Ray Hartjen is the author of five published books, including Revenue Orchestration in Today's New Era of B2B Sales and Marketing, to discuss how your business book can drive your inbound sales pipeline. Ray wrote his book because B2B buyers have dramatically changed how they purchase over the last five years, wanting to self-serve part of their buying journey just like they do as B2C consumers, yet most go-to-market teams remain stuck in archaic selling processes.

Ray designed his book as a thought leadership piece and calling card rather than a primary revenue source, introducing readers to his concepts as a quick read with his contact information inside. The key to writing a focused book is knowing your avatar or ideal customer profile before you start, then choosing topics within your genuine area of expertise rather than cramming everything you know into one book. A narrow focus lets you share thought leadership that sparks conversations expanding your network and business.

Some authors give books away free on LinkedIn as lead magnets while others charge on Amazon, and paperbacks provide a "thud factor" of authority when placed on a table at in-person events. Books also lend themselves to repurposing into website excerpts and tangential content that wins at search and AI answer engine optimization, guiding prospective customers back to your book and into your pipeline.

The biggest obstacle is simply getting started. Ray emphasizes that a twenty-thousand-word book written at five hundred words daily takes only about forty days. If you have a pitch deck, you already have a book since the talk track and concepts exist in your slide notes, ready to be translated into written words. Ray and I recommend writing first thing in the morning when energy is fresh, treating your book as a big rock to tackle before smaller tasks like email, blocking out dedicated time on your calendar, and tracking your daily word count for built-in motivation and accountability since creating a business book is a job function, not a hobby.

Keep writing, keep dreaming, and keep creating. Your book is waiting to be born!

Ready to write your authority-building book? Book a Path to Publishing Discovery Call and take the next step to moving one step closer to writing and publishing your book!

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The opinions expressed on the show by the host or guests are those of the individuals and do not necessarily reflect the views of Unicorn Publishing Company. Unicorn Publishing Company, the host, guests, and affiliates are not responsible or liable for any decisions made by listeners or actions taken hereafter based on the information discussed in this podcast. By listening to this podcast, you acknowledge and agree to release Unicorn Publishing Company, the host, affiliates, and guests from any liability.

Hey friends and future authors, this is Lynn "Elikqitie" Smargis back again with another episode of Publishing for Professionals. I am super excited today because we have a guest expert on. But before we jump into today's show, I wanted to give you a big welcome back to my returning listeners. Thanks so much for joining me again. And another big welcome to my new listeners. Thank you so much for finding this podcast and giving it a listen.

I really appreciate your time. So if you stopped in to check out my podcast, please make sure to hit the follow button to get professional writing and publishing advice dropped straight to your podcast feed or YouTube channel every week. So I hope you're ready to take notes, my friends, because today I'm joined by Ray Harchin, who is the author of five published books, including his most recent book, Revenue Orchestration in Today's New Era of B2B Sales and Marketing. He's a writer, musician, and marketer. He's also a cancer patient advocate living in Southern California.

Throughout his professional career spanning five decades, Ray pivoted on many occasions, but his one constant has been a deep passion for storytelling. Ray's here with us today to share how your book is a great driver for your inbound sales pipeline. Ray, thank you so much for joining me today. It's my pleasure, Lynn. I'm super excited to be on the show. Thank you so much for the opportunity. I appreciate it.

Yeah, no, I was excited because when we had talked about what you could come on the show for, I'm like, this is absolutely perfect because this is exactly what my listeners are always looking to do, because they're either writing their book or they've published a book. And a lot of my listeners are executives who are looking to build their brand with a book. So I'm super excited to have to ask you some questions today. So first off, Ray, why did you decide to write this book? So you have five written books. They're not all nonfiction, but why this book?

I thought it was important because over the last five years in particular, the way that B2B buyers have approached their roles in purchasing goods, services, and experiences has changed dramatically. Yet, B2B go-to-market teams are kind of stuck in the paradigms of the past. You know, we've for decades had these experiences that really kind of forced the buyer into the B2B selling process.

but it's kind of contrary to what B2B buyers experience in their personal lives, Lynn. Every B2B buyer is also a B2C buyer. And for 15 years, B2C buyers have enjoyed these world-class buying experiences where they can search and shop and am anonymous. Many times they don't even connect with a person within the brand, and they don't really connect with the brand until they actually transact. And that's when they're spending $20, $30.

