In this episode, Jim and Tyson interview Noemi Puntier-Vasquez, an immigration attorney in Atlanta, Georgia. Since the 2018 Maximum Lawyer Conference Noemi has done a lot of improvements in the way she runs her law firm. We will go over this improvements and she will explain us how this changes have helped her grow her business.
Lessons learned starting her own firm:
“When you don’t have the experience and you are looking to get a mentor or someone you are going to hold hands with, you need to do your homework because you’re holding hands with someone else’s reputation that could damage you or move you forward.”
The change that’s made the biggest impact in her firm:
Systems, strategies and mindset… To be more of a business owner and less of an attorney: “I also changed the way I practiced. I am no longer the lawyer that’s going to court and trying cases, I’ve actually sat down a little bit and now I am a business owner. So I have the time now to cater to that relationship, and bring in the business, meat with the clients, and not be so overwhelmed.”
Her team’s response to this changes:
“I came back with tools and a plan… I think they started to respect that vision. They see now someone who is in charge, someone that’s holding herself accountable.”
The Biggest Struggle
Noemi’s biggest struggle is her work schedule; prioritizing.
Jim’s hack: A new Mike Michalowicz book, Clockwork; devoted to building systems.
Noemi’s hack: An app where you can get unlimited audiobooks for $8,99. Scribd
Tyson’s tip: Set your goal for this last 12 weeks, hit it, and then finish the year strong and start the next one stronger.
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Transcripts: Implementing New Marketing Strategies in Your Law Firm
Nomi Punchier Vasquez
I also changed the way I practice. I’m no longer the lawyer that’s going to court and trying cases, I’ve actually stepped down a little bit. And now I’m a business owner. So I have the time now to cater to that relationship. And, you know, bring in the business, meet with the client and not be so overwhelmed.
Unknown Speaker
Run your law firm the right way. This is the maximum layer podcast, podcast, your hosts, Jim hacking and Tyson metrics. Let’s partner up and maximize your firm. Welcome to the show.
Jim Hacking
Welcome back to the maximum lawyer Podcast.
Tyson Mutrux
I’m Jim hacking. Tyson mutex What’s up Jimmy Tyson,
Jim Hacking
my friend. It was a good weekend. I hope you had a good weekend fall sort of started, but it’s getting hot again. So I’m not too happy about that. It’s got a weird
Tyson Mutrux
we had some really chilly weather. Actually, we got into the 40s one night. And then now this we seem to be back into the 90s, which is kind of insane. But hopefully had a good weekend, though.
Jim Hacking
Yeah. And you know, you and I were just talking off the air before we got on. And I was looking at our metrics on Lipson today, and it looks like our monthly downloads has really gone up.
Tyson Mutrux
Yeah, we had a 25% increase in downloads, which is just insane. So we’re have to figure out what we’re doing. Right. So some people are probably spreading the word which is great. So we really appreciate that.
Jim Hacking
Yep. Well, we’re excited about our guest today. It’s one of our favorite attendees of the max law conference. Nomi punchier, Vasquez. Nomi is a immigration and criminal attorney down in Georgia. And I’ll never forget when I met her because it was at the party on the first day of the conference. And she sort of walked right through this big crowd and gave me a big hug. She sort of Beeline right to me. And she said, she was pushing people out of the way saying, I don’t want to talk to all you guys. I want to talk to Jim. So that was sort of fun.
Nomi Punchier Vasquez
What that’s because Tyson was in the gym. But yeah,
Jim Hacking
that’s true. That’s true. He wasn’t there yet. That’s right. Jim,
Nomi Punchier Vasquez
you both are my favorite truly have changed my life, you guys have changed my life and my practice. I’m very happy to be joining you guys today.
Tyson Mutrux
That’s great to hear. It’s very political response to I like it. Tell us a little bit about your firm your practice and sort of how you got to where you are now?
Nomi Punchier Vasquez
Well, I am an immigration attorney with a heart and a passion and a love for criminal defense. And I’m really a criminal defense attorney turned into an immigration attorney because I couldn’t get employ while I was in Georgia. I’m originally from New York practice they a couple of years, then came here and interview for our firm where they were like, I had to wait an hour to see the partner because that’s how many people were there to sign up for their services. And I was very excited. I said, wow, you know, look who these people are, I can like change their lives, and I did not get higher. And I was the best thing that ever happened to me. And I basically told my husband, I said, I can do this immigration stuff, I can change people’s lives. And he says, I’m gonna give you three months, and you better get it done. And now it’s been over seven years, and we’ve expanded, and I am doing phenomenal. And I love what I do. And I’m excited every day to come to work. And that’s really what matters as an attorney.
