How to Master Linkedin: Maximize the #1 Job Search and Networking Site

It is the public business card.
It is the platform that everybody goes to, and it's also a very democratic platform.
Hi, I'm Ravo Zeri, and welcome to How Much Can I Make.
I am a curious journalist, fascinated by what people do for a living, what their jobs are really like, and how much they can earn.
Join me as we dive into stories behind careers, uncovering insights and details, which I hope you'll find as intriguing as I do.
So let's get started.
Today we have a show that is a bit different.
It is not about a job per se, but it's about one of the most important social media and platform for job seekers.
And with us is Meg Columbia Walsh, who came from humble beginning to climb way up in the corporate ladder.
So, Meg, why won't we start by you giving us a little bit about your background so we know where you're coming from?
Sure, hi Moral.
Great to be here.
Thanks.
And thank you for doing it, by the way.
You bet, you bet.
I started my career wanting to be a physician and started working for Johnson Johnson actually, and loved it.
When the Direct to Consumer Advertising first came out, the first television ads for the pharmaceutical products, I moved over to the advertising industry and was helped to pioneer those first television ads.
Soon after that, around 1995-96, the brand Clarendon wanted a website.
I happened to be managing that, it was very early, but they were a very big blockbuster drug.
And I went searching for somebody to build them a website.
None of us knew much about it.
There were no IT departments, everything was still uh the network uh telecommunications guys in the companies.
And I quit my job and founded the first digital agency in healthcare because I couldn't find anybody to build it.
Uh then soon after that, I founded what became the first healthcare site for consumers on the internet, uh, which was CBS Healthwatch.
Yeah, I remember that one.
Yes, and that I took public, and after that uh became a serial health tech entrepreneur.
And usually when I would build and sell the uh build the company, it was because some new technology would come out, like the web, then mobile, social.
My last company was artificial intelligence, to teach my clients actually how to use it.
So my clients would depend on me when the new technologies came out.
How are we gonna use this mag?
How is it going to impact us?
And then once I would build it up and sell it, I would usually go and help them to manage whoever brought it.
And that's how I come to you today.
Very impressive.
Long way, long way, long way, yes, a long way.
Before we get into mastering LinkedIn, which you're gonna tell us all about, I want to know first who should be using LinkedIn.
Everybody.
Everybody that has a job and everybody that's seeking a job.
Why?
Because it is the public business card, it is the platform that everybody goes to, and it's also a very democratic platform, which I like.
So all professionals have a LinkedIn profile.
So it's not only for job seekers.
LinkedIn is a phenomenal professional platform.
Most people keep politics and uh lighter stuff out of it.
It really is about companies promoting what they're doing or executives promoting what they're doing.
A lot centers around their industries and a lot centers around technologies.
So, for example, my clients uh are on the platform, and every once in a while I'll have a need to go and ask somebody at Johnson Johnson, what are you doing with mobile?
What are you working on right now?
I will contact them through LinkedIn.
So we all stay very connected, just like we do in the our personal lives in Facebook or Instagram.
On LinkedIn, we do that professionally.
So the majority of corporate America using LinkedIn?
That's right.
And not only corporate, it's really everyone.
Whether you're working in an edge agency or a corporation or whether you're a realtor, everybody pretty much has a profile.
The thing that's interesting, and why we're talking today is not everybody does it very well, and it's an amazing tool if you master it and do it very well.
And of course, we're targeting two the job seeker.
And the job seeker needs to rely on the platform not only to be uh investigated once they reach their handout, everybody's gonna go to LinkedIn to find out who they are, but also to search for positions, and we're gonna talk a little bit about that today.
Okay, so let's start with mastering LinkedIn.
You mentioned that people make mistakes, they misuse LinkedIn.
Yes.
Let's start with that.
Okay, great.
So the first part of LinkedIn is your profile.
And the profile many people treat like a resume.
It kind of looks like a resume.
You open up LinkedIn, you have your name, there's a headline, and then you go and there's a summary, and then you go and there's your jobs.
Right.
What people really are missing is that LinkedIn is professional Google.
It isn't a resume, it is a search engine.
And each one of the elements that LinkedIn has provided for a job seeker or an executive to highlight themselves is very critical.
LinkedIn is very good at providing you with a profile picture and a headline, then a summary to grab people's attention, then list your media where maybe you've written a book, maybe you've posted an article, maybe you've been in a video.
