205 | Social Entrepreneurship, Market Research & Getting Paid with Paul Zelizer
Market research is something social entrepreneurs often ignore or resist - which tends to lead to more struggles and less profits. On the pod this week, Awarepreneurs CEO and founder Paul Zelizer shares 3 different approaches to doing market research so you can increase your social entrepreneur success - both in terms of your impact and your income.
Resources mentioned in this episode:
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Market Research for Social Entrepreneurs Podcast with Paul Zelizer Transcript
SPEAKERS
Paul Zelizer
Paul Zelizer 00:01
Hi, this is Paul Zelizer, and welcome to another episode of The Awarepreneurs podcast. This podcast is all about the intersection of three things, conscious business, social impact, and awareness practices. Three times a month, I do a deep dive interview with a thought leader in this intersection. And now, one of our more recent changes is once a month, I do a solo episode. And that's what we have today. Before I tell you about our topic, I just want to ask one favor. If you could go over to Apple podcasts or whatever app you're listening to this show on, hit the subscribe button, do review, it helps tremendously. Thank you so much.
Today, our topic is Social Entrepreneurship, Market Research & Getting Paid. You do want to get paid, don't you? So the idea of our solo episodes is to go into topics in some depth that sometimes need more, you know, attention, and really get into some granular, detailed, try this. Here's how it works in a very specific, grow your business kind of way. I've been having this conversation a lot recently, both with my private coaching clients, and with social entrepreneurs who reached out because of the podcast. And we're going to talk about how do you dial in your offers and how something called market research, which is something that a lot of social entrepreneurs, you know, either don't know about or resist, and how it helps you dial in your offers, so that you can reduce the amount of energy you're spending trying to get people to know your work, and get people to buy your product or service. And I want to say two things about this episode. Number one, this episode isn't inspiration porn at the frame that I, you know, come to appreciate. I'm not trying to inspire you like oh
Paul Zelizer 02:02
like OMG!, social entrepreneurship is an awesome thing and talk about it in big general ways. Social Entrepreneurship is one of the most positive forces for good on the planet. And a lot of social entrepreneurs struggle to live a quality life while they're doing their work. They're working so hard burning themselves out … market research is something that can really make a difference. But it's not top level, rah rah rah. We need to roll up our sleeves and get to work here.
So for that reason, I'm just going to be really honest, this is an adult topic, there's work involved, there's processes. And I think it's totally worth it. But many social entrepreneur thought leaders and business coaches won't do this. And many social entrepreneurs want their business model to just kind of fall out of the sky in their lap. And that's not what this is. So if you're looking for inspiration porn, you know, check out other episodes here, go on Instagram or some other place. And if you're not able or willing to roll up your sleeves, and do some work to dial in your business and your offers to the things that your ideal client are ready to buy without a lot of stress than, you know, trying over and over and over. I talked to a social entrepreneur recently, who is you know, having cultivating people for months and years and making a really good living, but is, you know, it's working way too hard to get the sales conversions that allow this person to live the kind of quality of life that they want. If that's where you're at, or that's what you don't want, then it's not that much work. And it's totally totally, totally worth it.
So here's an image that I want to help you think about back in the day of tall ships, right? I'm old, but I'm not that old. Back in the day at all ships, people navigated, they didn't have phones or GPS systems, or Sat Nav satellite navigation, right. They had a map that people drew out, and they had something called a transit and it had something called a compass. A transit would sort of point in the direction of the North Star, something in the sky that you knew where it was a place in the sky, and it helped you kind of find where you are, and also a compass. Back in the day when you're solid sailing a tall ship, if you were off, let's say 3% or 10%, or certainly 20% and you were going from one continent to another continent, you could easily miss the entire continent by only being off 5% or 10%. And certainly 20% you're pretty much guaranteed to miss. I bring that up because what market researches is like that process of fine tuning. You might be on to a really good idea in concept, you're headed in the right direction, you're trying to sail to a new continent, have a business that's both making a real difference in the world and allowing you to live a good quality of life in terms of your income. And you're you're pointed in the right direction, but you're often you're missing the continent, the place you're trying to land by only 10%. But that 10% is creating a massive amount of stress and struggle in your world. Market research for social entrepreneurs is like using your compass and your transit to say, you know, I have this idea, I'm trying to help these kinds of people. And what they really want or need is this and really dialing in that what they want or need is what market research is all about. And it's how you can make especially over the long haul, your journey of being a social entrepreneur and getting paid well, for your time, much, much easier. Let me give you an example. So last week, on episode, I believe it was number 204. I interviewed chat, Roslyn, who has a social enterprise called Karen, where and chat before he started caring where he was in the financial industry, didn't know anything about medical technology, and, you know, medical fashion, but he had several people he