I’ve been dying to share my Brand Architect with you! Creative, authentic, and passionate, Melanie Anne Bitner is a fearless advocate for Entrepreneurs, Thought Leaders and Executives. With a mission to empower her clients, both personally and professionally, she founded Brand-HER and is now a Creative Partner at Agent Quest—giving new and savvy Realtors the CLARITY they need to create businesses in alignment with their personal definition of success!
Melanie has worked in agencies, been a freelance designer, a writer and an artist and has close to two decades worth of experience in communication design, branding and strategy. Her clients have included cities, museums, government and many corporations and small businesses. She is also a long-term student of world-renown Emily Carr University of Art & Design with a passion for creating in many mediums.
We dug in to the importance of defining the essence of your BRAND and the WHY! I think you’ll agree that Melanie is particularly gifted in this realm and I’m so privileged to be able to share her expertise with you!
For more information or to work with Melanie and I on discovering YOUR Brand Essence, please take a look at our Brand Quest offerings http://agentquest.ca/aq-brand-quest/ and feel free to reach out with any questions! OR if you’re an entrepreneur and want to explore more ideas with Melanie, visit: http://brand-her.com/about/
Announcer: You’re listening to Conversations That Matter with your host, Teri Conrad.
Teri: Hi, everybody, this is Teri Conrad, and I am having a conversation that matters with a very dear friend of mine, Melanie Anne Bitner, who also is my designer, but we’re calling her more than that, actually. Now we call her a brand architect, and there’s a very specific reason for that. Melanie is an incredibly savvy businesswoman. She comes from an agency background. She understands marketing and branding on a very granular level and how all of those things tied together to build a successful business and I, of course, conned her into helping me with Agent Quest and – it actually all started with Conversations That Matter.
Melanie: It did.
Teri: We got together and I talked a little bit about what I wanted to build with this project, and it just sort of ballooned from there. Welcome, Melanie.
Melanie: Thank you so much for having me today, Teri. This is amazing. I’m super excited to work with you, and to have you as my friend, and to share what we know about branding, and what we know about marketing, and to share that with your audience.
Teri: Of course, I just continue to learn, and learn, and learn from you as we go through the process of working with our own clients. Let’s start back at the beginning. Why don’t you tell us a little bit about yourself and sort of how we came to meet and how all this sort of happened.
Melanie: Okay, so going way back, I started about twenty years ago. I had a total passion for art and design, and I thought that I wanted to be a painter at one point, in fact. Then a really amazing teacher of mine suggested that I might look at other options to expand my creative outlet and also make money and have a living – not starve. He introduced me to commercial design and I was hooked ever since.
Coming right out of high school, I went right from the ground up and learned in a print shop and then became a designer, and then became an art director and then I got to work in some great agencies in Vancouver where we got to work with big agency types of people. We had clients such as the Port of Vancouver, government, museums and things like that.
Then, I decided to become a mother. That’s a whole other career. In the process I wanted to find a way to take my skills and my talents and bring them to the kinds of clients that maybe didn’t have the big huge budgets for the execution of the branding, that maybe the big people had. I took all of my experience and started to create a process that works for small business or solopreneurs or even executives and thought leaders.
Teri: Right, right, which is – and your process, I think, this is something that I really want to inch a little bit because I don’t think that the average business person, entrepreneur, really fully understands that this isn’t just a matter of picking your logo, picking your tagline and off you go. I think that – I think there’s a lot of areas here that we can dig into around how – what is a brand and why is that even relative? Why do we care – why do we spend so much time – and why is it so expensive to go through this process? Let’s go – let’s just call out the elephant in the room.
Melanie: Okay, so I think branding’s become quite a hot topic recently and so people are getting more educated. In the past, with small business or solopreneur, you’re likely to sign a graphic designer or a print shop and just ask for a logo to be designed and maybe some business cards. I think what we’re finally coming out from the small business level is that understanding of that a brand works from the foundation up, that it matters who you are, who your team is as a personality. It really matters who your target market is, asking the deep questions about what makes you different, compared to your competition.
I call that, for me, on a small business level, essence driven branding. What makes my heart just sing and how I feel joy in my work is when I get to really know my clients. You’ve obviously been a client of mine and experienced – it’s really important to me to know who you are at a really deep level and what your vision is at a really high level and bring those two things together to make sure that your business is going to work and your brand is going to work from the inside out.
