Four Steps to Financial Freedom with Ryan Burklo [Ep. #159]

In this episode, we are going to get very serious about your finances and you’re going to learn the four steps that you need to take to financial security. Stay tuned!

Andrea: Hey guys! Welcome to another episode of the profitable practice podcast. I am, of course, your host, Andrea Maxim. And today we’re going to be interviewing Ryan Burklo, who is a financial strategist and loves us practitioners, which is so great. He’s going to tell you all about the reason why he loves helping practitioners with their finances. So, we’ll jump to that shortly but what I first want to invite you to is our free master class, is all about helping you merge your practice online and the link is in the show notes, it’s also all over the homepage at https://maximizedbusiness.ca/ it’s in my link tree on Insta @andreamaximnd, so you can’t miss it. But we’ll have a lot of people that are struggling right now and are wanting to make more money, more profits but not necessarily abandon their Birkin murder. That’s exactly what that master class is going to talk all about. So, go register, save your spot and watch that today. So, without further ado, let’s move on to our interview with Ryan.

Andrea: Hey Ryan! Thank you so much for coming onto the profitable practice podcast today. How are you doing?

Ryan: I’m well. I appreciate you having me on. 

Andrea: Of course! I had the privilege of being on your podcast. And why don’t you go ahead and plug it early so that people will know that you’re also a fabulous resource for them?

Ryan: Yes. So, we have a Podcast called Holistic Finance. It’s a podcast specifically for naturopaths where we bring on either other naturopaths or other professionals that most naturopaths have could bring to life. These could be CPAs, these could be attorneys and obviously on the finance side. We help them think about their money, so they can build a practice that they want to build. 

Andrea: yeah! And I mean, now. With the way, things are now and they try to keep the podcast as current as I can. I think the conversation around money and how you should be using it and stories you’re making around money, we need to have a serious discussion about and that’s exactly what I wanted to bring you on. But before we jump into that, why don’t you give people a little bit more of a background about you specifically and why helping practitioners are such a great passion of yours?

Ryan: Yes! My son had a stroke in neuro and we had that stroke. We went through the diagnosis and talking with different doctors, there was an experience we had on a traditional side and there’s an experience we had on a naturopathic side and they were very different but up on to that point, I had zero experience working with naturopathic doctors and I had my own stereotype of what it is that you will do.

Andrea: Probably which is right? 

Ryan: Yeah! Exactly. After that experience, like wow! That was amazing and the naturopathic side was a huge piece of it. Both sides can be gathered which is nice but the naturopathic side just really “wowed” me and so from that point on, and this was in 2010, I decided much different “A” understanding and that huge respect for you all. And I was already in that different planning arena and you know what “How can I give back?” and that’s how all of the podcast eventually stemmed from what I do for a living. 

Andrea: And I’m so thankful that there are people outside of our community that is supporting us in such a fabulous way and with regards to finances, I mean that is sort of like.. that is where we start and finish. I’d feel us business owners, right? If we have a good relationship with money, typically those people are the most successful and have a really bad relationship with money, it automatically puts blockers in our way, and we are sty fold when it regards to our growth. So here’s the question that I have for you right now. With regards to the advice you’re giving, post or pre-pandemic, and the advice that you’re giving to practitioners now, how has that conversation differed if at all?

Ryan: You know, this sounds like I’m tuning my own horning. And I didn’t mean it to be. The device we have given hasn’t changed. As naturopathic doctors, many of you eventually start your own practice and that’s a huge risk. And so, when I was having a conversation with you all prior, it was about how we mitigate some of the other risks that we’re going to come into plains and we’d talk about money, that’s a huge piece because you have to have it to build the practice you want. It’s a taboo topic and I know in a naturopathic community, and I know most of you don’t get insane. Let’s go to being a naturopath so I can make a ton of money. I know that’s not the case but I also know to build the practices that you all want. You have to have it. And so, we have 4 steps that we always go through. Pre and post and if you want me to list them here.

Andrea: Yes, I would love that. I just want to be clear before we continue on. And I say this lot on my show is you are a business owner whether you own the building or you are renting a room out of the building. So I just want to clarify to anybody who, as you talk about running a business and the financials for business, it applies to everyone across the board unless you’re an employee. I just want to make that very clear. 

