Business success is not mysterious, based solely on talent or just a crap shoot. It's science and today's podcast episode is essentially a science lesson!

Incorporate these 5 basic elements into your business, tweak them until they work, and you will ensure any success you can dream of. Seriously, they are that powerful!

The 5 elements include:

1. Pitch
2. Website (or simple landing page)
3. Lead generating PDF (i.e. freebie)
4. Welcome email sequence
5. Sales email sequence

Other things mentioned in this episode:

Episode 19 (where I talk about the scientific method)

The basic Storybrand website outline I mention

Leadpages & Jennie Lakenan's Website Kit for Coaches

Want to get your 5 elements in order and start getting clients?

Schedule a free call with me here.

Microphone (HyperX SoloCast)-1:

You're listening to episode 39

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of burning brightly, the five

elements of a successful business.

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This is burning brightly, a podcast

for Christian moms who are feeling

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called to build a business and

share their light with the world.

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I'm Bonnie Wiscombe, a life

coach, mom, and entrepreneur.

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And I'm honored to be your guide as you

face this business building adventure full

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of highs, lows, and everything in between.

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This is where we help each

other find the courage to shine.

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Microphone (HyperX SoloCast)-1:

Welcome back my friends today.

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I'm excited about our very tactical.

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Episode where I give you some real tools

for building the business of your dreams.

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I know I talk a lot about the mindset,

a lot about the spiritual aspect, even

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of building a business, but obviously we

need some logistical tips and this is a

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lot of what I do in my coaching as well.

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let's dive in a lot of this is really

basic stuff, but it's also things that

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I didn't know for literally years when

I first started building businesses.

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So I don't want you to go

through the same thing.

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Let's dive in and talk about

these five crucial elements.

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Now for those of us who are just

starting in business, sometimes

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business success that we see can look

really mysterious on the outside.

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We'll see a business that

succeeds, or when that fails.

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And we don't know why we don't know

why some have success and others don't.

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We think maybe it's talent.

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We think maybe it's experience.

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Maybe they just hit the market.

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Luckily.

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But the truth is it is way more

science than mystery or talent, which

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is great news for all the rest of us.

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It means it's something we can learn.

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Anyone can be successful.

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I firmly believe anyone can

be successful at any business.

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They choose if they know the science

to it and they just keep trying

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new things until they hit it.

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Right.

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The best practice.

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Is to see everything as

a science experiment.

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I explain this a little bit in episode 19.

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The one called over-committing

versus under committing, we talk

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a little bit in depth about this.

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You basically come up with a hypothesis.

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You remember seventh grade.

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Science right.

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You come up with a hypothesis.

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You try it.

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You evaluate the results, you

tweak it and you try it again

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over and over and over and over.

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It's super simple.

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I remember learning

the scientific process.

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I'm thinking this is a process.

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Isn't this just how you do everything.

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Yes.

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It's how we do everything.

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But the scientists felt like

they needed to label it.

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So we'll let them label it.

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This is what we do.

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We try something over

and over and over again.

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So the customer journey is

where we do most of this work.

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The customer journey means how the

customer gets from knowing nothing about

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you to becoming a customer or a client.

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It's also known as a marketing funnel.

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Marketing funnel is just kind of a

fancy term for, it just means how

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the customer gets from not knowing

anything about you to paying you money.

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Now there are three main areas in this

marketing funnel or this customer journey.

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The first one is that awareness

finding out about you.

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Sometimes they call it curiosity.

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This is where someone learns about you.

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That next second step is the

nurturing step, where they

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learn to like you to trust you.

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And then that final step is the

conversion where we ask for the sale,

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where we try to get them to pay us.

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Okay.

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So how do we take people

through these three steps?

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The curiosity, the nurturing

and the conversion?

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Well, it's through these five elements.

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I'm about to explain to you, if you create

these well in your business, you cannot

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help, but get clients and customers.

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I promise you that, and you may start

seeing successes is what usually happens.

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He'll start seeing success in

one area or another you'll start

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building your list or you'll start.

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Getting people telling you

they love what you're offering,

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but you still won't get sales.

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That's totally.

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Okay.

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It just means some parts of your

funnel are working and others are not.

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That's actually great.

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Now we know what works and what doesn't

and then we tweak the parts that don't.

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But again, learning these elements

and implementing them well, will

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guarantee success for your business.

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Okay.

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So, first thing, I'm going to teach

you each of these five elements, and

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then I will tell you where each of them

belongs in the funnel, because I think

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that's important to understand as well.

