Why I’m Splitting My Channel in Half (The Branding Lie)

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[SPEAKER_01]: Should you start a personal brand or should you start a brand brand?

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[SPEAKER_01]: Like a brand for your company.

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[SPEAKER_01]: In this day and age, we're getting mixed signals on where we should go.

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[SPEAKER_01]: It should be a personal brand.

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[SPEAKER_01]: It should be a company brand.

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[SPEAKER_01]: You should post on this kind of channel.

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[SPEAKER_01]: You should start a new channel.

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[SPEAKER_01]: You should do everything all in one channel.

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[SPEAKER_01]: You should do high volume.

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[SPEAKER_01]: You should go deep.

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[SPEAKER_01]: You should post high quality instead of quantity.

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[SPEAKER_01]: What's the right answer?

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[SPEAKER_01]: And today, I don't know the right answer for you.

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[SPEAKER_01]: and I want to welcome you to JT visuals and that's spelled without the eye because there's more than meets the eye.

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[SPEAKER_01]: And today we're focusing on what's behind the practice of branding and how to set it up and how to rebrand and specifically speaking should you start your personal brand or

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[SPEAKER_01]: your podcast brand or your company brand or your brand brand or your brand flakes.

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[SPEAKER_01]: And like I said, I can't decide for you, but I want to provide all the information that I have and give you the thought process on how I decided this.

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[SPEAKER_01]: And on this finale episode for season two of this podcast, this one's from the heart.

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[SPEAKER_01]: There's no AI involved at all.

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[SPEAKER_01]: It's all natural.

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[SPEAKER_01]: It's organic.

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[SPEAKER_01]: Let's bring back organic content in that way, right?

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[SPEAKER_01]: So there was something I learned from Alex Hormozin.

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[SPEAKER_01]: I watched this YouTube video and it disrupted my approach and how we're doing our own marketing.

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[SPEAKER_01]: It's so much easier to do this for others and talk about what they need because I can see it from an outside view.

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[SPEAKER_01]: But when it's your own company, it can be really hard to discern the best direction because you're personally attached a lot more at a deeper level than someone else.

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[SPEAKER_01]: So I saw this video and what he did was he

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[SPEAKER_01]: He kind of drew this continuum line like this.

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[SPEAKER_01]: And then he's talking about when it comes to making content, the risk it takes for someone to hit follow and the risk it takes for someone to buy your product or whatever it is that you do.

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[SPEAKER_01]: So on the left side, we have low risk.

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[SPEAKER_01]: And all the way on the right, we have high risk.

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[SPEAKER_01]: And then more on the left side, we have more like a business or a person that's more and entertainer.

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[SPEAKER_01]: And then we move up on that spectrum going from left to right, picture it like a timeline if you're an audio listener.

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[SPEAKER_01]: And the next stage that's about 25% across is really B to C, but it's more like you're an educator.

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[SPEAKER_01]: And then about 75% through, we have another

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[SPEAKER_01]: B to C, but it's like B to pro-sumer.

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[SPEAKER_01]: It's like combining the knowledge of a professional with consumer.

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[SPEAKER_01]: So for example, we work with cameras that are more of a hybrid approach, meaning it's not for just the enterprise you have to get a certification, just to use it kind of camera.

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[SPEAKER_01]: It's for professionals to use, but it's at a consumer level as far as affordability

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[SPEAKER_01]: how it functions.

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[SPEAKER_01]: So then if we move all the way to the right, at the highest risk it takes for someone to join your channel, to follow, join your school community, to see the value or to make a sale, is a B2B creator.

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[SPEAKER_01]: Now, after seeing this, what I've realized is, our business and this podcast, we position it

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[SPEAKER_01]: all the way to a B2B creator, we're looking for people to go deep with.

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[SPEAKER_01]: We don't care about millions of views as far as we care about the right views, getting in front of the right audience.

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[SPEAKER_01]: And this has worked for us for a little bit, but then we realize credibility and trust,

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[SPEAKER_01]: is really, really difficult to conquer when you're all the way over in the high risk and you're at a beginning stage.

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[SPEAKER_01]: And then there's another key factor to understand.

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[SPEAKER_01]: And that is, it's not social media anymore.

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[SPEAKER_01]: It's interest media.

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[SPEAKER_01]: And then I thought about this a lot more when I was helping people acquire their customers.

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[SPEAKER_01]: How do you get your customers?

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[SPEAKER_01]: That's a fantastic question.