$50, $100. But you take that exact same person, put them into the B2B setting, using oftentimes the same technology, the same notebook computer, the same phone, the same tablet. this time they're spending $20,000, $30,000, $50,000, $100,000, but they're in this archaic type of system that we've forced them to get into. The pandemic, Lynn, kind of changed that, right? You know, we learned that not only do we not have to work in an office, but we can do a lot of things.

electronically using technology to really facilitate our business. And B2B buyers want something different. The research is out there. They want to self-serve at least part of their buying journey, right? They are things that we on the revenue team used to think of as bottom of the funnel type of assets like peer customer reviews, things like that, those are now some of the first things that buyers are looking at. you know, so you know this kind of

They have changed their behaviors, the buyers. They've turned the industry upside down. And I felt that it was a need to, you know, break people out of this existing paradigm. You've got the experience and it's gotten you to where you are. But it's time to reevaluate how you go to market. Now it's about facilitating the buyer journey as opposed to making the buyer fit your pre-established selling processes. Yeah, that totally makes sense. Yeah, because a lot of the old ways of thinking and doing business completely don't even match what.

like especially the new generations coming up, right, are expecting and looking for. buyers are younger and younger. But even the you know, and those digital natives, they're expert at search, right? but one thing that nobody really enjoys is having sellers pester them. You know, you look at a typical B2B go to market strategy is to have your most valued content hidden behind a paywall. And that paywall is a form to fill out your name and your email address and your phone number.

Yet you know that as soon as you fill that out, you're gonna know you're on someone's list, right? You have a VDR, a business development representative, or an SDR, a sales developer representative. Their job is to get you to meet with their account executive and they're gonna bother you. Conversion rates on those forms, Lynn, are about three percent. That's a good one, right? Right. Because that's one percent, I believe, is average. Yeah, the best are like 10%, world class. But if you look at that, you go, wow, 90% of your customers, you've you've done perfectly.

to get them to where you want to get to them. But 90% of your customers in the best case scenario decide that they're going to opt out just because they don't want to give this information. That I mean, where else is it where else is it okay in your business to lose 90% of your prospective customers? You know it's time to maybe change that around. Yeah. So obviously you did that with a book and I'm assuming that's the main reason why you wrote your book to be more of like a soft lead like a soft lead, not a soft lead, but like a soft lead magnet to what you're doing.

Yeah, I wanted it to be a thought leadership type of piece. I think there's a lot of different ways you can kind of get those types of concepts out. But you know, it's it's way just to teach people what revenue orchestration is and defined, revenue orchestration is the purposeful coordination of your people, plays, and processes to facilitate the buying journey. Right. So my book, Revenue Orchestration and today's new era of B2B sales and marketing is a quick 90-minute read. You know, you can probably read it shorter than that.

but just introduces you to the concepts and you know showing you know go to market professionals that you know you've got all those you've got the people the processes and the plays already it's just you need to kind of reconfigure them purposely coordinate them and and you know really put the customer the buyer at the center of it all yeah and so I know one of the things with writing a book right is that you you have a clearly defined avatar and most people do not everybody knows who that avatar is

But you need to know that before you write your book. So, Ray, you obviously knew that before you wrote your book. So, how did you pick what topics you were going to put in your book once you knew, like, okay, this is my avatar, this is what they need? How did you go about deciding? Because I know that's one of the things my clients struggle with is like, my gosh, I could talk about 22 different things, but you can't put 22 different topics into a book and have it be an easy read. Yeah, you know, so it's you know, for me, you know, I used it in the the terms of the, you know, like in from a go to market perspective from a

I know being a veteran of the go-to-market teams in the SaaS space, you know, I viewed it as your ideal customer profile. You know, this is the customer, these are the people that I need to speak with. And it's you know managerial level and higher on go-to-market teams. And what I wanted to talk to them about and my level of expertise was you know understanding that there's this new buyer, this new B2B buyer out there. And if it's not in a new buyer, maybe they're existing buyers, they at least have new buying behaviors.

And that's the area that I was knowledgeable about. If you know, I could have maybe, you know, thought of some other topics, but this is what I knew about. I believe it's important, I have a passion behind it, and this is what I wanted to communicate. And it's also a narrow enough focus where I could, you know, I could, you know, share thought leadership ideas and then spark further conversations, conversations that you know might lead to expanding my network, conversations that might lead to expanding my business or what have you. but that's you know, the first hook was.

