Year-End Reflection: Looking Back to Move Forward

Summary

The Advanced Selling Podcast - Episode: Year-End Reflection: Looking Back to Move Forward

Release Date: December 23, 2024
Hosts: Bill Caskey and Bryan Neale

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Introduction to Year-End Reflection

In the concluding episode of 2024, Bill Caskey and Bryan Neale dive into the theme of reflection, encouraging listeners to look back on the past year to propel their sales strategies and personal growth into the new year. As seasoned B2B sales trainers, Bill and Bryan blend humor with practical insights, making this episode both engaging and informative for sales professionals aiming to refine their approaches.

Personal Anecdotes and Nostalgia

The episode opens with light-hearted banter about mundane household tasks, specifically the frustrations of loading a dishwasher correctly. Bryan humorously shares his struggles:

Bryan Neale [02:24]: "I inevitably load the dishwasher incorrectly. And my partner, who I love dearly, Steph, comes behind me. Then she reopens it and reorganizes the dishwasher over the shoulder."

This relatable conversation seamlessly transitions into a nostalgic reflection on childhood memories. Bryan reminisces about family road trips and the unique experience of receiving Stuckey’s log rolls from rest stops:

Bryan Neale [06:08]: "If my grandparents were on vacation, I'm like, oh, I get a bite of pecan log roll."

Bryan and Bill also touch on the resurgence of family brands, highlighting Stephanie Stuckey’s efforts to revitalize her family's Stuckey’s brand:

Bryan Neale [06:13]: "Everyone should follow Stephanie Stuckey. She is revitalizing her family's brand and is phenomenal on social media."

Reflection Strategies for Sales Success

As the conversation shifts towards professional reflection, Bill and Bryan outline several strategies to evaluate and enhance sales performance:

1. Evaluating What Worked and What Didn’t

Bill emphasizes the importance of reviewing past strategies to identify successful tactics and discard ineffective ones. He suggests creating a simple document with two columns to list out what worked and what didn’t:

Bill Caskey [10:01]: "Just start with a blank piece of paper with two columns, one for what worked and one for what didn't."

This method allows sales professionals to streamline their efforts, focusing more on strategies that yield results.

2. Measuring Backward vs. Chasing the Horizon

Drawing inspiration from Dan Sullivan’s concept, Bill discusses the value of “measuring backward” instead of continuously striving for an elusive future goal:

Bryan Neale [11:30]: "We get fixated on the horizon... but measuring backward helps us appreciate how far we've come."

Bryan adds that reflecting on past achievements provides a sense of accomplishment and direction, encouraging salespeople to balance their focus between past successes and future goals.

3. Identifying and Leveraging Assets

Bill highlights the often-overlooked assets that sales professionals possess, such as their email lists and contact databases:

Bill Caskey [13:57]: "Your email list is an asset. You've got people who know you and can be good prospects or referral sources."

He advises listeners to actively engage with these assets rather than leaving them dormant, as they hold significant potential for generating personal income and business growth.

4. Assessing Joy and Fulfillment in Work

A significant portion of the episode is dedicated to evaluating the joy and fulfillment one experiences in their job. Bill introduces the concept of a “joy scale” to help listeners assess their satisfaction:

Bryan Neale [17:21]: "Are you fulfilled? Sometimes work is not joyful, but it can be fulfilling, even though it's painful."

Both hosts agree that identifying unfulfilling aspects of one’s job can lead to strategic changes, such as outsourcing or restructuring tasks to enhance overall job satisfaction.

Practical Exercises for Reflection

To make reflection actionable, Bill and Bryan propose several exercises:

1. List Your Assets: Identify all potential assets, including email lists, contacts, and relationships that can be leveraged for business growth.
2. Create a Joy Scale: Rate different aspects of your job based on the joy and fulfillment they bring. Determine which tasks to continue, delegate, or eliminate.
3. Measure Backward: Document past achievements and setbacks to understand patterns and inform future strategies.

These exercises are designed to help sales professionals gain clarity on their strengths, recognize areas for improvement, and plan effectively for the upcoming year.

Conclusion and Season's Greetings

As the episode wraps up, Bill and Bryan extend their warm holiday wishes to listeners, expressing gratitude for their support throughout the year:

Bryan Neale [20:03]: "We wish you a Merry Christmas and Happy New Year... we anticipate, hopefully, you'll be with us next year."

