Podcast Episode Summary: Interview with Elijah Danilets
Background & Early Life:
Danilets Detailing:
Learning from Experiences:
Proud Moments:
Danilets Dating:
Philosophy & Beliefs:
Connect with Elijah:
Closing Remarks:
In this episode, the hosts, Janis Francis and Michele Cook, interview entrepreneur Elijah Danilets, the founder of Danilets Detailing. Elijah has multiple ventures including car detailing, pickleball coaching, and an innovative dating service.
Elijah shares his journey from growing up in Ukraine and immigrating to the U.S. He highlights his passion for car detailing, attributing the skill to his father, and emphasizes the satisfaction derived from the transformation process. The growth of his business, though faced with challenges, has allowed him to give back to the community by hiring and mentoring young individuals, fostering discipline, and work ethics.
Throughout the interview, Elijah stresses the importance of adaptability, learning from failures, and the value of feedback. He recalls receiving constructive criticism, choosing to own it rather than defend his stance. Another formative experience came from an early vendor event where Elijah was reminded that a business's reputation is shaped by customers' opinions rather than its own assertions.
Discussing personal achievements, Elijah speaks of the joy in establishing his business location and instances where he played a supportive role in clients' lives, like preparing vehicles for funerals. The conversation shifts to "Danilets Dating," a unique service inspired by his personal dating experiences, which facilitates adventurous, clue-based dates.
Throughout, Elijah underlines the power of words, positive self-talk, and the importance of faith in both personal and entrepreneurial spheres. He believes in manifesting goals through self-belief, strategic planning, and action.
https://cosmosandcommerce.com
https://www.facebook.com/cosmosandcommercepodcast
Podcast Episode Summary: Interview with Elijah Danilets
Background & Early Life:
Danilets Detailing:
Learning from Experiences:
Proud Moments:
Danilets Dating:
Philosophy & Beliefs:
Connect with Elijah:
Closing Remarks:
In this episode, the hosts, Janis Francis and Michele Cook, interview entrepreneur Elijah Danilets, the founder of Danilets Detailing. Elijah has multiple ventures including car detailing, pickleball coaching, and an innovative dating service.
Elijah shares his journey from growing up in Ukraine and immigrating to the U.S. He highlights his passion for car detailing, attributing the skill to his father, and emphasizes the satisfaction derived from the transformation process. The growth of his business, though faced with challenges, has allowed him to give back to the community by hiring and mentoring young individuals, fostering discipline, and work ethics.
Throughout the interview, Elijah stresses the importance of adaptability, learning from failures, and the value of feedback. He recalls receiving constructive criticism, choosing to own it rather than defend his stance. Another formative experience came from an early vendor event where Elijah was reminded that a business's reputation is shaped by customers' opinions rather than its own assertions.
Discussing personal achievements, Elijah speaks of the joy in establishing his business location and instances where he played a supportive role in clients' lives, like preparing vehicles for funerals. The conversation shifts to "Danilets Dating," a unique service inspired by his personal dating experiences, which facilitates adventurous, clue-based dates.
Throughout, Elijah underlines the power of words, positive self-talk, and the importance of faith in both personal and entrepreneurial spheres. He believes in manifesting goals through self-belief, strategic planning, and action.
https://cosmosandcommerce.com
https://www.facebook.com/cosmosandcommercepodcast
Episode 5- Elijah Danilets- Danilets Detailing
[00:00:00] Janis: hello and welcome to Cosmos and Commerce where business meets fun. I'm Janis Francis with the Humble Create Artisan Marketplace and I'm here with my partner and co host.
[00:00:14] Michele: Michele Cook with Body Ache Escape Massage Center.
[00:00:17] Janis: And today , buckle up, you guys are going to be blown away by the inspirational story of our next guest, Elijah Danilets. So Elijah, tell us about your incredible journey. To the United States.
[00:00:35] Elijah: I can be here five hours explaining this though. I will condense it. My journey started with my parents being both born in Ukraine and then they relocated to Latvia, which is north of Ukraine. And that's where me and my siblings were born and were raised. Had everything you could think of, cars, houses.
My mom was a business owner, so I had 10 wedding boutique salons in the whole country. My father was a pastor, so life was, going great. And then around Christmas time, 2008, our house alarm goes off, and so we go to check out what's happening. There's our house was barricaded with a fence, wooden panels in our windows in our house, and then people with guns saying, if you come any closer, we're going to shoot.
So we called the police and we found out that the owner that sold us the house, we sold it behind our back. And so that started a long journey of us moving to the U. S. because he began to threaten us. And then he said, if you continue. To do this, I'm going to harm your children. And I was nine at the time.
My younger brother was six and my older were like 15 and 17 or 17 and 19. And so in 2009, we moved to upstate New York. My mom's side of the family lived. And so we went from having everything you could think of houses, business cars, to go to food banks and. Parents working two, three jobs and just surviving in the U S and my mom was still running the business back and forth, but she had to go there. To renew her visa a year later, in 2010, and they were
actually denying her visa. And they said, sorry ma'am, we can't accept you, you have to wait 10 years to enter the country. So thank God I was in 10 years, but it was about almost 2 years that she was back in Europe while we were in upstate New York.
