30 \\ How To Use Facebook Groups for Powerful Lead Generation and Community Building with Sarah Beisel

Sarah Beisel: I think one of the things that is really important to remember about groups is that it has to function differently from like other platforms, where it's not like just a billboard. I mean, all social media is kind of that way, but especially in groups like it cannot just be a billboard for your offers, because then you've lost the whole point of having the group in the first place, right? I think that groups work so well to generate leads because they give you a space that you can share and showcase your expertise in a way that's different from other platforms.
Cheyanne Cleyman: Tired of showing up online, posting your heart out and still hearing crickets, are you doing all the right things, but wondering why your content isn't converting? Your DMs are dry and your audience isn't buying. You're not alone, and this podcast is exactly for you. Welcome to Social Media Marketing for Small Businesses, where strategy meets soul and connection. Well, that's the secret sauce. Hi.
I'm Cheyanne Cleyman, a wife, proud mama of three, former actress and fitness trainer turned serial entrepreneur and online relationship expert. Over the last decade, I've built my own brands, helped dozens of others grow theirs, and discovered one powerful truth, connection is the real currency. If you're a service based business or high ticket brand that wants more leads trust and sales from social media without the burnout or fake hype, you're in the right place.
Each week, I'm bringing you short, powerful and packed episodes that feel like a coffee date with a best friend and biz coach all in one. Let's turn your followers into clients and content into connection. This is social media marketing for small businesses, and it's about to change how you show up online. Let's dive in, boss.
Cheyanne Cleyman: Hello, hello, hello, everyone. Welcome back, or perhaps this is your first time diving into social media marketing for small businesses. I am so pumped and so excited for today's episode, because it's actually one that you guys had been asking me for. If you found yourself clicking on this title, perhaps you're a little bit curious or maybe overwhelmed by Facebook and Facebook groups. I know that it can feel more like a ghost town sometimes than a gold mine. So that's why I wanted to bring on one of my favorite experts on this topic for you today.
So before we dive in, I wanted to just give you guys full permission to see Facebook and Facebook groups anew, whether you're in a billion of them and you've muted notifications or you are trying to run one but you're just getting crickets. Just allow yourself to learn something new. Today, my guest is all about deeper connections, higher engagement, and simple strategies that are actually going to work for you without the overwhelm. So if you're a note taker, this is the time to bust out your notebook, get your pen and pencil if you're old school, or if you want to just open up the notes section on your phone, we are going to get ready to dive in to the nitty gritty. So let's do this.
Cheyanne Cleyman: Today, my guest is a new and dear friend that we actually met through entrepreneurial groups on Facebook and by learning and gleaning from the same podcasting coach. I feel like it's very poetic that we are now here together on my podcast, and we are talking about something that I'm actually not aware yet, but I'm looking forward to hearing a little bit about how she became an expert in this area. But I know that when I hear the word Facebook groups, I feel like the bad guy from Batman Two Face, when I feel like half excited, half like cringe, because I've had great moments in Facebook groups, and I've had not great moments in Facebook groups.
So to clear the air and help us all feel a little bit more optimistic about it, today I have my friend Sarah Beisel. Here she is the host of profitable Facebook groups. Can I get an amen? Their emphasis on the Profitable Facebook Groups podcast, and she is a total pro, especially when it comes to helping Christian entrepreneurs turn their groups into true lead magnets. So without further ado, Sarah, I'm not sure if you can hear like the ah, the roar of the crowd and the handclaps and all that, but we are so excited to have you here today. So thank you for joining me here on my podcast.
Sarah Beisel: Oh, thank you for having me. I'm like visualizing it now. I love it.
Cheyanne Cleyman: You can hear the crowd go wild, right? But we are so excited, because truly, it is something that I feel. You know, Facebook feels a little bit like the OG in social media, right? You know, if you're listening and you're, I don't know what generations are, but I think like X or Y or who the heck knows, but if you're listening and you remember background, 2005 2006 I know I was ending High School, and I remember when Facebook came on, and it was this brand new thing that we could actually jump on and connect with people and find out where someone Was and talk to people without having to have a face to face conversation with them.
And it's funny how it became known as social media, but I feel like so often nowadays, we forget that social feels a little bit less social. And so before we dive into that and how we can do that in our Facebook groups, I'm curious if you would just share with my listeners today. How did you get involved in Facebook groups, and why?
