What if the secret to growing a thriving, purpose-driven business wasn’t about doing more — but connecting more? In this episode, I sit down with my dear friend, mentor, and mastermind expert, Jay Fairbrother — known as "The Mastermind Guy." With over 30 years of experience starting, buying, and selling seven-figure businesses, Jay shares how building authentic human connections is the key to unlocking collaboration, growth, and lasting success. His mission is to create spaces where entrepreneurs, like me, can thrive — not just by working harder, but by working smarter together.

Key Takeaways:

- The Power of Masterminds: Why true business growth happens faster when you collaborate with like-minded leaders.

- Connection Over Transactions: How creating intimacy and trust with your clients leads to deeper relationships — and better results.

- Soulful Leadership: A sneak peek into Jay’s chapter from the bestselling book "Soulful Leadership: Elevating Purpose and Empowering Change" — and how his journey shaped his leadership style.

- Scaling with Purpose: How Jay built, bought, and sold multiple seven-figure businesses by focusing on human connection.

- Building Your Own Mastermind: Practical tips to start, lead, and sustain a successful mastermind that enhances collaboration and transforms your business.

About our Guest: 

Jay Fairbrother, known as "The Mastermind Guy," is a serial entrepreneur, business coach, and mastermind facilitator with over 30 years of experience starting, buying, and selling seven-figure businesses. 

Jay is the founder of Six Figure Masterminds, where he helps experts, coaches, healers, and entrepreneurs create high-end recurring revenue programs that deliver transformational impact for their clients. His journey includes significant successes as well as overcoming the loss of everything during the 2010 financial crisis, after which he rebuilt his career by focusing on creating and facilitating mastermind groups.

Jay’s mission is to foster more human connection in our increasingly digital world by helping entrepreneurs create masterminds that enhance intimacy and collaboration among their clients.

https://fairbrother.com/ 

About Me:

Hi, I’m Mark Porteous; the Soul Connector.

My stand is for ALL people to recognize themselves as Divine Beings who have chosen the human experience for a reason and to live in alignment with that knowing, so they can THRIVE in their purpose of transforming lives.

I help mission driven entrepreneurs to make their Soul Connections so that they can impact and change the world, scale their businesses to six and seven figures, and enjoy thrilling Soul Success in every arena of their lives.

Connect with me at:

https://markporteous.com/ 

https://www.linkedin.com/in/markcporteous 

https://www.instagram.com/mark.porteous1/ 

https://www.facebook.com/markcporteous/ 

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Hello. Welcome to leading with purpose. I am here today with my dear friend, mentor and member of our metamind. J fair brother, known as the mastermind guy. He is a serial entrepreneur, business coach and mastermind facilitator with over 30 years of experience in starting buying and selling seven figure businesses. His mission is to foster more human connection in our increasingly digital world by helping entrepreneurs create masterminds that enhance intimacy and collaboration among their clients. Hello, Jay, welcome, thanks.

Mark, it's always a pleasure to have an interview with you.

I always love connecting with you. We're going to use that word a lot today. We're going to talk a little bit about your your chapter in our newest number one bestseller, soulful leadership, elevating purpose and empowering change. Your chapter was I finally found my tribe. How masterminds can feed a world starving for more human connection. Can you share a little bit about what led you to become the mastermind guy and how masterminds have impacted you your personal and professional life with human connection?