And then she relocated, and then she got a visa to Canada. So we're thinking, okay, what do we do? And then after consultation, she crossed the border, asked for a refugee. She was in jail for two months, under investigation. And all of this, as a child, you remember something that you can never forget. And I remember the day my father and my brother visited my mom.
She was exhausted, wanted to see her family. And, but one thing I know my mom, she never gave up, and she never lost hope. And after two months they released her, and we've been together ever since. And then we moved to Ohio in 2013. And, yeah, it's, I've condensed it very short
[00:03:06] Janis: I know it's quite a story. It's quite a story, but boy, the journey that you have had to bring you to where you are today. And where we met what about a year ago at the chamber. And I just think that it's an incredible journey. Can you share the story of how your car detailing startup came to be what inspired you to start this particular business?
[00:03:28] Elijah: Absolutely. It started in 2020 during COVID, is probably the craziest year of, many people's lives. And my brother actually, Timothy, we are co founders in the business. He watched some YouTube videos that winter of detailing. And, it's very therapeutical when you see someone watch, clean and make it all shiny.
And so he was intrigued, then he ordered a couple of things and he actually cleaned my mom's car. And then after that we decided, hey, let's just join together and put our brains and power and just see what happens. And so it started as a side hustle. I was in college, I was a sophomore at Capital University, my brother was in high school.
And we started as a side hustle and then just the momentum grew and grew. More and then like in 2021. I used to work at Donato's Pizza. Shout out to them. They were great to me and great company. They were wanting me to move up in the corporate ladder, but I had to say no, respectfully, and yeah, and then from 2021, we've been going at it and growing and expanding.
And like I said, from 2020 till now, we've probably serviced over a 1000 vehicles
[00:04:46] Janis: That's amazing. Yeah. I know that my vehicle is one of them. Great job.
[00:04:52] Elijah: Thank you. And Michelle's is next.
[00:04:55] Michele: Yes, it's still pretty new. So I'll have to wait till I get it dirty. I would, I do want to mention that Elijah was nominated for new business of the year with the Pickerington Chamber of Commerce, quite an achievement
[00:05:10] Elijah: Yes, thank you. Thank you. Yes,
[00:05:12] Michele: Can you tell me, I know that you're still pretty new, but I'm sure that you've come up with some challenges or come against some challenges. What are some of the challenges that you faced starting your business?
[00:05:27] Elijah: There's a couple. I think number one is experience and resources because we were essentially you could say self taught like we didn't take courses somewhere else or it wasn't like a pass down to us that we, we grew up in the business. It was literally. I don't think I even heard of detailing before Timothy mentioned something like I knew someone does it but I didn't know this Something that you can grow and expand as a business and so that was number one just because we're learning and sometimes, there was errors made but We were always so diligent to make sure that every step of the way we were improving growing expanding our knowledge our expertise and You know how we did it how we detail how we dealt with customers and so I would say that's the first thing and then Just Continuously making sure that as we're expanding and we're hiring and we have a couple of people work for us is to make sure we have maintained the level of excellence that we have set to make sure it goes on beyond just.
Us. And so that's I would say those are two like more difficult things is when you train people and you making sure that they have your expectations and your standard.
[00:06:42] Janis: Do you all have any employees other than the two of you? How many
[00:06:45] Elijah: Yeah. So currently we have three. We've hiring is not as easy as I anticipated. I think
[00:06:53] Michele: Hi, you're
[00:06:54] Elijah: number one. Yeah. Speaking from experience.
It's just hard because well, number one, people don't really want to work. They expect a lot with little effort and it's just, again, the cleaning industry, it's not, I'm not saying it's the easiest, right? It's not, but it's just, again, getting quality people can be a little more challenging because we've have, I've hired people and I had to fire them.
It's not a good feeling, but you got to do what's best for the company. And, but yeah, it's, we have a couple now and of course from expanding it.
[00:07:29] Janis: Yeah. So what set your car detailing service apart from your competitors? How do you differentiate yourself in the market?
[00:07:37] Elijah: I think number one, we always go above and beyond. I think I truly believe any service based industry. It's about the experience and. One thing that we have always strived to do and are continuously innovating in this is to make sure that the experience of the customer is beyond their expectation from the first time they reach out to us inquiring about our services to the time that they either pick up or drop off their vehicle.
And so I think that's 1 thing that we do really well is because, my wonderful mother was in the business for over a decade in the wedding industry. She always said, Elijah business is number 1 about people. It's not necessarily about the product is important. It's not necessarily about the price.
If you take care of the people will take care of you. And so that was the focus that we have is continuously making sure that our customer experience is exceptional and I'm a sponge. So I always soak information, but then I try to apply it. And so that's one thing. And then I think just. my experience and my life journey, it essentially it bleeds into everything that we do. So every car we do, we essentially do it like our own and we want to make sure that it's if it's not up to our standard, we're gonna finish it.
We're not gonna stop until we finish it. And so again, those life experiences
make you grateful.
And I always when I'm a customer When I have a chance, tell them our story, how we got here, tell them about, we're not just a detailing company. We're people that have a story that are here to serve you
[00:09:09] Michele: Speak It's
[00:09:12] Janis: factors that have contributed to your growth and the success of your business so far?
