Build a Better Agency Podcast

When I think about this episode, it's all about voice but not just in the way that you might first assume. Stephen Woessner and I taught a workshop together in January called Creating Content that Creates Revenue. One of the big themes from that workshop was the idea that most agencies really haven't defined their distinct point of view. I did a whole solocast on that that really does a deep dive on the topic. But it's really all about finding your agency's unique voice and weaving that through all of your content, your website, your new business decks, and your agency's work. The second way you can see the theme of voice in this podcast is in the idea of using content as the Trojan Horse of sales, as my guest Stephen coined the phrase. When you give your prospective client a voice through your cornerstone content (podcast, book, video series, blog, etc.) by putting the spotlight on them as a guest or subject matter expert, you can leverage that invitation to create a relationship with them that they'd never welcome if you were just trying to sell them something. Giving them exposure and a voice is the door opener that actually gets them to be interested in you and how you work. I believe this is one of the most effective and least exploited sales techniques in our space and the agencies who master it will be several steps ahead of their competitors. It completely changes the landscape of the relationship you have with prospects. Finally, we explore the idea of voice from a channel perspective. Voice controlled devices are becoming very mainstream and there are some huge opportunities for agencies in that space. We explore some of the possibilities as we wrap up the episode. As you can see – this is an episode that is packed with content and thought ticklers. I can't wait to hear your reaction. What you'll learn about in this episode: Why success is not only about creating great content but it's also about creating content that creates revenue for your agency either in the form of sponsorships, new clients, or other opportunities. How your agency can create your own Trojan Horse of Sales to open doors with your Nano 25 prospects, have a different kind of conversation than what most agencies are having with prospects, and all without your prospect ever feeling like they were a prospect. How to spotlight the wisdom and insights you collect from your Nano 25 and share that knowledge with your audience – and what happens when you do. A specific script you can use for a phone call with your Nano 25 to move the business development process forward. Why it's important to plant your flag in firm ground using a channel agnostic content strategy. How monetizing your content extends much further than just attracting new clients sponsorships, speaking engagements, or books. How "Voice" has become a fast-tracking trend that will be a cultural norm within a year or two. How strategy and content creation for voice controlled devices like Amazon Echo and Google Home represent opportunities for agencies to jump in and help clients make sense of it all. How to restructure website content pages to make them more voice search friendly. Why the agencies that understand how to produce content around their point-of-view that then becomes the search result for voice activated search are going to have a huge advantage over competitors. Ways to contact Stephen Woessner: Website: www.predictiveroi.com LinkedIn: www.linkedin.com/in/stephenwoessner We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

A lot of agency owners say to me, "Drew, I know you're running your own agency and I know you're running AMI. I know you've got some other things on the side like real estate. How in the world do you get it all done and how do you keep yourself organized, on track, and on-time?" So for today's solocast, I want to talk about how you can get more out of your day. I know that I may give the impression of being able to get it all done – but I never do. Let me be very clear about that. I don't. I don't want to say to you that my "To Do" list is ever empty because it's not. But it's manageable and I keep everything moving forward like I need to. Like many of you, I have spent years trying to crack the nut of my own productivity. I've tested tools, tried tricks and heaped hacks into my day. Over the years, I've developed a reliable system for managing my world and my day so the most important things get done every day. And that's what I'd like to share with you in this solocast. It is my own blend of habits, tools and disciplines that allow me to consistently get all of the important things within AMI, my own agency and the rest of my business dealings done while still being able to take time away to relax and be with family and friends. It's possible and it can happen for you, too. I am going to share all of the tools I use, my daily habits, and what I think is my secret weapon for how I move through my day to make it all work. What you'll learn about in this episode: How I use a task list management tool or electronic "To Do" list to keep myself on track Why I break my to do list into "buckets" so they are easy to manage and less daunting How I use my "secret weapon" to prioritize all my buckets and identify my the three things that absolutely must get done the next day Why I think it is important for me to own and manage my own calendar How I take control by chunking my calendar into time blocks that