“If you truly believe in the product and service that you’re delivering in the company, and how you help and serve your clients, then you get to really step into that role of worthy intent, where you truly desire to make a difference.”
Sales strategist Lynn Whitbeck explains how worthy intent, the Voice of the Client, and consistent follow-up turn selling into genuine service.
Sales gets a bad reputation. It conjures images of pressure tactics, scripted pitches, and people who care more about the close than the customer. Lynn Whitbeck, founder and CEO of Strategic Sales Queen and author of the forthcoming Joyful Sales, argues that framing is exactly backwards — and she has ten years of business results, loyal long-term clients, and a track record of closing multi-million dollar B2B deals to back it up.
Her core premise: sales is an act of service, and everything follows from that.
Worthy Intent: The Mindset That Changes Everything
Whitbeck’s framework begins with what she calls worthy intent — the genuine desire to help the person in front of you, not just move a product. She traces this conviction back to her days as a Girl Scout, when she realized the fastest path to selling more cookies wasn’t a harder push door-to-door. It was understanding where buyers already were and meeting them there.
That instinct — think like the customer, not like the seller — became the foundation of her professional career. She went on to outsell senior partners in her first year in outside sales, cold-calling every account. The edge wasn’t aggression. It was empathy backed by process.
The Voice of the Client: Stop Projecting, Start Listening
One of the most actionable pieces of Whitbeck’s approach is her Voice of the Client methodology. Most business owners, she argues, build their messaging around what they think clients want. The fix is deceptively simple: interview your best clients directly.
Whitbeck recommends at least seven structured interviews that trace the full story arc — the original pain, the catalyst that drove them to act, the early experience of working with you, and the long-term results. The goal isn’t testimonials. It’s language. The words clients use to describe their problem are the exact words you should use in your outreach, your content, your follow-up, and your onboarding.
When you do this well, you stop guessing and start connecting.
Why Follow-Up Is Where Most Sales Are Won or Lost
Whitbeck previews one of the seven deadly sins in her next book: failure to follow up. Her take is blunt — when you don’t follow up, you hand the deal to your competitor. You’ve already done the hard work of starting the conversation. Dropping it at the critical moment doesn’t just lose a sale; it wastes everything that came before it.
A “no,” she points out, is almost never permanent. It’s a no for now. Consistent, relationship-building follow-up keeps the door open, and even prospects who don’t convert can become referral partners, collaborators, or future clients.
Sales as an act of service means staying present — before, during, and after the close.
Ready to find the gaps in your own sales process? Download Lynn Whitbeck’s free Get More Clients checklist at http://p2q.link/checklist, and start building a sales strategy grounded in worthy intent.
Episode Highlights:
02:41 Meet Lynn Whitbeck: From Girl Scout Cookies to Sales Strategist
07:27 The Customer Repair Lesson That Changed How Lynn Sells
11:37 10 Years in Business: What She’s Most Proud Of
13:50 Practical Wisdoms at Work — Sales Advice for Career Women
15:30 Joyful Sales and the Worthy Intent Framework
17:15 The Seven Deadly Sins of Sales: #2 Failure to Follow Up
20:20 Voice of the Client: Stop Projecting, Start Interviewing
25:41 How to Get Lynn’s Free Get More Clients Checklist
Resources:
📖 The Adventures of Harold from the Hood Book Series:
🚙A Trip to the Park: https://bit.ly/40Lvv6h
🤝🏽Friends Like Different Things: https://bit.ly/4ocAQxq
🍟 Fun Time Lunch Time: https://bit.ly/4odUCJ1
😤 When I Feel So Annoyed: https://bit.ly/4l6WSPt
📋Get Lynn’s Get More Clients Checklist at: http://p2q.link/checklist
📖 Joyful Sales: A Better Way to Sell by Lynn Whitbeck (Coming Soon!)
📖The Seven Deadly Sins of Sales by Lynn Whitbeck (Coming Soon!)
Meet Lynn:
Lynn Whitbeck, the Queen of Sales and Founder & CEO of Strategic Sales Queen, helps business owners and entrepreneurs end sales chaos, increase client retention, and unlock hidden profits through strategic sales consulting. With a career spanning small business sales to corporate VP of Global Sales — and coverage in USA Today, HuffPost, and the Chicago Tribune — Lynn translates Fortune 500 sales strategies into accessible, actionable systems built for entrepreneurs.
