10 Essential Elements to Create & Sustain Brand Identity by Ron Lieback #472

Hi, and welcome to the SEO podcast, Unknown Secrets of Internet Marketing. My name is Chris Burris, one of the owners here at eWebResults. My name is Matt Bertram, the lead digital strategist here at EWR Digital. And CEO, and one of the owners here with your little bobble head. Hat, hat, hat, hat, hat, hat, hat, hat, hat. No hats. Welcome back to another fun-filled edition of our podcast. This is actually podcast number 472. Oh my gosh. Yes, 472. That's a lot of podcasts. That's hours and hours and hours of content, Chris. We are broadcasting live from Houston, Texas. And Matt and I, we are your results rebels. Cowabunga or? It's some hand gesture that you would do. For you tuning in to us on YouTube, make sure you subscribe and follow because that's kind of important. Or shiko. Or you should shiko us. Share, like, follow, boom. Shiko boom. Oh, the shiko boom. We just coined a new term. Share, like, and follow us. Please share, spread the word, let people know about our podcast and the value of that. You know, this is important because, like, you said eWebResults, I said EWR. Like, we have an identity crisis right now. So someone should help them identify brand identity. If only there was an article about 10 must-have elements to develop your brand identity. Thank you, Mr. Ron Liebeck. Yeah. Face to You, search engine journal article. We're going to get it up. There's actually 10. We're going to break it up into two podcasts because we really have to. All right. We can handle that. I do have a review for you, right? This is pretty exciting. This is from Ian S. And he's written three reviews on Google at one point or another. Is he a client? And Ian, his review is, of course, five stars. It says, Jennifer, Adam, Yvonne, right? Jamarcus have been absolutely amazing. They have helped our business in areas where we struggle online. The results take time to kick in. During that time, their team was highly efficient at

communicating our direction and educating us as to why we were doing the things we were doing. We cannot recommend eWeb enough. Identity crisis over. People calling us eWeb, too. But here's what I took away with. We're punching the face to you. Yes. Thank you, Ian. We really appreciate that. I appreciate your support. He did actually a video. He was part of the video testimonial for them. We had a couple different people at that company talk about kind of where we've touched them. But the thing I can tell you that I like about this is this is giving kudos to the team. The whole team. The whole team. Not the whole team, but the team on that account. The team except for you. Exactly. Chris and I were not mentioned. All right? It's okay. We have built an excellent team here. And depending on your account, you'll have different account managers, different producers on your team. And they're excellent. Okay? Excellent. This is an account that Chris and I are not touching. They always have access to us. We see them when they come in. But the team is delivering the results for them and they're happy. And I think that that's important when you're building a scalable company to build it with the right people. I mean, kind of following with our mission of delivering wow results to a million businesses. Like, how do you do that if we have to touch every account? That's just never going to happen. And so building a team and you're doing the team building. Building the team that can deliver these kinds of results. That's amazing. So, in a way, how did you turn that into a compliment for you? How did that work? You started off with... I don't even take improv, Chris. You started with... It's great. It's all about the team because the team is... You said that. I did not say that. You took it in that direction. But it's all true. It is about growing a business that delivers a lot of amazing

value to our customers. And so we couldn't be more excited about that. And Chris, you've set the tone so well to do that. Thank you. You've created the environment for people to grow and learn. Yeah. And want to come here and be part of the team. And ultimately, this is a baby that you have birthed. This is a baby. It is. My baby's getting all grown up. I don't know a customer. He is grown up. The name. Like, it's like you don't want to go by your nickname anymore, right? Yeah. You got to use a formal name. It's like it's Jonathan or whatever. It's now Christopher. Yeah. Yes. We did Shiko. Hey, can they get T-shirts? They can get T-shirts. Is it still up? Well, so we changed the swag on Best SEO Podcast to blogs. Okay. Okay. Because we're producing a lot of content on the platform. Yeah. We are going to reintroduce swag, but they're going to be for the podcast, right? Okay. Because right now... They're eWeb. They're kind of generic. Well, they're for eWeb, right? And so really what we saw in the request we got was, hey, I love the podcast, right? Maybe I own a digital marketing agency and I don't want to actually walk around with your digital marketing agency on my shirt, but I would be happy to have your podcast on my shirt. Yeah. Yeah. I think that that's the underlying tone. No one said that to me directly, but I think that the employees love the shirts and like are wearing them almost every day, right? Yeah. May the rank be with you. Actually, this is... Be a good human. That, like, we need to have this one. I like that one. Like, this could be one of the core tenants, right? As we develop the mature brand. Be kind and prosper. Yeah. It's kind of like Google, but as they matured, they got rid of don't be evil. Yeah. Right? As we talk about brands. Isn't that weird? That's scary, isn't it? Isn't that

