Full Transcript

Sari 0:00
Welcome to your Food Business Success. This podcast is for early stage entrepreneurs in the packaged food industry ready to finally turn that delicious idea into reality. I'm your host, Sari Kimbell. I have guided hundreds of food brand founders to success as an industry expert and business coach, and it's got to be fun. In this podcast, I share with you mindset tools to become a true entrepreneur and run your business like a boss, interviews with industry experts to help you understand the business you are actually in, and food founder journey so you can learn what worked and didn't work and not feel so alone in your own journey. Now let's jump in.

Sari 0:47
Hello and welcome back to the podcast. It's ging to be the last time I say that in 100 days, I am out of my mind right now. I can't believe this is happening. It's here, I leave. Well, by the time you listen to this, I will already be in Europe, but I am recording it on Tuesday and I leave on Friday for 100 days. And as I've been foreshadowing, I am pausing the podcast for this time, taking a little pause, taking a little rest, little break, and allowing it to just simmer. You have 251 episodes to go back, to re listen to, to start for the first time, if maybe you just joined us and you just found me, then you have lots to occupy yourself. Plus there's the YouTube channel and all that good stuff. So much, so much goodness. Also the sales channel challenge, if you have not done that, that is an incredible value at $27 so come on, come along for the ride, and there's just so many ways that we will continue this journey together. If you're like I still really want to keep in touch. I want to hear your voice, Sari, and I want to hear about your adventures. You may or may not know, but I actually have a second podcast called Reinvent with Sari Kimbell, and it's a more general podcast about Reinvention Coaching, and this is something I started back in 2023. I am not as disciplined about a weekly podcast, but that is the place where I will be, you know, filling you in on my adventures and sharing stories and all the lessons that I am learning, which is so fun. So that's a way you can definitely stay in touch. And I'm sure I'll be posting on social media and whatnot. And so you can definitely stay in touch that way, all right. So you know, no pressure. What are you going to talk about for your last podcast? You've been doing this for almost five years. It'll be five years that I've had the podcast. I started it in, I think, early September or late August of 2020. 251 episodes, an episode every single week. First of all, I just want to say pat on the back. I am really proud of myself for that. It's something that I set out to do, to be consistent, to evolve, to have amazing conversations, to talk with you about mindset and, you know, overcoming your limiting beliefs, as well as the actual like strategies and how tos and amazing guests who have come on the podcast to talk to you and help you to start, grow or scale your packaged food business.

Sari 3:54
My full intention is to restart the podcast in some way. It may not be weekly. I don't know. I get to decide, but my intention is to restart the podcast. But you just never know. And so it's like, what do I want this, you know, "final" episode to be about. I spent a little time just like, getting into my heart space and thinking about, you know, all the gratitude, and I hear from so many of you, maybe through email or through DMS, of just how meaningful, how impactful the podcast has been. And I'm very proud of myself. I have so much gratitude for all the people who've been on it, for myself, for showing up, and for you, for you being a regular listener and getting value out of it and hopefully implementing and that you have been able to take steps to grow your business. As I got still and sat with it, and kind of got into my emotions, and attitude. I thought, you know, I really want this to be about two things. I want to share with you how I am making this possible, right? I am not like, you know, independently wealthy. I don't have outside support beyond myself. And so, how on earth did I create a year of adventure? And this 100 days in Europe, mainly in southern France, has been a dream of mine. It has been a vision for about five years. It's evolved. It's grown. It's been about five years that I started looking ahead and saying, 50 is coming up, and what do I want that to mean? And what do I want to do with my life? And you know, that was COVID, and I was going through some huge transitions and reinventions and becoming a life coach and really engaging in what does it mean to create a future vision, a really compelling, juicy, impossible goal that you're going to go after. And so I think it's a really great analogy to use for you as you are creating your vision, and I'll assume, because you're here listening to this podcast, it's about starting growing or scaling a packaged food business. I want to break it down of like, how in the world have I created this year of adventure, and very specifically, created this 100 days, this vision I've had for myself on how I spend my 50th birthday in Southern France.

