0:00:03.2 Allie: Hey everybody, welcome. Today, we're gonna have a webinar, what we're calling Marketing and Business Development Tips From Attorneys Like You. My name is Allie and I'm the Attorney Experience Manager here at ARAG. So here with us today, we have two of our current network attorneys, Michael Hollins and Mark Lyda, and I'll do a brief bio on each of them. So Michael is admitted to practice law in the United States bankruptcy courts for the Middle District of Tennessee, the Northern District of Ohio, the Eastern District of Michigan and the State of Michigan. He strives to provide his clients with high quality bankruptcy representation and alternatives to bankruptcy by assisting debtors in foreclosure defense, loan modification within bankruptcy settlements, and creditor violations litigation among other services at reasonable prices, of course. Michael is dedicated to providing personal attention to each of his clients with his hands-on approach as each case is different from the next, and given his understanding that this is an emotionally and financially stressful time in an individual's life. He's known for his friendly and professional demeanor with clients and his strong and passionate advocate in court. To Mr. Hollins, the best part of his job is when a client walks into his office overwhelmed by their financial circumstance, and then walks out of his office armed with a plan to save their home, have a fresh start and a smile.
0:01:32.7 Allie: And then for Mark Lyda, he is the founder of Lyda Group, which employs 12 attorneys and six lobbyists or consultants across five states. The firm's mission is to increase access to high quality legal services for small businesses, non-profits and moderate-income individuals. Mark previously served as an associate at Wheeler Trigg O'Donnell LLP, as a Law Clerk to Justice Monica Marquez on the Colorado Supreme Court, and as Deputy Legal Counsel to the Governor of Colorado. He's a graduate of Notre Dame Law School and University of Kansas. He is also a captain in the US Air Force where he serves as a reservist in the JAG Corps. Mark focuses his business development efforts on one-on-one networking and on producing YouTube legal explainer videos. So two obviously of our best experts that we have. So I believe each of you have just some short presentations for us and then to the audience, we will open it up at the end for Q&A. So on the right-hand side, there's a questions box, so you're more than welcome to submit your questions to us as we go, and then at the end, of course, we'll try to answer as many as we can and answer your questions, so... Michael, would you like to start?
0:02:52.6 Michael Hollins: Sure, and again, my name is Michael Hollins, and thank you for allowing me to have this time to talk with my fellow attorneys and thespians. Good afternoon, and/or good morning, depending on where you are. I will tell you that I am in a very good mood, and a big reason for that is because I am in music city, Nashville, Tennessee, where we have 80 plus, going on 90 degrees. It's a great time of the year, and I'm happy to be and excited to be here talking to you today. I kinda led with that because we're going to talk a little bit about how content is king. The content that you have on your website, that you have on your social media pages, as far as a solo practitioner is concerned, this is just something that you absolutely have to have, and your personality has to show. So content is king, and that is the key to what I'd like to talk about today. Now, we all know we came through a pandemic. Personally, bankruptcy has suffered because of the pandemic.
0:03:57.7 MH: A lot of people think it's the other way around, it is not. Our case numbers have actually went down to one-fourth of what they were prior to the pandemic. And what happened prior to the pandemic? Well, customers or potential clients were able to come into your office, sit down, have a cup of coffee, get to know you, like you, and hire you, ultimately. That is no longer the way that things are happening for us now. A lot of us in federal court, we're still not going to court. We're actually working virtually from our office and from our home, and a lot of businesses being transacted that way. And so the way a client finds you is not necessarily a brick and mortar way for a lot of us solo practitioners, right?
0:04:42.4 MH: And so the ultimate goal of them getting to know you can actually be accessed via social media, and I am a big proponent of that. A lot of my business comes from social media presence. So let me just dive a little bit into what I do that I feel is helpful and that hopefully may help you as well. The first thing I do is I utilize Facebook. Facebook is a tool for a lot of folks where they're just running into different pieces of information, and of course it's social media, so a lot of it is just friends and family and things going on. But the ads that pop up on Facebook have been really, really helpful in me securing a lot of business. Facebook gives you the opportunity to enter into somebody's world where they're actually looking at everyday things and then they come across you, and it's a wonderful meet. And you got three or four seconds to talk to them about what you do and get that information going. So what I recommend is, is that you create Facebook videos, live content, where you're showing your personality, you are in your element, and you're also answering a question that they may have about your particular practice area.