weird? They're like, like that line. And then there's that documentary that's like the creepy line. How do you make this? And he's like, I walk right up to the creepy line, but we don't cross it. And I'm like, come on. Yeah. What does that meeting look like? It's like, I would like to suggest that we remove the don't do evil from our... I mean, that was probably a corporate meeting. Like, that had to be approved, you know? It had to be a huge corporate meeting. That's interesting. A couple of exciting things have happened. You have a new baby. I do. That's exciting. Congratulations. And you're here and you look well-rested. So that's good news. It's a challenge with, like, juggling everything. But two kids under, that can't speak under 18 months is definitely... A challenge. A challenge and a... Hard work. And a job, multiple jobs, all in itself. All in itself. Yeah. And it's rewarding. Like, it's the little looks and the like, oh, he can do that now. Like, that's... It's really awesome. Yeah. That's pretty cool. So Google, and we can debate this when this exactly happened, but Google changed their search and result page. So it looks different. So that's pretty exciting. They're trying to optimize it for paid ads, right? They're doing a lot of things. So now the paid ads blend in more. Yeah. So the room, like, the Falcon kind of changed. Also on mobile... Favicon. Favicon. Yeah, that's what you're talking about. Yeah. I don't... I can't... I actually have a grammar. Like, designers do that. There's people that write. I can't pronounce anything. But anyways, also if you look on mobile, like, it's just all ads. Yeah. Right? And they got to find a way to where it's not too... Like, if it's too many ads, you'll just skip to where there's no ads. Right. So it's like you have to blend it in. So they're putting it at top, bottom. Yeah. I see studies coming out with the service-based ads. They're doing actually a really

good job of grabbing more of the overall traffic. Right. And becoming paid traffic. Right. Right? And... Yep. Well, that's... And just how people are using search engines are changing social media platforms, et cetera. And in reality, as long as they're doing a really good job of making sure that you can't snake in a useless ad based on the search phrase... It makes for a better user experience. It's going to be a fine experience, right? Yeah. Along those lines, Google is removing the ads and the sponsor's label from flight searches. You know, Google actually bought the software for keeping track of, like, when flights happen and all of that stuff. And now they're incorporating it and they're pulling off the ads. So changing the look again. Well, so what they're ultimately doing where I've seen some real heat too, right? So these are... I think that these are symptoms of, like, a greater plan, right? That they have, which is the massive, like, categorization of all information and the AI that they're building and all this kind of stuff. But where they're getting hit with some lawsuits or potential lawsuits is they're grabbing people's content on their website, putting it on their search engine like it's their content, and then trying to keep people on the search engine and not go to the site. So if you can see... It's interesting. The next point right here is if your listing has earned the featured snippet, it will not be repeated on the first page of Google, right? So you're right. Like, you get on the featured snippet and now the goal is to maybe not have them go to your website. Yeah. Like, so that... So Google's taking content, trying to find ways to create, like, an intermediary where they'll be the vendor to the airline companies, right? Basically scraping all the data and saying, hey, you don't have to leave. And when you're ready to buy, you buy... Right here. Right here. Through us. Boom. And we earn a commission. Like, just like Amazon is