Ryan: Yeah! I love that. Thank you for that clarification. The steps that we always talk about are: Step 1 is: we are the most valuable financial resource. What naturopaths most value as a financial resource in your practice. That’s what provides you the income for you personally as well as the resource for helping your patients. If that’s your greatest financial resource, shouldn’t you protect it? Right? I would make the joke of If you had a bunch of wines stuck in your kitchen and table, how high would you let that stock go before you put a lock on a  door? 

Andrea: Oh my goodness! My husband is such a cash hoarder. He doesn’t like banks and I won’t even let him leave a 20 on our counter without putting it in to like our firebox. So the answer is.. none. You always find a way even if there are two or three dollars, you put that somewhere to protect it. 

Ryan: Right! What I’m experiencing often is when we talk about protecting our income in our practice, inherently, no one’s ever been like “wow! You’re just reinventing the wheel” That’s not it. But it’s not spoken about and so we got to start without steps. So first step, protect the practice, protect your income. Step 2 is focusing on savings rate or cash flow in the practice. Cash won’t always be king. So you have to make sure you’re focusing on that and really understanding where in the world your money is going and have some that money laying around. Now, I know many of you listening are brand new, like “I have no money. I’m just getting started”. And I get that. Please don’t state it like “Oh crap! Ryan has been going to something that’s not going to help me”. It’s more of understanding that philosophy. Yes! Even myself, when we started our business, we didn’t have a lot outside what you put into practice early on. 

You have to have that at the back of your mind, that you got the capability of having those savings. Step 3 is what I would call liquidity. And that goes kind of with step 2. It’s really more of having the intention of where you’re putting your money. Right? So let’s talk about post-pandemic. The clients that we’ve had, pre-pandemic, we were talking about making sure we’ve got adequate savings, make sure we have liquidity. If we’ve held tight to practice, what are you going to do when a pandemic hits? Post pandemic, our clients, most of them, aren’t strapped for cash because  I have that liquidity available to them to give by. Now, do they have a lot, I mean not everyone is ready for everything that’s going on. 

But it helps them leverage different assets as well as, I think we might talk about how we leverage that for loans. And then step 4 is managing your debt. Right? And a lot of people like “wait a minute! Shouldn’t that be on step 1? And the reason why we put it as step 4 is, well, if you lose your income you’re going to go into debt, how much you protected it. If you don’t have savings and any version of the pandemic hits. There’s a reason we put this in order and not all debt is bad debt. You have to learn to leverage. Some debts can be a tool and you can leverage that. Just a quick recap, step 1, protect your income as a new practice. Step 2, make sure we’re analyzing your cash on savings. Step 3, make sure we get liquidity access to money, and then step 4, manage the debt. 

Andrea: And the people that you are working with that are doing these 4 steps are the ones that you are seeing that are thriving during this crazy time. Yes?  To the best of their abilities?

Ryan: Yes, to the best of their ability. And I want to clarify with the thriving world they are going through and you got some clinics that are doing really well and others are not. But from strapping from cash and freaking out and possibly closing, then yeah! You’re correct, they’re thriving from that aspect. 

Andrea: And my follow up statement to that is I also want to acknowledge that I think what you’re getting all of your people to do is nowhere their money is at, at any given time. Correct? And I feel like a lot of us have this uncomfortability around looking at our bank statements, looking at our profiting loss. Looking at our money coming in and going out. They just don’t have that relationship where they can even outwardly talk about where their finances are or if somebody will say like “what is your cash flow projection looking like they just have no concept”. I would love for us to just start there.  

And I’m going to circle back to your 4 steps because there’s so much that we can talk about at each one of them but even just taking that initial step towards knowing how much you spend every single month, knowing what your fixed expenses are, knowing where your debts are, knowing the amount of debts that you have in each one of the credit cards or bank accounts that you have, what is the great first stepping stone for people to just grit down on and just bear it and go through that uncomfortability to start knowing exactly where their money is?

Ryan: I think everyone is slightly different. I’m not sure if there’s a straight answer to that. If there’d be a straight answer, I’m not sure we’d have that problem.

What has helped me, as well as has helped, I would say to other clients is we have conversations in the club, this is not all about money, but it’s more about the vision of your practice. And if you start with “what is it that I’m building? What is it that it’s going to take to get there? I know I’m bursting everyone’s bubble here. It’s going to make money. You have to have that and employees are just as powerful and just as important absolutely, to have that money to pay their employees. And so, won’t you understand what it is that you are building and you truly have a vision for that. And sometimes, our vision changes. I want you to have that passion and you actually understand “ Crap, I really do need to get into the money”. 

