Dani Paige talks to us about launch copywriting. But the first thing she does is redefine what a launch means. It’s a game-changer!
-how to create interest around your ongoing services, launch style!
-what opportunities you are missing every month!
-how to create specials, and urgency!
And much more!
Win The Hour Win The Day
Dani Paige Podcast Transcription
[00:08:28]Kris Ward: Hey, everyone. Welcome to another episode of Win The Hour, Win The Day and I am your host, Kris Ward. And today we have Dani Paige in the house. Dani, welcome to the show.
[00:08:40]Dani Paige: Hey Kris, thank you for having me.
[00:08:42]Kris Ward: Danny, we’re going to talk about writing launch copy. Now, before you turn off or turn away and think, well, I’m not launching anything. We’re going to redefine that for you. And I think this is really super interesting, and I’ve not heard this conversation before, so I’m very eager to get into it. So Danny, let’s dive in launch copy. Tell me where do we start and what is a launch? Because I think right off the bat, this is going to be a game changer for everybody.
[00:09:09]Dani Paige: Oh, yeah, I agree. And because when we think about launches, even for myself, I think about I’m launching a course, I’m launching a program, the very win to many offers, which is what I do a lot for sure, but there’s a whole other side of it.
[00:09:22] And there is a one-on-one services too. And a lot of people think that, oh, I have a one-on-one service. I can’t launch. It’s not for me, but you absolutely can. I’m here to say one-on-one services should can, and should be launched for sure.
[00:09:37]Kris Ward: Okay. So if they’re going to be launched, so I have services, well, we have the Winners Circle, which is relatively new and it’s a coaching program that we gave sort of a different little entry level.
[00:09:47] Just so that it’s definitely one dominion where we’ve done private and semi-private, right. So our goal is to have like 50 people in this group. But we offer all the same things in the semi-private that we do the Winners Circle. So I guess I could launch that. And even that. I wouldn’t have thought of that before. Cause I tend to associate launches with info products.
[00:10:07]Dani Paige: Okay. Yes.
[00:10:09]Kris Ward: Or I like a definite start date and end date. Whereas this is constantly going the Winners Circle doesn’t have like, we’re just going to have that moving forward. So, you know, I wouldn’t have thought launch because we’re not opening and closing it.
[00:10:20]Dani Paige: Right. And a lot of people think about like the one-on-one services too, they just put their service, whatever it is on their website or post about it once on Instagram and then that’s it. And they expect people to come. But you know, when the service is always on your website are always the same price they’re always available.
[00:10:40] It gives very little reason for people to purchase. So that’s why we kind of want to come at it with a different mentality. So people do feel the need to purchase.
[00:10:51]Kris Ward: Okay. So let’s talk about, we’re talking about launch or writing a copy for the launch. So what are some things we should be thinking of when we write, how we write, why we write? Where do we even start?
[00:11:05]Dani Paige: Yes. You know what? Copywriting is a beast. There is, you can make this as big or as simple as you want. I always like to go the simple route. Let’s do this at like minimal viable option here. If you are watching a service or a program, whatnot, you want to be thinking about emails, for sure.
[00:11:24] That’s kind of the big one. If you’ve got an email list, you always want to be sending out emails to them. You want those emails to lead to a place. So typically some sort of sales page that talks about your offer. If you want to make it super simple, I’ve done that many times. Just those two things, emails and sales pages, boom let’s launch.
[00:11:44] And then you can always build from there. You can make it as robust as you want. You can add in a webinar, you can do a bunch of lives about it. There’s many areas you can take it, but thinking about the most straightforward are really those two things.
[00:12:01]Kris Ward: Okay. And so when we’re doing those two things and we’re talking about copy, what are some common mistakes that we make in the copywriting of launch?
[00:12:09] Because obviously you’re talking about writing launch copy, so that is obviously different than other copy or our blogs. So what is it that we’re not respecting when we’re dealing with any sort of promotion slash launch when we’re diving into copy?
[00:12:26]Dani Paige: Yeah. So for a launch, I think the first differentiator from just website copy is that there needs to be some sort of urgency behind it.
[00:12:33] People don’t have that reason to purchase. We’re going to just think I can purchase it down the road, but when we can create some urgency around it, like you mentioned a hard stop or start date, people kind of start to realize that there’s a reason now for them to optin and purchase.
