Elyse Archer: (00:02)
Welcome to She Sells Radio today. Our conversation is going to be so important and it’s actually something that as I was planning and preparing for this episode, I realized, I don’t think we’ve talked about enough yet on the podcast, which is about empowering you to become a stronger leader in business at home, and really in all areas of your life. And I know if you’re like me, leadership can feel challenging and it really is the edge for so many of us. And maybe for you, you question, you know, who am I to lead this company, lead this organization, or lead this family or change in the world. Um, maybe you’ve recently been promoted to leadership and you’re feeling kind of at a loss as to how to lead, how to get buy in from team members who may have been there longer than you, maybe you’re growing and scaling your own business.

Elyse Archer: (00:53)
And now you’re suddenly in charge of hiring, leading and managing a team. And you’re like, oh my goodness, where do I even start with this? Or, you know, you could also, you’re always leading. It could be leading your kids, your family, or yourself. So regardless we are all in leadership, but we don’t all feel great at it, which is why I’m so thrilled to bring an extremely powerful leader to you on today’s episode to help you learn how to grow in this area. So my guest today is the chief operations officer of a company called the impact partnership, which has this very cool mega financial services company located near me actually here in Atlanta, Georgia. And I have had the personal pleasure of working with our guests today. And part of what I admire most about her is not just how well and how skillfully she leads her team at work, but also the heart she has for learning her desire for constant growth and expansion, and just how she consistently pushes her edge to show up as the best version of herself for her team, her husband, and her daughter, and of course for herself as well.

Elyse Archer: (02:00)
And she is someone I just admire tremendously. I am blessed to call her a client and a friend. So Kim skirts welcome to she sells radio. We are so, so, so excited to have you here today. No worries. Thank you. Thank you. Yeah. Yes. This is, this is such an honor. And, um, I was just so excited to, you know, when we, you and I were talking in the pre-chat I was telling you, like, I really don’t think we’ve dug in enough to leadership. And for specifically for women in leadership, what are the things we need to know? What are the pitfalls to avoid it? I know you’ve got such a, you know, a solid long history in this area. So can we get, I’d love to get started if you can share just some of your backstory, you know, you’re in this key leadership role for a huge financial services business. How did you get here?

Kim Skouras: (02:49)
Yeah. Well, thank you. So I was recruited to a fortune 100 company back in 1997, uh, from a college campus and began and the ground floor of a bank, a financial institution. And immediately I fell in love with just the structure and the people, and it wasn’t too long a year or so where I just had this desire to continue to grow, grow into leadership. So I have been leading people in teams since 2000, so 21 years of leading teams, people and probably most importantly myself.

Elyse Archer: (03:39)
Yeah, yeah. Which is a big distinction. I want, I want to talk about that today too, right. Because I think sometimes they think, well, you’re only in leadership if you’re in a, a more inside the box leadership role, but to your point, we’re all leading. We’re all leading people. We’re always leading ourselves sometimes. Well, sometimes not so well. So I want to dig into all of that, but give, so give a little bit of context for now for what you do in the day-to-day of your leadership position, um, with the impact partnership.

Kim Skouras: (04:09)
Okay. So the impact partnership is a, I call it an insurance brokerage firm. We distribute annuities and life insurance, and I am currently the chief operations officer for that company. Uh, we are a $2 billion insurance insurance brokerage firm, uh, that also is a powerful, powerful marketing company. Our clients are wealth managers, and so we come alongside them. We help them get in front of more qualified leads and clients, and we love on them and educate them on how to be better at the closing table so that, um, they can continue to help our baby boomers retire. Well.

Elyse Archer: (04:57)
Yeah, yeah. Yeah. And I think for, for anyone listening, they’re thinking, oh my gosh, like she’s in a leadership position in this company that manages $2 billion. She’s been doing it for 21 years. Like, oh my gosh, like this woman’s got it. She’s got it in the can. But I know when you were first starting off in leadership, there were challenges. Right. And there were obstacles and I would love to hear from you when you look back to, you know, Kim 21 years ago, and just really starting off in leadership, what were some of the mistakes that you made and how would you advise yourself differently now that you’ve got so much experience under your belt?