I think what people miss sometimes is that branding happens all the time. It happens when you’re talking to someone. It happens when they see your business card, when they come across your website. The touch points are so many and especially in this new social world. It’s not just a logo and a business card anymore and people talk and how you talk to clients – your brand is really needing to communicate consistently from all of those different places. There needs to be some stock into it and sometimes what I find is that when I work with a client, their vision for what they want and who they are and their brand isn’t necessarily quite lining up, so we can really tweak those little things so that your market, your client, really experiences you in a really more profound way.
Teri: I love this piece, and I think you’ve nailed it exactly right. I’ve experienced the same thing, which is people just don’t really fully understand what a brand even is. I’ve been saying for a while now that a brand needs a rebrand.
Melanie: That’s true.
Teri: Because it’s so not about the logo and a tagline anymore, although that places a pivotal part, of course, and all the digital assets that you end up creating – and you create some beautiful, beautiful designs, which is so, I think, crucial. That’s another conversation we need to have, but the understanding – and here’s where I say, you are not a designer, you are a brand architect because you are really helping the client identify and get clarity on their vision. When you get clarity on your vision, suddenly everything, every other decision that you need to make is über clear. Everyone on your team knows the direction that you’re going in. I think all of those things start to really come into play and are so vital and important for the success of any business.
Teri: Why don’t you talk to me a little bit about – You’re such a savvy, savvy business woman and I don’t think we’ve really highlighted the – I call the process you took me through, a birthing process. It was like a rebirth. — I think you are so good at drawing out by asking the right questions and the way that you craft your messaging is so, I think, quite unique. There’s not anybody else that I’ve seen, and I’ve worked with several designers over the years, but the way that you walked me through that process really articulated to me that you’re not just a designer, but you’re a savvy business woman who understands the validity in that foundation, the importance of that and so — what are some of the questions, let’s just play with that for a second. What are some of the questions you would ask a new client when they’re trying to get clear?
Melanie: I ask them – One of the first questions I ask which always scares people, actually – Give me a list of your top twenty passions and this is “you.” We start with “you” and I think that in the branding process that I’m really passionate about, the biggest piece and the underlying foundation is to know yourself. I kind of think of myself almost as a coach, in a way, so I can be a brand coach or somewhat a business coach and then, so at the very beginning it’s about me finding out who you are, just in life, because it really doesn’t form on a small business level. I mean, we’re not talking about the Coca Colas of the world here. At a small business level it really does inform your brand, what you’re doing in the world, where you’re going to go, because often we have these grandiose visions of where think our business is going to go and when we look at what you’re really passionate about or what your life is really like and what your – do the two and two combine, like for instance, if you want to become a speaker or a real estate agent who wants to maybe grow their business to this level, is it going to be joyful for you or is it going to work with your highest values?
Maybe your family is your highest value and your children are your highest value, so how can you reframe what you’re going in the world so that you’re not going to burn out, your clients aren’t going to see that. Maybe you can process things differently. Maybe you can put the brand out differently. Helping you from the very deep level of who you are, what your values are — we do a lot of values work which is outstanding to me.
People are just amazing. I love relationships with people. I think that I’m driven by getting to know someone and finding out if all those pieces of their brand puzzle, because everyone’s is different, are going to match up. Are they going to combine to create this powerful business/brand or do we need to look at some things? I often have the experience of clients either shifting a little bit how they work or having some profound understanding of themselves that they didn’t have before. Quite honestly, I have no idea how it happens, it just does.
Teri: I think it’s magical. I think the truth is that we’re so busy and we – there’s so much coming out us all the time and all these decisions that need to be made especially when you’re launching a business or you’re going through a rebranding process. It’s like we’re getting shit done, right?
Teri: It’s constantly, constantly go, go, go. You are sort of that person that says, “No, we need to stop and we need to take the time and go through the process.” In the end, it’s like therapy. You have a rediscovery of who you even are and what matters to you, which I do think is profound and meaningful and that’s why we’re talking about this. I really wanted to highlight the importance of the work that you do. This isn’t something that you just say, “Okay, you answered a few questions, we know what colors you like,” and you have a design, right?
Melanie: No. Rarely. It doesn’t happen like that.
