INBOUND 2024 Recap: Resilience & Opportunity

Jay (00:42.575)

Hey, Lindsie.

 

Lindsie Nelson (00:44.178)

I'm ready.

 

Hey Jay, how you doing?

 

Jay (00:49.015)

Good night.

 

Lindsie Nelson (00:51.599)

I'm good. We're gonna talk about HubSpot today and really the HubSpot conference that I just spent like the last week at and all the fun things I learned.

 

Jay (01:02.412)

Yes, so you were in the fine city of Boston at the inbound conference. You mentioned HubSpot. There's probably some connection there. What is this thing? I know the answer this because I've been there, but the people listening might not.

 

Lindsie Nelson (01:07.153)

Yes.

 

Lindsie Nelson (01:14.621)

some.

 

Lindsie Nelson (01:18.707)

Well, yeah, mean, Jay was there with me last year. And so if anybody's not familiar with Inbound, it is a three day conference held by HubSpot.

 

And really the goal here is there's a lot of high level marketing talks, inspirational speakers, but there's also a lot of tactical how to use the CRM, all of their different pieces of their platform. And so it's kind of a mix of very tactical software specific, but also kind of getting a pulse on where the sales and marketing space is as a whole.

 

Jay (02:03.56)

And I mean HubSpots, you know, they're a small company. It's in Boston. I assume this was just like a few people at a Dunkin' Donuts, right? Or give us a sense of the scale.

 

Lindsie Nelson (02:12.531)

Yeah, yeah, no, it's massive. So it's about 11 ,000 people. They sold out. It's the entire Boston Convention Center and just about every hotel that exists.

 

in a close radius and further from there. They've always held it in Boston. That's where HubSpot is located. They actually just announced next year is gonna be in San Francisco for the first time. Isn't that wild? They're leaving their roots of Boston and they're going to California.

 

Jay (02:42.286)

Is that like foreshadowing that they're going to get acquired by a Silicon Valley company between now and next September?

 

Lindsie Nelson (02:52.096)

no, I didn't even think about that. The plot thickens. They said they just wanna meet their customers where they're at, but that's an interesting thought, I don't know.

 

Jay (03:02.466)

Huh. yeah, I mean, I'm sure HubSpot has a lot of customers that are in San Francisco, but I'm sure they have a lot more that are not in San Francisco. So like, let's, let's go to another city that's like hard to get to and hotels are expensive and

 

Lindsie Nelson (03:09.352)

Sure.

 

Lindsie Nelson (03:12.945)

Yeah.

 

Lindsie Nelson (03:22.117)

Yeah, I was just thinking, I'm like, okay, I've gone the last two years, I now know where to stay and how to get there. I know the convention center and they're like, mm -mm, we're gonna change it up. anyways, it's a really great conference. Had a lot of fun. I am gonna focus today in this conversation on...

 

marketing trends, kind of high level and more specific in the search space because you can listen to anybody else podcast about the HubSpot user interface. I can probably send you a few if you're interested in the specifics of how to use the platform. But I want to take away kind of the really core pieces of what I learned.

 

Jay (04:07.15)

cool. So why don't we start with like the the several thousand foot view. What what are like the main themes and that sort of of things that that you want to talk about?

 

Lindsie Nelson (04:21.203)

Yeah, so I think it's like a really umbrella thing. I heard a lot of talk about resilience. There's a lot of agencies, there's a lot of marketing folks and a lot of businesses that are, it's been a tough year. And if there's anybody out there that's experiencing some tough times in 2024, know that you are not alone, especially in the sales and marketing space. But that.

 

the consistent conversation was resilience and getting through the tough times and kind of pushing through and evolving even when things are hard. So that was kind of my overall umbrella feeling the word I'm taking away from the conference. But when we talk about more of specific to search, specific to marketing,

 

I think there are three really big things. One is that the customer journey has really changed. So how people search, how people use the internet, we're very familiar with this, but it has changed and it is very clear kind of across the industry, as well as how people search, how their phrases are structured, and then what kind of content that they want. think we're, if you're still just creating blogs to create blogs, to rank for the highest search volume term, like you're going to lose.

 

That is not something that works anymore and I think that's very clear with how things are evolving.

 

Jay (05:51.56)

Cool. So should we start with customer journeys? I mean...

