Bossy, Brilliant, & Badass
Bossy, Brilliant, & Badass
How to Build Your Social Media Strategy Using Facebook Groups (with Ashley Mason)
Use Left/Right to seek, Home/End to jump to start or end. Hold shift to jump forward or backward.
This week Lisa and Liz chat with Ashley Mason, a marketing consultant and founder of Dash of Social.
What You'll Learn:
How to determine where your target audience is.
How to use a facebook group to grow your business and generate leads.
The importance of creating value driven content.
Mentioned Resources:
Social Media Channels Usage
Find Ashley - Instagram, Facebook & Twitter.
Thanks for joining us on today’s episode of the Bossy, Brilliant & Badass podcast! If you enjoyed today’s episode, please head over to iTunes and leave us a rating and review to help us reach even more badass women. Don’t forget to visit us on Facebook or join us on Instagram or Twitter.
Lisa, I'm so excited about our guest today. We're going to be talking about social media and I know that's a really broad topic, but we're gonna try and hone it in especially for new business owners and entrepreneurs. Our guest is Ashley Mason and she is a Marketing Consultant, Speaker and Founder of the marketing firm Dash of Social. Dash of social specializes in helping small businesses create value driven content, attract quality leads and establish an engaging online presence. Starting her business at the age of 19 and she successfully grew it to six figures by the time she was 21, and now works for it full time. Since then, she has been featured in prominent publications such as TEDx, the Huffington Post, Thrive Global, Sway Magazine, and more. So welcome, Ashley.
Ashley :Thank you, Liz, for the introduction and great to be here with you to Lisa.
Lisa :Hi, welcome.
Liz :You have quite a story and you started off. So young, my gosh, so impressive. So tell us a little bit about how you first started your company. Take us back to that time and how you got inspired and kind of what happened to you in your life that drew you to starting your company?
Ashley :Absolutely. So I have always been entrepreneurial minded since a very young age, I was always trying to find ways to make money and starting these little businesses when I was very young, just because I was really interested in kind of pursuing that path. And fast forward to when I was 15 years old, I started a fashion and lifestyle blog, where I basically treated it like a part time job. So I spent probably at least 10 to 15 hours per week, just writing blog posts, promoting it through social media, connecting with other bloggers and companies, so on and so forth. Because I had to really work on building my blog, to therefore be able to work with companies and get these paid partnerships, I focused a lot on social media. And so I realized that with social media, how much it actually did to be able to grow my brand. And I thought to myself, imagine what it can do for other brands too. So it really is at the companies that I was working with. And actually quite a few other small companies that I was familiar with, either weren't using social media at all, or they were barely using it. So because I started to learn the ins and outs of social media through my own experience, and then therefore, actually really kind of had an interest in marketing. I wanted to help these companies that I had relationships with to be able to boost their online presence, but also dip my toes in the water a little bit further. So because of that, I offered these companies pro bono services where I developed marketing strategies, manage their social profiles, communicated with different influencers on their behalf all of those different things. I realized that it was something that I really enjoyed and after years of wanting to own a business, but not knowing what It would be, I kind of had this had this aha moment where I was like, Oh, that's what I'm going to do. I'm going to start a marketing firm one day. But with society, we kind of have like these pre determined paths for us made by other people where as we kind of get to the age where we're in our late teens, early 20s, it's kind of like force that we need to go to college, get a good degree, either to continue education or take the corporate route before going into starting your own business. So I kind of thought that was the path that I had to take, but I had to build up a successful 20 plus year career before I could go off on my own. That all changed in 2016 when my mom was diagnosed with glioblastoma, which is stage four brain cancer the day after my 19th birthday. So for someone who was so healthy and so full of life, this diagnosis, of course, came as a shock to everyone. And it really made me realize it Life is short, and so we really don't have as much time as we think we do to follow those dreams. So why not do it now? So fast forward eight months later, I worked really hard behind the scenes to kind of get Dash of Social prepared because I realized I wasn't going to wait any longer to pursue the dream that I've always wanted. So Dash of Social officially launched on September 19 2016. So we'll be four years old next month. And it's been an amazing and really exciting journey ever since then.