Teri: This is a process that can take time and – now we’re working together, of course, with Brand Quest for Agent Quest, so we’re working with clients and taking them through that rebranding process and I love the work that we’re doing together. I love being able to collaborate with you on that because, I, of course, am learning so much and it’s such a new – I think there’s so many people – real estate has had this fad.
I don’t even know how to put this. Everyone has been doing the same thing for so long, it’s, “get your bus bench ad, get your stock business, your photo…” There’s been this sort of collective approach or formula in how to brand yourself in real estate typically and I still see it. I still see templated business cards and templated websites and templated everything and how does that – how would you advise a real estate agent to really differentiate themselves because really, they’re all doing the same job. How do we do that? How do they find themselves?
Melanie: Yeah, I think that goes back to why this particular process works so well, comparatively to just doing the formula thing. And going back to the formula, I mean, there are thing about the formula that work and we’re not going to change what isn’t broken. At the same time, if you take a fresh approach based on your value system, based on your personality, the things that matter to you and how you want to work, I think it allows for some really great creativity in a marketplace that maybe is, what you’re saying is been a little bit stale, from the marketing perspective.
I think if we think of ourselves as team members, you with your huge background and varied aspects of real estate and then also to combine the social background that you have and then with the branding side, then add the client. The client isn’t this part of the process that is, we’re doing something to them. We’re creating together as a team and I think the buzzword there is creativity, because what’s possible. I mean, I don’t know what’s possible but I know that when we get three people or a team together with, when we throw away the formulas, then that’s where magic happens and that’s where innovation happens.
That also leads to you standing out in a marketplace where everybody else is doing the same thing. You get to create something that’s a little bit different. You can’t help but stand out. Then, also, differentiators, I mean, we would look at the specific person or team against their closest competition and then a whole bunch of other factors come into play. We are looking at you at a business level competition and differentiation and then we’re looking at the person.
You’re going to show up how you show up everywhere in the world. If you brand matches that, then that’s exciting and it creates this kind of vibe. If the brand is really staid, and solid, and traditional, and you’re this really vibrant amazing person, then there’s a disconnect or maybe they’re just lost in translation. The aim is to get the team together to create those exciting possibilities.
Teri: I love that – possibility is an exciting word. You mentioned the team too and that for me is so exciting to be collaborating on a creative project where we are discovering possibilities. I just think that is so much fun. It is the most fun I’ve been having, honestly, in a long time. And it feels really powerful and important, truthfully, because I feel like it sets the, it sets somebody up for complete success. It reignites their passion for their own business and allows them to see a stronger vision, I think, and then really move things forward in a positive and productive way. That’s awesome.
Why don’t you talk to me a little bit more about Brand Her and the kind of work that you’ve been doing – you’re up in Squamish, you’ve worked with a lot of other small businesses. Everyone up in Squamish and Whistler are skiers, outdoorsy people –
Melanie: Adventure people.
Teri: Adventure people, totally.
Melanie: That goes back to my own branding. When I took a really deep look at what I wanted to do when I grew up, when I regrew up because I had this previous life and then I – we moved to Squamish, I wanted to raise my family in this community, I wanted to be able to go out and do the outdoor adventures and everything, and you know what, the community is small. There isn’t enough business locally, necessarily. So looking at my competition and my target markets, how could I do meaningful work, still raise my children and thrive, I mean, financially and also personally.
I have a huge passion for small business, solopreneurs and women in leadership, generally, globally, just elevating that however I can. With my skills set, combining that with those passions I created Brand Her. Brand Her crafts, we do design, we do branding for small businesses owned by women, thought leaders, because there’s lots of really interesting people out there doing great things in the world who just need a little bit of consistency, so that their message is heard.
Executives, even, high level, women executives, so just elevating women leadership. That’s one bucket that I like to work. I still love to work with some select corporate clients and now I’m really excited to be a part of Agent Quest, because it’s just, it’s great to work with you. Great to work in a market that I have had a history a long time ago and haven’t touched for a while. I’m playing in the sandboxes that are meaningful to me and because I have devised a little bit of a system that allows me to work online remotely really well, then I can have clients across Canada and North America.
Teri: Actually, from a business perspective, this is a very interesting conversation because you have developed, I think, some very productive systems. We’re working or operating inside of basecamp which is Thirty-seven Signals – Jason Freed. He is amazing. There’s a few things I would improve but overall, it is such a powerful tool because there is that immediate collaboration. You’re able to sort of organize projects and ideas and keep things in line in terms of to do’s and dates and events and all those things, so I love it as a project management tool. I’m finding it very useful.