 

Lindsie Nelson (05:54.611)

Let's do it. So, I mean, we kind of know this, right? Jay, like we've been talking about the customer journey and what we've seen that's different.

 

Jay (06:04.802)

It's really simple, right? Like people need to buy a thing, you have a thing, they buy it from you and that's it. And you put that onto a PowerPoint slide and you're done.

 

Lindsie Nelson (06:11.591)

That's it, then.

 

easy peasy, squeezy. I think my favorite thing was that the very first presentation is the CEO of HubSpot and she stands up there and talks about Big Picture. And like one of the first slides was by 2026, your search traffic is gonna drop by 25%. And I texted Jay and I was like, this is the first thing that we're starting this conference with is like how everybody's losing traffic.

 

And I think what to take away from this is not that people aren't searching anymore, but the places that they're searching are changing. It's not just Google anymore, unfortunately.

 

Jay (06:56.48)

Yeah. And I mean, it's, it's always been more complicated than a lot of us marketers trying to make it out to be, but it's just, there's, there's so many more opportunities to research and discuss and experience like aspects of a decision -making process than there ever were before. So I, you know, nobody is just like, I'm going to sit down, open my laptop and work on buying something.

 

Lindsie Nelson (07:24.817)

I'm gonna go buy things and I'm only gonna use what Google tells me and I'm gonna buy that thing. It's not that way. And I think as we've envisioned kind of the buying funnel, it's always like, okay, people go to Google and they start with something general and then it gets more specific and more specific and you get to that long tail search and that's your buyer. And I think instead of that all being in the Google.

 

environment and how we've envisioned it always being in the Google environment, it's like, no, people are going to Reddit, they're going to TikTok, they're going to Quora, they're going to these other spaces and asking questions and asking for information.

 

Jay (08:06.008)

So what do do about that?

 

Lindsie Nelson (08:09.123)

well, that's a loaded question. I mean, there's so much that we need to do about it, right? I think from the general marketing perspective, we have to know.

 

that our customers are in different spaces and that translates to search and that we can't just do SEO for Google. We have to look at other places. It's gonna be different on different or for different sites and businesses. If you're, you know, selling stones to hotels, like, I don't know, maybe you don't need to be on TikTok, maybe giving very specific information on Quora is where you need to be, whatever.

 

it happens that your customer is, we need to be much more specific about where we're going.

 

Jay (08:58.663)

anything else on customer journeys.

 

Lindsie Nelson (09:03.857)

No, because I think the other ones are gonna lead right into that.

 

Jay (09:07.254)

All right. I mean, HubSpot, it's there. I know they initially build themselves as like an inbound marketing platform, and that's a, you know, important part of their history. The conference is called inbound. SEO is an important part of inbound marketing. So they talk about it there a lot. And what's going on? What are the great minds of Boston saying is happening in the world of SEO?

 

Lindsie Nelson (09:22.631)

Mm -hmm.

 

Lindsie Nelson (09:34.973)

So it was really interesting. again, the CEO was talking about how search traffic is declining. And the conversation was less about how we're going to get inbound leads and how difficult it's going to be to get them. And we just need to convert them better on the website.

 

which I think is a little short -sighted in my opinion, honestly. I think there is a piece of this. We need to do a better job communicating and providing value. But I don't think the entire story is just that we need to pay more AI tools to personalize a site and get them to buy more things and spend more money. I think there is an understanding of how people are evolving their search.

 

things that I did hear was this idea of like an ultra long -tail term and really the AI surgeon, know, the chat GPTs, all these ones have really trained humans to ask real questions.

 

Right? So we've gotten so trained in Google to like have that broad search term, even if that's not the question you have. And so now people are just asking real questions and we need to answer real questions. I don't know. It's super novel as an idea, but like if we can do that, then we're actually providing value and getting new people into a space and giving them information.

 

Jay (11:07.55)

I mean, it goes back to the concept that we've been saying about SEO forever is like the main point of it is to like identify problems your customers have and communicate solutions via your website. And yeah, I think there's a lot of, I mean, yeah, like Google is like slowly losing market share, barely. They're probably losing search traffic in general. People are going elsewhere.

 

Lindsie Nelson (11:19.527)

Yes!

 

Lindsie Nelson (11:31.58)

Yeah, barely.

 

Jay (11:37.098)

more than that, but that, know, that's happening a little bit, but I, my feel is a lot of people are very down on SEO because it's just gotten harder. You can't just like have a blog that talks about the same things that all the other blogs talk about. And like, that's your SEO strategy. That doesn't, that was never good, but it worked.

