Book Marketing Secrets to Success with Rachel Thompson

Welcome to the podcast. I am Shane Barker, your host of Shane Barker’s Marketing Madness Podcast. Today, my guest Rachel Thompson is going to talk about book marketing for writers, bloggers, and authors. She is the founder and CEO of BadRedhead Media, a company that helps authors build their personal brands and market their books. Rachel has authored several books, and her articles appear in top publications like Huffington Post. She is an advocate for sexual abuse survivors. Listen as she gives expert tips on how to self-publish and market your books. So what’s going on, Rachel? Thank you so much for being on the podcast today. I know we’ve had a lot of people—when we talk to our audience, we ask them who they want us to speak with—and you’ve been on that list. We’ve been going back and forth the last few months, so we’re excited to have you on the podcast. And I figured, let’s kind of set the table a little bit. I know the audience always kind of—you know, some people know who you are and your passion, your history, which obviously we’ll go into, and other people want to know, like, “Hey, I don’t know you,” so let’s get a little history from you. So where did you grow up? Let’s kind of go into that. We’ll kind of set the table here a bit.

Awesome. And when we say Northern California, where in Northern California—Sacramento area? Okay, I’m in Sacramento. Did you know that? No, I had no idea. I’m literally in East Sacramento. That’s actually where my home is—Sacramento. And I use it as a hub to travel all over. That’s why I was kind of curious. You said Northern California, it’s like, let me see. It’s like, let me see where she’s from. So, are you still in Northern California?

My wife’s aunt and uncle lived there. In fact, we just visited the Sun City up there. Beautiful place.

They have huge golf courses. And it’s all pretty small now—probably a little quarantined—but other than that, it’s an awesome place to be, for sure. So how big was your family growing up?

Gotcha. So give us an interesting fact about your family growing up—something people might not know, or something you always did. Any fun traditions?

I do, yeah. I have a son.

Yeah, I think for me, it’s about being culturally aware, right? There are other things out there, and that’s awesome. Long story short, even if nobody in my audience knows this, I was adopted. My dad was Jewish—still is, actually—now that I think about it. But since I was four, my family didn’t do a lot on the Jewish side of things, though we did celebrate Christmas. I’ve always loved traveling, so I’m into different cultures, different festivals—I’m very open-minded about that. It sounds like your family was, too, but you’re not necessarily fully embracing it. Still, it remains part of your family, the way you do things, and it’s very accepted, which I think is awesome.

Let me look at my Jewish book—hold on one second. Oh, here we go. Look at what we have here. Yeah, oh, it’s always funny. You know, this is also another thing I found funny when I was traveling as a kid. We went to a church camp, and I remember being from California, and the first thing they asked me was, “Do you surf to school?” I’m like, “Just because you’re Jewish doesn’t mean you know everything about the Jewish religion, and just because I’m from California doesn’t mean we all surf to school.”

Then I’d tell them, “No, dude, how can I surf to school? My surfboard doesn’t fit in my locker,” and they’d be like, “Oh, that makes sense.” I’d say, “Yeah, totally, bro, sounds good.” So anyway, it’s kind of fun when you think about that. Or when somebody goes, “Oh, you’re from Sacramento? Hey, do you know John—John Smith?” and I’m like, “John Smith from Sacramento? Shut the front door. How do you know John?” It’s funny when people make assumptions like that—it makes me laugh.

So, did you go to college? I mean, did you go to college here in Northern California? Or did you continue your education somewhere else? Or did you just jump in because you’re extremely smart?

Yeah, so, God, it’s so funny—when I interview people, you just never know what they’re gonna say. I went to Sac State as well. I graduated with my marketing degree from there. Sac State is literally a mile and a half from my house—like, we were just there yesterday. My wife and I walk our dogs there all the time.

Now, with everything that’s going on, we’re still there a lot. It’s cool to see how the campus has grown, because when I went there many moons ago—let’s not talk about how long ago—it was a small campus. Now, it’s huge. They’ve got a welcome center and all this other stuff. It’s awesome. The football team did really well this year—just a lot of cool stuff. I’m more and more proud of Sac State and what they’ve done over the last year or so. It’s awesome.

So, going through college—what was your degree in?

