New Patient Call Script

00:00 Hey there! My name is Kim. I am with Forever Booked. I've been working for quite a while also with a med spa in Houston, Texas, and joining forces with Forever Booked has been a great opportunity to be able to help share my success in calling the leads that come off of the Facebook ads that we, we have 00:23 Forever Booked as our marketing company too. Uhm, but finding the right thing to say, achieving the goals to be able to connect with somebody. 00:32 Who is interested in the offer that you have and going through the steps to be able to get them in for an appointment, consultation, and then becoming a long term patient, a long term client, whatever it is you call it in your med spa. 00:46 Uhm, so what I'm going to. Do today is just go through, uhm, every single step, you know, we did divide it into different areas such as connecting and identifying, uhm, moving towards describing the offer, going to the next step of confirming the date, time, and treatment, confirm the actual appointment 01:10 , collect the deposit, and then collecting payment over the phone, or whether or not they're giving you sort of a tough call. 01:20 So there's a difference between those two steps, and I'll talk about it in just a minute. Wrapping up and confirming, and then telling yourself, congrats, I'm on to the next lead. 01:33 We'll also go through a couple of tips for success. And finally, we will talk as I go through about some objections that you will come across, because you're working with the general public, and, you know, if it doesn't go exactly, uhm, perfect, which it's never going to go exactly perfect, but it. 01:52 Bye. If it doesn't go, you know, entirely the way the lead wants it to go, we're going to help you to change that, and kind of discuss some of the ways that you can talk with these people, and re-bond with them, and maybe get them to come to you. 02:09 And if nothing else, at least you hang up the phone on a good note, and maybe this offer isn't the right one for them, maybe the next one will. 02:17 But you'll keep them in your database, it'll go into the Recycle Bin, and then they'll continue to look at your social media and such, and if you left a good impression, um, then yes, you have a good chance of bringing them back in at some point. 02:30 So, we call this a template, because you can click the file to make a copy, and you can edit it for your own use, and I like that because what I always tell people that I'm training, whether it's the people who work for Foreverbook, um, that MedSpa hires to call leads for them, or it's front desk staff 02:50 , you want to know this script very well, but you want to make it your own, your own personality. Just remember, you have to get these steps done so that you can achieve the goal, and if you don't, then you'll lose control of the conversation. 03:06 The lead on the other side of the phone is either someone who does take control, or they're confused by what's you're telling them, or you're not giving it to them in the right order. 03:16 So most importantly, remember through this whole script, you're taking control. You can get off track a little bit, but get back to the script. 03:25 Back to the script. The goal is to get them scheduled, get their number. Get a deposit taken, and confirm the appointment. 03:31 So, first and foremost, of course, you should smile as you pick up the phone. It does come through your voice. 03:38 Try saying this script or part of it when you're not smiling, and then see how it sounds as compared to when you are smiling. 03:46 Connect like you would with a friend. Do not read the script. You don't know it so well, and if you don't know it, okay, it can be in front of you, but have your personality in there. 03:58 Connect like you were telling a friend about how they feel. Get rid of their wrinkles. Make their lips look prettier. 04:04 Listen, but keep the conversation moving. You'll see when I get to the part that says, So tell me what attracted you to the ad. 04:12 Tell me what drew you to the ad. What kind of issues are you trying to resolve? I'm going to listen. 04:17 You can contribute a little bit, but you want to tell them, thank you so much for sharing that with me. 04:22 I'm going to put that in the notes for the provider. So when you come in, you two can discuss that more thoroughly. 04:27 But I completely understand what you're talking about. We have many patients that have felt the same way. Whatever it is you need to say to know that you're listening, you're kind of leaning in, you've got an investigative type of mind, as in, hmmm, those are the issues that you're trying to resolve. 04:43 Let me tell you how we can, we can help you with that. It's almost the, uhm, the way that a doctor listens to somebody about what kind of pain they're feeling and what they're going to be able to do to help them. 04:56 You're going to have a, uhm, you're going to have empathy, but you're also going to be very authoritative, uh, very confident because these people are looking up to you to solve their problems. 05:09 Be confident. They're looking to you to help them look and feel better. Uhm, now, I'll stop right here for just a second. 