Jim Hacking
Isn’t that a great lesson about how sometimes the things that you think are bad not getting a job just turn out to be the best thing going for you. And I really liked the way you think about that.
Nomi Punchier Vasquez
Well, you know, I have a pet peeve for returning phone calls and emails. And I remember turning to partner I said, Look, I’m excited for what you’re doing here. And when are you making a decision. And he says, well, sometime this week, now interview on a Monday and I waited to Wednesday to send him an email. And I said, Look, it was great meeting you. And even if I don’t get hired, please just keep me posted. You have a great thing going I would love to refer clients to you. And I never heard from him. And that was the moment that I said, if someone that is not returning phone calls to a fellow attorney to be that successful, then I can do it because it just defined to me the type of law firm that it is and the type of lawyer and later on in my career, I learned that I was blessed not to be higher. It is one of the worst firms here in Atlanta, and I was corrected my assessment of this partner. And that just goes to show that sometimes just returning an email or phone call really says a lot about the postman as the and also the attorney and how they practice and run their business.
Tyson Mutrux
All right, no, Amy, so you told us off air that you’ve got a book of things that you have done since the conference and so I want to hear about that a little bit. But the one thing I care about the most is you were on a hot seat during my presentation and we ended up having I think a revelation it was kind of nice going through everything and I think whenever you first stood up you’re you’re said you’re doing all these different things and to try to narrow it down. There is a bottleneck in your practice. My question is, do you recall what the bottleneck was? And have you fixed the bottleneck?
Nomi Punchier Vasquez
Yes, I found a solution. I don’t know if it’s if it’s been fixed or not. So, you know, I found you guys, and you’ve changed my practice. So I’ve been practicing since 2005. And I’ve been on my own now for over nine years. And I have to say, I’ve never had a website, right. So I come to maximum lawyer, and I’m learning all these great things. And one of the first things that I wanted to do is organize myself. So you guys have provided me with every single tool to get to the next level where I want to be. And I’ve actually kept a journal of what I’ve done differently since I’ve attended maximum lawyer conference. But the bottleneck was the fact that I was doing everything right. And I remember you saying to me, Well, you need an infix specialist, right? So I come back to my firm, and I’m like, oh, fired off. And I’m like, I need an intake specialist. Right. So I’m, like, ready to, you know, hire someone. And then I did a lot of thinking, and I said, you know, what, what is my firm about, you know, what does the standpoint I realized that, you know, I’m a brand like people are attracted to who I am and my personality. So what I did, instead of hiring an intake specialist, I redefined the roles of the people that I do have on board. And then I hired two additional staff members. And I also changed the way I practice, I’m no longer the lawyer that’s going to court and trying cases, I’ve actually stepped down a little bit. And now I’m a business owner. So I have the time now to cater to that relationship, and, you know, bring in the business meet with the clients and not be so overwhelmed. So that’s what I did. Because for me, it wouldn’t work hiring an intake specialist just yet. Because I’m not where I want to be. And I need to have a stronger foundation to then give that to somebody else, and kind of just stepping up. And so I will get there. But I’m not there yet. But I did make some concessions and some changes to help me move to where I need to be.