Sari 6:48
The other thing I want to talk about on this podcast is the necessity to reinvent ourselves as businesses and as business owners that because we're signing up for entrepreneurship, because we're signing up to get out of our comfort zone and to embrace uncertainty and to problem solve and create bigger, expansive lives. That reinvention is part of the work, it's part of the game, that reinvention is the work. It's part of the game, and reinvention can look like let's blow everything up and start over. But what I advocate for, and I call myself a reinvention coach, is that you can do it with intentionality, with purpose, with clarity, so that you don't blow up your life. So that you are just expanding it and evolving it. You're not taking steps backwards and blowing everything up and restarting, right? Reinvention is looking at things, your life, your business, yourself in all new ways and going through that metamorphosis just like a caterpillar to a butterfly, but you're doing it with intentionality, and it's not necessary to blow your whole life up. And I actually wrote a whole book about this. I released it in January as part of my reinvention coaching. I'll put the link in the show notes. If any of you are like, wait, what? What's she talking about? I need that book.You can go grab Reinvent with Sari Kimbell on Amazon, and it's an incredible way to support yourself to go through purposeful, meaningful reinventions.

Sari 8:29
Okay, so let's start with, how did I do this? How did I create it was an idea. It was just a thought in my mind of, what if I could spend a whole summer in France following the lavender being there, and that would be my 50th birthday?That's where I started. I just had it. Just started as like a thought bubble. Now, to give you a little context, when I was 24 so 25 years ago, which is like mind blowing, like, really, how did that? How did that time pass? It does not feel that like it's been that long. But 25 years ago, I did a study abroad to Paris. I lived in Paris for six months, and I went to the Sorbonne. I did French and art history at that university, and then I stayed on for the summer. So I started in January, I stayed on for the summer, and I found an Au Pair job, which is kind of just a wild story in of itself, like I just decided that I was like, I want to stay longer, right? I had six months on my student visa, and it was like, I don't want to go back home. You know, after four months, three and a half months, no, I'm going to figure out how to stay like, it wasn't my original plan, but I just knew in my gut, like my intuition, my guidance system, that I was meant to stay longer. And I remember deciding that, and it was just like a decision. It was in my gut. It was a knowing I had to go to the internet cafe. This is pre cell phones. I mean, there were cell phones, but not, like what we have today. And I did not have a cell phone in France. So to go to the internet cafe, I didn't have a computer or anything like that. I'd get on. And I think it was a Craigslist, you know, whatever. There it was Craigslist, but for France, and I just started looking up au pair jobs that were available, like, who was listing for it. I found one that was an American woman who was an attorney, and she was coming to France for the summer, for, like, two months in the summer for work, and she wanted to bring her two daughters to have an experience, right? But she knew she would need help because she'd be working a bunch, so I reached out to her. We, you know, had an email exchange, and then I very clearly remember going to this cafe, must have been her like coach, because she was in town, and we met at this, you know, hotel cafe, and chatted for, you know, 45 minutes or so, and she was like, okay, you have the job. Now, I had never been an au pair. I, you know, I mean, I like children, fine, but it's not like I had any special skills or anything. She was like, yeah, let's do it. So there was like, I created that I knew I was going to stay, and took some action, and it worked out really well. They were two girls, five and seven, and we lived by the Eiffel Tower. I lived with them. And it wasn't like, you know, it was hard sometimes being in somebody else's house, but it allowed me to stay, and we actually got to go on a lot of fun adventures. And by then, my French was pretty good, and so I was able to show them around, you know, like, I was, you know, a local ish. So it was really fun, and I did a lot of traveling to other countries, but also within France. And one of my favorite areas was definitely in Provence. I also have a special connection there. My father, who has passed away, but he, I grew up Mormon, and he was on a mission. His mission for two years was to Marseille, which is in southern France, on the Mediterranean. As a kid, my dad would speak French to us, and, you know, it was like, just a fun thing. And I just, I always felt this connection with my dad and with France and the language and all of that. And I actually never visited Marseille when I lived there. And so I don't know this just came to me of like, I want to go back. I haven't been back since then. I haven't been to Europe at all in 25 years. I just got an idea. I don't even know where it came from, but I was like, I want to, I want to spend a summer in France. I want, I love lavender. It's my favorite thing. And, you know, there's this connection with my dad, and it would actually be really cool to go to Marseille, and we have some photos of where he lived and the address and whatnot. And so I was like, I want to make that happen. So what I would do, like, first, it was just a thought bubble. And believe me, there was a part of me, like my logical brain was like, what are you talking about? You're crazy. Like you can't just go and live in Southern France, like you have a business and you have a life and you have a condo and like all these things, but I didn't let that stop me from playing in possibility, from imagining it.