0:06:06.3 MH: And I have a live template that I'd like to share with you that I do for every single video that I do, and it is simple. It's... You say your name, you say your firm, and then you say your topic. After you talk about the topic, you do it all over. You say your name, you say your firm, and you say your topic. What's that look like? "My name is Michael Hollins, and I'm a Bankruptcy Attorney at the Hollins Bankruptcy Law Office. And today I'm gonna talk to you about the difference between Chapter 7 and Chapter 13 bankruptcy. But first, if you need any additional information, go to my website." I talk about that and then I just repeat the same thing. "Well, this was Michael Hollins, bankruptcy attorney at Hollins Bankruptcy Law Office, thank you for listening. Have a great day." It's just that basic, that simple. It is not something that is rocket science. It's a template that you could use. It has been very helpful for me. And I'll say it again. It's your name, it's your firm, and then you mention your topic.
0:07:00.7 MH: You talk about it. It's your name, it's your firm, and then you mention your topic. Now all of this can be done with no fancy equipment, you don't need super amazing lighting, and your background doesn't have to be anything other than your office space. Your cell phone, and you click the live button, will get this done for you.
0:07:20.5 MH: Most of us have iPhone 13s, I'm team Android. So we have Samsung 22s, we have OnePlus, these phones are well-equipped to give you everything you need to do exactly what I'm saying. So someone may be saying, "Well, Attorney Hollins, how does that get me closer to getting clients," because here's the secret sauce. From that live video, you can make upwards of 15 to 20 different pieces of advertisement using a website called Repurpose.io. Everyone needs to go to Repurpose.io. What Repurpose does is it automates basically everything that I'm gonna say moving forward, because you're gonna wanna take that live video where you gave some great information, you gave your firm, you gave your name, and you've basically shown someone, "I'm a good person and you need to hire me if this is something you're looking for." Repurpose.io takes that, and it will shift it to YouTube for the folks who are on YouTube that may come across your information. It will also automatically take that same video and send it to Twitter and Instagram.
0:08:36.7 MH: So the one live video on Facebook has now become four different types of media that is boosting your presence online, boosting your SEO, and it's just another piece of media that's out there for all of the Google folks. I haven't talked about Google, the Google folks, this is just a way to get into that world as well. It all helps your SEO. What else can I Repurpose.io do? It can strip the audio from your and create a podcast. So Repurpose can send that podcast to 12 different podcast subscription services where there they'll do find you on Stitcher, they'll find you on Libsyn, they'll buy you on Apple Podcast, Google Podcast. Your one three to four-minute video with decent audio, because these phones are doing a great job in video, has now become... I'm now up to 12 different types of media, and it took you three minutes to do it. I've given you the template. This is all helping your presence out there. So I'll get calls from someone say, "Hey, yeah, I heard your podcast. I saw your video on YouTube. I saw your clip on Instagram. I saw... Someone tweeted, re-tweeted what you said on Twitter."
0:09:53.5 MH: I am not hands-on with that stuff, but Repurpose.io allows that to happen. Just go a little deeper because there are gonna be certain practice areas and bankruptcy isn't one of them, where people are gonna want to read. They're not gonna wanna see and hear so much, and blogging is still a real thing, well, for you folks. And I'm talking family law, I'm talking wills/estates, these folks really like to... They like to read more. They just... Those folks just kinda wanna read a little bit about you, and read more about what you know. You wanna go to a website called TEMI, T-E-M-I.com. What TEMI will do is it will automatically strip the audio from your YouTube that was automatically sent from Repurpose.io and create a blog post. And if you have WordPress, guess what? It automatically posts to your website. I don't know that I could make this any easier or clearer. You've made a three-minute Facebook live video on your... On your page. Your personal page is fine, that's absolutely okay, and it has now been stripped and taken to... I'm upwards to about 15 or 16 different other social media pieces that are out there with your name, your information, your wonderful personality, and you've done it in three minutes.