cared about, who due to cancer and other major medical issues wound up in our medical system in the US. Anybody is paying attention. The medical system in the US is not always optimized for compassionate care and patient dignity. Chat was really concerned. And it really touched his heart like this is a place that needed some attention. So he decided to go into the space and eventually created Karen way. When chat was starting, one of the very first things he did is he developed a partnership with Parsons School of Design, a very well known design and fashion, higher education institution. And they did a whole project and they got students and the persons You know, this was a organization that does this kind of work a lot. And they partner with a number of hospitals. And eventually, he now has partnerships with March of Dimes. And they did a whole kind of unpacking of the patient gown. And he told that story. So beautiful. In the episode, the patient gown was designed to be really convenient for the doctors and the nurses who need to do all these procedures. But for the person who's wearing it, it's kind of a very, not compassion, and dignity is not anywhere on the radar. And they wanted to change that. And they did a lot of work, to unpack and talk to people, doctors and nurses and patients. And they really did a bunch of market research before they launched it. Now seven years in Karen, whereas a 15 person company on the day of the interview, chat told us they just hired three new people, they're selling millions of products, they're working with 37, hospitals, systems, they have partnerships with March of Dimes, etc, etc. This is a social entrepreneur venture, where they're selling things and China's team are getting well paid. And they're also doing things to move the needle on their impact goals, which in their case is more compassionate healthcare. The point of the story is they started with market research. And they partnered with some people who really knew a lot about it before they ever sold a single hospital gown or any one of the other products that you can go see on camera. Most social entrepreneurs have a general sense, I want to do this, I want to move the needle in this way. But by not doing that market research process. They're missing the continent, they're creating stress and struggle. And sometimes I get those emails actually a lot I get those emails, Paul, I don't understand I have a good idea. And I know that what my values are, so they know all this top level stuff. But they haven't done the granular work of what do their ideal clients really want and need. And that, my friends, is what market research is all about. So I want to talk to you about three kinds of market research. And we'll go from less formal to more formal, unpack what they each are and how you can pick one that might fit your style, the amount of resources you have, who your ideal client is, and help you get paid while also having more positive impact. So the three types of market research that I want to share with you today is number one, social media engagement, which is the least formal type of market research. Number two community feedback and Number three, market research interviews, most typically what? in academia and in entrepreneur circles, people would, you know, refer to what they mean when they say market research, but I wanted to give you as many options as I could. So let's unpack what are they? And how do you do that? The first one, again, being most informal, is using social media to get input on where you're wanting to go. So for instance, a couple of days ago, I got a question on Instagram. As somebody who's you know, has recently become aware of the aware foreigners podcast and saw a couple of posts back on Instagram I posted, hey, we just celebrated 200 episodes. Yes, so excited. And thank you listeners for all your support over the years. So he reached out he had just started a social entrepreneur focus podcast, and he is asking me questions about what kinds of things would I recommend as somebody who had done 200 episodes and if you go on, listen notes, the world's first podcast specific search engine, you can see that we've gained some traction, listen notes will tell you that enterpreneurs is in the top 2% of all podcasts on planet Earth. And if you start searching for terms like social entrepreneurship, you know, where printers is oftentimes pretty high up in the rankings. So in our space, we've done pretty well. And he was asking what kind of things? Would I suggest to somebody who's just getting started on their podcast already in the social entrepreneur space? That is an opportunity to notice, he was asking specific questions, and I had some specific advice for this next gen. podcast, that leader in the social entrepreneur space, those kinds, particularly questions, or people asking you to kind of speak to a certain thing, or they're, you know, thinking out loud with you on social media, so you're doing your posts, but to notice, what kind of things are getting liked, but particularly what kind of things are getting commented on? Where are the nuances? And those questions? If you get a DM or a question on a post that you put up, you put up a post, and you're a social entrepreneur, and you're talking about women in the workplace, then inclusion of women and funding or whatever your issue is, and you start getting some nuanced, either feedback, but particularly questions, you could think about that as informal market research. No, it's nowhere near as nuanced as what some of the other suggestions, particularly number three, the strategy that we're going to talk about a little bit. And if you're paying attention, and you're doing it through time, and if you're got enough momentum on social media, you're going to be getting a lot of input. And sometimes people just don't think about that input. As an informal market research mechanism, if you start to think up, what are you getting in DMS? What are you getting on your LinkedIn post? Would you do a clubhouse? Whatever your channels of choice are, as people are starting to notice and starting to engage and starting to ask questions, you jot those questions down and start to notice what