05:16 There's a huge amount of the general public that has already been to MedSpot. And they're very educated on certain things, uhm, in, in the industry, uh, different types of treatments, even some of the names of the lasers. 05:30 And then there's a huge portion that have never been to a MedSpot. They're intimidated. They're worried that you're going to ask them to spend more money than they have. 05:38 So really you've just got to be confident on both sides. Now, step one, connect and identify. So I am always so strong about this. 05:52 Do not get on the phone and say, Hi, is this Julie? Without letting them know first your name, where you're from, and then ask them if it's Julie. 06:03 Think about yourself when you get a phone call and someone says, Hey, Jack, like they're your best friend and you don't even know them. 06:08 Who they are. So you don't want to insult people, intimidate them, or make them feel like you're a scammer. Who's about to say all this stuff that you don't even care about. 06:16 So you would say, Hey, it's Kim. I'm with Beautiful Anti-Agent Studio. Is this Judy? And of course they would say yes. 06:24 Because 9 times out of 10, that's who it is that, you know, clicked on the ad and came up into your hot leads. 06:31 And you say, Perfect. Well, I saw you were interested in an offer we have on Facebook. The offer is called the $97 Talk Special. 06:40 So I'm going to call, I mean, I'm calling to tell you about it and see if this is right for you. 06:45 So what you're doing there is you're reminding them what they clicked on. There are so many med spas all over our country, Canada. 06:55 The competition. It is fierce and almost everybody is on Facebook and Instagram and everybody is clicking on everything just like we do ourselves. 07:06 So there's a good chance they may not remember. Um, now, if you're calling them within the first five minutes, like you, should or texting them if you can't get to them because maybe they're working, then they're going to remember. 07:18 But there's a good chance that you also might not be able to get to them that quickly because they're working or something's going on with their children or whatever. 07:25 So you want to remind them clearly and slowly. Tell them, you know, what the offer of the name is. And if it's a funny kind of offer name, like a name of a laser and it's a blast, a boost or whatever, you know, you can get real with them and say what I'm going to say right next. 07:44 Is that the reason our patients love this treatment is because their wrinkles are finally gone by their crow's feet right next to their eyes every single day. 07:54 They're going to look at their face going forward for the next several months and they will have those wrinkles. And this special price. 08:00 That we have is only $97. So what I've done there is I introduced myself. I said, why I'm calling, reminding them, you know, that they clicked on an ad. 08:11 Um, you know, perfect. I saw you were interested in offer we have on Facebook and it's called the $97 top. 08:16 Talk special. And so I'm calling to tell you more about it and see if it's right for you. And then you're going to pause. 08:22 They usually say, okay, I would say, do not ask them. Is this a good time? Because you're just asking them to potentially say, no, it's not. 08:31 Call me later. And then you're going to you've lost them. If it's not a good time, they're going to tell you. 08:35 Okay. All right. So you just told them all of that. And then you told them, you know, why this offer is so popular. 08:43 So our patients love it because they're finally going to get rid of their dark spots. And they love that the price is only $100 when it's normally $400. 08:51 However, you want to say that. Um, so when it's bracketed, we're stating to you that you can customize it according to what your situation is at your med spa. 09:01 For example, it takes care of their wrinkles and makes them feel more comfortable. It lifts and it tightens and it's very effective in a short amount of time. 09:11 Or it finally gets rid of dark spots on their face and it makes them feel like themselves again. Take those, put it towards your offer and make it flow. 09:20 The way you talk. Okay, but you are reminding them why they clicked on it. Their mind's going to go back to maybe when they washed their face and saw that they had wrinkles. 09:30 And then you're going to tell them, guess what? So to speak. So many of our patients have come in for the very first consultation. 09:39 And took care of those issues. So you're focusing on results, not the laser names, technical process details. So if you're saying, so when you first come in, you have your consultation and make sure that you say consultation. 09:52 Thank Or maybe you're going to say a facial balancing session or whatever it might be that is best related for your med spa, but say consultation clearly. 10:03 If you are training with this and you're from another country and you're comfortable with calling American or Canadian or another country's leads, practice, even review with me or whoever it is that you're working with at Ferber Book to make sure that every single part of what you're saying is the way 10:22 we say it in America. For example, Cryo, Cryo-Freeze, um, C-R-Y-O, don't say Creo because as soon as you start pronouncing things differently and you have a little bit of an accent, the trust goes completely down and then you have to work to get it back. 10:39 But regardless, we're focusing on, Focusing on results. We're not focusing on it's an Alma laser and it does blah, blah, blah. 10:46 You want to say what it does for these people that have come in already is it helps get rid of their dark spots. 