0:11:21.0 MH: Now, if you do that once a week, for 52 weeks, how many pieces, how many hundreds of pieces of information now are out there and you're crushing it? You're literally crushing it, and folks are not gonna see you coming. Your competition is gonna be like, "Who is this guy, and why am I hearing quite a bit of information?" Now, I haven't put any money against anything now, just a monthly subscription for Repurpose. TEMI costs 10 cents per minute. I haven't put any real money like Google, there's real money, there's an ad budget you've gotta have. Facebook, you can do amazing Cost Per Click metrics there. I'm not gonna go into that. I'm not gonna go deeper than what I'm telling you here today is to do this freebie stuff. And at another time, maybe we can have a conversation about some other things, or my counterparts here could talk a little bit about it, but I just wanna get you on to understand that content is king.
0:12:18.3 MH: Get in front of your camera. It is your way to open the door to the person that would have walked in in 2019, they're now gonna click on you on Facebook or YouTube or Instagram, or they're gonna get a message sent via their DMs from someone who knows that you need that information. That happens a lot. This is the way that you pleasantly welcome them into your space and welcome them into your office. It's via content. So I admonish you to get your camera out, put it on a stand however you can do that. Tripods are 30 bucks at Walmart, if that's what you wanna do. Get a nice background with nothing on it, nothing like what you see here today, just a nice colored wall, and name, firm, topic. Give them the info, name, firm, topic. Go to Repurpose.io and just send it everywhere that you can send it, okay? I hope this was helpful. Again, I'm attorney, Michael Hollins, Hollins Bankruptcy Law Office. Guys, Google me. You'll see what I'm talking to you about everywhere. You'll see my videos everywhere, and you'll be able to see that same template over and over. So I hope this was helpful.
0:13:36.1 Mark Lyda: Alright. Thank you, Michael. Alright. Well, that was extremely helpful. As one of your audience members, I'll tell you that because I learned a lot from what you just said. And I think that we're a good combination for this webinar because we have similarities in our philosophical approach to business development and marketing, but we are also doing a lot of different things from one another. So I learned a lot there, but I'm gonna talk about some different avenues that we work at our firm. It's a more sunny day than I expected behind me, so apologies if you can't see my face very well and I look like somebody being interviewed on Dateline on the condition of anonymity. So I think that...
0:14:33.8 ML: First of all, I'm gonna talk for seven minutes. So 12:22 is my drop-dead cut-off point so that we have enough time for questions. I look at business development and marketing as being a two-headed beast, where on one side we've got in-person networking business development, and on the other side, we've got content marketing. I think they are equally important, and if you wanna be prudent and do everything you can do to succeed, you really should not neglect either one of those. Now, that all being said, there is... They say there's more than one way to skin a cat, but that's a horrible expression, so let's say there's more than one way to bake a cake. There is more than one way to accomplish these goals, and Michael and I do very different things so I'll take it piece by piece. First, in-person networking and business development. Obviously, this was easier before the pandemic, and depending on the specific month and specific location and society may be any level of open where you can really... Where it's societally acceptable to have coffee meetings and so forth.
0:15:52.1 ML: But I'll tell you before the pandemic, for the first five years of our firm, I never got one... I think I got one client from the internet. The rest was from that retail in-person networking, and I still think that that is a crucial, core component of your marketing and business development so... I'll try not to shake my camera too much. So as you go through this process, don't think, "Oh, everything has to be on the internet now." We're still people. As Michael said, people wanna hire attorneys that they know, like and trust, and I really think it's important in your one-on-one networking efforts to focus not on actual... This might depend on your practice area a little bit. But I focus less on actual prospective clients, and what I'm really focused on developing is referral sources. So, when I'm networking, I'm trying to network with people, usually... Most frequently other lawyers, or could be realtors or financial planners. Those people out there who know the same clients that I am hoping to bring into the firm and might serve them in a different way, and... So I focus in-person networking on referral sources, and my tip, and what has really worked for me and the people in our firm, is to gamify that process as much as possible.
0:17:22.7 ML: So I have a point system where I say, "Okay, an in-person meeting is worth three points, an email is worth one point, a phone call is worth two points," and I try to get 15 points a week or whatever it is. So, do the gamified system that works for you, but I think that that it makes it like a little bit of a fun challenge, which a lot of lawyers like, but more importantly, what gets measured gets managed. So you may be out there feeling like you're doing a lot of business development. Well, you can only really prove that if you're measuring what you do. So measure the number of in-person meetings you have, the number of outreach emails you're sending, the phone calls to other lawyers. "Hey, how have you been? Maybe we could grab a coffee, talk about our practices, or I just wanna check in with you. I haven't seen you in a while with the pandemic and everything else." Measure what you're doing on that in-person networking.