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[SPEAKER_01]: Does a business actually buy from a business?

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[SPEAKER_01]: Or is it more that a business representative may buy from another business representative who are both people?

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[SPEAKER_01]: You may find that the ideal client you're going for enjoys golf.

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[SPEAKER_01]: You may find that the ideal client you're going for also loves cameras.

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[SPEAKER_01]: You may also find that they love going to church.

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[SPEAKER_01]: They're really faithful people.

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[SPEAKER_01]: Or maybe they're a big action movie buff.

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[SPEAKER_01]: Whether it be a Ferrari Club or a chess club.

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[SPEAKER_01]: Either way, content will serve you way better and you'll get more followers and more views if it's a round common interest.

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[SPEAKER_01]: So when I looked at our channel and I looked at my personal brand that I've kind of started but kind of not, like I'm doing collaborations with myself based on the business, but then we looked at it and it's like, what do people see?

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[SPEAKER_01]: What do people see when they see Jared Taylor?

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[SPEAKER_01]: If I'm online, what are they thinking of?

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[SPEAKER_01]: And we listed things, and we even went a little bit on the negative side just a little bit because that's still a connotation that people see.

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[SPEAKER_01]: After that, I asked myself, what do I actually want to be known by?

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[SPEAKER_01]: There's a thing that you are known by, and there's a thing that you wanna be known.

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[SPEAKER_01]: And if you're going to line the two, then that's better.

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[SPEAKER_01]: So we looked at it and we're like, okay, personal brand side of things.

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[SPEAKER_01]: My thought process was writing this down, we generated with a team and a team meeting.

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[SPEAKER_01]: So that way it's unbiased thoughts.

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[SPEAKER_01]: And what we came up with is that people might think of a blue blazer.

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[SPEAKER_01]: Another thing was video guy or the podcast guy or the film guy.

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[SPEAKER_01]: This has come up a lot and that is what I'm known by the video guy.

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[SPEAKER_01]: And then even as detailed as my sign off when I say keep on keeping on if anybody hears that, they're probably thinking of me if they've listened to this content or seen me in person or know what that's all about.

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[SPEAKER_01]: Another thing that came up was that I'm faith based.

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[SPEAKER_01]: Maybe faith-based?

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[SPEAKER_01]: Like we don't say it every episode?

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[SPEAKER_01]: Is it?

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[SPEAKER_01]: I don't know.

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[SPEAKER_01]: So there was a little bit of a one of these emojis that's where you put your hands to your shrug and then one of the things that I thought of was I think a lot and a lot of people think I overthink but I overthink to the amount where you can't actually overthink.

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[SPEAKER_01]: But the only time you can really overthink is if there's no action based on what you thought.

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[SPEAKER_01]: I think.

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[SPEAKER_01]: See what I just did there.

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[SPEAKER_01]: So that's part of what we were thinking of for personal brand as well.

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[SPEAKER_01]: It's confusion.

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[SPEAKER_01]: Is it a part of who I am?

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[SPEAKER_01]: Does it need to change?

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[SPEAKER_01]: So we just wrote it down, no bad answer.

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[SPEAKER_01]: Another thing was that I'm analytical, and that can get very complicated.

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[SPEAKER_01]: And I will say in doing content and in doing this podcast, it's helped me be able to communicate better.

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[SPEAKER_01]: So I can take things that are complex.

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[SPEAKER_01]: And then tell you, my thoughts about it, and if you trust me enough, depending on where you are on the risk factor and how long you've listened and everything, then I can convert that into something

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[SPEAKER_01]: And that's what I always want to do.

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[SPEAKER_01]: So another thing that came up with AI, a lot of people see me as the AI guru guy.

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[SPEAKER_01]: But when I see other AI guru guys, I'm thinking of Dan Martell, or I'm thinking of the AIS guy on school, like I really like following him a lot.

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[SPEAKER_01]: But I am not actually that kind of person.

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[SPEAKER_01]: So I can speak from AI based on what I know.

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[SPEAKER_01]: and I love the technology, but at the same time, I wanna be that guy that's like, whoa, hold on.

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[SPEAKER_01]: You can't always just rely on it blindly.

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[SPEAKER_01]: If people go too generic and they're using chatGPT for every email, then their emails aren't going to stand out.

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[SPEAKER_01]: If they're using chatGPT or even base level Claude or Jim and I, to say, write me a content plan and it comes up and it makes something and you're like, whoa, mine blown because it made something.