So have conversations of people that hopefully ask you questions that get you thinking. I do some training with advisers here locally I was joked that they’ve got this like spinning top on their head and every 3 inches, there’s a hole, and all I’m doing is I’m trying to throw some like pebbles and hopefully, you want the pebbles land in the hole and “ oh! Some knowledge just dropped in”. Cause you have to be open to hearing it. And so, I think starting to marry is really the first step, at least, that has helped me personally.

Andrea: Can we go through each of these steps in a little more detail? And again reflecting on what it is that people should be doing now assuming that everyone that’s listening has not a great relationship with their finances. They don’t know where things are, what the projections look like, and how they can make that better. Right? So with regards to protecting your income, what does that look like? Like, elaborate on what those first initial steps would be. 

Ryan: Depends on what your practice looks like, right? If you have partners in the practice, something you got to really look at is what happens if something occurs to the partnership?

Let’s talk about it from an independent contract from your perspective. The only reason why and it just makes the conversation easier is that the majority of the people are independent contractors. Not necessarily business owners. So we’ll continue the conversation as such.

From that perspective, first and foremost is, you all went to school and you spent a crap ton of money, that is money well invested like I’m not saying you shouldn’t have. You spent a crap ton of money. You start to practice. What happens if you get sick or injured and you couldn’t work tomorrow. What then? Something to look at is this along-term disability insurance policy. So that’s one piece of protection so if you couldn’t go to work, where’s the income coming from? Like here in America,  I guess you couldn’t,  if it’s a worst-case scenario, you could get yourself security. a) I don’t know if you want to rely on sole security and b) it’s not going to bring back what you lost. It’s a replacement of your income so that’s one piece of it. 

Another piece of it is from a legal standpoint, how would you set up a practice? What entity? A-C corp, an S corp. an LLC. How was that protecting yourself? There’s that piece as well. There’s a piece of if you have employees. Right? And you have some sort of proprietary information or knowledge that these employees have. Are you protecting your practice from them like cording and just taking out information and starting your own. 

Andrea: And I would also include that with employees or anybody and this is more for the business owners as well as, you also have to protect yourself from them making any unnecessary mistakes too. There’s that sort of like, business day to day insurance conversations that need to be included. 

Ryan: Practice insurance is key. You want to make sure that’s taken care of. You want to make sure you got a back plan, business insurance essentially for your either renting or if you own a building and liability aspects, right? Like as a business owner, the risk of setting it up financially is huge but also the risk of liabilities is also huge. 

Andrea: Right. And I think that’s like the big conversation that we need to have because I remember, at the very beginning, I was like “Oh! I have to spend all this money on our license and then our just insurance just to practice as a practitioner and I was like, oh! I also have to spend insurance on X, Y or Z”. So here’s the truth that matters, if you don’t want to get it then don’t be upset when she hits the van and you’re not protected, right? That’s just… it’s binary. 

Ryan: There is. So oftentimes, when I have these conversations with clients, they will come back and they will say, “Ryan, we can sit here all day talking about the different risks with my practice. I can’t protect from everything and they are a hundred percent correct. So what I had been thinking about is to protect from the worst threats first. Losing your income is a pretty darn good like a harsh threat. 

Andrea: Yes

Ryan: Losing your practice is a harsh threat. Protect from that first. You can’t protect from everything but the last thing we want is completely being demolished.

Andrea: Right. And have you seen that happen? 

Ryan: Yup. And we’ve got a client that spells. Before they met us was actually a naturopath. And she all of a sudden is sick and didn’t have any insurance and entire practice is gone. 

Andrea: We’ve got to protect our income. We’ve had very real harsh conversations. So listen to that. 

Now, let’s talk more about the savings rate or the cash flow. Explain that to me. What does that step look like? 

Ryan: Yes. So, the cash flow to practice, you’ve got account receive rules, you’ve got all of the money coming in the door. And you got money going out the door, paying expenses and debts and whatnot. Start with, and we already spoke about this, where is all your money going? Do you even know? Let’s just start there and in a practice, it’s very quickly easy to not know where all your money is going. And most of us, that starts a business, we kind of go all over the place. We have a thousand different hacks. And so what we start to do is we find like the shiny new object and we start putting money towards that as well and we literally start losing where we’re putting all our money and we’re not analyzing; “was that the best decision to put money there? What is that doing for the practice?”.