0:18:23.1 ML: Okay, over to the other side in content marketing. I actually don't do very much social, so I learned a lot from Michael's presentation, and there's a lot of untapped potential in social that our firm really has not tapped. So we use social as like, if a client is trying to essentially get some sort of corroboration about you being a legit attorney in a functioning firm, that they'll check out your social. We don't look at it as people are finding us through social. We look at it as, once they found us, they'll probably check out our social so let's make it not terrible. That being said, I'm talking about Twitter, Instagram, Facebook, LinkedIn.
0:19:12.0 ML: You might consider social that we do do pretty aggressively is YouTube. So we do try to repurpose those videos when possible for social channels, but sometimes we don't. We do... Our big focus on the content marketing piece is YouTube, that's our pillar content, and what we do is just three to five-minute explainer videos on various legal topics and try to put them up very consistently. We haven't done them for a while, but we're reaping the benefits of our past consistency, because now people are still watching them very... They're watching our videos all the time. That being said, don't get frustrated when the viewers don't come right away. It took us a couple of years to build up to the point where people are actually coming to us at...
0:20:02.6 ML: In high numbers. It just really takes a long time, and you feel like you're just speaking to an empty room. In fact, it feels very much like giving a webinar where all you can see is your own face. But, anyway, so YouTube is a really good channel for us. We just... You've gotta find what's right for you. If you're not somebody who feels comfortable... Oh, by the way, I really agree with Michael about production value. Do not let perfect become the enemy of the good. Just get the content up there. Don't worry about it being a professional...
0:20:44.8 ML: You're professional in your demeanor and in the content, but don't worry about spending money or too much time on production value. Okay. If you're not comfortable doing that sort of thing, write, write, write. You've got to be comfortable either writing or talking as a lawyer, and either one works. YouTube, if you're comfortable talking, blog, if you are comfortable writing, because Google... Our focus in not social, it's really SEO, Search Engine Optimization, and we're looking for those little bots that Google sends out through the internet to crawl all these web pages and see how long a humanon would rest on a web page, and they assess that by your written content on your website. So that's very effective and powerful for search engine optimization.
0:21:36.5 ML: So in conclusion, focus on in-person networking, and what gets measured, gets managed. Measure and keep track of your actual efforts there to see how you're doing and what the yield is. And then on the content side, either... Content is king, you gotta put it out there. So whether it is Facebook videos like Michael was talking about, or YouTube videos or blogging, you've just got to put the content out there if you want people on the internet to find you. End of presentation is actually 12:23. I'm a minute over, I apologize. But, now, I have time for questions.
0:22:23.1 Allie: You made me laugh. I really appreciate that 'cause I hadn't realized how it would feel to you if you are literally the only person on the camera and you're just talking at yourself, [laughter] literally the only person in the room, so...
0:22:37.2 ML: Well, I was very relieved to see you come back on and apparently hear what I said, 'cause I'm like, "Maybe I've been disconnected this whole time," I don't know, but...
0:22:43.1 Allie: I thought about just letting you hang out there for a while, but I didn't wanna be rude. So that was great. Okay, well, thank you to both of you for your presentations, and I was kinda making some notes too. A couple of questions that came in, and one of them, somebody asked if there would be a reference document, 'cause you all mentioned different types of websites and all that stuff, so... Yes, later today we're gonna send out... Our marketing team is gonna create something for you so that way you can have the links and all the things that were mentioned today. Michael, maybe this is a question for you, and this is actually one of my personal questions that I wanted to ask. I've heard some attorneys... You were talking about the Repurpose.io. Are you familiar with the website HootSuite?
0:23:30.6 MH: I am not.
0:23:33.7 Allie: Okay. It's... Okay. I've heard some attorneys use it for their social media and it's... I was trying to... My question was gonna be like, what's the difference between the two websites, because HootSuite is basically a one-stop shop that you can blast out the same content on three different... Twitter, Instagram, all of the websites, and so I was trying to think about for Repurpose.io, you mentioned it goes out to 12 different... But is it really video content-focused, Repurpose.io?
0:24:08.4 MH: So for our purposes, I found that feeding it video and then extracting audio, extracting blog, that was the best method, and it just saves time. As a solo, I don't have the time. And so I felt like that's why I presented it the way that I did. I think there's utility and kinda understanding that, so...