Then you have your professional experience.
At the bottom, you have recommendations.
Uh, you also can highlight your skills.
So where people really make a mistake is they don't take the time to realize that each one of those sections has to be optimized for the search engine to find them properly when people are looking for different topics.
So when you say optimize, you mean like hashtags and tagging and all of that?
Not necessarily hashtags, but when you go to, so let's break it down.
Okay.
So we get to the headline section, right?
I have my picture.
I don't want to just say my job and repeat it, right?
So mine says Meg Columbia Walsh, and then it says Distinguished Fellow at Columbia, and then it says five-time exited female entrepreneur.
That's just in my headline.
Why?
So if somebody is searching and they are looking for a woman, you want to make sure that's there.
If they're looking for uh somebody at Columbia, I've put that right up there and mentioned it, right?
Then you go to the summary.
My summary is very extensive.
People are afraid to do that.
No, opposite.
Well, like three or four paragraphs?
Um yes, it is.
And it lists every award that I've ever gotten.
Because again, when people look for candidates, an expert just like you do, I need an expert in AI.
Right.
I am an expert in AI.
I want to make sure that in my summary, I say extensive experience in AI and machine learning.
But I'm not just saying that like a resume where you're looking impressive.
I'm saying all the things in my summary that summarize me so that when somebody is searching, I come up in the search.
So when I say optimize, what I mean is you want to make sure in each of the sections of your profile on LinkedIn that you are very complete in thinking about it like Google, so that if somebody's searching, are you really doing a good job of telling who you truly are and detailing your experience so that you will come up?
So, for example, for myself, I want to come up as an entrepreneur.
I want to come up as a female entrepreneur, I want to come up as a health tech entrepreneur, right?
All of those things are covered.
I don't miss those words because however somebody is searching, I want them to be able to find me.
All of the things that I write down before I do my profile that I want to be come up if somebody's doing a search, I make sure in each and every section of my LinkedIn profile that it's done extremely well.
Would you recommend in the profile and this in the summary to put some pictures or something or just print?
No, it's just print in the different sections, except for there is a media section.
So there is a section where I do have the videos uploaded that I have, you know, been a speaker.
So I accepted reward, I have the acceptance speech.
I taught a class for entrepreneurism at Stevens Institute of Technology, I have that in there.
I've published a lot of articles, I have the articles in there.
So there is a option to do multimedia, and if you have that, it's a fantastic thing to add.
Where do you find this option in LinkedIn?
I never saw it.
Yes, so you can add sections on LinkedIn.
So on underneath your profile, it actually has tools.
And I would highly recommend that you look at, and perhaps we can do a follow-up to this in a webcast.
Uh, there are videos that explain exactly what I'm splaying.
Explaining really good ways to add a section.
So if you're a person that happens to do a lot of uh speaking, you want some of those speeches in there.
If you're a person that happens to write a lot of articles, you want that in there.
In LinkedIn under your profile, the tools are there that say add a section.
Oh okay, add media.
Uh so those tools in LinkedIn exist to add different sections depending on who you are.
So, for example, if I was a realtor, I might want to upload, say I have a postcard that says recently sold.
I might upload that into there.
So there is a way to feature uh your multimedia, let's call it for the sake of right now, but you can put media into your LinkedIn profile, but it just becomes another section.
Wow, I never knew about that.
I know.
So most people don't focus enough on the different sections.
So there's the basic sections, which is your headline and yourself.
You want that headline to stand out, right?
Then there's your summary.
You want the summary to say really who you are, but also put those keywords in there that you want people to find you, your awards, your honors, etc.
And then I have recommendations.
So people who have come in to recommend me, and that's really important.
People don't do this as well.
You can invite people through LinkedIn, so I can send you a request, Mirav, would you write a nice note about me for my LinkedIn profile?
Almost 100% of people say yes.
Right.
I have about 15 in there.
Some of them just happened.
Uh, they were automatic because somebody wanted to do it.
Some I requested them, and if somebody comes to me, I also do a recommendation for them.
I know you've hired many people in your life.
If you go to LinkedIn to look for somebody, you look at all the sections in the profile?
I do if they're interesting.
So if their headline catches my attention and they have the skills I'm looking for, I will dig deeper.
What else can you tell us?
Okay, so let's switch over.