50% of all online purchases, Google's trying to be the rest of the internet, I think. Yeah. The rest of the online purchases. Absolutely. Yeah. Well, that's a lot of exciting stuff going on. We haven't even got into it. Gosh, the potatoes are getting big. Let's jump into the podcast. Let's jump into this article. Ron, Lieback, and 10 must-have elements to develop your brand identity. If only there were... I love this picture, too. If only... Oh, yeah. The Beatles, the Lego Beatles crossing... Yeah. I think that's awesome. Lego's done a really good job with their brand. They're... Like, talking about brands, I know we're going way off on a tangent. But did you know that Lego lost its patent in, like, 1983? And basically, they started getting all these different partnerships with different companies and starting to develop, you know, these customized Star Wars and all this kind of stuff. And really, anybody could actually build a lot. Those exact same Legos. Well, the foundational Legos. I don't know about with the partnerships because I think that they're locked in with, like, Star Wars and stuff like that. But no one's really... I don't see anybody out there really trying. I mean, maybe those are Duplos and Big Blocks. Releasing generic Legos. Yeah. No one's releasing generic Legos, but they could. Yeah. Yeah, that's a great business idea. I didn't know that. So, we're about to talk about, you know, 10 must-haves to help your brand identity. If only there were somebody nearby who had, I don't know, written a book about branding. A book titled, I don't know, what is this right here on our table? Build Your Brand Mania by Matt... Hey, that's you. Who wrote the forward? Matt Bertram, forward by Chris... That's me. Wow. And Brian Horn. So, this is going to be cool. You get to, like, check off. Like, is that in your book? How important do you think it is? I mean, this is basically everything I knew three years ago. Yeah. As far as branding goes. And I

try to incorporate a lot of digital marketing into it in lay terms. Right. So, I try not to use the word SEO. Right. But almost everything, like, all roads lead to SEO, in my opinion. It's a huge... Immensely important. All right. So, let's jump into this. One of the things that he says, I thought this was interesting. Jeff Bezos says that branding is what people say about you when you're not in the room. I like that. That's kind of interesting. I like that. When you have created a strong brand identity, it takes care of branding and brand awareness. I don't know what that means exactly. Say it one more time. I wasn't totally... When you have created a strong brand identity... Okay. ...it takes care of branding and brand awareness. I think that people know how to position you. It's like a focus beam of light. Yeah. That, like, they know what you're about. Yeah. Like, if you don't know what you're good at or what you do or what... I know we're going to probably talk about USP. Yeah. But if you don't have that, people... You're just in the ether. Even your own team is in the ether. Like, the people who are within the company. Yeah. Yeah. All right. So, number one. This is 10 must-have elements to develop your brand identity. Number one is find and focus on your target audience. You're taking off your jacket already? I'm taking off my jacket. I mean, I wore the jacket because you weren't wearing your jacket and you always wear your jacket. Somebody had to wear a jacket. And it was, like, kind of the passing of the torch, I felt like. You were... But I guess... And now the torch is on fire and he's taking off his jacket. Exactly. It's hot. Find and focus on your target audience. First, you have to understand the attendant audience. And, like, he's talking about getting in, digging deep, knowing their passions, their goals, their decision-making processes. Basically, whatever it is you need to know

about them so that you can speak to them and their language. And, again, them is the people. So, if we're talking about our customers, we're trying to figure out what drives their customers. Like, what really drives them so that we can help them guide that brand. Target persona. Yeah. Like, building out those target personas and understanding what makes them tick and building the customer avatars. Yeah. And so, like, things are, what are their goals? What are their frustration? What prompts their decisions to act? How do they interact with other brands and their services and products? And I think, you know, we've incorporated a new process. We got a workshop for that. It's a workshop. That may be the phrase of the podcast. We got a workshop for that. We need a button. You know that we actually designed 16 different workshops based upon our opinion of, like, what actually needs to happen. And we're trying to now translate that in to the customer pain points and the customer's language. Because this is what we need or what we think you need to deliver this online. But how do we back that in where there's a business case? So, basically, it was like, hey, what do we need from the customer? Oh, that's a workshop. Yes. Right? And there's 16 of them. Yeah, it's a lot. Depending on the services that they're engaging us for. And so, now, that's a lot. Yeah. So, like, how do we... Which one do I buy on the menu, right? If you combine a couple and consolidate. Yeah, exactly. Yeah. So, that's one of them is, right? But I do like the tagline. We have a workshop for that. We have a workshop for that. I like that. It would be great on a button. Yeah. I wish the button, one of these buttons would be... We need... Ivan, we need more buttons. Yes. We need more buttons. Put that down on the list. We need... I need more buttons. I don't care what they say. I just get stuff.

