Voicemail No-Show
Hi {clientName},
Coach Chris
here with {brandName}.
Just tried calling to discuss your win-win opportunity. I hope everything is alright.
When you get a chance please let me know where you’re at with things, okay? Have a lovely day.
I'm going to send you an email right now so you can reschedule your call? If you don't see it it probably went the promotions or spam folder But search for word "reschedule" in your mail and it should popup?
Google Assistant
This is Coach Chris, with {brandName} and I'm calling because we have call booked for this time.
This is Coach Chris.
I'm calling about the {brandName} supplements that {clientName} recently ordered online.
Connecting Outbound
Hey {clientName}, it’s just coach Chris here with Bobby (RFK, Jr.) and the Official Coaching Program of the MAHA Movie, on the recorded line. How are you doing?
Perfect. So, I see you went ahead and booked in some time for us to chat today. We’ve got about 20 minutes together here, and before we dive in, I would like to confirm we have the correct email on file. Would {clientEmail} be correct?
Hey {clientName}, it’s just coach Chris here with Bobby (RFK, Jr.) and the Official Coaching Program of the MAHA Movie, calling to welcome you on a recorded line. How are you doing?
Wonderful! I just wanted to touch base and confirm a few things on my side. The email we have on file is {clientEmail}. Is that correct?
Current Situation ·
Ok, {clientName}. So, once again, welcome!
As far as you coming on board here — I'm looking at your chart —
and...
Ok, {clientName}. So, once again, welcome!
With all of our new clients coming on, we do put together your
MAHA Movie Action Plan
...but I should probably start off by asking: as far as you coming on board here...
Okay. Just so I have the full picture... what’s your current height and how tall are you?
Okay.
So we definitely need to lose some weight, because this is foundational.
Ideally we want to get down to anywhere between {min} and {min}.
But you know your self best right, so tell me what do you have in mind?
Okay, so you want to get down to {Target Weight}...right?
Problem Awareness
Duration
Okay. Got it.
When was the last time you were around that {Target Weight} range?
Okay. And since then, has this weight been creeping up over time... or is it more of a recent issue?... or what happened?
Status
Okay. And did you notice any change in your weight in this 6/12 ? Would you say your weight has gone up, gone down... stayed the same?
If went up or down: by how much?
If she lost weight:
Okay. And how did you lose that weight?
Okay. And what’s happening now? Did you hit a plateau? Your body stopped responding... or what happened?
Impact
Okay, I hear you. And {clientName}, like, the weight side of things... what's it doing to YOU? Like, what kind of impact is it having?
Energy/ Joint Pain/ Etc Clarify > Duration > Impact > Emotion
What do you mean by low energy?
And with your energy being off like that... how is that affecting your day to day?
Okay. And whereabouts on the body do you hold the weight? What's bugging you?
Do you feel the clothes getting tigher or your starting to have to go up a size?
And what's that doing to you, on a personal level?
Consequence
What’s the concern {clientName}... if things keep going this way? Like another 6, 12 months (feeling this way)... ?
If appropriate:
Are you okay with that happening?
Challenge
So, do you feel like this is something you want to get on top of sooner rather than later?
Medications
Okay. And {clientName}, based on your BMI here, I should probably ask in regards to blood pressure, cholesterol, diabetes... how are we doing there?
Normal Levels Or No taking meds Meds
Okay, so definitely wanting to prevent that and stay out of those ranges.
Okay. Unfortunately, in today's world there’s a lot of toxins that get in the system.. both from external and internal sources...
Things like phthalates, persistent pollutants, heavy metals... or even excess hormones like cortisol and estrogen that can reenter the bloodstream lead to an increase in toxicity levels... Have we done any toxin cleanse, any detox in the last two or three years?
High Levels || On Meds
Oh, wow! So, already a diagnosis there — that does give me more context why we’re chatting today.
Short term, you’re going to want to stay on these. But long term, is it a goal of yours to get off of these, if you could?
Okay. Now what we have seen is over time, with taking different pharmaceuticals, because it is a chemical entering the body… we’ve seen this can increase toxicity levels…
Have we done any toxin cleanse, any detox in the last two or three years?
Family History
Okay, and just to touch on it: any personal or family history of strokes, heart attacks... diabetes, cancer, those sorts of things...?
Yes
Oh, wow, so some direct family history...