We can cover the profile in more detail later in another session.
Let's move over to now the job seeker who's coming into LinkedIn.
Many people do not put in the work necessary to use LinkedIn properly.
I have many young people that will say to me, Oh, I applied, it doesn't really work.
And when I dig in and I teach them, it's because they actually aren't doing it properly.
Okay.
So let's break down how that works.
Now, the most important thing that I want everybody to remember is that this is professional Google.
Uh-huh.
It's not a resume.
Okay.
And so as long as you keep thinking this is a search engine, each and every action you take is going to bring you back to that idea.
Right.
So on the bottom of your LinkedIn page, you have a tab that says jobs.
When you click on jobs, okay, you're going to type in, let's say I'm I want to be a project manager.
Okay.
So many people will just simply type in project manager.
That's it.
That's all they'll type in.
I'm guilty of that, yeah.
Exactly.
And that's only one search.
So remember, search engine.
Underneath the search bar, which is the job title or the search, and then the location, there are tabs on your job search page.
It says jobs, it says experience level, it says easy apply, date posted, salary, etc.
My strong recommendation for each one is to when you type the first thing in, let's say project manager, okay, you put in the location, I want you to hit easy apply first, and I want where it says date posted for you to put within the past week.
Why am I saying they're getting too many resumes?
If it's not posted within the last week and we can expand it later, I'm not going to see the most up-to-date jobs that 10,000 people haven't already applied to.
Okay.
Now, this is the first cut.
Okay.
So I'm going to do project manager within the last week.
I'm not going to hit experience level.
I'm telling you not to pick an experience level because many recruiters don't use that tool.
And therefore, you could miss jobs by narrowing it too much.
So again, along the top, you're going to hit easy apply, date posted within the last week.
Now you're going to get a whole list of jobs that are going to come up.
Okay?
So you're going to go through them.
Let's say you find one you like, project manager for Google.
That sounds like a great job.
Right.
I'm going to hit on that.
First, I'm going to read the description.
Okay.
If you are truly not what the description is asking for, don't apply.
It's not worth your time.
So be your own smart screener and apply to jobs that truly are asking for certain experience that applies to you.
Okay.
Okay?
So now I've liked this job.
I'm experienced.
I fit the job description.
Now I'm going to hit easy apply.
My profile is going to be what's sent.
So hopefully we spent good time making our profile perfect.
And I'm going to hit send, submit.
It might ask me some questions.
It might ask me some uh demographic information.
I'm going to answer all the questions.
Now I hit submit.
I'm not done.
Okay.
I'm going to go back to that job that I've just applied to.
And sometimes it says job posted by.
And it actually has a person there.
Oh.
The job poster.
Okay.
So the second thing I'm going to do after I've applied for the job is I'm going to hit that job poster and I'm going to hit connect and I'm going to connect to them.
And if they accept my connection, I'm going to write them a note.
Miraf, you posted a job that was project manager for Google.
As an example, I just applied to the job.
I just wanted to reach out to you to move to the top of the list.
Very nice to meet you.
Thank you in advance for your consideration.
Nice.
That separates you from the pile of 10,000 resumes that person just got.
Right.
You're still not done.
This is still one job.
Okay.
Now you're going to the corporate website.
Even though you applied on LinkedIn, if it's a job you really like and you're reapplying to the same job through their website.
That's right.
Now, why would you do all this?
Why?
Because again, it's different people looking at the resumes.
Oh.
So when you send it through LinkedIn, it might go to a certain area of the recruiter that posted it that's scanning through the LinkedIn resumes.
But the hiring managers or the HR department within the company might also be looking at the resumes.
They could be two different people.
When you were looking for people, did you go to LinkedIn or do you did you go to your own website?
Both.
Okay.
And I had two different people looking at them, which is why I'm saying this, right?
Here's another very important point.
Okay.
Now we'll move to Amazon.
An enormous company with 1.6 million employees.
Everybody wants to work there, right?
So when I talk to some of my mentees, they'll say, Oh, I applied to Amazon.
I didn't get called back.
I'm like, okay, there's 1.6 million employees.
Let's say there's 30 divisions.
Each one of those divisions is hiring, and within the divisions, there's probably 30 different people hiring.
Right.
So it's more about the position than it is about the repeat in the company.
Okay.
So 10 people at Amazon could be hiring for a project manager.