 

Lindsie Nelson (11:46.747)

It is.

 

Lindsie Nelson (11:51.888)

Exactly.

 

Lindsie Nelson (11:56.039)

Right. Well, it's another phrase that just kind of stuck in my mind was like, if it exists, then don't create it. If this isn't something new, why are you doing it? If this is something every competitor has this page, so we have to. You're not going to get any traffic from that. Your consumer is not going to find any value in that. And it is harder to do.

 

good work in search and I don't know, personally I think this is a great moment for companies like Transistor where I really do think that good organic search strategy is going to win in all this space and putting keywords in your title tag and in your copy 55 times, it's just not gonna work anymore.

 

Jay (12:44.782)

So you mentioned that the CEO of HubSpot was talking about this, you know, decline in search traffic, 25 % in two years. And you got to focus on your website conversion rates, spend more money with HubSpot basically. And that's fine. But were there other people there giving a similar message? And I guess I'm curious, like who were these people? Were there SEO people talking about?

 

Lindsie Nelson (13:00.358)

always.

 

Jay (13:13.422)

SEO is dying or what?

 

Lindsie Nelson (13:15.555)

So, so I think there is some like...

 

I think you have to listen to all of these presentations, understanding where their position is, right? So the CEO of HubSpot is trying to sell more users and keeping them in HubSpot and totally get that. I would say other people that were in the general marketing space, there is some divestment in search. so I did listen to two specific talks. So Neil Patel, everybody knows who that is, I think. And then

 

Dale Bertrand was fantastic. And what they were saying is how search is evolving and that this is, you know, it's kind of the SEO is not search engine optimization. It's search everywhere optimization, you know, be everywhere. And, and that's great. But, I think something Dale said that was really interesting was

 

going to where the puck is going, not to where it's been. So, so much of search has been, where's all the search volume? What are people searching? And rather having an understanding of what your consumer is going to and what they need and providing that information is where search is going. So I would say when it comes to experts in the space, it's not SEO is dying or search is dying, but rather we just have to do a better job.

 

Jay (14:46.616)

saying that for a while, haven't we? Well, and the like, I'm not going to try and like build on the going where the puck is going analogy. But to me, that that speaks to the like, if you're just trying to optimize for like how you think Google works, you're always going to fail. You know, even if you have success for a little while, you're going to fail.

 

Lindsie Nelson (14:47.654)

Hahaha

 

Jay (15:14.758)

And if nothing else, you're going to fail because like people are going elsewhere other than Google to search for things and get information. And

 

Lindsie Nelson (15:25.159)

and is gonna continue to evolve that way, I think.

 

Jay (15:28.118)

Yeah. So, mean, optimize for what your customers need. And that should be as long as websites exist and people go to websites, that concept should be useful.

 

Lindsie Nelson (15:41.479)

Yeah, absolutely. And like, I also hate the idea that like, we create content just for SEO. Like, why? Who's gonna read that? Like, there's no value in that. Like, let's actually create stuff that matters and we can help you formulate that. have access to so much information and insights.

 

that can arm you with the right information that can actually get you to your customer rather than just like, we're gonna create this article because SEO told us to. Well, that's outside of that.

 

Jay (16:16.162)

Yeah. Well, and, and build a, you know, build a business that can like stand on its own. Like, okay, you can get a lot of traffic from Google and that's fine, but like, don't make that your business model. This, you know, there's, there's like all the people that started a business selling like dryer balls on Amazon or whatever. Like, like that was great until Amazon was like, we'll, we'll just put like dryer balls from China that cost half as much.

 

or we'll put Amazon Essentials Dryer Balls on our site. And tough luck for you. Don't make yourself beholden to some platform that you have no control over and have that be your business model. yeah, don't write for Google.

 

Lindsie Nelson (16:59.603)

And yeah, that's not Google exclusive. it's, Amazon or YouTube or any of these places where like you are relying 100 % is not really smart. The last thing I wanna say about where search is going, kind of an interesting tidbit was how many more new searches are coming out every day. I mean, we've always known that like a big percentage of searches every day are new.

 

That's common knowledge, but...