[00:12:52]Kris Ward: Okay. So if we do that in the copy, if you started the conversation saying, look, okay, so I just, whatever I have coaching services and they’re my website and I just post it and forget about it.
[00:13:02] And there’s no.. that we could be using that as a launch, but the urgency. Would that come in with a special pricing? Like what makes this copy have the flavor of urgency? If it’s something I always do?
[00:13:15]Dani Paige: For sure. I love this question too, because I actually think this is half the fun of being an entrepreneur is we can kind of think of these things.
[00:13:23] There’s no black and white rules around this. For one we could think about limited spots is a great reason for urgency. So for sure, maybe it’s on your services ongoing, but if there’s only two spots a month for people, it creates a little bit of urgency. Our time is not infinite for sure.
[00:13:42] So we can create pressure around that. So that’s an idea. You can have another ideas bringing in like different bonuses, for sure. And you can have maybe this bonus only lasts for this week. Once that week is over, the bonus has gone. And if someone is a little bit on
[00:14:01] interested in your offer and they see this bonus come in, that creates more urgency for them to jump on it, for sure. So you can have like changing bonuses maybe each month, like if this is an ongoing service, maybe one month is one bonus and then swap it out. It’s gone. And a few weeks later, next month you’ve got a different bonus.
[00:14:21] So you can kind of get creative, I guess, in that sense as well. There’s some other funds I’ve seen to create some urgency as well. Maybe you can start with like a handful of clients at once and take them through if you’ve got a… and of course it depends on what your service is, but you could take them through like your maybe signature framework in a sort of like a group coaching or an incubator style model and then branch out
[00:14:50] to your one-on-one with each of them. So they kind of start the same, but then they move into your one-on-one service. That’s kind of a fun way to create urgency and like an actual start and stop date as well. I don’t see it done super often, but it’s a unique idea for sure. And then also discounts definitely is another option to bring an urgency.
[00:15:09] It’s not something I suggest all the time, but you could do a fun little promo, maybe it’s around your birthday month, say it’s in the month of May. You want to do a big promo for your birthday month, any provided discount just for that month alone. That again creates a little bit of urgency as well.
Then you can kind of take, remove that discount. It goes away. And that kind of is your heart stop on that launch.
[00:15:38]Kris Ward: Yeah, those are some great ideas. And you know what, they’re ideas that I’ve done in other aspects when we did launch an info product or there’s different elements that we’ve done, you know, let’s say launching the podcast or my book, but I think what really limited our creative thinking was the idea that it didn’t have a hard beginning and a hard ending it’s something we always offer.
[00:16:00] So I would never have thought about adding bonuses to it. Coming at it from a launch perspective. So I’m writing down everything you say, cause I’m like, oh yeah, I can do that. I can do that, but you’re right. I just go online every day and we talk about different things we provide and we would say, oh yeah, we’re still doing this.
[00:16:17] Right. But yeah. Yeah, yeah. There’s no excitement or energy or urgency to that. And you’ve given us right there about six or seven that you can easily get some of them, you can squeeze out a couple things like, you know, changing the month, whatever reason it is, this month is special. You can easily get 10 different features out of this.
[00:16:37] Excellent. Oh, that’s a great idea. Okay. All right. So I don’t even have questions to ask you because I don’t know what I don’t know. And I wouldn’t have thought of any of this. So tell us, where else do you think we’re missing the boat?
[00:16:49]Dani Paige: I think where we’re missing the boat is not thinking about the pre-launch phase. So when we think about a launch, maybe great, we’ve got, like I mentioned, these bonuses and whatnot, but just announcing your offer is like a surprise and people typically aren’t ready, so you want to get them ready to purchase. So you want to think about that pre-launch which is typically, a few weeks up to like a month, four weeks, maybe six weeks
[00:17:17] prior to announcing this offer because it helps warm your audience up. So they’re actually ready to buy. We want to give people time and we want to make sure that they’re in the right mindset and we want to make sure they realize that they need your service. And so this happens in that prelaunch phase when you’re sending out.
[00:17:37] You can start sending out like emails and social posts and kind of planting that seed and starting to overcome objections and kind of reframing some of these beliefs that they might have already, and really just kind of getting them in the mindset to purchase. And then when you announce that your service or your offer is live. They’re more ready to purchase from you.