It’s funny—that was kind of the same thing when I went to school. I was in entrepreneurship. I’d already owned my own businesses, and I wanted to take classes. At that time, there was basically one entrepreneurship class. There was no real, “Hey, we’re gonna train you to work for a business,” which isn’t a bad thing, or for a company. Yeah, that’s awesome. But I was like, “Well, hey, what about if I want to do my own thing?” And they were like, “What do you mean, do your own thing?” I’m like, “Well, I’ve already done it, and I just want to learn more about it.”

So it’s interesting. I know now they have tons of options—more creative degrees, English, entrepreneurship classes, all that stuff. I think it’s really flourishing. But yeah, back then, we were kind of aging ourselves a bit, but that’s okay. I joke that I started college when I was seven, and maybe you were three when you started. So we’re roughly in the same age range, give or take a few years.

That makes sense. So what was your dream job out of college? What were you looking to do, obviously with a communications and journalism background?

I mean, it’s not a bad industry to be in. Last time I checked, it’s not going anywhere, you know. I have a lot of friends from Sac State who went and interviewed and actually got jobs with pharmaceutical companies—which is a great career. I know it’s gotten a lot harder over the last 10–15 years, just because before you used to be able to meet with doctors individually and bring over donuts, cupcakes, and all the other fun stuff. Then they’d say, “Hey, you can’t do that because you might be swaying Dr. Johnson—he’s, you know, high on sugar all the time.” And so they started asking, “What can we do here?” That’s interesting.

So I think, yeah, pharmaceutical reps are not a bad gig—it’s a good job in Sacramento, and really, a good job anywhere. A lot of my friends made really good money out of college. It’s a crime, though, right? I mean, it’s sales for sure. You’re going to have so many gatekeepers in front of that doctor, and you got the receptionist protecting them, and you’re trying to get in there. It’s a cutthroat business, but I do think it’s awesome for sales. Just going in there, better understanding psychology, how to work with people, how to navigate past that person, and ultimately sell stuff.

For a very short period, I actually worked at a call center. I did it because a friend owned the call center and needed help, and it was also going to help me with sales. Even though I hated it—I was telemarketing, calling people when you and your family were just sitting down to dinner, and saying, “Hey, you want to refinance your house?” And they’d be like, “No, I hate you.” My numbers were pretty low compared to everybody else because I didn’t enjoy doing it, but I learned a lot about sales and how to talk with people.

You see, it’s all about convincing people to do something they don’t really want to do. You see that with Mormons, for example—they’re usually great salespeople because, for two years, they’re knocking on doors trying to convince people to change their religion or convert. That’s a huge sale, right? You’re like, “Hey, you know about this, let’s jump on board.” And it’s hard selling.

So, yeah, it’s interesting how our backgrounds play out in sales and how we did things. Now, how did that work for you? Because obviously, you did pharmaceutical sales and then jumped into blogging and writing. Tell us a little bit how that happened, because you’re kind of like me—there are like three venture arms of what you do, right? And I think we’ll touch on that a little bit. But, how did you get into blogging and stuff like that?

Which is awesome. I mean, it’s one thing—let’s talk about revenue, more about that? Because if that’s okay, I know I’d rather this get in somebody’s hands, have them read it, and if it’s a $10 or $20 price point, it could stop somebody. So there’s something very selfless about that—you’re giving something extremely valuable that could change your life, or help you experience something, and then you’re letting it go for free. So I think that’s very selfless of you, and I think that’s awesome. Thank you. And I think we still talk about that as well. I know in my audience, I have a good base, and we can talk where people can go and check this out. I remember you telling me you had a free deal on your books. The last time I checked—maybe a week or two ago—it was still free, right?

So, let’s talk about that here in a quick second. So, you had the blog, you had the books, and now you started the Bad Redhead Media?

That makes total sense. I think even today, brands—and whether you’re an author or whatever—still don’t get it. You don’t need to promote yourself every single day; 500 links like that just get under people’s skin, and nobody really wants that anyway, right? The idea is that there needs to be a strategy behind it. There’s actually a really famous football guy (I won’t say his name, but I think he listens right now) who promotes an energy drink every single day. And I’m a huge 49ers fan, so people might know who this is. Every day he talks about the energy drink, and I’m like, “Man, there’s a better way of doing it.” You’re a huge Hall of Famer with a good following, but just every day you talk about it. I wonder if you had a better strategy—like, you don’t always have to talk about it, but you can have it in the background, wear the shirt, and do other things that people will subconsciously notice and understand that maybe this person is using that, and that helps them get up in the morning or gives them energy or whatever.

