Team Hardcore Call Transcription September 7 th, 2017 Jen Delvaux Top Reasons My Biz is Booming Right Now. [Beginning of Recorded Material] 00:00:00

Transcription

1 Team Hardcore Call Transcription September 7 th, 2017 Jen Delvaux Top Reasons My Biz is Booming Right Now [Beginning of Recorded Material] 00:00:00 00:00:01 Jenelle: Hey you guys! Welcome to today s training call, this week s training call. The topic is Top Reasons My Business is Booming Right Now. We have one of my very best friends Jen Delvaux as my guest speaker and Jen and I talk all the time about business and as we re sharing things, every now and then I m just like, Ooh, I wish everyone could hear this conversation, all my coaches. Like they need this stuff, and so I just said to her the other day, I m like, Would you speak on my call and share what you just shared with me? Because I know her business is booming right now and I know that so many of you want to hear this kind of stuff, so, of course, she s here to do it and I m so excited for her to share what she s doing right now, what has made a difference for her. So before I get to that I just want to make a few announcements. First I want to say, if you re chatting over to the side, awesome. I love that; however, I can t see it. Sometimes I get another laptop set up, but we are in the midst of a move right. Like I cannot even walk in my office right now and didn t have time to set up that other laptop so I can t see your questions, so I apologize for that. But I wanted to mention or just remind you that we have Super Saturday coming up Saturday, September 23 rd. Ours is in Ohio. Myself, Meg Kozlowski, and Cory Miller are hosting in Toledo, so hopefully you ve seen that link and I did post in our team page about that. So if you re one of my personally sponsored coaches, I put some details in our team page about that and then I also wanted to mention to you about Clean Week which is launching, I believe, October 3 rd. Jen, you ll have to correct me on that date if I m wrong, but I believe October 3 rd is when Clean Week is launching and then also of course we ve got the UK that s launching October 19 th. That s when residents of the UK will be able to sign up as customers. They ll be able to sign up as coaches, so that s super exciting. And then also, right now, we re in the midst of Week of Hard Labor. I keep saying it wrong. I keep saying Hard Week of Labor, Week of Hard Labor, whatever. It s hard. Yesterday was day two, leg day. I loved it. Today is core, just 30 minutes. I already kind of skimmed through it just to see what it s going to be. I haven t done it yet, but I ve heard it s awesome. It looks awesome. Here s the thing though, you guys, with any Beachbody program that s out there, any meal plan, anything you guys, you have to make it your own. So some people have said, Well, you know, this was too hard for me, or, This part went too slow for me. I need it to go faster-paced. Dude, make it your own. Since I have been in fitness for so many years. I was an instructor and certified personal trainer, in that for over 20 years. I can fast forward through some things. I can lift some heavier weights than maybe what they re showing in the video and sometimes I m modifying more than

2 what they re doing in the video. Those pistol squats yesterday fricking killed me. I was even modifying them and I was struggling. So we re all different. We re all at different levels. All the people that you re working with are at different levels, so make sure that people know that they can, you know a program is put together based on, Here s what we want this program to look like, but Beachbody knows people are going to have to make their individual, own tweaks, whether that means you hit pause a few times or you hit fast forward a few times on your video or you do the same workout, you know, twice versus another workout that causes irritation for an injury you have. Whatever it may be, you have to make it your own. Okay, so that said, let me introduce to you our guest speaker Jen Delvaux. So she is a mom and wife. In her first business center she is a Five-Star Diamond. In her second business center she is a Four-Star Diamond pretty amazing. In her third business center she s a Diamond. She s a three-time Elite coach. She s a Million Club member. She s a Success Club All-Star Legend. Gosh, I m probably forgetting one or maybe a couple. She s also one of my very best friends. I ve known her since I moved to Grand Rapids when I was in the seventh grade. So with that, are you there Jen? 00:04:10 Jen: I am here. 00:04:12 Jenelle: Awesome. What s that? 00:04:14 Jen: You can hear me okay? 00:04:16 Jenelle: Yes, I can hear you great. I m going to go ahead and mute myself if it gets kind of loud with some drilling over here, but I can always unmute if you need me because I m listening and taking notes. 00:04:27 Jen: I m good. 00:04:28 Jenelle: Cool. 00:04:28 Jen: All right and feel free as Jenelle was saying, we have known each other since seventh grade. We talk almost daily. So if you need to like step in and remind me of anything, totally do that. I got to look at you. I moved my cards over here. Yes, I need note cards. And can I just tell you, you guys, Sagi if you haven t done it, you have to do it. I am so sore from yesterday s leg workout. It was awesome and I feel like his workouts are so different and good. I don t know. I m having a lot of problem with that. Okay, so for those who don t know me, I know there are some newer coaches and 00:05:00 you re like, Who s this Jen girl? So I m going to share a little bit of my beginning and how I got started. I know some of you probably heard this a million times, but just get through this with me. So I started you guys, back in Yes, it has been forever and I was that person that literally signed up for the discount. So like Jenelle said, we went to high school together and I