[00:17:59]Kris Ward: And I think also, I know for me, you get misguided where, well, I’ve already told them this three times this week, and you don’t realize how busy people are or how they don’t see all three of your posts or whatever you think you’re seeing the same thing over and over, and nobody’s seen it at all.
[00:18:17] And I know some big marketers that I’ve been really impressed with and like, she’s like, oh, you know, put on a spectacular launch for info products she had and the people are still complaining later. Hey, I didn’t know she had that. I missed that. Where was I? I didn’t see that in the scroll. Right. So we just have this idea of, we put something out once.
[00:18:35] Oh, I can’t repeat that. I’ll just look desperate now. I’m getting annoying, but there’s just so much going on. So I think just making people buyer aware is a big part of it too. Not even just nurturing them, getting them ready and warmed up. But the fact that you may have to put that out there 15 times before somebody sees it one.
[00:18:53]Dani Paige: It’s so true. We feel like we are talking about our product all the time, but people don’t hear it. And if you are just talking about like the features all the time of your product, then yes, it will kind of come on deaf ears. And I always suggest weaving stories into everything you put out that can really help give like a different angle.
[00:19:14] People can kind of hear things differently. I’ll give you an example. I was recently on a summit and instead of just writing about the summit, like most people do, I told a story about it and said like, ‘This was the first summit that I listened to when I came into the entrepreneur world’ and kind of gave a story behind this promotion and
[00:19:34] it was very well received because people heard it differently. Everyone was talking about this promotion, but it was until I had shared this story, people kind of heard it differently. So that’s another thing too, is, bring stories in to what you’re sharing so people can kind of hear things differently when we say it the same way every single time, then yes. They’re probably going to start tuning it out.
[00:19:55]Kris Ward: Okay, so adding stories, and this has come up a couple of times now in the show, cause we tend to overlook this or we think our stories aren’t interesting. So maybe stories of clients that we had success, like give us some examples of stories.
[00:20:10]Dani Paige: I actually share the most random stories and I try to find ways to weave it back. So if I was struggling with something completely not business related, then I can bring it back to how I struggle in business. Right.
There’s little like leeways, you can bring into every story. So for sure, sharing client stories and client wins and that sort of thing, but you can bring personal stories in as well, because I feel like it really makes us be human.
Sharing our flaws a little bit. People enjoy that. People really connect with that. So, yeah, I like sharing the personal side of me as well.
[00:20:50]0ris Ward: Interesting. I was thinking when I saw it. Yeah. I don’t know where if you’ve had other places, but when you pop on the zoom, there’s a picture of you holding like a pineapple jar and you’ve got half of it over your head and half of it under, and I had wrote a story of post about that my husband years ago, I loved pineapple and I would be like, oh, okay, I’ll buy it at the grocery store.
[00:21:08] I bought it pre chop, because I thought you needed something on the side of your counter. Like in a restaurant, this pineapple is smashed open. Like, I didn’t have any idea how you got into a pineapple. It sounds ridiculous now, but I guess I thought it was like a coconut. I just never thought about it, but I thought it looked hard.
[00:21:23] Right. So I’d be like, all right, I’m paying top dollar to have the store, put it in a container. It seemed whatever. So I would buy it as a treat just because it seemed like you weren’t getting a return on your restaurant. Not that the man wasn’t worth seven bucks, but it seemed like a lot for a little bit of pineapple.
[00:21:36] And then a number of years later, I tripped across and I saw this thing on YouTube showing you how to cut pineapple. And I was like, well, that’s easy. I can do that. And I was like, this is crazy. And then I was doing that for a number of years. And then one day I saw on Amazon that there’s this pineapple core, which then leaves you like get every little bit of pineapple at cost 20 bucks and you screw it in and you pull it like a, like a wine.
[00:21:59] It’s a wine cork, polar, I don’t know if that’s a word for that wine opener. That’s the word? I said, wine opener. And I had written about that and talked to my people about, I’m always talking to them and you think you have to run around and work so hard and do all this stuff with your business because that’s the story you’ve been told.
[00:22:20] When your business should support your life instead of consuming it. And there’s strategies you can put in play like our super tool kits and all this other stuff. And I tied that into that bigger message. Like, I didn’t know. I didn’t know. I just assumed I didn’t even know what I didn’t know. I assumed it was a lot of work and I had to pay somebody to crack open that pineapple, and then I made progress and I made a lot of progress.