Yeah, so I finally found my tribe that comes from my first mastermind meeting that I went to 25 years ago as an entrepreneur. And you know, I have a hard time remembering what happened last week, but I vividly remember walking out of that very first meeting and to myself saying, Oh, my God, I found my tribe. So for me, this was this first group. Was a mastermind of entrepreneurs, and at that point, I had a business that I had grown pretty quickly, over a million dollars in revenue, but I kind of got stuck and plateaued at that million dollar range and tried, you know, training programs and coaches, and nothing was really helping. So I joined this entrepreneur mastermind, and after that first meeting, you know, walking out, I was like, Oh, my God, these people are me. They get me. They understand the unique things that I'm going through as an entrepreneur, struggling to scale a business. And so from that very first point, I was all in and to the point that I started joining other masterminds and then started facilitating and later creating my own so I basically went all in on the mastermind concept. And over the next several years, my business took off. And that first business, I grew to 10 million in revenue, and then sold it in 2004 so over that period of time and growing that business. I was in at least six or seven different masterminds for different lengths of time, and stayed in a couple after I sold the business. So I sold the business 2004 life was really good. Traveled. I bought three other businesses. I invested in a lot of different things, and then around 2008 the world financial crisis, what's now called the Great Recession, started, and over the next several years, I lost everything. So I quite literally went from being a multi millionaire living in a mansion to living in my friend's basement, broke, bankrupt, divorced, alone, humiliated and a shame, because for 15 years I had built this identity as this really successful serial entrepreneur, and there I was sitting in that basement than even own a car. So obviously that was a tough time, and it took me. I didn't just bounce right out of that basement. I stayed there, you know, literally I was in the basement for about five months, but figuratively, more like five years. And I'd say the only reason that I made it through that time period was especially the one mastermind that I stayed in, even during the very darkest periods. And you know, the people in that mastermind supported me in ways that I can't even articulate. I mean, it's the true definition of human connection, where you have people who have your back and they're supporting you spiritually and emotionally and financially. And so the reason masterminds, I'm so passionate about it, is that, in a very real sense, masterminds helped me 10x my first business, and then also saved my life during the really darkest period I've had. So that's why. I am all in on the mastermind concept, on this idea of creating more human connection, and that's why I love what I do.

It's a such a beautiful story. And every time I hear it again, it's touching. And I love hearing again how it helped do both in your business, but also in the personal life. For a lot of people that are listening, some of them may have be a part of masterminds. Different people have different interpretations of what a mastermind is. Some people have never even heard of a mastermind. In fact, we've had people join our mastermind. Have never heard of what knew what it was. And I think it does help just to get a little context for listeners, either again, who've never heard of one or might have a different definition than than your definition of a mastermind?

Yes, and there are a lot of definitions out there. There's, I joke sometimes that in the coach, healer, speaker, thought leader world. And you know, 75 80% of what's labeled a mastermind out there isn't really a true mastermind. And so the term itself is kind of bastardized to accommodate a lot of different things. So if you go back to the beginning, about 90 years ago, Napoleon Hill coined the term mastermind in his book, Think and Grow Rich, and his concept for coining that term was pretty simple, one brain in a room, a second brain in a room, and it creates this third invisible, intangible force that he labeled the mastermind. And if you imagine putting eight to 14 brains in a room the size of that invisible, intangible force when you start to tap into the collective experience, collective knowledge and collective wisdom of all the people in the room, right? So it's literally, you know, a one plus one equals three kind of equation. And Napoleon Hill's concept back then was for that small cohort type mastermind where people stay together. It's not a one day thing, not a weekend thing, but it's actually where people stay together and continue to meet regularly over time, and in that true masterminding sense, that regular meeting over time is what takes it to a different level of connection than is possible in almost anything else we do in life. And what I mean by that is that it's where you start to build relationship capital. So it's easy to go out there and find intellectual capital that were bombarded with intellectual capital every single day. You know, with information overload, digital you know, overload, it's relatively easy to go out and get social capital. Obviously, that's friends, but that's also networking events, you know, like you run JV directory, great place to build social capital, because you're seeing people meeting, people interacting, etc. But to get that next level of relationship capital, that's where it gets tougher, because that's where you need to create the container where people feel safe, protected and and we'll open up to get into those deeper, more vulnerable conversations. So one of the ways that I like to distinguish, or what I consider a mastermind from any other definition, is it's where people feel enough level of safety and security that they can open up and talk about stuff that they wouldn't talk about with anyone else, including family and friends, because one of the key principles to creating that sort of True mastermind magic is that people don't have agendas within the mastermind. They're not in it because they're trying to sell each other stuff. They're not in it because they're trying to, you know, look better than anyone else, or seem, you know, appear come across as smarter than anyone else. You sort of develop this, this culture of mutual respect and people. The only agenda that people in the group have is to help each other grow and thrive. So you hire a coach or a mentor, they have an agenda. Your family usually has an agenda. Your friends sometimes have agendas. Your employees have agendas. Your vendors have agendas. You trade this safe environment where you create this culture that we leave the egos at the door. We are here to help and support each other, and you buy get people to buy into that concept that, yeah, if I give to my team here. If I give to this group, what I'm going to get back will be exponential.