give me the space I need to get all of the daily priorities done How a simple tool like an orange traffic cone could be a game changer for you and everyone on your team Why I am a huge fan of taking time out and being absent from the office My travel routine for how I set up my hotel room, how I unpack everything to stay organized, and the stuff I keep with me at all times My thought process for deciding if I should keep a task on my list or delegate it to someone on my team My biggest time saving tip How I knit all of this together into a system that keeps me on track and on time Drew McLellan is the CEO at Agency Management Institute. He has also owned and operated his own agency since 1995 and is still actively running the agency today. Drew's unique vantage point as being both an agency owner and working with 250+ small- to mid-size agencies throughout the year gives him a unique perspective on running an agency today. AMI works with agency owners by: Producing the weekly Build A Better Agency podcast Leading agency owner peer groups Offering workshops for owners and their leadership teams Offering AE Bootcamps Conducting individual agency owner coaching Doing on site consulting Offering online courses in agency new business and account service Because he works with those 250+ agencies every year — Drew has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Forbes, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog "One of 10 blogs every entrepreneur should read." Ways to contact Drew McLellan: Email: drew@agencymanagementinstitute.com LinkedIn: www.linkedin.com/in/drewmclellan We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

A healthy agency, on average, loses about 10-15% of their AGI every year through client attrition. That means that just to stay even, you have to sell. If you want to grow – you have to sell. If you want more money to give raises, bonuses or take a little for yourself – you have to sell. Unfortunately, 95% of agency owners hate to sell. You hire sales people so you don't have to do it. Sadly – they rarely pay for themselves. If you have one that does, do what you have to do to keep them! But in most agencies, the best salesperson is the owner. You can have very different conversations with prospects than anyone else in your shop and based on the research we've done with CMOs – those are the conversations that move them through your sales funnel. That's why this topic is so vital. You can't get or keep any momentum in your agency if you're afraid of sales. Which is why I invited Anthony Iannarino onto the show. He's a highly respected international speaker, bestselling author, entrepreneur, and sales leader. He specializes in complex B2B sales, which is the world that we are all living in. He's also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, and he leads both entities in strategic planning while growing sales. Anthony is best known for his work on The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He's also designed what he calls the Level 4 Value Creation and Building Consensus methodologies that help sales organizations achieve transformational, breakthrough results. A well-known author, Anthony recently released "The Lost Art of Closing: Winning the Ten Commitments That Drive Sales," and man, is that book brilliant. A few years ago he wrote "The Only Sales Guide You'll Ever Need." I highly recommend them both. What you'll learn about in this episode: Why most entrepreneurs go into sales with the wrong mindset that makes selling an unpleasant experience Why the sales process isn't linear and how to shift the conversation with a prospect based on where they are in the process The Ten Commitments: the agreements that you need from your prospects along the sale's path in order for a sale to happen How giving a prospect the price too early can blow the sale Why it's so important to slow down and build trust Talking to people with genuine interest in them and what they need Consistently providing a ton of value to your prospects so that you stay top-of-mind when something changes in their business and they have a need Why getting to the point where you get to have a conversation with a prospect is the most difficult part of sales (and how to actually reach that point) Why you should never let a prospect sit alone with a proposal and the specific language you should use so that it doesn't happen Ways to contact Anthony Iannarino: Website: thesalesblog.com We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

The truth is that our world as agency owners is in constant flux. Think back to the Mad Men days when we didn't charge clients anything for creative or strategy. We lived and died off media commissions. That wasn't hundreds of years ago, that was just a few decades ago. So it's no big shock that our industry is, yet again, undergoing a transformation. We've seen it coming for a while and for many of you, this may be something you've already been thinking about or experimenting with inside your shop. Most agencies have been playing footsie with content. Your shop may be the exception but for most agencies, they're good at creating content in volume but we've been too focused on getting done and not the true strategy underneath. It's time for us (for both ourselves and our clients) to get serious about what thought leadership means, owning a distinct point of view/position and leveraging that point of view to generate revenue. That's why I was excited