They also tease upcoming content for 2025, promising more valuable tactics and strategies to aid in sales success. The hosts end on a humorous note, discussing the challenges of coordinating podcast guests, and encourage listeners to engage with them on social media.

Bill Caskey [21:07]: "We should do an episode on how to pitch a guest to a podcast. Show how not to."

Key Takeaways

• Reflect Regularly: Regular reflection helps identify successful strategies and areas needing improvement.
• Leverage Assets: Actively use your existing contacts and resources to drive business growth.
• Assess Job Satisfaction: Understanding what brings joy and fulfillment can lead to a more satisfying and productive career.
• Balance Focus: While it's essential to strive for future goals, appreciating past achievements provides motivation and direction.

Notable Quotes

• Bryan Neale [02:24]: "I inevitably load the dishwasher incorrectly. And my partner... reorganizes the dishwasher over the shoulder."
• Bryan Neale [06:13]: "Everyone should follow Stephanie Stuckey. She is revitalizing her family's brand and is phenomenal on social media."
• Bill Caskey [10:01]: "Just start with a blank piece of paper with two columns, one for what worked and one for what didn't."
• Bryan Neale [11:30]: "We get fixated on the horizon... but measuring backward helps us appreciate how far we've come."
• Bill Caskey [13:57]: "Your email list is an asset. You've got people who know you and can be good prospects or referral sources."
• Bryan Neale [17:21]: "Are you fulfilled? Sometimes work is not joyful, but it can be fulfilling, even though it's painful."
• Bill Caskey [20:03]: "We wish you a Merry Christmas and Happy New Year... we anticipate, hopefully, you'll be with us next year."

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As Bill and Bryan wrap up the episode, listeners are left with actionable insights and a sense of motivation to enter the new year with renewed strategies and a reflective mindset. This episode not only provides valuable sales advice but also fosters personal growth, making it a must-listen for anyone looking to enhance their sales career in 2025.

Transcript

[A]

Foreign. Welcome everybody to the Advanced Selling Podcast, the longest running sales training podcast in the history of podcast. My name is Brian Neal.

[B]

My name is Bill Caskey.

[A]

Here every week for your listening enjoyment. Last show of the year, kids. Last show of the year, December 23rd. Hope everyone's been good, hope nobody's on the naughty list and hope you finish your year strong. We're going to talk about some reflection. We're going to do some reflecting today. But hey, what a great time to start something new in the new year. The Insider program is available for you to join starting in January. There's no reason for you to not do that. It's best, best bang for your buck. You're going to get any sales coaching program ever. Advanced podcast.com insider. Check it out. Live coaching from my friend Bill.

[B]

So, yep, thank you.

[A]

Join it.

[B]

Join it. Got a good, good lineup for the first quarter. I just did the content and it should be up on that site. So if you're interested in what, what exactly are we going to be instructing and teaching on? It's all on that site. At least the first two months are. And I will be posting the rest of it too. But yeah, we're going to, going to do something interesting in January. It's a, it's a little bit different approach and it, it'll be there. So I'll tease, tease that out there. You go there and see it. Well, speaking of, of reflections, I don't know how to transition into this, but you know, when we record, I'm always thinking before we record, okay, what has happened to me in the last week? Any funny situations? Because we always do that. The first episode. And I was listening to a podcast this morning as I was working out. The guy said something about, you know, whenever. If you're listening to podcast, a lot of people listen to podcast. My podcast when they're washing the dishes. And I'm, I'm thinking, washing the dishes. How, how much time do most of us spend today washing the dishes? You know, not I. I mean, I may wash off some things before I put it in the dishwasher, but I'm not really standing there for minutes. 30, 45 minutes. You too? Or is that.

[A]

I can't even go here. I don't do anything around our house. It's just, I just don't. And occasionally I'll do the dishes and then it's a whole can of worms though. And I'll load the dishwasher. Same deal. Scrape them off as quickly as I can.

[B]

Yep.

[A]

And put them in the dishwasher. And I inevitably load the dishwasher incorrectly. And my partner, who I love dearly, Steph, comes behind me. Now she waits until I leave.

[B]

Oh, yeah.

[A]

Then she reopens it and reorganizes the.

[B]

Dishwasher over the shoulder.