No
Okay, so definitely wanting to prevent anything from coming — smart move.
Transition To Solution
Got it. You know... based on what you’ve shared, your body is under a lot of metabolic stress because it’s been adapting to a toxic, processed environment — so this isn’t a broken system, it’s your body doing exactly what it’s designed to do.
And when those inputs change — when you stop loading your body with ultra-processed foods, seed oils, and environmental toxins, and start giving it real nourishment — the body responds.
So, instead of a band-aid approach, we’re going to address the root cause of what’s driving these issues.
Now, let me ask you: When it comes to taking back control of your health — and starting to reverse some of the damage caused by today’s food system — what do you want to focus on first?
- Restoring Natural Energy & Deep Sleep
Breaking free from chronic fatigue and the artificial stimulant cycle. - Shedding Toxic Weight & Optimizing Body Composition
Clearing out systemic inflammation and getting metabolically fit. - Eliminating Brain Fog & Sharpening Focus
Healing neuro-inflammation for crystal-clear thinking. - True Longevity & Disease Resistance
Building a resilient body that thrives without relying on Big Pharma.
Area of Focus ···
Restoring Natural Energy & Deep Sleep
The focus here is on circadian biology, artificial stimulants, and breaking the cycle of adrenal exhaustion.
The Morning Engine
Do you wake up feeling naturally rested, or are you relying on artificial stimulants (like heavy caffeine or sugary energy drinks) just to get your engine running?
Light Environment
How much natural sunlight are your eyes getting in the first hour of waking, compared to the amount of artificial blue light (screens, LEDs) you are exposed to after the sun goes down?
The Afternoon Crash
Do you experience a severe mid-afternoon energy crash that leaves you reaching for ultra-processed snacks or another cup of coffee to survive the day?
Shedding Toxic Weight & Optimizing Body Composition
The focus here is on insulin resistance, eliminating inflammatory fats, and restoring metabolic flexibility.
The Pantry Audit
When you look at your kitchen, what percentage of your food comes in a box or a bag containing industrial seed oils (like canola, soybean, or sunflower oil) or ingredients you can’t pronounce?
The Grazing Habit
How often are you snacking throughout the day? Are we keeping your insulin constantly elevated, rather than giving your digestive system time to rest, repair, and burn stored fat?
Liquid Toxins
Are you unknowingly consuming empty calories from liquid sugars—like sodas, sports drinks, or supposedly "healthy" commercial juices—that directly drive liver fat and systemic inflammation?
Promoting Longevity & Vitality
The focus here is on immune resilience, reducing toxic load, and rejecting the modern "sick-care" model.
Symptom Suppression
Are you currently relying on daily over-the-counter medications to suppress "normal" symptoms (like heartburn, headaches, or joint pain) instead of addressing why your body is sounding the alarm in the first place?
Environmental Toxins
How much attention are you currently paying to the hidden toxins in your everyday environment—from glyphosate on your produce to the chemicals in your tap water and personal care products?
Proactive Resilience
Are you ready to actively build a resilient immune system and gut microbiome through real, nutrient-dense food, rather than waiting for a chronic diagnosis from the traditional medical system?
Supporting Brain Health & Cognitive Function
The focus here is on neuro-inflammation, blood sugar stability, and feeding the brain real nutrients.
The Post-Meal Fog
Do you notice your mental clarity tanking shortly after a meal? (This is a huge indicator that what you just ate spiked your blood sugar and triggered neuro-inflammation).
Chemical Additives
How often are you consuming foods with artificial food dyes, preservatives, or chemical flavorings that are known to cross the blood-brain barrier and disrupt cognitive function?
Brain Fuel
Are you fueling your brain with high-quality, natural fats (like grass-fed butter, avocados, pasture-raised eggs, or wild-caught fish) instead of cheap, inflammatory vegetable oils?
Solution Awareness
Got it.
So,
{clientName}...
let me ask you this:
...imagine you've gone through this weight loss process...
you’ve lost the weight... ...and you’re really happy and satified with your results...
What starts to change for you over the next 6 to 12 months?
Emotional Amplification
If Surface Answer (More energy/ Feel better/ More confident)
And what would that mean to you?
To be able to do {those things}?
To get to this new version of you?