I think there needs to be a better strategy. I really want to reach out to him—I’m a huge fan—and offer him a half-hour consultation so we can talk about how he can do this better. Because while people will react to constant promotion, you’re just shoving it down people’s throats, and they’re not going to be a huge fan of that.

So, let’s move on, because I do want to talk about the book and how you do the self-promotion—that’s something we definitely want to touch on. Tell me about your few books. Like, we’ve got “Broken Pieces.” You have “Broken Pieces.” I know you won a number of awards for that. Could you give me a little background on that?

And so, let’s talk about that. Obviously, you seem very selfless with this, and I can only imagine the transition from saying, “Hey, this has happened to me. I’m embarrassed, shy, nervous—whatever those feelings are, or ashamed,” to being able to say, “Listen, I’m just going to tell the world my story.” I know that’s extremely difficult. I mean, I know firsthand there are things that have happened to me—not necessarily sexually—but things in my life that I didn’t want people to know about. But once you get it out there, and you start to see that people are relating to it and have experienced similar things—even when they didn’t think anything happened to you—then, when you let that go and release it, good things can happen.

I think that’s awesome. It’s really cool that you’re able to tell your story and the things you’ve done. I also think it’s helped you because you have a different mindset. You know, a lot of people, when they create books, are looking at a few things. Some people have this notion of, “I want to make a million dollars”—and I’m not saying you can’t do that with books (I do, I can tell you that), but it’s very difficult. Or maybe you’re doing it for thought leadership, or to give back to the community by sharing something very personal—your story.

So, when you talk about self-publishing, how did you go about doing that? What was your process like? Because obviously, you were at the beginning stages of self-publishing, and it was very difficult. You had, what is it—the Big Three? The book distributors that do major distribution for any kind of self-published book deals. Tell us a little bit about that journey. And if anybody’s looking to self-publish or come out with their book, give us some background on that.

Yeah, and I think if you have an agent or a big publishing company, it’s hard to tell them, “Hey, my big thing is I don’t want to make a lot of money; my goal is to just get the word out.” It’s a passion project, right? For you, it’s about creating something helpful. But big, bad publishers are going to say, “What do you mean you don’t want to make money?” and they’re like, “Next person.” Their focus is obviously revenue, which makes it a little more difficult.

But I think your goal of helping people, rather than focusing on revenue, is just awesome. Most people don’t think that way, but in your situation, all the feelings you had throughout this journey made you ask, “How can I help people better deal with what happened?” Because you had to deal with it—it wasn’t easy—and it’s not going to be easy for other people either. The more support you have, like Twitter chats and free books, the better. Unfortunately, more and more people are going to need help in these situations—how do I deal with this? Not everybody can pay $100–$150 an hour for a counselor to assess trauma. You don’t just go to a counselor twice and suddenly become a new person; it’s continued support and ongoing work on yourself to understand what happened.

So, kudos to you for doing that, and that’s awesome—all the books you have coming out. Now, what about the challenges? It sounds like some of the challenges were, like, managing the process—you need someone to help you with the books—and then there’s the issue of getting your rights back and the whole self-publishing process. Self-publishing made sense for you because you have that marketing background, and now there are companies, as you mentioned, that can help with all of that, depending on your goal and budget.

So, what would you recommend for first-time writers or someone who wants to write a book about anything—whether it’s marketing, childhood, a biography, or even a fictional book? If they listen to this and say, “Okay, I’ve got an idea. This is what I want to write about,” where would you, as a seasoned writer and author, recommend they start?

Yes, that’s what I used to do a lot with crowdfunding. People would come to us and say, “Hey, I only have 30 days, and now there are just two weeks left. What should I do?” And I’m like, “Well, we should have started six months ago.” You need at least three to six months of ramp time before you even go live. It’s a difficult thing. It’s like, “Man, I want to help you, but you’ve only got two weeks,” you know? It’s the same thing with your book. If you miss that crucial lead-up period, then once you go live, how do we regenerate that vibe of people getting excited about something that’s already launched, right?