[A]

Yeah. Oh, yeah. So with. So I would say let's pretend I did that. You know, that if we eat at home three nights a week, it would take me that total time would be maybe 20 minutes total.

[B]

Maybe over three nights.

[A]

Yeah. I mean, it's. It's a seven minute process. Wouldn't take.

[B]

I bet it. No.

[A]

Not even, you know, three nights.

[B]

You're not feeding a family of seven. I mean, it's.

[A]

Well, we are, but they're all in college now. That's it. Oh, they're all back.

[B]

Okay.

[A]

Well, yeah.

[B]

Yeah. Well, I was thinking about. So I was thinking about that and. And then I thought about, you know, that's one of those nostalgic things. Like, I remember when I was growing up, my mom used to wash and I would dry and. And then I started thinking about other nostalgic things that, you know, kind of happened in my life. And one was the whole rest stop thing, you know, where you'd be traveling and your mom. And this, this may not have happened to you because it, you know, you had to be kind of lower, Lower class to do this. Like they were.

[A]

Because I was high class.

[B]

Well, I mean, yeah. And my mom would pack, you know, lunches and then we go to Michigan and then we'd stop and, you know, wherever. Bend and stop at the rest stop and picnic tables. And it wasn't like the rest stops of today where there's, like, everything's concrete. There's petting zoos and stuff like that now. And then I. So I told. And I thought, yeah. And then if my dad, you know, if my dad. If we didn't get enough food, my dad would go off and get his.

[A]

Get his.

[B]

Get his gun and go off and hunt and try to find a lamb. A lamb to bring back and fillet, which is so far from the truth. I mean, we just. We weren't a shooting. And then I told Jane, I said, I'm thinking about going that direction. She goes, don't do the. Don't do the dad shooting a rat or a lamb. I mean, what are you going there for? I'm like, because it's so absurd, because that's the. The idea. And so then we got into a discussion on what. Well, what is your brand? Are you brand. Branding yourself as Some senile old man who only talked about the past.

[A]

What is your brand?

[B]

So. So. And I said, yeah, it's. It's the juxtaposition brand. It's the senile old man that, yes, it knows the hell out of AI and engineering.

[A]

And there's a great Saturday Night Live skit where there's an army platoon that's preparing their thing and there's a prospector that's Will Ferell. He plays it like an 1800s gold prospector who's in the room with them. And he basically breaks the entire cast. You should look it up. Where Will Ferrell playing Prospector on Saturday Live. It's hilarious. Two more comments. First, of the dishes. We. It's another. We can talk about this later. Ivy, how many? So if you have 12 dishes at the end of your dinner, prep everything else. Why is it that of the 12, only three are dishwasher safe in 2024? And nine of them can't go in the dishwasher. Wooden spoons can't go in the dishwasher. Pans can't go in the dishwasher. That can't go in the dishwasher because it's hand painted. I'm like, why do we even have a dishwasher? Then? Like, what is the point? And everyone listening knows what I'm talking about. Drives me.

[B]

Yeah.

[A]

Absolutely crazy.

[B]

And.

[A]

Yeah.

[B]

Oh, go ahead, Go ahead.

[A]

Last thing on the nostalgic thing. And this is great. If you. Do you follow Stephanie stuckey?

[B]

No.

[A]

On LinkedIn.

[B]

No.

[A]

Everyone should follow Stephanie Stuckey. She is revitalizing her family's brand. Stuckies. Oh, she was. She's an attorney. She's in Atlanta. And Stucky's basically withered away to nothing. And she had this, you know, epiphany a few years ago. Like, you know what? I'm going to rebuild my family's brand. And she's on a mission doing that. And she is phenomenal on social media and is rebuilding the stuckies brand in 2024.

[B]

Oh, that's awesome.

[A]

She be a great guest on the podcast. She's got great energy, Stephanie Stucky.

[B]

Yeah.

[A]

Love following her. And then, because my grandparents would always bring home a log roll.

[B]

Yeah.

[A]

If, you know, you know, a cheese roll. No, a log roll. Pecan log roll with the. No good.

[B]

Okay.

[A]

Yeah. And when they went to Florida, they drive home, you know, and then I knew my grandparents were on vacation, I'm like, oh, I get a Stuckey's log roll. Pecan loggerl I think it's called and it was just so nostalgic. I would look and it would be in the fridge. I'm like, oh, yes, I get a bite of pecan loggerl.

