How to Market an Assisted Living Facility (Without Feeling Salesy)

Transcript

00:00:00
uh some of the the top marketing strategies that exist for assisted living, especially here in um what's what's going on today um and and how you can implement those. And while uh this is a point in time, I recognize that for this recording, what I'm going to teach you here is going to be applicable, I think, for decades. Uh, I think you're going to get a lot of information out of this for how to go forward with with your marketing strategy and how to be successful as you're trying to get people into the building. This is one of

00:00:34
the things that I hear a lot of people upfront are concerned about um, as they're trying to get into assisted living. They they don't understand like how marketing works. They're they're concerned about getting the residents into the home. And I I think that's a very valid concern because it's the lifeblood of your business, right? If if you don't have residents in, they're not paying you, you're not making money, you can't be successful. But, um, it's also something that I want you to to focus on

00:01:04
in the beginning. I want you to be focusing on building out the foundation and doing the things that you need to do to to get the business off the ground. That's why I give you my free business plan checklist. Uh, if you go I've got a a thing down. and I think it's right over here. Um, you can go and grab that free business plan checklist, assisted livinginvesting.net/bp checklist. Uh, it's going to give you all the things that you need to make sure you can build the foundation so you can launch because

00:01:32
I talked to a lot of people who as they're starting um after they've got things going um you're going to want this marketing, but you need to build the foundation first so that you can actually get off the ground and get moving. And for those of you that now have your own facility and for those of you that reach out to me and you you're it's been a few months and you're not getting residence, I'm hoping that uh you can implement a lot of the things that I'm going to teach you here in our in our video today and uh use that to

00:02:01
help you make progress and uh to help you get to the point where you are uh successfully launching your your assisted living business. you're getting income coming in and you have a lot of happy residents in there. So, with that uh context, and I think I've got all the stuff that I need to all set up, um I want to again remind you, go over and get the free business plan checklist, assisted livinginvesting.net/bp checklist. Uh it's a tool there that is intended to help you out and and help make your life

00:02:34
a little bit easier and uh help you move things along as you're trying to to get in here and and launch your assisted living business. So with that, I want to kind of give you a quick overview of me uh so you know who I am. My name is Brandon Gustafson. I own and operate two assisted living facilities and I do that out of state. I live in Utah and I have um I I have facilities in Colorado and in Idaho. I've been doing this since 2020. I've secured over $1.5 million in SBA funding. So, I understand the

00:03:05
process, what it takes to get in there and and make this work. Um I also have a masters in healthcare administration. And so I've worked in the healthcare industry for uh over a decade now and have a lot of experience working with healthcare payers uh with government programs with Medicaid um and and those types of programs and and have a lot of uh knowledge there that I love sharing with with people like you as you're trying to launch your assisted living business. Um, so with that, let's get into

00:03:35
understanding the shifting landscape that exists here inside of assisted living as the the population that you're dealing with is aging and and as the the baby boomer generation continues to age into a need for assisted living services, for long-term term care services, as you know, I mean, the reason you're probably interested in assisted living and investing in assisted living, the aging population is growing. Um, but with that, as more be people become aware of assisted living as an asset class and as some of those

00:04:11
bigger investor groups out there become a aware of long-term care and how profitable it can be, you're going to start seeing a lot more competition in in the space of assisted living from an investment standpoint. More competition, more facilities popping up. And while the supply and demand just the econ simple e economics of working in assisted living there they are in your favor and will be for a long time um because there's such a a housing shortage. It doesn't mean that there won't be little pockets where it's

00:04:47
oversaturated or that you as a small business don't have the ability to get your name and brand out there above some of the bigger players. And so that's what I want to help you out with as you get into this because there's going to be more resonance out there, but there's also going to start being more competition. You got to find ways to set yourself apart and really level yourself up so that you can get in front of the right people so you get good quality residents coming into into your home.