0:24:29.5 Allie: Yeah. Yeah, because Mark, you have... Correct me if I'm wrong. Do you have somebody on staff, or a couple of people on staff, that do some of your social media, or is it more that you personally are doing it too?
0:24:44.6 ML: Yeah. No, I do some of it, and sometimes some people on our team do it. So I'm not... I've been a solo, but I'm not right now, so I certainly empathize with the time constraints. The other thing I would suggest in the Repurpose and HootSuite vein is Canva, which is known as being a user-friendly graphic design software, but you can also put some videos up there. And now they have a feature where you can accomplish that same thing of, okay, I've made a little graphic that I wanna put on social, and you can put it out on various different channels all from one place, so it has a little bit of that same function. But it doesn't have the thing where you feed it video and it repurposes it into audio and text and all that sort of stuff. But if you're doing a graphic design, you can put it out on different channels from Canva so maybe we can put that in the document as well.
0:25:43.4 Allie: Sure. Yeah, and I think it's really important 'cause I'm sure there's a good mix of attorneys on the call today that they're solo and they're doing it all by themselves, and they're trying to make time and figure out all these things. So having some of these tools to help them would probably be great. And then there's probably attorneys also that have people on staff to help them with some of the social media. Okay, so a couple more questions that came in. Our local university offers ARAG insurance to its staff. Can we advertise there and that we are an ARAG carrier? That's more of a question for myself. Certainly. Yep, you're more than welcome to mention that you're an ARAG attorney. There's also graphics that we have as... Under the Resources tab within your ARAG portal, where you can... There's some language that you can use. There's some graphics that you can post on your website, if you wanna say you're in ARAG attorney. There are some resources there for you.
0:26:36.6 MH: But we're not allowed to contact the employer like the university or local hospital. Is that right? We can advertise that we're ARAG, but we can't contact the employer and be like, "Hey... " Is that right?
0:26:49.2 Allie: Thanks for that clarification. Yeah, you wouldn't wanna go to the HR person at university, the university that you're referring to in your question, but you're certainly more than welcome to promote that you are an ARAG attorney within your firm, however you like to do that. A question for either of you. I don't know which one of you wants to take this question. How do you set aside time to do this, aka marketing, advertising, social media, videos. How do you structure that?
0:27:21.4 MH: Mark, do you wanna...
0:27:23.2 ML: So there's no... Obviously, we understand the challenge of doing that. To me, it is more about mindset. I have not been a person that says, "This is my social time," and I stick to it, or, "This is my content time," and I stick to it. Now, I've been trying to do more of that where I have my weeks more regimented, but that's more about managing other people as we grow. So I don't have a specific time that I do it, but I will say that the most important thing for me in finding time to do it is the mindset of, this isn't something on doing in addition to my actual work... This is a facet of my actual work. This... Going out and having coffee with people or putting something on social media doesn't feel like what we think of as actual work for lawyers, but this is part of our job so having that mindset helps a lot.
0:28:32.4 MH: Yeah, yeah, that's really good. Mindset is key, for sure. I don't have a dedicated time to speak directly to the question that I set aside to do what I mentioned earlier. It just comes. And sometimes you'll find yourself in a place where it lends to the message you want to send. So I hike. There's nothing that stops me from doing a video on a hike that talks about the mountain of debt. So I just kinda incorporate how maybe the feeling of me getting up this hill, but I'm gonna get there. Give me a call, let me help you get up, let me do the same for you. You just never know. Depending on your area of law, it could just hit you. I should probably do a quick two-minute or three-minute and inspire somebody, let them see my personality, and they'll wanna call me.
0:29:26.1 Allie: And I think the key with that is, I don't know, I think maybe it was Mark or either of you that mentioned it. The keyword to me is unpolished. I know when I'm on social media, I am most drawn to videos that are really no filters, and it's just... Even if the audio, the sound isn't the greatest, I'm okay with that, 'cause it makes me feel like it's more real and unscripted. So I love that. Another question for either of you. Do you pay for advertising on social media, or do you just post... You have a post schedule that you use?