If Emotional Answer (I wouldn’t be embarrassed/ Feel comfortable in my own skin/ I'd stop avoiding photos)
And what would that do for you personally?
Or
Why is that important for you to change now, though?
Got it... yeah, that makes sense.
Challenge/ Alignment
Do you feel like now's the time to get on top of this?
Presentation ·
So, a big thing at your age, with this extra weight — as you do know — you do start to play with a bit of fire. Thankfully, none of these other health markers have been too affected right now, but the key part is getting this weight off, and we want to get this done the right way. Okay?
So, the reason, we have such a high success rate, is because we focus on three pillars to get this done. And they all work together.
#1 - The first pillar is proper Nutrition & Supplementation designed specifically for your body type, so that you’re getting the right foods, vitamins & minerals, combined at the right times, to fix the deficiencies caused by the modern American food system, which causes you to feel they way you do.
Does that make sense, {clientName}?
Perfect!
#2 - The second pillar is Expert Guidance. This is where the vast majority of your transformation happens. It’s where you build the confidence and the skills that allow you to sustain your results long-term.
We assign you your own personal coach, who works with you on a weekly basis, to make sure you’re doing everything correctly and getting the exact guidance and support you need... ...and making adjustments when needed, so you keep moving in the right direction.
Your coach helps you navigate the industrial food complex, showing you exactly how to eat to reduce inflammation, and keep your energy high, without relying on processed "diet" foods.
That’s why we're able to guarantee your satisfaction when it comes to getting you across the finish line . So, it’s guaranteed, OKAY?
Perfect!
#3 - The third pillar — and what we found most important — is Sustainability. And this is critical because one of the biggest issues that a lot of people face is that they keep repeating the same cycle — they start doing the right things... they feel a bit more energy... they’re sleeping a little better... but then life gets in the way... and before they know it, they’re right back to feeling drained again.
So, everything we build out is designed around your flexibility, your availability, your lifestyle... and what you can realistically maintain.
So, everything is built around the understanding that it's going to be specifically tailored to YOU. Which means it actually fits your life... so it doesn’t fall apart when things get busy . And so, we'll get you there... We just need you to be consistent. OKAY?
Perfect!
So, a big thing at your age, with this extra weight — as you do know — you do start to play with a bit of fire. Thankfully, none of these other health markers have been too affected right now, but the key part is getting this weight off, and we want to get this done the right way. Okay?
So, the reason, we have such a high success rate, is because we focus on three pillars to get this done. And they all work together.
#1 - The first pillar is proper Supplementation. This is everything we just went over. It’s the proper protocol getting ALL exact clinical dosages of the right extracts, minerals and vitamins into your body, allowing you to replenish your deficiencies (restore your gut) and support your metabolism naturally.
Does that make sense, {clientName}?
Perfect!
#2 - The second pillar is Daily Accountability. This is where the vast majority of your transformation happens. It’s where you build the confidence and the skills that allow you to sustain your results long-term.
We assign you your own personal coach, who works with you on a weekly basis, to make sure you’re doing everything correctly and getting the exact guidance and support you need, right when you need it.
No one is perfect. Things come up, routines slip — that’s exactly where your coach comes in, ...to give you feedback and make adjustments, so you keep moving in the right direction.
That’s why we're able to guarantee your satisfaction when it comes to getting you across the finish line . So, it’s guaranteed, OKAY?
Good!#3 - The third pillar — and what we found most important — is Sustainability. And this is critical because one of the biggest issues that a lot of people face is yoyos — they lose a little bit of the weight and then they gain it back. And one thing about us is we don't want repeat customers. So, basically, once we're done, we want to be done and done for good.
So, everything we build out is designed around your flexibility, your availability. To what you can eat and what you can't. If you like to cook, if you don't like to cook, if you like to eat out, if you don't like to eat out, and if you can exercise or if you can't.
So, everything is built around the understanding that it's going to be specifically tailored to YOU. Which means you actually enjoy it... and stick to it. And so, we'll get you there... We just need you to be consistent. OKAY?
Perfect!
Now, {clientName} do you have a pen and paper?
So, again my name is Chris Char-neca. And my direct line is going to be 272-222-4193.
And then I'll be on your support team and help oversee your entire
protocol as you move through this process.
Coaching Overview ····
Okay, {clientName}. So, for you here, as far as your protocol... let me give you a clear picture of what the next 12 months look like.