That's such a beautiful and thorough understanding of it. Because, again, there is such a spectrum of what people call a mastermind, just like I use the word joint venture, and there's a huge spectrum of what that actually means. But the idea of a peer to peer mastermind, I accidentally fell into it in 2011 new thinking grow rich, but this idea of peer to peer, and the idea that, again, there's no peacocking, and that there's this consistent container, because we've talked about it within metamine, about people, well, we've known each other for years, but inside of that container, they start to create projects together and and create collaborations and events and all of these different things. You've been in masterminds for you said, over 20 years now, yeah, 25 years. 25 years, and you lead your own and you help other people to understand how to create their own. And this is kind of where I was leading to, within meta mind, we have all different types of coaches, authors, speakers, healers, energy workers, business coaches, but there's a really a mastermind for every one of them. And some of them, I know at first we're like, Oh, Mark, I want to create my own mastermind. And they almost felt like, I'm going to compete against you. And to me, I don't, you know, we have this abundance mentality. I think everybody should have a mastermind. I don't ever feel it's competitive. But for somebody who's like, well, you know, I'm a health coach, how am I gonna have a mastermind or or do the different niches help somebody understand who may not have had the concept of how they could lead a mastermind? Because I see the value of being in one. Yeah.

Yeah. So the concept, I mean, the tagline that I use for my business, six figure masterminds.com is attract and keep clients for three years, not three months. So if you think about coaches, healers, speakers, thought leaders, most of what the industry, quote, unquote, teaches us is what's known as the ascension ladder model, right? So you have a lead magnet, and then you have a low end program, and then you have, like, a mid level signature course, and then maybe a group coaching program, and then maybe you can graduate one day and have a mastermind. And to me, you can throw that model in its head. Because, you know, I can give you examples of people who have built significant businesses with just a mastermind, and don't have to have all of those pieces in place. So the reason that it's worth somebody looking at building their own mastermind or their clients as the as a lead revenue generate. The revenue generating engine of building your business is to get out of that situation where you've got to sell, like, you know, hundreds of courses a year to make a reasonable living. Or, you know, you're having to have 1000s and 1000s of people, traffic coming into your funnels and all of that automation and fanciness, right? You know, you go old school and you find eight or 10 people that are willing to pay a premium to be in a mastermind with you and your other hand selected, curated, hand picked clients that you are passionate about helping and working with, then that can is what you know can literally transform your business as a coach and or healer or speaker to six multi, six figures, seven figures, just by adding that sort of mastermind component to what you're already doing. And the one other thing, because you mentioned healers. So you know, a lot of my experience as a serial entrepreneur and being an entrepreneur masterminds, and I, you know you hear about entrepreneur masterminds often, but to me, anyone who's in the personal development space, life coaches, healers, etc. To me, the mastermind concept is even more relevant, because in a lot of that type of work, sure, you can have an impact in a month or three months working with somebody, but if you get them to we know that you're going to be working with them for a year or maybe three, then you can have truly life changing impact on whatever your specialty is and how you help and lead people. So I think that the personal development healer, life coach, model for masterminds, it's even easier to get into that deep human connection stuff, because that work is often very personal. Well, it's interesting too

Because as you're talking about that and the different types of masterminds, I was also thinking about all different structures. I started my first mastermind in 2011 because I was in a co. Teaching program where they had and then, so I created a Transformers Mastermind, and it was just again, all peers, 18 people. But I kept kind of that going, and it's evolved. And then I was working with Dave Fauci and doing mastermind to millions when that was around, and learned a lot about all the different structures there are. There's so many different ways. And because you talk about, like the human connection. And people might be saying, well, you know, is it just like a therapy group where we all get together, we talk about our problems, and how do the structure? Because I think about like love seats, where it's like laser coaching, and we have a very unique structure with with meta mind, but there's all different unique ways to do it, times to do it. How do you help people understand which structure works for them, and then when they meet, all there's so many different facets. How do people decide which ones work for them?