[00:09:18] Elijah: There's a lot. I think number 1 is being intentional. It's growth doesn't just come. You have to make sure you, it's like a garden, make sure you water it, you plant it, you take care of it. If there's weeds in it, you got to get them out. You can't let them stay on too long.
So that's number one, being intentional.
And then I would say for me personally, as my faith, as a our families, we're believers, we're Christians, and so that definitely drives into everything that we do. Into our business, into, church, ministry, pickleball, I play pickleball. Everything that we do is, has that foundation, because again, I've seen so much in my life and there's no way that what we've been through that, God was not protecting us along the journey, and he certainly was.
And I think my family. They're everything to me. I don't think I could ever repay my parents for what they've done, and I truly honor them for every single thing that they've done and every single lesson that I've learned from them. And I just want to continuously honor them in every opportunity I get.
I would say those three things.
[00:10:23] Janis: I think that's awesome.
[00:10:25] Michele: I have to tell you that. I just love how you talk about your mom and Janice and I sat at the same table with you at the Pickering chamber dinner
[00:10:34] Janis: Almost right beside your mom. Yeah.
[00:10:36] Michele: guys seem so close. It is so heartwarming. And also I thought the art of being a gentleman was dead.
And then I met you and I realized it is not, you should teach all of your generation how to be a gentleman. It is so awesome.
[00:10:51] Elijah: Thank
you so
much.
[00:10:52] Janis: I agree. Elijah, how do you attract and retain customers? Do you have a lot of repeat customers?
[00:10:59] Elijah: Yeah, so we have a different types of customers. We have customers that they just want their cars done once a year. Yeah, absolutely. That's perfectly fine with us. We have others that are more consistent. They want to done every month, every 3 months. And what we're trying to focus on, which kind of goes back to what I was saying about the customer experiences.
We are in the process of creating a membership program. Where it incentivizes people to make sure that help them maintain the vehicle at an affordable price and just for them to enjoy all the perks that come with, for us, having a detailing company. So that's definitely something that we are striving and working towards.
We don't want to throw it out there without thinking logically and strategically how to do it. Because this is our first year having a shop. We used to be mobile
[00:11:45] Janis: Mm hmm.
[00:11:45] Elijah: then just the partnerships with other businesses that we've working on and have so far definitely has helped us to because we service some vehicles would do a lot of fleet cleaning work to and that's our, just our goal is just to partner with businesses, corporations, but also, work with customers and it's been amazing so far
[00:12:06] Janis: What are your specific marketing strategies,
To get the business name out there for , for customer retention?
What I'm looking for.
[00:12:16] Elijah: I think number one to be on this amazing podcast, that's one way to do it. And then
just,
[00:12:22] Janis: name out there.
[00:12:23] Elijah: yeah, a lot of networking. So boil it down to networking, going to, to meetings and chamber events and different parts being part of different parts of groups. I think that's what really has helped us to get out there.
And I think my first experience with more like marketing and branding happened and. The 2020 when Actually, in July, we cleaned like only one and a half cars like we did in my buddy's car. And then we did like seats for my other buddy. And I told my brother said, if we want to expand and grow, we have to do something different.
We can't expect the same results without changing anything. And we then decided to do some promotions on Pickerington Peeps and some other group on Facebook. And then from there, we got our name out there and it was like a snowball effect.
[00:13:16] Janis: I like the videos that you post, showing the cleaning process before and after. And, it's like you were saying earlier, it's rewarding to watch as you're scrubbing the, Hearing well,
[00:13:29] Michele: yeah, it's like hypnotic.
[00:13:31] Janis: Yeah, it's effective too, I think.
[00:13:34] Elijah: absolutely.
[00:13:36] Michele: You said that you want to partner with other businesses and work on their fleets. Is there a business that you have in your sites right
now?
That you are targeting to try to get their business.
[00:13:48] Elijah: There's a couple. So they're like meals on wheels. They were looking for volunteers at this luncheon. So I talked to one of their representatives, in contact with them and then just some other even local businesses.
I spoke with Kim. Barlag like from the chambers and said, Hey, is there any other businesses that, the Pickerton police, some other, maybe even schools, because, besides detailing, we also do commercial and residential cleaning. So it a lot of times can go hand in hand. so I would say there's a couple of those and then some dealerships too. That's something that we're playing around with. It can be tricky with them because they can, they're, so big they can, they want to push the little guy but not me. They can't, they're not going to push me around. But,
[00:14:35] Michele: What would you say are some of the common mistakes or pitfalls that aspiring entrepreneurs in your industry face, or should be aware of? Do you have
[00:14:45] Elijah: I think,
[00:14:46] Michele: to help them avoid the challenges?
[00:14:49] Elijah: Absolutely. I think number one that pertains to my industry, but actually any is communication. I harp with my brother and he'll be the first witnesses. I harp on communication so much because I understand 90% of issues can be resolved if you properly communicate with the customer, with the team members, with what the expectations itasm.
That's Customers say it wasn't happy and it doesn't happen a lot, but there's instances that does happen in every business Was that due to the service that we provided or was it maybe due to we didn't? Explain to them or communicate with them exactly what they're getting And so I think number one communicating with the customer to know exactly what they want let's say michelle you come to me.