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[SPEAKER_01]: But you made it in generic version of the chat.

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[SPEAKER_01]: Do you think you're the only person that's ever done that?

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[SPEAKER_01]: Because if you do, then maybe you'll stand out.

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[SPEAKER_01]: But if other people are doing it too, it just becomes the new standard of generic.

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[SPEAKER_01]: And then if that's the case in a world of AI, where everyone sounds all marketing, and everyone sounds the same, you could stand out by continuing to be heartfelt, by continuing to be human.

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[SPEAKER_01]: by showing the emotions.

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[SPEAKER_01]: And that's a side of things that I want to get back to in these videos.

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[SPEAKER_01]: Another thing that people know me by is coffee.

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[SPEAKER_01]: I really love coffee.

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[SPEAKER_01]: I've studied it.

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[SPEAKER_01]: I like it in a enthusiast kind of way.

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[SPEAKER_01]: And so I have an espresso machine at home.

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[SPEAKER_01]: I'm practicing the latte art stuff and it's really fun.

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[SPEAKER_01]: I'm really trying to get my mind around everything espresso and everything coffee and I love it.

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[SPEAKER_01]: I like good coffee.

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[SPEAKER_01]: I don't like dirt though.

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[SPEAKER_01]: So, folders are, you're not gonna be a sponsor.

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[SPEAKER_01]: And another thing I was pointing out was guitar and music.

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[SPEAKER_01]: A lot of people don't know because I don't share about it.

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[SPEAKER_01]: So I went to school, a college level, to learn worship leader ministry.

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[SPEAKER_01]: And I learned from people like Johnny Egan, New Life worship, Jared Anderson, Cory Asbury, Matthew Valentine was incredible, like many other great people.

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[SPEAKER_01]: Another guy named Jared that did the drums,

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[SPEAKER_01]: For new life he was phenomenal and another guy named Matt Pacco and he helped with guitar and everything.

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[SPEAKER_01]: Dude, it was great to get around these people.

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[SPEAKER_01]: A lot of people don't understand, that's a core of who I am.

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[SPEAKER_01]: I started in that area and it's never left, it's just part of the nature of who I am.

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[SPEAKER_01]: So if I did a personal brand,

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[SPEAKER_01]: and guitar in music and specifically it could be worship music that could be a common interest for people to want to follow and move forward and get closer to the higher side of the trust.

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[SPEAKER_01]: And lastly, a book.

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[SPEAKER_01]: For my personal brand, the quality of content I put out and the things that I say, I want it to be able to convert into a book where every video is like a chapter.

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[SPEAKER_01]: And as we go,

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[SPEAKER_01]: Eventually, I release a book based on my perspective, and so when you think of that, then you can think of what would my book be about?

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[SPEAKER_01]: What's the thing that only I can write about?

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[SPEAKER_01]: What's the thing that only I can say because of my perspective?

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[SPEAKER_01]: and then why would someone else be interested in that?

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[SPEAKER_01]: So those are all the questions to kind of ponder and wonder about.

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[SPEAKER_01]: And we just wrote all those down and then I circled the best ones.

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[SPEAKER_01]: In one of them that I was unsatisfied with was when we wrote down faith-based and then the shrug emoji because I don't want to be half in.

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[SPEAKER_01]: I want to be all in.

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[SPEAKER_01]: So, for a personal brand, if you're into all things Jesus, all things Holy Spirit, all things God, the Father, you gotta get the whole Trinity.

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[SPEAKER_01]: Then I'm gonna say, go follow on my personal channel, we're gonna make that a little bit geared towards that a little more.

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[SPEAKER_01]: And we'll also throw on some coffee and guitar stuff, because those are the three things that I enjoy and I enjoy talking about, and I want to guide people through that, based on the things that I've learned.

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[SPEAKER_01]: Not as I know it all.

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[SPEAKER_01]: not as a thought leader really, but as a thought contributor.

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[SPEAKER_01]: Because if I'm out there trying to reach businesses, there are business leaders who also have a core value around their faith.

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[SPEAKER_01]: I mean, we got all of Chick-fil-A.

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[SPEAKER_01]: You know?

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[SPEAKER_01]: So that can really work in unite people together and that could be a reason why they engage in content at a lower risk level.

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[SPEAKER_01]: But then once or in, I can build that trust easier over time.

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[SPEAKER_01]: Then when we move to brand brand, because we're a small business right now, one of the things people think of when they think of JT visuals is Jared Taylor.