Yeah, yeah. So that's a great question, and first of all, you've kind of articulated but we start with the premise that there is no cookie cutter way to create masterminds, that the key is to create a unique, customized structure for each for you, right as one that takes advantage of your superpowers, more importantly, delivers the most impact for your clients and the people you bring into it. So I would say that 80% of my clients, the people that I help create what I call a hybrid program, and that is a cross between a group coaching program and that true Napoleon Hill sort of pure mastermind concept, right? Because the reason it's a hybrid is because you're not just sitting around facilitating these wonderful conversations around a common topic or a common problem that people are having, that's part of it, and that should be part of every mastermind to have, that those facilitated open conversations where everyone's contributing and feels an equal part of the conversation. But for a lot of you know coaches and healers and business leaders, you know there's a piece of the program or a piece of our superpowers that is around the training or the coaching, and so it's a matter of figuring out how to build in those Training pieces and that coaching piece of it, but also building their relationships, right? So if you think about the a group coaching program or like a course, you know, we talk to most people who have gone through any anyone else's course or group coaching program, usually you don't even really meet the P the other people in the program, as you go through the program's over, and you're like, I barely met those people. You may have seen them on a hot seat or something, or shared a quick breakout room with them, but you didn't develop a relationship with them. And that, to me, is the real key piece, if you can create those relationships to the point that people don't want to leave. That's when you've created a great mastermind. So I always say that people will join your mastermind primarily because of you. There's something about you. They want to follow you. They want your leadership. They want your training and coaching. That's what will get them into the program, but what will keep them in the program and have them renew for years two and three and four is because of the relationships they've now built with all the other people in the program. So even you know, so that you get to the point where it's like, okay, Mark, I think you've taught me everything you know in terms of whatever our mastermind is around, but that's okay, because I don't want to leave these other great people that you've assembled and that I've been hanging out with for this last year. So yeah, I'm staying in the program.

So this might bring up something for some of the listeners, because it was coming. Coming up for me is, and I've heard clients in meta mine, and especially spouses and friends saying, Why are you paying that much every year for friends? Why? Why do you have to pay to have friends? Can you you've been with them for three years? Can't you just be friends now?

Yeah, so, so that's again, comes back to understanding group dynamics and being a good facilitator, because you you could, in theory, work yourself out of a job, right? You could create a situation where at the end of like, say, the first year, and it's renewal time to keep people in your program, and they're like, Yeah, well, I think we could just go off and meet on our own, right. They you still, as the leader, have to be providing a value to the the program. You know, even after a year and into years two and three, that. That is becomes a factor of good facilitation skills and understanding the group dynamics, so that you're constantly taking the group to deeper levels. And once people see that transformation, that group dynamic developing, it's almost becomes intuitive or instinctive, that's that they know that part of the magic is your leadership and the facilitation and the hand curation of the people to keep it going, and that gets lost. Look, I've seen a lot of masterminds created and fail, and it's because of this exact thing is that people don't understand how to facilitate and how to create the group dynamic. And then I'll build those relationships and how to have an experience where people feel it just gets deeper and deeper, instead of it's being like, linear, like, okay, yeah, I think I completed that program. Like, time to go find another one.

One of the things that you mentioned was about the simplicity. So like I said, I started my first one in 2011 it was free for the first year, and then I shifted into a low cost, paid model. But I also we have clients inside of metamine that are running seven figure businesses that are now looking at your model and saying, Oh, I have something new that I can add to that, so it can really fit lots of different areas. But you the simplicity of it, to me, is a big piece of that, because I think a lot of people are really even again, when they're hitting seven figures, they're not looking at money. They want it simplified. Tell us a little bit more about that, the simplicity of getting started with a mastermind. Because you talked about facilitation. There's a lot of things that you have to learn, and I'm constantly learning and evolving, and you help with that.