00:05:16
I will also say that uh just personalized care is something that I think from a healthcare industry standpoint is going to be um be a bigger need. And so if you can position yourself as a as a location, as a a facility that really hones in on personalized care and specialized care that is individual to a resident rather than just like, hey, here's all the stuff that we do and it's a blanket thing. the more personal you can get, the more a premium people are going to pay for them. And as technology evolves

00:05:52
and people are getting, you know, their their watches that have all the the health information on it or uh they are uh we just get more data. Um I don't want to get too deep into it, but if if blockchain uh if it gets to the point where you can own your own data and and then you can sell that data, I don't know. This is I love technology. I think there's potential for that type of stuff to get out there. And then you are working with your doctor, with your caregiving team to give them your specific data. And then

00:06:24
there's going to be information that is going to be care plans that are catered directly to you. the more that you are on the cutting edge of those types of things, it's going to give you a lot more um ability to be working directly with your residents, to be working with them, to to be giving them the care that they need that is specific to their needs at a given time. So, try to be on the cutting edge. Look at what is on the horizon for healthcare. Don't get too caught up in what it is today. Now, a

00:06:54
lot of you that are watching this are probably like, "Well, I need to fill my beds today." We're going to talk about strategies for that here in in just a few minutes. But I also want you to be prepared for what this is going to look like in the future. And so you want to look on the look to the horizon. What's coming out there? And how are you going to be successful? I also want to mention that CO has had a lasting impact on just the way that priorities need to needed to be shifted for facilities. They had

00:07:20
to adapt for more safety like prioritizing safety and transparency. And so you want to take the way that CO has shifted uh the industry as a whole, the entire healthcare industry and especially the long-term care industry. You want to take that information and you want to make sure that you are hitting on those things that are now very important to people in your transparency with how you are caring for your residents, that you prioritize safety, and that you show people that that that you do that when they come and

00:07:49
tour your facility. you have it highlighted on your website, on your social media uh platforms. You want to make sure that you have those things. So, the the whole entire landscape here of assisted living and long-term care is shifting. And so, you want to be aware of that and don't get stuck into this little uh this is this has always worked for me. Always look to the horizon. Don't get stuck in in this little space of it works for me today, it will work for forever because that is how businesses fail. If you get to a point

00:08:19
where you're very successful uh and you stay in that little thing and and you never move from it except for in very rare circumstances, the lack of innovation and evolution is going to put you in a really bad state. So be aware that things will change. So what works today may not work in the future. Now I want to talk to you about a strategy here and this is leveraging digital marketing um social media websites. And I've talked a lot about this actually on the channel. So, you want to be building

00:08:49
a strong online presence that has a user-friendly website and you have active social media. And I I tell you this all the time when I talk about websites and I I I'm going to link down below um I've got a couple books and I I thought I found them, but I I don't see them over there. Uh by Donald Miller, uh Marketing Made Simple and um A Story Brand Guide. Those two books have helped me immensely. And so to give you an idea of what that looks like, what you're trying to do when you build a website,

00:09:21
when you build something that you're trying to capture people's attention, understanding that we live in a world that you have less than 3 seconds to grab somebody's attention and to get them to do the thing that you want. I want you to go to my website, go to assistedlivinginvesting.net, and I want you to notice what I have on there. There is a big blue box in the top right corner. And I, the camera's backwards, so I think right is over here. Um, as I'm looking at this, in the top right corner, there's a get your free

00:09:49
underwriting calculator. If you scroll down in the middle, same exact blue button, same exact wording, get your free underwriting calculator. If you go down just a little bit more, there's another button that's a slightly different color and it's for you to take my quiz. All of those things are there because I I know that as much as I would love for you to like get on my website and just be there and spend days on it because I put a ton of content on there, the blog, and and all of the other things that I'm doing to to help you

00:10:15
out, I realize you're busy and you're probably not going to be able to do it. And so if I can get you to give me your email address very simply by giving you something that's free and valuable, then I'm going to be able to have a way to contact you and give you more information, get you on my newsletter so you know the the cool blogs that came out in a given week and the videos that we talked about um in a given week. So, if you are busy or you forget to like the videos and subscribe and ring the

00:10:42
bell on YouTube that you're going to get an email that tells you what it was and oh yeah, that that's interesting cuz I want to get the information so I can sell so I can give you more information to help you where you're at in the process and then also make offers to you. Like I I'm transparent. I I want to coach you. I want to help you out through the process. And the only way I can do that despite all the YouTube videos and me talking about it is to get your email so that I can then talk to you and then hey here's a cool like this

00:11:13
coaching program I think could be a really good fit. This is what it does for for you. You do the same thing with your assisted living facility. You want to have something you want to have an offer out there. It's called a lead magnet. You want to get their emails and then you want to progressively put it out there. Hey, we have openings in our facility. We're opening up a new facility. we're going to do an openhouse. You need their contact information so that you can then reach out to them. So, I do the same thing

