders am I talking to today?

Speaker 2: 25:34

Yeah, that's so true. Yeah, because, like, if you're talking to, like, a skilled trades business versus, you know, consulting a business, consulting firm, the words you use and how you present it is going to be a lot different.

Speaker 3: 25:46

Yes, absolutely Without question yeah, without question. Right, if you came to me and talked to me about gray's anatomy stuff like that was all in your copy. You're making references. I've never watched an episode, right, so all lost on me, right? Okay.

Speaker 2: 26:07

but if you want to bring up suits, I'm all in all, right, okay, so how important is it to get that? I know you said and I'm going to guess very important, because you said you got to know what their poop smells like, because I've heard both sides of the camp you need to get to know them at a detailed layer. We help I don't know if you're helping dad we help fathers who love Marvel and love go. Like, do you have to get in that detailed of it?

Speaker 3: 26:38

as you go. Yes, okay, the the better that you can identify who you're talking to. Because, again, if marvel is really important to them and you're only talking about DC characters, right, you're pissing some people off, right, yeah, right Now, is it important to know that they stub their toenail every time they walk? Probably not If you're selling them. You know a computer system. Probably not, right. So, yes, there are limits, sure, okay, but you want to. They have to be able to. And this is when you know you've got it right. Okay, when your customers are saying how did you know? I was thinking about that, or it feels like you're in my mind, when you're getting those responses you hit it.

Speaker 2: 27:32

Until then, keep working, keep working for sure. Yeah, absolutely, you know cause, I think. What do you think stops people from really diving into that and figuring that out? Is there some work?

Speaker 3: 27:42

It's work and and the the thought of creating content is daunting enough. Yeah, and most people's minds it isn't actually daunting enough. Yeah, in most people's minds and it isn't actually daunting, but most people have created this aura around it for various reasons. And so now you want me to do what, you want me to stop and think and work, yeah, and, but then I'm not getting anything done. And and here's the thing, when we create content, every piece of content that you create has to be linked back to your ideal customer profile. Okay, to the point where you you have to be able to justify it. Yeah, if you can't justify why this worked as something we created based on something that we have in the ideal customer profile, we shouldn't have created it Right, and that's the issue, because when you don't want to do it, then you say, okay, I'm just going to go out, I'm going to start creating content, and then it doesn't work, right, right, and your content falls flat.

Speaker 2: 28:45

Yeah.

Speaker 3: 28:46

Then you start to say, well, this whole marketing thing is a sham, it doesn't work. It's like no, you didn't do the work. Yeah.

Speaker 2: 28:56

Yeah, it's like you know you try to help everyone, you help no one, or you try to speak to everyone and you speak to no one kind of thing. Facts yeah, exactly, that's awesome. Well, tiba, this has been, you know, a fantastic conversation. I think it really will guide those who are listening in to really reconsider one their offer and their messaging and dive in even more to that. And so you know I know you mentioned earlier that you had that link If you want to continue to learn from you, maybe get that template, get your help or anything of that nature. Where's the best way that they can do that?

Speaker 3: 29:33

Yeah, so that template that we talked about for building your ideal customer profile and yeah, like I said, we've been putting this together for 20 years, so you've got 20 years of my work of trial and error here. Okay, it's at contentcoachsocial. Okay, contentcoachsocial, you go there, you can download it for free.

Speaker 2: 29:54

Awesome, cool. And would that take them to connect with you on social media as well?

Speaker 3: 29:59

yeah. So to connect with me, the best thing to do is go to meet atibacom. That's meet atibs and boy acom. That'll take you directly to my linkedin. When you get to my linkedin, don't hit the follow button. Hit the connect button. Go to more. Hit the connect button and then tell me you saw me on Chris's show man. Let's talk one-on-one person to person, human to human. Believe me, it won't be AI.

Speaker 2: 30:26

Yeah, that's all I tell people. I still answer my DMs myself, so send me a message. But yeah, everyone, make sure you get connected with Atiba, get that template, start diving in more to um, his work there, his use of experience, and I'll also link Hormozy's book and workbook in the show notes as well so you can take to his Atiba's template, take the offers, um, and, and really start building out your messaging and offer and uh again at you. But thanks so much for being on the show today, chris, thank you for having me, buddy, appreciate you.

Speaker 1: 30:57

Thank you for listening to the elevate media podcast. Don't forget to subscribe and leave a review. See you in the next episode.