Andrea: Right. 

Ryan: That’s step one. Step 2 is analyzing, from my perspective, eventually, you’re going to exit your practice. And some of you perform. You’re either going to sell it or you’re going to possibly have someone else have to buy the practice from you, or maybe not buy but you get some income from the practice and retirement. Either you’re going to retire by choice or you might have to retire not by choice. 

What you can do is to focus on the control balls which honestly is why you have to have a savings first. How much of the money is going to you and inside the practice, how much of it are you saving? We try to have a percentage were not from most people. We try to push for fifteen to twenty percent which sounds like a lot. And it doesn’t happen overnight. Like, I’m not saying like day one, you’re going to do that. It does listening like “crap, I can’t do it, I’m barely saving three percent as I get it” But if you have that at the back of your mind and you’re controlling it, how much easier and how much more flexible is your practice. That’s what you mean by that. 

Andrea: For sure, and certainly, a lot less stressful to know that you have like that security. And you work towards creating that security, too. 

Ryan: Like to control the piece. Again, control the control ball. I am a control freak which is both good and bad. But when you actually know what’s going on in your control, that actually provides more flexibility. 

Andrea: Let’s get into the liquidity piece now. So, you mentioned leveraging your assets if you need to. What does that piece look like?

Ryan: This is having money, so what I mean by liquidity if I define it real quick, is money that you can get access to quickly and by quickly, I mean, probably within 24 hours. And most people don’t have any liquidity. Most people might have a month of expenses sitting in cash. And as a business owner, it is hard to get there. We take baby steps. Like ideally, we want to have 2-3 months sitting in cash on the business balance sheet. Now, there are 2 balances you need to, right? You’ve got the business one and you’ve got the personal one. And eventually, they collide or really don’t always but as business owners, we don’t look there. Sometimes, we treat them as one, which is an issue in an average self but we have to look at that so, liquidity, when you have cash flowing around, the conversation most people have is “ I don’t have tons of cash to be sitting there because then, I’m losing rate of return”. And that’s a fair saving if you’re comparing it from a standpoint of $1 sitting in your checking account versus $1 sitting maybe on a practice or in a market or wherever you’re putting it to give some sort of rate of return. And if you’re looking at it from our perspective, you’re a hundred percent correct. If you’re looking at it from a perspective of decent money cash sitting there, it could take more risk than the practice. Could I take that next step on how to be my first employee? Where could I be putting the other money that has that security sitting there? How can I utilize that? Because most, the rate of the return that we normally do is back on the practice. But if you have no security, now the risk is huge.  

Andrea: Right! Everything is in practice. 

Ryan: And your flexibility just came a minimum. And when it comes to debt, you can leverage having a bunch of cash sitting there,  allowing you to go get lower interest rate loans. So, from a perspective of you know, if I don’t have the cash, I’ve got nothing for leverage, my interest rate might be ten percent. Or if I had a bunch of cash and I’ve got liquidity and I’ve got leverage in, maybe I can go get a loan at three percent. 

Andrea: Huge difference.

Ryan: Huge difference and I would argue in those instances, as long as you get the liquidity aspect, keep the money sitting and cash, use the other money, take the loan, and leverage the crap out of that loan and you get maybe ten to twenty percent. That’s what you mean by liquidity. 

Andrea: Got it. And then managing debt was the last one. 

Ryan: Well, this is the beast and we roam early on with the loans. And the practice, there’s the emotional side to it, which none of us like. And we’d want a paid off of it as soon as possible. And sometimes, we make rush decisions. I’ll give you an example if you had… Let me talk to you this way if I gave you a million dollars, and I said you pay me back the million dollars, two percent interest, and pay me back in 80 years. Would you take that loan?

Ryan: I would take it all that long. I would stretch that out. I wouldn’t pay you back until you’re 80. Rather than the two percent interest rate. Right? Some people get fearful of that called crap out of a million-dollar debt. “What could I do with a million dollars to make my practice that like.. think of it that way?”. That’s what you mean by managing debt. Now, there’s bad debt out there like if you’ve got a bunch of credit cards that have twenty percent and this is a different animal. Look at your finances holistically. Sorry, I’m doing a lot of talking.