Education, awareness, engagement. Awesome. And then what kind of response did you get when you first published your book? Like the initial response and you know, were you either handing it out as a calling card or people purchasing it on Amazon or another platform? Like what was your initial response that people got back to you on with the book? You know, the initial response was supportive. It's like, great, you know, I want to know more about this. And that came really from the immediate network, which I'm thankful for and grateful for.

Then it became awfully slow. You know, then it w you know it's you know when when you when you come to market with a book, you know, you, the author, are you know, you're the only one responsible really for promotion and marketing, right? You know, even if you don't self- self-publish, if you go through an established publisher, they don't have the bandwidth to promote your work. So it was also getting back into the grind of promoting the book along with all my other books. You know, it's a it takes a a chunk of the day to

just raise awareness and to engage potential readers. But you know, initially, because it was a business book using a social platform like LinkedIn, you know, you know, sharing, you know, this is a concept, a concept that, you know, I didn't invent, right? You know, so there was this idea about revenue orchestration around, but find out more about it. And also it's you know, it's a quick read, it's inexpensive. You know, look up, you know, find ideas about how to improve your business.

Yeah, no, that's awesome. I love it. And so when you first published your book and you started using it as like the introduction to your pipeline, was that done well actually let me back up and ask you this. So when you were thinking about writing a book, did you do it with the intention of having it as the lead part of your pipeline? Or were you writing it thinking like, okay, writing it more for like, hey, this is gonna give me more exposure about what I do and bring in some people and some leads? Yeah, you know, it's a great question.

which is why you have the show, right? it was actually kind of both, right? You know, it's a story I wanted to tell. And I thought that I could get a little bit of revenue from the story. I'm also now amongst many things, I'm a freelance content marketer, right? And it was also a way to, you know, have a calling card for my business. It's just like, you know, if you want to find out more about this, give me a call. My phone number and email are in the book. You know, so you know, it was a it's

It's a calling card for business, which opens up other revenue opportunities for me, bigger revenue opportunities for me. I'm not retiring off book sales of any of my five books. right, but you know, as part of it, I had a story, I wanted to tell it. I like telling stories.

I like engaging with people. I like expanding my network and having conversations about it, even if it doesn't result in revenue, because I think at some point in time it kind of does. We have this web of connections, right? So yeah, there are multiple reasons for doing it, but certainly you know, to be able to, you know, bring people into rayharchin.com and and get introduced to me and and and we can have conversations. Awesome. Well, friends, we're gonna take a quick break right here. When we come back, we're gonna talk to more to about

More to Ray about how he used his book at the top of his funnel. So hang tight, we'll be back in just a second.

Yeah.

Hey friends and future authors, we are back with Ray Harchin, and he's talking about how to use your book at the top of your lead funnel. And just remember, if you are loving this conversation, make sure you like and subscribe and leave a review for the Publishing for Professionals podcast. So Ray, in the first half, we talked about why you wrote your book, who your audience is, and what the focus was of your book and why you chose that content. So let's dive deep into the weeds, and I want to chat about how you're using your book as a lead funnel.

funnel, like and what are you doing, like what maybe some of the practices that you're doing to use your book as a lead funnel. Yeah, it's not just me. It's it's a lot of people out there. You know, if you're a business executive, you're a business leader, business manager, and you're looking to expand your business, you know, you know, definitely consider a book. You know, it's not a book for everybody, all right. You know, but they are for some people. In particular, what's known throughout the whole business is a short, helpful book.

you know, so we're looking at these hundred-page books. If you have a pitch deck out there, people, you have a book. All you have to do is convert that pitch deck into the written word. And having a book is, I mean, first of all, it's listed, right? It's you know, say you just take the direct route and you go directly through Amazon. It's listed up on Amazon. You know, you can be available for purchase and so forth, but there's a lot of people out there that give their books away for free, print the book out.

and you know put it up on LinkedIn. It's like I've got this book, you need to read it, let me know who you are, I'll send it to you for free. It's the calling card for the business. and I think it's a great opportunity to do that. It builds your brand rather quickly. and with that is that brand awareness, but also that brand recall. And so when you start thinking about, hey, you know, we need to to speak to this. And it, you know, it doesn't have to be about go to market B2B sales, it could be

You could be a dentist in your town, right? You know, and and and write a book about the need to replace fillings, you know, from old, like, you know, like the old mercury ones. Yeah. Silver, but they weren't really silver. Yeah, you know, you have, you know, just a little book like that and and and and get out because you know, there's a sense of credibility and authority with the book. and plus the book, yeah, you know, it lends itself to repurposing and other forms of content as well.