Kim Skouras: (05:38)
Hmm. Yeah, that’s a great question. I think my most authentic answer is that we need to always show up in conversations. Curious. My biggest mistake was that I misunderstood the power of leadership and leaders are servants. We operate in humility. We come alongside people, we lift up, we encourage, we teach it’s from the platform of lifting up it’s from the platform of building up, that we even earned the right to coach and hold people accountable. And if I had to go back, I would, I would give myself the advice of showing up curious, understanding that in every meeting that the purpose of the meeting is to further that relationship it’s to build that person up. Not because I know better, or I know the way that things should be done and that other person doesn’t, or I hold some sort of power or authority over the person. So they kind of have to do what I say, which is so, um, bold and kind of sounds mean, but I think that people misinterpret what the power of leadership means. Yeah. And I would go back and say, you better listen better. Well,

Elyse Archer: (07:15)
And what you just said there, I’ve never, I don’t think I’ve ever heard it that way. And I’ve never thought about it that way, either that the purpose, I love what you said, the purpose of the meeting is to build that relationship with that person. And gosh, what a different, what a perspective shift, whether it’s a meeting with your team member, whether it’s a meeting with your client, with your boss, whoever it is. But I think if we went into it, so it sounds like that has really helped you reframe how you go into meetings. So talk to us a little bit more about like your mindset now going into meetings with team with employees versus maybe how you thought when you were first going.

Kim Skouras: (07:57)
Yeah. I think that when you manage one to two people, well, or you manage a process, well, then you are continually gaining influence. And so before, you know, it, you are, you’re managing 20 people or you’re, you’re managing a very large business unit. And with that comes a lot of challenges every day, we’re solving problems. And so the mindset of building that relationship and furthering that relationship is simply because we all want success. We all, it doesn’t. It gives me more comfort and platform in delivering hard conversations and give re you know, delivering truth and love and having conversations that maybe I was not showing to authentically in humility and truly caring and having that true care come across. I think as leaders, we like to tell, we, don’t always like to listen and collaborate. And I do believe that as a woman, sorry, for the, for you guys that are listening, but we just have a sixth gear.

Kim Skouras: (09:22)
And, and that is our intuition. And that is, and I’m not saying that men don’t have intuition. They do. But I think that women have a way of authentically combining confidence, wisdom, knowledge, logic, it just weaving in our masculinity and our femininity to both tune into what the other person and the emotions that the other person is experiencing, or people just the ability to read the room and understand what that energy is. So that our timing and our message is delivered in a way that promotes change. That promotes action. We want that person that we’re managing to take that message that we gave them to heart and go out and change whatever they’re doing. Because a lot of times as leaders, when you’re leading this massive business unit, you’re really coaching people on their character.

Elyse Archer: (10:25)
Wow. Which I, I bet a lot of people don’t think about it necessarily that way, but that’s so true. And I want to ask you, I want to go back to something you said maybe a minute or two ago where you mentioned delivering the truth in love. So this is where I’m going to be really selfish. And this is a massive coaching session for you, Lisa, because this is the part that is probably the biggest challenge for me is when there’s feedback to deliver where something has gone astray, or someone’s not showing up the way that you need them to. And it’s like my heart aches and I will, I’ve gotten a lot better at it, but I will still feel like I want to avoid the conversation. I don’t want to go, like I take over responsibility for other people’s feelings about things. And so how do you do it? Like, is there a, is there a template? Is there a mindset? Is there like a, say this thing? And then that, because I, I feel like I’m probably not the only one in this, but I know this is definitely probably the biggest challenge for me right now when it comes to leadership.

Kim Skouras: (11:30)
Yeah. Well, I think that it’s an art, not a science and it’s different for all of us. Um, I happen to be a, uh, an, an aggressive communicator. So for me, I don’t have an issue being direct. And I think that that’s actually been a problem for me, which is not humanizing conversation, not being involved in that other person’s story, but definitely have avoided that responsibility of that conversation because I was forecasting their emotion or their reaction. And then within that conversation, I was trying to give them a soft place to land, but I realize that the, the failure and the power of the discomfort is what has caused me to change. Right. That when somebody has coached me and I have gone back to my desk and I have just felt like, Ugh, like, I, I don’t know why I did that. Like, I really need to change.