We don't want to push things too hard... but we also don't want to take it too slow either. So, we keep it at a controlled speed — fast enough that you see things getting better... but steady enough for it to hold.
That being said... ... even being conservative... in about 3 to 5 months, things are already looking very different...
Achievements (Universal)
- Your body is responding when you do the right things
- Daily life feels easier — physically and mentally
- You’re not worried about things getting worse
- You’re not relying on constant fixes anymore
So, in the first months... that's when you really need the hands-on personalized one-on-one support.
And after that, in the remaining 0 months, that’s where we solidify everything — we keep the progress moving... we lock it in... and make sure it actually holds.
Because at the end of the day, it isn't just about quick fixes or managing symptoms. It's making sure that when you're... feeling better, more comfortable, and in control once we ultimately… release you back into the wild… — you're off the supplements... and done with your accountability coaching — you already know exactly what to do to keep your results... so they stick, long-term.
That’s the part most people never get.
Okay, {clientName}. So, for you here, as far as your protocol... let me give you a clear picture of what the next 12 months look like.
Now, we don't want to lose this weight too fast, but we also don't want to lose it too slowly either. And so, what we found is a nice, sweet spot, that's going to help with three things:
- #1 preventing the yo-yoing
- #2 breaking through plateaus, and
- #3 — very importantly too — preserving (or even building) lean muscle and (skin elasticity | bone density). Because one thing is to lose weight. Losing it the right way, that’s a LITTLE bit different…
That being said... ... even being conservative... in about 3 to 5 months, things are already looking very different...
BMI Category
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We don't want to push things too hard... but we also don't want to take it too slow either. So, we keep it at a controlled speed — fast enough that you see things getting better... but steady enough for it to hold.
That being said... ... even being conservative... in about 3 to 5 months, things are already looking very different...
Achievements (Energy)
- You’re falling asleep faster... without lying there wired or restless
- You’re not waking up multiple times through the night... or if you do, you fall right back asleep
- You’re waking up feeling rested... not dragging yourself out of bed
- Your energy becomes steady throughout the day... without those crashes in the afternoon
- Mentally, you feel clearer... more focused... and more present in what you’re doing
So, in the first months... that's when you really need the hands-on personalized one-on-one support.
And after that, in the remaining 0 months, that’s where we solidify everything — we keep the progress moving... we lock it in... and make sure it actually holds.
Because at the end of the day, it isn't just about quick fixes or managing symptoms. It's making sure that when you're... feeling rested… thinking clearly… and moving through your day with steady energy once we ultimately… release you back into the wild… — you're off the supplements... and done with your accountability coaching — you already know exactly what to do to keep your results... so they stick, long-term.
That’s the part most people never get
We don't want to push things too hard... but we also don't want to take it too slow either. So, we keep it at a controlled speed — fast enough that you see things getting better... but steady enough for it to hold.
That being said... ... even being conservative... in about 3 to 5 months, things are already looking very different...
Achievements (Focus)
- You notice that mental fog starting to lift… you’re thinking more clearly
- You’re not losing your train of thought as often… conversations feel easier to follow
- Your focus holds for longer… without drifting or zoning out
- You’re making decisions faster… without second-guessing yourself
- You feel more present in what you’re doing… not distracted or scattered
- Your memory feels sharper… you’re recalling things more easily
So, in the first months... that's when you really need the hands-on personalized one-on-one support.
And after that, in the remaining 0 months, that’s where we solidify everything — we keep the progress moving... we lock it in... and make sure it actually holds.
Because at the end of the day, it isn't just about quick fixes or managing symptoms. It's making sure that when you're... thinking clearly… staying focused… and feeling mentally sharp once we ultimately… release you back into the wild… — you're off the supplements... and done with your accountability coaching — you already know exactly what to do to keep your results... so they stick, long-term.
That’s the part most people never get.
We don't want to push things too hard... but we also don't want to take it too slow either. So, we keep it at a controlled speed — fast enough that you see things getting better... but steady enough for it to hold.
That being said... ... even being conservative... in about 3 to 5 months, things are already looking very different...
Achievements (Longevity)
- Your key health markers start trending in the right direction
- You feel more stable physically — less inflammation, less strain
- You recover faster from effort, illness, or poor sleep
- You feel confident about where your health is heading
So, in the first months... that's when you really need the hands-on personalized one-on-one support.