[00:22:40] And then all of a sudden there’s a tool for this. So I did tie that into a story. So I think those are the kinds of things you’re giving as an example. Am I correct?
[00:22:49]Dani Paige: That’s exactly it. Yes. And like, I encourage people to keep a running tab of these things. Cause at the time you might not know how this would ever loop in, like you would never, at the time, maybe we didn’t know about that
[00:22:59] you would be sharing a pineapple story, but if you keep kind of a writing tab, like, oh, I had trouble doing this. Trouble with cutting up the pineapple or whatnot today. Then when you sit down to write, you’ve kind of got this whole story bank of ideas that, then you can think about, well, what am I actually trying to share?
[00:23:14] What’s the point? Oh, I’m helping people do things quicker and faster, and then you can start to see how they interact and loop together, and then you can create an email around that.
[00:23:25]Kris Ward: Yeah. That’s a great story idea bank because, and I had those before, but as I’m talking to you now, different ideas are coming into my mind because now I left to like the other day, I was just having a fit, trying to open a jar of beets and I thought, okay, Would I look juvenile if I just threw this up against the wall, cause I was about to lose it.
[00:23:41] And I thought I work out every day. How do these gnarly old people with arthritic knuckles get into these jars when I couldn’t and I thought of smashing it up against the wall. My temper started to flare, I thought. Cracking over beside the counter and just having the glass go everywhere, but I get the lid off.
[00:23:57] And then of course, finally I calm myself and I was using a knife to pop it and I got the air pocket. And that only took a second once I saw clearly. And I think, that again, could talk about strategy and how hard we muscle it out. Because for quite a few minutes, I’m trying to open this jar.
Brute force like hard work is the answer. Right? Have time to talk to you, Danny. I’ve got all these ideas.
[00:24:23]Dani Paige: And what that does too, Kris, is it brings your personality out on the emails, because that’s who we want to buy into is you as a person and your personality, because let’s face it. There are so many other people who do what we do, but it’s these little stories that people will connect with.
[00:24:39] And I see your personality come out a little bit more. And when I need your service, I’m more prone to purchase from you. And not someone else.
[00:24:48]Kris Ward: Yeah, you’re right. Because I’m not one of these people that put a happy face on a horrible day, like eating, cause that’s no better. But I am all about being positive.
[00:24:57] Like I’d rather be happy than right. So I’m all about giving something my attention. That’s a positive thing, but don’t confuse that with the person who doesn’t have a fuse. And the thing that sets my fuse off our stupid things like that, like how am I supposed to get into these jars? Like, what am I supposed to do with this jar?
[00:25:13] I can’t get into like, and if I who do pushups this morning, can’t open it. How the rest of the world is opening it. Right. So you just go hysterical. And so then you get to know that yeah, everyone says, oh, your people give me a lot of compliments about my energy. I think I’m always positive. I am but push came to shove with that jar.
[00:25:30] So you need to see the other side, the dark side. Okay. That is a really great example. Okay. All right. We’re really diving into stories now. I’m seeing it probably done. Yeah. So what are some other mistakes that you feel like we gloss over?
[00:25:44]Dani Paige: But we can, I mean, we kind of just started touching about personality a little bit and I think that’s a big part of it too, is just not bringing that personality out.
[00:25:54] I can think about how I was saying, like, so many people have the same thing that we offer, but I can think, like I put myself in the shoes of the consumer and I’ve purchased from someone who I had many options from, but I really connected with her values or I connected with who she is as a person. So yeah, a big mistake I see is just not bringing that personality out in our copy.
[00:26:24]Kris Ward: Yeah, that makes sense because we’re presenting instead of talking to someone and we’re trying, and I think sometimes you get in the mindset. I know I had this trouble when I was doing videos originally is that I would be presenting instead of talking and that in my mind, I was talking too many and I wasn’t onstage doing a speaking gig.
I’m talking to one person watching this video. And I think we can get stuck in that with our copywriting as well. Speaking to many, instead of one.
[00:26:53]Dani Paige: For sure. That’s, I mean the golden rule of copywriting, we share maybe hundreds of people behind what we’re reading, but we really want to focus in on who that one person is, the thoughts that they’re thinking, that’s kind of what we want to start putting in our copy.
