How do you use Linked In to maximize your visibility and get more paid speaking gigs? Today I’m speaking with Jeff Zelaya, a young speaker who has the unique distinction of being LinkedIn’s Most Recommended Member Under 30. We talk about how he was able to leverage his LinkedIn knowledge to launch a speaking career, and what he does to continually get more speaking gigs.
Jeff’s consulted thousands of individuals and organizations on how they can leverage online marketing (Affiliate, SEO, PPC, Social Media, Display, Email, Lead Generation and Data Acquisition) to reach their goals. Jeff advises Senior Marketing Executives at Fortune 1000 companies how to drive incremental revenue through unique digital marketing campaigns, tactics and strategies.
Jeff Zelaya has also conducted marketing workshops for the American Marketing Association, The American Advertising Federation, Florida International University, ADP, Chevrolet, USDA and Career Partners International to name a few.
Alex: Today we’re going to be talking about how to leverage social
media, specifically LinkedIn, as a speaker to get more speaking gigs, to
maximize your visibility, and to improve your online presence and speaking
business. With us today we have Jeff Zelaya. He’s a young and energetic
professional speaker. He specializes in teaching individuals and
organizations how to leverage social media, marketing, and PR to reach
their goals. He also has the unique distinction of being LinkedIn’s most
recommended member under 30. Jeff, thank you for being with us.
Jeff: Alex, thanks for having me. I’m excited to have this
conversation and to be able to share a lot of my secret tips forpublic speaking.
Alex: Yeah. I want to hear about, right off the bat, out of
curiosity, how many presentations would you say you do per year?
Jeff: Per year, it’s funny, when I first started, I did every single
one that came my way. I would have to beg people, “Let me go
talk, go present to your group.” The first year I did over 50
presentations in matter in the course of a year. Second year, I
was more refined. It was people that came to me, so the number
got brought down, so about maybe 30 presentations in a course of
a year.Now, this year, the presentations that I do are very selected, so
I’ve narrowed it down, but there are presentations that I
believe are a really good fit, that meet my criteria, and I meet
the criteria of that person, so I would say this year it’s been
about three so far that I’ve done.
Alex: And how many of those presentations were paid gigs versus non-
paid gigs? I imagine that in the beginning, you did a lot of non-
Jeff: Yes. So for the past two years, they’ve only been paid. That’s
the only type of gig that I really consider unless there is a
substantial benefit on my end, or some kind of other incentives
that come along with doing the event. But yes.
Alex: What would be an example of an incentive that would cause you
to do a gig for free?
Jeff: So like, TEDTalks, right. I was invited to do a TEDTalk,
actually TED wouldn’t pay any of its speakers, maybe for
accommodations and flight, but that’s about it. So, that’s
something that I would consider, or maybe in an event where
there’s going to be very massive exposure and the people in the
room have the potential to maybe want to hire me for their
business. We’re talking a substantial amount of people, my
target audience, right, the audience that would potentially hire
me. So those, I would consider possibly doing. And any kind of
event that maybe gets broadcast to television. That kind of
exposure is very valuable.
Alex: What’s an event that you’ve done recently like that, where you
said, “Oh, I can do this event for free because there’s some
benefit behind it”?
Jeff: Right. So I actually did one recently. Just last week, I spoke
here in Washington DC to the Hispanic Association of Colleges
and Universities. And the main reason that I volunteered to go
speak at this event is because I myself benefited from this
program. This organization helps students that in college get
internships, and if it wasn’t because of this organization, I
would have never actually started a career in public speaking.
So that is paying it back and giving it forward, I think for
anyone, is something that is very important. Make sure that you
tell people thank you for what they’ve done, and in this case, I
told them thank you by volunteering and doing one of my
presentations for the group.
Alex: Good deal. So tell me a little bit about this, about LinkedIn.
You’re one of LinkedIn’s most recommended member on their 30.
How did you get that and what did that do to your public
speaking? How did that affect your public speaking business and
Jeff: Okay. So I’ll start off with the major benefits of being one of
LinkedIn’s most recommended. I think number one, SEO. People
don’t realize it, but the more recommendations you have, the
higher you show up in LinkedIn when searches are happening. So
if someone’s searching public speaking, LinkedIn also gives you
the ability to sort by relevance and by recommendations. And
many people choose to sort the results by recommendation.So when you do our search and a person chooses that option, the
search results will show up by the amount of recommendations
that they have. So that, for me, was very, very beneficial
because if someone’s doing a search on public speaking or public
speaker or social media speaker, and they use that setting,
guess what? I’m going to be on that first page. I am now visible
to that person that’s looking for that type of speaker. So
that’s a huge benefit on the being found, being visible side.
