Why You Should Be Using LinkedIN For 2020

"LinkedIn Sucks."
"LinkedIn is Boring."

I often hear phrases like this, but I want my 365 Driven family to be better informed than the others.

Yes, the OLD version of LinkedIn sucked. It was a boring cesspool of snooze-fest corporate updates and press releases, and thousands of people job-seeking. It was basically an online resume storage site, where recruiters mostly hung out.

LinkedIn isn't like that any longer. In the last two years, it has dramatically changed.

Some of you may not know that Microsoft owns LinkedIn as of 2016. It now has a huge financial backing.

Microsoft wants to play ball against social media titans like Facebook and Google (YouTube).
They started changing LinkedIn to operate more like a social media platform, rather than an article post dump. Like buttons, share buttons, video upload capability.

There are now thousands of people creating informative content around the topic of business and professional careers.

Think of LinkedIn as becoming the Business Social Media.

But here is why you should be on LinkedIn...

The main advantage on LinkedIn is the tremendous organic reach potential of your posts. This means far more people will see the posts and content that you create. This won't last forever. Social platforms reward us with huge organic reach potential to entice us to participate more. They control this with their algorithm.

Think of these social media sites as crack dealers. They give you some free product to try, and then you get addicted and want more. They start out by charging you a little, and then the price continues to increase over time.

Right now, that crack is basically FREE on LinkedIn. Very similar to how Facebook was, about 5-6 years ago.

I get it, you want some hard data to review...

Now for some split test results. You need to see hard data to fully comprehend why you should be spending more time on LinkedIn, vs other social platforms.

Compare the images attached. I posted the exact same post on the exact same day. These are where they stand this morning.

Facebook Business Page (6K followers) = 484 reach / 33 engage
Facebook Personal Page (7K followers) = unknown reach / 162 engage
Instagram Business Page (9.3K followers) = 2063 reach / 210 engage
LinkedIn Personal Page (4.2K followers) = 2130 reach / 39 engage

Results divided by follower count, shown in percentages:

FB Business = 8% reach / 0.05% engage (super weak!)
FB Personal = unknown reach / 2.3% engage
Instagram = 22% reach / 2.2% engage
LinkedIn = 51% reach / 0.9% engage

If you are a business owner, you really should be putting some effort into building your presence on LinkedIn, especially in 2020. You won't find cheaper attention for your business or personal brand.

While you are there, connect with me at https://www.linkedin.com/in/tonywhatley/


Stop Wasting Time With Meetings

Stop wasting people's time with meetings!
Meetings aren't intended to be a social gathering for lonely office workers.
Meetings aren't useful for trying to be a public speaker. Find a real stage if you like sharing your message.
Meetings don't exist for you to showcase your boring slideshow or report, which only you care about.
Meetings aren't meant to be held, just to propose another upcoming meeting.
If you would like your company, department, or team to achieve higher performance this year; Let them work.
Meetings should only be attended by decision-makers and key stakeholders relevant to the topic, not spectators.
Meetings should only be held for these topics:
1. To arrive at a decision, once all available information is presented by a team.
2. To create a plan, but only if team input is required.
3. To solve a problem or emergency, but only if team input is required.
Make some rules for meetings:
"No agenda, no time management? No meeting."
"No decision to be made? No meeting."
"If this can be communicated via email or phone, no meeting."
Make this year more productive. Everyone hates wasting time in unnecessary meetings. Make every meeting count!

Seeking New Opportunities

I really dislike the phrase used in the title of this article. I've used it, before.

"Seeking New Opportunities"

This phrase can be found on numerous LinkedIn profile descriptions, on any given day. Corporate roles come and go, as sure as the sunrise and sunset happen each day. Thousands of good people eventually lose their jobs. The reasons are many; Industry downturns, weak corporate leadership, mergers, or poor financial performance.

Many times, the catalyst that leaves you unemployed is something beyond your control. It was someone else's decision. You feel helpless, and cannot do anything about it.

Your response to this unfortunate event is typical. You've been here, before. Driven by desperation and anxiety, you review your resume and update it, in hopes of including some magic that will attract the eye of potential employers. You freshen up your LinkedIn account. You comb through your social media accounts, to be sure no red flags are present. You begin reaching out to people you haven't spoken to in years, feeling awkward about it, asking them for leads or possible jobs.