00:11:40
just for my coaching business, but I do that with my facilities as well. We have an offer that we send out there. It's a it's a free I think it's financial planning guide is what we put out there. Uh we're capturing those emails and then when we have openings now, we have a curated email list of somebody that went to our website. They're aware of who we are. They want our information and they are then, you know, they're they're kind of a hot lead and and they're somebody that we can reach out to and say, "Hey,

00:12:08
we've got two openings in our house. We'd love for you to come do a tour. Are you open to that?" Now, not everybody's going to raise their hand and say yes. But you have their contact information. You keep dripping out emails of valuable content to them so you can stay top of mind. That's going to make people excited to to want to work with you. Okay. Um, the other thing is ad online advertising um is is great. Um, you want to be careful with how you do that. So, um, I personally like to run ads. If I'm

00:12:39
going to run ads, I want to get people to my website so I can download the lead magnet so I can get their email. It's a much better way because once I have an email, it's a lot easier for me to just interact with them rather than me running an ad that says, "Hey, go buy this coaching program." um it's it's better for me to get an email so I can talk to to people. There are a lot of strategies around that, but you as a small business, you're not you're probably not going to be doing radio ads or TV ads or or things like that because

00:13:08
just the volume, the amount of money you're going to have to pay to to get on TV and radio is probably not going to value there. There's just not a lot of value there when it comes to the amount of residents you're going to get into the home. You're going to be paying a lot and not getting a ton of return. Um, and those can take time. But if you run ads to get people to your website to download your free guide, then boom, now you got an email address and now you can start interacting with that person.

00:13:32
That's how you want to be handling your online advertising so that you can um you can hone in on that. And the other really cool thing about tools like um Meta, which owns Facebook and Instagram, is you can take a an email list that has contact information, names, and email addresses. Just something as simple as that. And you can create a custom list based off of that profile. And now you can advertise directly to those exact same type of people, where they're located geographically, what their

00:13:59
interests are, their age. You can take all of that information, you can put it into Meta and you can create this custom list and and go and advertise directly to the people, the group of people that you want to be dealing with. You can do very similar stuff with with Google ads. So, running ads with social media with um o over on Google, um they're not a bad thing to do and they're relatively inexpensive compared to other platforms that are out there for running advertisements to, but um they they you

00:14:33
want to make sure you have a way to capture the information um as you do that. So, go again uh marketing made simple by Donald Miller uh building your story brand. Those are really great um tools that I've used to help me get a lot of that information. And then there if you want to get into more ad specific stuff, um there's other courses and and things like that. It's not something that I specifically teach uh but something that I have learned a lot um through the years. So there's that. And another thing that I I think you could

00:15:01
do uh is utilizing virtual tours. But the way that you're going to get people to come into virtual tours is going to be getting again their email address and then sending them information. Hey, we're doing virtual tours for our facility. We do them every month, once a week, whatever it is. Would you like to come see it? Or better yet, record a video. It's a virtual tour. And you have that be your lead magnet and people will give you their email address so that they can have this virtual tour of your

00:15:27
facility and you just have you maybe even do it professionally so that people get this really cool feel of exactly what it is. And then if they have questions, they submit questions at the end of it. There's a lot of fun ways that you can kind of hit on this and and help you uh get in front of people, capture their information and then get them excited about seeing your facility. Ultimately, getting there in person uh is something that you want to be doing. So, digital marketing, there's a lot that you can do there. Uh something I

00:15:54
encourage you to start researching and understand a little bit more about because it can feel overwhelming. It can feel confusing, but if you learn how to use it, it is an incredible tool. possibly I would I would probably put it at the second best way for you to do your marketing honestly. We're going to talk about the first one. Uh my my favorite way of doing marketing here in just a few minutes. So, make sure you stick around for that. So, next one is engaging your local community. I want to

00:16:22
make sure I'm looking at this really quick and and not uh that you know it's been a second since I looked at the at my slides here. I want to make sure I'm looking at the right thing. So, next is engaging your local community. And this one is networking. Um, network marketing. This is actually my favorite way. I think it is the best way for you to be getting out into the community to build relationships with people and get people to come in and and remember you. So, they're funneling people to you

00:16:56
because they're out there. They're talking to a bunch of different people. And so you want to be interacting with the right people so that they can give you leads so you can bring people into um into your facility and building relationships there is is absolutely key. So one is networking with local senior centers and senior groups to build relationships. You know think of like just like think of the YMCA just for just a quick example here. When you think of the YMCA who's going there, right? You have generally young men.