Liz :Oh, my gosh, that is so impressive. Ashley. So when you said life is life is short, and I'm so sorry to hear about your mom. I mean, my mom passed away in July 2018. And I had kind of a similar experience myself where I said, life is short. I really want to hone in on really what I want to do, and where are my dreams? So now, how did you think of this company to start with, like, how were you able to decide for yourself that this is this is really what I want to do?
Ashley :Yeah, so I would say it was through blogging. Because for me, I've always loved to read and write. So that's kind of why blogging was like, almost a no brainer for me to pursue. And then because there's so many different things that involved marketing that went into blogging, from social media to press features to email marketing, I mean, so many different things I was doing for my own blog, and I was like, I actually kind of liked doing this stuff. I mean, sometimes people look at marketing as like a chore almost, or something that they have to do. But for me, I was like, I genuinely enjoy doing this stuff for my blog. So that's kind of like how I knew that I wanted to take this career path of marketing and be able to offer these services to business owners.
Liz :Right, right. So when it comes to social media, I know when I first started my company, I felt really like my I was spinning my wheels because I didn't really know what to do. I just thought okay, well, I guess I have to be on Instagram and well, LinkedIn, that's important, okay, Twitter and Facebook. And so I would I would spend all day sometimes just, you know, posting and doing this and that and I wasn't sure. Is this working? I don't know. So what, um, can you speak a little bit about that? Because I think a lot of people fall into that trap of just spending so much time and then not feeling like, you know, you're really using your time wisely.
Ashley :Absolutely. So I always say that, I mean, a lot of people think that you have to use every single platform that exists because they think that it gives them the potential to reach so many more people. But really, the truth is, is that you need to focus on the platforms where your audience exists. So your audience may not even be on Instagram, it might not be on Twitter, it might not be on LinkedIn, you really kind of have to do an analysis of who you're trying to reach and how you're trying to reach them so that we make sure that you're only focusing our time because as business owners, we don't have spare time available that you're only focusing your time on the platforms that are going to get you the results. So also with that, too, I always recommend starting small and then increasing as you feel more comfortable. And as you find that you have the capacity to do so. So with that you don't have to focus on multiple social media platforms right from the get go. You can start with two social media platforms, and really work on optimizing them posting consistently building an audience and all of that stuff that's necessary for focusing on social media before you even think about starting to add more to your plate.
Lisa :So I wanted to ask really quick, just kind of go a little bit deeper on what you just said there. In terms of, there's so many things you can get very overwhelmed and you want to focus on where your audience actually is. How do I figure out where my audience actually is? Right? Because for me, I'm not just social media just seems exhausting, right? Just in general anyway, and to me, like you said, it's a chore I feel like okay, it's the thing I have to do. So I'm going to do it. But I sort of I'm thinking, okay, there's so many, I know so many of my friends, I have a friend who is a therapist, and she built her clientele through Instagram. And I'm like, Okay, yeah. Right, which to me seems odd, but she definitely built up a following, and is on Instagram. So she's telling me be on Instagram be on Instagram. And I'm like, No, I don't know they're not on Instagram, or at least the people who are looking for HR consulting type services. They're not going to Instagram to find an HR consultant. So how do you... so that I know, but then I'm like, well, where are they? LinkedIn? For sure. I suspect that they're on LinkedIn. And that's what they will probably be looking for on LinkedIn. But you're saying, Okay, one or two, are there any other places I should be looking where people should be looking and how do you make that decision about where your audience is? How do you figure that out?
Ashley :Yeah, definitely. So one thing that I actually do a lot for clients that I can't remember if it's Buffer, or Hootsuite and it might actually be Hootsuite. But they have like this whole case study that actually outlines the demographics of the audiences across every social media platform, which is amazing. So they'll actually talk about age, gender, they may even have locations, they'll talk about, like their education. So if they have like a high school diploma, a college degree, higher ed degree, anything along those lines, they give like really specific details, which is incredibly helpful. So that way, if you... the more you know about your target market and your ideal client or customer, the better you can kind of match it with the information they have there to determine which social media profiles are the best for you to pursue. And then another thing you can do too, is actually just kind of listen to the people who are currently within your ideal target market or current clients or customers and finding out where they found you, so maybe they're like, oh, I actually found you through Instagram, but you hadn't been putting a big presence on Instagram. But since someone told you that they found you through that outlet, it's actually good to kind of keep that in mind. No matter what you're doing with marketing, you always want to listen to what your clients or customers are telling you. But that can be a good indication to of which platforms you should focus on, just by really discovering how people are finding you currently.