So, which workshop, finding and focusing on your target audience, what is that? That's the customer journey. What workshop does that fall into? Well, so, it depends. Right. Because it's actually a core component of anything we're doing. So, in order to start working with us, we need to know these things about your customers. Yeah. Like, we really need to know these things. It's kind of like if we're going to be doing branding for you, we need to develop a brand guide for you that we can follow to make sure everything's in line with what you're looking for. Right. So, as you mature your brand and you develop your brand, like, these are fundamental, foundational pieces you have to have. So, it... And there's people out there in the market. Okay. There's actually somebody in the Houston market right now... Right. ...that sells workshops at $10,000, way above what we're charging. Right. Right. Each, and they, he actually does a lot of market research and all this, but he gives you one female persona or avatar and one male for $10,000. Yeah. Like, there is tremendous value in that and people are buying that and it has a sustainable business. We believe in over-delivering on value. Right. So, that is incorporation into a few of our workshops. But really, if you're going on the customer path, like, to be working with eWeb Results, it's one of those kind of checkpoints or, like, roads that you kind of have to go through. Yep. Right? So, it could be done in a couple of different places right now. Yeah. Very cool. Yeah. All right. So, two. Again, this is 10 must-have elements to develop your brand identity. Create a unique selling proposition. Seth Godin says, what makes you remarkable? I think, I don't know that it needs to be remarkable. It certainly needs to make you different in what would make somebody do business with you instead of somebody else. And I always like this example because I give talks kind of regularly. You talk about this a lot.

We do this mastermind group. And one of the questions that I have for the group is, you know, is great customer service a unique selling proposition? And most people will actually say, oh, yeah, that's what we deliver. We deliver great customer service. And I'm like, well, how many people are out there marketing on we deliver mediocre customer service? Exactly. No one markets on that. In fact, great customer service is actually understood. Now, there's commodity industries where that may be your differentiation. Because there's no customer service in the industry or whatever, right? Or it's just like, you know, there's a lot of insurance is kind of a classic example, right? How you come up with a unique, because it's fairly a commodity. Now, we have what we call an insurance advisor for our company. And that's a kind of a different animal. Most people don't get into that demarcation. They're just looking at, I'm an insurance salesperson, and my difference is customer service. I'll actually sit down and hold your hand through the process, like every other customer insurance person. I feel like what you share is like, you just need to develop that concept more. Like, why is your customer service better? What I was just going to say is Dan Kennedy, like a big follower of Dan Kennedy. Looking at differently, like people say, what's your target market, right? Because we're talking about customer personas. What's your target market? Well, we skipped. Okay, we're in the next one. Sorry. But this will tie into the end of it. What's your target audience or whatever? Small business owners. No. No, that's huge. Like, what's the niche down? Yeah. What specifically? There's riches in the niches. Yep. Right? There was a podcast about that at one point. Well, that is a Dan Kennedy quote. But it goes back to what you're talking about, too, is we need to further develop this concept to really understand what that key differentiator is. Because you're saying customer service as a broad term, but you've got to articulate that to

the customer of why specifically we have 24-hour on-call service. We have people in the U.S. to answer the phone. Right. We, you know, whatever it is, right? But define why yours is better than the competition to help communicate that to your target market. So that's niching down inside of the so-called unique selling proposition to actually arrive at a unique selling proposition. And I will tell you that there's a fractional CMO that we work on and off. That's really one of his core products is to just help you define your USP. Like, so three to four hours, bunch of money to come with the USP. And it's so important. It's valuable. Actually, a USP, we can break it even down into USPs of buying a product, like the money back guarantee. Yep. Right? Like a money, like it's got to be an irresistible offer. Like, so this goes to offer versus brand, but a money back guarantee, like there's no risk. Yeah. Right? Like that's a- Take away the risk. That's an offer. So with customer service, I like your concept of like niching down into, hey, it's 24-7. It's US-based telephone bank, if that's what it is. The other thing that's really important in this, and this is what, when I'm giving kind of mastermind speeches, it's really about, well, how do you prove it? How do you show great customer service? Reviews. Like the answer. Reviews, testimonials, absolutely. That's actually pretty easy. And the video testimonials are better. So that's really good. All roads lead to video testimonials. And he asked the question, so if other people have a unique selling proposition, you might ask, well, if it's working for them, why, like, why don't I just use that unique selling proposition? And he makes a really good point. Like, so it turns out that Ron's actually pretty smart here. He's like, those people have different motivators and drives and different, what does he say? Values than you have. And so their unique selling proposition is probably fundamentally different. And I think that goes