We hate experiencing this. Yet, so many of us keep placing ourselves into the same situation, time and time again. We keep allowing our livelihood to be controlled by other people. We are always one decision away from being jobless. We are brainwashed by society, and our peers, that this is our only option. We must "find a job" and go work for someone.

I grew up watching my dad getting laid-off a few times, during his oil industry career. I saw the pain and felt the stress levels increase within our household. I've been part of three oil downturns myself, in my 25-year career in oil. It seems that every 5-7 years, another wave of cuts comes around, and employees are forced into survival mode. It is such a terrible mindset to have to exist and operate within.

You need to start betting on yourself. You need to stop allowing your career to be someone else's decision. You've invested in yourself. You've gained experience and skills. The world needs those from you. Invest in yourself, and learn even more skills and knowledge. This is a never-ending process.

In 2001, I started my first LLC company. There were many years that my income from that side business, exceeded that of my corporate salary. In almost 20 years now, I've never had to worry about the downturns. I never had to worry about my bills being paid. I worked corporate roles because I enjoyed many aspects of it. But, I always had a parachute in the form of personal businesses.

You can do this. You need to believe in yourself. Quit focusing on building the dreams of others, and work towards your own. Life is way too short, to just pay bills and die.


I Used to Dream Too Small

Growing up in the lower middle-class causes people to have some beliefs that can actually limit them from reaching their true potential. I know, because I used to be like this.

When you are surrounded by those with an average mindset, you may adopt average goals. I grew up thinking that success meant getting a high school education, a house, a family, a car, and a "steady job".

I grew up in a 1,000 sq-ft home, in a small suburb of Houston. My parents were hard workers. We were never poor, but we never had luxuries either. Every dollar that came into that house was based on sweat equity. Like most, it was just trading hours for dollars. Marking your calendar for paydays, so that you wouldn't overspend your check.

I learned to value working hard. I also figured my life would be a repeat of how I grew up. That was the norm. You see, people rarely climb out of their financial demographic. The mindset sets in, and they become comfortable when they achieve what everyone around them achieves.

I was always curious about how successful people reached those levels. I'd heard all the excuses before, like "They were born with it."

Hearing stuff like that has a tendency to make some people give up. They lose hope, because they weren't born with it. The average mindset strikes again. You start getting advice from those who never tried, and just repeat the same excuses that their elders told them. When you are young, you have no reason to disbelieve those senior to you.

Here is the real truth. If you are currently setting your goals to be within the middle-class, you will be living a tougher life. The reason is just based on sheer numbers. This group consists of the most people, therefore you are competing against the most people. You are competing for the same jobs, same homes, same resources. Supply vs demand forces your value down, because there is an abundance of supply - the people.

When you can set your goals higher, your mind will now compete for prizes at a higher level. Where there is much less competition. MUCH less. In our digital world, you won't need the large financial backing to compete in those arenas. Attention is like currency, nowadays. The money follows attention. It follows influence. It doesn't matter where you start from, the rules are universal.

When I was young, I used to think that earning six-figures was only a dream. It was so far away from my reality, my world. When I started my first side-jobs, I thought earning $50 was amazing. When I waited tables, I thought earning $100 after working all day long was awesome. When John and I started LS1Tech, we thought earning $500/month to pay for our hotrods would be cool. Yes, we set really low goals back then. That site earned over $30,000/month when we sold it, six years later. That was just a side-business for us. I eventually also earned multiple six-figures in my oil career.

This was all a result of a mindset shift. Surrounding myself with other driven people. Working with mentors. Working on self-improvement daily. Setting goals, and taking action. Stepping out of just settling for average.

This path isn't for everyone. Some will probably read this, and roll their eyes. They will continue to make excuses about why they haven't reached their own goals. They will blame others for their situation.

At the end of the day, it all comes down to you. Your grit. Your willingness to push aside self-limiting beliefs, trusting yourself, and doing the work. There is no easy way. There is no get-rich-quick. There is only work.

Today, I enjoy helping my clients start up their first businesses, and helping existing businesses level-up. It is what I was meant to do. If you want to work with me, please contact me.

I've accomplished much during my career so far, but I feel like I'm just getting started.

I have some BIG dreams, nowadays.

Unlearn Your Childhood Mindset

We are programmed to fail from reaching our potential, as kids.