Jim Hacking
Let’s step back a little bit and talk about where you came from. So when you opened up your firm, when was that? And then how did you start bringing in clients and how have things changed. So I
Nomi Punchier Vasquez
moved here in 2011, and I was on my own, I was a public defender for many years, I’ve been practicing law since 2005. I love trying cases, I then did personal injury for a huge law firm in New York. And then I went on my own because I was getting ready to transition to Georgia. So since 2011, I’ve been here in Georgia, I could not get employed because I was like a seasoned lawyer and my resume really said criminal defense. And I had no experience in Georgia, even though I’m bar in Georgia and license. And you know, desperation kicks in. And really the grace of God I interviewed for this firm, which I didn’t get hired. And that kind of promoted me to say, I can do this on my own. So I was very smart to say how can I change the experience, and I started tapping into community resources and looking for nonprofit that was utilized my full time. And I said that I held hands what a nonprofit, that actually was a nightmare that turned into a blessing. And this is a lesson for young lawyers that are listening, when you don’t have the experience and you’re looking to get a mentor or someone that you’re going to hold hands with, you need to do your homework because you know you’re holding hands with someone else reputation that can damage you or can you or move you forward. And in my case, this was like an organization turning to Natalia, which is like an immigration world if you don’t want to be associated with that. So I volunteered my time for one month. And in one month, this lady introduced me to the radio and also to the owner of a local newspaper. So to make my story short, after one month, I realized that even though I was giving free legal services, this woman behind my back was trying to bring in clients and learn from what I was doing and charge a fee. So after a month, I said this is not gonna work. And this is not the place for me to be. But thankfully, she did introduce me to the radio, and I just signed up to be on the radio. And I think my personality and reputation and integrity just came through the air and I became known as the immigration attorney in you know, in the local Georgia area, and also writing a column for the newspaper forced me to learn immigration. So I bought many books. I joined a lot of organizations. And it really was the roadmap for me to learn immigration, and to get my name out there. And that really was the platform that kind of open up the doors for me to get clients and referrals. And now I have an associate and off counsel and I’m hiring another associate because we are expanding. So that’s how I got into it. The marketing world and Facebook has done wonders for me as well.
Tyson Mutrux
What is the change that you’ve made in the last six months, that’s made the biggest impact on your firm?
Nomi Punchier Vasquez
The biggest one is just being more of a business owner and less of an attorney and coming to terms that that’s okay. As you I say, you’d love to try cases. But I said, Yeah, I can try cases, but I need to take care of my business. And so let me take a step back. And I needed to come to a concept that was okay. It didn’t mean that I was not going to be an attorney, and just a business owner, it just meant that for the season that I’m in, in my business, I need to be a business owner. And with that, I implemented a lot of things that I’ve learned through your podcast. And one of the tips that you’ve given is your phone call, like I learned from you. So you know what I have scheduled calls, like every call goes on my calendar. And that’s my pet peeve. Every phone call needs to get returned, but I was getting burned out. And I said, I’m going to listen to Tyson. So I developed a system, I developed a call script, where my receptionist is able to gather information, and make the client feel like the course is being a return on their time. But little do they know they’re actually getting on my calendar. So now I don’t return phone calls randomly, they get returned on a schedule. And they put in my calendar. And I am very grateful for that. And every client gets the call to return. The next thing I did is I signed up for file line, I’m a big, big fan of file vine has changed my practice has changed the way that we communicate in the firm. And it’s just setting me up for my next venture, which is to do PII. I’ve also develop a mission statement like I carry the mission statement in my heart, but it was not visible to my staff and to the clients that will offend. And that’s something that I also learned at the conference, just to have a display of my core values. And my mission statement. I also created along with Julian Pat and Kelly fields, which are two members of maximum lawyers, we have a mastermind is just the three of us is called just do a mastermind. And we have a 45 minute meeting every other week, where we hold each other accountable, we give each other homework, and it’s just a way for us to uplift each other in that has kept me on track. I also took another bite from you guys, and not that I don’t listen to Jim, I love Jim, it’s my buddy. But you talked about your emails that don’t dictate how your work schedule goes, you decide when you’re checking your email. And I’ve done that. So I’m not a slave to emails, you know, when things pop up, I’m not reading them. I read emails from my time. And I change that. And I hire the staff members, I hire two additional staff, and I redefine their roles. So those are the major changes that I’ve done since the conference, and most importantly, getting my website up and running, which should be happening in the next month. And I’ve also developed a content calendar for Facebook. Before I’ve noticed that I will be on Facebook, but there was no consistency. So now I have a one month schedule of what’s going to be on every week. And I created a show that I’m on every Friday at three o’clock that I do for 45 minutes where the clients already know what topic I’m going to talk about. And they’re ready to just have questions and listen. So those are the things that I’ve done. Thanks to you guys. And that really changed my practice a lot and just given me consistency. And it’s given me a sense of empowerment, and just excited like I’m excited to be a business owner, not just an attorney.
Jim Hacking
Wow, that was quite a mouthful. And I’m really excited to hear about all the changes that you’ve made and you give us so much credit but really the credit goes to you. I mean, you swung into action. I think Tyson we should really think about having Noemi speak at the conference about what I mean by the time that yours up between the conferences, she’s really gonna be able to talk about all the wholesale changes that she’s made, and just walking everybody through all those things, I think would be its own great presentation.