I’m using it with all my clients now thanks to you. The other piece that I like though is that you had a very, very well thought out onboarding system, when somebody comes – why don’t you talk about, even though there’s the brand score, road mapping, all those things that you do that I don’t think the average designer does because I have worked with a few. Those are, I think, very powerful tools. Why don’t you sort of explain a little bit about what you do with those things?
Melanie: When somebody comes to work in my sand box, whether it’s through Agent Quest or Brand Her, not so much corporate clients. They have a little bit of a different system. I wanted to create a very systemized way, I mean, sometimes creativity can get very chaotic. Let’s just face it. I guess I like both sides of it. I really like creative chaos and I see a place for it and sometimes creatives, designers, people who are working on the visual side can forget that those systems are really important and they can be super helpful.
Over about a year, I took all of the things that I knew that I would need and got really messy and had a lot of fun creating systems around that. Creating really interesting sets of questions for inquiry, creating the onboarding process, the welcome package, making sure that a client knew step by step where they were going to go and then, where they were in the process. I found that the clients really appreciate that. Just being able to see, even visually step by step where we’re going to go, what the different stages are. That keeps me on track. It keeps them on tract and it also means that we just have a flow, a flow of work that I know works. It’s been tested.
How that kind of plays out is we start, and I think this is sometimes where things go backwards with small business, and it has to. This is not a judgment at all, but what happens is we start a business, we need everything right away. We go out and we grab a quick logo from Ninety-nine Designs or something and then, because this is a global economy, we can get everything cheap and free. Then we grab our business cards from New Cards and someone else designs those and we throw together our social media with some candids taken at the beach or something.
So we get going in business and of course, successful as a company. Then, there comes a point, it’s either at startup if somebody is kind of a little bit savvier, has had someone buzzing their ear, or, but usually what I’m finding is that you’ve been in business for one to five years and you now know what you didn’t know before. What you didn’t know before is that you really need to have a consistent brand out there and it really needs to be reflective of who you are. It needs to take into consideration who your target market is and you learn all the things that you didn’t know and then that’s the best stage for somebody to come in because what I get to do then, it’s take them back to square one.
We start with the coaching kind of inquiry; what are you passionate about? Who is really your target market? Is it who you think it is or not? Who might be your competition? What makes you different? Then, from the deep inquiry we craft messaging. The messaging comes before the visuals and this is important. Sometimes we’re doing the backwards thing, I mean, we’re flexible right, because people have got us a certain set of materials first, possibly. In a perfect world we inquire about all the things we need to, from the foundation point of view, I create a 360-brand analysis so everybody is on the same page if you go decide to use a different writer in the future, a different designer you have in one package –
Teri: Just so valuable.
Melanie: Hugely valuable. Then, we craft messaging, strategic brand messaging which is your vision statement, your positioning statement, your purpose statement, your tagline perhaps and we have this set of materials that you’ll get bored of because you’re going to be using them over and over again, but what that means is that if it takes seven times for a potential customer to have a touch point with your brand before they hire your, well, you’d better be consistent about what you’re saying up there. It can be the foundation for everything else that you write, everything else that you market. Just even in one page, those four statements are super valuable.
Teri: So valuable and they can be reused in your bios, and reused in your blog posts. Yeah, fabulous.
Melanie: Yeah, so with those two pieces, the 360 and the strategic messaging when you talk about going out and doing a marketing plan later, social media plan, it’s like your little Bible. You don’t have to be sitting in front of that blank page or that blank screen anymore going, “What do I write today? I have no idea.” You know what your values are and so today, “I’m going to write about my values,” or “Today I’m going to write about the company’s values. Tomorrow I’m going to write about our vision is.” You have just this amazing pool of creativity to pull from for all of your other materials. That’s kind of the foundation piece and then from there we move to visuals and then the visuals will match that foundation as opposed to maybe the other way around or maybe never even looking at that foundation set.
Teri: I think of it as the visuals are sort of shining the light on the messaging. It’s like that’s that trigger that gets – it sort of stimulates the whole thought process and gets you so much more clear about what you’re even building. I love it.