We are taught to stand in line, fit in with others, be like everyone else, play things safe, follow the rules... if we want to be accepted by others. If we want to avoid criticism.

Dress like your friends. Like what your friends like. Think like your friends. Act like them. Participate in the same things.

The herd mentality. Safety in numbers. Moooo! 🐄🐄🐄

Take a look at yourself today, as an adult. You likely still hold on to these same learned behaviors, and have never given them any thought. It isn't your fault, it is all that you know!

Your uniqueness is what makes you remarkable. Critics offer no remarks, if you blend in with the masses. Being brave enough to stand apart, is the very definition of "outstanding". Owning your vulnerability is a sign of courage. We admire those who are willing to put themselves out there for a good cause, yet we hide in fear about doing it ourselves. Why?

There is no reward for being average. If you don't have any critics, it simply means you aren't doing anything worth noticing. You are merely blending in, avoiding risk and living with the fear of rejection. Just like the masses.

All the famous and influential people we recognize, simply decided to step out of the norm. To show their uniqueness.

You may not be living up to your potential. Be outstanding. 👊

Tony Whatley, Best-Selling Author of Sidehustle Millionaire - visit sidehustlebook.net


Destructive Posting on Social Media

As a business owner, always be mindful of the things you type on social media. Before pressing that "submit" button, take a pause to reflect on your customer base. Ask yourself this: "Does this post help my business, or does it potentially harm my business?"

We've literally seen emotions and strong opinions grenade someone's business, before. Sometimes that explosion is something that you cannot recover from. We all have opinions, and sometimes the best option is to keep quiet. We've also seen business owners post things that may cause current and potential customers to reconsider doing business with them. How you choose to portray yourself on social media, is a direct reflection of how you wish to represent your brand.

It takes conscious effort, but if your business or brand is important to you, it is something that needs to be considered with each and every post you share. Be purposeful, think with business strategy in mind.

Reasons You Should Write A Book

Reasons You Should Write A Book 🤓

I know that there are several others out there who have a book inside their mind. I've always wanted to write a book, and I've felt that way for years.
Because I love books, I've always considered the title of "Author" with admiration. Writing a book shows someone's commitment and dedication to finishing what is typically a very long personal project. Nobody accidentally writes a book, or lucks out into having one created. It must be earned. That is also what makes it respected.
Why should you write a book? There are several reasons. Here are only a few.
1. A book will help establish your authority in a subject. It takes personal commitment to learn the content, gain the experience, and put it into words. A book is still considered a key tangible item, that people will instantly recognize as a proof of authority. What do you want to be known for?
2. If your story, message, or knowledge can help one person - it can also help thousands of people. Changing one life is very powerful. Changing thousands is a real impact. Changing millions? You've then created a legacy. If you have something important to share with the world, consider it your duty to get it out there. Your book will live longer than you will. What do you want to share with the world?
3. Hidden opportunities become visible to you. You knew they likely existed before, but you never had access to these opportunities. Getting invited to do interviews on radio, TV, podcasts, magazines, YouTube channels. They all have a similar key to unlock those doors...a book. Before I published the book, most of them wouldn't give me the time of day. Now they seek me out. I also have two speaking engagements this month, because of the book. The flip in attention has been incredible, something I never expected.
4. Marketing power. Are you building a personal brand? Are you marketing your business? Having a published book in that segment will serve as a very powerful marketing tool. My competitors might hand you a business card, which will get tossed into a pile of others within some random drawer. I might hand you a book, which will likely sit on your desk until you decide to read it. And then, it will get placed on a shelf, for easy reference later. Think of a book as a business card on steroids. People will remember meeting an author of a book. They won't even remember your name on a business card.
5. Passive income. While the book sales are never intended to make you rich, they do have the potential to generate passive income. My book launched in May 2018, and it is averaging about $1,000 in paid royalties per month. I won't receive my first hardcover edition royalty report until later this month, so it will be higher than this. Self-publishing is a healthy profit margin, you earn 70% of the sales through Amazon, and you set your own prices. Advertising through Amazon is also very inexpensive and automated. I am spending about 15% on ads to generate a return on sales, so I'm netting 55% profit.
6. Active income. Think of the potential upside that comes with all the added opportunities, exposure, and marketing. There really is no limit, it will depend on how you put it all to good use. Think of all those famous authors out there, who had their lives instantly changed by these opportunities. What would their lives look like today, had they not started typing?
I hope this list has provided you with some encouragement. 💚

Building a Brand? Show Your Face!