Lisa :Interesting. Yeah. So basically listening, identifying your target market, which I'm just going to plug Greg Faxon's episode where we talked about that, and identifying your target market and knowing who they are, and then maybe just this Hootsuite case study thing that I'm going to try to see if I can track down.
Ashley :Yes, definitely. And those are all like really good things to focus on too. And one thing I also want to mention is that you also don't want to focus only on using the social media platforms that your competitors are using. So an example of that is I hear so many people saying how Facebook doesn't work for them. Facebook is dead, how Facebook doesn't generate results. But 76% of my clients come from Facebook. So just because other marketing firms aren't really using Facebook as much as they should be, doesn't mean that I shouldn't be the one to actually use it. So it's kind of like you have to be able to really focus on what works best for your business and not necessarily the industry as a whole.
Lisa :Right, right. Right. Right. And not necessarily listen to what other people are saying, frankly, I think if my competitors aren't using Facebook, then that makes room for me, right? Because the oceans wide at that point for me to play in.
Liz :Definitely. So now what about Facebook groups? What do you think about a new company, utilizing Facebook groups?
Ashley :So when I mentioned that 76% of my clients come from Facebook, it's actually Facebook groups. So Facebook groups are amazing as a business owner, whether you have a local, national, or worldwide presence to be able to get seen in front of your target market, and then be able to build relationships with them. So if you're consistent and always providing value, they can actually be a huge source of income new clients or customers, or even just relationships with other business owners who you can kind of work with and collaborate in various ways.
Lisa :Right. So I think I have two questions. So the first one is, would you say Facebook Groups over ads? And then the second question is, okay, how do I do that? How do I get a group started? And what should I be doing within that group to help to do all those things you mentioned building an audience, generating leads, you know, building relationships.
Ashley :So with the Facebook groups over ads, I wouldn't say that there's you should prefer one over the other because I personally think that they're both meant for different things. So ads typically have the focus as of strictly getting that sale or strictly building your email list to hopefully get a new client or customer down the line, so they're really kind of focused on the revenue generating process, I would say. Well on the opposite end Facebook groups, I view as a place to really network with other people and build relationships. So going off of that, how you're really able to get clients or customers from Facebook groups, and we're working on building value. And all of that stuff, actually, from my iPhone, from my own experience actually does not even involve promoting yourself. So there is a Facebook group that I'm a part of here in Boston, we're actually most of my clients do come from, and I think I've probably actually promoted myself or my services, maybe a handful of times within there, but yet most of my clients come from that group. And that's because I did a few different things that really helped to kind of establish myself as an expert and thought leader within the space. So first and foremost, people we're usually looking for marketing help within that group. So that I would say definitely kind of give did give me an advantage because my services were kind of sought after more so than others. But secondly, I was constantly sharing tips and valuable pieces of information regarding marketing, that these members of the group could easily take an implement. So if the Instagram algorithm changed, I talked about that. If there was a process that I use with my clients about writing newsletters, I talked about that. If there was something that I did with my own marketing as an experience that actually worked out really well for me, I talked about it. So basically, I just kind of took all of this free information that I had and just basically shared it with people and I never had the intention of trying to get the sale from it or get people to contact me for more information. I was simply just sharing it. And so that really helped people because I really had the approach of give before expecting to get like I genuinely just want to share this info is people so that they can improve their own marketing and that definitely kind of positioned me as the go to expert to go to for stuff like this because of the fact that I was constantly giving, giving, giving, and not really expecting anything in return. So a huge thing that I did. And then a second big thing that I did was I set up a bunch of networking calls, I never had the intention of increasing sales or getting new clients or customers, I really just wanted to get to know people. Because of course, as I'm sure all of you listeners who are joining in with us as listening, know this is that entrepreneurship is lonely. So I really just wanted to get to know people more. And also to I had clients constantly coming to me asking, like, who do you recommend for a bookkeeper? Who do you recommend for an accountant? Who do you recommend for attorney and I was like, I actually don't have any contacts for these. I should get to know people that fall within these industries and have these careers. So I did a lot of networking to kind of build those strategic partnerships like that. So that way I could send clients to these people, and then they ended up sending clients to me too. So with the networking too, I mean, I was really just kind of getting to know people. But I found that the more I got to know people, the more they kind of kept me at top of mind. So that way if someone came to them and was like, hey, I need to hire someone for social media. Do you know someone? I was the first person they thought of. So I know it's like a really long winded answer. But to put it short, it's like really focus on just showing up and providing free information that helps people but also positions you as an expert, and then also just take the time to get to know people.