Sarah Beisel: It's such a funny story, right? Because it's a total God story. Because I did not start a business and think, yeah, I'm gonna go coach people on Facebook groups. Cuz, like, why on earth would you think that? So I started my business in like, the middle of 2020, with so many other people that were, like, home, bored, alone, feeling very purposeless, right? Started my business, and I started originally in copywriting, which was great, and I just felt that nudge to start a Facebook group. And I was talking with my spiritual mentor, like, I feel like I need to start this Facebook group and have no idea what I should do with it.
I don't know. I just feel like God's telling me maybe it's a later thing. Like, I know that's something you need to do, but I don't think it's right now, because I don't know what I do with it. And she's like, Okay, well, we'll pray that you're not getting distracted. And blah, blah, blah, and just like, months and months would go by, and I'm just like, I cannot get this out of my head at all. I'm like, okay, clearly this is not about distraction. I gotta go lean into this thing.
So I eventually decided, okay, fine, I guess this is a now thing. I'll just figure it out. So I started the group, fumbled my way through the beginnings, and just kind of like, imitated, you know, I imitated what I saw in other groups. And I was like, well, we'll just start here and go from there. Because clearly, because clearly, it's working for them, so that's work for me, right? We'll just Yes, right? There it out, right? So that was kind of where I started in Facebook groups.
I transitioned into coaching through into Facebook groups, because it's funny. I actually gave my group up at one point because I was, I mean, gosh, we'd be here for like an hour talking through that story. If you like, Come listen to me. If you want to hear the whole story. I've done, like, whole episode. Episodes talking through this. But the gist of it is, essentially, I was working with a business coach that was not like Christian, not spiritually aligned, and ended up feeling very distracted and very confused with what I should do with my business.
And at that point, like, through her coaching program, it's not something she told me to do. But just throughout that program, I decided that my Facebook was not working. I wanted to quit it and try something else. So I handed it off to another business friend of mine. I was like, Hey, here's a Facebook group. Do you want to look after? And she's like, Okay, sure. Anyway, she would message me because I was like, doing nothing with a group.
And she would message me like, Sarah, what are you doing? People are still like, coming to this group? Are you like doing anything? I'm like, I handed it to you. It is not my group. Like, it is yours. I'm not doing anything with it. And she's like, well, how are people coming? Because I'm not doing anything. I was like, beats. Me, I don't know. Anyway, months later, I was like, actually, no, this, this is the space that God wants me to be stewarding, like, there's something about this.
So we talked, and she's like, Yeah, you can have it back. Like, it feels like it should be yours. This is perfect. So I took it back and really started thinking about, like, Okay, what was I doing that's working? Like, what are the systems here? People kept asking me about Facebook groups as well. Like, through that next season, like a lot of my clients that were working through, like, an old course that I have since retired, but they were asking me, like, about Facebook groups and how to grow their group, and they wanted to start groups all these things. I was like, Okay, there's something here.
Like, this is the realm that God is calling me to. Clearly, is Facebook groups, because it keeps coming back and so, yeah, it's funny how you fall into things. So that's how I ended up here. Basically.
Cheyanne Cleyman: I love that, because I feel probably so many of us entrepreneurs that are listening can relate to that story. You know, it's like, I still find it funny that I'm coaching and teaching about social media, because I never exactly studied it. I tried to do everything else around it, and then I kept coming back. Or I should say, I really feel like, God, kept bringing me back here, and what I feel is a great confirmation. This is kind of a totally side note for anyone listening.
Is when God keeps bringing people in your life that keep asking you questions about something like, I really feel like we should lean into that and tune into that. And I love that you did that, Sarah, instead of pushing it away, pushing away, you're like, okay, hold on a second. I know something here that other people don't. And so to kind of dive in and start really getting to that nitty gritty, because I love that you have, whether it was on purpose or accidentally, on purpose, as so many God things can be, have become an expert on it, as opposed to other things, like, what do you think makes a Facebook group magnetic, instead of just like a dead space on the internet?
Sarah Beisel: I think like looking at the groups that are really successful, I think the things that they do differently is that they get the fact that it's a community space. It's rooted in people wanting to talk, to ask questions, to be vulnerable, to sometimes vent. I don't always agree with that, but sometimes people need a space to just pour out their feelings and be like, What on earth is going on here? And that's where we can do that.
