14 Thoughts On What's Ahead for 2022 - Rick Mulready

rick mulready

14 Thoughts On What’s Ahead for 2022

December 31, 2021

If you listened to my last episode, you remember that I talked about how my business increased revenue by 30%, and profit by 25%.

It was our biggest year yet.

In the podcast, I broke down what worked, what didn’t work, and what we’re going to do in 2022 to have an even bigger year.

For this episode, I’m going to give you 14 things you can incorporate into your business to make it grow, to increase your revenue, and increase your profit in 2022.

You don’t have to do all 14. You can pick and choose which ones will work best for you. 

By the way, these are things I’m teaching our members in our Accelerator program, too.

14 things that will help you grow and scale your business, and also help you set yourself apart from everyone else—all the noise and clutter—online.

In this episode, you’ll learn:

  • How to quickly create content using the latest automation tools
  • How to leverage TikTok to expand your reach
  • Why video content is so powerful and versatile
  • Building relationships and connecting with your audience
  • Strategies for increasing your presence across multiple channels
  • Why tracking your data is so important
  • The most important component for scaling your business

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Other Episodes You’ll Enjoy:

A New Way of Thinking/Setting Goals for 2022, with Neill Williams

Quick Tip: Thinking Differently About Goals

How I Define “Impact” In My Business


Episode Transcript

[00:00:00] Rick:
What’s up, my friends. Welcome back to the podcast. Thank you so much for tuning in today. If you’re listening when this episode comes out on December 31st, 2021, happy New Year, my friends. If you’re listening to this in July, I hope you’re having an amazing summer. But anyway, happy New Year.

We’ve made it to the end of 2021. If you heard my last episode, I talked about how my business increased revenue by 30%, and increase profit by 25% in 2021. I broke down what worked, what didn’t work, and then my plans for 2022.

In this episode I want to share with you a whole bunch of thoughts, 14 thoughts on what’s ahead for 2022.

I’m not wanting to make predictions. As we know, things can change super quickly, right? Things can change overnight, as we’ve seen in the past two years.

So, I’m just going to share with you some of the thoughts that I’ve been having about what we are going to be looking at in our business in the new year, and also what we’re coaching our Accelerator coaching members on in the new year.

I’m going to give you 14 things, but the goal here is not to have you choose all 14 things and incorporate them into your business. Choose a couple, or a few, and start with those. These are things that I really think you need to be thinking about as we get into 2022, and throughout the year.

Really just keeping an eye on some things. Not only are these things going to help you grow and scale your business, your online business, but also will really help you set yourself apart from all the other people, all the other noise, if you will, online.

So, the first thing is AI, artificial intelligence. Everyone’s talking about AI, right? And it is absolutely the future with marketing, and more. But let’s be honest, right? As it stands here, as we enter into 2022, solutions that are really accessible to people like you and me—course creators and coaches—things are still very much in that early stage right now, in this case, when it comes to AI. I’m not talking in terms of the Facebook algorithm, either.

Which is definitely AI. But I’m talking about automated machine-learning smart tools that can help us solve a problem more quickly. Now there are tools coming out that—actually when I’m recording this in early December—I’m about to start playing around with. I have no affiliate, or revenue, or partnership with these guys, but something like Jarvis.AI for marketing and copywriting, where you put…

A little bit of text in there, and they can do ad copy, blog posts, email writing, all automated.

So, this is a version of AI I think we’re going to see a lot more of going forward, but we’re still in the early stages of this. Probably towards the end of 2022. We’ll be keeping an eye on more tools like this.

You hear all the buzz about AR and you know, you read all the publications they’re talking about, oh, how this is all gonna change, change the game when it comes to marketing and stuff like that. Now again, we have to, yes, that is the case. It’s absolutely gonna be a huge part, but it’s not something I think that is super realistic for many of us.

Common, if you will course creators and coaches, at this point, yeah, there’s going to be some tools. There already are some tools, but I think it’s absolutely something that we can start playing around with what we do have available to us now, but just keeping an eye on, and I’ll be talking more on the show here as things come up.

But it’s really, I think very early, in the stages of AR and AI, So that’s the first thing, right? Definitely be keeping an eye on it. and see if tools as tools come up. Can it help your business if it, without too much, you know, adding a whole bunch of operational mess to the business, if it’s, if it makes your business easier, more simple that can solve a problem.