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Where and why things might break down.

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Now the first key element

is known as your pitch.

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Sometimes people also call it an

elevator pitch or a one-liner.

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It's basically just how you

tell people what you do.

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And it's very brief.

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The first biggest mistake I see

people make when coming up with this

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pitch is they make it about them.

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And it is not about you.

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I will probably say that

line four more times in this

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episode, it is not about you.

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Yes.

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It's your business?

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Yes.

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It's your product.

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And if you're a coach or content creator,

very often, it's a very personal part of

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you, it's ideas that you've come up with.

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It's your personal coaching.

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But the business is not about you.

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It's about the clients, but

because without the clients,

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the business does not exist.

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So.

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Remember that as we're creating

this pitch, don't make it about you.

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You will talk about yourself just a little

bit, and I'll explain that in a second.

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The first aspect to this

pitch is the problem.

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We always start with the clients.

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Problem.

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After that we offer them the solution.

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And then we tell them

the results they get.

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Thanks to the solution.

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Okay, so problem solution results.

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Now, if you are a life coach that

uses the model, you can probably

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see a little bit of similarity here.

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Our thoughts very often

come up with problems.

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Our actions try to create some sort of.

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Solution.

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And then we have a result that

may or may not yield what we want.

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So we'll go back to the drawing

board and try to shift our

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thoughts to get a better result.

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This is just how life works.

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There's a problem, a solution, a

result that we may or may not want.

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So, this is what we mimic within

this first step of our funnel.

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Okay.

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This pitch.

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So, let me give you just a

few examples that I'm sure

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you've seen thousands of them.

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In fact, this is kind of a fun activity

is to watch an ad or a commercial.

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And just jot down what the

problem solution and result are.

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And if it's a good ad or a

good commercial, you will

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be able to figure those out.

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Instantly.

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Let's take the problem

of gross tasting water.

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I live in the desert and our water

coming out of the tap tastes nasty.

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So a solution for that would

be clear, filtered water.

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And then the result would be that

it tastes better and I drink more.

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So I stay hydrated.

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Problem is gross.

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Tasting water solution is clear filtered

water, which I tend to get from a.

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R O system that we have in our house,

maybe you would be selling bottled

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water or a different filtration system.

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And the result would be, it tastes better.

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Ergo, I drink more, which is probably

a result I'm trying to get in my life.

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Okay.

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Another problem.

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Probably many of us have our car

needs an oil change, but we're busy.

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A solution could be a

30 minute oil change.

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You've seen those places that

offer 30 minute oil changes.

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The result would be my car is maintained.

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I do the thing my car needs.

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And I'm back on my weight

and just 30 minutes.

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Another one,

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maybe there's a therapist who

sees that a lot of her clients

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are fighting with their husbands.

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So that's the problem.

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The husband and the wife are fighting.

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The therapist offers marriage courses.

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That's the solution.

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And then the result is that the couple

gets the tools and they stop fighting.

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Okay, so you can use this in

any industry, any product.

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In fact, if a product does

not have a problem, solution

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result is probably not selling.

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You have to put it in this

framework in order for people

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to understand why they need it.

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Always start with that problem.

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So this is an interesting thing.

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Many of us, like the idea of starting with

the solution, but even if the client knows

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what the problem is, if we don't formulate

it for them, It's a lot harder to sell.

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In reality, no one cares about

anything until there's a problem.

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Look at books or movies or just

stories you tell around the fire.

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There's always a problem.

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That's the conflict.

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And the conflict resolution

is the rest of the story.

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So, if you can briefly describe

the problem first, then you can

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describe how you fix it and then

never, ever forget the result.

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Again, that might seem obvious.

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You might want to just go say

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I coach about XYZ.

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It's the best.

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But until you tell them why

they need it, the problem.

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And what they're going to get

out of it, the result it's not

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going to sell nearly as well.

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So, let me just share mine with

you guys to get in context.

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My problem is that new

life coaches get certified.

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And then they're confused

about building a business.

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They don't know what to do next.

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My solution is that I offer one-on-one

help in the form of coaching

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to get their business launched.

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And then their result is they

coach people and make money.

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What's your two of the reasons

that people go into coaching,

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they want to help people.

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They want to make money.

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Okay, so problem.

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Solution result.

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All right.

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That's the first key element that pitch.

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Nail that pitch down and like 80% of

your work in our marketing is done,

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but it's, it's a little bit tricky.

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You're going to need some feedback.

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You're going to need to test it in

the market over and over and over.