In communities. We can't really do that in any other places on social media. If we do it's not we don't get any of that conversation back. Like, we could go to someone's Instagram feed and just leave a comment and be like, but nobody would like. You'd maybe get some likes, but nobody's really gonna like do anything you've seen like, even on Facebook, on posts, if people like the amount of arguments that get started on like, random posts, and then you're like, what on earth even is this?
And so in communities, especially when we get to kind of steward them and control them, we can obviously make sure that some of the negativity is not there, but it's a place that people can come and actually like converse and it's social, I think. Yeah, coming back to what you said about social media starting out being a very social place, I think that's something that really is missing from so many other platforms, and why Facebook groups, I think, are still so powerful all these years later. Like you're saying, Facebook's probably is, I think the oldest, one of the oldest social media platforms, especially like that, still exists today.
I guess there's been some other things that have come and gone, but it is one of the longest lasting ones. And there's a reason for that, and I think it is because it's something that Facebook does get right, is the fact that they have these group spaces where people can come and connect, because it gives us a space where we all have that shared something, like, whether it's a shared mission, a shared belief, a shared method that we're trying to, like, work on together, like there's something that bonds us in those groups, brings us together.
And if you know, as a leader, if we're stewarding and leading that group, well, we're able to kind of Shepherd people and guide them in a direction, and help bring that space together and then bring people upwards. I think that's something that's really important to think about as, like the person running the group, like there's so much about stewarding it well, and that needs to be brought into consideration. I think that's why groups are so like, so special.
Cheyanne Cleyman: Yes, well, it's so beautifully said, because I just had this gut punch in the stomach when you said about, like, you know, whether it's a rant or just a really, genuinely, like, real, raw moment where you just need to express something, and that's the fear of when you put it out on social and you do it publicly, the downside there is that it's open to like the public. You know, that's what I feel like you painted so beautifully.
Makes a big difference with Facebook groups is there's that shared cohesiveness. Whatever it is, there's something shared, and it feels safer, because I know that social can feel so vulnerable, it can feel so unsafe. And, you know, everybody knows or talks about the Karens out there of the world, and it's not that those don't exist in groups, I know. But also, like you said, I think as the quote, unquote, owner of the group, or the steward of the group like that, you get to, it's not that like you have to, but it's like you get to be such a blessing to these people that are in your groups, because you get to make sure that it's done in a healthy, wonderful way.
And that's something that my husband and I, with our business, that we believe so strongly, is that sometimes people focus so much on content, and yet it's connection that people really want. And it's no I feel like it's very relatable, too, that you came to this journey in the middle of COVID, because that is when people were just desperately wanting community, and the one place they could find it was on the internet. And I feel one of the purest ways was in Facebook groups.
You know you and I have talked a little bit before, and I also know that I have a lot of fellow business owners that also like you in a downtime during COVID, when the world shut down and nobody knew when it would open back up, if it would be the same, what's going on? I really think it turned everyone on their heads, and kind of was like, Okay, what now? And so many people, what I love that came from that time, as we can focus a lot on the bad, but I think some of the good that came was yes, like a reconnection, even if it was through online.
I feel like people got more connected, and more and more people started businesses that maybe they had always pushed to the side because they didn't have the time, and all of a sudden they had the time. And so now you have all these new small business owners. COVID is basically over, as we knew it, right? The pandemic is over, so now, like, things are back open, and people maybe, like, have these groups, and now they're trying to build community, and they see, maybe community is good.
You know, I'm thinking now transitioning our mindset from just a consumer, just being in a group ourselves, but being like, the leader of a group as a small business owner who knows community is important. Maybe they've been fostering, like, really great community, but how can they transition? Or maybe the better word is, like, how can they make sure that the group is not just for community, but how can they consistently generate leads that turn into sales, but without sounding salesy in their group?
Sarah Beisel: Yeah. So I think one of the things that is really important to remember about groups is that it has to function differently from like other platforms, where it's not like just a billboard. I mean, all social media is kind of that way, but especially in groups like it cannot just be a billboard for your offers, because then you've lost the whole point of having the group in the first place, right? I think that groups work so well to generate leads, because they give you a space that you can share and showcase your expertise in a way that's different from other platforms.
