[0:00] - If you wanna do brand deals
[0:01] or sponsorships as a
YouTube content creator
[0:03] and you don't know where to start,
[0:05] this video is going to help you a ton.
[0:06] And to make sure you get the
best information about this,
[0:09] I called in my buddy Justin Moore.
[0:11] He's gotten the content
creators he works with
[0:13] over $5 million in brand deals.
[0:16] So he has tons of experience,
[0:17] he knows what he's talking about,
[0:19] and he's here to share
that information with you.
[0:21] So get ready to take some notes
[0:22] because we're starting right now.
[0:23] So, Justin, do you think
creators should do some outreach
[0:26] when it comes to brand deals
[0:27] in order to get the ball rolling,
[0:28] or should they wait for
brands to reach out to them?
[0:30] - Sure, Nick, it's a great question.
[0:32] So, you know, when I was launching
[0:33] my podcast, "Creator Debates,"
[0:35] I decided that I wanted to get a sponsor.
[0:38] I mean, I'm a sponsorship coach,
[0:39] so I should probably have a
sponsor for my podcast, right?
[0:41] But I had no data to back up
[0:44] exactly how this podcast
was gonna perform.
[0:46] Remember, it was brand new, right?
[0:48] To be fair, I did have some
other platforms, right?
[0:50] I had a newsletter, I had another
YouTube channel and so on.
[0:53] So I had a little bit of track record.
[0:55] But essentially what I did
was I approached ConvertKit,
[0:58] which is a, you know,
[0:58] an email marketing platform for creators.
[1:01] And I basically gave him a pitch.
[1:02] I said, "Look, I am launching this show
[1:05] that has your exact persona
of the types of customers
[1:09] that you're trying to reach.
[1:10] Will you sponsor me?"
[1:11] This was basically the pitch.
[1:12] They said, "Let's give it a shot."
[1:14] The deal was essentially, you know,
[1:15] we'll kind of review it
every 30 days basically,
[1:18] but they have continued to be the sponsor
[1:20] through all of Season 1, and
now have renewed for Season 2.
[1:22] And so it's as much
about approaching a brand
[1:26] that you know has a
very specific objective
[1:28] that they're trying to reach
a specific type of customer,
[1:30] and knowing that that's,
[1:32] you know, that type of
personas in your audience,
[1:34] and letting them know what's
going on in your world.
[1:37] A lot of times I think
creators are frustrated
[1:39] when they see another creator get a deal
[1:40] from their dream brand, and they're like,
[1:42] "How come the brand
didn't know that, like,
[1:45] I'm the one who was the most
authentic fan of their brand?
[1:47] I've been using it for three years."
[1:49] And all this stuff too.
[1:50] Brands don't have like a pulse check on,
[1:52] like, every creator out there.
[1:55] It actually takes you
getting on their radar
[1:57] and reaching out and saying,
[1:58] "Hey, like, I'm a perfect fit
[2:00] to help, you know, promote your brand."
[2:02] And so I am a very, very big
fan of shooting your shot
[2:05] when you reach out to a brand.
[2:06] And this is really, you know,
kind of the number one mistake
[2:09] is just sitting on your hands
[2:10] waiting for brands to come to you.
[2:12] And, you know, I think this
is why most creators think
[2:15] that brand deals are
unpredictable, because they say,
[2:17] "Oh, you know, brand deals are
great when you can get 'em,
[2:20] but you can never really
rely on that income."
[2:22] Well, that's because
you're not supplementing
[2:24] your inbound deal flow
with outbound pitching.
[2:27] - So how many views do
you think content creators
[2:29] should be getting on average
[2:30] before they start seeking brand deals?
[2:32] - So let me tell you a story
about a YouTuber named Mike.
[2:36] So back when I ran an
influencer marketing agency,
[2:39] we were approached by
a major phone company.
[2:42] And they were kind of a budget carrier.
[2:44] And they knew that their product resonated
[2:47] with folks in the fire community,
[2:49] you know, financial independence,
[2:50] retirement early, and so on.
[2:51] But they were really
struggling to find creators
[2:53] that could authentically
speak to that audience.
[2:55] And so they approached my
agency with this challenge.
[2:58] They said, "Hey, can, can you help us?"
[2:59] And so we said, "Absolutely."
[3:00] And so we went out there and
we did a bunch of discovery.