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Ask your clients, ask your friends,

but then again, just test, test, test.

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That's the best way to get the solution.

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Alright, next element.

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Number two is your website.

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So many of us get so

overwhelmed by this step.

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It seems so scary.

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It seems so technical.

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It seems like it's just

going to break down on us.

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It doesn't have to be hard.

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You guys, it doesn't have to be fancy.

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We can start with just a

very simple landing page.

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I won't go into details here, but

I'm just going to give you a quick

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side note of how I recommend to my

clients that they build a website.

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My very first recommendation

is that they use.

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Program called lead pages.

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Lead pages is phenomenal.

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It is a drag and drop

editor that is so easy.

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You can literally get a website

up in 30 minutes or less.

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So-so so easy and beautiful.

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So that's where I tell

the beginners to start.

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Uh, next step up if you've tried that,

or if you have a little bit of experience

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in business or building websites is a

website kit by my friend, Jenny Laken in.

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She is a web guru and she has offered

this kit to people, specifically

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coaches, so they can build their own

website on WordPress without paying.

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Uh, a designer expensive costs.

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So that's kind of the second step

for those who want a little bit

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more control over their website.

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And they're not afraid of a little bit

of hard work of getting it up themselves.

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The third solution is if you're

farther along in your business

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journey and you're making money and

you don't want to touch it at all,

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then you can hire the professional,

but that is cost prohibitive.

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And when you're first figuring things out,

it's just not a great idea because you

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want to change and tweak things so often.

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So those are kind of the three steps of

getting a website that I recommend to

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people, but I almost always recommend

beginners start with lead pages.

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It's just so easy.

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So back to our website,

it needs to be simple.

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Remember the days of, you know,

early two thousands everyone's

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website looked like somebody had

just vomited text all over it.

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There was just words, everywhere.

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Links everywhere.

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Crappy graphics everywhere.

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We've come a long way.

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We have learned that confused

clients don't take action.

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Confused clients just leave.

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So we do not want anyone to be confused.

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Unfortunately, as business owners, we

think that we're giving people options.

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Well, I want to give them the

choice to learn more about me.

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Or I want to give them the

choice to read my blog.

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I want to give them the

choice to contact me.

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I want, so we have links upon

links all over the place.

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When in the end, people just

get confused and they leave.

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They don't need choices.

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People need to be told what to do.

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I know that sounds a little

insulting, but it's true.

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When's the last time you went to a

website that had a million options

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and you knew exactly what to do.

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Like that never happens.

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They need to be told what to do,

which is why when you go to those

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professional websites, very often, you

see one massive button in the center.

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It's like shop now.

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Learn more, watch the video,

whatever one thing they want you

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to do it is front and center.

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In the show notes, I'm actually going

to include a link to an article.

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I found recently that I,

that was really helpful.

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It is based on the StoryBrand

methodology for building a website,

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which is very simple, very clear.

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And if you're a little bit confused

about your website or you're just

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starting out, go check it out.

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I think it will be very, very helpful.

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It shows, I think eight or nine key

elements that a website should have.

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And again, follows this advice

of keeping it very, very simple.

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But again, I'm going to repeat myself.

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Don't make your website about you.

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If the first thing they see

is learn more about me and my

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coaching and my experience and my.

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History and how wonderful I am.

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Nobody cares.

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I know that sounds harsh, but nobody cares

until they know how you can help them.

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All right.

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So again, we start with that problem.

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We tell them the solution and then we

tell them how we can give them the result.

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The only thing your website should

have in the header the portion of your

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website that shows up before anyone

scrolls anywhere is one or two buttons.

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We're talking as minimal as possible.

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It should be a call to action.

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What do you want people who

come to your website to do.

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I personally have two,

one is work with me.

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So schedule a call.

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The other button is download the guide.

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Because either people are ready

to work with me or they're not.

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If they're ready, they can schedule

a call if they're not, I want

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to get them on my email list so

that I can keep nurturing them.

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I can keep creating that relationship.

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So that's it.

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One or two links at that top

part work with me or don't.

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We are forcing people into taking action.

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Hey, you're here.

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You're interested.

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Take action.

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Right now, it doesn't mean

we're twisting their arm.

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If they're not ready.

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That's okay.

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But we do want to capture

those that aren't ready.

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In a way that we can retarget them

later on, we can send emails to them.

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We can make sure that they

hear from us regularly.

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So when they are ready,

they know where to go.

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We can still have more

links on our website.

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That's totally okay.

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We're going to need terms and

conditions and the privacy policy.