[B]

Well, was it. Was it Stuckies that had the cheese roll, that had pecans and had nuts? Could be on the outside.

[A]

I remember there was another one, too. The other one was not Pepperidge Farms. It was. Oh, gosh. It was in all the malls and it had a red. It was like a house built in the mall. Remember what I'm talking about there?

[B]

And it.

[A]

Almost like a Swiss sort of feel or. That could have been a fact checker. Doug Area. Doug Drozen, we're pulling you out of the archives. Dude.

[B]

Passed on from this. What?

[A]

He's so done with us.

[B]

Yeah. The whole thing with dishwasher for me. Then we'll get to our topic. We could go forever.

[A]

We're losing listeners.

[B]

I always feel like, okay, I'm rinsing off the. You know, before I put them in the dishwasher. I'm very close to just drying them off and totally. Because I've already scrubbed like hell to get the stuff out. I'm scrubbing harder than the dishwasher.

[A]

You are, I'm telling you.

[B]

So why am I not? And I do this sometimes. And then Jane will come by and she'll feel the dish goes, this is still wet.

[A]

It's a little thing. Still some smegma over here. And then Steph gets so mad when the dishwasher doesn't. After cleaning it, like you're saying. Then she puts it and then takes it out and it still isn't clean enough.

[B]

Yeah.

[A]

She's like, yeah. Anyway, we just got a new dishwasher, by the way. Ran it for the first time Saturday or Sunday.

[B]

What a coincidence.

[A]

Is that funny? Anyway. Wow. That was a rant. That wasn't.

[B]

Let's go to Holiday.

[A]

So it is so December 23rd, and you're about ready to head into holidays. And everyone's got different family things, but there's a really nice little chunk of time here to reflect. And Bill and I thought, let's do a little both a how to reflect episode, but also maybe some of our own reflections as we, you know, move through this time period where the war kind of slows down. You have some space. There's not a lot of business being transacted, so to speak.

[B]

Yeah.

[A]

And you get a little. Little breather here to. To just reflect and think about your life backwards.

[B]

Great time to do.

[A]

Yeah. Think about what. What you did there. And if you're, if you're one of those companies or sales people, that's the. I'm gonna sprint to the end. I'm gonna be doing, you know, chasing deals December 31st. You might want to reflect on that. There's probably a better way to do that will be my guess anyway. What's your first thought there Bill?

[B]

The reflection? Well, I've got a few things written down here like what to reflect on. And one thing I think it's always good to look back and say what worked and what didn't work in 20. And if you are in the mode of trying things like maybe trying LinkedIn video or trying webinars or introducing a podcast or just calling on a different kind of customer, I think it's good to go back and just have a put up table or a doc on Google and just write down what worked and what didn't and really good. I think what we find sometimes is we things are not working but we never stop doing them because we never reflect and say, you know what, I've been running this webinar for the last year and a half and I've not gotten one client from it. What the hell am I doing with it? Why do I keep doing it? And then you can just cross it off and that opens up space for you to do some of the things that work. But I'm going to do that this, this week or next week and just, just start with a blank piece of paper with column two columns, one, one. What didn't.

[A]

That's great. Just, just what it is is what it is. Not get all bent out of shape. No shame or, or no like puffing your chest like look at me, I'm awesome. This was, you know, it's like just, I love that one thing that I think this is similar, maybe different. I don't know. This is a Dan Sullivan thing Dan Sullivan talks about, but it's a slightly different one. Bill said Dan Sullivan, he teased this up. I just did this in the talk to a client last week. He says how many of you have seen the horizon? Everyone raises their hand and they go how many of you have actually been to the horizon that you see? He's like, no, it's a, you know, obviously on purpose. You can't get there. And what he says is a lot of like a business owner achiever people, sales people are always chasing the horizon without looking backward. So he teaches this idea called measuring backward. The measures the key point. We're in the process kind of nerdy. We're Doing like a Blaine zebra archive room of, like, all this, you know, And Steph was going back, looking at some old things that we did, and she's like, it's amazing, amazing to think of where we were to where we are. When you measure backward in all things you do, you think of, like, number of clients, think about number of episodes, think about your podcast, think about your brand, think about insider. So look at actually looking backwards and saying, boy, I've come a long way. You know, I've come a really long way.

[B]

It's a really good for the soul.