Hey, I want my car detailed Well, that's very broad. What type of vehicle do you
have? Do you want just interior? Do you want interior next year? Do you need polishing? What type of package do you want that we offer? And, are we talking about flat? A lot of times we do more estimates just because we haven't seen the vehicle.
Those are the questions that we have to ask the customer. To make sure that they know exactly what they're getting and just communicating with them along the way. Hey, we're here to pick up your car and 9 a. m. and even give them a progress report. We're doing really well. It should be done by 1 30.
Constantly communicating with them, and then when it comes to specifically detailing or cleaning industry, I think, as much as experimenting is great, I would rather you should experiment new chemicals, new processes on either your own vehicles or vehicles of your buddies that allow you to do that because there's instances.
This is like super early on, though, not necessarily now where because of a lack of knowledge. We did something and we either, messed up the paint a little bit, or we, the plastic again, it doesn't happen often, but there were instances where that happened. We were, we had a team member and he, instead of spraying on the towel, he sprayed it on the plastic.
And so it was a very cheap plastic, so it faded and so we had to get a guy to fix it. So it's stuff like that. I would say, just making sure you understand the type of chemicals and you're using for vehicles.
[00:16:55] Michele: that's a good point,
[00:16:56] Janis: Elijah, could you provide us with some insights into the operational aspects of your business? Like , how do you manage the scheduling and logistics and the overall workflow?
[00:17:07] Elijah: Absolutely. So I think we've got a pretty good sense of how daily operations look for us and our capacity, at least at this moment. So typically with, depending on how many people we have working with right now, we have three, including my brother and my, myself again, It all comes down to understanding when the customer needs their cars.
So for example, we had this week customers, they dropped off their cars actually like a day early. So we had two customers dropped it off on Monday
night and then on Tuesday they picked it up. So in that case, you already plan ahead, okay, I have two cars, team comes in and say a nine, nine 15, we begin to work.
We you don't have a timeframe of, Hey, this needs to be done by say one or two and then prioritizing it accordingly. Helps and then the operations of actual detailing itself is we have a really good system that we use to making sure that we effectively clean every vehicle and essentially follow that with every person that we teach or train that way.
We get the same results regardless of who's doing it and yeah, and a scheduling. So a lot of times I'm doing the scheduling and then we are looking for platforms where people can just book online themselves, make it convenient, easy for them. But again, because of our hybrid business model, we do a lot of work at the shop.
We also do a lot of work in being mobile. And then we'll also do offer, pick up and drop off. So those are the things. That's why it is a typical booking. Like in your show, in your case, you have a one location. It's easier to have a booking system for you than necessarily for us at this time, but we're looking and we have looking to see what we can do with that just to automate it and make it simpler for people and for us.
[00:18:48] Michele: Yeah.
it would provide less friction and anytime you can make it less friction for the client is the best. Yeah.
[00:18:56] Janis: Yeah. Seamless. The most. Yeah.
. So Elijah, what are your thoughts on utilizing technology and innovation in the car detailing industry? Do you have any specific tools or software that's been beneficial to your business?
[00:19:11] Elijah: I'm definitely an advocate. I think with the way that our world is heading, like you to be on top of the chain, you have to make sure you understand technology and utilize it with automation. A. I. Et cetera, social media. And, again, a huge thing we do really, I think really well is the social media aspect.
My brother has done a phenomenal job with editing videos and, capturing the moments because he does a lot of the operations during the process. A lot of times I'm not in the shop every single hour. So he's there recording the processes and doing some really fun and cool videos. So I think that aspect.
Utilizing social media platforms, Facebook, Instagram, TikTok, YouTube to get our name out there, but also great bring exposure to our business. And then, again, we're working with a couple of with a person that kind of help us automate a lot of things that we're doing. So that's in the process.
[00:20:08] Michele: Cool.
There any trends or developments in your industry that you see down the pipeline or that you see happening right now? Okay.
[00:20:19] Elijah: I think definitely. So the mobile. Aspect of it has definitely been a especially with COVID more and more people being mobile And that's how we started. I think that's what really helped us get our name out There's because we were mobile when we traveled to you It was very attractive and it was it's still a great business model The only thing is when you scale being mobile, it's very difficult And that's why i've seen the trend and falling into it is if typically if you get a shop you're way more less mobile than you were just because you have all your equipment your Not really.
Weather is not a factor a lot of times. So again, Ohio is not too bad. High weather is unpredictable. We all know that, if you're in a place where it rains constantly, that can be a problem being mobile. So I think the mobile aspect, but also that's why we decided, Hey, we can offer pickup and drop off and then being mobile in cases and then shop.
So it helps us to really capture
The other trend.
Like the so the car wash concept
[00:21:21] Michele: Okay.
[00:21:22] Elijah: i'm not saying it's a newer concept, but the way they're doing it now is way different than it was before I know in upstate new york where we
used to live.
There's I think it's called delta sonic and it's they car washes It's almost like experience you come in you can get coffee And drive through it's really cool. And so I think that's the trend that it's going at And, we do a plan on, again, incorporating things like that to again, provide the experience with the customer for them to like, not just get the car detail, but again, having a good time or get a call, whatever we decide to do to enhance that for the customer.