Sari 13:50
And I think that's where you got to start. You got to give yourself permission, like playing with the what if questions, what if it's possible for me to spend three months in France, like, what if it's possible for my business to thrive and actually grow and increase in revenue as I work less? That's crazy, and so I just let myself sit in it. So my gift today for this podcast is to give you a road map on how you create the impossible goals that you want. Okay? So the first thing is, you have to have an idea. There has to be a spark there, right? Something has and so a lot of you already have a spark. You have a passion, you have something amazing that you make. I was just talking to a woman who's interested in one on one coaching today, and she's like, I'm just so passionate about this business. I'm like, amazing. That's where we got to start. You need passion, right? A 100%. So I spend time just getting into my passion. And so the next thing is to give yourself permission to play, to be curious, to be in possibility, to ask yourself, what if questions, and just opening up the crack on, like, okay, it's a little crazy. It's a little impossible. I have no idea how I would do this, but let's just, we're just going to play. We're going to allow myself to entertain this as a possibility, and then, so maybe this would be the third thing. I didn't write this all down. I'm doing what I do. I'm like, I'm going off the cuff. I had a couple of bullet points, but I put it into AI, which helped me form my thoughts, because forcing me to, like, write it in AI, and then whatever it spit out, I was like, I'm not using that. I'm just, I'm just going.

Sari 15:42
And that's how I do it. I'm not saying that's how you should do it, but that that's more my way, more authentic to me. Okay, anyway, so you sit down and you spend time dreaming. You create an emotionally salient, a super emotional, exciting image in your mind. You play in your imagination. You allow all your senses to get into it. And I will say, one of the things that really got me into this space, I found this. It's actually like a sleep meditation that was on calm, I would start listening to it, and it was this whole thing about lavender. It's called Blue Gold. And I would listen to it to fall asleep. But then I started listening to it all the time, because it was describing, it's all about lavender, and it was describing all of these places in France and the different things going on and, you know, throughout the season, and the benefits of lavender and all these things, I just love listening to it because it really heightened my senses around it. So when I talk about making it real in your mind, you want to think about all five of your senses, right? Your sight, what do you see? What your smell? What do you smell? What's you know, what's in the air? You can imagine, you know, I can picture. I can smell the wine, the rose that I'm drinking. I can smell the food. I can smell the lavender. I can hear the crunch of the gravel. There's this very like that, you know, that white kind of gravel. And there's a specific sound I know, and I hear that all the time. I can hear like the music. I can hear the breeze, and then I can feel the breeze, right? And I can feel different aspects of it. And so you use all of your senses and taste. Of course. Don't forget the most important one for all of us foodies. So tasting the wine, tasting the food, like just being there, being really present. And I created this vision of myself in that space. And sometimes I see it more like a movie, like I'm, you know, it's like a third party, but it's me up on the screen having an experience. I have, like, a couple of really visceral experiences that I've created, and then sometimes it's like, I'm in it, and I'm in my body, and I'm walking, and I can hear the crunch of the gravel, and I can, you know, grab out, grab and reach the lavender, and, you know, pull it like, you know, how you feel the little flowers in your hands and smell it when as your fingers come off of the petals. Anyway, so I played with it, right? And sometimes I would write about it. Sometimes it would just sit in my head. It was like, I'd really start to build up this beautiful, emotional, exciting vision that my brain. Here's the crazy part. Your brain doesn't know what's real. It doesn't know that that's not like really happening. Your brain's just like, oh, that's what we're doing. This is how brain science works, and how you can manifest and create impossible goals. Is you spend so much time in there that you're it's like everything starts to align and come together for you, because your brain's like, oh, that's what we're doing. What are you talking about? That's just normal, that's real. And so now that I'm trying to create it in the physical sense, righty version, my brain's like, yeah, cool. We're totally in belief that that's happening. And I can already see it, feel it, touch it, taste it, all the things, right? And so everything just starts to, like, line up for you and to do it.