Her show, Get More Clients, reaches over 169 million monthly viewers across premier streaming platforms, and her reputation as a sought-after national and international sales growth expert and speaker is well earned. Lynn’s proven, layered strategic sales process moves businesses from chaotic and stuck to consistently converting — because she genuinely gives a damn about your growth. Bottomline: Lynn will ignite your sales and unleash lasting profits.
Connect with Strategic Sale Queen:
Quotes:
06:08 “If you truly believe in the product and service that you’re delivering in the company, and how you help and serve your clients, then you get to really step into that role of worthy intent, where you truly desire to make a difference.” —Lynn Whitbeck
06:24 “Sometimes, in business, it’s a two-prong thing, where you’re wanting to satisfy the customer, but you’re also helping the community too.” —Dr. Jim Price
07:43 “A really powerful lesson for me that I learned was on customer repair… You can fix things, but if the client doesn’t feel that they’ve had the opportunity to have the emotional repair, if we don’t let them talk about that… you plant a bitter seed, and then it takes root, and it is hard to get rid of… Sales is an emotional decision; they make decisions on their emotions first, and then they rationalize it.” —Lynn Whitbeck
17:36 “One of the deadly sins of sales is failure to follow up. When you don’t follow up, you just gave that project, that order, that consulting, that whatever it is to your competition.” —Lynn Whitbeck
transcript:
Lynn Whitbeck: We’re all in sales in some way or another. As an author, you’re in sales because you’re getting people access to new ideas and a new way of looking at things, a pathway to a better life. And so it’s the same with sales, with whatever you’re selling. If you truly believe in the product and service that you’re delivering in the company, and how you help and serve your clients, then you get to really step into that role of worthy intent where you truly desire to make a difference.
Jim Price: Hello, I’m Dr. Jim Price, and welcome to The Purpose and Progress Podcast. This is the place where we explore how purpose can guide our actions, and how growth can become a part of our everyday lives. On the show, I talk with amazing guests, from educators and creators to everyday people with extraordinary stories about the challenges they face, the lessons they’ve learned, and how to keep moving forward. My goal is to share conversations that inspire you to live intentionally, embrace growth, and take meaningful steps to your own purpose. Let’s get started.
Hello, everyone, and welcome to The Purpose in Progress Podcast with your host, Dr. Jim Price. Here we share inspirational stories and motivational stories on leaders in our industries that help motivate others and do justice to help others in the way they can in their own individual industries and stuff. We’re so delighted and happy to have such a wonderful guest, Miss Lynn Whitbeck, and I just have to tell you that I’m so excited to have you. You’re an author, you’re the Founder, CEO of Strategic Sales Queen, and Petite 2 Queen, TV show host, Podcaster, Speaker and Mentor, that’s a lot that you have going on in terms of the things that you do holistically.
We just want to be able to have people say, people always see the finished progress of how things go, but they don’t always know the backdrop of how people get to that point where they’re having their businesses, successful and things of that nature. Being an author and coming up with ideas and stuff like that, so we like to have people be able to have a backdrop understanding of where all that comes from. People see the finished product, but they don’t always see the beginning, or what the grind is to get where you’re at. So tell us a little about yourself and how your journey started in terms of your purpose and everything, and what influenced that?
Lynn Whitbeck: Well, it depends on how far back we want to go. I have been in sales my whole adult life. I really started when I was a Girl Scout selling cookies. I was so excited that I finally got to sell the cookies from being a Brownie to being a Girl Scout. And that first year, they had this huge cookie badge that you had to sell a truckload of cookies to get the cookie badge. I think a lot of people out there can just feel that that is something they really wanted that they coveted, that was me. I wanted that cookie badge. And that very first day, out I went, I immediately discovered three problems that not everybody bought or sold, bought cookies, or where they were home. I mean, first of all, just hauling my little red wagon. You remember the little red flyer wagons with the cookies, they’re stacked up there, it was like the Leaning Tower of cookies. And then if they did buy, like Dr. Jim, you’d say, oh, wait, wait. Lynn, I want more samosas. I have to run back to the wagon to get them and bring them back to you.