[3:03] And so we looked across all
sorts of different creators
[3:05] and we found Mike.
[3:06] At the time, he had less
than 1000 subscribers.
[3:11] I mean, he was probably getting
[3:12] a couple hundred views on average.
[3:14] They moved forward with him,
they paid him a bunch of money.
[3:17] And you're probably thinking,
[3:18] "Wait a minute, he had
less than 1000 subscribers,
[3:20] only a couple hundred views
on average, what gives?"
[3:23] Well, it's because Mike didn't
just talk about budgeting.
[3:26] He talked about budgeting
for active duty military,
[3:31] budgeting for active duty military.
[3:33] And so the brand was thrilled.
[3:35] Again, they paid him a bunch of money,
[3:36] and you wanna know why?
[3:37] It's because they turned around
[3:38] and they used that content
that he made, they cut it down,
[3:42] and they ran a bunch of ads to
reach other people like him.
[3:47] So it's not always just
about the average views
[3:50] that you're getting on your videos,
[3:52] because there's all these other ways
[3:53] in which brands can receive value
[3:56] from the content that you create,
[3:57] not the least of, which
is repurposing it, right?
[3:59] Embedding it on their
website, repurposing it,
[4:01] reposting it on their social channels,
[4:03] running paid advertising
with it, and so on.
[4:05] - So from your experience,
[4:06] what should content creators prepare
[4:09] when they are wanting
to start on brand deals?
[4:10] - So this is an easy one. Nothing.
[4:12] You don't have to prepare
anything, and you wanna know why?
[4:15] It's because it's not about you.
[4:18] It's about how you can
help the brand achieve
[4:21] their business objectives.
[4:22] And so this is a really
important learning lesson,
[4:24] which is that when a lot
of creators reach out
[4:27] to a brand and propose a collaboration,
[4:29] oftentimes it takes the form of this,
[4:31] "Hi, my name is Justin.
[4:32] I have 45,000 YouTube subscribers.
[4:35] I, you know, get this many
average views per video.
[4:37] This is my audience demographics."
[4:38] Blah blah blah blah blah right?
[4:40] They just made the brand
fall asleep, right,
[4:42] or delete their email, right?
[4:44] Because that's what
every single creator says
[4:46] when they reach out and try
and pitch a collaboration.
[4:48] And so the mindset shift here
is you have to understand
[4:51] what is going on in the brand's world.
[4:53] Because remember, brands do
not have random pools of money
[4:57] to just dole out, divvy
out to random creators
[5:00] that reach out and pitch them.
[5:01] You know what they do have money for?
[5:03] They have budget set aside
for their own initiatives.
[5:07] So maybe it's a new product
launch or a new feature launch,
[5:10] or maybe they're launching in a, you know,
[5:11] and they were in the UK
[5:12] and they're coming to the
US or something, right?
[5:14] And so they have money allocated for that.
[5:16] And so your job is to try
to research and understand
[5:22] and make an assumption
about what is going on
[5:24] and important to them in
their world right now.
[5:27] And when you reach out and you say,
[5:28] "Hey, it seems like
you're trying to do this.
[5:30] You're trying to move the
needle on this objective.
[5:33] I can help you do that by sponsoring me."
[5:36] So at the end of the day,
[5:37] it's actually a positioning exercise.
[5:39] So it's not about you.
[5:40] It's not about a dog and
pony show that you have to do
[5:42] to convince the brand
that you're the best fit.
[5:44] Now there's an element of that,
but at the end of the day,
[5:46] it's helping them understand that,
[5:48] hey, if you part with this money,
[5:49] this budget that you've allocated,
[5:51] I'm gonna help you get
to this objective faster.
[5:53] And so I think
[5:54] it's a really, really
important thing to understand.
[5:56] - So one question that I get a lot
[5:57] from content creators is pricing.
[5:59] A lot of people don't know where to start
[6:01] when it comes to pricing
their sponsorships.
[6:03] What do you recommend
when it comes to pricing?
[6:05] Do you have a formula of some kind?
[6:07] Or how do you work that out?
[6:08] - Okay, so there are two main
buckets of pricing levers
[6:12] that you need to consider,
[6:13] so let's talk about the first one,
[6:14] which is understanding the
brand's success metrics.
[6:18] Literally, what would be a win for them?