0:30:03.1 MH: Yeah, I'll take this. So I do have an ad budget. I do have an ad budget for Facebook, and I also have an ad budget for Google, and I think that you wanna have that. Depending on how well you're doing, I couldn't tell you how to set that. I just know that, for me, I've seen when I throw money behind the videos that we're talking about, it pays dividends. So yeah.
0:30:30.8 ML: Yeah, we do Google ads, but not other social channels.
0:30:37.5 Allie: Okay. Do you have any tips for networking while still working virtually? I would assume... Are you both... Mark, you're in a physical office space. Michael, are you doing virtual work, or what are you doing with that?
0:30:50.1 MH: I go to the office to get mail and then I come back... [laughter]
0:30:58.7 ML: Yeah, and we just came back in-person as well. So this is just within the past few weeks, we've been remote the whole time since then. So a lot of... When I'm talking about business development, a lot of times I talk about blocking and tackling and doing the unglamorous things, so I pick up the phone and call people. It's old-fashioned to just call someone and say, "Hello," but it means a lot. A handwritten note means a lot. So I think sending people emails, "How have you been?", or a phone call really goes a long way. Because I also like to tell people that really networking is about reminding people that you are alive and that you are open for referrals, because people tend to forget, as hard as it is to accept. So call people, write them a note, send them an email. You can always do Zoom one-on-one. Some people feel more comfortable with that than others. That's what we do.
0:32:04.8 Allie: Awesome... I think that is... Is there any other... Last call. I guess, last call for any other questions that are coming in? Oh, one that came in, where would you go to learn about SEO? You can have somebody that does all of that for you.
0:32:28.2 ML: No, we actually have in the past, and that's where I learned a lot of it was from him, but there are really good overviews on SEO from various websites. M-O-Z, moz.com, Moz Local has a really good SEO crash course that I would recommend, and we can put that in the document as well. But there are a lot of great... Here's what I suggest. Google it, SEO for lawyers, and read the first few results that come up. And why you know those are good and knowledgeable about SEO, is that they are in the first few results of the Google search.
0:33:12.7 MH: Yeah. SEO, I'm not a huge... I don't know much about it. I know just enough to be dangerous, but I don't have any knowledge to share on that, so...
0:33:22.7 ML: And the other thing I will mention is go to your... Claim your Google My Business listing. So I didn't know this for a long time. Google... You need to tell Google that you're out there. So Google your law firm, and if you have not set up your Google My Business, I think it's... You'll have to Google how to do it. Honestly, I can't give great instructions on it, but I think you can click Claim This Business. Google will send you a physical postcard to your place of work, you type in the code, and then you're the owner of your Google My Business. So when you Google your firm, it will not only be the results, but that side panel where it has a picture and your information about your firm, Call Us, Website, etcetera, you're in control of that. So Google My Business is different from Google Ads, and you've got to go claim your Google My Business. I believe it helps with SEO. It also is a great professional look when people Google your firm, and you can put posts on there, just like another social channel. So go claim your Google My Business profile for your firm.
0:34:35.4 Allie: I feel really dumb for asking this, but literally Google... You're saying they should go to Google My... Oh, an actual thing. Okay, Google My... Okay, that's a thing.
0:34:49.8 ML: I was in the same boat.
0:34:51.4 Allie: Okay, that's good to know. Okay, we'll see if maybe we can do some of the work for you all, the postcard and stuff that Mark was talking about. We'll see if we can kinda dig into that a little bit and include that. Great feedback. "Hey, I practice bankruptcy law in Atlanta. This is very helpful." [chuckle] Another just a really great, wonderful type comment. So, obviously, some folks are getting some great benefits from it.
0:35:21.0 MH: I'm in Atlanta all the time.
0:35:23.0 Allie: Are you?
0:35:24.2 MH: Oh, yeah, it's right down the highway. Oh, yeah.
0:35:26.6 Allie: Awesome. Yeah, okay, so that's all the questions that I have. You can see Michael and Mark's information here. So earlier, I was creeping on their YouTube videos and all that, so that might be beneficial for you to... Tips there. But thank you to Mark and Michael for hosting us today, and for everybody for jumping on. Like I said, we'll send you a resources link later on or a reference guide later on. But, of course, if you have any questions, feel free to always contact us, so... Anyways, well, thank you. Have a great rest of your week, and we'll see you all later.
0:36:08.2 MH: Bye.
0:36:08.8 Allie: Bye.
0:36:11.1 ML: Thanks. Bye.