your answers are through time. And you start to build that into both your products, your services and your marketing for those products and services. It's kind of a continual feedback loop in the neighborhood of market research. Although again, this is by far the most informal can still be incredibly helpful. And this one doesn't require a lot of doing something different. This is just an awareness practice. Oh, I get it. My social media activities. And the engagement around them is data that I can bake in to the what the product or service that I'm offering as a social entrepreneur. And if you do that, the market will notice that you're nuanced that's going from like, well, I'm trying to get to that new continent, but I'm 12% off and now I'm really spot on with what the market is wanting in the terrain that I'm trying to cover. And that 12% difference. Social media can really help you dial that in and have a much more resonant product or service for the people you want help. So that's number one. Number two is community feedback. And this is one of my favorite. I'm a huge community builder. I am blessed to live in New Mexico was incredible community organizers and 15 years ago Before I got online, I was blessed to study with incredible people, particularly indigenous and Latino activists here in New Mexico, who community is one of the core strengths of New Mexico, particularly in the indigenous communities and in the Latin x communities. And as I was being mentored by these fabulous, fabulous community organizers, they helped me leverage, we don't always have a lot of money in New Mexico, historically, we're in the US have been on less financially resourced states for many, many, many decades for as long as we've been a state. But what we do have is a much stronger than average sense of community and across cultures of people who live here. Not a reasonable person, but the large majority of us value community more than most Americans, one of the reasons I love, love, love living in New Mexico. So that was a strength and I had a lot of professional training and mentoring in how do you do that? Well, you can do that online, too. And let me give you a couple of examples. The carmaker Audi
16:15
is
Paul Zelizer 16:17
known for this. And a while back, they did a kind of a experiment, we might call it where they partnered up the real enthusiasts, not somebody who, you know, maybe had an Audi car, but the people who had been with the brand for a long time and particularly liked their more sporty cars and had, you know, sporty Audi's are not cheap cars. This is not an affordable brand. This is a boutique high end brand. And people who've been buying them for years, this kind of a invite only, you know, are you really an enthusiast, I don't remember how they determined that. But that was the basic idea. They partnered up the enthusiasts with the engineers who were designing the next generation of Audi's sporty cars. Think about that for a minute, you get the people who love the product who are buying it. The car enthusiasts talking directly to the people who were designing the product or service. Now this isn't a social impact example. And just think about how unique that is. So many times the people who design the product or service, especially with something like a car, they do their thing. And then like the marketers come along, and they try to sell it but it's it's disconnected from the people who actually use the product or the service. And Audi did this whole online sort of conversation. And like they literally started the engineers bringing early designs to the enthusiasts and what do you think about this and when we tested this suspension, or we tweaked the engine in this way, here's what that would mean in the real world performance of the car in terms of like, what it felt like in the turns or how fast it is? Or what kind of gas mileage and how much space for storage and versus the aerodynamics, there's a lot of decisions that go into a car. And they got these enthusiasts who by allowed Audi's into the process of designing a really interesting and you know, that's high level with a company that has a big budget. Let me give you an example from somebody who doesn't necessarily have that same kind of budget. An example from my business, aware of printers, we have a podcast success team. I love this. It's a sort of sub community of the larger aware printers community, several 100 social entrepreneurs from around the world. But we have a podcast success team, which is a couple dozen people who meet more often and have special masterclasses and we're looking at leveraging podcasting to grow social entrepreneur brand. And over the past couple of months, as that group has sort of deepened, they are teaching me in that same kind of community spirit. These are people who've already committed to podcasting. They say, Oh, I want to learn about this. And they've joined a, like I said, smaller group, couple dozen social entrepreneurs who gather we do twice a month calls, etc, etc. They've done a number of things to help me make the podcast success team better. A very simple example is one of the members suggested that at every meeting, whoever's present introduces themselves and we've always done that, so your name and where you're calling from. Well, the third thing that it's kind of a dub, but I hadn't thought about it. Tell us about your podcast. So you come to a masterclass for the podcast success team which is all about growing Your social impact both your income and your impact through leveraging the power of podcasting. And tell us about your podcast. And people started to hear more and hear regularly and it's sunk in and a whole new way. And people are, you know, oh, let me introduce you to this person who'd be a great guest for you, or have you thought about this, in this space, this, I read this book, or I heard this interview, it's just much more nuanced to support and resource sharing. And everybody's getting a lot more value, very small example. But there's been quite a few of them in the past few months as that community has deepened, and as I've invited that, so there's lots of ways we could, you know, I can't give you many, many more