Nomi Punchier Vasquez
And I think that you guys really have to take the credit, Jim, I mean, you guys provide not only young lawyers, but seasoned lawyers, with the information and like what’s happening, like what’s working now. So we we’re constantly evolving, like I look forward to the podcast, because it just gives me an idea that ideas that I would not be able to come up on my own, or even being part of a mastermind. It’s like you guys are just your own mastermind that we get to just soak in all that information and we have to be disciplined, you know, we have to be able to hold each other accountable. And just be excited. And you guys have given us the tools for free. And it’s just a matter of being, you know, actors in this movie that you and Tyson are constantly kind of just laying out every week for us. And it’s really amazing. Like, I’m excited. And I mean, it’s like what you guys say on the podcast. I’m like, I’m trying to I got to question it. I’m like, if they say it works, I know it works. I’m gonna try it like there’s just no hesitation on my part.
Tyson Mutrux
Well, I think you might be a little crazy believing anything that Jim says. So we’ll start from there. So Don’t take off. No, I’m just kidding. But what is your stress level? Now? I mean, I will tell you, you seemed a little frazzled at the conference, you know, had you in the hot seat, it seems like everything’s a little chaotic. If things change when it comes to that,
Nomi Punchier Vasquez
yes, they have changed. And what happens is, you know, I was just running, you know, I didn’t have a direction where I was running to, I had a passion. And that’s great, you can be very passionate. But if you don’t have a game plan, you’re going to wear yourself out. And I think I was really running with that passion. So going to the conference, gave me the tool, and kind of like how to organize my vision and use my strength, which is my personality, and my passion and my love and my energy with a game planning tools to say, Okay, tell me, you’re running yourself crazy. But here are the tools that you need to get yourself organized. For example, you know, I never knew how to systemize my practice, I never heard of that. And I’m like, So you mean to tell me that I’m like recreating the same step over and over, when I should just like, have like, Slack, and like, have all of this stuff in there, like, those are things that you will think the modern attorney would know. But if you’re not part of groups, like you guys, there’s just no way that we’re going to get that information. So yes, I was very like, all over the place. And now I sort of, you know, just came to terms that I’m going to be a business lawyer, I mean, like a business owner, and I’m gonna have to take on a different role. And just giving myself grace, like listening to you guys and saying, We don’t have it together all the time. But here are some of the things you can do. So allowing myself that phrase, and then also defining my role moving forward with a game plan. So walking out of our conference, you know, I learned about fall by I learned, you know, how to just take a step back and just really write that my mission? Where do I see myself in five years? What are the things that I’m doing wrong? What do I need to change? So coming back, you know, it’s like, okay, I got this, this is what I was doing wrong. And, you know, just really just learning what is it that I want in how to get there, it’s really what has changed. And just coming to terms that I’m not going to be able to do everything all the time, because I’m also a mom, and being a mom. So 50, on a 10 year old, who’s very active, and I’m working to eight 910 o’clock, you know, it’s kind of like, you know, so where I’m not going to be gone. So giving myself grace and saying, it’s okay not to get everything done that’s on the list. And tomorrow is another day, but having the tools. And that’s where you and Jim sort of gave me at the conference with the presenters, just the tools that I needed, and the focus, and kind of like that game plan that I didn’t have, I just had so much passion, but not enough knowledge, and tools to get the job done.
Jim Hacking
Talk to us a little bit about that accountability piece. I love the idea that you have a mastermind with Terry and Julian, did you know them beforehand, I remember you guys running around together at the conference and sitting back there and laughing and doing all your things together. It’s great that you guys connected, but talk to us about how that weekly or bi weekly check in has helped you guys.