Alex: Now, but you’re talking about people searching inside LinkedIn.
Jeff: That is, yeah, one benefit. The second benefit [inaudible
05:12] on lists on Google, or Bing, or Yahoo!, those keywords of
that person when they give you a recommendation, they’re using,
“Oh, yeah, Jeff’s a fantastic public speaker,” or, “He’s a great
social media speaker.” Those keywords are going to be in that
recommendation, which will help you also in getting better
search engine results. So from Google, Yahoo!, and Bing. So
that’s an additional benefit. So not only are you benefiting
internally from LinkedIn searches that are happening, but
externally, from the Google, Yahoo!, Bing searches that are
happening, too.Alex: Okay, cool. So, my two questions, how did you get that?Jeff: Okay. So really, it was through the past three or four years.
My biggest topic, the one that I get most frequently asked to
talk about, is LinkedIn, so it kind of fell into place where I
was going to universities, colleges, and teaching students,
“Hey, this is how you can use LinkedIn.” And I, personally,
benefited from using LinkedIn in my college career. I used
LinkedIn. I was able to get about five internships, all paid
internships, in college, using this social network.So I kind of had that desire to teach other students, my colleagues,
my fellow students, this is how I did it, this is how you could
do it. So, in that process, teaching the students, “Hey, you
want to get a nice profile. You want to have recommendations.
You want to have connection to groups and meet people.” In that
process, guess what students did? They went home, they apply
those tips, and they usually ended up recommending me because
they want to kind of start taking action on LinkedIn. So
naturally, it was naturally occurring, where me talking LinkedIn
resulted in me getting LinkedIn recommendations.And that started adding, people hired me, would leave a
recommendation. My colleagues, people that I worked with, would
leave recommendations. And of course, it’s the way you ask as
well. A lot of times I would tell people, “Hey, these
recommendations are helping me get more booking engagements.
Would you mind leaving one?” And then if you were happy, it
would be work that I did. And most of the time, I got a positive
answer, and then recommendations started adding up.
Alex: Gotcha. How many recommendations do you have?
Jeff: So it’s 160 right now.
Jeff: 160. It’s more, to kind of put it in perspective, the average
recommendations that a person has on LinkedIn is about two to
three.Alex: Wow. Yeah. Gotcha. So you are way up there?Jeff: Way up there, yeah, so with the LinkedIn elite. So a lot of the
great speakers that you hear about all the time, like [Laurie
Roth] and [Mike O'Neil] and [Lewis Haus], these are guys that
travel nationally doing LinkedIn presentations. I’m right up
there with that group in regards to the amount of
recommendations that I received, so I’m very excited, and I’m a
young guy, so to kind of get that momentum early on in my
career, it’s great. I benefit from it, and I want to teach you
in the audience, the people that are watching this today how
they can benefit from that, certainly.Alex: So let’s talk about the benefit of it. So once you got all
these recommendations, how did that affect your public speaking
business? Were you able to get more speaking gigs through that?Jeff: Absolutely. And the number one, I’ll give you a story. I’m
going to Vegas in May, so before I go to Vegas, what do I do? I
go to Travelocity or I go to TripAdvisor, and I start searching
for hotels, and what do I do? I search for reviews, see how many
stars that this hotel received, what are people saying about it?
If people are saying, “Oh, this hotel won’t stay there. It’s
terrible. It’s got bed mites,” I’m probably not going to stay
there.But if you see people leaving, “Wow, this hotel is great. I love it!
There’s great shows! I won a lot of money in the casino,
whatever those reviews are, the more positive they are, the more
you want to stay at that hotel.So let’s go on now to LinkedIn. Recommendations are your reviews.
When people leave recommendations for you, they are essentially
leaving a review for you. They’re saying, “This guy is great.