[A]

Very good. Very good.

[B]

Yeah.

[A]

Yes.

[B]

Because we get fixated on the horizon and we net. You know, we have both eyes focused and sometimes it's nice to have what I think Sullivan talked about double vision. I want to have one eye on the future, but I want to have one eye on the past.

[A]

Yeah, yeah. And reflecting all things. Even, like, think your family, you know, Billy, you get grown kids now and they're out and their parents now. I mean, that is such a gift that you've given those kids to be great parents now and then pass it on to their kids. Just things like that. I think we just sort of take for granted too often instead of thinking.

[B]

About, oh, one, one daughter's pretty good.

[A]

The other, oh, geez, now we're in trouble. It's the one that doesn't listen. That's why.

[B]

Oh, that's right. I've got to do a shout out to. Oh, I've got to do a shout out to one of Kara's friends, Shelby in Colorado. Cara was out. She was down in Florida. They went. They met down there. And Shelby has our. Had our podcast right on her phone.

[A]

Well, looky there.

[B]

And care not so much for my daughters, but. So shout out. I told her I'd do a shout out, so.

[A]

Hi, Shelby. Thanks for listening.

[B]

Yeah. Okay, so we got two there that are similar. Yeah, I've got one here which is. And this is something we covered in the. It's a point of reflection. We covered it in the business planning session. And that is what are the. What are the assets that you're sitting on that you have in your possession? I'm not talking about going out and buying assets. And buy assets. I mean, things that you can bring to bear to grow your business. So one example of that I always give is the email list. You've got. You've got people maybe a hundred, maybe 500, maybe 50,000 on. On a list somewhere of people that, you know, your, you know, strategic partners, maybe customers Maybe prospects, people you've quoted. Somewhere there's a list of those people, those people who know you probably are good prospects at some point or they're good referral sources. Are you sending out something on a periodic basis to those people? And most aren't. Most leave it up to their marketing department to send out marketing crap. And they don't. They don't. You're the brand here. So you've made these relationships and acquaintances. What are you sending each week or each month? Definitely more frequently than each month. Don't have to be to those people. And that would be an asset. That list is an asset. Somewhere in that asset lives a hundred thousand dollars of personal income.

[A]

Yes.

[B]

You don't know where it is, but it's there. And if we don't, if we don't see those things as assets, we will never bring them up, tap into them, and leverage them.

[A]

That's so true. Isn't it? Like seeing the FedEx arrow in the, in the logo. Once you see it, you can't unsee it.

[B]

Yeah.

[A]

This reflection exercise everyone. You don't even realize this. Like, everyone has contacts in their phone, even if it's not your email list. Like you and I would think, like we have a subscriber email list, just your contacts in your phone. I mean, just think of how many thousand. Just look at how many contacts you have in your phone. You know what I mean? That's an asset. People don't think of it that way, do they?

[B]

And, and it's an asset because you, you could say, well, yeah, but those are, those are friends or those are acquaintances. So those are people that I've, I've worked off and on with. But everybody's life changes so quickly today that the Brian Neal of, of January might be different than the Brian Neal of June of the same year. And so if I reach out to that list in January, I might get three. If I reach out in June, I might get three people who weren't the first three.

[A]

Yes.

[B]

You just don't know. You just don't know. So things change. So keep in mind, assets are important. Okay.

[A]

I love it. My next one is to have you reflect on your, let's call it a, a joy scale of your job. I think everyone should, at this time of year, as you're heading into a new year, saying, because there are a lot of people I think that grind really hard, I'm one of them. And I think it's really important to sit and go, okay, what is all this for? You know what I Mean, what are we doing here? And I think. And now I love what I do. Both my jobs. I love it. I just love. It's not perfect, but I love it. And a lot of people I work with don't.

[B]

Right.

[A]

And I think it's a really good reflection point. And then this. This time and day, the opportunities to do other things are like never before. That's right. Our parents. My. Both my parents, even though we were upper class compared to you, which is funny because my stepdad worked in a factory. My mom was a secretary. Hourly workers. Both. But they, you know, they made their way.

[B]

Pickle loaf or.

[A]

We had both. We had both. Absolutely disgusting. Although Steph and I did have fried bologna sandwich the other night. Fried bologna.

[B]

It's a nostalgia thing.

[A]

It's a nostalgia thing. Yeah. And you cut. Did you score it so it didn't double up?