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And maybe we do want to link

to our podcast or our blog.

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But keep those in the footer of your

website, make people go looking for them.

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If they really want them, including

social media links, all that other stuff.

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What you want up top is.

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Those very clear choices.

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Come work with me or get on my list.

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So once we have our website or that very

simple landing page done, that leads

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us to how we get people on our list.

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We have to create something for

free that will entice them to

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swap it for their email address.

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People don't want to give away

their email address for nothing.

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Nobody wants a more spam in their inbox.

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So you need to tell them

that you have things.

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Of massive value that you

want to give away for free.

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If they will leave their email address,

usually this is done in the form of a PDF.

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We call it a lead generating PDF.

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It means it generates leads.

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A lead is someone who might

buy from us in the future.

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People also refer to it as a freebie.

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So something you're giving away

for free in exchange for email.

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This is a great place to start.

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It's very easy to make

a cute PDF in Canva.

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Very easy to put a big chunk

of your knowledge in this

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document and offer it for free.

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And it developed some trust.

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Right.

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If you go into someone's website and

you think, oh, wow, this is interesting.

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What they do.

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I could use this.

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And there's a button that

says, get the free guide.

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You're likely to download it.

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And then you're going to read it

and realize, wow, this person really

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knows what they're talking about.

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This is a ton of great stuff.

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If only I had known this before.

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That's going to build some trust

and you're going to instantly be

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more curious about this person and

wondering how they can help you.

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In the future.

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a few ideas for this PDF

are things like a guide.

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The free guide.

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A cheat sheet.

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A list of some sort here's 50 ideas for X.

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Maybe a plan.

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I see lots of fitness or nutrition,

people giving workout plans or meal plans.

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You can say you're offering five

steps to some sort of success, your

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potential clients or customers want.

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Really you name it.

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If you can come up with it

and put it on a PDF, it works.

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One thing I see here is sometimes

business owners get nervous about

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giving away too much for free.

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It is almost impossible to

give away too much for free.

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The reason is people assume.

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Your paid product will always be better

than your free, and it will because

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you're giving it to them in a way that

is either more convenient to consume or

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it's one-on-one, or it's more in depth.

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So you can give away basically the

whole farm for free or for cheap.

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And people will always pay you

more for that one-on-one or for

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that group coaching or whatever.

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The next step up is I learned

this from Russell Brunson.

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He is a business genius and he

sells pretty much everything.

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He knows about marketing in his books

and his books cost like $12 on Amazon.

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And he says, I am not afraid to sell

people everything I know for $12.

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Because I know that they will still pay

me $20,000 to work in person because it's

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always more valuable to work in person.

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So again, don't be afraid to give a

ton away for free, obviously without

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overwhelming them, please don't create

a 35 page PDF that he wants her.

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Your new leads to read through.

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That's not going to happen.

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Keep it short and sweet.

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Don't overwhelm them.

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But give them lots of value.

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People will always think, wow.

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If she gives this away for free

than her paid resources must be so

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much better, which they always are.

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Now this free PDF is how we get people

on our email list, which is absolutely

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essential for creating a relationship

and nurturing that relationship.

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If you don't have an email list yet.

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Create one today.

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Do everything you can to start

getting people on an email list today,

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this requires a few steps, right?

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You have to find an

email service provider.

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You have to find a program that

will send these emails out for you.

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That's how we do it legally when it

comes to mass emails, but start that

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email list as soon as possible, because

that is how we get clients to know,

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like, and trust us and eventually pass.

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All right.

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So that leads us to our.

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Fourth key element.

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As a reminder, we have the pitch

number one, number two, the

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website, number three, that lead

generating PDF that freebie number

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four is our email nurture sequence.

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Again know like, and trust.

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That's the idea.

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We want our clients to know us,

to like us to trust us enough

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to eventually give us money.

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Just briefly as an overview, when people

put their email on your website, the

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first thing that we're going to trigger.

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Which you can do automatically in

your email service provider is to

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send a series of welcome emails.

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This is basically like a, Hey, I

know you don't know me from Eve.

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But I'm going to explain what it is.

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I help people with and how

I can possibly help you.

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It's usually about three to

five emails coming in over

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the course of a week or two.

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And you're just kind of becoming friends.

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Very often this business funnel,

this customer journey is compared

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to a dating journey, right?

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When you get someone's phone number,

you're not going to immediately call

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them and be like, Hey, let's get married.

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You're going to tell them a little

bit about yourself and hopefully

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get to know them too, by the way.