Nomi Punchier Vasquez
Well, we did not know each other. So this is another great thing because now I have two new girlfriends in my life, I’m actually going to Julian’s birthday party, and also why and lock was part of this mastermind, but he’s very busy. He just, you know, he hasn’t been able to meet with us as often as cherry, and Jillian. So what we do is, you know what, girl, so we like to talk a lot. And I realized I’m like girls, we’re talking too much. And our time is valuable. So why don’t we set some boundaries? And why don’t we actually create, like the needs that we have. So Terry came up with a great idea. She said, let’s purchase a calendar. So the three of us purchases calendar. And we also developed like an agenda, our meeting, this is what we’re going to talk about. So we’re holding each other accountable. And then we said, Okay, we’re concerned. So what are the things that what are the tools that we’re looking for? What do we want to learn? And there’s so many things, so then we just Okay, let’s pick one. So we picked, you know, I just creating a YouTube channel how to do that. And we share the resources and we give each other homework. And so every two weeks, it’s on our calendar, and we meet for 45 minutes. And we hold each other accountable and say, so what have you done, and we’re very hard on each other. Like, there’s no excuse why you didn’t leave that chapter. And we just become like a support system. And I didn’t know these ladies, before I went to the conference, but now they become part of my tribe. And we’re really a woman, I think we have a different way of practicing law. We have different issues than male attorneys. I think it’s great to have a space where we can say I’m overwhelmed. And I just need to vent for five minutes. And then we get into you know what’s happening this week. So that’s how we’re holding each other accountable because we don’t want to let each other down and I think that’s the biggest motivator.
Tyson Mutrux
Now, Amy, what do you see going forward? What are your plans for the next six to 12 months?
Nomi Punchier Vasquez
So my next plan is I have to systematize everything in my farm. I don’t want to repeat myself. So when I hire a new lawyer or hire new receptionist, legal assistant or intake specialist I I have all my processes already in place that I can just say log on and do this. Oh, look at this video. That’s number one. Number two, I’ve narrowed down my practice area. And I’m having a hard time getting away from immigration. So I thought of a way how can I get into the English speaking markets, I’m working on a podcast and a Facebook page, call girl know you’re on a mission. And that can be my marketing tool. So I’m trying to get into the PII world, along with heavier criminal defense cases in the federal level, because I do handle federal cases. So my goal for the next six to nine months is really getting my ship strong and able to ship on its own. So if I can then sit back and say, What do I need, as an attorney now to get more federal cases, and who do I need to hold hands with for this pie, because I cannot be federal defense, you know, like, do defense work and pie and be great at it. And I’ve come to terms with that. So I have enough counsel, who is handling just all my pie cases, because I cannot be a jack of all trades. So that’s what I’m, I’m just gearing up to get my ship stronger, where it can sell on its own. And I can sit back and just grow as a farm and also get the area of law that I want to invest in for the rest of my life, which is criminal defense, and invest in that in learning and then also create a team that can eventually handle all the PII and just be good at that. And I don’t know, if I’m going to be able to get away from immigration, there seems to be tagging, it seems to be an area that a lot of people want to come to me because I offer that peace, that calm that conference. And I don’t know if I can, as a human being really get away from that side of practicing law, which is just to bring so much joy to someone that is in so much pain, out of move, ultimately, I’ll be able to get away from that. But from a business perspective, I would like to not do as much immigration because it is emotionally draining.
Jim Hacking
How is your team responded to you, as you came back from the conference and started implementing these changes?
Nomi Punchier Vasquez
I think they will last before, kind of like because I’m very energetic. And it’s like, okay, so she’s saying do this, do that. But the difference is that I came back with tools and a plan. So I think they started to respect that vision in that way of moving, like they really saw me saying, we’re going to do this and hear the tools to hear is done. Versus I want to do this, I want to do that I want to do this, let’s do this. And let’s get you know, let’s get excited about that. And then I moved on to different tasks, because I wasn’t able to get that done. What they see now is someone that’s really in charge someone that’s holding herself accountable, and also the team. And that also has a system in place to get it done. And I think they’re motivated. And it’s not negotiable at my firm now, like we’re growing, I’m investing the money that I need to and is non negotiable, everyone has to just aim for excellence. And now we have the tools. And it’s just like, we got to get it done. And my staff been with me since the beginning. So they’re growing with this. And I think they’re proud who I become as a boss, and they’re not afraid to just follow me in this new crazy, you know, mission and like Empire that I’m having top of my head are really just kind of prodding me and saying, Well, you need let’s do this, because they’re confident that it can get done. Now that I have no the tools and the help from you guys to just say okay, this, this is how it’s gonna get done.
Tyson Mutrux
Alright, knowing that we’re getting close to time, but I do want to ask this question. What do you struggle with the most now?