Kim Skouras: (12:42)
And that person didn’t remove that discomfort from me. It was like the catalyst that I needed to stop doing the old thing and start doing the new thing. And so, yeah. Yeah. I mean, when we take the soft place, w when we take that, that when we give them a soft place to land, then we take away the gift of that discomfort or that de you know, that, that friction within them, that could actually be the thing that they needed to hear to change. Wow. So that’s kind of the way I show up in it. So what I always try to do is I try to use personal, uh, use personal stories, be with them, remind them that we all want, that we’re all on the same page. We all want the best thing for our client. And I need you to course correct.

Elyse Archer: (13:42)
Can you say a personal story speaks? So it’s kind of like, you’ll say, Hey, I was here too, and this is what happened, or tell me, tell me a little bit more about that, because I think that’s, that’s an interesting piece that I don’t know how much I’ve heard before.

Kim Skouras: (13:55)
Yeah, man, and 20 years of leadership, I’ve pretty much made all the mistakes.

Elyse Archer: (14:00)
Well, and I appreciate your humility in that. Cause I think that’s important. Like it’s important to let people know we’ve made mistakes. And, and so, so go ahead. But I, I appreciate your candor candor in that, for sure.

Kim Skouras: (14:12)
Yeah. Yeah. Well, I’ve also made a lot of mistakes as a human being too. And so I think that there is rarely something that I’m talking to somebody about that I can’t relate to. Yeah. And in addition to that, we have all these examples of what I like to call is everyday leadership people who, by just way of being lead me and lead others, whether it’s their family, their kids, their community, their churches. And, and so everyone leads. Yeah. You know, so I always open it up and say, Hey, this is what I’d like to talk to you about today. And I understand how this situation became to the point where it is. Tell me more and I start asking questions. So I let them know I am as flawed as the next person, but, and I may not say it this way, but I may have had victory in that area.

Kim Skouras: (15:15)
I may have gone before them in that area. And so I have some advice to provide them and I need them to course correct. Yeah. And do something different. And so I think that first conversation about, I need you to course correct is that type of conversation. But I believe that people’s behavior, that outcome after the coaching is always their response of whether they’re going to do it or not, whether they heard you or not, whether they’re committed to change or not. And so when we get to that point where we have to make that ultimate decision of keeping them on our team or what I like to say, releasing them to the competition, then I have to look, I used to blame myself, like, have I done enough? Was I good enough leader? Did I give enough coaching? Did I give them enough chances? And that’s when I understood like, no I’ve coached them. I didn’t give them a soft place to land. I allowed them to work through the discomfort, but they chose by way of their behavior, not to commit to that change, which is maybe out of alignment with our values or not what I’ve asked them to do, or, you know, our values and beliefs are just out of alignment.

Elyse Archer: (16:37)
Yeah. And that word alignment is so important. And that’s, I love that you shared that because that’s become my litmus test for everything for clients I take on for team members. I take on and, you know, I still take on some people where it’s like, there’s maybe a shred of doubt about whether they’re in total alignment and that it invariably ends up that it wasn’t the right move. But that, that litmus test of just, how does this feel aligned, which I think to your point earlier of one of the super powers of women in leadership is that, that intuition, um, and knowing, and I’m curious to hear part of what’s so powerful and so great about having you here today is you’re in a high level leadership position in a very male dominated industry. Very, very, very what’s the percentage. I don’t know if you know the number, but do you know the percentage of women in your industry versus men?

Kim Skouras: (17:32)
No, but I would think it would be between two and 5% women, the rest men.

Elyse Archer: (17:39)
So it doesn’t get much smaller than that from a percentage standpoint. So what are some of the, what are some of the things you’ve learned? I would imagine there have been challenges that have come up from that. And I imagine that you’ve learned some really powerful lessons. So what would you say, what would you say have been some of the biggest lessons you’ve learned from being a woman in such a male dominated industry learned and still learning? Right. Always, always still learning. Yes. Always. Um,

Kim Skouras: (18:18)
I embrace the differences between men and women. Yeah. And I have done a fair amount of reading on understanding men. And I did this primarily because I want to be a better wife to my husband. And it’s really helped me to understand and, and to, uh, utilize my understanding from an influential standpoint of when is it time to give my opinion? When is it time to, um, you know, just really a lot of different opportunities on timing. So one lesson is understand that there are differences. We do not have to embody all of our male masculinity type of traits in order to be successful, but we do have to understand the differences and where we fit in with those differences. And so I think I have always tried to come alongside the men and my industry, and I have tried to be a helper and, and it begins that way for me.