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That's totally.

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Appropriate in a welcome sequence

is to ask for a response.

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I love welcome series that say things

like, hey, this is a problem I've seen.

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This is a solution I offer.

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Tell me about yourself.

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Is this a problem that you struggle with?

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Where are you in your journey?

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What have you tried?

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What have you struggled with?

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Hit reply and let me know.

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People love to share their

opinions, their experience.

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They love to share about themselves.

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That's just human nature and allowing them

space to do that is such a wonderful way

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to create that relationship side note.

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If you're going to do this,

please respond to the emails.

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There's nothing worse than saying,

Hey, shoot me over some information

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about you and then crickets.

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So if this isn't something that you're

capable of doing, then don't ask

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for the reply, but a quick response

from business owner that says, oh my

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goodness, thank you so much for sharing.

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This was so helpful.

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Goes a long way.

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So, how can you help?

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This is what we want, our

welcome sequence to be all about.

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Again, don't make it all about you, but a

little bit about you and your expertise.

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But make it all about how you can help

the client, give them as much value as

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possible again, without overwhelming them.

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Show them a little bit

about your expertise.

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But make it about solving their problem.

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This is also a great place to check

back in on that freebie and say,

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hey, did you download the freebie?

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Did you open it?

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Did you work through it?

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Do you have any questions about it?

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Can I help you with it?

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Encourage them to get the value out of

that freebie that you already created.

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Once those kind of three to five emails

are done that week or two is over.

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Then you send those people into the email

sales sequence, and that is the fifth

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key element of a successful business.

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This is where we try to get them to buy.

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And I know what you're thinking.

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I don't like to sell.

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Everybody has so much drama about the

selling, but if you believe in your

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product and you know, you can help people.

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Why is there drama?

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What if we walked into target and

we're like, I really need some mascara.

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And they're like, well, we have

some, but you know, I don't know.

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I don't know if you want to pay for it.

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I mean, we, we have black and brown.

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Maybe you want to blue though.

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You know, you don't see someone

ringing their hands at target.

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Wondering if they're maybe offending

you by having mascara to buy it.

484

No, you came to target to buy the mascara.

485

You want it, even if it might be more

than you thought you were going to

486

spend, you're going to pay for it because

that's what you walked in there for.

487

So if people are on your email

list, they're there for a reason.

488

Please give them the

option to buy from you.

489

Please do not sit there.

490

Wringing your hands and

apologizing for selling.

491

This is a business relationship.

492

Yes.

493

We want them to know like, and

trust us, but we're not besties.

494

We are client and coach, and we are.

495

Business owner and customer.

496

Okay.

497

Historically clients and customers

are never more primed than as

498

these new curious subscribers.

499

So it's a great time to sell

once they have gotten to know

500

you a little bit through that.

501

Nurture sequence.

502

Set up another week of emails

telling them about your offer.

503

I'm gonna give you a handful of ideas

for what to put in each of these emails.

504

So get out your notes if you can, or

come back and reassess them when you can.

505

But what this does is it gives

them a chance to say yes or no.

506

Now you might get some

unsubscribes during this week.

507

Great.

508

Fantastic.

509

You don't want you to list full

of people that aren't interested

510

in buying what you have to offer.

511

Don't let those

unsubscribes psych you out.

512

But give them something to say yes

or no to don't just be kind of wishy

513

washy, hanging out there in the corner.

514

That's not beneficial to anyone.

515

All right.

516

So these sales emails generally

look something like this.

517

First email.

518

You tell them about your

product don't sell anything yet?

519

Just say, were you aware that I

offer one-on-one coaching or I

520

offer fitness classes or I sell

XYZ, whatever it is you sell.

521

Tell them about it.

522

Brag about it a little bit.

523

Tell them why you love it.

524

Just don't sell it yet.

525

Then on the second email, you

talk about the problem that you

526

talked about already, right?

527

In your nurture sequence, you bring

that problem back up and then you

528

offer your product as the solution.

529

You make that connection.

530

You know, I've seen that people really

struggled to know what to do at the gym.

531

That's why I've created these classes.

532

So when you go to the gym,

you know exactly what machines

533

to use, what weights to lift.

534

Now your product is set up as the solution

to the problem we've been talking about.

535

Third email.

536

You can add some social proof

at some customer testimonials.

537

If you don't have those that's okay.

538

You can.

539

Talk more about how great the product is,

but customer testimonials go a long way.

540

They know that other people

have paid you money or have even

541

tried your product for free.

542

And they've said amazing things about it.