But yeah, so before I talk about simplicity, I want to address this seven figure issue. Because you're right, there are a ton of people who have created, you know, multi, six, seven figure businesses as thought leaders, coaches, healers. In order to do that, they pretty much all are. They have a program that is what we consider high ticket, right? 10,000 a year, 15,000 25,000, a year, etc, that get people in. But often those programs are really just run as group coaching programs. So again, at the somebody signs up for a year. At the end of the year, they're out because, okay, I got, I got the training that that you've provided for this year. Thank you very much. It was very valuable. But you know, it's done gone, and there's so much opportunity for some of these seven figure coaches to transition into a more mastermind model. So I just wanted to put that out there, because you brought up those targets. So the simplicity thing is, it's really around that idea of, I don't need the big, fancy sales funnel. I don't need 1000s of people on my list or coming into my funnel. If you understand who you're looking for, which are your purple fish, if you understand how to create marketing, which attracts those purple fish into your world, you may only need 30 people to fill a 10 person mastermind, maybe 50, worst case, 100 and that's, you know, the whole entire process can be simplified. It does require a little bit of old school, like you actually have to talk to people have selling conversations, which is, you know, also a big part of what I do in helping clients is to learn how to have those selling conversations in an authentic and natural way. But yeah, you can simplify the whole thing. And in fact, it's funny, a client I was working with the other day has a very clear purple fish, a very clear niche to pull that. Find those purple fish within very clear idea for what they're doing. And they're like, I don't have a CRM. Do I even need a CRM? And I'm like, you know, frankly, there it's going to give you some capabilities that, you know, you need some kind of an email system to be able to send out, you know, regular emails and but So frankly, you could use a spreadsheet, like you could create this six figure plus mastermind with just a spreadsheet. So there's, there's a lot of simplification that can be done in terms of creating a program that really fuels the revenue for the rest of your business. And like

I said before, there's all kinds of structures. You know, we have a friend in common that runs four live masterminds a year. And you can pay one price and go to any two of them. So it's just literally running four live in person masterminds for two days. Some people do it a monthly there's all kinds of different structures, but you teach people how to customize it, rather than. And try to fit into the thing. And even that, you have a very simplified method, you have a three day event, and you have these trainings where people can come and learn more about you. I'll put the links down in the chat below, but we'll make it really easy for somebody that wants to come to one of your master classes. What do you what do you teach in just the short period in an hour? What can somebody learn from that?

So in the master classes, we're basically sort of giving you some guidelines on the different types of masterminds. And you know why the model is one that you can look at, kind of regardless of where you are in your coaching journey. To me, if more people at the beginning of their coaching journey created the model, at least, or the vision for the high end program, mastermind type program that they would create, they would get there a lot faster, because then they could validate everything else they do in building their coaching Business from the beginning against this, you know, okay, here's where I'm going that I know that I need to get to this program which can generate six figures, one program that will generate six figures plus for my business. So the decisions I'm going to make between now and then are so much easier because now I have that vision. So in the masterclass, we're just sort of, you know, painting that picture of how to build this sort of more intimate, curated, hand selected community. Who are the people you really want to work with that are most passionate to help. And then in the three day events, which are called the six figure masterminds boot camp, those events are, it's really kind of amazing, because I have brand new coaches that come to those, and they walk out, you know, incredibly grateful and having had huge ahas and transformation. And these are very workshop style events. So you actually get a lot people walk out with pages and pages of notes. But I also have seven figure coaches that come to my three day events, and often they come, you know, it's kind of like, yeah, Jay, I want to support you. I'll show up and kind of check it out. And many times they have ended up staying for the entire three day event once they get there, because in this event, we're having people look at things they might already be doing from a different lens, and they're getting huge ahas around, oh, you know, this is not the way I've been looking at it, and this is a different viewpoint. So the three day events are a lot of fun. It's really rewarding to see the kinds of transformations that people get, and the comments people make about the value of the events,

And I have, we've heard rave reviews just about the way that you lead an event. People can learn from that, just to be able to show up and like, oh, wow, this is a great way to create a transformation for everybody there and the people that are ready, that want to learn more, that they've made a great, easy path for them. I also wanted to talk a little bit about people, because we talked about some people may not know what a mastermind is. Some people might have a different idea of what a mastermind is. Some people might have a very bad taste in their mouth that they had a bad mastermind experience, just like some people may have had a bad JV experience that, oh, I don't ever want to do that again. You're also in multiple you lead multiple different masterminds, and you're in multiple different masterminds. How do you how do you juggle that? How do you discern when to be in a mastermind and when it's time to go?

