Thinking Big and Getting Unstuck

Jimmy Newson [00:00:00]:
If this is new to you, you start to fully understand. Before you can implement, you have to understand. So what is strategy, and how should I apply it to my business specifically? How should I apply it to me as an individual? Because I also consider the person a brand.

Jeffro [00:00:22]:
Welcome back to today’s episode of Digital Dominance. Do you ever feel like you always have your head down grinding away day after day only to look up and see that you haven’t made much progress? Very often, it’s because the things we are spending time on are not important even though they may be urgent. It’s a frustrating place to be, and the question is, how do you move past that? So to help us with that biz Question. I’ve invited the impact influencer, Jimmy Newsom, to discuss business growth, getting unstuck, and long term thinking. Business? So before we dive in, I wanted to give you a glimpse into Jimmy’s impressive background. Jimmy Newsom, also known as the impact influencer, is a business strategy consultant business? And the founder of Moving Forward Small Business. He specializes in empowering small businesses and entrepreneurs with practical advice. But Jimmy is more than just a consultant.

Jeffro [00:01:07]:
He’s a contributor at Entrepreneur .com, and he serves on boards for organizations like the New York Marketing Association. Jimmy has been featured in Forbes, Entrepreneur, Adweek, and other publications. And as an international speech speaker, he has trained thousands of professionals across the globe? So please help me welcome my guest today, Jimmy Newsom. Welcome to the show, Jimmy.

Jimmy Newson [00:01:26]:
Jeff Roy, it’s a pleasure to be here. I’m excited, and I can’t wait to, get into some fun with you.

Jeffro [00:01:34]:
Business? Definitely. Because this stuff is fun, and it matters. So let’s jump right in. You know, I’m excited, like I said, because as business owners, we’ve all found ourselves caught up in the day to day. You know? Then we feel frustrated that we’re working in the business and not on it, but, But, of course, we have to keep the business running, so we keep running on the hamster wheel. Now you bring a unique vantage point because you’re able to speak about the high level context and strategy, Which is an important starting point, but you also bring the practical tips and tools to help people make progress with that strategy. So what would you say to the business owners who are just So ready to make progress that they seem to wanna skip past the strategy piece and just jump right into the next tactic.

Jimmy Newson [00:02:16]:
Business? Yeah. And and and and take a step back. And the problem is, you know, 1, when small businesses hear strategy and envision and mission? They think, oh, that’s for big businesses. And at the end of the day, yes, it is, but it’s also for small businesses. The problem is biz? It’s there’s no immediate return on investment, and that always causes them to go, this is not that important now. I’ll do it later. But what what they don’t realize is that is setting the foundation to grow faster. Get there faster when you start to expand and bring on your 1st hire or bring on your 1st, virtual assistant or whatever.

Jimmy Newson [00:02:58]:
It allows you to not have to micromanage, and it allows you to step to start to step back. And it I I when we Talk about this and we teach it. We try to look at the big strategy, and then we also try to stick in a few quick wins so you feel that, oh, that’s That’s nice. Okay. I and and you get excited to wanna do it again. So it’s a delicate dance, a delicate balance to go, you know, let’s start focusing on the big wins, but how can we leverage some of that right now for a quick win so we don’t feel like it’s not that important for us.

Jeffro [00:03:29]:
That makes sense. I mean, kind of having that layered approach business so that you stick with it? Because otherwise, you don’t want people to quit. At what point would you recommend a business owner actually makes a business plan, for example?

Jimmy Newson [00:03:42]:
Great question. And the the the problem that most don’t is is is a huge issue for us when we talk about the failure rate being seven out of 10 failures in in 10 years and and to some point, 5 years? The business plan there’s 2 aspects. There’s the business plan and there’s the business strategy. And they work hand in hand with each other. The business plan is the road map to get from point a to point b. Biz the strategy is the process to stay on the track. So we so we make it to point b, and the strategy gives us guidelines? It almost adds rail. It adds like training wheels to the bike.

Jimmy Newson [00:04:20]:
So we stay up and we stay going forward, and we’re kinda on that track. And you really at any point, you should, 1, create a business plan as soon as possible. And then second, You should always be updating that business plan at least quarterly because the industry is changing, especially depending on your industry. And you look at technology and and the fact that we every business should be looking at some level of a digital transformation, meaning leveraging more technology in their business than ever before. And for small business, that’s probably our best opportunity for growth and also to beat out bigger competitors. So Understanding that a business plan is extremely vital. You should be doing a business plan yesterday.