00:17:26
That's that's what the YM stands for. They're going there. They're playing basketball. They're hanging out. They're having a good time. So, you want to find the equivalent in your area for seniors? Is there like some place where they go and they they play cards or uh chess or um is there is there some kind of just like a an activity center where seniors go after they've retired to just go hang out and have a good time? That is an incredible place for you to be working with uh to be partnering with because

00:17:56
oftentimes those people go there because they're lonely. they don't have anything else to do. Um, they don't necessarily need assisted living, but they just want some interaction with people. But eventually, they're going to age and need some type of service. And so, if you can get in and work with those types of organizations, it's going to open up a lot of doors for you as you're trying to bring residents into your facility. I also highly encourage you to build strong relationships with a few

00:18:22
key funnel partners. and those funnel partners. And I and I I want to stress here a few key ones. Don't try to do this to everybody. Don't go canvas the neighborhood with flyers and business cards to every single business that you think might be a good fit. Pick five to 10 of them. And be very strategic and and uh focused on how you're building a relationship with them. And these can be hospitals like the discharge nurse at a hospital, rehab facilities, case workers, other assisted living facilities. There's um independent

00:18:53
living, even nursing homes, um memory care facilities. There's so many out there. You just want to figure out who are the ones in your area that you want to be focusing on. You want to go and build really strong relationships with them because as they come across potential referrals for you, they're going to remember you and they're going to think about you because you've been so consistent and such a good friend and you're reciprocating referrals back and forth. I was talking with um a previous

00:19:19
owner. uh he sold his portfolio a few years ago, but he had built a relationship as an assisted living facility with a memory care facility. And he told me for years they just went back and forth and they were uh just giving referrals back and forth to each other based off of the care needs of their residents. And he's like, "That relationship probably made me $4 million." So, building those relationships and making sure they're strong, it it will pay huge dividends. Um, you just have to be very consistent

00:19:46
with it. And and as you do that, you're going to find that it's it's very beneficial for you in in your facility and keeping residents into getting residents and keeping residents in your facility. It's a long-term play like a lot of marketing in there. I there is no magic pill. Um, but this is, you know, doing the social media stuff, getting people's email, and building relationships with those funnel partners are the two most important things that you can be doing to make sure you have a lot of residents coming into your

00:20:16
facility and making sure they're high-quality residents as well. Um, I would encourage you to attend industry events. If there are aging like if there's an aging commission in your area uh or something like that and you're focused on elderly care, then go be present at that um at that aging commission when they do their their weekly, monthly, quarterly, annual events, whatever it is, find out what it is and go and be there. If you're focused on something like mental health, go find something like NAMI and and go

00:20:47
be a sponsor at the the NAMI walk so that you're getting out and and you are making sure that people know who you are and they connect you with the thing that that they're passionate about. The more you can make those connections and get into these industry events, the better off you're going to be. Uh you build a lot of really strong relationships by going to those events as well. It's where you can really build out some of those other referral partnerships and relationships as well. You can meet the

00:21:13
people that are passionate about the same thing, the same population that you are trying to serve and that can really benefit you quite a bit. So go to those events and then like network and build relationships and open your mouth and make sure people know who you are. And I would also encourage you to partner with like local senior service providers um to create valuable packages. So, if you have maybe in in your area like a chiropractor that works specifically with the population that you're working

00:21:38
with. Say it's an elderly care population, go and network with that chiropractor. Uh or go go talk to uh somebody that does like red light therapy or something like that that is specific to a more natural wellness thing, but they cater to an an older population. Go find those people. Um people that are serving the population you want to serve. Go find them. they're already doing it and start building relationships with those people. That's going to help you get a lot of what you need as you're trying to um bring more

00:22:11
residents into your facility. Um let's see, let's move on here to optimizing the resident experience. So um right here we're talking about uh focusing on personalized care plans. Um again, we we've talked about this u because you want to cater to an individual's needs and preferences. You really have to hone in on this. This is something that is becoming a lot more popular and you want to be aware of what people want, what they need, and make sure that you are um out there and you're talking to them.