As I snap my fingers more quickly. Cool. Test it out. but just keep an eye on it. Right? So that’s the.

The second thing, and this is no surprise, cause we’ve been talking about it, you know, all year in 2021 as something that, where things are heading. and we’ve obviously seen the success of tick tock. Tick tock has a time recording this a billion. B 1 billion, monthly users. and that’s short form video leveraging short form video in your business is only going to become.

More important. So yeah, tech talk, reels, obviously like, you know, as so many of, I can’t even say us cause I haven’t been doing them. So many of you have been doing, really, really successfully, leveraging like reals ads, for example, some of the best performing ads that you can be doing right now on as far as, you know, Facebook and Instagram, but short form.

Video, taking short form clips, right? Like we’re doing here with this podcast. You can watch a, say like a two minute clip on our YouTube channel, the art of online business clips channel and get a I’m going to use it. I’m gonna use the word, my friend nuggets of information of value in a two minute clip that you can be like, oh, boom.

I can go do that right now. That is going to be. That much more, important. Right. You know, I’ve been reading recently where people think that in the not so distant future Instagram, the feed will. B instead of, you know, opening up Instagram, for example, and seeing the stories at the top and the feed, below that, that the like stories and video will be the main view.

Right? I mean, they’ve been talking about this for a few years now that it’s becoming all video. And so if you’re not doing video right now, it’s something that if you’re not comfortable with it, that you should be getting comfortable with. And I didn’t. Earlier this year, I think it was early this year about getting more comfortable on video and how to go about doing that.

So short form video, second thing, the third thing community, and I don’t mean the app. I mean, community of building community among real people, apps. Circle apps like 10 X pro.io, which I talk quite a bit about in the last episode, this is the tool that we are using for all of our backend, as far as order forms, landing pages, sales pages, we can create fun.

We create funnels in there. It integrates seamlessly with like convert kit that we use, has an affiliate center, in the. We build every, it has all of our training courses and material in there. this is our solution that makes it super simple one aspect. And you can do men build memberships in there.

I don’t think I mentioned that last episode, build memberships in their forums. They have what they call a social wall so that you own the community rather than building something like on, in a Facebook group where Facebook owns that community. They can this society. Oh, I’m shutting that group down. there goes my community.

Right? Well, building your community on platforms again, like circle like 10 X pro.io. If you want to check it out, I am an affiliate for 10 X pro Rick mulready.com/ten X pro. We have cut so many other tools to go all in on this and we free and love it. so if you wanna check. go for it. So apps like these are making it very easy to own your community and create community, right.

And when somebody goes to a tool like 10 X pro, for example, or circle, or what have you, rather than into, you know, a group on a social platform, the intent is very different This really came up with, a mentor of mine, really good friend of mine, in the last month or so this whole concept of intent, right?

So if we were to move a community off of a social platform, it’s easier for people to jump into those, into those, communities. Because people are already there, but they’re not there necessarily to go into your community. The intent that they have is to be using the social platform and your community is just kind of like a side note, right?

It’s like a secondary thing. Rather, if somebody is going to a specific platform that you are using, that is for your community. The intent is different. The intent is to go there, to take part in your community. So it really becomes at that point, less of a valuable number, if you will, and more about the quality of people that are in your community, right?

I’m not saying like don’t have big numbers in your community because absolutely. But we have to remember the intent of people going to. this type of community app and being able to be there with the intent of being there and taking part in the community. I don’t think I finished my thought, by the way, on 10 X pro, they have something called a social wall and it really mimics the experience of a Facebook group, but it is not on Facebook.

It is. You’re owning that community now, right. People are craving connection. I’ve been talking about this for pretty much all 2021 here on the show, people are craving connection. They’re craving authenticity. They’re craving for people to empathize with them for where they are at. And they want to be surrounded by other people who are going through and working towards what they’re working towards.

Like their common goals. People want that community. They want to be a part of something, especially. with the pandemic, the past couple of years, we’ve been, you know, secluded basically. And we crave that connection. We crave that authenticity of other members, of people, of somebody like you.

If you are leading a community, your authenticity you’re actually showing up. In that community and being surrounded by others who are going through and going towards a common goal. So that’s the third thing. Okay. My third thought if you will, for 20, 22 community, and the fourth thing

Really kind of continues that conversation around community. Look, authenticity, be genuine and be unapologetically you and be real. You are going to turn off people that’s going to happen and that’s okay. you’re going to attract the people that align with you as yourself as, as the person that you.