Melanie: Yeah, if you think about it – I had this client give some feedback one time that was really interesting to me. They basically said this new brand that I have feels like I’m dressed in clothes that just make me shine. The brand is there to clothe the person, the person – it matters. Just think of it as either the make up on the skin or the visual part of it, the clothes on the person, but the person still has to shine through that, right?
Melanie: Then you feel like, when you’re wearing the right brand that you’re swish. You’re out there and you feel you can rock the world as opposed to, maybe when you go out in your gunboots, I mean which I – but you know what I mean. Where you just feel really good.
Teri: What I identified that there’s this pride that you take when you build something, and you’ve invested, and you’ve gone through the process, and you’ve gotten so clear, and now there’s this visual representation that is spectacular because you are also a very talented designer. When you finally land and you’ve gone through several iterations to get exactly what you want that when you’re finally there, it’s something that you love and you want to show it off, and you’re very proud of it. I think it just changes everything. It’s amazing, it’s just amazing what that can do for a business.
Melanie: Yes, absolutely. And for the feeling of the team and bringing people together.
Teri: Agreed, that shared vision. Let’s go back to a couple other things. One thing that I think you do that is so amazing is your brand score. I wish I could show people some of your designs because the way that you’ve built these pieces aren’t just clever but they’re actually beautifully designed and walk you through this process. Why don’t you talk a little bit about that?
Melanie: How I think of branding is a bit of a puzzle and when I was putting together how I wanted to work with clients, part of it was education. I think if you know, what is branding anyway – like we talked about at the beginning, it’s kind of nebulous. I wanted to be able to educate clients and at the same time have a way for us to measure where you were before, where you are maybe after this process and then, this process is just a beginning because then there’s all sort of things you can do with your brand.
You can go social, you can have a marketing map, you can market in different ways, you can market in print and all these different things. We’re wanting to create this pretty solid place to start from. I created, if you can imagine, a sheet that has twenty-five sections in it. We go through, at the very beginning of our process, we go through each one and you get to hear what it means when I say, “What is your vision, what does that really mean what is your vision?” Then, “how are we going to score where you’re at right now.” It’s out of a hundred, it’s a fun little measurement tool for me. It helps guide where we need to really put our efforts. You may have already done the work in the past with other people or with yourself and you’re pretty solid in those areas.
It does a whole bunch of things. It measures where you are at the beginning and at the end so you can see how far you’ve come. It creates a roadmap for how we’re going to work and what areas that are really important. It’s an education tool because when we go through those twenty-five brand touch points you get to here and have a lot – a back and forth discussion. You get to ask me questions, “What does that really mean,” on each piece and how does that fit into the brand? You come out basically having had a crash course in branding and you have a score, you’re like, “oh, I’m forty out of a hundred right now, I’ve got a lot more to go. At least I know where to put my money and energy.”
Teri: Yes, I think that’s so crucial, especially today when there’s so many things you could throw money at and all these different tools and technology and everything else. Anything that’s going to help me figure out where to hyper-focus is going to be extremely useful and valuable.
Melanie: Yeah and if you are an eighty out of a hundred, you’re really, really good when we come to work together, then it allows us to really focus on those places and we are all on the same page knowing that. “Hey, that’s a weak spot, let’s handle this.”
Teri: Is there any particular area that you’ve noticed where a lot of people tend to stumble?
Melanie: Messaging I would say is a big thing. I would say most people don’t have messaging. If they’ve been around for a while, they might have the traditional paragraph after paragraph after paragraph. That’s another thing is basically recognizing that branding twenty years ago or fifteen years ago is slightly different now because – since I’ve had children, Facebook has been invented, Twitter has been invented, the whole social side. We have information coming out just at a record speed so what we have to think in a business going back, customer facing, they don’t have a lot of time to read pages. They’re not going to read pages, so how can we capture who you are, what you do, what you believe in, what you’re values are and be sexy in seven seconds. Little blurbs that capture people and lead them in.
Teri: Let’s just stop here a second because I think it’s so important. The way that you craft the messaging for me was instantaneously distinct. I recognized immediately how there was far more emotion invoked in your messaging. There’s a lot of talking about well, how does this make you feel. I’m particularly aware of it because I am looking for that sort of thing but because I am also teaching people how you show your message, the way you craft your message is nine-tenths of the game. You can be so valuable but if nobody knows it and you haven’t talked about it and you’re not showing it in a way that inspires people to want to learn more, then it just doesn’t matter.
Melanie: No, no. It will not.