examples. But that gives you a sense that your community, however your community gathers, if you invite it and your listening, community engagement can be that informal market research, similar to social media, but in this case, a little more nuanced to a particular kind of community, not just anybody who comments on social media. Lots more we could say about that. But I think you get the flavor. And if you want to have more conversation about that, feel free to email me get hold of me through the aware printer site. Okay, the last, the big one, though, more formal, Oh, my gosh, market research. This is what more dedicated entrepreneurs something like this process. If you want to be an adult, if you want your income to grow and support you, and you don't want to be 15% off. So even though you're heading in the right direction, you're going to struggle to monetize, you want it to go smoothly, this is what's typically recommended. And I strongly would encourage kind of, the more you're investing, the more you want to monetize in a timely way, there's kind of two variables. If you're if timeliness is important to you, in terms of monetizing your products or your services, I really encourage you to do this. And the higher your investment. If your business is a side gig, and you've got a full time job, or you're in a financial situation, we kind of like try things and tweak it and listen to social media. You know, adjusting, eventually you'll get there. But if you've invested if you're building an app, if it takes a lot of resources to get a product to market, depending on your product, think about the Karen wear example I used earlier, you know they had to go through to do any medical thing. There's a lot of testing and a lot of regs that you have to pay attention to you for something like a hospital is going to buy your product is the safe does it work to doctors like it, they had to invest a lot upfront. And chat told us he gotten you know, investors, you've got a lot of people who are behind you, and they put a lot of money and there's a lot riding on it. And you don't want to take seven years to start like dialing it in, that's really selling well. This kind of market research is really the most reliable way that I know, to make sure you're on point you're in dialed in, you're headed to that continent and not 12%. So basically, it's a three step process. And I'll tell you what those three steps are. And I'm gonna share with you the exact questions that you might consider asking, when you get into the interview part of things. First of all, you you, I encourage you to make a list to do some thinking both yourself and with people in your trusted network. You have a mastermind buddy, a coach, colleagues that you know, kind of enter your inner circle who have some idea of the space that you're trying to enter into. And start brainstorming from people that are as close to the ideal client as you're able to access right now, as much as you know, you will learn more in this process. And sometimes you'll learn more like Oh, I thought this person was my ideal client. But as I actually talked to them and got more data, I realized they're actually not in a great situation to, to afford or to, you know, buy this product, they're looking for something slightly different. But as best as you can dial in in this moment, I want you to make a list and to bring some diversity that list in terms of some of the demographics, you know, what their ages are, what culture they're from, or where they live, as well as some psychographics kind of how they think about the topic that you're working on in your social enterprise, the way they approach life are they Risk takers are very cautious, or the entrepreneurs, or you know, are they in a corporate setting and a little bit less focused on or comfortable with risk in their careers, etc, etc. So make a list of some of these folks. And then reach out to them with a simple email. In that email, you know, again, somebody who's close to a fit, or do you think is a fit to your client, avatar, your ideal client, let them know that you're doing some market research, and particularly the why, you know, your social enterprise wants to make the world a better place in such in such a way. And to better understand the kind of people like them that might be interested in the kinds of topics that your social enterprise addresses, you'd love to get 20 minutes of their time. And it's also really helpful, I would say, super helpful to promise them, there's not going to be any attempt to sell them anything in this interview, it's purely research. And that research will help you dial in what you're offering in a way that will allow this company to sustain itself, and to have the positive impact that you're all about. The second thing is, I'm going to encourage you to ask them seven questions. And we'll talk about those seven questions in a second. Once you've asked them the seven questions, then I'd encourage you to thank them, and circle back around and do some follow up. And we'll talk about that in a second. So what are the seven questions? First of all right at the front of the meeting? So assume they say yes, sure, happy to give you 20 minutes of my time. Right at the front, again, thank them at the beginning of that 20 minutes, remind them why you're doing this, to get a sense of kinds of people that would be interested in this topic and the kinds of product and or services that you're bringing to market. And remind them that you're not going to be asking them to buy anything, thank them profusely for their time. So number one, ask them about the demographic, the top three demographic factors that they think it would be helpful for you to know about them if you wanted to find other people like demographic factors are things that would show up on a census, things like how old they are, or their occupation, or where they live, what culture they're from, etc, etc, if somebody wanted to understand them, and they, I know, checking boxes is hard. But you know, that's one of the ways that we kind of get to understand somebody. So if they were just gonna reflect a little bit, there's no right or wrong answer. But if if there were three demographic