Kim Skouras: (19:38)
And over time, my influence grows where I am now, the influencer in those relationships. And so that is a huge, because I’ve worked in financial services since 1997. And the bank that I worked at was you probably had about 25 women percent women leader in leadership, but 75% were men. Um, I read this book recently called how women rise. I brought it. And it’s about the 12 habits holding you back from your next raise, promotion, your next job. It was really powerful for me because it gave an updated view from a man and a woman. Um, Marshall Goldsmith wrote what got you here, won’t get you there. And so he collaborated on this book where it talks about 12 things and it gives just the context of this is how men are in business and this is how women are. And I could find my story in that.

Kim Skouras: (20:45)
So understand the difference between men and women understand where you fit in. And, um, don’t be afraid to be who you are. One of the things that I learned early is that none of my male counterparts ever, um, apologized for taking up space in a meeting, whenever other people would walk in my male counterparts, weren’t like, oh, I’m going to get up out of this chair and give you this space. Or, you know, even really missed a beat and talking or sharing their opinions or sharing their desires of where they wanted to be in the future. And I think as women, sometimes we wait for our male counterparts to tell us, okay, it’s time now for you to get promoted or it’s time now for you to share your opinion or, you know, it’s time now for whatever, however much you want to be paid or how much money you want to make. And I think that there are ways to operate alongside of our male counterparts in the heart of making them better and in return getting better myself.

Kim Skouras: (22:05)
And so I really have enjoyed working with some really amazing men and the two men that I’m led by right now are some people that I consider true, um, mentors, amazing entrepreneurs, powerful, powerful men that I, that, that need me to uplift, to help structure things, to help breathe process into their ideas. And so I love that puzzle piece and except I’m not fighting against, you know, that part of who I am. And I do believe I’m called to help things run well and put things in order and give analytics to things and give data to be able to tell a story. And I have found my way in doing that in supporting them for, for a long time.

Elyse Archer: (23:03)
And you’ve got it. I love your perspective on it. And it’s, it’s, it’s different than what I’ve heard. A lot of other women in leadership say, which I appreciate, because I think so often at least this was my story for many years when I was in corporate, was that if I’m going to be successful, I’ve got to be all in my masculine. And so that leads to, I didn’t know anything about masculine or feminine energy at the time, if I did, it probably would have been a different outcome, but that leads to burnout that leads to disconnecting from intuition. And it’s just not a sustainable way to do it. But I also, so I think one, I took a couple of really, really key things from what you just shared. So one is really partnering with the men on the team rather than trying to like to be one or to push against the fact that it is such a masculine environment and sensei, how can I come along and blend here?

Elyse Archer: (23:58)
And how can I bring my gifts? How can I be of service to other people, male or female, right. But that energy, no doubt creates synergies between you and them that help uplift the whole company. So I think that’s really powerful. And then also looking at well, what are the ways in which the men do show up in these meetings that you can learn from, and that you can emulate that don’t have you out of integrity with how you’re, you know, with your feminine energy, but like taking up space. For example, that’s a huge lesson that we can learn speaking up, like vocalizing what our dreams are and what our ideas are. And so I love the, you you’ve, you’ve navigated that really well. And I appreciate the perspective, um, that you shared on that one other thing. Here’s so another area that I’d love to ask you about before we wrap to that, cause it’s been so powerful and if you’re up for it, I’d love to ask you about some of how you’ve led yourself through some different circumstances. Is that okay? Oh yeah. Okay. So my, my first kind of two key areas here, I want to ask you about, so one is, I know you had a cancer journey and that was how long ago was that? 20 16, 20 16. I, I can’t, I can only imagine what it was like to lead yourself through that. What did you, what did you learn? What’s the biggest lesson that you learned from that experience?

Elyse Archer: (25:26)
Yeah. Wow. Um,

Kim Skouras: (25:34)
Do not procrastinate. We are promised the moment that we have right now, that is when time becomes a focus. When you truly, and, and I would say to anyone, you do not have to have a tragedy in your life to actually capture the focus and the meaning of time. And we all know because of what we’ve just gone through. And we’ve all been, you know, we’ve all known someone who has, has suffered a loss or a CA or cancer or an a terminal illness. And what that did for me is it showed me the end of the potential end of my life. And it gave me the, I felt what it was like, like w what if this is it? What if at 41 years old I have now, like, am I happy with this? Because this might be the end. You know, I woke up one day with a toothpick and eight months later, they said, you, you know, you have two cancer.