Liz :Right? Yeah. Yeah, that all sounds very important.
Lisa :Yeah, that sounds really cool in and it sort of is aligned with the whole marketing concept at the top level, anyway of providing value, but also making sure that you are the person that people think of when you're not in the room. That's something I'd heard somewhere. But that's the the kind of concept like you marketing is all about making sure you're the person that people think of when you're not in the room.
Ashley :Definitely.
Lisa :I love that as a strategy. So I'm curious, I have a question about the group that you're actually in because you're saying it's a group that where people are looking for marketing help. Is it a marketing specific group? Or is it some other type of group, like a basic entrepreneurs group? Or is it just something that's not related to business at all? Just out of curiosity?
Ashley :Yeah. So it's actually called Boston Business Women, but it's not focused on just entrepreneurs. It actually has women who are in the corporate world, too. So it's just kind of like a way to connect with women across the state. But there definitely is a heavier presence on the entrepreneur aspect. So because marketing is such like a popular thing that entrepreneurs usually want, that I feel like is definitely why it kind of helped me out so much, because there was constantly people looking to hire someone like me, so it kind of helped me to elevate my presence and get more referrals and clients from there,
Liz :Right. So what about starting your own Facebook group?
Ashley :Starting Facebook groups is actually a great method to go with because that's how you can nurture any leads that are interested in your services or your products that you're offering, and really be able to provide exclusive value and content to them. So I want to highlight the keyword that I just mentioned exclusive, because the whole draw of getting people to join your private Facebook group is the fact that you're offering something within that Facebook group that you're not offering publicly. So maybe you're doing trainings in there that people can't get elsewhere. Maybe you're offering some type of special that people can't get elsewhere. Maybe you're just doing something different within that Facebook group that you're not doing anywhere else. Whatever it is, you just have to be basically giving them something in return for them being there in the group. But Facebook groups starting your own one can be huge too, for also getting clients. I had worked with the business coach, and I think less than a year after I'd started my business, and she had told me that 80% of her clients came from her own Facebook group. So it can be a really great way just to be able to position yourself again as an expert within the industry and constantly could provide value to the people who wouldn't be a part of your target market so that way you're constantly giving them all this free stuff. And when it comes time to, for them to hire someone like you, they're gonna immediately hire you. No questions asked.
Liz :Right, right. So now when it comes to Instagram, right, I feel like with my business because it's it's a highly visual product, chocolate edible glasses. My presence there is pretty good. And I really use Instagram a lot. But yet maybe for some other types of businesses. Maybe it wouldn't work quite so well. So what would you say to someone who, I don't know, someone who has a business that is like a, I don't know, a garage where they fix cars or something. What if someone came to you and that was... this is your new client? What would you recommend to them?
Ashley :Yeah, so I would say and I mean, it really kind of depends what platforms they should focus on when, what their like industry is and businesses. But I mean, if you wanted to have some type of presence on Instagram, you could have it just incase clients, or potential customers do come across it. But I would say that, like Facebook and LinkedIn are highly valuable clients, I mean, platforms to go forward with, I can actually give an example of this, because it's funny, you asked that I just had that same scenario this morning, I had an in person meeting with a home care company. And so they ended up signing on after our conversation, but they had actually asked me the same thing where they were like, do you think we should be on Instagram, and so kind of keeping in mind that they're looking to connect with people who may be a little bit older because they're looking for services for their parents, or maybe the people in the older age group actually may be looking for services for themselves and Instagram. isn't exactly the best place for them to go because statistically, it has a younger demographic. So I recommend to them, Facebook for being able to find their clientele, so to say, of the people who would need their services. But then on the second aspect of that they were actually looking for caregivers to hire. So that's why LinkedIn came in as a second platform, because of course, it's known for being able to post jobs, reach new people, potentially get new employees, all of that stuff. So that was kind of like my recommendation there. But I think that oftentimes people are so tunnel vision, so to say on Instagram, they think they have to be on it. But truthfully, it really depends on your business and what your goals are. Right?
Liz :Yeah, that makes sense.