[6:20] And the framework that I
have is called ARC, A-R-C.
[6:24] So when you reach out to a brand
[6:26] or they're reaching
out to you and you say,
[6:27] "Hey, what would success
look like to you?"
[6:30] They're gonna say one of three things.
[6:31] Number one, they're gonna say,
[6:32] "This is an awareness campaign.
[6:33] We are just trying to spread the word."
[6:35] Secondly, it's going to be a
repurposing campaign, right?
[6:39] Where they're going to take
that content that you create
[6:41] and use it in all these
different ways, right?
[6:43] Embed it on their website,
[6:44] use it for paid advertising, et cetera.
[6:46] And then the final goal type
is a conversion campaign.
[6:49] And this is where they're trying to drive
[6:51] some sort of very specific outcome, right,
[6:53] measurable outcome, right?
[6:54] Sales, you know, app downloads,
[6:56] trial signups for a software
program, and so on, okay?
[6:59] And the reason it's so critical
[7:01] that you need to ascertain
the campaign goal
[7:04] is that your pricing should
change based on the goal.
[7:07] The simple explanation is,
[7:08] imagine if the brand is
trying to drive sales.
[7:11] Well, they have what's
called a very specific CPA,
[7:15] cost per acquisition metric
that they're adhering to.
[7:18] So if they say, "Okay,
we're gonna hire Justin.
[7:20] He gets 1000 views on average per video.
[7:22] Of the 1000 people, maybe 10%
are gonna click on this link.
[7:25] So that's 100 people, right?
[7:26] Of the 100 people that are
gonna click on the link,
[7:28] maybe 50 are gonna sign
up for a free trial.
[7:30] Of the 50, maybe 20 are gonna
sign up for the paid version.
[7:33] And each paying customer stays
with our company on average
[7:37] for, let's say, 10 months.
[7:39] And our software costs $10 a month.
[7:41] So that's $100 is the lifetime
value of that customer.
[7:44] So $100 times those 10 paying
customers is $1000 dollars.
[7:47] That's the max we're gonna pay Justin
[7:49] because this is a
conversion-focused campaign."
[7:51] And by the way, they don't
just wanna break even.
[7:53] That's the break even.
[7:54] They wanna make a profit,
[7:55] which is why they're doing
influencer marketing.
[7:57] So it should be more
like 2, 3x that, right?
[7:59] And so this is why sometimes
when the brand tells you,
[8:02] sales, that's our primary metric
[8:03] and they're trying to lowball you,
[8:05] it's because they're beholden
[8:06] to this napkin math that
they have internally.
[8:09] Contrast that with an awareness campaign
[8:11] where they're just trying
to spread the word, right?
[8:13] What are the metrics there?
[8:14] Views, likes, engagement,
comments, this type of thing.
[8:17] It's squishier, right?
[8:18] And so that contact's boss
isn't breathing down their neck
[8:21] and being like, "How many
sales did you drive with that?
[8:23] You know, a promotion with Justin."
[8:24] They're not thinking that.
[8:25] And so your ability to negotiate
[8:27] in an awareness campaign goal
type is so, so much higher.
[8:31] So this is ARC, okay?
[8:32] And then the other
bucket of pricing levers
[8:35] is what I call the DUE rule.
[8:37] That's D-U-E, okay?
[8:39] And this is about
actually scoping the deal.
[8:41] D stands for deliverables.
[8:43] What does the brand actually
want you to do for them, right?
[8:46] Sometimes they'll reach out and be like,
[8:47] "Oh, you know, we just wanna collaborate."
[8:49] And you're like, "It'll
be a couple of posts."
[8:51] This type of thing.
[8:52] No, like is it two posts?
[8:53] Is it three posts, right?
[8:54] If it is an integrated video,
is it a dedicated video?
[8:57] You need to know these things
[8:58] 'cause those are differing
levels of work, right?
[9:00] You in the DUE rule
stands for usage rights.
[9:03] Again, does this brand
want to repurpose it?
[9:05] Do they wanna run paid
advertising with it?
[9:07] If so, for how long?
[9:08] That's something that you
need to price into the deal.
[9:10] And then the E in the DUE
rule is the exclusivity.
[9:13] So is this brand saying,
[9:14] "Hey, you cannot work with our competitors
[9:16] for a certain duration"?
[9:17] Well, that represents a
direct opportunity costs.