[00:27:09] Because then they’ll think, oh, she knows me so well. So this is kind of the basics of copywriting. And it’s really just knowing who that one person is that, that you are speaking to.
[00:27:20]Kris Ward: Yeah. And that makes sense because the clients that I work with, they’re people that I could have went to launch with, and I would, and I made a promise a number of years ago that if I wouldn’t spend time with them without being paid, there would no longer be my clients.
[00:27:34] Right. And so we are like minded, or we laugh at the same jokes and it just the energy is really easy and dynamic. And so that’s how I talked to them in the coaching calls and the strategy session. So why not write to them that way.
[00:27:48]Dani Paige: Exactly and that’s exactly it. We kind of want to, we want to be more of a human in our emails. Gone are the days of being very professional. And that’s I think why a lot of people have such a hard time with writing is because we were taught a very strict way to write like way, way back in school, right?
Right. Don’t write complete sentences. Rightful essay paragraphs, and whatnot, and these things are what will kill your personal brand online.
[00:28:18] So you want to be breaking those rules and just write more like an actual human with our flaws, with our incomplete sentences. Cause people will… It’s more conversational and people actually know that you’re a human that way.
[00:28:33]Kris Ward: Yeah. When I wrote my book, Win The Hour Win The Day, one of the biggest complaints I had from the editor, this was nuts to me is she kept going through Kris, you gotta stop doing this.
[00:28:43] You gotta stop doing this. It would be things like I cannot, I will not. And she’s like, it’s gotta be I can’t, I won’t. And I’m like, oh my gosh, I went to college and university and here, that was her thing. And I do get a lot of compliments where people tell me it’s easy read, it’s conversational.
[00:28:58] And so boy oh boy, that’s hard, it’s hard to write a conversational book. Thank you very much. I appreciate the compliments, and that’s what my editor kept saying is you got to write like you talk and I’m like, what the heck was all that education?
[00:29:10]Dani Paige: It is, it’s so true. But there are two completely different worlds from that professional world to the online, because yes, if it’s too hard for someone to read, they’re not going to read it.
[00:29:21] So even a phrase like. ‘That is not going to happen.’ It’s long and kind of chunky. I would probably say ‘not going to happen’. It’s a very incomplete sentence, but it’s easier to read and it’s more likely to get the eyes all the way down your page when you write in that format.
[00:29:38]Kris Ward: Yeah. What I heard a phrase once it was really resonated with me. It’s almost like we read with our thumbnail, like you’re scrolling, scrolling, and you have to skim it. Right. And so you want these sentences to be, and that’s the thing, some of the most successful books in the world, like the millionaire mind, or, even the EMF, they’re all written at a very basic level.
[00:29:55] Cause you just, you want the concept. Right. And I get that. But when I was having to go through my whole book and go won’t well, you know, can’t all these things. Right. Okay. Danny time really flies with you. We only have a few minutes left. I know I could talk all day, so we have a few minutes left. What’s something we shouldn’t end this conversation with before we pay attention to?
[00:30:19]Dani Paige: Ooh, I took to kind of close the loop on this personality. Yes, I’d love to introduce it. Something I teach in my programs, it’s called the personality profile. Okay. And so I encourage students to keep a running list of things that make you, you, and then you can kind of learn to refer back to them to bring it more into your copy. Like actually put it on a sticky note, put it on your computer.
[00:30:45] And it’ll be more natural to start weaving these things in. So for example, for myself, I would have words like the mountains. This is very prominent for me. I live very close to the Rockies. I’m always talking about being outdoorsy, this sort of thing. Things like the TV show, friends. It’s very much my brand.
[00:31:03] I bring this into my copy every now and then. Buzzwords is another thing to put on your personality profile. So words that you often say, I like to say going from average to awesome. So that would be on my sticky note. And then it’s easier to weave these things into your copy and will is kind of like another frame again, it’s these little things that will really help connect with your audience.
[00:31:38]Kris Ward: You know, oh my gosh. I cannot believe how simple. I think the most simple things in the world are the most profound.
[00:31:44] So that’s the thing you get here and then you have to produce copies. You look at the ceiling and think, oh my gosh, you’re going to talk about, because you can’t see the prescription when you’re in the bottle. Right. So, yeah. I, you know, I love to bike or I actually bake a lot or, and the joke is I bake with really healthy ingredients and everyone’s always like, can’t believe like I don’t use white flour or sugar and stuff, so I’ve got grown men going.