What your values are somebody who doesn’t align with my values. For example, isn’t going to listen to the podcast for very long. Isn’t going to join Accelerator. That’s totally cool. But the people who do I’m going to attract those people and I want the same thing for you, but that comes with you being authentic.

You showing up. Genuinely being genuine and not being afraid of what that might cause if you will, because if you’re not repelling people, frankly, you’re doing something wrong, right? You want to be repelling people that don’t align with you and then attracting people who do so be unapologetically real.

And do things for the right reasons. Don’t do things for, oh, I think that can make me an extra, you know, five grand or whatever it might be. If that thing, if you will, whatever that is, doesn’t align with your values. So authenticity be genuine and be unapologetically real people. Again, going back to community.

As I talked about that earlier are craving. People really, really want that. and that unfortunately is really gonna set you apart from other people. So that’s the fourth thing.

Okay. The fifth thing kind of continues this conversation around authenticity and caring, actually caring about, your audience and your customers, and that is listening to your customers, listening to what their feedback is, and genuinely being interested in what they have to say. So long, so many people, you know, it wasn’t this way.

And I saw it a lot, unfortunately in the first I’d say early years, the business, and frankly not so distant past, unfortunately, is that, you know, people put something out, whether it’s a coaching program or a course or whatever, it might be a membership, And it’s like, here it is right.

And if somebody like ask for something or give us feedback, That’s seen as almost a negative thing. I look at it on the opposite end of the spectrum. When you, again, when you are being true to wanting to serve your customers, listen to them, listen to their feedback. Right? So for example, we’re always taking suggestions in our Accelerator coaching program.

And as long as, and again, I want this for you too, as long as aligns with your values and your vision for the business. Listening to that feedback and implementing changes accordingly. Now I’m not saying like do every single thing that somebody might request, but too often people, you know, course creators or coaches, like, it’s like, Hey, this is the offer.

And that’s it. And what I’m saying is it’s okay. And I want to encourage you to be listening to your customers and hearing what their thoughts are hearing, what their feedback is. And if it, if it does make sense to your values and the vision for your business and whatever that program is implementing that feedback, not only is it going to improve your program, but it really shows your customers that you actually, you know, you give it to.

That you value their feedback and you are here to serve them. Right. So that is the fifth thing, listening to your customers, implementing feedback, as long as it aligns. Okay. Now the six thing, I think it’s the six thing. I talked about this in the last episode, segmentation. This has been quote unquote a thing that, for the past few years, but I still.

I don’t see an end. I frankly, I’m raising my hand right now. I have not done a good enough job of this myself. And as I talked about in the last episode, that will be changing in 2022, the more that you can meet people where they are and have the right conversation with them, for where they are and offer them the type of solution, whether it is.

A lead magnet, whether it’s a simple email of encouragement, whether it’s your offer, whatever it might be, resource that’s what this is about, right. Gone are the days, or they should be of having one conversation to one audience. Right. what I mean by that is you want to find out where are people at in there, wherever, whatever your niche is.

Right. And let’s just say, you’re in the gardening niche, right? Well, it’s a very different conversation. If somebody like myself who has never gardened versus somebody who has like an amazing vegetable garden in their backyard, and they’re looking for advanced gardening techniques or whatever, right.

That’s a very different conversation. Well, if you have one gardening conversation with me and that advanced person, that’s gonna be that’s, that’s not going to work. Right, because we need to be serving people where they are at and meeting, meeting them there. So the, the faster that you can segment people coming into your world, if you will, on your email list or what have you, and have a specific conversation with them, based on that segmentation, your business will grow as a result because you’re having the right conversation with the right person at the right.

Okay, the next thing. And some of you might be like, Rick, why are you just waiting right now? Let’s talk about this. because I think all this stuff is going to figure itself out and we are going to adapt. And if you don’t adapt, then it’s not going to work for you. Right. We need to be finding alternatives to be relying on third party, cookie data pixel data.

Right. So we saw what happens at the end of Q1, April ish, timeframe of 2021, where, you know, Apple’s iOS 14.5 came out and basically ruined. On a far bigger level than anyone expected the ability to, tracking, you know, privacy and Well, Facebook figure something out they need to, because their business is, I mean, th their businesses users.