3 saw Chalene post something about Facebook or about Shakeology. This was just when Facebook was coming out. I don t even think Jenelle, that you were on Facebook right away when you signed up as a coach, right? 00:05:32 Jenelle: No, I wasn t. I was not on social media when I signed up. Nope. 00:05:36 Jen: So this was way back when and so I reached out to Chalene and she was like, Get in touch with Jenelle. So Jenelle told me all the amazing benefits of Shakeology and so I was like, Okay, listen, I ll sign up and she said, If you want to sign up for the discount you could totally do that. And so I was like, Well, yeah, I might as well get this for a discount, and so I signed up right away and had no intention of working the business. I was that coach. I was like, There is no chance. I live in Michigan. I don t have a beach body. I don t feel good about myself. I have zero confidence. I have like my 200 friends on Facebook and that was it, and I was like, I m not working it. She s like, No worries at all, just do it for the discount. So I started using the programs. I think I started with Turbo Jam, maybe? And I think shortly after Chalene Extreme came out, but so I was doing the workouts. I was drinking Shakeology. I started changing my nutrition, doing different things and I had results. And when you have results and you re doing the workouts and you re eating healthy and people are taking notice, the approach you and they ask what you re doing. So that s what happened and I literally became a walking billboard for what I was doing and people started approaching me and I was like, Yeah, and I started telling them and I thought, Gosh, maybe I can do this. And so I slowly started putting myself out there just every once in a while, I d do a post on Facebook but not much and I remember Jenelle saying, Well if you get to Emerald then Beachbody will send you customer leads. I was like, Yes! Then I still don t have to put myself out there, because that s what I was scared about. So I did that. I became Emerald. I signed up my mom and my husband because they were both drinking Shakeology so they did it for the discount, and I slowly started working it and putting myself out there. Darrin, unfortunately for those that me, know he s doing really well right now, but he was diagnosed with brain cancer and it was insane, roller coaster of emotions and I actually almost took this off my plate. I took a lot of things off my plate and I m like, This Beachbody thing I should just take off my plate, but I just didn t have time at the time and thank god I didn t because I didn t because what I realized was that the workouts saved me. It was literally my stress reliever and Darrin s. Darrin would literally take a chemo pill and go work out in the gym. The Shakeology kept me healthy at all the hospital visits and this community. Being part of this community and having support from all over and these friends that just it s amazing. So I was like, I m so glad I didn t take that off my plate, and now I was such a believer in not only the product, but the people, the community, the support, and I slowly was making some income and I wanted to like scream this off the rooftops, so that s what I did. I started really I wasn t worried anymore. I didn t really care because at this point it was about my family. It was about us