Jeffro [00:05:04]:
Yep. And that makes sense. Can you so you mentioned business plan versus business strategy. Right? The business? Kinda keeps you following the plan. But to kinda make that more concrete, can you give us an example of, like, a lemonade stand business? What would the business plan be versus the strategy?

Jimmy Newson [00:05:19]:
Sure. The business plan would be, you know, we’re going to start a business. Here’s our target audience. Here’s the product. Here’s how we’re gonna sell it. Hell, here’s the different types of products that we can create within that business plan. Here are the financial projections, business? And this is where we should be in 5 years. So that’s the business plan.

Jimmy Newson [00:05:38]:
The strategy on the other side is, well, what do we have available to us that we can use to execute on this business plan? What partnerships can we possibly go after? What are some unique opportunities that we can use to understand our competitive, our competitive landscape and use that to our advantage to beat out our competition? And then the most important part of a business strategy is alignment. The the most reason that the the the reason that most business plans fail is is not Because it is really because of alignment and execution. If we don’t make somebody accountable for those straps for the for those plans, then you then there’s no opportunity to determine when are we winning and when are we not winning, when are we losing. And that’s where the strategy comes in and goes, alright. Here’s how we behave. So you talk about purpose. So part of the strategy is purpose. Why are we doing this? And then the mission is, well, how do we do it? And then we add another element in that which is called values.

Jimmy Newson [00:06:40]:
And the values go, how do we behave So we know when we’re not behaving properly. And that’s for us internally, but also for those externally like, in, customers. Everybody has to operate from the same values, and that becomes part of your strategy. And when you’ve got that, now you can start to focus on, okay, if if the If the vision is to be all the way down the road, what do we have to do to get there? How should we behave? And what should be the top 2 to 3 things that we focus on for the year. And now everything else doesn’t matter. If it doesn’t align in that that very, very structured framework. Even though it could be an amazing idea, It is not something we can do right now because we don’t have the resources, and that’s where the alignment comes in. If we don’t, we need to align it with someone.

Jimmy Newson [00:07:30]:
We need to make someone accountable. And if we have no one to be accountable to that because it doesn’t fit, it doesn’t fly. It’s a great idea. We table it until it makes sense.

Jeffro [00:07:40]:
I like that. Thank you for that example. I think you know, so the business plan is more of the what, and the plan the strategy is more of the how we implement. Okay. So, I mean, you touched on a couple things sometimes where people get stuck. But when you’re working with entrepreneurs, what are some of the roadblocks that seem to come up over and over again?

Jimmy Newson [00:08:02]:
It usually, it’s it’s it’s not having a big picture of where we’re trying to go? It’s about it’s it’s not having the the focus. And again, that’s where that, biz the the vision to me is probably after creating a business plan, the most important thing you could ever create. Because some people don’t like to you know, let’s just take audience. When I when I talk to a new, potential client And I go, who’s your audience? They go, everybody should be using my product. First of all, I wanna turn tail and run-in the opposite direction because because I’m not sure if I even have the energy to explain why that’s not right, you know. But Being it but when I tell them they have to pick a direction, I can see the fear. But what about the other people that I could serve? And I’m like, Here’s the thing. You’ve got 1800 Johns and 1700 Susans and 1500 Mikes.

Jimmy Newson [00:08:58]:
Which one is your best customer on the best day? Mics. Wouldn’t you rather cater to 100,000 mics and and increase your probability of of of closing them, then focusing on those that have a less option to close. And and I go and and so what that does, that doesn’t mean you’re not gonna get the Susans and the and the other one. It just means that we’re gonna focus here. And the more we focus here, If we’re at the end of the day, if we can help more of them, we’re gonna get more income. And just because of a as a byproduct, we’re gonna still pick up the other 2 sections? So we never eliminated them. We’re just focusing more. And so again so that becomes that focus area and trying to get them focus and eliminate, say no more than yes, is always the biggest problem.

Jeffro [00:09:48]:
Yeah. Because it’s almost counterintuitive. You think, well, biz Well, I don’t wanna shrink my potential client base. Right? But at the same time, if you know who you’re talking to, you’re gonna have a better engagement rate, better conversion rate, and ultimately, Actually, expand your business even though you’ve focused like you said.