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[SPEAKER_01]: And that's not necessarily bad.

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[SPEAKER_01]: It's just right now.

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[SPEAKER_01]: I don't want our channel to only be me.

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[SPEAKER_01]: Shouldn't that be a personal channel?

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[SPEAKER_01]: If you look at the guys like Dan Martell, Myron Golden, Ryan Pinietta, or is it Pinata?

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[SPEAKER_01]: I think it's Pinata?

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[SPEAKER_01]: If you look at them, Alex Hermosie, like we know their business too, but the channels we follow are all their channels.

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[SPEAKER_01]: And if you were to follow acquisition.com, which is Alex Hermosie's brand,

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[SPEAKER_01]: then what would you see?

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[SPEAKER_01]: You will see Alex or Mozi, but you'll probably see other things too.

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[SPEAKER_01]: So that's the way that I want to treat JT visuals as well.

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[SPEAKER_01]: So then with JT visuals, another thought was like people think of studio, they think of videography, they think of podcast, which is all good things.

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[SPEAKER_01]: They think of more than meets the eye, like the line.

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[SPEAKER_01]: They think of like JT visuals.

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[SPEAKER_01]: It's spelled without the eye because there's more than meets the eye.

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[SPEAKER_01]: And like literally I've had phone calls back by just saying that every time and making that part of our brand, people have remembered us and they don't always remember my name because people are bad with names, but they were remembered the slogan.

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[SPEAKER_01]: It was the most memorable thing about it.

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[SPEAKER_01]: So I thought that was very interesting and I definitely recommend that if you can make a slogan that's catchy, even if it's cheesy,

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[SPEAKER_01]: It can be really good for memory and people to remember you by, because out of sight, out of mind, inside, in mind.

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[SPEAKER_01]: A lot of people might think of blue when they think of JT visuals, or they think of the actual logo.

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[SPEAKER_01]: But a new one that I really like is, we've been hearing that people are thinking of JT visuals and what makes us stand out and differ.

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[SPEAKER_01]: And a lot of people is, we aren't a videographer.

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[SPEAKER_01]: We're a video team, we're video company.

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[SPEAKER_01]: In fact, we're moving beyond that, too, where we're a complete brand operating system.

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[SPEAKER_01]: So they definitely think of team.

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[SPEAKER_01]: So anyway, so I had a distinction to make here, because on one side, we have personal brand and then on the other side, we have regular brand.

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[SPEAKER_01]: So after writing all those things, how I'm going to filter this is on the JT Visuals channels when people go to it, a why would they follow?

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[SPEAKER_01]: Why would they hit follow?

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[SPEAKER_01]: And that's because we're going to be a team and that's because we're going to be all about branding.

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[SPEAKER_01]: We're going to be about video and podcasts, and then we're going to make this podcast more than meets the eye, MMI, all about stories.

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[SPEAKER_01]: So the goal is that it's not always my face.

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[SPEAKER_01]: We can include a lot of other things.

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[SPEAKER_01]: The brand is the brand.

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[SPEAKER_01]: Think about this.

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[SPEAKER_01]: If you follow McDonald's, what are you expecting?

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[SPEAKER_01]: or expecting a bunch of videos from the founder, or when you follow Starbucks, what do you expect?

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[SPEAKER_01]: You're expecting a certain amount of things on their social channels, because they have their own company messaging, and then they have the founder of the CEO.

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[SPEAKER_01]: Could be the same thing for Apple, and these are all like consumer companies and products, there are other ones too.

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[SPEAKER_01]: I already brought up one.

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[SPEAKER_01]: If you go to the acquisition brand,

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[SPEAKER_01]: It's all geared towards one thing or one theme, or maybe that theme is mixed and filtered with multiple things.

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[SPEAKER_01]: You might see some Alex Hermosie, but not at all Alex Hermosie.

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[SPEAKER_01]: So you move over, and if you follow Alex Hermosie, you're gonna see all things Alex Hermosie.

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[SPEAKER_01]: That's just how it works.

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[SPEAKER_01]: So personal brand, company brand.

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[SPEAKER_01]: You wanna keep them both going.

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[SPEAKER_01]: So my personal brand where we ended up is I want to talk about faith-based stuff.

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[SPEAKER_01]: Let me know if you're truly interested in all this and go ahead, follow on Jared Taylor channel.

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[SPEAKER_01]: It's collaboration on this video itself if you're on YouTube.