[9:21] So if you're exclusive
for six months and on,
[9:24] you know, day on month five,
their competitor reaches out
[9:27] and wants to pay you a bunch
of money, you can't do that
[9:29] because you signed a deal
for the original brand
[9:31] saying that you wouldn't.
[9:32] And so, again, these are all factors
[9:34] that you need to consider
with respect to your pricing.
[9:36] - So what if we do all of that,
[9:38] but the person that we're talking to
[9:39] says that they don't
have the budget for it
[9:41] or it's too expensive?
[9:42] How do we navigate that?
[9:43] - Okay, so first of all,
[9:45] if a brand comes back to you
and says it's too expensive
[9:47] or they just don't have
that kind of budget,
[9:48] well that's because you didn't
provide a package to them
[9:52] that fit within their zone
of budget feasibility.
[9:54] And so prior to providing them pricing
[9:56] or packages or anything like that,
[9:58] you need to say something
very simple to them.
[9:59] When you get on a call
[10:01] and when you're kind
of scoping out the deal
[10:03] and you ask them what
a win would look like,
[10:04] all this type of thing,
and then at the very end,
[10:06] you say this, almost verbatim, you say,
[10:08] "Look, this was very useful.
[10:10] I'm gonna go back and
put together a proposal.
[10:12] And usually what I like
to do on these proposals
[10:15] is put together a couple
different packages
[10:17] to give you an understanding
[10:18] of what a collaboration could look like.
[10:20] Do you have a sense of what
those three tiers look like
[10:23] from a budget feasibility perspective?"
[10:25] And then you shut up,
you don't say anything,
[10:27] you lean into the silence.
[10:29] Okay, and what does this accomplish?
[10:30] Well, now they're gonna say
something like 1, 2, 3K,
[10:34] or 10, 15, 20K, or 50, 75, 100K, right?
[10:38] You don't know, right?
[10:39] And so it accomplishes a couple things.
[10:40] One, it gives you a super
useful directional sense
[10:44] of, like, what is even the ballpark?
[10:45] What's their appetite
here for a partnership?
[10:47] 'Cause I bet you're gonna
spend a lot more time
[10:48] on a 50K proposal than you do
[10:50] on the 1, 2, 3K proposal, right?
[10:51] But it also accomplishes another thing,
[10:53] which is that, remember, when
you're negotiating with brand,
[10:56] they're almost never just talking to you.
[10:58] They're probably talking
with 10 other people, right?
[11:00] And so what they're trying to do
[11:01] is kind of Tetris their
overall budget together.
[11:04] So let's say they have 100K
[11:05] and they're talking with 10 people.
[11:07] Everyone comes in at different rates.
[11:08] And so what you do by providing them
[11:10] several different packages is, now,
[11:12] when they're going and trying
to fit everything together,
[11:14] they're gonna pick and pull
[11:15] from here and here and here and be like,
[11:16] "Okay, oh yeah, so glad Justin
gave us that package two
[11:19] or that package one 'cause we
still wanna work with them.
[11:21] He is coming in a little higher
than all these other people,
[11:23] but we really do wanna work with them,
[11:24] so let's go with package two
[11:25] or package one, or whatever," right?
[11:26] And so that's one of the
reasons why they may come back
[11:29] and say, "Oh, you're too expensive,"
[11:30] or they don't have the budget
[11:31] is because you just spit back one number.
[11:33] You say, "Oh, it's gonna
be 5K to work with me,"
[11:35] or, "Oh, it's gonna be 500 bucks," right?
[11:36] And so now there's no wiggle room, right,
[11:38] for them to try to fit
you into their plan.
[11:40] And the other thing too
[11:41] is that you should not
just come down on your rate
[11:44] and concede nothing.
[11:46] Oftentimes when they say that, you say,
[11:47] "Oh, okay, it's too expensive?
[11:49] Well, instead of 1500, I can do a 750."
[11:51] For the same deliverables,
[11:53] you literally have just came
down, you've conceded nothing,
[11:55] and now you have completely eroded
[11:57] your future pricing power.
[11:59] Don't do that, okay?
[12:00] And lastly, you should be
willing to walk away, right?
[12:03] Accept that not every deal
you do is gonna work out.
[12:08] And that is just part of the game.