10:52 Now, again, some people are educated and they will say, what kind of laser is it? So make sure you know that and you're ready to give that information. 10:59 Um, and you could say, you know, and our patients who have had this treatment, they had been hoping to take care of these issues for a while and they were excited to come in for a complimentary consultation to learn more to at least get some answers. 11:12 to their questions. You know, you can spread this out a little bit differently the way you want to, but you're trying to relate it to people that have already had, um, this treatment. 11:22 You're taking it off of you. You're taking it off the lead. You're saying other people who have done this have loved it. 11:28 Um, and all it takes is a $50 deposit to set the apartment. And if you do decide to move forward, we put the deposit towards the cost. 11:36 Kind of like, what, what about that? It's so easy. Um, so next you're going to be saying, you're going to say, um, something that's not that will help you build connection. 11:47 Now let's go back up here. Hey, it's Kim from Beautiful Anti-Ageist Studio. Is this Judy? Okay, great. We're perfect or whatever. 11:55 So I saw you were interested in an offer we have on Facebook and it's called the $97 top tip. And I'm calling to tell you more about it and see if it's right for you. 12:06 The reason our patients love this treatment is because they are finally going to get rid of the dark spots that they've been worried about for so long. 12:13 And they really like this special because it's normally for the $300 to $400. And our patients who have had this treatment, they have been helping to take care of these issues for a while and they were excited to come in for a consultation to learn more. 12:29 And all it takes is a $50 deposit to set the appointment. And if you do decide to move forward, we're going to put the deposit towards the cost. 12:37 May I ask you, what got you interested in this special? So this is the part where you got the information out, you know, practice saying it the way it goes. 12:48 It was comfortable to you. You identified that this is why you're calling them. And they agreed. And I would not leave this part right here until you are sure that they remember. 13:00 Cause what'll happen is sometimes as you start talking further, they'll say, wait, what, what, what offer? What, tell me more. 13:08 Tell me about it. You have to make sure that you two are on the same page. Okay. And then right here when you're saying, Hey, so may I ask you, or just curious or have, probably want to say it. 13:21 What got you interested in this special? What drew you to click on the ad? And this is where they're going to tell you things that are so very useful for the rest of your script, but also for the provider. 13:33 So right here, then they say, Oh, I went someplace else. And they, you know, didn't even solve any issues and it hurt. 13:39 Or, uhm, I don't know, this is my first time. And I've just been washing my face at night thinking I look so old. 13:46 Or they might say, well, I usually go to another country, but I was wondering what the price would be here. 13:52 Uhm, or they might say, uhm, they have a wedding coming up. They're the mother of the groom and they want to look amazing. 14:01 So all of that is good information. And you're going to listen. You're going to go, oh my gosh, that's amazing. 14:07 Great. Oh, okay. Wow. And you know what? This is where, this is where I'm saying that you can get off track. 14:14 Sometimes if you indulge too much in the conversation, you could get all over the map and you could have trouble getting back. 14:21 But you want to just listen, confirm. You know, let them know that you understand and they say, you know what? 14:27 Thank you for sharing that with me. It sounds like this might be a good option for you. So they're breathing a little bit easier. 14:35 And so you go, you know what? Okay. First, let me tell you what we're going to do. You're going to come in. 14:40 We're going to have this consultation so we can discuss your specific needs. The treatment is about an hour long. We perform, you know, the laser treatment by way of having you lay down. 14:54 It's painless. There's really no damage. And it's going to help you walk out feeling so confident. You're going to have a glowing face. 15:03 Skin's going to feel tight. Now you may not see the results right away. That's why we want to have you come back in two weeks. 