This is what he does. He helped me in these one, two, three and
these different ways.” So when potential folks that want to hire
you do their research on you, which they are going to do
regardless. They’re going to go check out your website. They’re
going to see your videos.They’re going to land on your LinkedIn, and now they see, “Wow, look
at this speaker. He’s had 160 people that are raving about his
performance, about his speaking events. That’s good. I want that
guy to speak at my event.”So yes, number one, it gives you credibility. You’re not saying how
good you are. You’re not saying how great of a public speaker
you are, you’ve got other people saying it for you. So that just
lifts that voice and people listen to it. So I think, yeah, that
should help anyone get more gigs.
Alex: One, this is off-topic here, your lower third thing is covering
up your mouth sometimes. Can you just take a step back a little
bit so that I can see your face. Yeah, perfect. For the lip
readers, they’re going to be totally lost.So that’s so interesting. You’re saying a lot of times when you get a
gig, obviously they’ll come and check your credentials out. This
give them more, it makes them feel more comfortable about you as
a speaker, makes them feel good about their choice of hiring
you. What about before they hire you, have you had anybody come
and hire you as a speaker purely because they find you on
LinkedIn, or they found you through a recommendation, or your
LinkedIn profile came up on Google, or something like that?
Jeff: Absolutely. And the way it happens is in a couple of different
ways. I think any public speaker should be part of very
strategic groups on LinkedIn. For example, there’s a conference
planner and meeting planner group on LinkedIn. What better place
to go and have conversations and engage with people that are
essentially looking, always looking for public speakers? So I
think that’s definitely one way that there’s always the average
portion of how you could get more jobs. So that’s one kind of
prong that you can use to do that.But yes, people will find you. I know one way that they find you is
that they, you can see second-level connections, third-level
connections. So if I recently, let’s say I go to your profile,
Alex, and I saw that you recently recommended Jeff Zelaya. Well,
out of curiosity, what’s this recommendation about? “Jeff’s a
public speaker? I could use a public speaker!” If Alex hired him
and left a recommendation for him, I should maybe get this guy
to come speak at my event.So you’ll see a lot of that happening, too, just you appearing on
timelines more often. The people that you’re connected with
will, the people that they’re connected with will bring those
queries to you.And the third way that it’s very helpful is depending on what you
post. So that on my status updates, I’m connected to over 5000
people on LinkedIn. I’m very positive with the messaging that I
post on LinkedIn. I put inspirational quotes, or maybe great
articles regarding social media and LinkedIn.Occasionally, I’m going to post a little video or a demo reel of my
latest event, or invite people, “Hey, I’m speaking at this
event. Come out. Check it out.” But what happens, my network,
people that are connected with me, they see that and they’re
like, “Wow, yeah, that’s right. Jeff is a public speaker. Let me
see if he’s interested in coming to my event or my conference.”So by staying on top of mind in your network, in your circle of
connections, now you’re going to have more opportunities come
your way naturally. So those are the three ways, get involved in
groups, find out, see the timeline, you get more exposure
through the timeline and then third, make sure you leave
relevant status updates.
Alex: Gotcha. And how do most of your speaking engagements come?
Where do they come from, from recommendations, referrals, people
that have hired you before?
Jeff: So, these two have been tied now. Before, when I first started, it
was word of mouth, referrals, people that would say, “Hey, I
hired Jeff, he’s great. You should look at him to hire him for
your event.”So number one, that’s how they came, and now, what’s kind of
surpassed or tied with word of mouth has been people just
finding me through search engines. So they’re Googling, and you
could type in “LinkedIn speaker”, I’m number two. I’m on that
first page on LinkedIn. My website comes about Lewis Haus, who
is recognized as one of the top LinkedIn speakers. I’m above his
site.So people that are searching it are actively doing those searches for
LinkedIn speaker will find me organically on Google or Yahoo! or
Bing, so that has now, it’s tied it, and I think in the next
year it’s going to definitely surpass word of mouth engagements
or the bookings that I’m getting from word of mouth.
Alex: Gotcha. So, very cool. That’s very, very cool. So now I’m
thinking of all the groups that I want to join.
Jeff: There’s a lot, and here’s another thing. You could also start
your group. If you don’t find a group that you feel connects
with what you want, you could start one, and that’s very
powerful in the sense of marketing. I started the group I called
Florida Public Speaking, and we just sent public speakers for
hire, Speakers Bureau just sent out a release announcing that
we’re the top group in Florida for public speakers, passing some
of the other groups that are also there, so yeah, start one. If
you don’t see one that really resonates with what you want, why
not do one yourself?