Andrea: No, I’m loving it. 

Ryan: If you look just like you and your practice. You look at your patient’s household holistically. Are you doing that with your finances? Most of the time we’re not because a) we’re not trained, b) we’re human beings and we make silent decisions. Right? So you have to do that same thing. It’s not just apples and apple comparison. You have to look at the entire picture. 

Andrea: My own personal story and this came from my countability manager or business accountability partner, he was just like the government with COVID was giving out $40,000 loans if you were able to take them. I said “I don’t want it to be in debt. I don’t want to owe the government money. And he said, “but it’s free money like you pay back in 12 months. 

If you don’t use it, great! Then you just pay it all back but at least you have that as security which is interest-free so it’s like a no-brainer”. But it took me a second to shift the way I was thinking about it cause my initial reaction was I don’t want to owe somebody money. You know, I worked really hard to get out of debt now, I don’t want to have this $40,000 over my head. But at the same talk in this, you could turn that 40 into 80 and then you just pay them back 40 at the same time, like 12 months from now, interest-free, you know or low interest, it is a totally smart idea. Mind you, it isn’t free money in the fact that you don’t have to pay it back. So you have to keep that in mind, too. Right? But it was just, it took me like that conversation for him to tell me but you could leverage that and turn it into X, Y or Z. And just pay it back when you’re supposed to, you know. Like oh! I guess I could look at it that way so I totally like living this conversation that we are just talking about.

Ryan: Yeah! And that’s awesome and it’s hard to get there, right? The emotional side, like money, isn’t, we’re not robots. Just like how in our health side. Like we all.. I would argue that most people know as the fun of manuals about what to do with their health but emotionally, it’s hard to do. I know we need to go workout. Right? And I hate working out, but we do it anyway. 

Andrea: yeah! I hate working out. So, the other part that’s coming to me and we’ve had other guests talk about this before is how can we break down this negative idea around debt? Around making investments and doesn’t have immediate turns. Meaning, as you said, there are some obvious bad debts. But having debts isn’t always a bad thing and I’d love to have a conversation around the mindset that we tend to create about money is bad or money is evil or if we have debts in all these places, we’re doing a really awful job, when a lot of the times, that isn’t the case and having a  mind of credit is there to support you. Having a loan and low-interest loans is there to support you. How do you walk people through kind of breaking down that story that they’ve been fed that you know, money is the worst thing and you always have to have it in the black, never in the red? But from a business perspective, it’s not always possible to be in the black all the time and maybe it’s not the best idea to strive for either. 

Ryan: Yeah! Education is the biggest piece here and talking to people that are actual professionals. It starts there. The media is both good and bad, right? You know, just face it. The media, they put out all articles to catch our attention and so you take that article, and you read it you’re like ‘oh! Money is back! So, there’s that aspect surrounding yourself with people that want to get better and trying to get better, like it’s huge. The other aspect is when you’re looking long term, back to that visual aspect, it’s not necessarily what’s hot. Like if you’re in the red this year, but you’re looking long term, and you have a plan like oftentimes, when I sit down with the client and we’d go back to the debt conversation, it’s more of once I see the plan and I see that’s the end, like when the debt will be paid off, why shouldn’t do that once they had a plan, magically, the stress kind of goes away. 

Andrea: Yeah! And that, we talked in the very beginning is that nobody wants to talk about the numbers, nobody wants to write it all down, nobody wants to track it on a monthly basis. And that is something that you have to get over and trust guys, it took me like 8 years to figure all of these out and be comfortable with it and it took me probably a solid week for me to actually like, wrote the numbers down on an Excel Spreadsheet and look at them but once I did, and even with the pandemic, same conversation, my coach at that time, my mentor was talking about the burn rate for the business. What is the amount that you need to make if you made $0 in a month, what are your expenses looking like? 