 

that number has risen substantially over the last year. And again, it's that idea of people are changing how they're looking for stuff. So keeping in our mind that what people are looking for yesterday is likely different than today. And we need to look ahead and not in the past and be much more predictive and forward looking based on the information we're seeing and how searches is really evolving.

 

Jay (18:01.774)

Yep. And it's, it's going to keep changing. You know, we're not going to push the hot take of like 2016 or whatever, like voice search is going to replace text search in the next six months or anything like that. But it's just like, you know, people are used to typing long sentences into their phone. Voice to text is better than it's ever been and keeps improving. Yada, yada, yada. Like there's just a lot of different ways to search and it's a lot easier to like

 

type more than two words into a search box.

 

Lindsie Nelson (18:33.787)

Right, right. And I guess just with all the different platforms, it's easier now. So, all right, that's my thoughts.

 

Jay (18:41.878)

All right. So next topic is content creation. So this is related to search, but more focused on like your website, your messaging, whatever. What are people saying? What are the kids talking about these days?

 

Lindsie Nelson (18:58.164)

What are all those young kids talking about out there? So I think, especially in the world of search, when we say content, it's always long form, right? It is this like blogs or articles or whatever it is. And there's this idea of like tick tockification of the world. And the fact that

 

shorter information, more concise information, more direct information is where things are going. And that is the written word, that is in videos, that is in anything we do. I mean, again, the rise of Reddit, where people are typing a couple sentences and then people respond with a couple sentences. It's not... you don't have to read an article with 5 ,000 words to come to a conclusion.

 

And so understanding that there is this shortening of attention span even further, I think is really critical as we talk about our content strategy in both the written and the visual.

 

Jay (20:07.914)

Yeah. I think there's, there's a lot of law informed content out there that exists probably because of, of SEO. but there is, I mean, there is like, at the same time, this parallel resurgent resurgence of law informed content. Like people pay money every month to subscribe to creators on, I don't know, on Substack or wherever.

 

Lindsie Nelson (20:17.245)

Maybe.

 

Jay (20:35.534)

and these people are writing 10 ,000 word articles that people are reading. I mean, you know, maybe hundreds of thousands of people, but I think a good test you could put on something that's going on your website is like, you know, most people want something to be short and to the point. Have that be the default. If you want to make something longer, maybe ask like, you know, could this be divided up into chunks, even if it's all in one page?

 

Lindsie Nelson (21:05.267)

Mm -hmm.

 

Jay (21:05.486)

Or if we think this really needs to be 6 ,000 words, maybe say like, this something that someone would like subscribe to read? Or even like put in their email address to get access to it. Like, and if not, then I don't know, maybe rethink it, talk about it.

 

Lindsie Nelson (21:14.203)

it like

 

Lindsie Nelson (21:17.852)

Yeah.

 

Lindsie Nelson (21:22.931)

Well, I think it's back to that like, is this something new or valuable? Are you providing insights or research or data? And if the answer is yes, then I think length is okay. If you're giving like...

 

low value information or it's easy information, let's not make a 5 ,000 word article about the same thing that everybody else has. So think again, it's back to that unique value and what your customer needs to get the right information.

 

Jay (21:53.206)

Yeah. And there, mean, there are still the realities of like Google won't rank certain things if it's not longer. and you have to just like do what the competition is doing to some extent, but at least maybe you can rethink how you're presenting it and put the most important stuff first.

 

Lindsie Nelson (21:58.525)

Sure.

 

Lindsie Nelson (22:11.717)

Mm -hmm. Yeah. Well, and it's kind of interesting. one of the conversations was how about or how the SEO process should be rethought in terms of content. So a lot of times what the idea was is you create a piece of content and then you amplify it, right? You put it on social, you send it via your newsletter, all these pieces. And the thought was turning that around.

 

You test on social, you go on acts and you post these tidbits, these little nuggets and the things that really hold traction that are interesting to people, you then evolve it into longer form things. You then use that information and that knowledge from your customer base.

 

and you build SEO strategy around what they care about rather than the vice versa where we're just assuming, not necessarily assuming, but we're doing blogging amplification and rather testing blogging amplification.

 

Jay (23:15.914)

Interesting. I saw that on the rundown and I thought this was going to be like the create once publish everywhere model. But yeah, that's, that's like what comedians have been doing, like since the advent of social media of just like, I post jokes all day and the ones that like really work, I'm going to build a bigger joke around it and it'll go into my act and whatever. I like that.