So, you know, you can populate your website with with you know tangential topics or or smaller parts of the book, excerpts from the book, perhaps that then guide readers to the book. So you're maybe winning at search or winning at answer engine optimization through AI. It comes to your site, it introduces prospective customers to your book. So if you're out there thinking about a book, you know, don't get put off by the daunting expectations like, man, I need to come up with something like, you know, it's gonna take a year. It's not gonna take a year.

A short little book, we're looking like maybe twenty thousand words. At five hundred words a day, you're looking at a month and a half, you've got a book out. So if you have a pitch deck, you have a book inside you, just waiting to get out there to be exposed to customers. And if you have a pitch deck, it's not even searchable. But all these descriptions about your book are searchable. So you know you've got an opportunity to get inbound coming in.

And so you had mentioned earlier that you I know some people give away books on LinkedIn. So they don't have to go through the whole publishing process with Amazon if you're doing that. But then some people do publish their books on LinkedIn. So what was your thought process, Frey, about like, hey, should I publish a book and just give it away for free, or should I publish it on Amazon and charge for it? So how did you come to the decision to charge for your book? Yeah, I thought it was

Fair to charge. My book, the revenue orchestration book, is only available as an ebook on Amazon. and it's the only one of my books that does not have a paperback edition, but I'm thinking about making a paperback edition. For me, I think it's at 495, which is on Amazon, which is not a hurdle for me to buy the book. And so I thought, you know, ahead I should be compensated for at least having put the ideas out on word.

but yeah, you know, I am considering putting it out on paperback as well. Just because you know it, its paperbacks are super helpful. If there's any event that you go to or in real life, real person event, you know, just to you know pop them down. I call it a thud factor. You know, I used to, you know, part of my past experience has been creating magazines for companies for big events, and you know, and there's just that that that credibility that

authority you know authority if you know plopping something on the table and making it go through you know and so you know a paperback does that for you know does a good job at that. Now one of the things I've experienced, which you've probably experienced as well, is when I'm out talking to people and I'm like, and I have a book and I pull out the book and I give it to them because I feel like they're a person that would be somebody in my lead pipeline. People's like face light up and they're like, my gosh, you you actually wrote this book because

There's a lot of people that talk about writing a book, as you and I both know, right? And but 90% of the people never publish their book that they think, I'm gonna write a book. So what was your experience with when you hand out the book? Like people's response, like, my gosh, you're an author. Like what kind of responses have you gotten from that? Yeah, I do get that. And I do get and you know, and like you, I also get a lot of responses like, you know, I have a great idea for a book. In fact, my very first book.

It is co-written with a friend of mine. It's a book called Immaculate, How the Steelers Saved Pittsburgh. And there's my co-writer, Tom, who is a guy from Pittsburgh. He's a Yinzer. And he had this idea. He had this idea floating around in his head for about a book for 20 years, literally 20 years, bugging his friends and family about it. I didn't know him for 20 years. I only knew him for about 15, but he had bothered me for 15. And finally I just grabbed him and said, Hey, Tom, if not now, when? I mean that's let's

I'm a writer. Let's get started with the book and we should revere the passage. It's getting started. You know, people, it's this daunting aspect. It's like, I think it's gonna be a great book, but I don't have time for a book or what have you. And if you know, I think, you know, particularly if you're a business and you're looking for a establishing a kind of a shorter book as a calling card for your business, you've got the time. You also probably pretty much have the content, right? It's just in different places. You need to repurpose it, gather together, you know, fire it out. There's people like Lynn that can help you do it.

but it is all about getting started. And like I said earlier, a 20,000 word book is a short book, and at 500 words a day, you know, in 40 days, you're done. So you know, if not now, when people, you know, if you got a story to tell, you know, tell the story now. It's not gonna take that long. It's gonna be a rewarding experience for you. Everything that you can do to increase, you know, lead generation, and incoming pipeline, inbound pipeline, that's

That's good. I mean, that's the backbone of your business. It's also a highly profitable part of business once you get your processes in play, once you get your plays in the market, you know, it kind of builds upon itself. And then you mentioned that you know, the time to write your book. And that's the biggest excuse people use. But one of the things I tell people is just, you know, make me think I actually did an episode on this, like look at you actually write down.