That eliminates, of course, inventory and labs and things like that, but what are your fixed expenses? And for me, even just facing that number head-on allowed me to take a breath and said “okay! This is the worst-case scenario”. If I’m still holding on to the practice, these are my expenses look like if my income is $0. And now, when we’re doing our weekly metrics, I have what my weekly amount that we have to make just for me to breakeven and we compared it to the revenue that we bring in, and even that is again, reassuring me we’re okay, we’re on the right track and we’re doing the right things, and it gives us another number to celebrate as well every single week, really great! We doubled what we needed to make this week. You know, celebrate. But it was such an uncomfortable experience for me to face all of those numbers, know what my net worth was, and even putting in like the more gauge and all of those things, but now, I am so secure and I am so comfortable with it that I am even approaching my business better, like not as panic or worried or constantly thinking about this at the back of my mind, I’m like I know exactly what I needed to make. 

Ryan: Yeah! I don’t know who said it. It’s to get to know your up-to-day, to get where you want to go. And it’s true, and it’s phases of life and it’s uncomfortable going through it especially when you’re uncomfortable, most likely because you’re in the red. 

Andrea: Or you perceive that you are.

Ryan: Yeah. That’s your perception. And what’s interesting is going through sucks. Right? Let’s just call that out. It sucks but once you know where you’re at, then you have some version of a plan that you can see maybe getting either out of the red. Or you might even see a whole crap but then no, I was actually, looking that good. Right? That stop helps you get there. I got it. Think that you are, when you went to the school, you had a version of being scared to death to take your test or you just buckled down and did it. And when you passed like it was related. It’s some version of adding your finances as well. 

Andrea: Awesome! Now, you referenced a book that you wrote which I think could be excellent for people to get their hands on. Where can we access that?

Ryan: A book? I didn’t write any book but I’ve got a website with a bunch of blogs and articles that are on their qualified financial resources, a bunch of information there. 

Andrea: Awesome! And if somebody wanted to even book a consultation with you, is that also on your website or there’s a different way for us to access you?

Ryan: Yeah. So, go ahead to the website and there’s a way to book an online consultation with me on a writing corner. 

Andrea: Amazing! Are there any final words of wisdom that you could give to our audience? 

Ryan: Yeah! I’ll say it this way. Doing a work that sucks now is all you’re going to make it better in the future. 

Andrea: Yeah! I will second that, for sure. Liking that I lived it. 

Thank you so much, Ryan, for coming on to the podcast today and I really do hope that people, number 1, take this podcast and start to re-approach the way or the relationship with their money. And number 2, also know that this is another one of those pieces that you are not built to do on your own. I am not a financial planner. Finances and money and stuff are not why I became a practitioner and I am sure that it is the same for everybody else. So, this is someone you want to have on your team to talk about when things are scary when things are crazy when shit hits the fan, you need to have these people on your corner. So I hope that a lot of people reach out to Ryan and start getting your one-on-one advice. Or at least, look at some of the blogs, and take action on this as well because lift service is one thing and shelf-help is another but if you’re actually doing the work, that’s when the change happens. 

Ryan: Yeah! I appreciate that. Thank you for having me on board. In the end, even if it’s not working with me, just having something you professionalize, it is the key there. So, thank you again for having me here.  I appreciate that.

Andrea: Awesome! Alright, guys! That is another wonderful interview in the books and I hope that while uncomfortable and scary, like the last thing you want to do, that you really find space, find time in your calendar, to get your financial stuff out in the open. Get it all mapped out, get it all planned out and continue to do that as I’ve said when I first started working with Alex Charfen and his team, it took me like a week just to, you know, kind of plow through the exercises that he said he had us to. And I now I look forward to doing the data. 

I look forward to updating my books and looking at the profit in-laws every single week. And so, that is something that, that’s a place that you need to get to, especially you want to start acting more like a CEO on your business and lastly, as a practitioner in your business. If you need any support, if you have any questions or concerns for me, please reach out to me on Instagram @andreamaximnd, visit our website maximized.business.ca, and there you go find your free master class or the booking length for our free 30-minute game plan call. It’s actually a dollar and the reason why we do that is because I want to at least have you put some skin in the game for me to offer my time and expertise and it gets through a lot of tire kickers. 

So book that game plan call if you want  30 minutes uninterrupted “Maxim” time, otherwise, certainly, just drop me a quick DM and just let me know you’re enjoying this podcast and what you want to hear more about or if you won’t even be a guest, I love highlighting my people. So thank you again so much for listening. I wish you the best of luck with your finances and follow his 4-step framework or reach out to him and ask him how he can help you even further. I will see you and I’ll be in your ears next week. I’m Andrea Maxim, and I’m out.