Marketing & Personal Branding Tip - Show Your Face! 

I want to offer a helpful suggestion to those using social media to build their personal brand, or even a newer company brand.

Faces sell. Logos do not.

If you are using anything but your own smiling face for your profile pic, you are likely hurting yourself in terms of marketing potential. I'll explain.

The best marketers understand human psychology and behaviors. No, you don't need to be a psychologist to understand this, there are several books on influence and marketing that you can learn from. I'll offer the shortened version.

Humans seek connection with others. We are wired this way. The best ads always show another human. The best websites always have smiling faces shown. The power of testimonials is unquestionable. Faces build connection. Connection builds trust, and that leads to sales. People do business with those they like. It is really this simple.

When you use a logo, or worse - some cartoon or strange photo as your profile pic, you miss out on hitting your marketing potential. People are skeptics by nature, so now the initial reaction to your pic is "What are they hiding?" - the complete opposite that you want, as a brand builder. Until your brand logo is well-established and recognized by the masses, you are likely better served by using a picture of your company representative.

I used to have a logo on both my Facebook and Instagram business pages (365driven). Someone gave me this same advice a year ago, and my follower count literally doubled on both pages, in a single year. I didn't change my posting behavior, I just added a more "human" aspect to those accounts.

Now, let's see those smiling faces! 


Sundays are generally a day for relaxing, for most people. As the sun begins to fade, late in the day, there is a common mindset shift away from our enjoyed activities. We begin to think to ourselves "Tomorrow is Monday." Very few people look forward to Monday. If you happen to be one of the few that do enjoy the day, congratulations. Perhaps you will remember a time when you didn't enjoy the beginning of the work week. We've all been there, before. Remember, we may also return to that point of dislike or unexcited mindfulness, due to any unforeseen circumstance. Your happiness may only be temporary, and could be altered by someone else's decision.

How many of you feel stuck in a routine? A stagnant, stale, repeating schedule. The thought of the stack of to-do's that you must tackle, the pile of paperwork or tasks that you must unravel. All of this stuff is just on pause, awaiting your return to your desk. It can seem overwhelming, at times. That phone, curse that annoying digital ring tone. It can't wait to annoy you again, evidenced by the ringing it is already making as you first walk up to your desk. You aren't late, the callers are just relentless. That email inbox. Sometimes you wish you could just click "select all" and follow it with "delete". You smile when you think of doing this. But, you know reality cannot be avoided. The emails will keep coming. The important messages get buried beneath the reply-all conversations from people who just love to read their own messages.

Sometimes you'll find yourself staring at a wall in your cubicle or office. You begin to think "Is this really my life? Is this it? Do I really have to do this for 40 years? There has to be more. This can't be my life." Then your logic steps in to justify things. "Well, they are paying me to do this. I guess I'll keep doing it. I need a job. I have bills to pay."

How many of you are feeling throttled back at your job? Knowing you could do much more, but are held back from your potential? You succumb to doing busy-work that really isn't challenging to you. You continue to provide value, but feel unrecognized for it. You are continually told to wait your turn for those promotions, while watching the current role-sitters fumble with incompetence. You can keep watching that show, because you know that the company rarely removes people. You might be waiting a very long time, decades perhaps. "Pay your dues" they say. Welcome to the no-passing zone. Stay in line behind that slower moving vehicle. Now, this isn't to disregard wisdom and experience, but some corporations fail to realize that some people never gain those attributes - regardless of age. You can laugh, because we've all seen cases of this.

So what do you do about it? Complaining at the coffee machine in the break room, or while eating lunch with your co-workers won't solve anything. Everyone does that, it is like a favorite pastime for colleagues. Complaining never solves anything. Only action that results in change, can alter your trajectory. If you don't know what your career trajectory is, take a look at your supervisor. Maybe their supervisor, too. That is the path you are on. When you evaluate their positions, pay-scales, and lifestyles; is it going to be enough for you? Are their current standings equal to your final goals in life?

These are the questions that few employees take time to consider. The sad reality is that most people eventually land on a plateau of being content. We get to a point where what we earn, can make us sustain just enough pain. It isn't until we feel true pain, and discomfort that we are willing to incorporate changes. We might be running on that treadmill with a tasty snack hanging just before our nose, just out of reach. Then we look at our clock and 40 years have passed by.