[B]

Oh, yeah.

[A]

Oh, yeah. I don't know if people know this. Is that an Indiana thing or a Midwest? I don't know.

[B]

70S scoring.

[A]

It is 70s. Yeah. So in. The little skeleton said. But the. You know, our parents worked for years at places. You know what I mean? My stepdad worked for 40 years in a factory. Never missed a day of work. My mom worked 29 years at Alcoa in. She was in the office, but at an aluminum plant. And these days. Oh, my gosh, you can work anywhere for anyone, just about any time, in any way you want. It's almost like too big. So if you're not joyful as you do your reflection in your work, I think it's a really great time to go. You know what? 25 is my year. Yeah. I'm gonna make a switch. That's mine.

[B]

What percent of people. Joy is kind of one of those spectrum things.

[A]

Yeah. Either or.

[B]

But what percent of people do you suspect, given your experience working with people, are. Are not full of joy at their work or. I. I also wrote down the word fulfilled.

[A]

Yeah.

[B]

Are you fulfilled? You know, sometimes work is not joyful, but it can be fulfilling, even though it's painful. What percent do you think Are, are and aren't?

[A]

I'm gonna go that are, Are not. I feel like I'm on Card Sharks. I'm gonna go. There's Nostalgia episode Card Sharks, one of the greatest game shows ever. Current Turks. I'm gonna go actually lower than you might think. I'm gonna go. Maybe I'm gonna go about 20 are not joyful. 80% of people actually are.

[B]

I think you're high on that.

[A]

Yeah. Yeah.

[B]

I mean, the. The Numbers are Gallup or Walker or somebody did. Does polling every year. And it's usually between 50 and 60 are. Are relatively unsatisfied or very unsatisfied.

[A]

Yeah.

[B]

With their work. But that's. Again, our selection is people who. In whose. Whose owners invest money in their training. So there's. That's probably a. You're probably getting people who are a lot more joyful and fulfilled. That's who they work for.

[A]

Yes. They're in places where that's better. Yeah. That's good. Got another one there.

[B]

Well, that was my last one. Was are you fulfilled? And. Oh, good. Taking stock of those areas, I think that you can be unfulfilled, you can be fulfilled in your job, but there's still areas that you're unfulfilled. Like, you know, making cold calls would not be fulfilling for me. Or filling out expense reports would not be fulfilling. Or. I mean, I don't do too much today. That's not. But you have to offload those things because if not, you'll either not do them and maybe they need to be done, or you'll do them really in a not very effective manner.

[A]

Yes. Right.

[B]

So where. What part of your job or your career or your business is unfulfilling? And I know, Sullivan, I think, does it, you know, document like that, too? Yeah, that's. That's always a good thing to look at because maybe you can outsource some of that. Maybe you can, you know, like, if you don't like shooting video, but you need to shoot video, maybe you batch it and you spend three hours a month, you do it all at once, and that way you don't have to touch it again or something like that. I think there's ways to get around some of that.

[A]

Yes. I love the. I didn't think about that drilling a level deeper. Not just am I fulfilled at my job, it's what elements of my job are fulfilling and what are not. Then. Yeah, that's a great. That's a really good tactical exercise to do in your reflection work this week.

[B]

Okay. That's all we got. We wish you a. We wish you a Merry Christmas and Happy New Year and Happy Holidays. Whatever you celebrate, we are blessed that you have been with us on the journey here in 2024, and we anticipate, hopefully you'll be with us next year. We don't plan on changing things. We don't, you know. Well, I'll say it now, we don't have a lot of guests on. And. And you know that because this. This business, this podcast business is kind of a cousin to the businesses that we run. And so to get to find guests and to go through that whole process sometimes can be kind of tough, because you're now trying to coordinate two or three or four schedules. And so hopefully you like what we're giving you, and hopefully we get emails and get comments on LinkedIn that you appreciate the tactics and the strategies that we give you. So there'll be more of that in 2025.

[A]

We love that. And we do get pitched guests, don't we? About four a week. Oh, my goodness. We should do an episode on how to pitch a guest to a podcast.

[B]

Show how not to.

[A]

That's a broken process. Yeah.

[B]

Yeah.

[A]

Okay. Happy New Year, everybody. Merry Christmas, and we'll see you in the new year.

[B]

Cheer.