I think that’s the big thing. I always tell people, “Listen, here’s the deal. If you’re going to post the same thing every day, it’s like—imagine you’re on a walk and you meet the same person every day. I walk up to him and say, ‘Hey, I’m Shane Barker, and I’m a blogger, and I sell books.’ And he goes, ‘Cool, thanks, Shane.’ Then you see him again the next day, and I say, ‘Hey, my name is Shane. I write blogs and I write books.’ And he’s like, ‘That’s really cool, Shane, it’s nice to see you again.’ But eventually, he’s thinking, ‘God, we got to watch out for Shane when he’s walking his dogs,’ because all he does is come up and tell me the same damn thing he told me yesterday.

And that’s super awesome. I get that you write books, and I get that if I need a book, I need to reach out to you—it’s the same thing I tell clients. At the end of the day, think about having a conversation. If I come to you and say the exact same thing every single day, you’re going to lose your mind, or you’ll avoid me like the plague.

I probably should have said, “the Coronavirus,” how about that? That would make it a little more relevant these days—different meaning now—and it totally does. So, you have to think: what if we’re going to have a conversation and people are constantly engaged in your feed, which is really the goal? For me, I talk about craft beer, I talk about speaking—I don’t need to tell people every single day that I’m a speaker or that I do this and that, or how they can hire me. Honestly, in my situation, I probably don’t even talk about it enough. It’s more of a hands-off approach: “Hey, come read my blog. If you like the content, I’ll have a little note on the side that says, ‘Hey, we can talk,’ or ‘I really should improve on that stuff.’” For me, it’s more of an “let me educate you” approach, and then hopefully you’ll reach that “aha” moment—like, “I’ve read 50 of Shane’s blog posts, and now I know who I should hire to help me.” Then you can help that person.

I think that’s what I try to convey: have a normal conversation. When I talk about influencer marketing, we talk about engagement and all that. You have to consider—if you look at an influencer you want to hire and their engagement is all emojis, that’s not really engagement, right? If I walked up to someone in a restaurant and did, say, a heart emoji (which you guys can’t see because we’re on a podcast), and if I did that every time, people would be like, “What do you like? What are you doing—a heart emoji?” Instead, have a conversation. That’s true engagement.

Look, pull yourself out of the situation and ask, “Would I want to go meet myself?” I mean, I’d say no—I don’t want to meet Shane. Every time I walk around the park and see Shane, I’m like, “Oh God, here comes that spiel again.” You don’t want to be that guy. Nobody wants to be the annoying person who’s always talking about their new relationship until your friends say, “Hey, don’t mention that anymore.” But when you’re in the middle of it, you do stupid stuff, and people are like, “Hey, didn’t you tell me a month ago not to do that? Why are you doing it now?”

It’s different when you know it’s on your mind—”I have this to sell”—and you can’t let it go. Step back, look at yourself in the mirror, and ask, “Is this how I’d want to behave? Would I want to hang out with someone constantly trying to sell me something?” That’s where self-reflection comes in. “What do I look like right now? Do I look like a crazy lunatic?” I’m not saying you are, but I can be that guy, and I have friends who do it too. Sometimes people just won’t buy anymore because they don’t want to hear it. It’s not that you have a book every single day—nobody cares. It’s not going to be an engaging conversation.