Lisa :Um, so So kind of sticking with the theme of Instagram, right? One of the things that I see so I think for me Instagrams out, like I know that for a fact for my HR business, you know, it's not like I can take a picture of myself doing HR, like what right? But one of the things that I find with Instagram is that people use it as a blogging tool almost. And a lot of times I wonder, are people actually reading these long posts? Like, are they really reating them? And is that a waste of time? And I'm just curious about your thoughts about that.
Ashley :Yeah, so Instagram is really kind of the platform where people like to kind of express themselves authentically, I guess, is the best way to put it. So oftentimes, I mean, just kind of thinking about the people in my circle that I follow it. And within my network, they'll post like longer captions about like lessons they faced or experiences they had or tips they have to share that can really benefit someone. And truthfully, I've seen in circumstances where I've posted a little bit longer captions and others to where that actually plays out really well. So I think it really kind of depends on the topic because if the topic is really engaging and interesting and maybe even trending, then I think you could definitely kind of have longer form content that would really draw people in. But if it's something that's kind of like, man, not really exciting, then it may not necessarily be the best approach to take.
Lisa :Right? So I want to kind of go back to something that Liz was asking earlier. How is it... How do you make sure that you're not just spinning your wheels, right? Because like I said, I get the sense that I do social media, I do social media. And, you know, well, I'll put it this way, I don't really do social media. But I do know that one of the things that's come up for me lately is that it really should focus on LinkedIn, because I've gotten three leads from LinkedIn without being active on it at all, like consistently active on it, right? So that immediately said to me, okay, you've got to focus a little bit more on being on LinkedIn, and making sure that you're kind of providing that value. It's weird to me because I'm thinking, well, how do I actually get started so it feels authentic, right versus feeling like, Oh, I'm doing LinkedIn now because I want to get leads. Right? How do you do that? Where do you start with that?
Ashley :Great question. So a few different things I recommend here. One, consistency is always so much more important than frequency. So meaning when people get started with social media, they're like, I need to post on every single platform multiple times a day, every day. But quite simply, that's not true. It's more important to be consistent with your posting, then frequent with your posting. So by consistent I mean, you could even do two posts per week. But every week, the main point is the fact that you're doing it that same amount of times, week after week. Another thing to to really kind of feel authentic with your content is to focus on what I like to call value driven content. So kind of like what I mentioned with the Facebook groups, always sharing advice, tips, lessons, experience, etc. that when someone's reading through it, they're like, oh, this is exactly what I needed to hear today, or, oh, this helped. This will help me so much, or oh, this is just need it. So you really want to think about creating content like that, that will kind of get that reaction from your audience. One thing that I love to do that makes this job a million times easier, is I actually carefully listen to every email I get from my clients, every phone call that I have with a client or a lead, or any type of communication really, that I have with people who are in my target market. And I make note of every single problem they're facing, issue they're having or struggle, they're really going through and evolving their marketing and I write it down. And then that way, I actually take those problems that people are having, and then create content that solves those problems. So to give you an example of this, I constantly hear from my clients and people within my target market that they have no time for social media, and it takes them too long and they don't know how to do it effectively, yet efficiently. So keeping that in mind, I therefore use all of those problems that they have to basically create content that solves those problems. So knowing that my clients had issues with their time and social media, I've created lead lead magnets that have solved that issue. I've created social media posts that I've talked about how to save time with social media. I've written blog posts about creating an effective yet efficient marketing strategy, and so many things of that nature. And so really, the whole point behind that was, I really wanted to create all this different content that people would really be able to consume and be able to learn something incredibly valuable from it.
Liz :Right. Yeah. So in regards to our podcast, what would you recommend in terms of which channel we should focus in on?
Ashley :I think it would depend on who your ideal listener is. So who is your ideal listener?
Liz :I would say female entrepreneurs
Ashley :is anything more specific than that?
Lisa Lindsey :So if I were to say what kind of entrepreneurs were looking for, I mean, if we went through the demographics, right, we so we have female, I would say age range would be what I would call middle age. Don't shoot me. But what I mean by that is that you've had about 15 years of career and you're thinking of making a switch now, right? So maybe you've worked in the corporate world, and for about 15 years or so, and you thinking, look, I want to be an entrepreneur. So we're thinking 35, 40 years old, in our age range, obviously, in the US, right. But I think it's really about people who are focused on personal growth as well as they build their business. Right? So it's not just about building a business and putting in the tactical, the tactical stuff, you know, social media, finding my niche, how do I do my accounting, those kind of things. I think it's also about who want to develop themselves as people, right so that they can run successful businesses.