00:22:40
Make sure you have that personalized care plan. Make sure you're revisiting it on a regular basis. with your nursing team to make sure you have that in place because that's going to uh make people want to stay or when they uh hear their friend needs assisted living and you have an opening, they're going to talk and it's going to bring people in because they have had such a good experience getting that personalized care. I would encourage you to invest in technology that's going to enhance resident safety, communication,

00:23:06
engagement. This makes it a lot better for the resident themselves. Um, so if they if you have call buttons or something like that and they they just have to hit a button rather than yelling if they were to fall. Um, or if they're in the restroom and they need help wiping or uh something along those lines. If they have the ability to not publicly put it out there that they need help and make a scene in the facility, rather they just push a button and it's silent. There's a light that comes on and and your staff know what that means

00:23:34
and they can go there. That is great customer service and and people are going to like that. So that type of technology using tools like an EHR and we've done a video with access EMR. Um so I would encourage you to go and watch that uh because it's a great tool and and tools like that to just make sure you have everything documented. So when and if something changes in their care history, their their care experience, you're going to have that information. You can see maybe this is what happened.

00:24:02
And maybe all of a sudden they've developed an an allergy to something and you can see this is like every Tuesday we do tacos and they just like there's something in the seasoning that is causing an allergic reaction the next day or it's in it's increasing their bowel movements or it's reducing their bowel movements or whatever it is. You want to be able to track that information so you can see what's going on. And having that in there and creating again a more personalized care experience for them is going to make

00:24:31
things just go a whole lot more smoothly for you. And creating a vibrant community atmosphere and you do that through having social activities and opportunities for connection. U posting those on social media. These could be parties, these could be barbecues, these could be um just activities that you do for Easter. Um we did an Easter egg hunt and we posted those on our social media platform and it was like huge. It was it was great. Um, you want to have those types of fun activities and then post

00:24:59
about them because when people start doing their research on a specific facility on you, if you have these fun activities, the people that are looking for something, they're going to think, man, that that's cool. That's a lot of fun. That that looks that looks exciting. And you're consistently doing you have to be a little bit careful. Uh you have to get waiverss and and make sure you understand the rules in your state for uh how to handle social media and and getting permission and things like that. So don't just blindly do

00:25:25
this. Make sure you go through the process correctly. But it's a it can be an incredible tool as you're trying to figure out exactly how this is all going to work for you. Okay? So create that vibrant community atmosphere. Do that with social activities. Make sure people are having fun, that they're excited, and that you're posting about it so other people can see it and they get excited about it as well. And next is building your reputation and trust. So, you want to do this through showcasing positive

00:25:53
resident testimonials. Um, reviewing um those testimonials and reviews. You want to do that to build credibility. Make sure you have a Google profile. Make sure you have a Facebook page um and and ask for reviews and testimonials and and post those regularly because in a world where we live and and we re we look at those reviews all the time. You want to make sure that you are looking at them and understanding what people are saying and responding to people's comments and trying to improve things. Uh you know,

00:26:21
similar to what I do here on YouTube, somebody types in a question, I generally give you a really good answer or I turn it into one of these videos to help you out along your path. So, I am trying to deliver a high level of customer service because I want you to be happy because that's how you're going to ultimately work with me or share my content with other people who might work with me. Like, I I want to help people out. It's one of my favorite things to do. And so, I have to make sure I'm giving you a level of of help and

00:26:49
guidance that's going to make you actually want to do that. So, uh that's something that that I think is really important for you as you go through this. You want to proactively manage your online reputation as well by responding to those reviews and addressing concerns. Like I mentioned, uh you want to be out there. You want to control that. Don't just have it be the wild west. Make sure you're you are consistently posting and that you are um responding to people when when they comment on on something with your

00:27:18
facility. Um people other consumers, they look at that, they notice those things. And while you want to definitely make it a good experience for the person you're working with, you also want to have this kind of track record that you're showing people, you know, this is what we do. This is how we interact with people. This is how we handle difficult situations. Um and and this is the level of customer service that you're going to experience when you work with us. And then the the last one here is investing