15:09 A two week followup is always important. It takes about that long for things to settle in. But we're going to be right here with you. 15:14 We're going to give you our number so that if you have any questions or concerns between now and the two weeks that you come in, uhm, again, then we're going to be here for you. 15:24 But what they'll, uhm, experience is important for you to mention. Thank you. Because they're going to need to know how long it's going to take from the time they arrive to the time they leave, uhm, perhaps they've got kids to pick up or, uhm, they want to make sure that they can get home and get ready 15:38 for an event that night or whatever. So you need to be very thorough here and just explain it to them. 15:43 And then, lastly, let them know how they're going to feel when they walk out. They're going to feel rejuvenated. They're going to, you know, make a whole bunch of new friends here who really care about them. 15:51 And then you pause for a minute and say, so, so how does that sound to you? Now you can change this too and say something like, uh, does this line up with what you were thinking? 16:02 Or, um, you know, is there anything else you would like to know about? This is where you just kind of kind of wrap up everything you said and they say, you know, it sounds great. 16:13 Or, oh my gosh, I think, you know, I finally found my home. Or, yeah, that sounds great. When can I come in? 16:20 So hopefully they'll say something very positive here. And you say, great. And then here you say, okay, so we're open Monday through Friday, nine to six. 16:29 The earliest appointment is at nine. The latest arrival is at four thirty. That's very important to tell them again so they can plan their day. 16:38 We're located at 314 East 13th Street. And, you know, it's right there in the Heights part of Houston. And there's a famous library on the corner. 16:48 Take a $50 deposit to set the appointment. It holds your spot and it goes towards treatment. Or, if you need to cancel, it's fully refundable with 24 hours notice. 16:56 So what you've said is everything that they need to make this appointment that they're excited about because you just got through all this. 17:04 And to go back, you identified who you are, you identified that they know why you're calling, they remember the ad, you identified that yes, these are the problems that they have, and other patients that have done this treatment have had great results. 17:20 And then you let them know that it's going to take a $50 deposit to set the appointment. And then you're going to stop for a minute and find out, you know, more about why they were interested in this special. 17:34 Side note. You may need to ask this question earlier to find out how to customize the brackets, get a feel for doing this script a couple of times. 17:46 And if you feel like you need to move that up and just after you introduce yourselves and everything, and you need to say the name of the special and the price, uhm, you know, tell them, hey, so I'm just curious, what drew you to the ad? 17:59 So keep that in mind. You can move that up, okay? Uhm, and then, after you tell them, you know what? 18:06 I'm thinking this is going to be a great option for you. I'm going to put all these notes in the providers, uhm, in the appointment place, so you two can talk more about it. 18:13 But let me tell you what it takes to make an appointment. So you tell them what I just told you, uhm, ask them how it sounds, go through the requirements to make an appointment, and then, uhm, look at the schedule together, work together to decide on a date and time that works, confirm the date and time 18:31 and treatment. Great! So we've got your schedule for next Tuesday at 4, for the $97 talk special, and it's $97, unless you decide to get more treatment. 18:40 More, you know, units of talks, and like I said, you'll learn more about that in the consultation. But as for now, 10 units is $97. 18:48 Uhm, and then, let me ask you, do you have a credit card handy, or would you like me to wait while you go get it? 18:54 This is where you just throw it out there. Because they already know that there's a deposit, and if they are thinking in their head, uhm, that they don't want to pay a deposit, you've already mentioned it, okay? 19:06 So they are going to either say something like, I'm not giving you my credit card, or they're going to be thinking of an excuse. 19:12 When you jump into, uhm, what's your schedule like, and go into the schedule, they're not going to go choose the date and time if they know that there's, let's hope that they're not going to, if they know that there is something they have to pay with their credit card. 19:28 Now, just like I said earlier that you might need to move up that part that says what drew you to the ad, same thing right here. 19:36 If you're getting a lot of rebuttal, or people are letting you go through the whole thing, and then they say, well, I don't want to give a credit card or I can't pay right now, uhm, then you can certainly make a stronger message about the, uhm, about the requirement for deposit earlier on. 19:54 So, way up here, uhm, you're identifying who you are, and why you're calling them. And you tell them what it is called and what the price is. 20:07 Uhm, and then, you know, you're going to get into the deposit pretty soon, but you might want to say, well, actually you don't need to say it early on. 20:17 But just so you know, you can move this up if you want to. Okay? If you're getting, uhm, through it, you know, through the script longer than you'd hope to for a lot of different calls, then go ahead and move it up. 20:27 But say it in a very appropriate way. Alright. So, MediRoute. Moving on down, uhm, when we're to the point now where we're asking them if they have their credit card handy, or would you like me to wait for you to go get it, a lot of times they'll say, okay, hold on, I'll go get it. 20:47 Or it's right here in my purse, or I need know it by heart. Then you're good. You're going to go, uhm, into collecting the payment, you know, they're going to give you the card number. 