Kim Skouras: (26:44)
Wow. And, and so the answer truly was no, I would have not been happy. I had not lived all out. I have lived in fear. I had not dealt with issues. I had not shown up in an authentic way. I had been too caught up in a lot of things that didn’t matter. And so what, what, the biggest lesson that I learned is you already know what you’re supposed to do with your life. You already have it inside of you, you already know, but for whatever reason, maybe things happened to you. Maybe you went through things or maybe, you know, and, and the way that you reacted to those things changed you. And somehow you’ve let your dream go, or you’ve let you, you’ve, you’ve let fear take over. What I know is that we are not promised tomorrow. And so if we just take one more step into the future toward that thing that we know we’re supposed to do already, then we get to die.

Kim Skouras: (27:54)
Knowing that we have made a difference in the world that we have worked on ourselves. We have let go of so many of the things that have held us back. And how many can you really deal with at once? Just one, most of the time, it’s just one and a year from now, you’ve dealt with one or two things, and then the next year, and, and you are embodying this identity your day by day, that is closer to who you want to become to who you’re supposed to become so that you can turn. And so for me, just get, getting it back to leadership. Every one of us have something in our hand, we might have a microphone, we might have a football, a basketball, we might have a camera. Whatever you have in your hand is your gift to then turn around and give back.

Kim Skouras: (28:46)
And that’s just really like, that’s bringing it full circle. So when I get better, I have more to give. And, and when I was laying in that hospital bed, I said, I have been focusing too much on me too much on my pain from growing up in a really tough childhood for too much fear, too many regrets, too much, you know, so many things that I was just like, wow, okay, God, if I get the opportunity, because I know you’re going to give me this opportunity. So when I get this opportunity to walk to the start line of this new life that you have for me, that’s a cancer-free life. I am not going to waste it. Wow. I’m going to do something with it. And, and I will continue to fall and I will continue to fail, but I will continue to get up and do it again. So

Elyse Archer: (29:39)
Thank you for sharing that, you know, I’m, I’m, I’m reading the power of intention right now by Wayne Dyer. And I’m just loving, loving, loving this look. It’s, it’s probably one, I’ll go back through again and again, but this morning, while I was reading it, the part I was reading was about, we come into this life with nothing. We leave with nothing. And if you’re looking for purpose in your life, it really is about just giving. Like, you’re, you’re going to leave with nothing anyway. So how can you give today? And I love what you said about everyone has something in their hand, a microphone, a football, whatever it is. So how can you use that to give and to uplift other people? So thank you for, for sharing that in to, to your point of, you know, we don’t have to let it become a tragedy before we make a change.

Elyse Archer: (30:28)
Cause we already know what’s inside and you can trust, you can trust that voice and that calling. I want to ask you two other questions and then we’re gonna, we’re gonna wrap, um, you have, I have known you since what I think March of this year. In other words, I don’t know, like four or five months, not even that long at the time that we’re recording, but one of the things that I’ve been so inspired by is just how much transformation you’ve initiated in your own life. It’s not like anyone’s forced it, or, but like you’ve, you’ve done things that people would be very uncomfortable with. You’ve created massive changes from living situation to all sorts of seven. And I know, you know, the pre-chat you and I were talking about just facing, like when we decide to make those changes in our lives, we will come face to face with the limiting beliefs. We’ll come face to face with any past demons that have been holding us back. So what have been talked to just talk to us a little bit about how you’ve led yourself through such a process of personal transformation over the past four or five months,

Kim Skouras: (31:37)
It all starts with gratitude. So that was a big habit that I picked up in my cancer journey, and I have built a really solid morning routine. And I think that that is one of the catalyst that I would say is critical in leading yourself. And it is in addition to observing your own thinking, because it is very telling what comes up. A lot of times, we believe that we are our thoughts and we don’t understand that we truly have the power that we’ve taught our brain, actually to think that, and because we’ve taught our brain to think that we can teach it to think something different. And so just understanding that gratitude gets us into that place of being just I’m alive. I’m breathing. I can walk. I mean, at one point during my cancer journey, um, you know, I had cancer here in my face.