And after that, in the remaining 0 months, that’s where we solidify everything — we keep the progress moving... we lock it in... and make sure it actually holds.
Because at the end of the day, it isn't just about quick fixes or managing symptoms. It's making sure that when you're... ffeeling better… more stable… once we ultimately… release you back into the wild… — you're off the supplements... and done with your accountability coaching — you already know exactly what to do to keep your results... so they stick, long-term.
That’s the part most people never get
Guarantee
And what we’ll do — as long as you’re following the steps — is guarantee you reach your goals. If you’re not satisfied with your results, your progress, or even the overall experience for any reason, we’ll continue working with you until you are… so that you have all the tools needed to maintain your success long term … OKAY?!
Close ·
Alright, {clientName}... now, I’m going to help you out with the pricing here.
Our full protocol, start to finish — including (all the supplementation for the year, plus) hormone-optimized nutrition, dietary guidelines, daily support, weekly accountability, exercise guidance, coaching, — normally comes to $0.
But because you’re now a member with us, and with our Spring Enrollment Credit, your investment today is just $0 — with the full structure, support, and everything you need to...
...{closing argument}.
...start losing these {Desired Weight}... {closing argument}.
Payment Options
No problem.
So, what we can do, because we do consider your case a High Priority is we can split that total into
two/ three payments.
Split in 2
One of just $0, which allows us to start your program immediately. And then, 30 days from now, you can pay the remaning $0.
Will we be using a debit or a credit card so you can get the reward points?
Split in 3
One of just $0, which allows us to start your program immediately. And then, 30 days from now, you can pay the next $0 and in 60 days from now, you can pay the final remaing $0.
Will we be using a debit or a credit card so you can get the reward points?
Whop/ PayVa Financing
Well... in rare cases we are able to offer you payment over 12-months - if you qualify.
This will bring your payment to just $0/mo over the full 12-months.
I’m going to send you a link to get you Onboarded.
So go ahead & put me on speaker, and click on that notification when you see it...
Downsell
OK, well... if that is pushing the budget, we do have a Scholarship Offer that focuses on the coaching side, and brings this down to $125 a month. If we did that, could you make that work?
Perfect. I’m sending the link now. Go ahead & put me on speaker, and click on that notification when you see it...
The "Missing Essential" & 10-Days of Personal Guidance
Okay. So, what I can do for you here is get you set up with the {missing essential} for the first 90 days, so you stay in fat-burning mode while you sleep.
And I’ll include 10 days of coaching at no extra cost, so you have guidance with your nutrition and exercise and get started on the right foot — that’s just a one-time payment of $196.
Would you like to get started with that?
Objection: I don't want to buy more products
I hear you. That’s exactly why I kept it to just this one, because if you’re going to start, I’d want this piece in place from day one to support fat burning overnight.
And you're getting 10 days of coaching and guidance. For free.
Objection Handling
Money (Fear)
I mean, I totally get that this is an investment.
But what happens if nothing changes and you just keep struggling with these same challenges for the next 3, 6 or even 12 months?
Are you okay with that?
So, I guess in your mind, which is riskier: to keep carrying that extra weight and dealing with the kind of, the low energy, the burning and the brain fog for the next 2 days, 2 weeks, 2 months, 2 years.... or is it risky to actually make a change, take some action, and finally, lose that kind of weight and improve your health for good?
Husband/ Wife
If he/she was here right now and he/she gave you the green light... then would this be the answer for you?
And what specifically do you feel be the element that gives you the most benefit, the accountability coaching or the customized nutrition and exercise plan?
And why do you feel that can help you out the most?
I mean, what do you feel your most your partner would be most apprehensive about?
Okay, and is it more of like a FYI conversation, like: this is what I'm doing, or more of a permission to spend the money kind of thing?
But yeah, so if you feel like the element of most benefit nutrition and exercise would help out... What are you going to do, if he says "no"? What happens then? What do you? Just kind of give up... or would you do it anyways?
If she/ he doesn't answer
Okay, but what are you going to do if you go to him and he's like,
and you're like:
— "Hey, honey, I really need to do this fitness program so I can improve my overall health"
But he's just been having a bad week, and he says: "no"?
Hypothetically — if he says no — what happens then?