20:57 I would not immediately offer them the payment link because you don't want to get in the situation if you can help it where you have to, like, wait for them to pay it. 21:04 But if they're hesitant, then what you can do is say, okay, And hopefully they say, yes, that sounds great. 21:24 And then you tell them that you can pay right now when you're on the phone. If they say I'll pay later, like when they get off work or, um, when they get home, they're driving, then work it out with them. 21:35 But what you need to say. This is so important to help you say, okay, so that's, that's great. Just checking. 21:41 Do you have an idea of when you'll be able to have time to pay? I share this booking calendar with my team, so I want to hold on to your spot as long as I can. 21:49 This is going to give them a sense of urgency that a lot of people are booking and they might lose their spot. 21:54 So just say in a very natural way. So just checking. Do you have an idea when you can pay? I share the booking team with my calendar with my team. 22:02 So I want to hold on to your spot as long as I can. And they'll say, oh, I'm going to pay in a few hours or I'll pay the minute I get off at 5 30 or whatever. 22:09 And that way you have also a note, um, next to you on your desk that says to check on them. 22:16 If somebody is wanting that spot in your med spa, hopefully you will have blocked up that spot and then you can, um, you know, check on just hang on to it until they, they pay. 22:28 Now, if you're on a shift and you're working for a forever booked and you're calling for med spas, then you may have to just take a chance and, you know, leave and go home overnight and then call them first thing in the morning or text them and say, Hey, I didn't get that payment. 22:40 I'm sorry. I'm going to need to release your, uh, appointment space. Um, just checking to see if you still want it. 22:45 And sometimes they do. And sometimes they disappear. So don't get upset if they disappear. That's the general public. Um, just continue to send them information and then say, you know, let me know if you, um, if you want to schedule later, I'm more than happy to help you. 22:59 And then put them in the recycle bin because they're going to come back around. Now, if they still don't want to pay, like, it's kind of like they're asking you, why do you have to take a deposit? 23:09 Just let me make an appointment. But if they still don't want to pay, you're going to say, I totally understand. 23:15 It's just this special has been really popular, and we just have a few spots we can schedule per day. So I haven't been able to hold the space without a deposit. 23:24 But what you can do is you can call or walk in on the morning of the day you would like to have an appointment. 23:31 If we can see you, great. If not, we can take the deposit and schedule you for another day, but at least you're doing it in person if that'll make you feel more comfortable. 23:38 And what I'm going to do right now is I'm going to send you a link to our website and information about our provider. 23:44 Search. So that you can feel more confident who we are, um, totally understand. Maybe even in the holiday season that people are concerned about giving their credit cards and such, but I want you to feel confident. 23:56 Um, so by all means, just text me the day that you want to come in and we can see if we can. 24:00 We can get you in. If it's within a couple hours, then perhaps we can waive the, um, the deposit. And then if you are able to get them to give you the credit card over the phone, um, like I said earlier, if they're good with saying, you know, yeah, here's my number. 24:18 I'm ready. Then skip all this and then just go into collecting the number of the card. Okay, let me know when you're ready and I'll take down your card information and try to process the payment during the call if you can. 24:32 And then you will want to ask them to repeat the numbers back to you because if they're going to give you a fake credit card number, chances are they're not going to give you that same fake number twice. 24:45 So, write it down and then if they tell you something, just kind of say, wait a minute, what I had was this. 24:50 Make sure you clarify it. Okay. Um, process the payment and then great. To finalize everything, I just need your date of birth and your zip code. 25:00 Usually they give it to you, but sometimes I go, why do you need my zip code? Why do you need my date of birth? 25:05 Just say we're a medical, um, medical spa. We have a medical director and for our reservation systems, it's required. Um, and usually they're good with that. 25:16 Um, and then if you're, if you're a med spa that you're on, working for has requirements to ask certain medical questions, um, like, are you prone to cold scores or whatever, because they need to order, um, a cold sore medication, you may need to ask those. 25:32 Your, your med spa may have that requirement. I would ask those. After you get the schedule set and you have their money, you're going to say, um, okay, just a few questions to put in the notes. 