There I was at the end of the day, how do you get when you just feel like the world is on your shoulders? I really want this. I want it so bad, but how am I going to get there? And I told my parents this over dinner. My dad just looked at me and said, Lynn, where do people buy their cookies? And I went to the grocery store. And the next day, we ditched the wagon. Every day, me and my best friend were out there at the grocery store. She played her string, she’s at the back table, she took the money and handed over the cookies. I was out front like the Walmart greeter. I brought him in. I really discovered this passion, even at that early age, for sales, because I loved the organization. I actually loved the cookies, and I really felt that these cookies were this great thing for people to buy. Not only were they helping the Girl Scouts, but they were also buying a great product. I also learned that you have to have a consistent, repeatable process. And heck, that was even scalable if we’d had more girls out there at different grocery stores, right? Because this was like early days, and I think that that led me down the road eventually. Yeah, I became a professional salesperson out of college, and it was just one of those things that was funny.
I was working at a company, and I asked them if I could go into outside sales. The owner was like, oh, this is not going to be a good idea. There was a senior partner and a junior partner, and I shadowed the senior partner for about two weeks. And then on April Fool’s Day, kid you not, I started my professional sales career. And that year, I cold called every one of my accounts, and I outsold the junior partner that year. I sold for 8 months, he sold for 12. And the next year, I outsold the senior partner. And at the end of the day, because sales has always spoken to my core value to be of service, and I believe sales is an act of service when you genuinely desire to help and serve your clients. And we’re all in sales in some way or another. As an author, you’re in sales because you’re getting people access to new ideas and a new way of looking at things, a pathway to a better life. It’s the same with sales, with whatever you’re selling. If you truly believe in the product and service that you’re delivering in the company, and how you help and serve your clients, then you get to really step into that role of worthy intent where you truly desire to make a difference.
Jim Price: That is so true. And sometimes, even in business, it’s a two-prong thing, where you’re wanting to satisfy the customer, but you’re also in your situation, you’re helping community too through boy scouts, girl scouts, so it’s almost like a two-prong impact there where you’re having consumers who are happy and with the services. I love cookies myself. I would buy cookies all the time. As a school counselor, I would buy cookies for the kids, and they would have the Girl Scout cookies and stuff. I always love the peanut butter ones.
Lynn Whitbeck: Yeah, the Tagalongs.
Jim Price: I completely understand, I mean, it’s a wonderful thing when you’re able to do those kinds of things and bring more understanding to how businesses and stuff run in that capacity. Why don’t we get into a little bit of some of the obstacles that you face throughout your journey, and to get to where you are? Maybe some things that kind of resonated that you remember like, okay, that was a hurdle that really pushed me to maybe get to where I’m going, and stuff like that.
Lynn Whitbeck: Well, I’ve always thought of myself as the poster child for taking a long road around to travel a short distance, just pick me up on the wall. But there are a lot of things, lessons that you learn along the way. I think a really powerful lesson for me that I learned was on customer repair. Because one of the things, you can fix things, you can reprint things. I was in commercial printing for many years. But if the client doesn’t feel that they’ve had the opportunity to really have the emotional repair that it’s still like the sticks in their craw, it’s not the way to put it. I really learned that you have to allow your client to vent, you have to let them tell you how it made them feel. Because when something goes wrong or it goes sideways, clients feel betrayed. A little bit of their trust has been lost. We’re human beings, but we’re also angry about it, we’re upset about it. And if we don’t let them talk about that and really not be defensive, and not try to talk back, or anything, but just listen. Don’t say, well, listen, we’re gonna fix it. No, just let them talk.
And the most buttoned-down conservative person still needs to get off their chest. And when you do that, then they’re able to process it. It’s sort of like a grief process. And then they can get to the other side, if you don’t do that, you plant a bitter seed, and then it takes root, and it is hard to get rid of it. I had that happen once in my end. And I just went, okay, what did I not do right? What do I need to do? How do I fix this? And it’s about letting it, it’s not personal, just let it wash over you. Truly listen. And then what can you do to make repairs. I actually ended up being able to get that bitter seed prized out. But I didn’t make that mistake again, but I could tell that things had gone sideways. Because for months after that, they kept bringing up the incident. It was like we took care of it, we fixed it. But by really focusing, it’s not about me. This is about them. We’re human beings. Sales is an emotional decision. We went out there, you, they make decisions on their emotions first, and then they rationalize it. So really taking that step back and that insight, I went, okay, wait. Something similar was also going on that my grandmother had passed, and I went, it’s a grief. It’s a grief process. They were upset, and they didn’t get to just talk about it. I fixed it, but that didn’t make it better because they didn’t feel like they ever got to go through that. Like Elsa, let it go. They didn’t get to do that.