Jimmy Newson [00:10:04]:
Absolutely. Yeah. And so that that’s usually the hardest part to go, Look. This is a good thing. And a good example for that is I had a landing page I’ve created once, and they usually say a good landing page can convert at about 25, possibly 30%. That means for every, 10 people, 3 people convert. I had a landing page that was converting at close to 70%. And there was a number of reasons.

Jimmy Newson [00:10:28]:
So and I’ll explain that. One, it was a warm audience. So I it came through a a source that are that had the trust of the audience. And then I also understood the audience. So they were to put the language, the proper language in place. I was able to make sure that I understood what their particular pain points were, And so understanding and knowing all that information allowed me to focus on what one product do I want to talk about over 5 or 6 of my offerings that most Entrepreneurs go, I could do this and I could do that and I could do this, and you’re going one thing. Let’s let’s let’s lock in and does this align back with our business strategy? If our objective is to raise a certain amount of money over a certain period of time, You know, if you’re using money, we call that a lagging indicator. But we want what is a leading indicator, which allows us to control the direction.

Jimmy Newson [00:11:16]:
So So now we’re gonna leverage a product that’s the leader that’s gonna help us get to the lagging, which is the amount of revenue we want to generate at a specific time.

Jeffro [00:11:25]:
Yeah. Well, I I like also that you clarified, you know, the warm traffic is obviously gonna get you a higher conversion rate. Biz so if you’ve got people only coming from a particular newsletter they’re subscribed to, of course, you know, it makes sense they’re going to convert at a higher rate than just putting it in front of a cold audience Sending anyone and everyone there because they’re not in that same place or that mindset or don’t have those needs. And so that’s another big part of it is understanding Who you’re talking to, where they’re coming from, and what stage they’re at in the buyer journey too because, obviously, that changes how you talk to them. So what, would you say to an owner who says they have no time or money to invest in biz Expanding or fixing their business like this.

Jimmy Newson [00:12:10]:
You want the the the hard answer? If they don’t have the financial resources, they’re gonna have to put in the the blood, sweat, and tears. You know, there there there is no way around the fact that you it’s sometimes it’s better to stop and pause, and I think that’s The hardest part for entrepreneurs, I’m not moving. Nothing’s getting done. This here, not moving business? As as powerful as you doing stuff, like you said at the very beginning, I’ve been working all day, I’ve been working all week, I’ve been working all month, I’ve been working all year, And I feel nothing’s getting done. And that is the that’s when you’re not using this. You’re just thinking I just have to be busy. You have to step back and really go, what am I trying to achieve here? What is the long term game? Is it the unsexy thing to do? Biz but if you wanna grow a business, you’re gonna have to start thinking that way. So now you gotta go, where where can I go to get access to this training, you know, at this level to understand so I can level myself up? Because there’s a difference between going from a 0 to $100,000 and $100,000 to a half $1,000,000 to a 1,000,000, whatnot.

Jimmy Newson [00:13:25]:
Those are stages. And at each one of those stages, it requires a different mindset. It requires a different set of skills. So where are you? And now you need to start start to do some research and go, what do I not know so I can step to that next level? And I’m either going to do the work myself or do it in stages where I can I do this thing called the $10,000 an hour document I got from, a guy named Perry Marshall, and he wrote this so you know him? So he wrote this 10 thou he wrote the 80/20 sales and marketing book and ended it as a $10,000 document. So I got his permission to teach that Because I was just like, this is hot. And it talks about going from $10 an hour to 100 to a1000 to 10,000. So another strategy could be, Let me see what I’m doing in these 4 categories and start to move my way over. And as I move over, hire somebody, whether it’s it’s a VA or whatnot, Start taking over those lower level things and making sure that what you’re doing has a tie back to revenue.

Jimmy Newson [00:14:25]:
So there’s money coming in as you’re starting to go so you can get things off your plate, but you got revenue coming in as you move over and over? Of course, that’s a strategic because you’re gonna have to be strategic about it, but there are options. But the bottom line is the way I built my business is I’m I I had to get in and do all this stuff. And then at some point, I had to go, now I need to stop doing all this stuff. I need to elevate myself to this next level. I have to go in to managerial mode. I have to then go into c level exec mode? Because even though we’re small business owners, we’re still executives. If we wanna grow a business and one day be able to sell it, If that is or is not their your your objective, we have to run it like we’re gonna sell it and we have to and and and I used to think, You know, the CEO becomes a small business owner, but it’s actually the opposite. I learned from one of my mentors and board advisers is the small business owner has to elevate to to a to a CEO of his own business?