[00:22:00] Janis: Yeah. So that's, that kind of goes to the next question. How do you stay updated to ensure your business stays relevant?
[00:22:07] Elijah: Yeah. I think it's just understanding the customer needs and how it's changing, the way you do business now is way different than, say 5, 10, 15, 20 years ago, just because of how everything is changing before. Or you might have a. You're You're at in the newspaper now
Newspapers are not out.
You could say outdated, still use, but not the same way that social media is and Facebook. And so that's a huge factor. Is because of technology, it allowed your business to be more visible to more people.
And because of the case where you want to make sure that you are on those places on Instagram, TikTok, Facebook, YouTube, other places to make sure that you stay relevant and then you continuously see what.
What's happening in your industry and you can mimic it in a sense, right? See, okay, if someone's doing this, let me see if I can duplicate it, do better and then just continuously having that creative mindset of, Hey, what can I do next to make sure that I can either be the trend sender or, trend follower, but you have to constantly follow with the river.
[00:23:15] Janis: So how do you approach pricing your services? What factors do you consider when determining the value that you provide to your customers?
[00:23:24] Elijah: I think it goes back to so in detailing, there's a couple of options. You have the person that's super cheap. Like very cheap you'll do it for the low and then but the quality of work that you get is not going to be
Anywhere near where you would probably expect or you'd want
[00:23:41] Janis: You
get what you pay for.
[00:23:43] Elijah: yes and I think a lot of people they have a you know a mcdonald's budget, but they want a steak So you
[00:23:52] Janis: Yeah.
[00:23:54] Elijah: can't really it's You can't really do that. So it's either it's are you willing to pay for the service? Great. If not, and I always talk, I talk customers, we're not the most expensive, but we're not cheapest because the work that we put into a vehicle, we want to make sure that first of all, keep the business running.
Make sure we get equipment paid.
[00:24:16] Michele: Thank you. Yeah.
[00:24:16] Elijah: team members, et cetera. And because sometimes people, I think that, Oh, they just do a quick vacuum, five minutes, this and that. Not necessarily like today. If we did a vehicle labor hours, it probably took 11, 11 labor hours.
[00:24:29] Janis: Wow.
[00:24:30] Elijah: but it was very filthy though.
Like it was, the customer knew. So it was a different situation. It doesn't always happen. But still, sometimes a car can take 2 3 hours with a couple people. Just because of how much time and effort we're putting into it. And I think that's why we are working on having membership programs that help maintain the customers at a much cheaper rate.
But it's hard to... So let's say, Michelle, you've never got your car detailed ever, and you come to us, and again, we can, we offer different packages, very thorough packages, and then from there we can do like maintenance packages.
But it's hard to jump straight to maintenance, just because we haven't never done it.
And even for newer vehicles, you still have to go through everything. So you can't just not go through it, just because it's, looks cleaner than. A different vehicle. So it's just the time, the effort and time that we put in helps help us with these price structure or services.
[00:25:24] Michele: So there's like a 1st time price and then a maintenance price. Okay.
[00:25:28] Elijah: Yeah, typically. And just because again, even in your vehicle, it can take a couple hours. So it's not that we're charging just to charge and it's taken us 5 minutes to do and we're charging them to X amount. It's just because first time takes the longest. It's Yeah, so thorough deep clean and then from there it's easier to maintain so I think that's how we were approached in it You know, it's definitely worked out But I think with us having a definite membership program will help us like you pay The same concept as a car wash, right?
You pay whatever package you choose and then you can utilize it during the month.
[00:26:09] Michele: I had an idea for you just now. A lot of people that I know are renting their cars out on. Is that how you say it? Have you ever thought about how you could market to them to clean their cars after they rent it?
[00:26:26] Elijah: So definitely. So that's something we haven't done too much with rental. So we've actually reached out to a couple of rental companies locally, and let's say they, they wanted. Us do you know The mcdonald's and the steak analogy. They wanted us that to do that And so I don't want to under as much as I will be willing to work with businesses and individuals like that hey, let's say you constantly are bringing a vehicle to me or vehicles We can work with something else that's affordable for you.
But by no means am I going to be taking advantage of because I don't think that's fair to the company to myself. So a it's a great area sometimes because as much as you want their business, but do you want the headache that comes with it?
[00:27:09] Michele: Yeah.
[00:27:09] Elijah: something that you have to choose and determine.
So I think that's something that I didn't really know the terror market is that big in Columbus. Maybe it is. I'll have to research it.
[00:27:20] Janis: I've never even heard of it.
[00:27:22] Elijah: Yeah, no, I've used it before. So I think even doing something for them. It's okay. Because they're constantly needing their cars done.
[00:27:31] Michele: you.
[00:27:31] Elijah: So from there it's easier to take you say you, Michelle, get it for two days, bring it as just to clean up, make sure for the next customer.
So I think that's a great idea to play around with that. So thank you.
[00:27:44] Michele: You went into building a team earlier, but I want to go back to it and I want to discuss the importance of building a strong team in your business. And how do you recruit, train, and motivate your employees?