Kim Skouras: (32:41)
And so in order to reconstruct this bone right here, they were going to have to operate on my face and take some of this bone out of my leg and, and, and, you know, operate. And a miracle happened for me in that bone generate regenerated on its own. So that didn’t happen. But I was just like, I am just grateful that I have a face, you know, even if it has a scar on it. Right. Or, and so sometimes even in our I’m grateful that I got all the green lights on the way to work today. Um, so there’s always something to be grateful for and I am always more open to receive in the mornings. And so I truly understand and take a mental check of where I’m at mentally, physically, and spiritually. And I have led myself so well because I’m led by God.

Kim Skouras: (33:34)
And I look to my spiritual higher power each and every day for guidance. And I truly have learned in that part of growth is surrender. And so over the last four to five months, I have gotten myself to a point where I’m willing to surrender things that I know aren’t serving me, but feel comfortable and trust in God just to move forward. Because we, at the point, I feel like that we know we’re ready to kind of go to that next level. We start to feel like this, this ultimate discomfort. And just in that moment saying, it’s okay. I don’t have to understand exactly how it’s going to happen. I just need to take the next logical step. And so in that we’ve sold our home. We’ve purchased a new home. Um, we’ve grown so much as people we’ve learned so much. And I guess I would end by saying, leaders are learners.

Kim Skouras: (34:39)
You got to read, you’ve got to learn new things. You’ve got to have a coach. You’ve got to trust the people who have gone before you and not rely on your past successes as evidence that, you know, like you can stop learning. There’s no end point, even though you’ve been success full in the past, that that was, then that was the timing. Then that was the right action. And the perfect timing for what happened in the past to get you where you are now. And in order for you to achieve what you’re going to achieve in the future, you have to have more wisdom, more knowledge, more experience and, and, and just more or trials sometimes.

Elyse Archer: (35:25)
Yeah. Wow. Oh my gosh. Thank you for that. I love what you said about part of growth is surrender. That’s so true. So that’s been one of the biggest challenges for me as a recovering control freak of [inaudible]. I bet. I bet people listening can relate to this too, because this is oftentimes how we get to a certain level is by trying to control learning to control things. And then it’s like, it’s time for a next level. That’s surrender. That really is like, if you want true, not just tangible results, money, accolades, et cetera, but peace, fulfillment, happiness, joy health, like it’s, it’s through surrender. So gosh, you came, this is, um, this is one of my favorite interviews. I’m super grateful for you sharing both personally and professionally. How, um, just how you’ve, you’ve grown as a leader. I’ve learned so much from listening to you and I know our listeners will as well. So tell everyone please, where they can connect with you if they want to. I know you’re pretty active on LinkedIn. Like tell everyone where they can connect with you and, um, and just stay in touch if they want to get more just goodness from

Kim Skouras: (36:41)
You. Yeah. Would love to hear from anyone I am on LinkedIn, uh, as Kim scoreless, last name spelled S K O U R a S. I’m also on Instagram and Facebook. So please connect with me. I would love to answer any questions that you have or encourage you in your leadership walk. Um, I have several calls a week with, especially for you, for new leaders out there, or for people who are looking to go into that executive level. I would, I would love to, um, speak into your life and answer any questions that you have.

Elyse Archer: (37:13)
Oh, wow. Well, Kim, thank you for, thank you for being you. Thank you for showing up. So vulnerably so powerfully, and thank you for, thank you for pushing yourself to continue to grow and expand and, um, and being an example of what it’s like to truly surrender to miracles, blessings, and that whole next level that opens up when we do so I’m grateful for you and just so enjoyed having you on the show today.

Kim Skouras: (37:42)
Thank you for inviting me. It was such a privilege, so I appreciate it so much. Thank you.

Elyse Archer: (37:47)
Absolutely. All right. My friends will go connect with, with connect with Kim, get connected with her, check out what she’s doing on LinkedIn, on Instagram, on Facebook. And, um, I hope you will share this episode with a friend comment below wherever you are, wherever you’re finding about out about this, whether on Instagram or LinkedIn put what your biggest takeaway was about growing as a leader. And I can’t wait to see, I can’t wait to see what you took away from it. I know I did. I took away so much, so wishing you a beautiful rest of your day and I can’t wait to see you next week with our next episode. Bye for now.