4 getting healthy and him getting healthy, but also like financially I wasn t sure if he was going to be able to go back to work, so I literally started just pushing forward and I put the blinders on and I didn t worry about what anybody else thought, because that s usually what it is and I think along the way too as you re getting healthier, you gain confidence. So my biz took off and, you know, fast forward a few years, quite a few years, I was smooth sailing, you know, became Diamond and 2-Star and opened up my second business center and then I got that to 5 and that to you know, just things started happening and so what I started doing was just thinking, Oh yeah, it s always going to be this way. It s always going to be this way. I m so good. People are coming to me. I don t have to do anything. So guess what I did? I stopped a lot. I stopped adding friends. I stopped hash tagging. Oh wait, let me go back one thing, just to I want to tell you guys something really quick. When we first started, when I first started we did not have Instagram. We did not have Snapchat, Instastories. We didn t have Facebook groups. Groups didn t even exist. We didn t have Facebook ads. Literally you guys, nobody pictures didn t even exist. It was literally posts. So I mean think about where we started. It was literally my weight loss, adding friends on Facebook and connecting with them. That was how I started and that s where my business started taking off. Anyway, I got to the point where I just 00:10:00 thought I would just be smooth sailing all along and it would be all good. I stopped adding friends. I stopped hash tagging on Instagram because I thought, Oh, I don t need to do that. Stopped doing personal development every day. Yes, I would listen to it, but not consistently. I stopped growing and I started to gain weight and I started feeling pretty bad about myself. And you guys, this was just like this past December, October, November, December. I could feel things that, you know, weren t working anymore, like as far as my weight. I couldn t work out enough. I was trying to cut back food. It still wasn t working and I just wasn t feeling good. I knew something was wrong and I think it was at the time where Chalene came up with something, some pod cast about metabolism and so anyway, I ll get into that in a second. But I literally in December, at my lowest, I messaged Jenelle and I m like, Jenelle, I don t think I m going to make Elite this year. I don t think I m going to do it, and she was, you know, awesome and, you know, totally supportive and, you know, told me she believed in me, but was there for me either way and I sulked and had my own little pity party for about 24 hours and then I was like, What am I even doing? I am not going to do this to myself. I m not going to do this to my family and I m not going to do this to my team. I m going for this until the absolute last second. I m not going to give up. So I didn t and I did hit it, but I knew I had to make some changes and one thing that I really realized, biggest thing I was missing a lot, but the biggest thing, I stopped growing. I stopped learning. I wasn t excited anymore. I was just doing the same old, same old. Same groups: I was getting bored with the groups. Like just nothing exciting: same workouts and I was like, I need to learn something new and you guys, that is the biggest game-changer I can tell you. Learn something new and Chalene had been telling us for years and

5 years and years, You need to become an expert on something, blah, blah, blah, blah, blah, and I heard it a bajillion times and Meg Kozlowski did a call I think it was nearly four months ago? Five months ago? I don t remember what it was, but the way she worded it, I don t know what it was, but she was just like, Just learn something that you, or wait she said, Become an expert that you want to know more about. So I felt like, Okay. I think when Chalene was saying it before I felt like I already had to be an expert and the way Meg put was, Just learn something that you want to know more about that interests you. So metabolism was the big thing at that point just because I had let my own health and fitness go and my metabolism is changing because of my age, so I knew I needed to make some changes and so I started just becoming obsessed with it. Reading what I could, listening to what I could guess what? I started getting excited about my business again. I was excited to post about what I was learning. I was excited about life. I started having results and you guys, you can equate this business to our fitness. It s the same sort of journey. If you re only half-assing your workouts or you re doing your workouts, but your nutrition is totally off, you re not going to have success. Same thing with this business. If you aren t doing the little things every day that will consistently or doing them consistently that will move you ahead, you re not going to have the results either. So what I m going to do today is bring to you guys some things that I just think are so important in this business to be doing on a daily basis and so I just want to get back to my notes. I kind of got off track. Oh, here s some examples, just I wanted to give you guys some examples of different ideas that you can learn more about: carb cycling. I remember when I first decided to go into intermittent fasting, because that s kind of where I become obsessed with and that s where all my free groups are all about intermittent fasting, but I put it out there on social media and I said, Hey, would you want to hear more about carb cycling or intermittent fasting, and I think I had a third thing and carb cycling and intermittent fasting was probably a tie, but I wanted to learn more about intermittent fasting, so that s what I did. But cooking healthy for kids, are you kidding me? I would like to watch that. Cooking a different way, just being different; like testing out vegan or just keto or whatever it is trying on a different diet. Doing a new program; like the Sagi week, are you kidding me? Every day I have something to post. Or do an old program that you haven t done in a while. Rock Instastories; can I just tell you guys, that s another. So I learned all about intermittent fasting, right? Well now I kind of know it all, but Instastories is now the rage. I m obsessed with that: learning different things, learning different techniques. I search YouTube for videos and yes, they are crazy expert videos and all their little gadgets they have to make it perfect. I obviously don t have time for that, but I started learning about it and getting excited and Instastories, you guys, oh 00:15:00 my gosh. It is so awesome. It is such a great way to connect with people and the messaging with there, through that, is so much better than it is through Facebook because you know why? Facebook oh, so many other MLMs just give us a bad name because of how they are messaging. You know the, Hey