Alex: Yeah. So, when you started that group like that, and you’re
saying you have speakers, I imagine, how did you find the other
speakers? Did you connect with the other speakers beforehand and
then say, “Hey, I’m starting this group on LinkedIn,” or did you
just start the group and then just hope to match people? How did
you do that?
Jeff: I think, mostly, every public speaker knows other public
speakers. If you’re a public speaker, chances are you probably
know a couple of other public speakers. It started that way.
When I first started this group Florida Public Speaking, it’s
really a group [for all]. It’s all open to anyone, and it’s more
for speakers to just network and share tips and say, “Hey, I
tried this at a presentation. It didn’t work, or it worked
great.”They post up their videos, they promote themselves, they promote
others, so it was really founded for that purpose. And when I
started it, I just invited people that I knew that were public
speakers that were in Florida. “Hey, come check out the group.”
Send them an invite.And then as people start joining, then you’re getting more people
that are searching for that group, and now they see your group
and they find it because a lot of public speakers are searching
on LinkedIn, hey, what’s a good public speaking group to join?
Now they see the Florida Public Speaking group showing up on
those results, they’re joining it. So they’re finding it
naturally, organically. So those are the main ways that that
Alex: Great. So tell me a little bit about social media, when you
speak, before the event, after the event, what sort of things do
you do to maximize the exposure of the event, to leverage the
fact that you’re speaking there to further your business, to get
more business, to ensure that the event itself is a success,
what sort of things do you do?
Jeff: Sure. So, again, it all boils down to what, the event, because
every event is different. Some events are private. There’s no
need to promote it. You can promote it personally, but people,
it’s not an open event, so for those, you’re more limited. But
if it’s at an event that’s public, that you want to get butts in
the seats, then yes, having a good social media strategy before
that event is critical.I think number one, some of the things that you should think about is
who the target audience from this event is. Is it college
students? Is it businesspeople? Because that will change the
strategy on how to reach out to that target audience.So, once you kind of know, these are the people that I want to have
at this event, then find the best ways to reach out to those
people. It could be just tweeting. It could be maybe having a
Facebook event page and running some advertising.It could be LinkedIn, and actually personally inviting people to come
to your event. It could be an email list that you have
established people that follow you that you want to tell, “Hey,
this is what I’m going to be doing.” You could be blogging about
it, and people naturally find information about the event
because they searched your blog or they went to Google and your
blog popped up, so there’s a variety of ways to do that.
Alex: Okay. So you’re saying if it’s a private event, obviously, you don’t
have to worry about getting people in the seats, but afterwards,
do you have, how do you handle video? Do you always try to get a
video of these events and then do you put that up, do you
publicize it? How do you deal with that?
Jeff: Sure. So, in the case of a private event, someone who’s hired
you to come speak at their event, make sure that you coordinate
with the meeting planner, because there’s times where they don’t
allow that. I’ve asked before, “Can I film this event?” They
were like, “No, we can’t do that. We have to protect our
members, people that are part of that.” And they’re very strict
on that.So I think you always ask, never assume that you’re going to be able
to record the event, because sometimes you’re not going to be
able to do that without special permission, or they just don’t
want that to happen. But if it’s an event, I always want to
record, whether it’s video or just having some pictures being
taken at the event, I think that’s always great to do, because
there’s those materials, content, that you’re going to be able
to use to market yourself as a public speaker.So my latest event, the one that I volunteered for at the Hispanic
Association of College and Universities, I got a buddy of mine.
My buddy is not a professional videographer, but he was
available. He was available on short notice. I gave him my
camera. He came out and recorded some clips I edited myself on
Movie Maker and bam, we’ve got a video that’s posted.So it doesn’t always have to be, sometimes the speakers think that
everything has to be professionally shot and edited by
Hollywood, almost. It doesn’t have to be the case. Sometimes
just a real, real clips, real pictures are still very valuable
in terms of using that information to market, but I always any
speaker should have a professional [reel], if possible.So accumulate these different clips of you speaking and then maybe,
over time, when you really want to take your career to that next
level, get a professional to put together your awesome video
reel that, when people are asking, “Can I see you in action?”
you can hand that over, and you know that that DVD or that
YouTube clip will sell you and put you in the best light.