[00:32:08] It really just can’t be good for you. Right. So that’s a thing. And every once in a while, I think, well, maybe I’ll show a picture of something I baked. Right. So you don’t have your own inventory. You’re still listening at the avatar of the client, but you kind of forget who you are. And that’s interesting to me.
[00:32:24] And then I also think too, I think, well, maybe this won’t be interesting or, maybe it’s kind of like friends, you say friends I laugh because I watch friends. I don’t know how many years now on a loop. And what I do is the last thing I do before I go to bed. I’ll watch 15 minutes of friends because.
[00:32:42] There’s not going to be any plot twists or surprise. And it’s funny, it’s fluffy and there’s no real problems in it, right. To the point where I’m starting to think, oh, that guy said his line slow because I know what’s coming next. Right. But I don’t have something else that I can go to bed without. Cause for me, with all the excitement, everyone says, oh, you’re high energy.
[00:33:00] Great try going to sleep at night. So I watch that before I go to bed. So I’m like, oh, you watch friends. Oh, I can talk. I can tell you everything I know about friends, but I would never mention that online. Cause I think. The show is old and how silly I am that I watched it so often and people don’t need to know that sleeping, whatever, you know what I mean?
[00:33:16] Like I think, oh, that’s just a, I don’t know, nonsense. Right. So I think, but there are so many things that, I think I always argue, I live a very quiet life in the country now. But you’re right. There’s all these there’s, I’m still a human that has interests. Right.
[00:33:32]Dani Paige: And maybe that is a story in itself that you liked the quiet life, just bringing in, bringing in personality.
It doesn’t mean, and I think that’s something that people, maybe a belief that people have that you need to be loud and extroverted to bring in more personality. And that’s not the case at all. It’s just bringing in whoever you are. And you know, the point about how my personality profile has the mountains on it.
[00:33:55] I was recently tagged in a photo on Instagram of Banff. If anyone listening has never been to BANFF, B A N F F definitely go check it out. It’s the most beautiful place, but I was recently tagged in a photo and I had never met this lady ever before in my life. I have no idea who she is and she takes me.
[00:34:14] She was just in Banff, so beautiful. And it started a conversation online between us. And it just goes to show you how interesting these things can really make an impact on people. And like I said, I hadn’t even met her before. So that was kind of a cool little story that this stuff really does work.
[00:34:33]Kris Ward: Yeah, you’re right. And so the earlier example, I give you about the pineapple. I tied it into the jar. You don’t have to grind it out just to open that jar. And I was thinking, okay, where’s the lesson, but your personality doesn’t have to have lessons. Like where I live, I get great joy out of the fact that it’s a lot of farm to table.
[00:34:51] Like the eggs come from the chicken and the blueberry farm down the street. I eat more blueberries and my weight, I’m not kidding you. Like, there’s all these things in the fish. Chuck comes in on Fridays and stuff, but it would never occur to me to share that. Like that my team laughs on Fridays. Okay.
[00:35:04] I gotta run a fish trucks here and they’re like, okay, it’s Friday. Right. And I would never think of that. Cause I think, well, there’s no lesson there. I can’t tie it into the bigger picture, but people do don’t know business with… people do business with people they know like and trust. Right.
[00:35:19]Dani Paige: And I also, as you say that I can think of many things you could, you could probably bring in like how we talked about before, about a minimal viable launch and just doing something in a simple way.
[00:35:29] You could totally talk about your lifestyle. The simple life, the farm, and that loops into having a very simple launch. So there’s definitely ways you can weave stuff together for sure.
[00:35:42]Kris Ward: Dani, my new best friend, Dani. Okay. All right. That was spectacular. And I have to say, because you know what, we’ve talked about stories.
We talked about copywriting and stuff, but that was a whole different kettle of fish. They are country reference. That’s another thing I try not to use so much because a lot of country references, right. That would choke a goat, but anyhow. Okay. All right, Dani, you’re spectacular. Where can people find more of your brilliance?
[00:36:08]Dani Paige: Oh, thank you, Kris. That was so much fun. So I hang out most on Instagram. You can find me @dannypage.online.
[00:36:16]Kris Ward: Fabulous. Everyone else, we will see you in the next episode.
[00:36:20]Dani Paige: Thanks so much. Thanks, Kris. END[00:36:21]