Correct. Right. Like without users, they don’t have advertising. but as from a revenue perspective, it’s advertising and they need to figure. Right. And so whether that’s first party tracking, whether that is, you know, we’re starting to play around with, lead ads, which have been around for years, which is that whole experience that looks like a standard, you know, Facebook ad, but you enter, like they click the, whatever the call to action button is learned more and it, pops up the, the form.

If you will, you know, enter your name and email right there within the ad unit, traditionally. We’ve seen lower costs, right? lower cost per lead. But the quality of that lead is not very high because they click a button and auto-populates their information that they have in Facebook. and generally that information is not always the most accurate, the best information.

So with that. And then also, you know, Google 20, 23 with the whole, you know, people call it like the cookie, the cookie pocalypse or whatever, whenever, this is coming, this is a reality for us right now. So finding alternative ways to relying on, the third party cookie data. if you’re running ads now on Facebook and Instagram, you really need to be using, UTM codes to also track in Google analytics.

You need to be creating. And I’ve talked about it here in the podcast. You need to be creating an ads specific funnel in whatever, you know, landing page tool software that you’re using so that you can. Try and track as specifically as possible. the data, not only in Facebook, because it’s going to differ from what you see in, in your tool.

But then also comparing it to analytics. So the more data that you can have that you can be comparing things and trying to paint the picture of what’s actually going on, the better, right? And if you think about it to these platforms, a lot of these platforms are going to be looking at experiment.

With more ways to keep people on the platforms because when the more time people spend there, that’s when these platforms like a Facebook, like an Instagram, for example, that will improve data because people will be taking actions within the platform. Like. Checking out for example, on Facebook or whatever, right.

That’s first party data because it’s happening within the platform. So expect to see these platforms like really looking at different ways to keep us on these platforms more. Right. And hopefully, hopefully it’s a good thing. and giving marketers and giving those of us who want to leverage advertising new opportunities to test.

Get some stronger data.

The next thing for 2022 to be thinking about is broader targeting when you’re targeting your Facebook and Instagram ads. Now this is not something new. This is something that, has been working the best. Pretty much since iOS rolled out there, 14.5, that included the privacy updates and so forth.

Broader targeting allows Facebook’s algorithm, the AI, the artificial intelligence we were talking about earlier, it’s way smarter than we are. Right. And so, as it’s always been, throughout this year, for the most part, I don’t see it really changing much in 2022, as far as targeting goes. I mean, Facebook just recently announced that they’re doing away with a whole bunch of.

Interests and, you know, for interest targeting. So the broader the audience that you can go, the better allowing Facebook’s algorithm to find the people that you want to be getting in front of, which means, again, we’ve talked about this a lot here in the show. That this is all about creative, meaning the ad format, the copy, the messaging that you’re using to speak to your exact target audience.

Right. so bigger audiences. And then really, especially as you’re scaling after you’ve done your tests. When you’re scaling shooting for, I mean, literally you could be opening up to you know, all of us, for example. So all of us, whether, you know, men and women, all of us between a certain age range and that’s it, or maybe it’s, you know, female certain age range.

In the U S and that’s it. And then you’re letting your ads find the people or speak to the people I should say, but letting Facebook’s artificial intelligence, the algorithm, if you will find the people that are your people, the ones that you want to be attracting. Okay. So broader targeting. I don’t see that going away.

I think that’s sort of the future of Facebook and Instagram ads. Of course, we will see things often these change, but I don’t see that specific strategy for targeting, changing anytime soon. Okay. So broader targeting. The next thing I’m thinking about is. and especially speaking of ads and how there’s been such big changes, in 2021 is the need for more organic traffic, different channels.

Right? So I’ve talked about how we are going to be growing my YouTube. So that is a long-term asset. I don’t expect, you know, this is not about short-term results. I’m building a long-term asset to be able to, get in front of new people. So be thinking about different ways to be leveraging. Organic traffic, whether it’s social media, whether it is, you know, YouTube or podcast or what have you so organic, and then also.

SCO. And it’s kind of funny because it’s like doing organic marketing, getting your, getting your brand and getting your awareness out there organically. That’s the foundation. Right. But so much has in the past has been about paid traffic.