factors that might help you understand them from the viewpoint of what a census person would be checking. What might that be? Question number two, ask them about psychographic factors. These are the things that don't show up on the outside and their address or how much money they make. These are things like their attitudes, their worldview, are they really, you know, courageous, and bold people, I'm really kind, I'm really risk averse. I love new ideas. Somebody who is really into building community, whatever it is, just ask them about what they think some of the characteristics of who they are as a person, that somebody who wanted to understand the who they are and find others like them, try to use their words to help you understand. So it's incredibly helpful in many ways. psychographic factors, in the past five or 10 years have become much more important, or at least as important in marketing as any sort of external thing. So this one's a real gift. And I would encourage you to listen carefully. So that's question number two. Question number three, ask them what they personally have bought in the realm of product or services, maybe in the past three to five years, if it's something they might buy more common, if it's, you know, something like a house, maybe in their lifetime, right? Sort of what if it's a book, it might be, you know, a shorter timeframe, if it's a very large purchase that somebody only buys once or twice or three times in their lifetime, you can change the timeframe to adapt to the size of purchase, but what are what kinds of products or services have they purchased that might be similar to something that you're bringing to market. Just ask them what they've purchased in this Kind of neighborhood? Number four. So question three is what have they bought in this space? Number four, ask them about why did they choose this specific course or program? product or this service? Just winding back a little bit in number three? If they haven't, if they say, well, I've never bought anything like this, then you can change the question to ask them, well, what would they like? what they like, if they were to be thinking of buying something in this space? So again, version number one, it's nice if you can find somebody who's actually purchased something similar to what you might be bringing to market? That's good. That's really helpful. But if not, what kinds of things might they be looking for if they were to buy a product or service in this kind of space? And then Question number four would be if they haven't, you know, why would these kinds of features or why would this kind of product or service be helpful? Question five, if they have made a purchase anything like in the space in the neighborhood, maybe even on the same continent? Right, have something like that you have are bringing to market, ask them about what did they like about it? And what didn't they like about it? Again, if this one is not a fit, you can just pass on this one if they've never bought anything that's even remotely like what you're building, but try to be as inclusive as you can. Because when somebody has spent real world monies, and the neighborhood or even on the continent of what you're trying to bring to market, there is an incredible amount of value there. This is giving you data about somebody who bought something that's even fairly close to what you're bringing to market, that's going to help you again, remember the episode title, getting paid, we want to help you get paid. So rather than talking in theory, as much as you can, really digging in to something they've actually bought, if it's at all relevant or even close. That's why I'm encouraging you to you know, try to be inclusive, and try to learn from real world dollars or whatever the currency is spent. Very, very valuable and different than talking in theory to somebody who might buy something. That's not a bad, that's more traditional and market research. But I'm a huge fan, I want you to get paid learn from people who already bought something. Question number six, this is where you dial in in a little bit more is to ask them about what would be helpful in a product or service that would support you where you are right now, around this topic. If they're a social entrepreneur, and you're building a platform for social entrepreneurs, awesome, you know, what would be helpful, you know, what you bought five years ago, and what you need. Now, they might be quite different. And again, if they haven't bought in the past, that's totally fine. But then you can be in that more, you know, theoretical conversation, if there was something that right here right now on this topic would be useful, then you can ask them that question slightly modified. Ideally, be if you're finding people in the space, my guess is they'll probably say, even if they haven't bought, you have a six month mentoring program. And they haven't bought a six month mentoring program, but they bought a book on that topic. Okay, bingo. You see what I mean about being inclusive. So maybe it's much less costly buy the price point is much lower to buy the book, but they still crossed over into making a purchase. And then you ask them, okay, cool. If you were to design, if you were to purchase a product or service on this topic now, what kinds of things that be helpful? That's Question number six. And then Question number seven. Would you like to hear back from us about what we've learned doing these interviews? Would you like to hear back from us about what we learned from doing these interviews? Many people will say, Yes, I was on the receiving end of somebody doing the very scuffle market research process not too long ago. And I said, Yes, because there was something she clearly knew who I was. She clearly was building something that was designed for people like me, I could tell from her email. And I wanted to hear what were resolved is going and by the question she was asking, and by the conversations we had, I knew she was building something that somebody, like me, a social entrepreneur, like me could potentially really benefit from. And in some ways, see where this might be going. This is where you can get permission to circle back around and give