 

Lindsie Nelson (23:23.313)

Nope. Nope.

 

Lindsie Nelson (23:28.264)

Yeah.

 

Lindsie Nelson (23:33.66)

and some hit.

 

Lindsie Nelson (23:41.661)

Yeah, right, super interesting. And he was saying that TikTok, sorry, not TikTok, X, formerly Twitter.

 

doesn't have as much of the like, you have to post X amount to get visibility and you know, they have a lot less restrictions. And so you can get more of a natural test. And even if you have to like boost a post, it's super cheap on the platform to do that comparative in other spaces. So even like, okay, maybe you do X first and then you push it to LinkedIn if you're a B2B business and then you take that information and you create content that matters. Super interesting. And I think

 

I something to definitely consider as we're thinking about content strategy and how we adjust it for new needs.

 

Lindsie Nelson (24:41.199)

Yeah, yeah. So I think the only other thing I'll note about this, and I think I've said my point about content creation, was how better or more successful lo -fi content is over highly produced content. Now this is not saying, this is more on the video side, I think more than anything else, but there's a lot of thoughts of like,

 

In order to get into the space of video, need to have all this investment into creating really high quality video. And that's great, and there's space for that. But the way social has evolved, like getting your iPhone out and recording yourself, unfortunately, is more successful in a lot of ways. And talking about things, again, person to person.

 

is much more successful in terms of getting picked up on both social and organic. So thinking about that too, as we're looking at investments and how we're shifting, where you put your money, again, you gotta think about where the return on investment is there.

 

Jay (25:46.316)

Yeah. And I want to hit on that a little bit more because I feel like there's like, you know, brands we work with and just folks that I know and stuff like that. You know, if they're a company that's been around longer than TikTok, just use that as, like a demarcation. like, they're just like, you know, there's a thought of like, well,

 

Lindsie Nelson (26:04.722)

Yeah.

 

Lindsie Nelson (26:09.555)

Sure.

 

Jay (26:14.84)

this is a young people thing, we can't do it. And I think there's also a like, you know, we came up in the era of you put a lot of time into a TV commercial because they cost a lot of money to put on TV. So you don't want it to look like garbage or whatever. And I think you just got to like throw both of those things out the window and just do what seems natural to yourself and what you think might seem natural to the people that

 

would buy from you. But like, just because you're doing something short on like, YouTube shorts or TikTok or whatever, doesn't mean that you have to act like a 16 year old. mean, one of the one of my like, favorite examples that comes to mind is like, Bill Simmons, longtime sports writer, huge massive following forever. Like he started doing this thing where he just like walks around his neighborhood with his phone pointing at his face and he'll like,

 

Lindsie Nelson (26:58.097)

Right. Right.

 

Jay (27:15.17)

talk about the Boston Celtics or the Patriots or whatever. And every young person thinks it's like the most cringe thing possible. But like he's in his late 50s or something like that. Like that's not his audience. And the people that like listen to every podcast he puts out love it because it's the same thing. Like they're like, I, you know, that feels like something I would do of just like.

 

Lindsie Nelson (27:43.015)

I'm walking right next to him and we're, you I think it really leans to the idea. I don't care what you sell or who you're selling to, you're selling to people and people like to buy from people. So having just some like real honest human engagement and not just like, here's the corporate face of this random thing. Like, no, be a person.

 

Jay (27:44.972)

Yeah.

 

Lindsie Nelson (28:08.069)

like say something, talk real and normal. Again, I think we're just like retraining ourselves to be humans, which is funny, like this AI, all the, that was the other thing. I didn't talk about it today, but like every presentation had something to do with AI. But you know, it's, it's almost like it's taken this kind of automated intelligence to...

 

get us to be more people. Like, we're not robots. We're not artificial. Like, we're not these pieces. Like, let's just get back to talking to humans about human things.

 

Jay (28:50.072)

Yeah. And it's easier than it's ever been to like make a video or whatever and spread it out to the world, to whoever's connected with you, whoever follows you. So take advantage of that. Like don't make it harder than it has to be.

 

Lindsie Nelson (29:08.189)

Do it. Just like it depends on SEO podcast here.

 

Jay (29:14.196)

We just show up and talk about things.

 

Lindsie Nelson (29:16.915)

It works.

 

Jay (29:20.492)

All right, should we get to some rapid fire final questions? All right, would you go back, how about would you go back in general at any point in the future?