But so much that we talk about has been, you know, paid traffic and ads and so forth that we often forget about the organic side and the SEO side. When it is the foundation, right? And so the importance of, doing things on your website with SEO in mind, and again, this is the long game, organic SEO, et cetera, et cetera are the long game.

So this is not short-term overnight results. If you will, you’ve got, gotta be playing the long. And so that’s another thing that I’m thinking a lot more about, and we are coaching and Accelerator. And I want you to be thinking about as well, how can you improve your organic strategy? How can you be creating content on your website?

For example, that is SEO friendly. That again, it’s longterm, but can be picked up if you will. with higher rankings on, on Google. The next thing, and this is a big thing. And I have also been talking about this a lot over the past year or so is audio podcasting, podcasting podcasting. My friends podcasting is not dead.

I’ve had a lot of Accelerators, asked me this year. Is it too late to start a podcast? Heck no, it is not. Think about it, like Amazon is getting into the podcasting game. They’re developing a solution for that Beyond things like audible, right? They’re having, they’re going to have a podcast specific solution for podcasting. YouTube talked about it here. There is very, very strong rumor that YouTube will be rolling out some form of podcasting solution in 2022. Right. Spotify is now the number one podcasting platform.

My friends audio is not, it is not too late to get into audio and get into podcasting. if that’s something of interest, right? If that’s a strength of yours, absolutely. B doubling down. On that. Now with that on the other side of that, as I talked about, in Wednesday’s episode that I did on year in review video podcasts also.

So try not to overthink this, right? Like, like what I do, and granted I have a nice camera and lens and so forth, but that’s been over time. It’s been almost eight years. I flipped this on. I use riverside.fm to record this. So I’m recording it. And what Riverside does is, and I don’t have an affiliate link.

I should have an link for them, but they split the, the audio and the video. So we have an audio file and a video file. My team goes in and we treat the audio file that if you’re listening to show, say on Spotify or apple podcast right now, That’s where that is coming from. And then they take the video file and they clean that video file up.

And then that’s what goes on the full episode, YouTube channel. And then they make clips out of it. They take the highlights of like this episode here, for example, and then that goes on the clips channel. So this could be as simple as flipping on your camera and recording yourself, recording your. Podcast now it is an adjustment.

I will say I’ve been podcasting now for eight years and it is very different when he turned the camera on. But you get used to it, right. It’s just like anything else. It’s, it’s an adjustment. but absolutely I recommend doing that, especially here as YouTube gets into more into the game of podcasting and so forth, video podcasts.

Okay. Three more. All right. number 12. And this is something that’s also not new. But I saw a lot of this this year where people are not tracking these numbers. So data, data, data, let the numbers, tell the story of what’s going on in your business and then leverage that data to make decisions. Okay.

Remember, data is new. Data is completely neutral. It’s it only means something based on the meaning that we give it. Okay. It’s not amazing. It’s not a failure, right? It’s just data. So a major piece of data that I saw a lot of people missing. This year, especially if you’re a member, if you have a membership, right, you’ve got to know the lifetime customer value of your customers, especially, especially if you’ve got a membership because when you know what your lifetime customer value is, now you have.

Benchmark, you know exactly what you could be spending to acquire a customer because you then know what the quote unquote value of that customer. Right? And then that sounds weird. I’m just talking from a financial perspective. What that, what, what the value of that customer means to the business, right?

From a financial perspective, of course, we go way deeper than that, but you’ve got to know what that number is. So the D you gotta be tracking data, and if you haven’t been tracking data, In your business like this, then there’s no better time to start than now. if you have been amazing, make sure you continue to do that.

And then you’re making you should be making decisions based on that data, in your business. Okay. So again, this is nothing new. A lot of the things I’m sharing is nothing new, but yet I really see, opportunities for people to be doing a better job in these areas. And when you focus on these things, your business will benefit from it.

In 2020, Okay. The second to last thing, and I did a whole episode about this and it ruffled a few feathers, less and less launching. I’m seeing a trend going on right now. So. I said that I wouldn’t be predictions or whatever, but I will say just as I talked about in the episode, I did, I don’t know, a month or two months ago about why launching.

Is doing you and your potential customers more harm than good. Now I clarified in that episode, I’m not talking about cohort style launches, meaning you have a group starting at a specific time and ending at a certain time. I’m not talking about that. I’m just talking about, Hey, okay, I’m going, it’s going to do a launch and it’s only open starting in.