Sari 19:29
Now, I am not saying it hasn't been scary. I'm not saying it hasn't been hard at times, and I've taken some risks, and I've definitely had some heart, you know, drops or like, my throat. Ah, what am I doing? Oh, my gosh. But as much as possible, I try to go to that really positive, really resonant place, high vibrations in gratitude ahead of time and then. So here's, I guess number four is that you start thinking about, start creating a list of who would you need to be, who do you need to become, as an identity, to become that person, to become the person who. So for you all, it would be creating a really emotional, resonant vision of you in your business, and not just like, oh, I'm at a farmer's market, but like, really, what, even if it is only farmers markets that you create this, like, bigger vision, something I call it, you know, I refer to the 10x book, like, you need a 10x goal. And I'll put the link to the 10x workshop. I don't think I have it public anymore, but I'll put it in here, because this is the method that I followed. It's like, you got to create a goal of vision that's impossible, that's 10x that's so big that your brain's like, we can't just solve this with the way we've always done it. We have to become something new. We have to, you know, become a new identity and try new things. That's the only way we can create new impossible things in the world, right? And so really, coming back to that place of like, who would I need to be? I mean, first I was like, well, I need to be a woman who makes a certain amount of money, right? Who can afford this trip. So there was that, but mainly it was about, who do I need to become in order to be a woman who works less and more and more clients keep coming in with ease, right? Because the last thing I want to do is go to France and then feel all the stress and feel like I have to work, work, work, work more, because now I got to pay for this, this whole dang trip, right? No, the vision was like, it's like a certain version of me that hasn't yet happened, but I want to start behaving, becoming her. I want to start thinking about who do I need to be? And it always starts with an identity first. We need to get into the being. We don't have it, and then become it. We become it, and then we create it, then we have it.

Sari 19:29
And so last year, after my birthday, I started having this like, oh, crap, this is a year away. Am I really going to do this? And I started thinking about, who do I need to become to have a business that operates independently without me in it all the time, doing all the things, hustle, hustle, hustle. And to be fair, I have three businesses, right? Two of them are virtual, my Food Business Success and the Fuel membership, and then my Reinvention Coaching, and then the third one is the winter Farmers Market, which is not virtual. It is physical, right? Like, usually I need to be there. And I guess it was actually last summer when I started thinking about, okay, so how would I do this, right? Who do I need to be? What do I need to do in my business to start setting it up so that I can pay for all of this and also not work so much, right? Because I saw myself, yeah, I'll be coaching, I'll be working, but I'm not going to be in this hustle mode and this go, go, go, that I currently, or currently was at that time. It's an identity shift first, and I just really want you to hear that it's a who do I need to be? That's the question that you want to keep coming back to. Not how am I going to make this happen, or what do I need to do? It's Who do I need to become first. And so for you, the who is to become an entrepreneur. What do entrepreneurs do go start studying them, learn about them. How are entrepreneurs different? What do they do? Say, you know, behave, take action like, think, how are they different than a nine to five corporate person? And believe me, they are different. There is a different mindset going on in there. So that's your next step. Is get really clear on the vision, and then start thinking about who do you need to become. And one thing I want to mention here is, I think it's really important that you have some time frames to this. This isn't just like someday I'm going to go to France, but it also wasn't so short that it puts so much pressure and stress on me to go from point, you know, to cross the river, the river of misery, like figuring out becoming a new version of myself. So I had five years that I had been writing about this, thinking about this, talking about it. That's the other thing you got to start. Talking about it, you gotta start telling people and give it a date, give it a future point where this is going to happen. So one of the things I'll do with entrepreneurs, people who want to coach with me, is I'll say, like, this morning, I was just talking to somebody who wants to leave her job, like, amazing, well, and you guys heard Courtney's story last week, right? Same thing. We put dates on it. We said, okay, by this time, you know, if you want to leave your job at the end of the year, we're not doing it next month, we're doing it. We're giving ourselves some time, enough time that we can do all the things become all the things to be able to create that, and different goals are going to require different time frames. And so that's a really big deal that you know entrepreneurs. Dan Sullivan likes to say, entrepreneurs don't drive themselves crazy with goals like dream big. We drive ourselves crazy with deadlines, and most of us put too short of a deadline on something, instead of allowing us to, like, just play in it and to imagine it. And for five years, I have believed that this is possible, that this is