[00:27:56] Elijah: What starts with communicating? What is the vision? What is the vision? What is the mission? Where do you want to go? How are you getting there? So communication is key initially and then from there It's just making sure that you're constantly checking in and checking out which can be difficult for People that are super busy and they have things to do but making sure hey Are you constantly checking on them not just for business purposes, but as like a person?
Okay, how's everything like just because again, they're human at the end of the day Yeah, they're maybe working for you, but they're a person have feelings that families have issues. They have maybe problems at home that you might not be aware of. So being there for them and communicate that I think that's something that can definitely help with that.
Something I'm working myself to do better and better. And Just making sure that you constantly,
[00:28:52] Michele: through
[00:28:52] Elijah: constantly remind them because we, we're humans, we forget and I think a constant reminder, it's very helpful for anyone, not just them, but like for myself or for even the people that are managing or operating a business.
[00:29:05] Janis: And if you set your expectations in the beginning, then there shouldn't be any questions later on.
[00:29:12] Elijah: Exactly. Absolutely.
[00:29:14] Janis: I know that you just expanded and went into a brick and mortar and you were mobile only before, but I, do you have any plans for even more expansion?
[00:29:27] Elijah: Absolutely. We're just trying to take over the Ohio and the U. S.
[00:29:33] Janis: So where do you see yourself in five years?
[00:29:36] Michele: Yep.
[00:29:37] Elijah: So we definitely, first off, there's going to be a vehicle or transportation for as long as we can, we'll be here on this earth. If it's flying cars, all those flying cars still needs cleaned.
So we know this is definitely a good and lucrative business to be in. But we want to franchise out and grow to different places and states we've had actually, I had people call me and reach out to me from different states that they knew that we're doing it and the K I'm thinking of expanding or starting my own detailing.
What do you recommend? So we're having a person fly in from Atlanta in August and we're gonna do some training with them. So that's something that we're definitely gonna offer. Hey,
[00:30:21] Janis: Maybe
[00:30:21] Elijah: grow the business?
[00:30:22] Janis: out or something.
[00:30:24] Elijah: Absolutely. So that's something that's. It's again, it's not as easier said than done, but it's that's how you know true wealth and true expansion What's gonna happen
[00:30:34] Michele: Yeah, you could also license out your name too, want to fully franchise. Yeah,
[00:30:40] Elijah: Yeah
[00:30:41] Michele: that's exciting.
[00:30:42] Janis: yeah, that's exciting. I can't wait to follow that journey. So what advice would you give someone who's considering starting their card detailing business?
[00:30:53] Elijah: I think you have to ask yourself Why are you getting into it? Is it for money purposes? Is it for to provide for your family? And I think that will really determine? You're not 100%, but it will forecast your level of success because if your motivation is just money, you're going to keep chasing money for the rest of your life.
What people should focus on chase your purpose and what are you meant to do on this earth?
[00:31:23] Michele: Okay,
[00:31:23] Elijah: And that's a tough question, 100% for anyone, but I think for them starting out as a K, even though for example, detailing, I could have never imagined I would be in this industry five years ago. But I think.
It was presented to me. I took advantage of it and I continuously was diligent with it and I'm reaping the rewards a lot of times because of it, but it's more so not necessarily focusing on. Hey, I want to start a detailing business. Hey, I want to make a difference and how can I do that? That's where the focus is.
And that can look like in the detailing issue. That can look like for y'all, businesses. So I think it's identifying what's motivating you to start it. Because there are going to be moments where you do want to give up, you want to quit, you want to throw in the towel, and if your motive, if your why is not strong enough, you will quit. And so it's so how much are you willing to sacrifice to get what you want? And what is your why?
[00:32:21] Janis: Awesome.
[00:32:22] Michele: tell you what, it took me a good 7 years of being in business before I learned the stuff that you're talking about. So you're ahead of the game.
[00:32:32] Janis: Definitely.
[00:32:33] Michele: Yeah. I don't know if you're a big reader or not, but is there a particular book that you give out the most or that changed your life or made a big impact on you?
[00:32:44] Elijah: My nickname is Aristotle. No,
[00:32:46] Michele: Oh, really?
[00:32:48] Elijah: I'm just kidding. I'm just teasing. I definitely, so I enjoy reading. It's harder for me because I'm such a on the go person. That I've started to very value the reading in college. Like in high school, I wasn't much of a reader, though I enjoyed it. I would get almost stuck in the, in this moment of, oh man, this is a great story.
I would say number one is, as I was saying, I'm a person, a face of the Bible, definitely a book that I helped me with. It's a moral compass. It's the foundation of who I am. That's definitely number one.
And then the second book would be Atomic Habits by James Clear.
[00:33:27] Janis: Look.
[00:33:28] Michele: was, I think that was brought up once before already.
I gotta get it.
[00:33:33] Janis: I just bought it.
[00:33:35] Elijah: nice. You're going to love it. And he's actually, he lives in Columbus.
[00:33:40] Janis: Really?
[00:33:41] Elijah: Fun, fun, fun fact is,
yeah,
[00:33:43] Michele: we'll have to get him on this podcast.
[00:33:45] Elijah: He's he's pricey though. He's probably. Six figures, that's it. Yeah. But
[00:33:51] Michele: a little over our budget.