So on Instagram is obviously the biggest comparison, because, I guess it's probably the next most common social media platform. I think, Oh, well, I'm not so certain about that these days, but it's pretty big up there. Right? On Instagram, you know, you know, you can do your stories and you've got reels, but your content is, you know, you're showing things in your content, but it doesn't give you the same like way to answer questions or to demonstrate to have that kind of conversation. You can't host an event on an Instagram page in the same way that you could host an event inside of a Facebook group.
I know that not everybody wants to do like big launches, and it doesn't need to be big, extravagant Things. But even, like, doing a workshop or something where you get to sit down for an hour, this is something I used to do a lot when I was a copywriter, doing like done for you services, is I would host workshops inside of my Facebook group where, like, Okay, we're gonna like journal on this particular part of your brand story, or we're gonna work on like a sales page or something.
And so it was very like practical style, where we could kind of come into the group together. I could show like, here's what I know how to do. Let me demonstrate my expertise. By the way, come hire me, or come work with me if you want more of these things, right? And that's what you get to do in events and things, because you're building that trust. And I think that doing it in a way where people can come ask you questions and you can respond, you can give feedback.
I mean, you can do that in lots of different ways, depending on how you want to run your group, but it gives you that opportunity to basically put yourself in a position of authority without it being a pedestal. And I think that that's something that's a little trickier to balance on other platforms, because it's like, I get on Instagram, it's like, hey, come follow me. Like, come follow my page and hear what I have to say.
And it's very you run the risk of you becoming the absolute center of everything, and I know that that's we're business owners, there needs to be a little bit of that, but I found it a lot harder to balance that personally, versus coming into a group where I could say that this is my space where we're going to show you these things, I'm going to help you work on these things. For me, I had much more of a kind of coaching mentality to it, and I really enjoyed that, or like, demonstrate and show your expertise in a way that felt a little less like advertising. And there's ways that you can sell that felt a lot more genuine and a lot more natural, and it felt like an easier transition, essentially, from content to sales conversations. There was more opportunities to do that in ways that felt more normal. You know.
Cheyanne Cleyman: Yes, yeah, because I get this sense of like you're really in a Facebook group, as opposed to where social media is so much of a billboard. I mean, there's a lot of ways, and this is something that I also coach and teach on how not to do that as much. But at the end of the day, you are kind of speaking externally, where I feel like in a Facebook group, it becomes more internal, and you really have this interaction, and it really feels like I can imagine that you're more talking with people rather than talking at people.
Sarah Beisel: Yeah, and eventually, like, the ultimate goal of your Facebook group is that your group then does the selling for you, right? Like you have people in there saying, oh my gosh, I'm working through this program, and it's amazing. Or I just hired this person to do this thing, and it was great. Or I've been working through, like, I've been working through this training, and it's been amazing. Like, this is because this is what happens in these big groups that have been around for ages, that you know have very established experts like that is that is what these groups essentially turn into, which is amazing.
Like, you have all these people in the community just talking about you, and you're not telling them to do that. You're not forcing them. That's just what they want to do, because they love it. I mean, I'm getting to that point, like, that tipping point, which is really fun to see where people will post in my group and be like, I just want to say thank you to Sarah for this, that or the other. Or like, I'm working through Sarah's training, and it's saying this, like, can you clarify?
And it's like, this is really cool. Like, people are just coming in here unprompted, to ask these kinds of questions and do things, and that's something that, again, does not happen on another page. Like, you can have, like, your testimonials highlight and things like that. But it's not the same as you coming to a Facebook group to ask a question, where it's, you know, like, this happens a lot. I think in this podcasting group that we have been part of, it happens so much.
Where someone will be like, I'm like, trying to start a podcast, and I'm like, not sure about what to do, and everyone will comment, go, take this person's course. I went through this thing and it was amazing. You need to do this. It's like people are just selling for you, which is amazing. So that's something special about that community. When you create that foundation of, like, the shared goals, or the shared common values, where people really are, like, trying to help each other out, but eventually they become your biggest champions, and they're basically telling people to go work with you.
And that does not happen overnight. Obviously, it takes some time to steward that, to obviously build up the trust and the authority, even with the people that come to work with you and hire you for things. It does take time, but it's amazing that it does happen, and that's something that's so special and so cool to see.