back to a key point of what you have to do online is be genuine. Yeah. Okay. And like people, people are attracted to whatever they're seeing online and if it's not representative and there's not congruency in that, like if you have this beautiful website and then they come into you like this office that is not representative of that, it's going to be a huge turnoff because you're, you're, you're attracting, it's kind of like, if you think about the fishing terminology, like a lot of people think about sales fishing, like the bait's got to, well, that doesn't make sense, but whatever, because you got the fish, you just roll them into the boat. But, but, but there's got to be some consistency, consistency, genuineness. Like I'm even seeing in social media, there's, there's a merger of different platforms. Like you, you can't have your business persona out there and then your Facebook or your Instagram or whatever be different. Totally different. Like there's the emergence of your presence in brick and mortar or in reality and then online and then probably virtual reality as well. Like who, who you are is this, like, you know, so. Yeah. That makes sense. He talks about if you're, if you're struggling with your USP, you may kind of reference the book, Blue Ocean Strategy and start coming up with, okay, well let's not, let's not participate in the existing market. Let's create our own market. I love Blue Ocean Strategy. It's great. It's a great book. What, really, what makes you different or what can you do to differentiate yourself from others? That's pretty good. And I was in a, in a, in a meeting at Shell, you know, typically a bunch of engineers and it was one of these meetings, which was about like, how do we come, we come closer as a team. And there was one guy stood up, raised his hand. He was like, yeah, I want to be, what did he say? I want to be friends with people in this room, but not,

you know, not Carnegie's how to win friends and influence people level friends. And I was like, well, you haven't read that book because, because that book is legitimately about, hey, you need to ask Mary, how's her life going? Yeah. But you need to care, right? Like the book, the whole point of the book was that you can't just ask it because you're checking off a box. You actually have to care. But he was looking at it like that's fake. Yeah. I don't think he read it. Yeah. I don't think he read it. He just read the title. Here's a book on how to get influenced by being a friend. No, no, no. Like the way you actually get influenced. By being a genuine friend. Actually being a genuine friend. Being a genuine friend first starting the cycle. Yeah. Right? Yeah. And so, so this, remember it's built on perceptions. Like a USP, exposing your core values is not easy. Right? And core values, I love what Zappos did and Tony Hsieh did with Zappos is they created a company culture book. Right? And so everybody submitted, like, what is it about being at Zappos that drives you? Why do you come here every day and why are you not going to some other job? In fact, Zappos, I think at some point was like, as they're hiring, right before they hire, they're like, look, we'll hire you or we'll give you- Or give you five grand or something like that, right? Yeah. Like $2,500 to leave. Yeah. Right? Well, it's good. It's good. It gets people that aren't active in building the vision. Yeah. Right? Yeah. Yeah. The ultimate reason to highlight your core values, if others share similar values, you'll build a fan base quicker. And I think that goes back to what you said, you've got to be authentic online. One, you need to be online. And then two, you need to be authentic online. And that's what, you know, because really, that's when your core values come through. Like you can put

them on a piece of paper and put them on a wall. You know, a smart, whatever, money-grubbing business exec could write really kind of fluffy company core values. But you put them on a video, the fluffy core values, you're not going to believe those fluffy core values. I think that getting other people to confirm those things or through actions. Yeah. Right? It's the actions. It's the authenticity. Yeah. I think that if you believe those core values, the result's going to be you're going to act in this way. And so like, that's what ties it all together of like, like when we started defining our core values was based on the culture that was already here. Yes. That were the pieces that we liked and, you know, maybe carving out small little pieces that we didn't. And then there was things, okay, we really like this. Let's expand on this area because we really like this. But a lot of our core values for us was, as we really solidified them, was what are we already doing and what has brought us all together and kept the glue of this group together really, you know? Well, and I think it's really, really important because you can go and get training on PPC. You can go and get training on SEO. By the way, you're not going to get better training than you get actually inside of this company. That's true. Um, so, so why is it that a company should engage eWeb results? And the answer is because of the team and you want to understand our culture so that you know that you bring and keep the right team. Uh, and, and so if I'm doing research on, uh, an internet marketing agency or really kind of any sort of marketing agency, I want to know what it is about their company culture that keeps really talented people from going elsewhere. I, I think that that's a whole nother podcast idea training. Yeah. Um, you know, even, uh, how to look for a good agency.