[00:33:53] Janis: That's not in our budget, no.
[00:33:56] Elijah: , it comes from not just a more scientific aspect, though, does have a lot of science in it.
It shows you practical steps that you can take to help develop good and healthy habits. So what he focuses on in the book is tiny changes. Big make big results. So bring on bring results. That's what the atomic habit is a paradox You got atomic and then habit. So i'm a great read and then I would say a curious mind by brian glacier.
That's a book. I think he's a movie director. He's done
[00:34:31] Janis: It was made into a movie, wasn't it? Yeah.
[00:34:33] Elijah: I think so, but he's a movie director done a bunch of famous movies And so What he did is that curiosity is one very underrated skill to have because curiosity can bring in a lot of innovation can bring a lot of thought provoking ideas that can help you steer you in the direction and what in the
book he what he did was he interviewed a bunch of people from different types of industries and asked them different types of questions and was very curious to learn about them and learn who they are what they do and that really helped me because in college when I was a capital, I did a project like that, where I essentially it was about the characteristics of C suite leaders, like CEO, CFO, C, so what I did is I interviewed about 15 similar concept like this over zoom and I had asked them questions that book was really like helped me with the project, but also for me to always be curious and always be a student.
[00:35:34] Janis: So what purchase of 100 or less has most positively impacted your life in the last six months or in your recent memory?
[00:35:45] Elijah: Less than a hundred. I'm typically dealing with a couple million, but...
No. I'm just... I'm teasing. I'm
[00:35:51] Janis: I know.
[00:35:52] Elijah: , I don't buy a lot of things. I'm not a huge spender. I love giving, like giving, like I, I definitely love giving, like I would do anything for my parents and for my family and friends. But I would typically won't buy that to myself.
I'm learning how to buy things and how to really enjoy, okay, treat yourself.
This year I started dating and first ever relationship and , when I first asked my girlfriend, Jennifer, she's amazing. Shout out to her.
I gave her a picture frame of cause she got water baptized. So at church and then the picture frame of the certificate and then of her. doing the baptism. And that meant so much to her and that was just like a purchase that I made for her. Hey, this is just something that you remember.
Cause this was a monumental moment in your life. So that was, I would say one purchase.
[00:36:41] Janis: What is one of the best or most worthwhile investments? You've ever made.
[00:36:46] Elijah: I would say networking and investments. What I mean by that is building relationships with others that have been where you've been, that have seen life, experienced life. Because at the end of the day, I don't know life. I know a little bit, but I need to learn more. And so connecting with individuals that They have been married for 30 years.
They have a business for 10 plus years, 20 years, 30 years. And just learning from them. I think it was a great, really great investment that I've done in my life to be able to
[00:37:18] Janis: Investment doesn't necessarily have to be monetary. It could be invest your time or
[00:37:24] Elijah: correct. So that's one thing. And then I've traveled to different leadership conferences, John Maxwell, and definitely investing time in like on YouTube, listening to different podcasts, reading books and just, and having.
Self analysis moments where it's okay, where am I in life? Is this am I happy where I'm at? Where can I be in the future? So I think just really valuing the time spent on The relationship to yourself and investing in those to grow as a person
[00:37:56] Janis: Yeah. In the last five years what new belief or behavior or habit has most improved your life?
[00:38:03] Elijah: Just being a habit of just intentionality and what I and i'll expand what I mean by intentional is being intentional about your life Because a lot of times we get so busy and we forget hey, like this is a temple. This is a This is not a machine, right?
We're not robots. We're going to make sure we take care of ourselves so I think definitely being aware of those and then Taking strides towards improving that in the health thing like i'm reading a book now. It's actually right here it's called breathe breathe the lost art of breathing and so it talks about how we as humans Are actually supposed to breathe through our nose when we sleep and we do things and it's actually the many benefits that come with that and a lot of people are mouth breathers and again just that's by me being self aware is hey I want to improve this area or so but that doesn't come if you're not self aware so I think just investing my time into self reflecting and then
incorporating different habits you know make sure you work out make sure eating make sure your relationships are healthy.
And constantly just checking in on those things. Something that I've been really, because I've gotten older and graduated high school, the past five years really have been helpful and monumental for my growth in my life.
[00:39:25] Michele: . I wanted to jump in real quick and then you can ask that again. I'm talking about the mouth breathing and the nose breathing. I do know how important it is to nose breathe, but I saw online. There's this segment of people that buy a product called hostage tape. Have you heard of this?
[00:39:44] Elijah: yeah, I actually, I take them off sometimes when I
[00:39:47] Michele: Do you? Okay. To help you breathe through your nose?
[00:39:50] Elijah: And I'm a decent nose breather, but like when I sleep, I notice that I'm being a little too much through my mouth. So I actually, I have tape here. I'll show you.
[00:39:58] Michele: Do you?
[00:40:00] Elijah: It's a, it's like a three M tape. There's like special ones you can get, but
[00:40:04] Janis: I've never heard of that.
[00:40:05] Elijah: Re reading that book. Yeah. And
[00:40:08] Michele: Okay.
[00:40:09] Elijah: I'm not done with it fully, but it just shows you like how breathing is something that, oh, and just breathing, but it's you can't live without breathing.