Myself and you.
But we're you're in California and I'm in New York, it's two different divisions, two different jobs.
It doesn't matter if you apply to the same company for different positions over and over because different people are looking at those resumes.
And if you have a real desire to work somewhere, you really want to put in the work.
Now, the work I'm describing to you, what I tell my job seekers is I want an hour a day.
What?
They say.
This is the hiring manager I applied to, and you just keep that running.
What else do I do with that notebook for my mentees?
I ask them to write me an email.
Here's Meg, the 10 jobs I applied to.
Why do I have them do that?
Because I might know somebody that's hiring for one of those jobs.
So you want to take advantage of your mentors and people you know to see if they might know somebody there as well.
So let's stop for a minute.
Okay.
We're not even done with project manager.
Okay.
So that was just a generic search for the word project manager.
Okay.
And I did everything I just described.
Okay.
Now I want to work in healthcare.
So now I'm going to refine that search one more time.
And I'm going to say healthcare project manager.
And I'm going to do the same thing.
I'm going to hit the easy apply.
I'm going to hit the date posted.
And I'm going to go through again and apply to the jobs I want.
Wow.
Okay.
Now I want to be a project manager in a healthcare advertising agency.
So you're now refining it even further.
I'm going to get a whole list of another hundred jobs.
I'm going to search through them.
I'm going to pick ones that I like, and I'm going to do the work.
So this is this is something that you can master.
I'm teaching the mastery tricks to separate yourself, but also like everything else, when you want to rise, you have to hard work hard.
Hard work is how you get a job.
If you want to get one of these positions, if you want to separate yourself from the hundred thousand kids coming out of college each year to try to fight for these jobs and everything else, you have to do the hustle I've just described to use a masterful, wonderful tool in the right way to make sure your profile in each section is perfectly done, really optimized for search terms of who you want to be searched for, that you've gotten some recommendations, that you're typing the right skills, that in your individual job, so the first actual Work experience that you list.
You're not generic.
You really want to show off and don't be afraid to do so.
Don't think like, oh, I don't want to sound like I'm bragging.
Absolutely, you want to sound like you're bragging.
Because again, if I'm competing online against a thousand applicants, how am I going to stand out?
When I take the time to read your work experience, and you're giving me, you know, not only what you worked on, but how well you did?
Hmm, okay.
I have all these piles in front of me.
I'm going to put you in the top 25 pile.
Okay.
And that top 25, those are the only people that we're reaching out to.
Those are the only people we're going to think about interviewing.
Um, and so that would be something that would be really important.
Is LinkedIn the top of the line?
It is.
It's the premium.
LinkedIn is absolutely the premium, and your profile must be excellent, whether you are a working professional or a job seeker.
Your LinkedIn profile is how everybody's going to look you up.
Wow.
So if they're interested in you, if I meet you at a party, Morav, I'm going right to LinkedIn to see who you are.
If I speak, I have people line up very often.
If I've spoken and people give me their business cards.
If they're intriguing, I will go and look up their LinkedIn profile because I'm like, who are they?
What is their background?
You can also do this aggressively yourself.
If you, you know, if you want to work in in healthcare, for example, and you have some target companies, you might do a search and and go connect with some of the HR people or uh go connect with uh people who who might have a search.
Just look them up on LinkedIn.
And if they connect with you, then you can send them a note.
So for a total beginner, let's say somebody just made their profile with your advice on LinkedIn, have no contacts.
How do they start to get some contact?
They would do it in the area they're interested in.
So my daughter, for example, is uh a University of Pennsylvania student.
Uh, she is interested in majoring in computer science.
Okay.
Okay, so she goes and does her profile.
Uh, she makes sure that it's very professional, and then she might do a search for let's say cybersecurity.
Okay.
Uh she could go in and do a search that says who are the leading cybersecurity professionals?
Or she could find a company, and what happens is there's a button that says people.
So if you type in JP Morgan on LinkedIn, right, just in the regular search bar from the home page, you're you're going to get JP Morgan, it's going to come up.
Across the top, there are multiple buttons.
One of them is people, one of them is jobs.
She could hit the people.
Okay.
And she could look at some of those people she would be interested in connecting with, and could be the head of cybersecurity, could be the head of internships, could be the HR person.
And she could reach out and connect with them.
Okay?