Yeah. Right. Like, I think that there's a lot of, just stop looking and join us. That's true. That is absolutely true. That's the, that's the cliff notes version. And then we could do a whole nother version. And, and, and that is actually becoming a reality. There's a lot of like in-house people that are starting to gravitate to us to be part of our culture and be part of our company based on what we're doing. But also I think that there's education, uh, that needs to happen to people that are in-house of how to work with, evaluate, track other agencies, because it's becoming a lot bigger piece of the line item budget. Right. I read an article the other day that said, you know, digital advertising is only 25% of the total marketing budget spend at most major companies. Wow. That's right. That's wrong. Right. That's upside down. Yeah. I think, I think that, I think that that trend is going to continue to grow. The largest, does the, doesn't the largest simplest marketing tool on the planet resonate with anyone? Well, I, I, I would, I would, I would argue that the larger companies that we've worked with as we've started to bring on more publicly traded companies and private equity backed companies, um, are actually a little less educated in some of these areas because everything's so siloed. Um, and everything's a little more slow moving. There's red tape that has to happen. And so the small business owners are actually, because for their survival, they have to figure it out. Yep. And it, it, it, it is a great lead source and also newer businesses. I think it's, it's, again, it goes back to like traditional businesses or businesses that were started before the internet operate differently than businesses that started after them there, because fundamentally the main driver of most businesses that started after the internet is the internet. Yeah. Yeah. Right. And so you orient your company that way. Absolutely. All right. So number five, and you already hit on this,

um, again, this is 10 must have elements to develop your brand identity. Number five is consistency across every channel, right? So this is whatever Facebook, Instagram, if you're going to do TikTok, if you're going to do blogs, guest posts, website, copy PR newsletters, replies, videos, paid advertising. This is dizzying, Chris, I don't, I got to blank it out if I was a business owner because it's too much to handle. All of that stuff, which by the way, we can handle for you. Um, you've got to have consistent messaging across those. Just like you said, if you've got this killer website and then you come into an office and you look around, you're like, well, this doesn't look like the, like the website that I didn't sign up for this. Right. There's an, there's a, there's a lack of congruity, uh, uh, continuity that happens that, that is a dysfunctional experience, uh, that will get people to, to back out of that. So, um, that's five. We're going to actually cut this off now. We're going to do another podcast. That podcast is going to be 473. So if you want to know the remaining five must have elements, develop your brand identity. And this is good. I like the energy and flow of like what's going on right now. Yeah. So we got to keep this. Yeah. We'll keep, we'll keep it going. Um, so let's, let's kind of wrap up this podcast. I don't even do, I have the X. I don't have the exit stuff. You know how to find us. Yes. You know how to find us. We are filmed here. Yeah. Live in Houston. You can find us wherever you're finding us now. Yep. We love you. Uh, if you would like to, uh, wait, if you have a referral. I don't have transcripts right now. If you have a referral, if you have a referral. Yeah. If you have a referral, why not? Yeah. We, we are taking on new clients now for a while. Uh, it was on hold.

We, we, we, like you had to literally show up at our office and beat down our door. And like, with a check, like we did take on new clients. Okay. But we were trying not to. Now we're opening those doors again. Uh, we've hired the right people. We've been able to scale. Uh, we built the processes. Bigger customers. Bigger customers. We are, we are ready for the referrals. Yes. Yeah. And you send them to us when they pay their bill. We may pay you or maybe a charity of your choice or exchange of services. Yeah. Credit, a credit for future services. What? Like we're willing to, if you got people that, you know, we can help, please introduce us to us. We'll figure it out. We'll, we'll do right by you. Yeah. Be a, we'll be good humans. Yeah. Exactly. As a company, we'll be a good human. I really like that. I do too. Yeah. I think that's good. Um, if you'd like to take advantage for your own business and grow your business, uh, using the largest, simplest marketing tool on the planet, call eWebResults for increased revenue in your business. 713-592-6724. Visit our website, eWebResults.com, uh, and fill out the form that's there and we'll make contact with you. Uh, we have a team of experts who are getting rave reviews that will reach out to you and deliver an, deliver amazing value for you. Um, until the next podcast, which for us is going to be really, really soon. My name is Chris Burris. My name is Matt Bertram. Bye-bye for now. No more bloopers, Mr. Party Aid. So, I bought this one specifically because someone grabbed all the Focus Aid. Focus Aid and I was like, well, if I party all night, I'm going to be energized and like that should help me study, I guess. And then it's all beat up. Like I have been partying. Oh, yeah. I dropped it three times before I could figure out how to open it. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye.

Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye. Bye-bye.