Yeah, and just this is a PSA: not only are writers lazy—I think everybody seems to be lazy. I mean, anytime you come with something that’s, you know, what is it? What was the thing? There was a quote, something like, there was something that came and it was disguised as work or something. So the idea is, hey, I’m not saying everybody’s lazy, but once you really understand what it takes to promote a book, it isn’t, “Hey, go send out six tweets and sit back and let’s watch this thing happen.” I deal with this in influencer marketing. All I have to do is hire Kim Kardashian, give her half a million dollars, and she posts one time about my supplement drink—and then I’ll make millions. And I’m like, no, that’s a terrible idea. It takes work, right? And so it’s like, everybody’s going from the 10-second ad to the 7-second ad. Now I want the three-second ad; I just want somebody else to do it for me. I mean, is there any way I can get somebody else to do it? And you can write—maybe not fitness-wise—but you can absolutely hire somebody, but expect that either you have a lot of money or you have time, right? Anything you do is going to take time; nothing’s an overnight process, like being a sales rep. What about when you were a pharmaceutical rep? Let me guess, the first month, you absolutely crushed it, right? No, no, nobody did. Nobody does, for the most part, if you don’t have that background. So the thing is, you go through it, and it’s hard—but guess what it takes? It takes a year. It takes two years before you start to learn the process. But it’s the same with anything. You want to start doing video, blogging, or be an author—just know that it takes time with anything. So if somebody has that magic formula for you and says, “Hey, I guarantee this is going to get you this, and you’re going to get this, that, and the other,” be very cautious of that. I mean, you can get tips and stuff from mentors and people who have reached a certain level—absolutely, you could take advantage of that, like hiring somebody like yourself, or saying, “Listen, I’ve done this before. Let me show you this journey.” But just know that the expectation is it’s going to be a grind. Because if it wasn’t a grind, everybody would be doing it—it would be super easy, like crowdfunding. When I did that back in the day, people were like, “I didn’t know this much work,” and I’m like, if it wasn’t this much work, everybody would be making millions. We just wouldn’t have one marketing company you’d work with for the rest of your life. It’s work. You just got to put in work. And that’s the thing: when I’m working with potential clients, I send out these questions to make sure we’re on the same page about what results we’re going to get, how we’re going to handle things, how much work you’re going to put in, and what I’m going to do on my side. Because in my early days, a lot of that got mixed up—like, “Yeah, we’ll do it for this.” Hang on, a problem sounds good, and then, all of a sudden, “Well, how would I be able to do that?” That’s what you need to do. “Oh, I thought you were gonna do that.” I’m like, how would I go and promote your book when you’re the author? You’re going to get a lot more exposure than if you do that. So it comes down to that—when contracts get involved and all the other fun stuff. We have a clear expectation of what’s going on. But once again, it takes work, right? It’s not easy.

So I agree with that. Right now, your books are free for me. If somebody wanted to do a book, I’ve had plenty of people reach out and say, “Hey, here’s my idea, I’m gonna write this book, I’m gonna become famous, I’m not sure how to do anything like that.” But I want to keep things realistic. Obviously, with self-publishing, I understand it’s where you make money, or you’re going to make most of the profit, unless you’re doing something with Amazon. There’s a percentage there, but you still have to have your own marketing. You’re the secretary, the treasurer—you’re everything, right? You have to do a lot more on the production side. So how realistic is it to make money from a book? A lot of what we’re looking at is writing for your business, to bring that business in, leverage it, and get exposure. I just want people to be realistic about, “Hey, when you write a book, it’s not going to make you a millionaire. It’s not going to make you…” I’m sure I’m somebody you could talk to—people might think dollars could be made.

Yeah, yeah. I mean, it’s the same with products, you know—somebody comes to us with something that’s just not a great product. I can probably get you some sales, but at the end of the day, I’m also promoting something that I can’t fully say I promote. So there’s a disconnect. Shane, one point; Shane, two points. Shane, starting off with, “Oh, yeah, I can do it. Not a problem. Let’s do it now.” Shane, two points—I was like, that’s going to be a lot of wasted effort, right? I think the expectation is, “Hey, you want sales,” while on my side it’s, “I don’t know if we can do it.” I mean, we can do it, but you’re just not there yet. There are certain things you have to do. People reach out to us saying, “Hey, I’ve got a logo and an idea.” I’m like, “That’s awesome, but you’re probably not there yet regarding what we do,” unless you’re making millions and willing to spend a lot to get there. We can accelerate that learning curve, but it’s just one of those deals.

Another thing I want to touch on—I’ve been talking about putting out a book for what feels like forever because I just haven’t done it. You’re a mother, you’ve got two cats, and you’ve got, what, three businesses? It feels like more sometimes. So, I mean, how do you—since a lot of your business is writing—find the time to write? I know it comes naturally to you because you’ve been doing it for so long. But how do you allocate that? That’s the hardest thing for me because I pretty much have ADHD and like 500 screens and 10,000 tabs open. I’m like, “Hey, Shane, why don’t you spend half an hour this week working on your book?” And I’m like, “Yeah, sounds good.” But then I sit down and I’m like, “I gotta cut my toenails, I gotta mow the lawn,” and then, “Oh, there’s a new craft beer that just came out.” I’d rather hang out with my wife at a pub, walk my dogs, or play baseball with my son. So here I am, with everything else going on instead of sitting down and trying to focus—which is the key word here. How do you do that? Do you have a system? Like, close the blinds, turn off all your electronics, and start writing so nobody can disturb you? What’s your routine?