6 girl, messages are great, but at this point they re just being overdone and you can feel it. And you guys know that message that you re getting when somebody s like, Hey girl, have you tried this new lipstick? Whatever, you know, like that s an example, but Instastories, for some reason, is really easy. It s a new thing. You have to be like following them, obviously. So here s another thing. I m getting I know I m totally getting ahead of myself, but can I tell you something? You have to unfollow coaches because I can guarantee you you are following a lot and probably at the end of the night when you re scrolling your newsfeed, you re seeing all coaches, right? That is a time suck. If you want to follow a couple to get ideas, cool. Unfollow the rest. And for those that are on here and you are like, Oh my god, Jen s not following me anymore ; there s a reason for it because I, even myself, I ve just like it was all coaches. It was all coaches. Yes, I d give some love, but I was never seeing my prospects. So your newsfeed should be the people you want in your challenge groups, the people you want as coaches. That s it. That should be your newsfeed. Maybe some family and friends, but really. So Instastories: it s easier than Snapchat too only because it s easier to gain more followers there. Snapchat s a little more difficult and I probably have a lot of followers there just because I happened to be with Chalene some weekend and she put my name on there, otherwise it would be a really hard way to build. Instastories you can hashtag, you can pick location. Like it s weird, when I do an Instastorie and I will put like as my location, Grand Rapids, Michigan, a whole bunch of Grand Rapids viewers see it and they can follow me. So it s really easy to build from Instastories. Challenge groups: so if you feel like challenge groups are just killing you. You re sick of them. You re bored with them. You re doing the same thing every month. You need a change. Change it. Google or YouTube, How to Rock a Challenge Group. I guarantee you there are a million videos out there from top coaches sharing with you how they do it and they ll give you some good ideas. Another thing I can t remember what it was Jenelle. Somebody on the wall or the round table just posted about she s doing something different. They are doing five packets of Shakeology. Back in the day, we used to there was no packets. There was no sample packets, so you couldn t direct somebody to your site for the $ We literally would buy extra packets and then we would ship them out and do like ten-day challenges or five-day challenges and ship out five packets to these people. Well she made it really cute. Who was it? I can t even remember. Do you remember? 00:18:09 Jenelle: Brook Lippoff. I didn t have time to read through it so I was like screenshotting it and thanking her for sharing it, but I haven t even read through it, but I could tell, I m like, This is gold. 00:18:19 Jen: It s gold and she made it really cute. You know those fab fun? You see them on Facebook newsfeed all the time? Well so she put together and she probably got all of this from the dollar store. Like a cute little box and she s putting five Shakeology packets and she s doing café latte

7 and she it s something like replaced her coffee. I don t remember what her title was and then she put like a little tiny thing of cinnamon in there and a little packet of coconut oil and made it kind of cute with stuff and she s doing these groups with her coaches. Everybody invites four, so everybody has to buy the sample pack box, sample packet box of Shakeology and then you ship them out. You guys, I used to do that. It was so much fun doing that because I don t know why people love doing it and they get a little bit of you in that box. That s what s cool. It makes it more personal than just getting something shipped from Beachbody. Okay, I m going to dive into the other stuff. So those are some examples. The biggest thing I did, the biggest, was learning something new and getting excited again because sometimes that s all it takes. That s all it takes, but I do want to talk about a power hour because this is really important and I ve got some ideas. I know all of you are like, Oh my gosh, power hour? Like I ve heard about this a million times. But I ve got some other ideas that will maybe help you to connect easier and I ve got some timing and just stay until the end because I ve got a little challenge for you at the end. Okay, 15 minutes: here s 15 minutes you need to expand your market, have to expand your market. If you are not adding to your network, do you know how long it took Jenelle to get that through my head that first 00:20:00 year as a coach? Forever. So I get it, but if you re not doing that you re not going to grow. You just won t because you re going to have the same eyeballs on you, so you have to do it. And guess what? It is way easier than what it used to be. Literally, I go to Facebook and I go through whatever Facebook suggests. I do not friend request everybody. I look at them. I am very intentional about my ads. Is it somebody that I want on my team? Is it somebody that I would love to help as a customer? That s it. I don t add anybody else. I don t add men. I don t add anybody else that I don t think I would want on my team. Friends of friends, of course; so if you know of a really good friend who s awesome, go to their list. Check it out. See if they have anybody that you d like on your team. Other is Facebook groups. Right now you guys want to know what s so crazy? In my free intermittent fasting group because that s what I m obsessed with, I joined a bunch of other intermittent fasting groups and just started connecting it on there. I never spammed them, but we were interacting back and forth on legit stuff and I became friends with them and now they re in my free intermittent fasting group and hopefully a potential coach. So get into other groups that you are interested in and just start connecting. Instagram hashtag: this is great. This is easy; it s simple. You could do this as you re mindlessly watching a tv show or whatever. Like it s a really easy thing to do. You search on YouTube, maybe a celebrity trainer or maybe a famous Instagram account, famous fitness Instagram account, and you look at the comments and who s commenting. You go to their profile. See if it s somebody you d be interested in. Like on five photos. Comment on one or two and then follow. It s as easy as that. So I would definitely recommend spending 15 minutes in there, in that area. Second thing is connecting and inviting 15 minutes. So this is really being social. As far as the inviting part and I remember this used to