Jim Price: And you do see that a lot of times. Grief and things that erotic, the things that happen in our lives can actually be the trigger for a lot of progress in terms of pushing us forward to what we’re trying to do, or meeting our purpose, and things like that. Even for myself, we go through life, and you go through a lot of struggles and stuff, and it kind of propels you to want to be better, do better, and inspire others to do the same as you go along your own journey. That’s very inspirational, and thank you for being open and honest, and sharing that aspect of yourself. Because sometimes, people are closed off. They want to share, but then people can hear your story, then they’ll be able to say, hey, I can connect with that. I can heal myself too through that process of going through the healing process, even through grief and whatever it may be, so those are stakes for sharing that aspect of yourself. What projects do you feel as far as achievement, some things that you feel like you really hold dear and close to you in that sense?
Lynn Whitbeck: My business. I’m really proud that I – this is my 10th year. I just literally hit my 10th anniversary in business.
Jim Price: Congratulations.
Lynn Whitbeck: As a sales strategist, as a consultant, and I have the same team, same group of W-2 employees that I’ve had, and that’s amazing – four team members who’ve been with me. I think that that’s probably in my business. I am really proud of the fact that I’m best friends with every one of my clients. I became very good friends with them. I had a situation recently where I called one of my past clients and I said, I need some help. I know that this is your area of expertise. What should I do? He was just literally, you call me anytime. You text me anytime. I’m here for you. And he did. He saw me through that whole three week process of, I was in a car accident, so there’s just a situation to go with that. And he was amazing. And that’s the relationships that you build, so definitely those are really important to me.
***Looking for books that spark imagination, and teach valuable lessons? The Adventures of Harold From The Hood has four wonderful titles: A Trip to the Park, Friends Like Different Things, Fun Time Lunch Time, and When I Feel So Annoyed. Kids can enjoy animated videos, fun coloring pages, and interactive activity books that make learning about empathy, friendship, and social skills exciting. All books are available on every platform. Dive in today at jimpricebooks.education. jimpricebooks.education. Stay blessed.
Jim Price: I know you’re an author too. Maybe you can speak a little bit about the author aspect of things that you do. I doubt this is where, being an author, you don’t know all the rigors and stuff until you actually get in the game. And then there’s something, okay, I have a book now. What’s the next step? Maybe share with our audience a little bit about the author aspect of the things that you do.
Lynn Whitbeck: So my first book was called Practical Wisdoms @ Work. It really leaned into my entire sales career, but it was about all the things that sales is this accelerator for your career. You never have to work a day in sales, or not at all. But for women, especially if you don’t know how to negotiate, if you don’t know how to speak up, if you don’t know how to work with difficult people, if you take everything too personal, it was intended for young women and younger career women, so that they could bridge the gap. All the things that they never teach you in college, they don’t teach you on the job, and you’re in these situations, so how do you navigate them successfully? So that was a really great book, and it was at the right time.
My one niece was in graduate school, my other niece was in college, and my daughter was about to go to college, and that was a really important thing that it’s building on all of the sales experience, and how do you apply that in day to day career and work. And then I finished my new book, it is called Joyful Sales: A Better Way to Sell, and I’m getting ready for that to be published. The audio version is done. The book is done, but I went through a major rebrand at nine and a half years. I changed my business name from Petite 2 Queen, which is still the LLC, and I’m doing business as Strategic Sales Queen. The book was, I pulled the book back from publication because we had almost 5000 URLs links within our website that had to be updated. That was the entire thing.
I’ve helped clients go through this before, so I already had the process, the roadmap, but it’s a very specific step that you take in order, and what you do. Because it’s not just updating your website, it’s updating your lead magnets, it’s updating your emails, it’s updating the socials. And you have to do that in a certain order. Then it’s filing for a state trademark, then it’s filing for the federal trademark. But once again, you’ve got to do all these things in order. And it helps. Because by the time I finally was ready to file for the federal trademark, which has been done, I had to have all these other pieces in place. It strengthens your case. And if you put the cart before the horse, it just doesn’t work right.