Whatever June. And that’s the only launch I’m doing, you know, big launch. If you will, quote unquote that I’m doing this year and then you can’t get in the program any other time of the year. Well, I’m seeing this more and more. Number one, people are tired of London. They’re tired of the roller coaster of revenue.

They’re tired of the roller coaster of energy that they have to exert what the team goes through, all this that’s number one. And then number two, people’s buying habits are different right now, launching has its place. So like if it’s a brand new program, for example, that’s a different story, right. But I’m seeing less and less, you know, fewer people.

Wanting to go the big, you know, live launch route and go more so for, yeah, I’m going to do some promotions throughout the year. That could be like many launches, but then I’m going to be doing evergreen in the business throughout the year. So. If somebody, if I launch in June and then somebody wants my program in February, they can get the program in February.

Right? So again, this is about serving our customers or potential customers where they’re at and when they need it. Now, is there a psychology and all this other stuff when it comes to doing a live launch and having a, you know, sort of an artificial deadline, if you will. Sure. Again, just to caveat, I’m not talking about cohort style, launching, not talking about.

That absolutely. If you’ve got a group starting on a certain time and ending at a certain time, all together, absolutely going to be need to be, you’re going to be, want to be launching that. But what I’m talking about is just randomly doing or planning to do two launches this year. And that’s the only time I’m selling this program.

I see less and less people wanting to do that. Very successful businesses, by the way, I see fewer people. That people are just over it. Right. And seen that time and time again throughout the year. we haven’t done a launch in almost a full year and super, super glad, you know, could we. You know, coming up.

Absolutely. We could do it, but do I want to be doing that right now? I don’t. and so we’re seeing much better success with the promotions, maybe many launches, if you will, throughout the year, combined with evergreen sales of your offer. Again, go back and listen to that episode that I was just talking about, why launching is doing you and your potential customers more harm than.

And then finally, finally, and I’m talked a lot about it between, on the last episode where I gave you the review of 2021 for our business simplification, the simpler that you can make your business, my friends, the more easily you’re going to be able to grow and scale. And so when I say simplification, Runs throughout the business.

This is from your offer perspective. This is having a marketing system, a sales system, a fulfillment system, right. Having a very simplified team to be able to support the kind of business that you want to have. This is the operation side, the back end of. Your business, having SLPs, the tools that you use, I’ve been talking about 10 X Like I’ve been able to eliminate three major tools in our business, saving a ton of money by going to a better, in my opinion, tool software, piece of software in 10 X, proto IO. And it does things. You can’t find other platforms. And so, that’s just one area where, we’ve simplified the business again, simplification scales.

Be looking at your business. How can you simplify your business? How can you remove all of the spider web of things, for example, that are connecting different parts of the business, and how can you streamline it? I’ve done episodes here this year, too. Having a marketing system, meaning how do you attract people to your business having a sales system?

How do you sell your offer or offers?

And then a fulfillment system. How do you fulfill on your offer or offers when you have those three systems down? That is an amazing foundation of a simplified business. Always be looking at your business. One exercise I gave my our Accelerators at the end of this year is like, if you’re going into 2022, what would it look like for you to blow up your business?

What would it look like to take the business that you have right now? It’s not like you’re starting from brand new, where you’ve never had a business before. Take your business right now. What would you remove? What would you keep? What would you do more of? What would you do

less of? That sort of thing. Doing that exercise, taking the time to think through that is invaluable. I’m doing that myself for our business. Again, all through the lens of simplicity. Because that’s what we’re all about. Simplicity is what’s going to allow you to increase your profit, increase your impact, and do those things with less.

All right, my friends, there you have it for Accelerator. Again, if you are an established online course creator or an online coach, established meaning you’re doing a minimum 100K a year from your online business, and you’re looking to grow, but you’re feeling overwhelmed. You’re likely stuck.

You’re not really sure what next steps to be taking to be able to increase your profit, increase your impact with less hustle. I want to invite you to apply. It’s application only to our Accelerator coaching program. Go to RickMulready.com/Accelerator.

Alright, my friends, thank you, as always, for listening today.

Super appreciate you. Be well.

Happy New Year again, and I’ll talk to you soon.

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