543

Side note, if you don't have

testimonials yet, go get some,

544

just have your friends and family,

try it and write you some words.

545

They're very, very

beneficial in marketing.

546

And then the next email, you

want to overcome some objections.

547

So you see what we're doing

just little by little.

548

We are just filling their brain

with information about how

549

this is a great solution to the

problem they're experiencing.

550

Other people have tried it.

551

I know you might have some objections.

552

Let me overcome them.

553

What does overcoming

an objection look like?

554

Well, what do people object to when

buying your product, maybe it's money.

555

It's always money.

556

There's always a money.

557

Objection.

558

So you can say something

like you might be thinking.

559

I don't have the money

for something like that.

560

But do you have the money

not to invest in it?

561

Do you have the money to be

unhealthy for another year?

562

Do you have the money?

563

Two.

564

Waste sitting around trying

to figure out your business

565

on your own for another year.

566

So you, you choose an objection

that people come up with and then

567

you show them how your product

is worth pushing through that.

568

Objection.

569

Next email, you shift their

perspective in some way.

570

So maybe they've tried something

like your product before and

571

it hasn't worked for them.

572

Well, tell them how you're different.

573

Say I know you've probably tried something

like this before and it hasn't worked.

574

Let me tell you why my clients get success

when they haven't in other programs.

575

Or something similar.

576

You're going to shift their

perspective a little bit to see your

577

product in an even better light.

578

And then finally that last email

of the week you ask for the sale.

579

And that's it.

580

You don't do any more convincing?

581

No more testimonials.

582

No more.

583

Look how great it is.

584

You just say, Hey, I'd love

for you to purchase this.

585

Hey, I'd love to have you as a client.

586

Hey, if this feels like the right

step for you, click here to buy.

587

That's it.

588

And then hopefully you get some sales.

589

If you don't, then you funnel those people

back into your nurture sequence, which

590

continues to go out every single week.

591

That's where we send out our newsletter.

592

We tell people about our blog.

593

We say, have you listened

to this podcast this week?

594

That's how we continually nurture.

595

Going forward in the future.

596

So I know that was a lot.

597

If you need to get home, rewind this

podcast, write down those sales emails.

598

They work very, very well.

599

Again, a lot of these marketing

tactics that I use, I get from the

600

StoryBrand way of doing marketing.

601

So that is a really

great resource as well.

602

If you want to learn more about

marketing, it is so fascinating.

603

But those are your five

key elements as a review.

604

Your pitch.

605

Your simple website, your lead generating

PDF that freebie your email nurture

606

sequence, that welcome sequence.

607

And then the sales sequence.

608

And then of course, after that,

you send them into your regular

609

nurture sequence, which is what

you send out every single week.

610

So let's talk really briefly about where

each of these elements fits in your

611

marketing funnel, as you can probably

guess that awareness or curiosity.

612

Step right at the beginning when

people are learning about you.

613

That's where they are hearing your pitch.

614

Maybe they're reading your pitch on

social media or they're reading on an ad,

615

or they heard you in a video somewhere.

616

Your website is also a part of this

because when people first show up

617

at your website, Chances are good.

618

They don't know much about you.

619

You want to get them into your email list.

620

The lead generating PDF or that

freebie and your welcome sequence,

621

that is the nurturing part of things.

622

That's where you're giving them value.

623

And you're hopefully building some

of that know like, and trust factor.

624

That's the.

625

Nurturing part.

626

And then finally that conversion part of

the funnel is where we ask for the sale.

627

Don't cheat your business

by not asking for the sale.

628

You guys it's so important.

629

People want your help.

630

Don't cheat your customers and

yourself by not asking them for the

631

sales so that you can help them.

632

That is the conversion part.

633

We could spend years and years

building businesses that only get

634

people through the nurturing part and

never actually asked for the sale.

635

And that would be so disappointing and

so frustrating for all of us involved.

636

So please do yourself a favor

and make sure you're doing that.

637

Dive into your businesses this week.

638

Make sure you have

these five key elements.

639

If you are just so overwhelmed by

all this, this is where I help.

640

This is where I ask for the sale.

641

Come coach with me.

642

I would love to help you.

643

I love, love, love, love, love what I do.

644

And it is so rewarding to watch someone.

645

Go from feeling so overwhelmed and

like an imposter in their business

646

to feeling confident and regularly

getting clients that they can help.

647

It is.

648

Magical you guys.

649

I love it so much.

650

Check out the links to this

episode in the show notes today.

651

And I will talk to you next week.