to have Robert Rose on the podcast. Robert's most recent book that he published in September with colleague Joe Pulizzi from Content Marketing Institute is called "Killing Marketing" and it's going to really stretch your mind in terms of what is possible and what's coming next for us as agency folks. Robert Rose is the Founder and Chief Strategy Officer of the Content Advisory which is a consulting and advisory group of the Content Marketing Institute. As a strategist, Robert has worked with over 500 companies including global brands like Capital One, Dell, Ernst & Young, HP, and the Bill and Melinda Gates Foundation. He's the author of three books including "Experiences: The Seventh Era of Marketing," a book about how marketing is shifting. It was called "a treatise and a call-to-arms for marketers to lead business innovation in the 21st Century." What you'll learn about in this episode: The rapid changes in the agency business and why those changes are coming more fast and furious than ever before Why agencies need to make a big investment if they want to survive (and why so often they just splash around in the water until it's too late) Using content marketing to build an audience for your clients based on their specific needs How to use your engaged audience to find more people like them with Facebook, LinkedIn, and YouTube's lookalike audiences Why you can't expect clients to want to work with you if you don't invest in your own marketing Why Robert believes that your agency blog isn't usually the best place to host your content (and where you should write instead) Getting back on track when you find yourself falling into the trap of creating generalist content Building client trust by helping them transform into something new Why agencies have always been good at creating stuff for clients but why strategy and measurement need to be our new norm How to start working with a C-Suite level person when your current client contact is not as high up Why a media centric agency is the best kind of agency to build today (and how to retrofit your agency to become a media centric agency) Ways to contact Robert Rose: Website: contentadvisory.net Website: robertrose.net We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Agencies are in an all-out talent war these days. New business is coming faster and easier. Your clients had a good year and so did you. But if you're like many agency owners, you're actually considering shutting down the biz dev spigot because you can't find and keep the staff to service the new growth. When you see it in writing, it's ridiculous, right? But if you're struggling with staffing, you're not alone. Agencies like yours are the training ground for other agencies, clients building an in-house department and corporations who are going to pay a premium for your best talent. We have to find ways to attract and keep key hires or we're going to be on a treadmill forever. We can talk culture, we can talk creative benefits like sabbaticals, and we can even talk about assessments that identify people who are born to work in an agency. As compelling as all of that is, it's tough to compete with money. That's what intrigued me about Kevin Monaghan and his strategies to help protect, incentivize, and compensate minority owners and key employees. Kevin and his team at Intuitive Compensation Group work with businesses to create compensation packages that keep your people in place, feeling rewarded and valued. Today, Kevin speaks all over the country and helps business owners, partnerships, business brokers (buyers & sellers), and key employees align their goals with workable compensation models that incentivize over time without running into some of the roadblocks of giving away equity or being stuck with a minority stake in a company where you can't control dividend distribution. Interestingly, while taking a break from the business sector early in his career, Kevin briefly worked as a writer's assistant for two of NBC's top comedies, "The Office" and "Parks & Recreation." What you'll learn about in this episode: Why giving equity to employees can be a dangerous situation Cash value life insurance is a way to fund a golden handcuff plan that ensures you get money back if the employee leaves (the employee can't touch this money for a certain amount of time passes) Putting money behind compensation promises so that both the business owner and the employee knows what they're walking away from if they decide to part ways Different ways to structure cash value life insurance policies so that the burden of tax falls to the agency, the employee, or a combination of the two (and examples of times where each of these would be appropriate) How to use these cash value life insurance policies to set up your agency to be sold when you're ready to retire Figuring out what matters to the seller and the buyer when heading into an agency sale What happens when an agency owner sticks around after selling the agency The right and wrong ways to compensate young employees that you want to keep but you know aren't even close to being ready for any agency ownership What benefits young employees really want Why it doesn't hurt to start planning for your retirement / selling of your agency early Ways to contact Kevin Monaghan: Phone: 877-70LEARN Website: www.intuitivecompensation.com We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