These thoughts are what always made me strive for more. While I've truly loved many aspects of my engineering / project management career in oil, I always felt I could do more. If I wasn't going to receive the potential during that 8 hours a day at work, then I'd find an alternate path on my own time. I started building my own companies, in my spare time. It has proven successful. I've essentially led a dual career for the last 20 years, in two completely distinct industries. Oil and Automotive Performance. I have created huge networks within both industries, without merging the two.

I've always striven to do my best, on both sides of this career division. No doubt I've put more manhours into the oil side, as it is more demanding of time. Financially, both sides have been about equal in the long-term. I just want to provide you with the knowledge, and courage to understand what is possible. You can make excuses, or you can make things happen. This was the basis for writing my book, Sidehustle Millionaire. I know there are thousands of working professionals out there, who have hit that glass ceiling within their corporate careers. Highly talented, driven people, who will never get the opportunity to shine brightly. I also know of  younger generations of professionals that are hungry, and willing to take alternate paths.

When you aren't receiving the opportunities at your day job, sometimes you have to create your own. I hope to help thousands with this.





Reasons Why We Do Not Start a Business

There is no shortage of excuses available, when it comes to the consideration of starting a new business. Many people have simply created mental roadblocks, and set self-imposed limits of their own potential. Most of us already know the answers to our hardest questions, yet we still seek validation to take that first step. The internal struggle is the real battle here, nothing else.

These are the results that I compiled, while gathering research data for my upcoming book about starting a business. I sent out inquiries, and received over 100 responses back. These people consist of current business owners, and aspiring entrepreneurs. There was no specific industry requirement, no age or gender bias, nor revenue target. We received feedback from at least 5 different countries, as well. This effort was purely to collect the main reasons that people do not start their first business, and to identify the main drivers to starting a business. While I had their valuable attention, I sought to ask for lessons learned. What their challenges were, and what changes they would make if they were to start all over again.

The data below is expressed in a percentage, based on the number of responses received. I removed any single-digit responses, to provide more focus on the predominant replies.

1. What were the top 3 reasons that kept you from, or delayed you from starting a business?

  • 58%         Fear, self-doubt, lack of confidence
  • 56%         Lack of money or funding
  • 36%         Lack of knowledge, experience, or education
  • 33%         Already had comfortable salary / benefits career
  • 25%         Lack of time
  • 25%         Too many ideas, lack of focus
  • 18%         Negative influence from friends or family

No surprises here. The most popular answer that holds people back is simply fear. Fear of failure, fear of rejection, fear of becoming successful. If anything, this shows you how important your mental mindset is. These people had to overcome these fears, and take that crucial first step. Fear isn't something tangible, you can't put your hands on it. It is purely a mental roadblock, which you will need to put in serious effort to improve upon. It is unfortunate that so many people are held back from their potential, simply by a lack of self-confidence. Confidence is purely a decision, it isn't a genetic characteristic. You simply have to decide to be confident, even if it feels uncomfortable at first. This is how you build real confidence, by trying it more often.

Lack of money was near the top, as expected. However, many of these business owners mentioned that the money thing was mostly a figment of their imagination, prior to getting started. Once they actually started the company, they realized how inexpensive it can be to actually start a business. Not every business requires huge funding, many could be started for a few hundred bucks. So, before you put money as a reason not to start, be sure to evaluate if the business you want actually requires a large investment. You may find it doesn't.

Feeling as if you do not have enough experience or knowledge was also similar to money. It was a perceived roadblock, but many entrepreneurs discovered that they were able to start and also learn along the way. The truth is, we never quit learning. Don't be afraid to jump, and learn as you go.

Rounding out the bottom of that list, is one topic that I address quite often with clients. The power of influence by their inner circle of friends and family. People love to keep relationships and attachments, even if those are deemed caustic. It is difficult for some people to let go, and they try to please everyone. If you are not being supported within your circle, it may be time to find a better circle. Spend less time with those who hold you back, and replace them with people that encourage you to improve.

2. What were your top 3 reasons to start a business?

  • 82%         Independence or flexibility
  • 73%         Increase of income
  • 35%         Gain a sense of personal accomplishment
  • 24%         Following passion, fun, or enjoyment
  • 20%         To help other people, or build legacy

Freedom! There was certainly a breakaway response within this pack of responses. While the potential increase in income was important to most, the idea of being in control of their own destiny was the most important reason to start a business. How many of these resonate with you?