So anyway, the next book is Joyful Sales: A Better Way to Sell. It is about the core things that you have to do to be really successful in your sales. Where you step into that worthy intent, which is one of them, is that you genuinely care. You want to give great service, you want to deliver results and a great outcome, and you’re curious about who you’re working with. And it matters to you. And so that’s one of the core elements in the book, Joyful Sales: A Better Way to Sell. But there’s also some really good practical advice about things that you can apply in your business immediately so that you can be more effective. I’m really excited about that one. And I’ve already started my next book, which is The Seven Deadly Sins of Sales, and so that will be ready for publication by next February.
Jim Price: Do you think you could give us a little sneak peek of maybe what that might be? Maybe give us a bread crumb? I know you’re probably working a lot of stuff.
Lynn Whitbeck: I actually wrote all the core content. I do a lot where I dictate. I’m a talker, the sales person. I’m a talker. But actually, a really good salesperson, by the way, is a detective. Be honest. If you’re not listening, 80% of the time, you actually are not a good salesperson. But regardless, one of the deadly sins of sales I’m going to tell you right now is failure to follow up. It’s my second deadly sin of sales. So number two on the hit parade of the seven. And here’s the thing, when you don’t follow up, you just give that project, that order, that consulting, whatever it is to your competition.
Jim Price: Absolutely.
Lynn Whitbeck: Because you’ve had the conversation, you’ve primed the pump, and then you didn’t follow up. And this is the thing, it’s an art. Actually in my career, I close almost all my sales and follow up. I do occasionally have people who say, oh gosh. They’ve heard me speak, and they want to work with him. I want to start working. Well, okay, I don’t do it. I just don’t take your money. That’s not how I roll. I have to go through. I have to make sure that you’re a right fit, that I’m going to be able to help you, and that you’re a good fit for me as well. And that it’s a win-win. But regardless, most of my sales throughout my career, and I think because I was in B2B, huge corporate sales, closing multi million dollar deals, those don’t happen overnight. But follow up is so critical. And it’s an area that most people have so many questions about, and they take it personally. They don’t know what to say. There’s all kinds of things. They put all these roadblocks, they don’t want to hear the NO. But I’d rather get the no, so that I actually know what’s happening. And a no is usually a no for now. It’s rarely a no for never. And when you’re following up and you’re still building that relationship, showing up what it’s going to be like to work with you, who you are, they may not be your ideal client, but they could become a referral resource, they could become a partner, they could become a platform. I want you to think about it, it’s just not about you. Sales is not about you, it’s about your ideal client. That leads into another deadly sin of sales. You got to think like your client. So those are some of the things that I talk about in the book, but I go through the seven deadly sales and how they’re intertwined, what they are, what not to do, and what to do.
Jim Price: Those are you’ve already given us so many gems. I’m sure of the audience, and I definitely appreciate it. So you’re giving us so many gems right now from this aspect of how to correlate a lot of that in terms of customer service, and rendering those services, and building trust and all the things that are entailed with business. But you’re definitely sharing so many gems. That was going to kind of be my next thing, if you were to give advice to someone who’s coming up in the business industry and they’re trying to maybe formulate their own business, what advice would you give them?
Lynn Whitbeck: Well, this comes up all the time, but stop projecting. So what happens is that you project your ideas of why somebody would want your product or service? Why would they want to do business with you? You need to take a step back and really think like your client. You’re starting your own business, well, who else have you worked with in the past? Because you can still interview them and understand from their perspective what it’s been like. And so if you’ve been in business for a while, this is something that every time I go into an established business long term, they’ve never done this. It’s really my own IP. I call it the voice of the client, and it’s really to get into the head of your ideal client. And you do that by interviewing them to get the full story arc. What were they at the very beginning? What was the pain? What was the problem? What was the solution they were seeking? What was keeping them up late at night? What was just a dang frustration? And then what did they want? Get into that. What’s the catalyst? What made them decide I’ve had enough? I gotta fix this. Something’s gotta give. Oh, man, I heard Dr. Jim, and I know that I need to make a change. Whatever it happens to be, so what’s the catalyst? And then, why did they decide to start working with you? How did you make them feel? What were their thoughts around it? What did they believe around it? And so that, once again, you’re pulling that language out, always looking for the emotions and motivations through this.