happening. And there was a specific date, you know, August 2025. Is my birthday. I can't change that. I'm not moving the calendar. And so there's been something to work for. There's been an end date, and I think that's a really important thing. Now, the other thing is, you don't beat yourself up. You go all out as if and if it wasn't going to work, you know, let's just say, you know, another COVID happened, or something like that. Then, then you just move the deadline out, right? You keep the big goal, but you just move it out. And you don't beat yourself up about it, but really important to have a deadline on it, because it gets you into action, not just a Sunday, but like, Oh crap. And believe me, when last summer happened, right? And I was like, huh, so is this really gonna happen? I, like, had to have a real conversation with myself about, like, are we really doing this, or is this something I've just been, like, delusional about and using, as you know, future excitement thing to get me into action. And I'm like, No, we're doing this. This can happen. So then I started actually doing the work of saying, okay, so this is what I do as a reinvention coach. We create a vision, an impossible goal. You get into possibility, you play with it. You're all excited. Then you decide, you're like, let's pick a date. We're going to pick a goal. I'm all in on this. Then we reverse engineer it. Then we will say, okay, what are all the things? Where's all the obstacles, where's all the things. What are all the things that we have to do to create that? And that's exactly what I started doing. I said, Okay, well, what would I need food business success to look like? What would I need my reinvention coaching to look like? And that's where I was like, I want to publish the book in January, because I actually I want to continue to attract new clients, and I also want to start speaking on more stages in the fall. So that was part of the plan. And then the farmers market, I was like, Okay, what would I need to do to make it so that this would operate without me, you know, in it all the time. And that's actually last summer, is when we decided I had drug my heels on this forever for, I mean, the market's been around 18 years, going into 19 now, and we had only been like twice a month, and everybody had been asking to go weekly. Let's go weekly, vendors, customers, the location managers, all the things. And I finally was like, okay, because it finally dawned on me,

Sari 28:51
I wish, I wish I had done this sooner, but it was perfect timing. It was the right timing. But I was like, Oh, if we go every week, we go from 13 to 24 markets, that's going to bring in twice the revenue and allow me to hire the who's and pay them what I need to pay them to be more committed, right? So that I don't have to be there at every market. So then that opened up my brain to possibility of, oh, if we're doing that, and now we're going to weekly, what if I actually go on a year of adventure? And that's when I was like, okay, my mind, my mind is being blown. But instead of just making it next summer, right? Summer 2025, this was last year. Instead of making it just about France, what if I actually did a whole year of adventure? And what if I could get out of Colorado in January and February, my least favorite months, and I was in a warm, tropical climate? What would I have to do in my businesses? Make that work. And I just saw that I would need to become a different person faster. No, of this, like, Oh, next year, right? I was like, Oh, now, now and, and I was like, I can do this. I think that this will challenge me. I think it'll push me. I will be start becoming the person, and I get, like, a little bit of a dry run at this, right? Going to Costa Rica first. Even though I worked about the same, it still was like, Oh, can I work remote? Can I do this on a little different time zone, and, you know, different area and different things going on? And yes, I can. That's what I did. I kind of doubled down. Said, we're not just doing a summer in France. We're going to do a whole year of adventure. And then I started thinking about, Okay, well, what do I need to do with my place and and how can I rent it? And how am I going to do that? And so I just started reverse engineering it. I said, here's the things that my staff would need to be doing, here's the way that my businesses would need to run, here's what I would need to do with my condo and my car and all the things, right? And did I know everything in that moment? No, absolutely not. But I had enough to start taking action. So that's the next thing. I think that's number six. Then you get into action right when I made the decision of like, I'm going to do this, I'm going to go first, I'm going to go to the mountains, because I've always been curious about being more in the foothills and more in the mountains, and what I like that, and I was really feeling complete with city life, and I was just longing for nature and for quiet. And so I said, Well, that's the first thing I'm going to do. I'm like, I'm kind of doing baby steps, right? It's kind of like launching out a farmer's market, and then you go to maybe e commerce, and then you do wholesale, and then you rebrand, and maybe you go to a co packer, right? I was like, let's just like, let's just try the baby step. But it forced me to, okay, well, how do I run out my condo and get into action? And, you know, I ordered a shed, and then I found a who to put it together for me, and then I then I had to find a place once I rented mine out, but I was following my internal guidance system. I knew, like I could feel it in my gut when I was on the right track, and that everything