3. If this is a side-hustle business, what reasons keep you from quitting your normal career?

  • 49%         Need for steady income or benefits
  • 20%         Enjoy their current career

The funny thing about this question, is that I did not specify any amount of responses. But, we ended up with basically two reasons that people would start a business on the side of their normal career. Several could not walk away from the stability their 9-5 offers, and a few even loved their current job. They just wanted to increase income, on the side.

4. Once your business was started, what were your 3 most difficult challenges about running the business?

  • 40%         Managing cash flow, financial and taxes
  • 31%         Lack of knowledge or time related to salesmanship or marketing
  • 29%         Managing partners, employees, or contractors
  • 20%         Time management
  • 16%         Managing growth or expansion
  • 11%         Work / Life balance

Did you know that a recent study from the US Bureau of Labor Statistics shows that 20% of all new businesses fail within their first year? And, 50% of those businesses fail within 5 years. The number one reason businesses fail is cash flow. Some data suggests as much as 80% of failed businesses are directly related to cash flow problems. Not pricing their goods or services properly, not generating enough revenue, not collecting on overdue invoices, screwing up payroll, improperly filing taxes. Money is the lifeblood of your company, and it is essential to manage it properly. You should make financials the #1 responsibility in your business, because you cannot operate without money. As a business consultant, I can't count how many times I've seen small businesses fail because they got behind on bills, and were just trying to drum up new business to pay for the old debts. It always leaves the last round of customers screwed, when they shutter the doors. Get ahead of that, be sure to keep enough cash on hand to operate your business, and flow that money through the process properly.

Marketing and Sales seems to be a really weak spot for new business owners. Pay extra attention to this! Just because you are a technical wizard, or have some awesome talent or knowledge in an area, it doesn't make you good at creating sales. That is Business 101, to create a transaction. Too many people jump into starting a business, but have no clue on how to market or advertise, and close the deal. There are numerous books, courses, and coaches out there that can help you with this. Do not take this lack of skill lightly!

5. Has your business has achieved your original goals? Choose one.

  • 47%         Have not met goals
  • 22%         Exceeded goals
  • 13%         Met goals

This result from the feedback shows us the hard truth. Not every company is successful, in the eyes of the owner. I know that it seems trendy for people to want to become entrepreneurs, but the reality is that there is still a lot of work required. Many times, we are buried under trivial tasks that we should be delegating or outsourcing, and cannot accomplish the priority tasks. There are many important aspects to running a business, and many times you feel like you are trying to coordinate chaos. We spend too much time trying to fix our personal weaknesses, rather than hire others who can compliment our strengths.

6. If you could do things all over again, what would you do differently?

  • 31%         Started sooner
  • 15%         Find coach, accountability partner, or mentor
  • 11%         Be more focused on one business, or the core business

I received numerous responses to this open-ended question, but these are the only three that got into double-digits of responses. Starting sooner was certainly the most common response, and this should help encourage others to take that first step. There is a Chinese proverb that I enjoy reading that goes like this: "The best time to plant a tree, was 20 years ago. The second best time is today." Those who responded wishing they had started sooner, no doubt feel this tree proverb in their mind. The second highest response was unexpected, simply asking others for help. Even though we hear successful people always suggesting to find a mentor or coach, it seems too many of us put this task aside. We allow our pride, ego, or anxiety, to hold us back from asking the advice of others who have done what you want to achieve. I've been guilty of this myself, and I've committed to asking more people for advice from now on. You see, even a business consultant and mentor still needs a mentor! Learning is not something that you have done, it is something you DO. Always. Never be afraid to ask for help, but just be respectful of other people's time. And, never hesitate to help others, when called upon.

I hope this data is useful for your mental processing, in determining where to start. I hope it shows you that the fears and thoughts you currently have are common, and that you aren't alone. Maybe this will help reduce the fear. I'll be capturing the main questions and responding to them in more detail within my book. This exercise was important, as I wanted to be sure that I can provide everyone with the best book possible. The book that confronts, and answers the hardest questions. I greatly appreciate all the participants taking the time to respond, and I hope you will find this data useful for your own business endeavors.