 

Lindsie Nelson (29:25.831)

Let's do it.

 

Lindsie Nelson (29:35.847)

Yes.

 

Jay (29:37.262)

Do want to go back next year, 2025?

 

Lindsie Nelson (29:39.003)

I don't know. I don't know. Like, I think going two years in a row, I think there's a lot of energy in the space and a lot of really exciting conversation, but it kind of feels like the same thing as last year in a lot of ways. And maybe going...

 

every so often, you might actually get more value from it than going every year. Now, if you are a HubSpot expert and you need to know all the nitty gritties of what they're doing on their platform, like yeah, you need to be there. I probably don't.

 

Jay (30:09.88)

Yeah. So for those that don't know inbound, mean, it's a lot of people, it's not cheap to go. So they, one of the things they sell is like the experience and the hype and they have some big names in large font. Who are the, who are your, I'm going to change this up a little. Who was your favorite in terms of someone that was there to like educate?

 

Lindsie Nelson (30:27.377)

Yeah, always.

 

Jay (30:38.104)

and then who is your favorite of just like impressive name.

 

Lindsie Nelson (30:41.499)

Yeah, so I think my favorite like just talk was Kat Kohl from AG1 and she just had a really interesting story. She's the CEO. But her process, her career is so interesting as another really

 

intelligent female in the world of business and how she's kind of evolved and how kind of vulnerable she was with like the struggles and the wins and how again that resilience conversation I think it really hit home and she worked for Cinnabon during all of COVID and you know their business like essentially just collapsed overnight because malls and airports are like that's where they are and

 

Jay (31:31.064)

Yeah.

 

Lindsie Nelson (31:32.949)

So that was super interesting for sure. Now, big names, there was was Ryan Reynolds there, David Spade was the comedic entertainment. He was actually much funnier than I expected. I guess I've never seen stand up David Spade, but it was hilarious. And then Serena Williams, and I would say she was fantastic.

 

and had a client make a joke about like, is she going to teach you about tennis? And like, absolutely the opposite of that. was about how amazing she is as like an investment, the venture investor at this point. And all of the things that she's done to kind of get to where she is and how actually being a really great tennis player doesn't always equate to being able to do business afterwards, which makes sense and kind of her career

 

path was super interesting to listen to.

 

Jay (32:30.926)

Cool. Favorite thing about the conference?

 

Lindsie Nelson (32:35.727)

I really like just talking to people, honestly getting to hear where people are in their space, what they're experiencing. I mean, we work from home and I do love that. But like once a year, if I can talk to people, that's cool.

 

Jay (32:52.77)

All right, and then final question. We've been hyping up HubSpot and Inbound more specifically. If someone's listening like, that sounds like I might wanna go. Who should go? Who is this like really aimed at? I mean, other than like HubSpot users, but who else?

 

Lindsie Nelson (33:12.529)

Yeah, so definitely helps about users. So whether you're on the sales or marketing side, like absolutely beneficial. I would say if you are like entry level into marketing, digital marketing, anything like that, this is not gonna help you. I don't know, there might be some inspiration in there, but it's a lot of like either very, very tactical, this is how you do this skill, or it's like, how do you build and evolve a business?

 

And there's a lot of conversations around that. So I think those two spaces of either leadership, marketing leadership, and then tactical on the hubspot side, everybody else I talked to that are kind of somewhere in between, it's like, I don't even know what I'm doing here, what these people are talking about. And it just, it's a lot of money for maybe little benefit.

 

Jay (34:06.552)

Yeah, I mean, the cost is certainly a factor that will determine like where companies are going to allocate their budget and who they're going to prioritize and whatever. But I remember from last year, there's a big mix of people, but it felt like the median age was probably somewhere in the early to mid thirties.

 

Lindsie Nelson (34:25.96)

Yeah, yeah, and you get the really young folks that are trying to learn all about HubSpot, which is great, but it definitely is more, a little more solid in your career.

 

Jay (34:41.293)

Cool, well thanks for chatting about inbound.

 

Lindsie Nelson (34:43.825)

Yeah, well, I had a fun time going. I'm glad we could learn new things and get revitalized.

 

Jay (34:52.908)

Alright, thanks Lindsie. We'll talk to you on the next episode. Bye.

 

Lindsie Nelson (34:56.957)

Sounds good, bye.