Where you're spending your time during the day. If you're spending two hours of your day scrolling on social media, take an hour of that, right? And put it towards writing your book. And before you know it, you'll have a book. But it's more of like looking at your holistic time management setup and be like, okay, you there's always room to write. You just have to make the time. And I think that's where people trip over themselves is they feel like they can't make the time or they

They don't feel like they can make the time because they're already so busy. It's like, okay, but what's more important? Is writing this book, getting it out, more important, or do you know being on social media more important? Yeah. This is, you know, creating a book for your business is not a hobby. It's not a sideline type of job. It is a job responsibility, right? You know, it is, you know, taking a little bit of time today and translating that pitch deck. You know, we go to market professionals, particularly in the B2B space.

We're working on pitch decks, first call decks all the time. what a book is, you're just translating that first call deck, you know, that pitch deck. You've already got the talk track in your head. Lay down those concepts, build an outline about it and write it out. And there's plenty of tools to help you do that. But it's all about getting started. And it is a job function, you know. You know, maybe it's a team of people that write it. If you're looking for a business opportunity and you know, you know, inbound, you know,

Something to really spark the inbound channel. There might be a small team that works on this book. And, you know, the subject matter experts that you have, bring them in, get it done. This is just like revising your pitch deck. And in fact, as you revise your pitch deck, you know, you're probably building scripts out in notes on the bottom half of your, you know, PowerPoint slides or what have you. That's your book, people. It's right there.

Yeah, and then yeah, I like your point, pitch decks really do serve as a great outline for your book and structure outline, right? Obviously you have to write more content, but that pitch deck, if it's a good pitch deck and it makes sense and it flows really well, you can take that and use that as a basis for your book, which I think is really great. So that's the bones for your book, right? Yeah. That's the outline. Yep. So Ray, you were obviously a busy executive. How did you make time to write your book?

It doesn't take a lot of time. I write my books even today, usually you know, right after breakfast, you know, and while I'll have my avocado bagel, you know, maybe I'm not even all the way done with it with my double cappuccino. I'm typing up because again, it's not that much time and effort, you know. So as a full time writer and as a musician, you know, I split my day up between creating and marketing, right? And so it you know, it's a couple of hours a day that I actually spend creating.

You know, and sometimes, you know, whether it's music, whether it's writing a book, you know, might be as little as an hour, hour and a half of actually, you know, pounding away on the keyboard. and because I like to write kind of you know, very you know, have it flow organically, Lynn. You know, I don't do a lot of outlining, you know, I do a lot of thinking about writing, like maybe if I'm walking, you know, you know, or or what have you, you know, and then kind of come back and do it. But I like to get it done early.

you alluded to this earlier in our conversation about you know finding the time and getting kind of lost in the other stuff. You know, for me this is a big rock. You know, these are big rocks. Let's deal with the big rocks first. All the little rocks, email correspondence, things like that, that can fall in. I can do that later. But you know, when my energy's fresh, you know, first thing in the morning, let's get the creation done.

Yeah, no, I agree with you, especially on like, you know, the big rock, little rock thing. That's completely true. And I use that all the time. So I have my list of things I'm gonna do. Right. And then if it's like nighttime or whatever, it's like, okay, I needed to go through my schedule and make sure my schedule for tomorrow is set. And then I just do that at night, right? Where like I'm the same as you. Like in the morning, my head is the best. It's usually the freshest and most productive. and as my day goes on, you know, you get tired because you're working. So

For me, and sounds like for you too, working in the morning, writing is the best. Now, for some people, they might be late bugs, like my youngest, who stays up till like two, three in the morning, but she also gets up at ten. So she's been doing that since she was three months old. So that's never gonna change. The young Ray was kinda like your daughter, but as I got older, I've become more of a morning person than an evening person. So

Yeah, I think that happens just in general to people too, which is kind of funny. Like I don't know why our biological clocks do that, but it sounds like from what other people I've talked to, it sounds like that's a really common thing that happens. Like as you get older, you start waking up earlier. So you know, one of the ones you mentioned reviewing your schedule. One of the things that I want to, you know, kind of call out to some people is I learned this lesson from an old colleague of mine, Mark Dietz. He's with Virtuosi Leap now, with his spouse Nadine.