Nomi Punchier Vasquez
It’s my work schedule. That’s what I struggle with the most. I love to do to do list, I have a to do list every day. And I think my biggest struggle is prioritizing, because I haven’t been able to get away completely from being a lawyer because I haven’t hired this new associate. So that’s my biggest struggle. How do I prioritize that I have motions to do and I need to get ready for Facebook. And I need to make sure the bills are paid. And I need to return phone calls and also return emails and kind of just have a day for myself to go with a plan. That is my biggest struggle now. And just balancing that having more staff doesn’t necessarily mean you’re going to be better, but really teaching your staff to be their best self every day. And you know, it’s hard. It’s hard because you got to motivate them and also manage them at the same time and say, Are you holding yourself accountable? So my biggest struggle is just knowing how to prioritize what’s on my to do list.
Jim Hacking
Know Me for My last question, how do you structure your day and your week?
Nomi Punchier Vasquez
That’s a good question, Jim. So with this mastermind group that I have with Julian and Carrie, we actually bought an elephant planner to grow big. And every Sunday I get I sit down. It’s a new thing we’ve been doing now for three weeks, I think, where I map out my week and I say okay, what’s on my to do list and how am I going to what am I doing Monday is my They going to be the day that I’m going to just think about how I’m gonna go the farm, or it’s going to be the day that I’m going to do motions, what day am I going to do ladders. So that’s the way that I structure my week, unfortunately. Because I am the Rainmaker in my office and I do immigration and when people are in custody, you can say, well come in on Thursday, because those are my consultation. They every day is kind of like I need to reorganize myself, because, you know, even though I pick two days only to do consultations, we have those consultations that have to be taken care of because someone is in custody, and we need to move quickly under the immigration world. So it’s hard to kind of just pick yourself back up and say, Okay, today, I was supposed to do motions for five hours or three hours. And that’s gonna have to be two hours, because now I have an emergency that came in
Tyson Mutrux
good stuff. Alright, so we’re gonna wrap things up. This has been a really just awesome episode, I think it’s really great. Just to hear about your growth, it’s been great. But before we get our tips and our hack of the week, I want to remind everyone to go to the Facebook group, see what’s going on there. A lot of activity, people are starting to actually add forms to things and I’m gonna add one today, someone asked about a spreadsheet for the 12 week year that I created in some of the ads out there. So there’s a lot of great tools and resources there. So make sure you go. Also, if you don’t mind, make sure you go to iTunes, wherever you get your podcasts and give some five star review. It definitely helps spread the word and I think you will have been doing that apparently, because of our numbers have been increasing so much. So Jimmy, what’s your hack of the week?
Jim Hacking
So I think everyone’s gonna be pretty excited about my hack of the week. I know many of our members are fans of the Profit First Book, Mike Mikela, with Mike motorbike, and Mike motorbike has a new book out. It’s called the clockwork, and it is devoted to building systems. I think Tyson you’re gonna love it. It’s a practical version of systematizing things it sort of takes the E Myth and which is sort of a motivational book. And this sort of gives you actionable steps on how to actually build the system’s in your practice. I think that the book has been very eye opening for me, I heard him on a podcast. And I think everyone’s gonna go a lot out of the book. And like Payson said, if you go to motorbike, or Mike motorbike, you can find the book,
Tyson Mutrux
make sure we’re clear, Mike motorbike.com is where you pick as Carl was, or however the heck you say his last name is really hard to spell. So all right, know me, what is your tip of the week?
Nomi Punchier Vasquez
Well, I’m gonna say my hack of the week, because you know, I gotta give him some love here. My immigration baby. So I’m going to recommend an app. I am a big podcast listener. And also, I’ve learned that I don’t have enough time to read books. So I’m big on audiobooks. And I signed up to scrip. And this is an app where you can get only limited books, and magazines and all your books for 899 a month. And I think it is the cheapest that’s out there for only limited books. And you know, when you’re driving, you can just, you know, listen to your audiobook. So that’s my hack of the week, don’t spend time reading at home, just listen to it, you know, while you’re driving. And it’s you can read as many as you want for a very reasonable price
Tyson Mutrux
vertical might have the week is to make your goal to hit by the end of the year. If you set your goal, you’re gonna hit it, okay, so set your goal, make this a condensed version of your 12 week year since then make it a bigger set, well, there wouldn’t be 12 weeks left. So this is your final quarter. So you got 12 weeks left in the year, hit your goal, set your goal and hit it and then finish strong so that whenever you get into 2019, you’re hitting the ground running. So set your goal for the final 12 weeks and get going. All right. So I’ll talk to you next week. Thanks so much, Toronto.