00:27:42
in staff training and development to ensure exceptional exceptional customer service and care. So, you want to make sure your staff are highly trained, that you are training them on a regular basis. Um, and that the review so that the reviews that you get are not reflective of bad experiences that they've had because of staff that were unhappy or on their phones all the time or or something along those lines. You want to make sure that your staff know how to handle situations. It it improves that personal care um that we were just

00:28:13
talking about. improves that experience and then makes people just a little bit more excited and um happy to to work with you. Also, honestly, despite the, you know, it can feel like, oh man, I'm going to have to train my staff. I I when I work, I hate doing all the training things. You know what? Doing those things, training your staff, making sure they have everything that they need so they can be successful, it leads to a happier workforce and it's going to reduce the amount of turnover. Because when you invest in your staff,

00:28:43
the good ones are going to want to stay because they see that. And so that improves continuity with your staff and your residents because there's not as much turnover. Um, but it just makes people happier to work in a place. And so you want to be doing that and prioritizing them and training them and making sure that they have what they need to be successful in the work that they're trying to do. So really important for you to do that. Now, if that was a lot of information, like I went through like a master master class

00:29:11
here of how to market effectively to fill your beds. If you liked this and you need more information, I would encourage you to go check out the ALI basics community. Um, in there we do me monthly member onlyly calls. You get priority answers on our lives like we have today. Uh, resources, webinar recordings, library of Q&A recordings. We have an active community where we do weekly tips and tips and uh tips and tricks. Sorry. Um get your questions answered and you can do some peer-to-p peer networking. Go check it out. It's

00:29:42
assisted livinginvesting.net/basics. I would love to help you out. It's probably it's the most affordable way for you to work with me and get answers to your questions and help you progress along your path. So go check that out. Again, it's assisted livinginvesting.net/basics. So with that, I want to shift over to our Q&A. And I understand that this is a different time than our normal uh live videos. I am actually traveling this afternoon. Um flying to Portland and so had to get this out a little bit

00:30:08
earlier, but wanted to make sure I I got it out to you. Uh and you know, so yeah, like the video, subscribe, ring the bell. I love helping you. I love helping you and coaching you. Uh I would love to to continue doing that for you to help you make progress as you're trying to launch your assisted living business. It is one of my favorite things to do. I absolutely love it. Um, and would love to help you out along along the path. And the context for why I said I know this is a different time is we have one

00:30:38
person in here watching and I don't think they have any questions. So stalling a little bit just in case they have those questions, but if you are watching this after the fact, make sure you comment your questions. Um, put them in here. I will get to them uh as quickly as I can to answer the questions that you have as you're trying to figure out marketing for your assisted living facility. uh and and make sure you have what you need. And if there's something that I feel like would be a really good

00:31:01
video for other people, um we'll definitely answer those. I'm going to run over to um the ALI basics community here really quick and just make sure I don't have any in there that I needed to um hit on for people. Um let me get into that really quick. And while I'm doing that, uh, just want to remind people again, like the video, subscribe, ring the bell, make sure you go and grab the free resource the at assisted livinginvesting.net/bp checklist. Um, so you can work on building that foundation that you need. And if you need some help

00:31:39
on things like this, check out ALI basics, but also uh inside of the accelerator program, um, we have a a few course modules that are specific to, um, to marketing. So you can go check that out as well. That's at assistedl livinginvesting.netala for assisted living accelerator. So, um I have a bunch of resources out there that are all designed to help you and guide you as you're trying to uh you know make progress and launch your assisted living business. Uh it's my goal to to give you what you need so that you can have you

00:32:13
can be successful. Um that that's what I want to do. Uh so yeah, I think I've stalled long enough. I don't have any other questions on here and I didn't have any in the community. So, uh, thank you for watching. Thanks for being here. Appreciate, uh, the few of you that made it on, uh, to the live today. I know it's a different time, but, uh, please go grab that free business plan checklist, assisted livinginvesting.net/bp checklist. And, uh, thanks for watching and, uh, you know, does residential assisted living

00:32:39
sound interesting to you, but you don't know how to get started at assisted living investing. I'm here to help beginners like you launch their assisted living business in the next 12 months. I love it. I love helping and coaching people. I'd love to do that for you. And remember, it doesn't take a lot. just a little bit. Just keep going step by step by step. And I promise you, if you do and you're consistent and persistent, you're going to be successful. Thanks for watching and have a great day.