Then step four is, what’s their experience been like working with you? What were those initial results? What were the first things that they had in 30 days? Sometimes, it’s just a feeling of, okay, somebody’s got my back, finally. That’s huge. That’s a huge stress reliever. Sometimes for my clients, it’s like, I want them to, we actually move forward. Something in their sales starts working better, right? What’s those quick results? And then what have been the long-term results that you’ve delivered? What have they gained from that? And finally, where are they at now? Their business is thriving. They’re able to bring more people on. Their sales are humming. And as they bring new sales people in, they can just hit the ground running, and their business is growing, and they’re able to focus on other things, aspects of their business. So isn’t that amazing? You get that full story arc. What’s most important is you get the language from your ideal clients, the people you love working with. Don’t interview somebody that was a pain in your side.
Come on, let’s be honest, we’ve all had them. We’ve all had them. They may be lovely, wonderful people. But sometimes, it’s soil and water, and you just don’t mix. But now, when you’ve got that and you need at least seven interviews that you go through, you’ve got this great information that now you can actually use their language. And when you do this, it reveals things that you would not have recognized, and also the words to use to communicate. Because this is the thing you want to be able to attract them and connect, and then guide them to convert them to close a sale so that you can serve them and create impact. So that’s the thing. And when you do that, this is literally the foundation of my entire sales strategy philosophy. You have to get out of your own way, get out of your own head, and put this Venn diagram together about what you do, your products or services, who you are, so you can always be authentic. And then what is your ideal client? Who they are with that voice of the client thinking, and then you put that together. And now, using that voice of the client language. You use that in everything. Use it in your outreach, your lead magnets, your blog posts. You use it when you’re talking on a podcast. You use it when you’re doing your discovery questions. You use it in your follow-up. You use it in your onboarding. You use it when you’re seeding referrals, and you’re asking for referrals when you’ve earned the right. So it’s just the whole thing. It’s a beautiful thing, and it is a game changer. I hate that phrase, but it really is a game changer.
Jim Price: People will remember a lot of things. People will definitely remember how you made them feel. So when you’re doing all this aspect of how business goes and stuff like, a lot of times, they have these sound bites. Even on commercials, when people hear that, they know that’s a sound bite for a certain company, and it kind of works the same. People remember how you made them feel in a lot of situations. You’re dropping so many gems right now with that. That’s how we do it in terms of collaborating all those aspects of the business world and stuff, and making sure those things stand true in that way. How could the audience connect with you? In terms of your books and your business, how can my audience connect with you?
Lynn Whitbeck: Well, there’s a lot of ways, but I’m going to tell you something that’s really special. So that is my Get More Clients checklist, and this is going to help people who just want to get a feel where their sales are at. It’s going to reveal if you’ve got some polls, if you’ve got some chasms, if you’re doing something really well. And it takes you about 15 minutes to go through it, and it’s going to give you some insight as, okay, now this is something we should work on because I can see we got a chasm here. You can get that at P, the digit 2, Q.link/checklist, and it’s going to let you get started on that journey of figuring out, and you’re going to be then connected into our world. You can look at anything else that you’d like to.
Jim Price: Could you share the site one more time?
Lynn Whitbeck: Absolutely. It’s P, as in Petite, the number 2, Q for Queen .link/checklist. One word.
Jim Price: Excellent. This has been such a world full of gems, this segment right here, and I’m so appreciative of you, Lynn, for coming and being a part of the show, and sharing so much knowledge and understanding, and sharing it about yourself too. Sometimes, people forget about the other side of things. They see the face and know the company, but they don’t really know the name behind the face of the company, or other aspects of the person and stuff like that. So welcome to The Purpose and Progress Podcast show. Once again, we hope the audience makes you subscribe to the channel, and we will see you next time. Thank you so much, Lynn.
Lynn Whitbeck: Thank you, Dr. Jim.
Jim Price: Thank you for joining me on this episode of The Purpose in Progress Podcast. I hope today’s conversation gave you insight, inspiration, or a fresh perspective to help you move forward with purpose. If you enjoyed the episode, please subscribe, leave a review, and share it with someone who could use a little encouragement. You can also support the podcast through the donation link in the show notes. Every contribution helps us keep sharing stories that uplift and inspire. Remember, your purpose is waiting, and progress never stops. I’ll see you next time.