And that if they accept her connection, she's a lacrosse player, right?
She could look for professionals who are lacrosse players, women.
Right.
They're very eager to help each other, women athletes, right?
So in the last five years, who are the women that graduated from the University of Pennsylvania and lacrosse, those would be a great way to reach out and connect, particularly if they were in an area that you wanted to work in.
This is a hard work activity, right?
It takes time to reach out and get contacts.
It takes time, methodical time to search for the jobs.
But you can nail the best job.
That's exactly right.
And I'm gonna put that work in, boy.
I mean, we didn't get here by mistake.
Right.
The way I got here was this kind of methodical, organized work to do.
And and I, if somebody told me my mentor, that they wanted me to do this an hour every morning, I did it an hour every morning.
I didn't ask any questions.
Right.
That person has 30 years' experience.
If they tell me to do this for an hour every morning, they must have something.
How did you find your mentor?
How can somebody find a mentor?
I love that question.
That's a great question.
So, in order for uh my daughter to get her internship, okay, right, she went to an incubator uh program.
She had to do a uh computer science program for this internship, right?
Okay.
I told her, when you walk in there, I want you to go up to the people who are actually working there, who are running the programs.
I want you to walk right up to them and introduce yourself.
And I don't want you to be shy.
What if you're shy?
What do you do?
You have to not be shy.
Okay.
You know what?
It's it's not your livelihood, it's who you are, and you're just gonna have to swallow hard and get up the courage to go over to them.
Okay, but back to the mentoring uh question.
How do I get a mentor?
I don't know anybody.
I want to be in the field.
How do I get a mentor?
When you begin to work, even if it's an internship, okay, all the way up the chain.
This is so important.
When I was coming into corporate America, mentoring was a formal process and people did it readily.
We were also in the office.
This is why I tell young people, you want to be in the office.
Because by osmosis, you're going to be with people who have 10 years' experience, 20 years experience.
You are going to learn from them.
You want to be in their presence.
You want to get up and feel good and get dressed up and go into work every day because you're going to learn so much from those people.
And you have to just ask the ones you've gravitated towards, would they be willing to take the time to be your mentor?
And you start by saying, you know, would you consider getting on a phone call with me and talk about my job search?
You might have to ask 10 people.
I always say yes.
And many women want to help women.
Do you have one story to tell us how one person got you to mentor her or him?
I do.
Actually, I have a great recent story.
Let me hear it.
I played basketball for Ryder University, which is a media mid-level Division I school.
And I went down to talk to the team about exactly what we're talking about.
So I volunteered to go and talk to the current players about uh finding jobs and internships and etc.
Every time I do this, Moravit shocking.
There's 20 people in the room, okay?
I offer my email, my advice, my mentorship, right?
I care about those players.
I played there, I want them to do well.
Three maybe will reach out to me.
So all the great wisdom of Men and women.
These are these were the women's table.
This was the women's table.
But still, out of the 20 people in the room, three will reach out.
This is why I'm telling everybody that's listening, hard work, reach out.
If somebody walks into a room and says, I'm here to help, and they give you their email, you better be writing a note the next morning.
Right.
Oh, so I got some notes.
Okay.
And this one one particular player, just this adorable, just would not let it go.
She's calling me, she's emailing me, she wants to meet, she wants to meet.
Like, get on the phone with her.
I'm like, I love you.
You're so persistent.
How could I not get on the phone with you?
She is so serious.
She wants to go into pharmaceutical sales.
She knows that my background is healthcare.
She wants to meet with me every week.
I want you to help me with your resume.
I want you to help me with this.
Let me tell you what else she does.
Not only does she ask me for her time, and is she preciously adorable in her method, right?
Of building the relationship with me, she will come and say out of nowhere, I hope that you and your family have the most wonderful Christmas.
This everybody?
No.
They people just really don't do this as the relationship building that was so automatic for us because we all got up and we all went to work and we all worked together in the building.
It takes more work now.
Right.
So wait, this woman said, Merry Christmas for you and your family.
So it stole your heart.
Stole my heart, and I called my friend.
She happens to be African American.
Okay.
I called my friend uh at Johnson Johnson, who happens to be African American.
I said, I'm mentoring a young woman.
I would also like you to talk to her.
What is it like for an African-American woman coming up through the ranks of corporate America?
Would you spend a little time with her?