Just do it. Just get it done. I mean, I think that makes sense. It’s funny, I was going to ask you, “Are you working on your next book, or are you just so busy?” But I know you are. If I keep talking about writing a book, maybe I’ll actually do it. That’s how I work sometimes. If I’m going to do it, I want to do it right. I have a million things going on, a short attention span, I’m a dad—so I’m traveling or with my son—and it just never happens. Maybe I need that accountability. If I say it out loud, I’ll do it. I’d love to know how you handle all that, though, because I see you doing so many things. Maybe you do it well, maybe not—it’s tough, right? We all wear so many hats. So what’s next for you? Are we looking at June? Is that when your book is coming out? Where are we at with that?

So anyway, and anyone hearing this—this is being recorded a little earlier, but we’re almost fully quarantined here in California because of the Coronavirus. People over 65 can’t come out or shouldn’t come out, and won’t be able to. Now we’re in a day where restaurants, bars, and other places are closed. We’re going to see more and more of that, so we’re definitely living in some crazy times. Do you think there’s going to be a situation where there will be changes to marketing? Because it feels like everyone is losing their minds, already hoarding. How do you see the future? Are we going to see more events canceled, a slowdown, a pivot to digital, more content creation—or do you think maybe people will just shut down because they’re uncertain?

It’s easy to get sucked in, for sure. I mean, there’s just so much information, and it’s like, “Oh, let me check that out.” It’s kind of like if you’re locked in your house, you go down a million rabbit holes. It’s like, “Oh, let me check that out, that sounds crazy.” It’s probably the best piece of advice to not watch the news or limit your intake, because you can drive yourself insane. I’m definitely that type who will just jump in. So I’d like to ask, what’s the best piece of advice you got when you were starting out? Is there something that stands out for you, maybe from a mentor or something that changed your life?

My manager at that time was from my city, many years ago, and they always said, “Kill them with kindness—always be nice to them. You never know who you’re dealing with, especially in social media. They might be big, or you might be brand new—you never know.” So I’d guess I’d say the best advice I’ve gotten was, “Kill them with kindness.”

Yeah, well, that’s good. Good to hear. The road bump is usually themselves, right? That’s what I realized about my business years ago—everything kept coming back to me for approvals or I’d get the final word, and then the thing that was supposed to go out got stuck, which is like a nightmare. So think about having an assistant or investing in yourself. If you say, “Hey, I want you to do 10, 15, or 20 hours,” maybe that’s $500, $1,000, $1,500, or $2,000. Once you bring on that person, it keeps the machine going, because you’re not the bottleneck. Then you can do what you do best. So here’s my last question for you—you already gave it to me, but I want to ask it again: if you could have dinner with three people, alive or dead, who would it be, and why?

I mean, you’re like, already there. Like, this is—I think she’s already pretty much at your table.

Nice, nice!

And you’ve got one more seat. So it’s going to be a good dinner party. I can tell.

For sure, she’s awesome. She’s definitely be on the forefront of making sure that there’s no longer a silent voice. So that’s awesome.

Yeah. Rachel Thompson, this was awesome. I knew it was going to be a good interview. I’m excited. I didn’t even know you’re in my hometown. That’s in my hometown. That’s that’s super awesome. I’ll probably see you everywhere now, like before, we probably went past each other like 10 times and didn’t know, but yeah, if anybody needs to get in contact with you, how can they do that? Like, go ahead and give us a little spill. What you got going on?

And where can they find your books?

That’s awesome. You guys go out and get those books. I mean, last time I checked, that’s the best price you’re going to be able to get, right? So go out and grab those books, ladies and gentlemen, because you can get a good idea about branding and how to get out there. For the SEO side of things, I always recommend that. And also, obviously, the Broken series—you guys should definitely check that out if you want to dive into the emotional side. So anyway, if you are an influencer, just go to the website. If you want to do any of that stuff, obviously we have a course coming out, How to Be an Influencer. So if you’re into becoming an influencer, or you’re an entrepreneur wanting to get into that side of things, you can definitely jump on it. I’m going to teach you how to pitch brands, how to work with brands, how to reach out to them, how to negotiate, how to get your face in front of them—all that kind of stuff—so you can go over to howtobeaninfluencer.com. Rachel, thank you so much for being on the podcast. I appreciate it.