Alex: Great. Gotcha. Yeah, I have a couple of speaking reels, and
I’ve been wanting to get a really professional one, because I
have a few professional-shot things, and some other things that
are not as professionally shot, and I worried about that, the
mix of maybe this is not as good, or maybe this little part
doesn’t look as professional. You’re saying don’t worry about
that, people just want to see you. When you get a chance, you
really can create something that is as you want it to be.
Jeff: Exactly. Another thing that I would do with that, one of the
speakers, Randy Gage, he’s a very successful public speaker out
of Florida. His speaking fee is just astronomical, more that
$20,000 per event that he does. He’s made over a million dollars
just in speaking alone in this past year. And he actually
encourages people, get out your cameras, get out your cell
phones, record this, post it on YouTube.
Alex: Fantastic. Clever, that’s really.
Jeff: If you have 100 people in the audience and they’re recording
you, that’s what they’re going to do. They’re going to tweet
about it, they’re going to Facebook about it, they’re going to
put it on YouTube. You’re generating all this buzz. So instead
of telling people don’t do it or having, just only trying to get
it professionally done, encourage everyone to do it. And that’s
a great way just to build your brand.
Alex: That’s a fantastic idea. It reminded me of something I wanted
to ask you about, which is how do you create more engagement
with the audience while you’re at the event? That’s a fantastic
example. Filming, sharing what I’m doing, tweet about it, record
this, how else? I know you had some tools that you used for
polling and tracking and doing different things. What sort of
things do you use?
Jeff: So, depending on the audience size, there’s a pretty cool tool
called PollAnywhere.com. Basically, you set up kind of a live
feed, and you can have us on your laptop, you could have it
projected to a screen, and what happens is people could text
their question to a number, and that question will pop up on the
screen, or it will pop up on your laptop, and instead of having
people wait to the end, where they have already forgotten the
question that they were going to ask, they’re tweeting it or
sending it and real texting it in real-time, and you’re able to
answer the questions throughout your presentation. So that’s one
way to keep people engaged.However, let me give you the downside to that. Once people pull out
their cell phone, you’re going to distract them. They’re going
to go, “Oh, let me check my email now. Let me check my Facebook.
Let me see what people are saying.” So be careful how you use
that.You can try to get them to engaged, but it could backfire on you if
you don’t have substance to your presentation or just people,
it’s going to happen. You’re going to get distracted. So that’s
one way to keep them engaged, using that type of technology.Another way is just being, asking questions. you want to get people
to think, and I think our brain processes a lot of information,
so we want to keep our brain active. If you leave people with
suspense and they don’t even know where your speaking is going,
they’re going to be hanging onto your every word.
Alex: Give me an example of that. What’s an example of that?
Jeff: So if, for example, you’re sharing a story that is very
Alex: No, I mean, give me an example that you used.
Jeff: So here’s an example that I used. There’s a part in my
presentation where I talk about taking action. It’s kind of in
the middle, so people tend to, at that point, just naturally, we
tend to maybe fade away or start thinking about how we could
take action, so I what I do is I, for my last presentation, I
took out money, and I was like, “Who likes money?” Everyone was
like, “Yeah, I like money,” so talking about money gets people
up from . . . they get engaged. They were fading away, now
they’re back because when you talk about money, it’s exciting.So they’re there, “Yeah, I like money.” So I’m like, “Okay, who
really likes money? Who really likes money?” People are like,
“Yeah, I like money.” And they were trying to scream louder,
raising their hands, and it was like, “Okay, one more time, who
likes money?” And then this girl got out of her seat and took
the money from my hand. And she was like, “I like money,” and
went and sat down. I’m like, “Yes, let’s give her a round of
applause.”So people weren’t expecting this, they were like, “Oh, maybe he was
just doing it as to illustrate a point, but what happened is,
because people don’t really know what’s going to happen next,
they’re all excited and they were distracted, now they’re paying
attention again. They’re like, “Okay, he’s probably going to
give money out again, so let me pay attention now.”So I do things like that, things that are different, a little bit out
of the box, that get people to think and get people excited to
talk about topics that are really of interest to them or ways to
get people engaged, to make sure they’re really hanging onto
your words. So that’s an example, a real-life example of
something that I did when the presentation was kind of at the
point where it might be going on too long, or people are going
to be a little distracted, you bring them back in through
something of that sort.