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[SPEAKER_01]: So these are all things that I've learned in business on how to keep your faith and stay strong in all areas of your life and include God in it.

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[SPEAKER_01]: God should be included in marketing.

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[SPEAKER_01]: God should be included in sales.

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[SPEAKER_01]: God should be included in coming up with core values.

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[SPEAKER_01]: Everything about your business and what you do should have an integrity that is pleasing to God.

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[SPEAKER_01]: Those are things.

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[SPEAKER_01]: that I will be pushing onto the personal channel.

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[SPEAKER_01]: And not everyone needs to be a believer to enjoy it or get the principles, but that one actually will be geared towards that a little more.

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[SPEAKER_01]: Because we'll also have on the personal things about coffee still.

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[SPEAKER_01]: So you've seen some previous videos on this channel where you've kind of experimented with coffee.

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[SPEAKER_01]: That's just because we like it.

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[SPEAKER_01]: That'll continue to be the personal brand.

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[SPEAKER_01]: However, we thought of something where

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[SPEAKER_01]: And so to keep stories going on the brand side of things,

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[SPEAKER_01]: We're going to move coffee as something too, because we almost wrote that into our core values, even.

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[SPEAKER_01]: Because we all enjoy coffee so much, and it's a great common interest thing, especially if you're talking about espresso all the time.

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[SPEAKER_01]: Everybody likes coffee, so we can gain some common interest followers through that, and then build some trust, and the right people that see that will then decide to buy.

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[SPEAKER_01]: sooner or later.

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[SPEAKER_01]: But our approach on the brand side of things is to actually make it with stories as well.

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[SPEAKER_01]: So think like hot ones contest where they're sharing their story over hot wings, we're going to try some coffee, maybe like guess what coffee it is, which one's dirt in which one's not, which one's good espresso and which one's like overrated all while interviewing another person and what's really more than me see eye behind that person?

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[SPEAKER_01]: What's their story?

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[SPEAKER_01]: How did they get started?

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[SPEAKER_01]: So that way we're not making it about Jared Taylor, we're making it about

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[SPEAKER_01]: true business branding and growth, all through the power of stories.

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[SPEAKER_01]: And then on the personal side, we have faith-based, we have coffee, and then lastly, not sure exactly the approach here, but in my thought process, I did circle guitar and music.

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[SPEAKER_01]: And specifically, if you look at it, the kind of people that enjoy the things that I enjoy are they the right buyer.

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[SPEAKER_01]: That's how you can filter it.

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[SPEAKER_01]: You can share whatever you want.

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[SPEAKER_01]: You can just be you, but if you also want results from it that help your business, then look a little deeper and figure out, if I talk about this kind of music, are the people interested in this music also potential buyers?

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[SPEAKER_01]: Now that you do it all for sales, but you know, you want to know, you got to aim at that.

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[SPEAKER_01]: And if they are potential buyers in that common interest of the right qualified buyer, then you got yourself an interest group that you could post about and then use that for interest media.

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[SPEAKER_01]: That's why like golf and Ferrari is always good if you're going for high-end clients.

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[SPEAKER_01]: Like, yeah, you know, if people golf usually they kind of have money, but if people have Ferrari's dude,

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[SPEAKER_01]: Yeah, they'd better have money, or they're a poser.

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[SPEAKER_01]: You could also do like Tesla or something like that.

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[SPEAKER_01]: Like whatever your common interest is, instead of like cars in general, maybe it could be, but maybe it's like high-end cars.

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[SPEAKER_01]: You need to filter that based on who you're actually trying to reach.

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[SPEAKER_01]: So you create like think of like a Venn diagram, and that overlap should be the common interest between the two.

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[SPEAKER_01]: And then that means that they can move from inside the common area of the Venn diagram over to becoming a buyer.

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[SPEAKER_01]: Okay, we got a pause just for one second because I got to say something on the side here.

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[SPEAKER_01]: And don't worry, this is actually related because if you're looking at Wayne the options of starting a personal brand or a brand brand or redesigning that,

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[SPEAKER_01]: then a good spot you could go is our school community with a K. SK-00L, it's the entrepreneur experience hub.

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[SPEAKER_01]: In this community, you are free to post and to ask questions from other entrepreneurs.

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[SPEAKER_01]: Many of them are various different stages.

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[SPEAKER_01]: Those who have sold lots of businesses all the way down to those who have just recently started and we also have some that are just high-level leaders inside a brand.