Jeffro [00:15:20]:
Yeah. I mean, there’s a ton of good stuff there that you just touched on, and we could go in so many different directions. There’s a a lyric that I think of, that made me think of from a band called Thrice, and it says motion isn’t meaning. It’s just another drug. Biz Right. So we’re we’re busy in our businesses all day every day. You know? Like, oh, I should fix this thing, but it doesn’t actually have an impact on the business. It could have waited.

Jeffro [00:15:44]:
Right? You could have done something else. So sometimes we do productive procrastination where we’re like, instead of doing the thing we know is important, we don’t wanna do it. We go do something else that I could have delegated or something. And so this goes back to having that business plan and business strategy. Right? Because if you’re checking in on that periodically, Then you’ll be able to self correct and be like, oh, okay. This is why I’m not going forward. I forgot about this part of my strategy that I am not implementing right now. Biz and so by doing that, you can take those steps like you’re talking about to make yourself into the person who’s capable of reaching that next level or understanding how to hire the person who’s going to do those tasks or whatever it might be.

Jeffro [00:16:24]:
But having that plan instead of just kind of blindly bouncing around is the only way you’re ever gonna move forward and get to those bigger goals.

Jimmy Newson [00:16:32]:
Absolutely. And and and I and I call and I put myself and I say put yourself in the fire. I do it all the time. I put myself in the fire when I know there’s something I need to do and I’m feeling a little reluctant to wanna do it. I’ll schedule meetings In times that I definitely hate doing meetings, I’ll I I have certain things on my wall to remind me of things, so I have the $10,000 an hour document? Because, again, I fall victim to it still to this day. But the difference is I’m aware when I’m messing up.

Jeffro [00:17:02]:
Right.

Jimmy Newson [00:17:02]:
And then I’m like, okay. I’m just doing this because I want to, and so I don’t care. And then the rest of the time, I’m going, alright. I shouldn’t be doing this. Let me get back on track?

Jeffro [00:17:12]:
You

Jimmy Newson [00:17:12]:
know? And so I think that self awareness is usually the most important aspect. So you don’t always have to be. You can’t be a 100%

Jeffro [00:17:20]:
Right.

Jimmy Newson [00:17:20]:
All the time. It’s just virtually impossible. So I’m not asking anybody listening today to to try to achieve that. That’s like perfection. There’s no such thing. But to be aware of it will make you better at what you’re doing, and some of this stuff will start to become second nature for you,

Jeffro [00:17:37]:
a a Right.

Jimmy Newson [00:17:37]:
An extreme habit.

Jeffro [00:17:38]:
Biz Yeah. And as you yeah. Obviously, like you said, we’re all human. So what can you do to set yourself up for success knowing your own limitations and shortcomings and tendencies. Right? So whether that’s putting some on the wall that you see it every day or you have your thing that you read every morning before you start work or Whatever it is that gets you past those roadblocks, you know, that’s gonna be the most effective thing for you.

Jimmy Newson [00:18:02]:
I think looking starting to invest Whether it’s time, energy, or money into strategy. Some level of strategy something. So if this is new to you, You start to fully understand. Before you can implement, you have to understand. So what is strategy and how should I apply it to my business specifically? How so I apply to me as an individual? Because I also consider the person a brand. You know? As the as the founder, the CEO, you have these 2 entities here? There’s the business and there’s you, and you can apply it to both. So look in even if you just go to Google and just start typing in business strategy for my my industry or my business? Just so you can start to think about what does strategy mean and what should it mean to me. You know, that I think that would be the the the first step.

Jimmy Newson [00:18:52]:
And then once you do, you start to investigate and go into that. You know? Start looking for tools that can help you with strategy and business planning. And we have programmings for both of those things, and that That was the thing for my organization where I realized that’s how we differ from our competition, you know, and we’re we’re we’re going up against some massive players. Like, you know, we we help small businesses. Okay? So, hence, the the word moving forward small business. But if you think about it, you know, American Express has Small Business Saturday, and Verizon has some form of a small business program. And these are mega giants, And I have conversation with them on a regular, but they’re still massive. They can outspin me.