was in alignment. So what that vision does when you create that emotional resonant like you are in that vibration. You are living your future. Joe Dispenza would call it remembering your future. And when you are remembering your future, it is so real, it is so strong. It's like this, I'm just all like solid in my core, and it just, I can feel it in my gut right, that it's like, I'm on the right track. And so then every time I had a decision point where I was like, Oh, I thought it would be this. I thought I was going to do this. And then, you know, life would happen, and things didn't work out how I thought they were supposed to go, I would say, okay, is this it does this align when I get into the space where I'm in my knowing, is there alignment here? And I've just been practicing and playing with that for a whole year, and it's a pretty incredible experience. When you just you're like, I'm going to take my brain out of it. Logic, this is not the place for logic when I'm trying to create something new. I've never been on a year of adventure, so I can't logically do all of this. I can put my brain to work for certain aspects of this, but my brain is not in the driver's seat, and fear is not in the driver's seat. Scarcity is not in the driver's seat. Instead, it's this future me who's driving this train, driving this car, right? And so I get into that knowing, and then I start making decisions. I start looking at things. So here's a good example, you know, thinking about France, and I have this vision of who I am, how I'm being right, my stress level, the amount of work I'm doing, what I'm doing, like this feeling in my body. And then I would start looking at places like going on Airbnb or other rental agencies, and I would look at places, and I would notice, like, how does that resonate? Does it feel the same? Is it feel like a match, or does it feel like out of alignment? And if it felt out of alignment, it was just a no. You know, it's just like, that's not the place for me. Right? Because I knew I would figure it out. I knew I would figure it out. It's not that I didn't make inquiries of places and then I would ask questions and find out. Right? It didn't always have to be. I didn't always have to know from, you know, the first moment. But I'd be like, I don't know. Let's get curious. Is this the place for me? Is this the right dates? Is this the right location? And I would then go find out information. I would put my brain to use for that. I would say, okay, brain now go to work, and let's do a little research. Let's figure out what I need to know to then have enough information to see. Is that an alignment? And I just did that over and over and over and over and over and over and over again. And there was a time in Seattle where I just could not get into alignment. I could not make any decisions. It just felt all out of alignment. And there was a part of me that was like, Am I really going to do this? Like, maybe France just isn't going to happen. Maybe this isn't in the cards. And I just kept coming back to that vision. I didn't give up. I didn't make decisions out of fear of like, oh, I might lose a place. I just better get something. So I made decisions from a place of knowing and trust and abundance, and I let it be a little messy and wondering, like, Is this really going to happen? But I'm holding on to my vision, and eventually things shook loose, right? And then things started happening again. So sometimes you're going to sit with things in your business where it just feels stuck and nothing's really coming, and you're like, am I even doing this? Should I even be doing this right? You know, is this right? Am I doing it right? Maybe this is a total waste of my time. This is never going to happen. But your job, your work as an entrepreneur, is to get into belief, to just keep building, rebuilding that vision and tap, tapping into your internal guidance system to say, is this, is this still true for me? Because it could have changed. I could have allowed it to change, but the the vision didn't change. I was like, No, this is for me. It's not for anybody else, like nobody else is like, you should go to France for days. Believe me, people are like, what? You're crazy? I'm like, yeah, maybe a little bit, but it's happening. Okay, so that's what I've done, and I just keep doing it over and over again, and it's happening places are booked. I sent and believing this was one of the scariest things, I found two bedroom for August. Oh, I also had to leave the country for 10 days to get out of the EU and as I sat with that of like, well, where do I want to go? Because I have a retreat in Greece at the end of all of this, and it was going to put me over the 90 days. And so I was like, I've been doing this house sitting stuff. And so I was like, Okay, well, if I can find a house sitting gig in the UK, like, let's see if we can make that work. And that's where my intuition, intuition was telling me, at first, I was like, maybe I'll go to Morocco, but that just didn't feel right. And so I put it out there. And sure enough, I got connected with an amazing couple after receiving, like, probably 12 no's. So I just want you to hear I went for the nose, applied for a lot, and then the right one aligned, and they were like, great, come and watch our cat for it's exactly 11 days, and it's 30 minutes outside of London by train. It's, they're super sweet. It's going to be amazing. And I've never actually been to the UK, so, so there's that, right? That just like, that was a little hiccup. And I was like, Okay, we're going to figure this out, right? The next thing, we're just going to keep figuring it out. And so that's what I've done.