Cheyanne Cleyman: Absolutely. I love that you painted this beautiful picture of almost like these people go from being people that don't know you to kind of tipping their toe in the water, coming in, and then ultimately, after being served and being loved and giving them value, it's like, then they become raving fans. And I think that's like every business owner's ultimate goal is, like, you know, because I don't know about you, but I know one of my biggest struggles has always been like sales is like, doing the sales part, feeling like, I don't want to be too pitchy.
I don't want to be too salesy. And so what a dream to serve people and then have them sell for you. And that is the power that Facebook groups have, and that's why, when I'll mention Facebook groups to people and they roll their eyes, I'm like, no, no, no, you don't realize the potential that these groups have. So I actually would love for you to speak into the heart of someone that perhaps is just like overwhelmed by yet another platform.
Or, to be honest, probably 99% of the people listening already have a Facebook so it's maybe not another platform, but it's something that they've just. Just let go, or they're tired of, like, how can you help them figure out if, like, they know, if starting a Facebook group or maybe reviving an old one is actually worth their time?
Sarah Beisel: Yeah, I think something we didn't even get a chance to dive into too much as well is like, the time piece, because one of the things that I focus on with my clients is creating very efficient strategies because we don't have time. And I frankly, don't want to spend a ton of time on marketing, like, it's the most important part of your business that I do not want to spend hours and hours a day on marketing. That's it's not that it's boring, but it is time consuming.
So how can we do that more efficiently, so that you have more time to either serve your clients or to not work at all, like whatever like that balances for you? And so one of the things that I work on is very efficient systems. And so the first thing that I would encourage people to consider, or just, I guess, like, understand, is that if you did want to start a Facebook group, it doesn't need to be something that takes hours and hours of time, like, once everything is set up and working, my system is, like, two hours a week ish, so I keep it super lean, because I don't want to be there for hours and hours a day, and then it doesn't need to.
I think that's one of the beautiful things about Facebook groups. It's very low maintenance compared to other platforms. I think that's something else like again, Instagram is very popular. We're always told to go on Instagram. It is a great place for marketing. If that is your style. I find that if you're very extroverted, very creative, you're already very good at graphics or things like that, or you already just have a budget to outsource it to someone like Cheyanne, where you can just like, hey, do this thing for me.
Like that is perfect, right? But not all of us, especially if we're like the ones doing everything in our business, most of us are not that kind of marketer person, and I find that Instagram is very high learning curve if you are not naturally a marketer, or naturally have those skills that lend themselves towards Instagram, Facebook, literally, you don't need graphics. I mean, you can, but you don't need graphics. Everything can be text based. You don't need to do reels. It's very simple as a marketing platform.
Because, again, the value is people want the conversations and the connections. They want to maybe come watch a live, like a 10 minute training or come to a workshop. I mean, I know that reels are great, but I don't think they sell the same way, like the reels are basically what people are using to kind of build that community. Feel on other places. I feel like that's the kind of equivalent, because I don't think people really buy much from reels, but maybe that's just my perception.
So Facebook does not have to be something that's complicated. So if you are thinking about starting a Facebook group, or you had one that you just kind of like left in the water, because you're like, oh, I don't know. I don't really know if this is for me. I think the biggest thing to think about is, like, first of all, do you actually want community? Like, do you want to spend time building a community?
Because I think that we tell people to start Facebook groups because it's cool and it does work, but I think genuinely, you need to have a desire to create and sustain a community. And if you don't then, like, that is okay, but perhaps a Facebook group is not for you, because it's going to take some love, and it's going to take some work, and it's like, your child, you got to love it, even when you don't want to love it, you know, yep, so and so, I think it's really important to have that desire for building a community, and then, you know, are you willing to put in two hours a week to make it happen? If those two things are in place, yeah, a Facebook group would be great for you.
Cheyanne Cleyman: I love that. And thank you for being so transparent honest, because it just really shows who you are and like your character. Because it could be so easy to just be like, Yeah, do it and calm and like, join me, and let me show you how to do it. But it is, it's it's an investment. And like you said, because it is a community first opportunity, or platform, or however we want to say it is something that may not be for everybody.
So I think that's really great that you helped people kind of sift through deciding like, is this for them, or maybe is that for them now in this season, because it can't always be something that I know someone embarks on at a later time. So as I like to say, land this plane as we start to come to a close in this episode, I want to speak directly to the person listening right now that is totally ready to go.