25:46 Are you prone to cold sores? Um, you know, are you, whatever it might be, I wouldn't ask them if they're over 60. 25:52 This late in the game, if you have those kinds of questions that are qualifying them to see if they can even set an appointment, don't ask them at the end. 26:01 Ask them in the beginning. You know, once they're ready to come in, then say, okay, great. So let me see if you're a good candidate, you know, and then let me ask you a few questions. 26:10 And then once everything's good, then you can move forward. Umm, alright. So, um, now we're gonna wrap it up and confirm step 7. 26:19 Okay, thank you so much. We can't wait to meet you. I'm gonna text you all the details of your report. 26:24 Have a great day! And like I said, if you guys had a good conversation all the way before, they're gonna say, I'm so excited, or I can't wait, or whatever. 26:32 Enter the information in the software that you need to book the appointment. Umm, also tip here. If you've got a software situation where it takes a lot of long time for you to enter it in, and there's a lot of dead space, don't do that. 26:44 Just write it all down in a paper, unless it's a situation where you need to give them a code. Umm, and they gotta give it back to you while you're on the phone. 26:53 But, what I do is I write it all down, go ahead and get a m off the phone, then I put it all in there. 26:58 You have got their money. Um, schedule the apartment, make sure and, uh, confirmation sends immediately from your, your reservation system. 27:06 Uh, most MedSpots do. Email and text, um, the date and the time. Your address, your name and contact, put the website on there, uh, 24-hour consolation policy, deposit receipt, which probably already went out. 27:22 And then you're on to the next lead. So, I know I had a lot of conversation in here, but my- but I suggest is that you just go back up and role play with someone in your office, um, or if you're working for a book, we can role play on your training classes and just try to get this to where it flows off 27:43 your tongue. And you know the different purposes for each section so you can have a conversation and make it your script. 27:52 So we're gonna go down here, um, and what I'll do is I will, um, just give you a couple of tips to look at. 28:00 Um, focus on selling the consultation. A lot of times people will, um, you know, oh, I don't know. What about this? 28:08 What about that? Try to get it to where you say, you know what? That's something the provider's gonna be able to answer better than me. 28:16 I am the reservation specialist. You want to elevate yourself. Umm, let's get you in so that you could talk about all that and then you can have the same day treatment if you'd like. 28:25 Umm, don't go into the weeds with technical details. Just acknowledge it briefly and go back into booking. Thank you. You can say, that's a great question. 28:35 So our provider is going to go all that, overall that with you during your consultation. They're going to customize it based on your skin. 28:42 What I do is just make sure you get scheduled so she can assess what's best for you. Now, when I say provide- You can say, Dr. 28:50 So-and-so, or K, or injection artist, personalize it. Umm, and let's see. The provider, the provider is going to have magic happen in those treatment rooms, so just get them in there and then you're done. 29:04 Umm, you want to be able to credential the provider, send people a leak that talks more about it, if they say who am I going to be with, how many years of experience, et cetera. 29:14 Just tell them. She's an expert in anti-aging, her skin rejuvenations are amazing, especially for whatever it is. There are that you were talking about here, and her clients love their results. 29:24 Umm, tell them they're going to send a link. With my Mitzvah, our website has a link that goes right towards our injection artist page. 29:33 Has her picture, her education, her experience, her, rewards, all that. Umm, try to secure the deposit while you're on the phone. 29:41 It's the best thing you can do so you don't have to wait around, you have to go back and forth. 29:46 And really, that's it. Now, we have a lot of training on, forever book, umm, on school, Ooh, about all kinds of things. 29:55 Practice on the way you have your tone. Umm, a lot more objections that you can practice with. Things that people stay to stop the script from flowing. 30:05 But for now, final thing I'm gonna say, They have set it over and over. Make this your script, but don't skip the parts that are important. 30:14 Because if you skip certain parts, umm, you're gonna end up having, you know, the shaky ending, and you may not be able to look the appointment. 30:23 They don't trust you. Thank you very much. You didn't the information. You didn't give them enough authority that they were looking for. 30:29 And the next med spa is gonna get them. Alright, that's pretty much it. I welcome any questions, and I hope this was helpful. 30:38 And we will see you, Soon on our Forever Book training programs, our school, our website, I mean, I'm sorry, our webinars, or our practice sessions that we have, um, with all of our team here at Forever Book. 30:52 Thanks so much. Bye.