[12:10] - When it comes to brand deals,
[12:11] what are some ways that
brands take advantage
[12:13] of content creators?
[12:14] So people that are just getting into this
[12:16] they know things to look out for
[12:18] or just things that they should avoid.
[12:20] - Okay, so, you know, honestly,
[12:22] some brands try to gaslight creators
[12:24] by comparing them to other creators.
[12:27] You know, for example, I came to a brand
[12:30] proposing a very large, very
comprehensive collaboration.
[12:33] And they said, "Well, you know,
[12:34] all the other creators that we work with
[12:37] have been fine doing it
for affiliate commissions.
[12:40] Well, you would you be
willing to do that?"
[12:41] They asked me, and I basically simply,
[12:44] like very simply laid out for them
[12:46] why what I am proposing is so different.
[12:48] Number one, it's control.
[12:50] I said, "Hey, do you have control
[12:51] over what your affiliates are posting?
[12:53] I don't think you do."
[12:54] Number two, rights, right, usage rights.
[12:58] Do you have the ability
to repurpose the content
[13:01] that your affiliates are creating?
[13:03] I don't think you do.
[13:03] That's something that I specialize in.
[13:05] Number three is unique
content formats, right?
[13:08] What I was talking about is,
[13:09] "Hey, I would love to do some webinars
[13:11] with your brand, right, where..."
[13:13] Like, look, brands are so desperate
[13:15] to talk about anything other
than their product, right?
[13:18] 'Cause that's what they're
talking about all day long.
[13:20] "Oh, a new feature,"
like blah, blah, blah.
[13:22] It's like putting their
customers to sleep.
[13:24] So imagine if they're able to say,
[13:25] "Hey, we're doing this
awesome webinar with Justin,
[13:28] the Creator Wizard.
[13:29] He's gonna talk about X, Y, Z.
[13:30] You gotta show up, right?"
[13:31] And it positions their brand
[13:33] as an advocate for the community, right?
[13:35] And so here I am being able
to be an extension almost
[13:38] of their marketing team, right?
[13:39] And so these are very unique
things that I'm pitching.
[13:42] And so you just have to be confident
[13:44] in what your value proposition is
[13:47] so that you don't let brands gaslight you.
[13:49] - Is there a way for content creators
[13:51] to get more out of a brand
deal or essentially upsell
[13:54] the brands that they're working with?
[13:55] - So the easiest way to upsell
[13:57] is honestly to tie the packages
[14:00] that you're providing in your proposal
[14:01] to the brand's goals, a meaning.
[14:03] So let's say you have a
conversation with the brand
[14:05] and they list out all these
different objectives they have.
[14:08] They have, yeah, awareness is a goal
[14:09] and conversions is a goal.
[14:11] And yeah, we'd love to get
the content to repurpose it
[14:12] and all these things, right?
[14:13] And so in your proposal, page
one better be what I heard.
[14:17] Here's your goals. List it out.
[14:19] One, two, three, four.
This type of idea, right?
[14:20] And then your packages,
when you list them all out,
[14:23] you say, "Okay, package one."
[14:24] With package one, you are gonna
accomplish goal one, right?
[14:28] You said awareness is important
or conversions, whatever,
[14:30] like that's gonna be, you
know, what I'm proposing to you
[14:33] in this package is gonna help you do that.
[14:35] Then moving on to package two,
[14:36] well, you're gonna accomplish goal,
[14:38] you're gonna accomplish
everything in package one,
[14:40] and in addition to that,
[14:41] I'm gonna help you accomplish goal two,
[14:42] which is the repurposing thing.
[14:43] I'm gonna give you the rights
to use that for advertising
[14:46] and yada, yada, yada, right?
[14:47] And so what you start to see
[14:48] is that the higher you
go in your packages,
[14:51] the only way for them to
accomplish all of their goals
[14:54] is to go for package five
or package six, right?
[14:57] And so this is a really,
really critical, like, thing
[14:59] that you have to consider
[15:00] when you're putting
your proposals together,
[15:02] because otherwise, like
the biggest mistake
[15:04] that a lot of creators do
[15:04] is they just make it linear, right?
[15:06] "Package one is one YouTube video,
[15:08] package two is two YouTube videos,
[15:09] package three is, you know,
three YouTube videos," whatever.
[15:11] And maybe they're getting
[15:12] some sort of like price concession,
[15:14] right, when they go higher.