Yeah, yeah. So I have three masterminds of my own. I have my a mastermind locally here in Pittsburgh for entrepreneurs, we meet in person once a month for like a three to four hour meeting. That is the small, intimate group of no more than like 12 that we have in that then I have a peer mastermind, which are all other coaches, healers and thought leaders at about my level in terms of, you know, income and size of business and that kind of thing. And then I have my client mastermind, which is where I am hand selecting the people that I am excited to work with and help support and we help them, not only in creating their own customized mastermind or hybrid program, but in building their entire online business. So three different masterminds that I run for three different sets of people and three different reasons, three different outcomes, then I'm also in like three masterminds. Yours being one of them, in addition, because I believe so much in the power of masterminding, and you get different things, so in terms of how to find a mastermind that's appropriate for you to. To join. To me it. You know, do Do you respect? Want to be around I want to follow the leader. Number one, have they ever run a mastermind before? Like I would ask that question, because, you know, as I said, even the majority of things that are labeled masterminds out there are really just group coaching, and a mastermind label is thrown on it because it's a little sexier and maybe they charge more. So you know, what kinds of masterminding things do you actually do in the program? How am I going to get to meet the other people, etc, the other thing. So one of the key components, and one of the mistakes that most people make in putting together masterminds is they think, Okay, I'm going to create a mastermind, and all my clients could be in and that's right there mistake number one, because one of the key things that make a mastermind work really well is the idea that there is a lot of commonality or parity, like the opposite of disparity among the participants. So where masterminds don't really get to that sort of deeper magical levels, is when you have a group where one person thinks like, you know, I I'm just not as far along as some of these other people. I feel like I'm falling behind. Or, even worse, you have a couple of people who think, you know, I'm above the rest of these people. I really, you know, am losing patience with the kinds of questions some of these people are asking and that kind of thing. So doesn't mean that everybody has to be exactly the same, or that to be in exactly the same industry or that kind of thing. There's lots of ways to build in diversity, but there's has to be that commonality. I often say that for every single mastermind meeting, if we go around and do like, Okay, what's your big takeaway from the meeting? If I hear nothing in the takeaways, other than I can't believe how much we're all alike. I know I'm succeeding in running that mastermind, because that take that piece of his right there. That is the magic. It's like, Oh, my God, you were talking about this problem. I may not even have that same problem, but I can foresee that I could have that problem someday. And I identify so much with you and your problem, because you're so much like me, not in terms of having a similar personality or a similar industry or that kind of thing, but I see myself in you, and that's really the power of peer learning, which is really important. It's a whole different style of learning than what we're normally accustomed to, where we have a mentor, coach, a guru who's talking at us or teaching us or on their soapbox, you know. And I know we're running, we're running all the time. But the thing about peer learning is that, like, especially when you're dealing with Type A personalities, entrepreneurs, you know, for me, if I mean even people, I pay my mentors and I pay a lot of money for their advice. It's usually like the third or fourth time they tell me something that it actually that's I start to allow for it, right? Like we sometimes we get a little defensive, maybe stubborn. But if I hear you in a pure situation, in a mastermind and I hear you identifying a problem, like, I get it the first time. I'm like, oh, that's what I need to do, because it was my idea. Like, I came to the conclusion myself. So that's the power of peer learning, and that's the magic that is created at masterminds.

I love it, and again, I love that it's all about connection. Talked a lot about how technology and AI is really separating us, and that this is a really good way to bring us together. The name of the show is leading with purpose. And I'm curious, what does that mean to you? Leading with purpose?

So one of the phrases that I use or talk about a lot is that, for a lot of thought leaders, coaches, healers, we approach our business from like, Okay, I've got 2530 years of expertise in this area, or whatever. And so what program can I create that people will buy? Because I you know, nothing wrong with making a living and and what I ask people to do is shift from what's the program that you would be most passionate about delivering, and even more importantly, who are the specific people that you would like. Every day you wake up getting to work with those specific people you're like. I love this day. I am passionate about this day because I'm getting to work with in my mastermind, the people that I hand selected, curated I didn't let in the people that I don't like helping or working with, or that drain me or, you know, exhaust me or drive me crazy. These are the people that I picked, and I love working with them. So to me, when you're when you're leading with that kind of purpose and that passion, everything becomes easier in your business and in your life.

Well, that is a mic drop moment. I think we should leave it right there. Jay, I'm so grateful for the work that we get to do together and then get to play together, and the light that you shine out of the world. I really do believe that all of the different masterminds that you're helping to people to create are creating that this ripple effect that is raising consciousness and the heart with which you share can be felt, and it's one of the things you're most known for. I just feel honored to be on the path with you.

My mission is to create a little less loneliness on the planet, one mastermind at a time.

Beautiful. Thank you, Jay. Thank you all for listening. We'd love to read your comments. Please feel free to share. We'll put the links down below to follow up with Jay. Thank you so much. Thanks, Mark.