he used to block out time in his calendar for GSD, get stuff done, right? You know, and I love that idea of blocking out for the department of GSD, get stuff done, you know, because we you know, we have this tendency to get kind of caught up in meetings and things like that. You know, schedule time for yourself. Part of that GSD thing could be, you know, creating the you know, the outline for your book or to really, you know, progress in your book. Book time for yourself.

yeah, no, that's absolutely true. Because my time is Wednesday. So on Wednesdays, I block out content creation. And then there's other times during the week I block out from writing my fiction book that I'm writing on working personally. and then I also need and so and these writing get togethers, I get together with other people who are writing. So that's super helpful because you're all doing the same thing. Yeah. Yeah. And I I I I block out a big chunk of Mondays for Music Monday so you know get away from some of my other things that I can focus on music.

I love the idea of blocking out time for yourself. and yeah, I'd encourage you if you haven't done it already, definitely do it. Yeah, it's incredible how much more you can get done when you block out your time. Cause I think initially people think like, if I'm blocking out my time, then I can't do other stuff. But you get so much done because you're only working on one thing. You don't have to test switch, which takes like thirty percent more time to test switch from one to another than just working on one thing.

You know, one thing that I just stumbled across that might be helpful for you, Lynn, and definitely for listeners and watchers out there, you know, it's I learned this years ago with playing guitar. You know, if my guitars are in their cases, I know sometimes I might just get a little lazy, too lazy to open the case to pull the guitar out, to practice and to create and the like. So I always like to keep some guitars out because then I can just be walking by and maybe start noodling on a guitar. I started tracking the words that I was core

typing on the different book projects that I'm working on. And I just recently started doing that. And it's built, is this built-in kind of motivator because now I can see like, yesterday I wrote 890 words or whatever. You know, and it is it provides me not only motivation to and inspiration to keep going, but there's also this accountability. Like I can't have, I can't look at my spreads. I do it on a simple spreadsheet, but I can't look, you know, I feel good about myself and look at my spreadsheet and see a zero there.

Or a blank, right? You know, like I gotta write something today. If it's only 16 words, that's better than zero, right? So you know, have some sort of account of built-in accountability for your creativity. And and if you're like me and kind of you know, you know, I I like metrics, I like measuring, you know, you know, I I I'm keen on performance and improving my performance, you know, that's a a a a good way of maybe tracking your progress and inspiring you to to complete your project.

Yeah, no, absolutely. agree with that a hundred percent. And that's one of the reasons why I joined a couple of different writing groups for that accountability piece because if you don't have a deadline, it never gets done. That's true. It'll always be put off till tomorrow. So, Ray, this has been awesome. I know my listeners have gotten a lot out of this conversation. For people who are on audio, can you tell them where to find you and how to connect with you?

Yeah, if I can ever do anything for you, please visit me anywhere. My website is rayhartson.com, my email address is rayharts and gmail.com, and on all the social platforms, I'm Ray Harchin, with the exception of TikTok. I think I'm Ray Harton five. I think my thumbs just got carried away when I was signing up for TikTok. But feel free to reach out to me. I love to hear your stories, right? and one thing I'd like to add too, if you are a cancer patient.

A cancer patient caregiver, just an ally. And if there's ever anything I can do with you, please reach out to me. The most rewarding experiences in my life, the honor of my life is you know helping patients, their caregivers, and their allies and advocates, you know, just kind of you know navigate through serious health issues. So if you're one of those, please reach out to me. And if you'd like to just talk about books, talk about anything, talk about B2B, go to market.

I'd love to hear your story. Awesome. Sounds great. Well, thanks again for coming on today, Ray. I really appreciate it. I appreciate it, Lynn. Thank you so much. Have a great day. All right, my friends. So you know, one of the things that I love to do, and my favorite thing to do, is to help people write their books and help them self-publish their books along the way. So if you are looking for someone to assist you with that, hop on my website, www.writeforyou.me.

That's W-R-I-T-E-F-O-R-Y-O-U.M-E. And hit the discovery call button and book your 15-minute time for us to talk. All right, my friends. And remember, until next week, this is Lynn "Elikqitie" Smargis reminding you to keep writing, keep dreaming, and keep creating. Your book is waiting to be born.