I don't believe in life/work balance. When I was a kid, my "work dad" would come home from the bank in his three-piece suit and he'd go upstairs and my "home dad" would come downstairs in jeans, looking for his martini and the download of our day while my mom cooked dinner. Sounds very Leave it to Beaver, doesn't it? It really was. My dad didn't have a computer or a cell phone. I can remember the only time the office called him at home – the bank building was on fire. But other than that – there was complete separation of work and home life. We do not have that luxury. At best, we can strive for life/work blend. Our personal lives will seep into the work day and our work will seep into our personal time. But for many agency owners, what that translates to is that you are always on and always working. That's not only unhealthy for you but it's unhealthy for your business. You simply can't grow your agency if you have to do everything that's mission critical. That's the conversation I wanted to have with Scott Beebe who is a strategist, teacher, and business coach for My Business On Purpose. He is also the host of the Business on Purpose podcast. Scott is all about about liberating small business owners from the chaos of working in their business and helping them get their lives back by being really clear about what their business is about, what they want to get out of the business, where they have unique opportunities to contribute to the business, and where they need to get out of the way. His background includes direct and B2B sales, designing and implementing organizational strategy, training and development, marketing and fundraising, along with teaching and speaking. What you'll learn about in this episode: The two biggest non-negotiables for agencies today The value in building out a detailed company vision and reinforcing it regularly in team meetings Understanding what clients you should and should not work with based on your company vision Your mission statement: a portable, 15-word version of your vision story Why you need to have 3-5 core values that are unique to you (hint: not table stables like respect, responsibility, excellence, etc.) Scott's spreadsheet for figuring out what tasks you can keep as the agency owner and which ones you should delegate How to document processes so everyone is on the same page and can wear multiple hats Using team meetings to stay on top of the week's work and why you should end every team meeting with training How to delegate to people who may not be your direct reports without throwing your agency into chaos and confusion The four steps to achieving business freedom Reinvesting your time into things that matter once you've delegated tasks away and have significant free time Ways to contact Scott Beebe: Website: MyBusinessOnPurpose.com/vision Twitter: @scottbeebe LinkedIn: www.linkedin.com/in/scottebeebe Facebook: www.facebook.com/mybusinessonpurpose We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Have you ever walked around Times Square? I was in New York City last week, and if you've ever been here before, you know it's crazy. With all the lights, the billboards, the chaos, the signage, and the people dancing and handing out flyers – it's just sensory overload. The eight blocks or so radius that makes up Times Square is a study in advertising and in messaging, sort of both from an old school and new school perspective. It made me think about one of the realities in both life in general but certainly in our life in the marketing and agency business, and that is that there is no such thing as a constant. Even the most constant of constants, like out-of-home advertising, keep changing and evolving over time. The truth of the matter is, for all of us, no matter what channel we display our message on, no matter where we are talking about the work we do and the kind of clients we serve, the channel is changing. So if you've got a robust Facebook page for your agency, that's awesome, but you know that in five years, it's going to be something different. If you are writing incredible blog content, or you're producing a podcast, whatever it may be, there may be remnants of what we're doing today around in five years, but the odds are that it's going to look different, just like these outdoor boards here on Broadway look very different than they did back in the '40s and the '50s. The other thing I noticed was I was watching the messaging for the plays and the restaurants and the souvenir shops, all of them, they all look and sound the same. We all face that problem too. I think one of the biggest challenges for agencies is how do you not look like everybody else? How do you differentiate yourself? We're great at doing this for clients, but when it comes to doing it for ourselves, we really, really struggle. This was actually a big part of the conversation that we had in the Creating Content That Creates Revenue Workshop back in January. We started day one by talking about how the reality for all of us is that the channels keep changing and so our presence in a channel isn't enough to differentiate us. We have to have something that makes us stand out. We talked a lot about having a unique point of view and about really understanding what your agency was all about. Where do you plant that flag? How do you plant that flag in firm ground so that, no matter what changes, that belief is rock solid? It needs to be so firmly anchored in the ground that you know it's not going to be blown away by whatever fad or change is coming down