them some data about what your product or your service, the more dialed in version of it, you're bringing to market. So those are the seven questions. And then the third step in this more formal market research interview process. Once you've kind of major less than you emailed them, you do your interview, again, please try to keep it fairly crisp, started with 20 minutes, if you do a half an hour, okay, not a crisis. But please don't, you know, let it go into three hours. People you're interviewing are busy, and it reflects poorly on you unless you're really clear that they very much want to keep going. It's a big ask and and to be really crisp, you know, they're seven questions, do the math, if you do two and a half minutes on each question, with some framing upfront, like we talked about, and a big thank you at the end, and then you sign off, you're gonna leave a really professional impression. And I would say that's gonna serve you really well. The third step in this more formal interview process is to circle back around. Thank them, and particularly if they said yes to question number seven, is to give them a sense, hey, we're doing 20 or 50 of these interviews, with some of the themes that have that came up in or that are coming up in our interviews are a, b, and c. These are some things we've heard some of the like, what people are looking for now kind of thing. And then Gan, especially with Question number seven, if it's Yes, yeah, I'd like to hear what you learn. As you bake that into the thing, that you're building your product or your service circle back around, they basically gave you permission and say, so my product or my service for people like you is this, here's what we learned in the market research, you can tell them if you made any changes of chat was like interviewing people. And you know, as doctors and nurses, or medical supply purchase, folks in hospital systems, here's what we came up with. Here's why it's different from what a typical patient gown would be. And here's the features of it. And here's what we learned from DC. What I'm doing here is like relational marketing, to people who are pretty darn close to your ideal client, without ever like saying, you have to buy this now it's gonna go away, if none of that high pressure sales, but just a relational, giving them an update. And you've already gotten a ton of value, because they shared in some nuance, the kinds of things who they are demographically, psychographically, the kind of purchases they've already made in this space, what kind of things would be helpful to them now, so be very respectful and don't lean in hard, don't push for a sale, but you're just circling back around and giving them data about how you've changed your product or your service and dialed it in with more nuance to the kinds of needs that somebody like them has. And many folks report in this process, that they get sales during this process, but that's not the primary purpose here. Let me say that, again, that's not the primary purpose here. primary purpose is to dial it in so you're not 20% off or 12% off and over the long haul. And as you dial that in, you bring it into the product or service itself, and your marketing, and you're going to have much better success in creating something that people want. And you're going to know how to talk about it. If you're paying attention to what they gave you, they're going to give you language and highlight important features of your product or service that people like them are looking for, that you can bring into your marketing and just be much more successful in selling this product or service. So that's what I got. And I welcome questions are so much more we can say. But for now that feels like you know enough that we're already at like, longer than I meant to do for this episode. But I wanted to get into the specifics. And again, if you're a person who's wanting to monetize more reliably, and or you or your investors have put up a decent amount of resources to get your business up and running. This process is worth it. It's not a magic wand. It doesn't happen overnight. But it doesn't have to take years either this is this can be crisp, it can be mean we're asking 20 minutes, I gave you the questions, nuanced the questions if you want, you don't want to do these, start thinking about social media, you can do that today. You don't have to change anything, I won't cost anything and there's nobody to email just pay more attention. So something on the realm of this call, if you pay attention to finding one or more of these strategies and implementing it into your social entrepreneur business, you will see that you will or at least I'm going to predict, you're going to get paid with more regularity more ease, and you're going to have more impact. And your life's going to be better because you have more resources to move the needle in the direction you want, and live a quality life. If you could use some help with these kinds of issues in your business, I want to let you know that I do one on one coaching with dedicated social entrepreneurs, people who are really committed to doing the work, not just talking about positive impact, not just inspiration porn for their social entrepreneurship business, but really want to build something that's sustainable, that has positive impact, and where you get paid in a way that you can live a quality life while you're doing this work. That's who I work with in my one on one coaching. If you'd like to find out more you can go to Paul Zelizer comm slash services, and check out my one on one coaching service. For now, I just want to thank you so much for listening, I really appreciate it. I also want to say we love listener suggested topics and guests for our interview three times a month, podcasts. If you have a suggestion, go to the aware printer site and go to our contact page and right on that page, it'll tell you, here's the three things we look for a guest for an episode. And you can pitch us an episode right there on the contact page. For now, I just want to say thank you for listening, please take really good care in these poignant times. And thank you for all the positive impact that you're having in our world.