If she/ he doesn't answer again
Well, what would you do? I mean, would you do it anyways, or would you just kind of give up?
If still hesitant
At the end of the day, I can't make the decision for you, or tell you what to prioritize.
If this is important to you, to the point that you go into bed thinking about it at night, and it's affecting your life that badly, I mean, we can either do something about it or don't, but either way, we have to make a choice. Because even when we do something, we do nothing that's making a choice as well.
I understand that you've tried a lot of things in the past, and yes, they've not work for you but the truth is... the moment it feel scary to jump is usually the exact moment that you need to. Because if we don't, we just end up staying stuck where we don't want to. Sometimes just got to take that leap of faith....
So for you, like, what action do you feel that you need to take so that when you go to bed tonight, you've done absolutely everything in your power to put yourself in that best position possible, to be able to improve your overall health and live a better life?
Transaction Completed
Congratulations {clientName}. Now, in the next 24-48 hours you Director of Coaching will be reaching out to you.
I’m going to introduce you to him and you’re going to meet to make sure you have everything you need. The Director is actually going to be part of your coaching team, and so am I. So, if you ever need anything, feel free to reach out to the Director, myself, or anyone on the team. And once you meet with our director, he will introduce you to your very own coach.
WORLD CLASS EXPERIENCE
PAY ATTENTION TO YOUR EMAIL AND CELL PHONE in the next 48 hours
Optional: We also have training classes with our Directors of Coaching. You will get full access to them for a full year, along with the community, your customized plans, and more.
Alright! Well… you have all my contact information. If you need anything, feel free to reach out, okay {clientName}?
Okay! So, I’m going to reach out to the DOC and he will be reaching out to you in the next 24-48 hours, okay? We’ll talk soon and once again congratulations, {clientName}.
Okay! So, I hope you have a great rest of your day. We’ll talk soon! Bye-bye.
Deliverables
- Weekly Check-ins on ZOOM
- Guaranteed Results for each program
- Unlimited communication via calls/text/email
- Exercise guidance through personalized workout videos
Close for Supps Only
Very good. And so now, there’s a couple of options here that you qualify for, as far as getting this done. You have the Basic 18/12/9-month plan and the Starter 12/9/6.
The Basic 18/12/9-month will be the kind of that “slow and steady” — a little bit more common for people who aren’t as consistent… — they usually like to go with a complete 18/12/9-month protocol. But I don’t recommend that for you. If you just stay consistent, and take the supplements every day, I would actually recommend you going with that direct approach. It’s a complete 12/9/6-month protocol and you actually have a 60-day guarantee there as well.
But you do know yourself best, right... So, do you feel like you need to go with the longer 18/12/9-month? Or can you stay consistent taking the supplement and go with the 12/9/6-month here?
Validate Their Choice
Short / Started Program
Yeah, I think so too. Especially because of where you are at, we want to take this consistently. And the good thing is, I’ll be doing some progress checks with you as well.
Long / Basic Program
Yeah, I think so too. Especially because we want to make sure we get you long-term results. And the good thing is, I’ll be doing some progress checks with you as well.
Now, {clientName} do you have a pen and paper?
So, again my name is Chris Char-neca. And my direct line is going to be 272-222-4193.
And then I'll be on your support team and help oversee your entire
protocol as you move through this process.
Shipping Details Confirmation
Do we send everything out to the same address?
And the email for the receipt and the tracking information, is it the same too?
Good.
Now, will take 5 to 7 business days to arrive. Sometimes its arrives sooner, but the average is 5, okay?
Financial Information
Now, as far as financial information, we don't save any credit card information for our members protection, so we just need to reviery the credit card. Is it going to be a VISA, AMEX, Mastercard...?
Celebrity Endorsement Mention
I don’t believe the front-end product is endorsed by any celebrity. And we know our coaching program is not. We do have a process for reporting anything like this to the front-end.
Since this is really important to us, I’m going to go ahead and send this through right now. And for any other support or questions you may have, please just email us at
{brandName} support email.
Thank you again and have a great day.
If customer insists on discussing the matter
Please contact {brandName} directly as I do not work for {brandName}.
End Call Politely
Thank you so much for your time today.
One of the reasons for these calls is to connect with our customers and better understand their situation and goals, so we can support them the best we can.
That’s all I have for today. If you have any questions, feel free to reach out anytime.