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[SPEAKER_01]: So there's various perceptions out there and perspectives.

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[SPEAKER_01]: And if you have a question, bring it to the table and write it in that community group on how you're weighing this option of going from a personal brand or a brand brand.

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[SPEAKER_01]: And if you want to go deeper, there are more courses coming out that are full of AI skills and resources and downloads for you in a complete masterclass from Joe Caro, from Action Coach of Kansas City, who made a huge detailed course all about scaling a business, from Ground Zero to...

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[SPEAKER_01]: exiting a business.

22:26.658 --> 22:32.560
[SPEAKER_01]: You could figure out all of that right there on the school community and it starts for free for now.

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[SPEAKER_01]: You might want to get there soon.

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[SPEAKER_01]: So just a few things right before you click off of this video.

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[SPEAKER_01]: Some final thoughts is if you're deciding on personal brand and company brand and doing more channels, think of this.

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[SPEAKER_01]: and listen closely.

22:48.081 --> 22:50.563
[SPEAKER_01]: We always say consistency is key.

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[SPEAKER_01]: But what is consistency?

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[SPEAKER_01]: Because you could do something consistently wrong.

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[SPEAKER_01]: And when it comes to social media, we're in this paradox of you should post more, oh, you should post higher quality and post less.

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[SPEAKER_01]: We're also getting the paradox of talking about everything on the same channel or starting a new channel every time.

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[SPEAKER_01]: So there's a paradox for everything.

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[SPEAKER_01]: However, I want to say this, if you're going for followers, they aren't actually more likely to hit follow on your channel if they can easily find out what you're all about.

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[SPEAKER_01]: Part of my example here, but if someone went to your channel and saw Barbies everywhere,

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[SPEAKER_01]: on to viewing your channel because you talked about cameras, what the heck, you know, like

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[SPEAKER_01]: you're going to have less followers because they're going to see the wrong representation on why they want to follow you.

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[SPEAKER_01]: If you're going for followers as a KPI, as a key performance indicator, and you want those followers to actually show up on your algorithm and see the individual pieces of videos, then you got to organize the channel.

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[SPEAKER_01]: That's how you get more followers by making sure it is in fact a common interest.

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[SPEAKER_01]: So if I talk about faith in music,

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[SPEAKER_01]: and coffee, and it says Jared Taylor, and they see that that's what it's all about, then those that enjoy those things are more inclined to follow.

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[SPEAKER_01]: And then if they want to follow JT visuals, and they see that they're more about a team and branding and stories than people that want to see more of that will follow.

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[SPEAKER_01]: But if I start mixing the two and JT visuals all about brand

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[SPEAKER_01]: random videos of dogs, like sure dogs are cool, and those videos might have performed well, but we're not going to gain followers from them.

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[SPEAKER_01]: So if we went viral over the dog video, people go over and you're not going to get any followers.

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[SPEAKER_01]: Unless they can find a common theme.

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[SPEAKER_01]: And maybe you're talking about brand building when it comes to dog trainers.

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[SPEAKER_01]: that could be something.

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[SPEAKER_01]: So if you do want a variation, make sure and put it in a framework that is something easy to follow.

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[SPEAKER_01]: So with all of that being said, the consistency that is key is just the fact that did you record something and did you post it?

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[SPEAKER_01]: The algorithm will find people.

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[SPEAKER_01]: it's not chronological anymore and because of that, if you have a library of videos already on your channel and someone discovers one of them from a year ago, all other ones could start popping up.

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[SPEAKER_01]: So then to them, you are consistent, even though you could have actually stopped posting.

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[SPEAKER_01]: And so that's why I believe that Gary Vee is starting to change all of his channels now.

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[SPEAKER_01]: It's a lot more to manage.

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[SPEAKER_01]: but it could provide better results as far as how you are known and how you want to be known.

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[SPEAKER_01]: So thank you for listening to this episode.

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[SPEAKER_01]: I hope that I brought you some clarity.

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[SPEAKER_01]: If you're listening only, I did draw this.

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[SPEAKER_01]: And it's on YouTube.

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[SPEAKER_01]: You could see it visually to help guide you.

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[SPEAKER_01]: And if you watch on YouTube, then let me know why you hit subscribe on this channel and what you would like to see more of.

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[SPEAKER_01]: So we can focus on that and serve you the best.

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[SPEAKER_01]: I'm Jared Taylor, and I'm telling you to keep on