Jimmy Newson [00:19:34]:
They can out support me. They can outdo everything. But there’s 1 thing that they don’t do that we do, and that’s support a small business with their actual strategy because that takes time and energy. Business? And so that’s what we realized. That’s when we started to double down on strategy as the element. Most people don’t have a digital marketing problem? They don’t have a finance problem. They don’t have a human resources problem. They have a strategy problem.

Jimmy Newson [00:19:59]:
And they just have to add address Any of those elements that I mentioned, but they’re based on the fact, well, why should we be doing it? Well, the strategy is gonna tell you why.

Jeffro [00:20:10]:
Yeah. I think a lot of people fall into the trap of if you build it, they will come. You know? Like, well, I’ve got the best service in town. You know? Why wouldn’t they just hire me? I was like, well, obviously, It does work that way. Any in any endeavor or any realm of life. So, yeah, I like that strategy kind of helps business? Keep you grounded. And I was gonna ask this as well. You know, when you tell someone to start thinking bigger, right, a small business owner, and they’re like, okay, I wanna make $100,000,000 next year.

Jeffro [00:20:37]:
Okay. We we gotta stay grounded too. Right? Like, it’s good to have big posts, but how do we get there?

Jimmy Newson [00:20:42]:
Yep. Exactly. And then the funny thing, you said that. I had a colleague of mine say that as well, but she said 300,000,000. And I said to her, how? And she got offended. Like, I I didn’t believe she could do it. And I had this tell I go, look. First of all, I am not an emotional guy.

Jimmy Newson [00:20:59]:
I’m very logical. So that you know, like, I got that geekiness about me that you know, and I go and 2, I’m asking in regards to not, I don’t believe you can do it. I’m literally asking you, how? What’s the plan? What is the road map? I’m not saying you can’t do it, so show it to me. And if you can’t show that and not even that you don’t hit it. Business? It it’s at least if you have a plan to move towards it and it’s realistic and you don’t hit it, you still have to be closer than you were today. Business?

Jeffro [00:21:30]:
Right. But if you don’t have any plan, then it’s just a dream. Right? And there’s you’re not gonna get there.

Jimmy Newson [00:21:35]:
And if you yeah. If you can’t articulate because you’re gonna need people. You’re gonna need processes. You’re gonna need teams. You’re gonna need partners.

Jeffro [00:21:43]:
Mhmm.

Jimmy Newson [00:21:44]:
And so what is your process and what is your what is your your your your SOPs? What What what is your plan to incorporate all that? Our vision is to save 1,000,000 businesses from failure by 2050 leveraging innovation technology strategy. And I’ve had people go, really right. And then I go, here’s how we’re planning on doing. And they go, oh, that that kinda makes sense. I go, biz? Yes. I go I go, I have to practice what I preach, but I we also have to think about, well, how? And that was something that my board challenged me on. And I was frustrated because, you know, you when you put on the fire and and you feel like people are doubting you And you’re and you you take it personally. And I was I found I came to a point where I go, they’re asking legitimate questions.

Jimmy Newson [00:22:31]:
How? I need to answer this. Or else, how can I earn their trust so they can help me on this process? And that’s where purpose, vision, mission, strategy comes into play. It’s not really for you. Biz It’s for the support system that is gonna be built because of this road that you created. Everybody goes, oh, I’d like to go there with you.

Jeffro [00:22:56]:
Yeah. No. I love that. And I think I hope everybody’s taking notes and deciding, you know, I gotta go work on my business plan or think about a strategy? Or, you know, before New Year’s resolutions, you know, how am I gonna actually make this stuff happen? Because it’s not just your business. It’s any goal like that. You gotta map it out. So we’re talking about big goals, but I wanna, before we end, bring it back a little closer to home. You’ve talked before about, you know, don’t underestimate what you have in your backyard.

Jeffro [00:23:22]:
Biz So can you give an example of what that means for a business from a a practical perspective?