Nice.
You bet.
She got on the phone with her.
Why is she doing that?
One, my own credibility.
Two, I mentored her.
Okay.
And now I'm passing on another mentee asking a favor for her to take the time.
She came back to me, the player, the student, she was like, Oh, I loved her.
I'm talking to her again next Friday.
Now, what just happened?
Now she has two contacts.
First, she had me, now she has two.
Now, when she's talking to Michelle, she's gonna introduce her to somebody else.
Of course.
So when you asked before how the contacts happen, human relationships, human contact.
So that's how it works.
And because this kid was so willing to put in the work, so persistent in wanting to meet with me on a regular basis, and so so caring in being being professional and knowing to reach out and build a relationship, she's getting all the benefit in the world.
I would help her do anything.
Is she in her 20s, a young girl?
Yeah, she's just graduating.
Wow.
And she has a very specific desire, which is to be a pharmaceutical representative.
That's what she wants to do.
That makes it really easy because I'm like, great, I did that as my first job.
I'm happy to help you.
I I have a burning question, and we this is about an I in LinkedIn.
Okay.
Would you recommend people writing their resume or their profile with the help of an I?
Just like everything else that's come along, AI is a tool.
Right.
So the the chat GBT and all of these new things that help, they are tools.
Right.
But what doesn't come out is the authenticity of who you are.
So if I'm writing a paragraph and I use AI, uh, and I'm an experienced project manager, I might use a prompt, the younger generation like this, so I don't want to dismiss it.
I might say, can you write a summary of a project manager who specializes in healthcare?
Right.
But that should be only to help me think about how I want to describe myself.
So I should not be cutting and pasting that.
And I'm going to, you know, use some of the ideas that the uh AI-generated paragraph has given me, but you need to be authentic.
Um, LinkedIn also has another feature, uh, for example, in my case, AI.
So you can become a LinkedIn contributor.
It is a tool that LinkedIn has.
So they will ask me questions.
You can volunteer for this.
It's literally a tool that you can say yes to.
And so I will get questions on AI.
Why do I do this?
Because the more I answer them, again, because it's a search engine, the more I'm going to come up in searches.
Right?
And so it if somebody does a search on AI and I've commented on it in a very good way, let's say I've given a very professional, and in my case, I have genuine experience, hands-on experience in AI since 2016.
That's rare, right?
Right.
And so you I will come across as having actual experience.
Right.
And so, again, another way to promote yourself, right?
I mean, it's a wonderful tool, and it's worth taking a tutorial on it.
You know, LinkedIn offers tutorials, it teaches you how to offer tutorials where?
Uh on LinkedIn.
You can you can watch tutorials on how to use their own tools.
Okay.
And it's very helpful, but people just don't take the time.
It's a wonderful tool.
I didn't even know about it.
Yeah, it's a wonderful tool.
Wow, fantastic.
I read that LinkedIn is constantly changing, and actually, when I looked at LinkedIn, it's not what I saw years ago.
Where do you see it's going?
I mean, I think it's a really solid platform for highlighting yourself and communicating with other professionals.
Okay.
It's very good.
It's even good for promoting your products, promoting your companies, doing jobs.
Where I think it will need to improve, and I think this is where AI personalization will really help, is that it's not just generic.
Uh, and that you can really refine for people uh narrowing down the job searches.
That the jobs that come up when I search are quality jobs, you know, that it's doing it quickly, uh, that it's relevant to my search.
And so, in that way, and also the services, as I said, it now offers where I can uh answer questions on AI.
Um, and so it's looking to improve in ways to make sure that as a platform it stays very relevant as a useful tool to a professional.
And I I do think they do a decent job of doing that.
It is still the deepest and and the most robust professional platform to use.
It is still.
Wow, that was amazing.
Oh, I didn't know any of it.
I really should get on LinkedIn.
There's no question about it.
Yes, and I recommend for our audience listen to it again and follow the steps.
Meg is highly successful.
You want to be as successful as she is, follow what she says.
Meg, I can't thank you enough for this.
This is fantastic.
I can't wait to post this for the young generation to see it.
I'm thrilled to share it and happy to come back to do more.
Yes, definitely.
Thanks, Amelia.
You bet.
Pleasure to be here.
Thank you, Mark.
Thank you.
Okay, that's a wrap for today.
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And until next time, stay curious.