8 scare me too. It s not like sending invites like, Hi, join my team. No, it s not. It s very different. I have a season of invites throughout the month. So you have to have something to invite them to. I have a free group. I have a paid group. I have a one-hour sneak peek that I do with my team and I have a three-day sneak peek and that happens every single month. So I always know that, you know, right before those, there s going to be a lot of invites going out and then there might be days where there s not. So just make sure, you know, you re inviting. The suggestion is three to five people a day and so if you, you know, figure that out, if you want to mark it off, you could do it that way, but just make sure you re inviting. It s super important. And then connecting is just being social. It s commenting on Facebook posts. It s interacting. So when you comment on somebody else s Facebook post and they respond back so try to end it with a question. Then guess what? Facebook puts you guys together, so when you post next, you re going to show up in their newsfeed. That s how it works. So it s just being social. Same thing with Instagram. When you re looking at Instastories, interact, comment on your potential coaches, customers stories. Ten minutes follow up. So follow up is the secret sauce. I could have some of my coaches like all line up here and tell you that I stalked them (I actually didn t stalk them), but I didn t give up on them for years. One girl she goes, it was so funny, she goes, I looked back through our thread and she said that literally she gave me crickets like four messages through. Like didn t even respond and she s a coach on my team now. I don t ever give up on anybody. I m not annoying like, Do you want to join this challenge group? I literally do check-ins, see how their life is going. I check on their Facebook profile what s happening with them and here s the other thing. Sometimes people, you know, you re like driving, you stop at a light, you check your messages and all of a sudden you ve forgotten about that message. So a lot of times that will happen, so another way you can get back in front of their eyes without messaging them again is commenting and liking and interacting on their Facebook pages. Personal development ten minutes. Obviously, you guys, a minimum of ten minutes. Like I listen to it while I m doing my make-up. I also listen to it when I m in my car. I now do like saunas a couple times a week and so and that s another thing: I learned about saunas. I get excited. It s something to post about. But anyway, I listen to personal development in there. It s everything. Five minutes check in on the online office, your team page. Five minutes checking in on challenge groups. And you guys, let me just tell you two things 00:25:00 that are a given in this business is obviously your workout because you have to be sharing results; you have to be sharing what you re doing. And guess what? When you were working out, that gives you a post. So that takes care of one of your posts. Oh, the other thing is you have to be posting on social media. So when you re working out, that gives you the post. When you re doing the other vital behaviors, personal development, that gives you a post. You can share a favorite quote, but those things have to be done the workouts and the posting. Here s my challenge for you. I want to challenge you guys, just commit to this, doing the one-hour power hour and maybe an