the pike. And that's what we're going to talk about today. For agencies, we all have to be able to define that for our prospects and clients. Why us? Why us over somebody else? What you'll learn about in this episode: Staying on top of the ever-changing channels for distributing our messages The struggle agencies face in differentiating themselves Planting the flag of your unique POV so firmly that you don't feel tempted to change away from what's important to you when a new fad comes around Why you can't afford to compete on price or proximity Your unique POV: what you know to be true that you talk to clients about all the time Figuring out what your best, most profitable clients have in common, even if it's not an industry (and it often isn't!) Why you should have three different niches How your unique POV combined with your niche industry knowledge makes you look and sound different from your competitors Building your website to show off your POV Infusing your POV into every piece of content you create A litmus test for figuring out if you've defined your POV How your POV attracts the right prospects and repels the wrong ones Drew McLellan is the CEO at Agency Management Institute. He has also owned and operated his own agency since 1995 and is still actively running the agency today. Drew's unique vantage point as being both an agency owner and working with 250+ small- to mid-size agencies throughout the year gives him a unique perspective on running an agency today. AMI works with agency owners by: Leading agency owner peer groups Offering workshops for owners and their leadership teams Offering AE bootcamps Conducting individual agency owner coaching Doing on-site consulting Offering online courses in agency new business and account service Because he works with those 250+ agencies every year — Drew has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Forbes, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog "One of 10 blogs every entrepreneur should read." Ways to contact Drew McLellan: Email: drew@agencymanagementinstitute.com We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

I don't know about you, but I never feel quite caught up. Thanks to my high tech Post It Note strategy (Every night I list the 3 things, and no more, I must get done the next day and put it on my laptop) I get the most critical things done but there's always more to do. What saves my bacon every day is that I have a superb team around me and they have systems and processes that allow them to work miracles and keep me on the straight and narrow. Like most agency owners, I have a short attention span and it's easy for me to get distracted. Our systems pull me back to center. Every business is made up of processes and systems, whether you have them documented or not. If your systems are informal or tribal, then odds are you and your team aren't being as efficient or effective as you could be. You are literally trying to shove more work into a system that is simply too small. That's where my podcast guest, Terry Ogburn comes in. He works with entrepreneurs and their teams to create repeatable success through a system he developed through his own experience and the teachings of some of his favorite business books. Terry Ogburn is the owner and Lead Business Coach of Ogburn's Business Solutions. His proprietary coaching system and personal devotion to the development of others has contributed to the success of hundreds of small to large business ventures. Terry began his business career in 1979 when he invested his last $118.42 to start an air conditioning service business. At that time, he had no car or truck, but he did have the knowledge and ability to build relationships. By 1983, he was a top 5 nominee for Small Businessman of the Year. In 1985, successful in his business and recognized as a leader in the business community, he began to mentor other small business owners. What you'll learn about in this episode: How the absence of good, repeatable systems keeps a business from growing Terry's eight steps of business development that can be applied to every business Why you need job descriptions for every process inside your agency (and why each description doesn't need to equal a full time employee) Removing your ego from your business What numbers agency owners need to look at, even if you don't like numbers Protecting your bottom line by passing costs on to your customers How to carve out the time to work on your business when you are busy working in the business Creating a business development plan Ways to contact Terry Ogburn: Website: www.terryogburn.com We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