[15:16] Like, "If you go for package three,
[15:17] I'll give you a 10%
discount or something."
[15:18] It's just like pointless.
[15:19] There's no reason for them to...
[15:21] They'll just be like,
"Oh, we'll just come back,
[15:22] and like if we wanna do it
again, we'll come back," right?
[15:24] There's no incentive for
them to do that immediately.
[15:26] But once you tie it to the
goals, everything changes.
[15:28] - When you're working
with content creators
[15:30] to get them brand deals and sponsorships
[15:31] through your courses
over creatorwizard.com
[15:34] or your one-on-one
services that you offer,
[15:36] what's the number one thing
[15:38] you hear the most from content creators?
[15:40] - Yeah, I mean, you know,
one of the coolest things
[15:42] about working with so many
different types of creators
[15:44] is this tremendous breadth of
deal flow that I'm able to,
[15:49] you know, glean insights from.
[15:50] You know, so it's different
content verticals,
[15:52] it's different platforms,
[15:53] different types of creators, and so on.
[15:55] And honestly, the number
one issue I hear the most
[15:57] is that every deal they
do feels super different.
[16:00] Which is 100% true.
[16:01] I mean, if you are
approaching sponsorships
[16:02] as kind of one-size-fits-all, right,
[16:04] sending brands your media kit
[16:06] with your standardized pricing,
your rate card, whatever,
[16:08] yeah, you may make some money,
[16:10] but you are leaving
thousands on the table.
[16:12] Imagine if when you come to a brand,
[16:15] right, you have a conversation,
[16:16] you ask them about their success metrics,
[16:18] their objectives, right, what
they're trying to achieve,
[16:20] you help them understand
that you are invested
[16:23] in the outcome of this partnership, right?
[16:26] Even if you might be two or
three times more expensive
[16:29] than other creators
that they're talking to,
[16:31] they're probably gonna
choose to go with you
[16:33] because it just seems like the campaign
[16:35] is gonna go better, right?
[16:37] I know firsthand, because again,
[16:39] I ran an influencer agency for many years,
[16:41] and we chose to go, like
move forward with partners
[16:44] that we worked with before
over and over and over again
[16:47] because we just knew it
was gonna go better, right?
[16:49] They were super professional,
[16:50] they were super communicative, right?
[16:52] And like that is a very, very prized asset
[16:56] when it comes to campaigns
[16:57] that especially have very
quick turnaround times.
[17:00] So man, so critical.
[17:01] - From your experience, if
there was one piece of advice
[17:05] that you would give to content creators
[17:06] who are interested in working with brands
[17:08] or getting sponsorships for their channel,
[17:09] what would that be?
[17:10] - Honestly, don't be a victim.
[17:12] Sure, there are some companies out there
[17:15] who purposefully prey on creators
who don't know any better,
[17:19] but the majority of brands in
my experience are good people.
[17:23] But they may just not
understand like what is fair
[17:27] when it comes to compensation
or collaboration, right?
[17:30] And it is part of your job as
a creator to educate brands.
[17:34] And you have to realize
[17:35] that there is, like, gonna be situations
[17:37] where you have a bunch of
conversations with the brand,
[17:40] it's gonna seem super promising,
[17:42] and then nothing comes from it, right?
[17:43] But that is business, that is life, right?
[17:46] And so once you shift from a
mindset of just being passive
[17:50] and waiting for brands
to make the next move
[17:53] and you shift to one of being active
[17:55] and taking control of the conversation,
[17:57] everything is going to change.
[17:58] If anyone is looking to make
more money working with brands,
[18:01] I would highly recommend signing up
[18:03] for my free weekly newsletter
at creatorwizard.com/join
[18:07] where I send you paid
sponsorship opportunities,
[18:10] as well as like, you
know, videos and articles
[18:12] to help you create a
smarter brand deal strategy.
[18:15] - Make sure you signed
up for his newsletter.
[18:17] It is packed with value.
[18:18] You are going to love it.
[18:19] Now, if this is your first time
being introduced to Justin,
[18:21] you can check out his
YouTube channel here,
[18:23] and I'm gonna put a playlist right here
[18:25] of other ways that you can
make money from your channel.
[18:27] Go ahead and click into
either one of those now.
[18:29] Thank you so much for watching.
[18:30] I'll see you next time.