9 extra hour if you can for 60 days and see where you are because it will make a difference and you can divide the hour how you want. So I was telling my team the other day, If you feel like you have not had any new people in challenge groups in forever, then maybe you need to really spend a little bit more time on adding or wherever it is that you feel like you re lacking, add more time there and then also check out a training that you haven t done. But listen to this: so I was listening to I get Darren Hardy Dailies and the recent one was about oh what was it called? I can t think of the name of it, but anyway, here s the system. It s called The Calendar System and you buy like a big wall calendar like for the whole year and a big red marker and you tell your family about it because you need some accountability, you know? We all need it for our own fitness. Get your family involved and say, You know what? This is where I want to be in a year and I need you to help me and this is a great way where you can help me, and it s just being accountable for this power hour. And every day that you do your power hour you do a red mark, so you get a red marker. Red mark x out that day. Another red mark x out the next day, and eventually you re going to be growing this chain and so the key is don t break the chain and get your family involved. So that s pretty much it, I think. Did I miss anything Jenelle? 00:27:11 Jenelle: No. That was amazing and you guys, Jen she didn t even mention this, but she because she doesn t want to brag, I know, but she s killing it right now. She s killing it right now and a lot of people, not a lot well, yeah, I would say August for a lot of people was slow and not for Jen. Jen killed it in August. I believe you were one of my top recruiters in all of Team Hardcore, right Jen? For August? 00:27:37 Jen: I think. Yeah, it was great month. 00:27:39 Jenelle: Oh my gosh, yes. So, I mean, it s just proof that, you know, it s just a few minor tweaks to what we re doing and really just dialing in that focus and instead of just throwing your hands up in the air and going, Oh, you know, I give up, or, I m tired of doing this, or, This isn t working anymore, or, you know, it s just really going, Okay, but wait a second. Am I really doing all that I can be doing? Am I really getting excited about something or am I just going through the motions trying to be someone else or do things the way someone else is doing it? and that s never going to work. So Jen really took matters into her own hands and sometimes, I hate to say it, but sometimes it s when you re almost about to hit rock bottom. 00:28:24 Jen: I had hit rock bottom. For sure, I was, 100%. 00:28:27 Jenelle: Yeah, and it s like that s when the most amazing things happen if you have that burning desire in your belly that you re like, Okay, but wait a second. I don t give up. I don t give up that easily. I keep going. I figure out, and luckily Jen believes in this business. She believes in herself. She knows

10 that just, you know, when things get a little bit tough, it doesn t mean like, Okay, I guess it s over, or, I guess I need to look for something new, or, I guess I need to give up. I can t be what other, you know, I can t do what other people are doing. Not fricking true. Jen has every excuse in the book if she wanted to. I mean 00:29:05 Jen: You know what I asked on my team page the other day? I said, If you won the lottery, would you still be a coach? and I hands down wouldn t. There s no question, because it s my fitness, it s my accountability, it s fun. I love helping others. So I would do it 100% for sure. There s no chance I would ever walk out of this business, but I will tell you, I ve had a million other jobs I would have for sure walked out on. This is the only one I never would. 00:29:34 Jenelle: Absolutely and I think one of the greatest things is no matter what you re going through, and Jen you ve been through a lot. Not even just with Darrin and brain cancer, but, you know, with family and, you know, you very easily could have just said, Okay, this is too much on my plate. I need to let go of this or I need to do something that s easier or whatever, and instead you re like, I mean I know you guys have heard the quote before, but, You make your mess your message. 00:30:02 Jen: Yes. 100%. 100%. 00:30:05 Jenelle: So you guys thank you so much for getting on this call. Jen, thank you, thank you for everything you gave to us. I ve got great notes in here, so many good nuggets, and I just I m so glad you were willing to share that because when someone is experiencing success, I want the rest of the team to understand that it s there for you, you just have to grab hold of it. You have to dig deep, just like you do in your fitness, just like Jen, you know, related it back to your fitness. You re going to have those times where you re just like, Wow, what I was doing isn t working now, or, What used to work two years ago isn t working now, so do you just throw your hands up in the air and go, Okay, I guess I suck and I m done? No. You make those tweaks and adjustments; that s what we do as entrepreneurs and we re so fortunate that in this business, we have so much flexibility to take it in whatever direction we want. Like Jen s taking it in the direction of intermittent fasting right now. Maybe next year it ll be something different and the year after that it ll be something different. We have that flexibility to make this business our own and to brand ourselves as we evolve because we re all constantly evolving and changing and going through things, right? So it s just a beautiful thing. So Jen, thank you, thank you for sharing all of that. I know that the sidebar is probably going off the hook right now and people are loving this so and you guys, share this with your teams. Make sure that they get these recordings and are listening to these recordings because it does take a lot of work and time to prepare for these so make sure that you pass them on. All right, thanks so much again Jen.

11 00:31:42 Jen: Thank you. 00:31:43 Jenelle: Thanks guys. Have a great afternoon and I will see you next week. 00:31:50 [End of Recorded Material]