They're like, yes, okay, Sarah, you got me. I agree with you. I love this. I want to know, how can I get my first at what's the number 50, 100 engaged members in the group, let's just say an engaged group, you know? Because I know sometimes numbers can be really vanity metrics. So yeah, if someone really just wanted to get, like, their first really great engaged members in a group, my podcast is all about like, action steps. So I want to know, like, where would you say, as the Facebook group expert, where should they start? Like, what's one action that they can take this week to get going?
Sarah Beisel: Such a good question. It's going to sound very counterintuitive. If you want an engaged group, the first thing that you need to do is get people into your group that are the right person, because engagement will happen naturally if people are interested in what you are talking about. I think that we often try and focus on content first and say, Oh, the contents the problem, or we need to focus on the content. We need to change this, that or the other. It's like, No, you just need the right people in your group.
The number of times that I've worked with people, and they're like, Well, my engagement super low. I'm like, Okay, well, you know, how big is your group? How many people are in there? And they're like, Oh, well, it's got this many people. But like, I don't think most of them are my ideal clients. I just click the Invite button and everybody came, and it's like, yeah, okay. Well. Yeah, that's why you have no engagement, because you've got like, 70% of your people don't even know what you do or aren't interested in what you're doing. It's like you're never going to get engagement with a group full of people that don't care about what you do. So you have to get very like discerning about who your ideal client is and who this community is for, and then you invite those people into your space, and that is how you get more engagement.
Cheyanne Cleyman: Yes, amen, I love it because it's so practical. And like you said, it's kind of like taking a step back. It's like before engaging look at who you're going to be engaging with. And so thank you so much, because that really is like laying a super strong foundation for people to succeed and to do their Facebook group well, which is what this episode was all about. So but I personally just want to, like, give you one big, huge Virtual hug. Just say thank you.
Like you radiate such warmth and joy. And just know how, like, you speak from such a real place, like you're so trustworthy. I'm like, I fully believe everything you're saying, because I can just tell it comes from a place of just realness and experience. And so for those listening that would love to learn more from you directly. Can you point them in the right direction, how they can come connect with you?
Sarah Beisel: Yeah, of course. So I have, obviously, my own Facebook group, which you can find at Sarahbeisel.com/community we'll make sure all these links are there, because I have a name that does not spell the way that it sounds like it should. So we'll make sure it's in the show notes, so that you can come find it. And I have a brand new I'm very excited a brand new freebie that I'm just putting together called the community to clients workshop.
And that's going to be a 60 minute masterclass where you can just kind of come listen to my story a little bit more in depth, and hear what steps I actually took to create an engaged community that helps me grow my business. So if you're like curious to hear a little bit more about how this works, how it could work for you, that'll be a great resource for you to come just listen on demand. You can just come check it out and then take some steps from there, if you feel like we are aligned, to come work together.
Cheyanne Cleyman: Oh my gosh. I love it, I love it, I love it, I love it. I know that I will be one of your first downloads, for sure, because that title is already such fire. I'm like, Yes, oh my gosh, community clients, yes, ma'am. I want it. I want it. I'm all for it. So thank you so much. Thank you so much, Sarah for bringing so much wisdom and heart and just practical strategy, you know, like I am just so, so very excited.
And again, for those of you listening, um, if you would love to connect with Sarah, I will, for sure have all the spellings, all the links, all the everything in the show notes that you can keep connecting with her. And if you guys are loving this podcast, Social Media Marketing for Small Business, don't forget to hit follow, hit subscribe, and if you would take just like 30 seconds of your time, leave us a quick review. It really means the world, and it ultimately helps us reach more amazing business owners, just like yourself. So until next time, bosses stay energized and keep building those real, meaningful connections, they really are the things that move that needle and make a difference. See you soon. All right, my friend, that's it for today. But let me leave you with this.
If your content is not converting, it's not your fault. Chances are you've been taught to prioritize the algorithm instead of the actual humans reading your words and that that ends right here. Go ahead and grab my free guide, five quiet reasons your content isn't converting, and what to do instead. It's packed with real talk, practical shifts and quick, immediate wins.
Link is in the show notes below, and if you're ready to stop guessing and start connecting with ideal clients who actually buy from you, book a free connection call with our team at Kuleana Connect. We don't do content. We do connection that converts because at the end of the day, it's not about going viral, it's about being valuable. Thanks for hanging out with me again. I'm Cheyanne Cleyman and I'll see you on next week's episode. See you later, boss.