Jimmy Newson [00:23:29]:
Yeah. And what that means that you probably know people already, or you’re 2 degrees away from the person that you actually need to be talking to. But the first step is if when you got a great purpose, vision, mission, and values, people buy and and and Wistia said it best. If you want to inspire and never run out of things to market on, don’t market on your products and service. Market on your purpose, vision, and mission Because that brings a human element in. And so with that, when you got a very memorable and very succinct, purpose, vision, and mission? It’s easier for others to enter to to talk on your behalf without you ever being in the room. And when they’re able to do that, there’s an extension of you now that did not exist before. And so you leverage that.

Jimmy Newson [00:24:22]:
And that’s how you start to get people in your own backyard because they have now they now have a better understanding of what you do and who you help. Okay? And so if you do a horrible job, when I asked you what do you do and you take 2, 5 2 to 5 minutes to fumble over what you actually do, that and and and you do that every time. Now you got 20 people that have 18 different ideas of what they think you do. And that doesn’t allow you to tap into the people that are in your current network, that are around you, that know you best, that will probably help you before anybody else will. So the key here is to work that audience first. And if I understand what what our vision purpose, vision, mission, and I’m sorry to have to keep business? They knew me, but this is that’s because it’s that important. They know what you need because it’s very clear what you’re trying to do. And even if they don’t get it right, they’re usually pretty close.

Jimmy Newson [00:25:20]:
I the most of my calls lately are always, I think you do this. I got somebody to meet, and I’ll be like, wow. Good good intro. Because they get it. And it’s not like you’ve got I’m sure you’ve probably been on calls where you’re like, why am I even on this call? I don’t even and the guy’s like, well, they told me you did this, and you’re like, I don’t even do nothing similar to that? And it’s it’s and as you get busy, our biggest asset is our time. And so we have to do a better job of managing it. And again, that’s purpose vision mission affects so much of what makes helps us grow as professionals and as a business?

Jeffro [00:25:59]:
Yeah. And I hope you guys take that to heart. It’s not just for the big businesses. You know? Even if you’re a solopreneur right now, you can start by making that business plan. So, Jimmy, this has been a great conversation. I know we could talk about this for hours? Because there’s a lot of stuff here, but I appreciate you sharing your wisdom. So guys, go check out Jimmy’s website at moving forward small business.com. Look into the different boot camps and courses that he has available.

Jeffro [00:26:26]:
Jimmy, do you have any final thoughts on what you wanted to leave us with?

Jimmy Newson [00:26:30]:
Business? Absolutely. You know, again, our our vision is so our vision is to be the number one strategic support system for small businesses, entrepreneurs, and professionals globally? And then our mission is to save 1,000,000 businesses from failure leveraging innovation technology and strategy. That’s the how to the what. Okay? And so we created a membership which allows us to do this, and we leverage a lot of technology. And a lot of these tools are free. Biz you know? And these are some pretty sophisticated tools. When we talk about business strategy, we leverage a tool called Cascade, And we were able to now set that tool up under us for on behalf of our members. Again, now that’s how we track.

Jimmy Newson [00:27:11]:
We’ve helped 1,000,000 businesses by 2050. Again, so that becomes part of our whole overall mechanism. So if anyone’s interested in checking out membership, we have the, biz? The strategy alignment and execution membership. Very creative name. Okay? And we we have monthly and yearly, services for that? And we do a every month, we do a 4 part framework that focuses on one topic that should be relevant to most all the businesses in our in our in our member base, And we’re doing a 25% off if anybody wants to do it, here that’s listened to the podcast. They just have to use code d d p 25, biz and, you know, they’ll get access to, the membership. And there’s a 30 day free trial. We might even by By time this airs, we might even have a 14 day free trial.

Jimmy Newson [00:27:59]:
So we’ll see what happens, but you’ll still get your discount on it if if they decide to take it. And I think at the end of the day, this could be an option for them when they don’t have the money to to hire a a a consultant at anywhere from 200 to $500 an hour to come up with this big strategy thinking? This it just means that either they gotta put in the work or they can put somebody else from their team into the program and let them start to understand this? And you should have some level of understanding inside of the organization. Even with me as a consultant, I still need a point of contact in all of the businesses that I work with. And it’s great if they have some level of understanding because then it just makes a seamless opportunity for us to work together, and then they pass the knowledge on to those that need it.

Jeffro [00:28:46]:
Biz Yeah. Well, that that sounds like a great resource, guys. So check it out, and thank you, Jimmy, for that discount code. Thanks again, Jimmy, for being on the show. Thanks to all you guys for listening, and I’ll see you in the next episode.