Alex: Gotcha. So if their eyes start to fade away a little bit, some sort
of immediate interaction will usually bring them back, kind of
snap them back into the present.
Jeff: Yeah. And every speaker should have something, maybe a couple
of things, a couple of go-to things that they could do like that
that are in the presentation. So I know one speaker, for
example, would get people from the audience and say, “You, stand
up and share something about,” whatever he’s presenting about.So getting people engaged, and getting them to talk. Of course, use
with caution, because sometimes, again, it could backfire. If
you pick on someone that’s very shy and they’re not going want
to answer it, it could mess it up, so you’ve got to be quick and
know how to recover from that.
Alex: Gotcha. Very cool. So tell me a little bit about what you’re
doing now. You moved to DC and you started another public
speaking bureau there. Tell me about that.
Jeff: Sure. So, in Miami, where I’m originally from, people knew me,
a lot of word of mouth, I got booked for a lot of events. When I
came up to DC, my wife got a great opportunity working for the
Discovery Channel, so I said, “Babe, let’s do it. Let’s go for
it.” I’ve always wanted to live in DC. This is where started,
really, my public speaking, in DC on that internship that I
talked about earlier.I did an internship here which involved a lot of public speaking and
I developed my love for public speaking here, so it was perfect
timing, let’s do it. So we left everything we had in Miami, came
up to DC to start a new life, and people were still calling me.
They were like, “Jeff, can you come talk at my event?” I’m like,
“I can’t do it. I’m hundreds of miles away, but I’ll find
someone that can speak for your event.”And doing that just naturally started the speaker’s bureau. So now I
started a website, Miamipublicspeakers.com, and I have a
directory of speakers that, people that I know personally, that
are in Miami that, when businesses are putting together
conferences or organizations are coming down to south Florida to
have their event, they’re going to do Google searches. They’re
going to come across my website, and they’re calling me, and I’m
getting information about their event, finding out what are
their goals of the event.Essentially, I give them recommendations of three speakers that are
good fits for that event. And us being a speakers bureau, we’re
like an agent, so we collect a commission from that connection.
But it’s been wonderful. I’ve been helping a lot of my friends,
public speakers. I’ve been helping the corporations get a
fantastic speaker for their event, so it’s a win-win-win for
everyone.So it’s the Miami Public Speakers Bureau, and right now we’re
accepting new speakers, so if you know of any speakers in Miami
or in south Florida, we’re actively recruiting speakers and
we’re also looking for people that want to use our services. So
if you’re a meeting planner or a business owner, and you know
you want a motivational speaker at your event, but you don’t
know who to approach or you don’t know who the best motivational
speakers are, well then, you come to us and we will give you
some options so that way you can make sure you get the best
speaker to help you out and to be part of your event.
Alex: Very cool. I’m sure some of the people watching this right now
will be interested in that, and they’re probably in the Florida
area, at least some of them, so very cool. Any last tips that
you would give to aspiring professional speakers, beginning
professional speakers, in terms of social media, how to maximize
just the, like, if they do nothing but one thing, what kind of
tip could you give someone in that position?
Jeff: Okay. So the first tip that I would give them is start your
website. It’s nothing to do with social media, but what happens,
a lot of upcoming speakers, they think having a Facebook page is
enough, and they think having a Twitter page is enough, and they
don’t have a website for themselves.So I would say Alex.com or Jeff.com, get your name.com if possible,
or your brand, in your case, publicspeakingguy.com. Build that
brand, because that website is your command central for
everything else that happens. Facebook might fade away in five
years. We don’t know. And then what you’ve built there is now
disappeared, but if you have website, it’s really your one
place, your home, for any type of online marketing efforts.So that’s definitely something that I would recommend. Make sure you
have your website, and then once you do, then you start jumping
on the social networks, use your LinkedIn, use your Facebook,
use your Twitter. Talk about what you do, what makes you
interesting, what makes you unique and differentiate yourself
from other public speakers out there. Build your niche, build
your brand, and then social media will allow you to get that
Alex: Fantastic. Well Jeff, thank you so much for being with us and
talking with me about this. I know I learned a lot. I hope
people who are listening to this have learned a lot, and it’s
always a pleasure to talk to you, so until next time we talk.
Jeff: Thank you, Alex. I appreciate it. Have a great day.
Alex: All right, thanks.