Ashley :Awesome. Absolutely. So I would recommend both Facebook and Instagram for the podcast, Facebook, specifically because of the conversation that we had about groups. I mean, there's a million it seems like Facebook groups that consist of that exact demographic of women, female entrepreneurs who are looking to really build their businesses, but also really focus on their personal growth. So that would be a good platform for you to focus on, but also to with Instagram, I mean, Instagram was typical, as was originally dubbed as like the younger platform, but over the past year, so the age demographic has opened up a little bit more. So you could definitely kind of reach people there, to really be able to kind of connect with them and also to I personally come across a bunch of like inspirational content on Instagram, and I feel like other people will most likely do the same. And so since your podcast, of course is meant to inspire and educate and empower people, Instagram therefore would be a good platform to utilize as well.
Liz :And should we also when when we're looking for guests, we like to have people on who obviously can educate and motivate, and whatnot, should we be concerned about the following that our potential guests have as well? Like, would it be advantageous for us to additionally, hone in on guests who have a big following?
Ashley :It really depends, because I always say that the quality of the followers is so much more important than the quantity. And so I mean, I think that there's also too with Instagram, specifically, like this rat race for people to just reach 10,000 followers, so they get swipe up feature and all of that stuff. And in doing so, they aren't really focused on building their following and, you know, naughty, organic and authentic way. They're just moreso focusing on building it just to build it. And so I mean, also with that, too, someone can have a really successful business but have a low number of followers. So it really kind of depends on how I guess healthy the audience is and whether or not they're actually interacting and engaging with their, like content and whatnot and simply not just kind of being a standalone number.
Liz :Well, what would be beneficial to, I think, is to have both right, the kind of guests we want, but who also has a huge following, and it's very popular, because then for us, that will end up with new listeners, hopefully.
Ashley :Totally.
Lisa :So when we think about just social media as a whole and what our strategy, what our strategy around that is going to be where would you say new entrepreneurs should focus like what are maybe top three things that they should focus on? If they're new, and they want to kind of set their foot into the social media space as a way to build their business?
Ashley :Definitely. So I would look into one finding communities that you can surround yourself with. So not only Facebook groups for that, but also looking at where you feel like you could build relationships with other people. I mean, I've can even though I've actually never gotten a client through Instagram, I focused on building a presence there just because it actually built kind of like a network of other entrepreneurs are we constantly like, we'll just constantly support each other in various ways. And that truthfully is just as important as getting new clients, it's having the people who support you. So being able to kind of collaborate with other people and therefore leverage their audience to help grow yours is huge. So I'd say that is number one. Number two with for people who may be a new entrepreneur and looking to really focus on building their marketing strategy, I would say absolutely have systems in place. So being able to kind of utilize your time people to plan your marketing. So whether it's actually sitting down and writing out your posts for the next week or even next month, maybe it's thinking about what we had mentioned earlier with the pain points that your clients are having, customers are facing and how you can create content that solves those issues, that suddenly things like that you really want to actually make sure that you plan it in advance rather than doing it on the fly. Because that's when you get better results is when you're really intentional and mindful about what you're creating. And then thirdly, really just remembering to that with social media and even marketing in general, it takes time. So people kind of get a little bit antsy after they start doing things for a few weeks. They're like, why aren't I seeing any results yet? You have to remember that with any good thing that comes along, it takes time to really see results and understand what works and what doesn't. So kind of going along with that you also have to be open to the fact that the strategy you create now may not even work for you a year later, things are always changing. And so being open to changing as landscape does, can really help to ensure that you're getting the best results possible for your business. Ah, good stuff.
Liz :So Ashley, thank you so much. I have learned so much and I'm sure our listeners have as well. So we're can people find you?
Ashley :Of course, so you can find me on my website, which is dash of social calm. And then my social media handle for Facebook, Instagram and Twitter is @dashofsocial.
Liz :Fantastic. All right. So thank you for being our badass of the week. Ashley.
Ashley :Thank you both for having me.
Lisa :Thanks for joining us. Bye Transcribed by https://otter.ai