Teri: You can actually be hurting yourself with the wrong messaging.
Melanie: Or no one will even get to it because they’ll see this page of text and it’s just overwhelming for people nowadays to go into that. I think what you touched on was the emotion and basically what’s been found, especially in our newer economies is that people purchase based on connection. If you’re going to work with two different companies, they do exactly the same thing, you’re going to work with the one who you feel connects to you which is why we do the foundation work. There’s eight billion people in the world. You don’t need them all. You want to work with the people who get you, you get them, you have a joyful experience.
Teri: Shared values.
Melanie: It’s important the messaging, not to get mushy, but to actually put something out there that’s a little bit vulnerable or even just talk about what’s important to you because if someone has two different businesses they can chose to purchase from, they’re going to purchase from the ones who share the values or who they feel emotionally connected to, or they have some kind of feeling for. I mean – it depends on – I was going to say it depends on what the product is To some extent it doesn’t really – it’s everything.
Teri: We as human beings, there’s studies that show, I can’t remember any statistics or anything but the fact is that we as human beings are defining ourselves by the brands that we choose. We are making a statement to the world about who we’ve chosen to work with, down to the Nike sneakers or your Holt Renfrew bag or whatever it might be. Every time, I mean, I’ve got my DNG glasses on, “why do I wear letters on my glasses?” I accept that, that’s why, but the point is it’s a statement about me, I’m defining to you who I think that I am and I think that it’s so crucial that a company wrap their heads or realtors or entrepreneurs or small business owners start to understand that you want to attract the people that – that’s why the values exercises are so important because you have to identify them first before you get to know how to connect with other people, with their values.
Melanie: In my workshops that I do, there’s a couple of pretty obvious examples. One is Lululemon. They have built a business on shared values to the point where now when you purchase a bra or a pair of pants you actually get their messaging in it. They actually put the things that are meaningful to them in type on the clothes.
It has been so successful for them to market based on shared values. Toms shoes, for instance. We can get shoes from anywhere and Toms shoes aren’t even fabulous. They’re very utilitarian. I love them. I have a pair, but I, and probably a lot of other people feel compelled to make that extra step and actually purchase based on that I know another human being on this planet is going to have a pair of shoes. That feels good to me.
Teri: There’s no question.
Melanie: Not everyone is going to be able to offer those grandiose things but there are small ways based on your passions and what’s important to you, you might connect with certain social programs or just share what’s meaningful and then people who have that shared experience will be attracted.
Teri: There’s no question. I completely believe. I love the Lululemon manifesto. I know that has been shared to death, but all that that is, it’s just a statement of what we believe.
Melanie: Why can’t you have your own manifesto? Anyone can have one, right? It’s great piece of the brand.
Teri: I definitely agree. I completely agree. Let’s go back to Agent Quest just for a second and Brand Quest and some of the things – we have some agents out there who are not necessarily believing – they work with their big brand and they get their templated listing, packages or whatever it might be. Why would they need to invest in their personal branding?
Melanie: I think just for all the reasons we talked about. We’ve riffed on it for quite a number of minutes now and I think that just to summarize it, it’s an exploration into who you are so that you can build your business based on what you want, who you are, what your vision is and do the work of knowing who’s out there, what makes you different, so that you can stand out.
If someone has different choices to make, they’re going to make the choice to work with you. What happens a lot is that if you’re pretty sparkly with your brand and pretty consistent, you can get referred a lot. You’re not just looking like a part of – I know in a real estate agents, it’s important to be part of that bigger team. You get a lot of support around that and you’re sitting next to agents in your office who your friends with, who you love, who you go for drinks with and they’re your competition. It’s a challenging set of circumstances. It’s kind of fun to break ground there and see how you can work your business around your life, how you can create your brand that reflects you.
Teri: Agreed, agreed. Let’s wrap it there. I think you completely nailed it. I love, I love your approach to business. I just think you’re so amazing, obviously, that’s why we’re working together and I will obviously continue to refer other work to you as well. Thank you so much for taking the time to share your vision with us and your awesome personality.
Melanie: Thank you Teri. It’s been super fun. I was a little nervous about this recording because I don’t do recordings very often but I think I’m definitely excited about getting out there more with you and about Agent Quest. It’s going to be a great ride.
Teri: It’s going to be a great year. We’ll talk soon. Thanks so much.