It doesn't matter if I'm wearing my agency owner hat or my AMI hat, branding is one of the topics that I always love to talk about. It's one of the few things in our world that has stayed consistent. It's very difficult today to survive and thrive if you are indistinguishable from your competitors. I know many of you spend a lot of time and energy developing brands for your clients but struggle when it comes to articulating your own brand in a way that is easy to grasp and actually is distinct. When I think about brand, Derrick Daye, one of the preeminent thought leaders in branding for the last ten years or more comes to mind. You may be familiar with Derrick; in 2006 he launched a website called Branding Strategy Insider. Back in the day it was a blog about branding, and today, it still functions that way, but for many people, it's a branding bible of sorts. Derrick and his team use real examples and case studies to teach the art and science of brand. It was also the launching pad for Derrick and his company, The Blake Project. It's where they launch research around branding, and dissect the best brands and what they're doing. It's a great resource for agencies and client side professionals to learn about cutting-edge thinking when it comes to branding. My conversation with Derrick was all about what he's learned about defining and building brands like the White House Press Corps, Coca-Cola, and the National Parks of New York Harbor, when they were trying to re-think the Statue of Liberty and how it could continue to be an icon for tourists and for all Americans in NYC and throughout the country. We got into methodologies, branding clients, getting back into the C-Suite and much more. I think you're going to find yourself taking notes. Before Derrick launched The Blake Project, he spent about 20 years in advertising. He worked for Saatchi & Saatchi and several other agencies and then decided that he wanted to change his career a little bit and he wanted to go on the consulting side of the business. Since then, Derrick has been working in many countries across the world, working with national brands. He has worked with everyone from He's done some really interesting work. Today he spends a lot of time helping agencies to figure out how to articulate their own brand and how they can work with clients to put together the strategy behind a client's brand. What you'll learn about in this episode: Derrick's work helping brands figure out their unique value in their own marketplaces How brand consultancies (like The Blake Project) do strategic work that define the brand and then hand it off to brand agencies who take that strategic work and bring it to life Why you'll never be able to differentiate your agency with creative, people, process, methodology, global network How to rely on your relationship skills to develop new business Why your agency's brand is all about your distinct POV and why you need to focus on the customers that love that POV, not the customers that are the easiest sale The three things brands need to lead today Why consultancies have better access to CEOs than agencies do and how agencies can get into the C-Suite conversation Turning prospects into clients by showcasing creative that had a great ROI rather than touting awards Figuring out what a brand is fighting against and making sure that fight aligns with their goals Derrick's Un-Conference which is built on the idea that people learn better in small groups and groups marketers up in teams for "competitive learning" Ways to contact Derrick Daye: Website: www.brandingstrategyinsider.com Website: www.theblakeproject.com Twitter: @DerrickDaye LinkedIn: www.linkedin.com/in/theblakeproject We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

One of the most common challenges agencies of all sizes are facing right now is the finding the right people to add to the team. Client budgets and programs are growing, new business is getting a little easier and so everything should be rosey. But when you don't have the right team to get the work done – it's frustrating and frightening. 10-15 years ago the prevailing attitude was that agencies needed everyone under one roof. After all the work is so collaborative. But when the recession hit and people had to reduce fixed expenses to survive, many agencies who swore they would never use freelancers or hire someone virtual crossed over and did just that. That's why I was so interested in talking to Nathan Hirsch, the co-founder and CEO of FreeeUp.com, the hands-on hiring marketplace connecting hundreds of online business owners with reliable, pre-vetted remote workers. Nathan can also be found on leading podcasts, such as Entrepreneur on Fire and Eventual Millionaire, speaking about online hiring tactics. If you listen with an open mind and a willingness to consider something different – I think you might get some interesting ideas about your own talent pool. What you'll learn about in this episode: Remote workers give business owners an opportunity to level up their talent at a cheaper cost than traditional employees The advantages freelancers bring to agencies The idea of creating your own marketplace with your freelance pool so they compete with each other and always deliver their best work How the freelance business is changing and freelancers have their own team working for them Why Nathan believes you should pay freelancers on an hourly model How Nathan's company Freeeup helps its freelancers work with agencies so everyone wins Minimizing risk when working with freelancers and what Freeeup does to make its freelancers less risky than other freelancers Structuring interviews to weed out the wrong freelancers before you start working together Tools to work more effectively with freelancers and virtual employees The pros and cons of having your employees work remotely Creating a feeling of collaboration and teamwork when your team doesn't see each other regularly Why allowing an in-office employee to go virtual rarely ever works The importance of diversifying when you're hiring Ways to contact Nathan Hirsch: Website: freeeup.com Facebook: www.facebook.com/freeeupcom Twitter: @freeeup Instagram: @freeeup_ Email: nathan@freeeup.com We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!