So it must be important. And it just, a lot of different. It's the author is James Nestor, so he's been like a whole traveled around the world and talked to people that like why are they healthy? Why? And a lot of it can stem from breathing. I think it's something that people have understood how to properly
breathe and it's pretty cool.
[00:40:38] Michele: as a massage therapist, I'm really interested in that because it's wellness. So I'll have to get that book.
[00:40:44] Janis: Yeah, so Elijah, do you have an unusual habit or an absurd thing that you like to do?
[00:40:52] Elijah: Sure thing. I'm a wild man.
[00:40:55] Michele: Oh, Okay. Okay. Cool.
[00:41:13] Elijah: like a cultural thing. So I love the sauna. I love spa in general. Like sauna is very like a cultural thing that we do.
It's not like a 10 minute experience. Typically I can be there A couple hours, but you do it in session. So don't think i'm in there for two hours It's more so i'm there for 15 minutes go take a cold shower jump in the pool and come back to the sauna
So that's something that I do
[00:41:35] Michele: We're going to have us to saunas in our new location. FYI. Okay.
[00:41:39] Elijah: Reach out to me. I'll help you how to do it properly so To get the best out of it. So no, but it's a whole i'm telling you like if you research it Like look up like ukrainian saunas russian saunas. It's a whole Array of different things that you can do and
[00:41:57] Janis: so
you open your pores and then you jump in the cold and then you close them and then reopen and
shock your pores.
[00:42:04] Michele: Yeah, and you're like, making your heat shock proteins really strong and you're going to be so healthy for so long you're going to live to
be 150.
[00:42:13] Elijah: Exactly. I actually bought like a little mini in home sauna, too It's like a portable one. I seen it
[00:42:20] Michele: Oh, does it like stick your head out?
[00:42:22] Elijah: No, it's actually it's six feet tall. It's one fits one person.
[00:42:25] Michele: Okay.
[00:42:27] Elijah: It's it's called sauna box. That's the company name. So again, it just shows you my dedication towards sauna other habits.
I'm trying to think there's probably a lot of things I do that's coming weird, but it
[00:42:43] Janis: We all have our weird moments.
[00:42:46] Elijah: yeah. Oh, actually hold on.
There's one. So when I saw I love food. So food is my love language and one thing that I. You should do a lot, maybe not as much now. I would, let's say you have like potatoes, salad, chicken, etc. Like a couple of items on your plate. What I would do is I Leave a little bit from each thing and then eat it all at once at the end So like you say you eat everything and then
like you leave a little
[00:43:14] Janis: bite.
[00:43:15] Elijah: Yeah, it's just and you bite.
It's like I used to yeah,
[00:43:18] Janis: I get that. I get that a hundred percent.
The
[00:43:22] Elijah: we're on the same page
[00:43:24] Michele: love it. When you feel overwhelmed or unfocused, what do you do? Are there certain questions you ask yourself in those moments?
[00:43:33] Elijah: I think everyone has experienced that at least one time in their life.
[00:43:38] Michele: Or a
[00:43:38] Elijah: I think just or yeah, or every day,
[00:43:42] Michele: Yeah.
[00:43:44] Elijah: I think one thing that really helps me is just to talk it through with people that I trust and love and to explain to them what I'm experiencing, going through and like taking a deep breath and analyzing, okay. So where am I allocating my time and doing things like going to the sauna and traveling, which I like to do help with that. But if you feel overwhelmed and I think in those moments where you do feel overwhelmed, just always, I always look at the bigger picture. I look at the bright side. Again, this sucks right now, but it's going to be okay.
So constantly reminding myself that. In life, you're not gonna be dealt the best cards, but you just have to make sure that you're diligent and not throw them away and just continues to get better and improving because, a rainy day is going to come. So either pot about it or get an umbrella and prepare for it.
[00:44:40] Michele: Speaking of a rainy day. Can you remember a failure? That you had that set you up for later success. Or a favorite failure. Yeah.
[00:44:53] Elijah: Yeah, I think failure is a necessity for anyone. If you really want to get better, because if you don't fail, you don't appreciate the value of the journey. I think the experience I was telling you about in July and 2020, where we only that 1 month, we did like a car and a half. Yeah. That was definitely something that was monumental in helping us really launch and go forward into our business and expand.
And then I would say failure. There was a couple of times where, we didn't meet the customer's expectation. There's one in particular customer. She, we
did a good job, but it was again, where Timothy and I were young. So what happened was we. We're scheduled to come clean, let's say Wednesday night, or like Wednesday at 3.
And the two, the first customer's cars were so like filthy, so dirty, that I like postponed it. And then we literally came there at 8pm. It's hey, I'm sorry we can't. We can do it, but it's can we just do it in the next couple of days? And so we show up and again, the communication about the price wasn't really on my end, I did not do a good job.
And then Tim and I was almost arguing at the customers, not in front of them, but at the end, like ourselves, even in a different language. But, you can still see the tones.
[00:46:15] Michele: vibes.
[00:46:16] Elijah: yeah, and then, and so she sent a really long text message saying, you guys did a good job, but I'm a business owner, I understand this and that.
Very humbling text. And at first I wanted to respond like, hey, here's excuses. But what I did, I was like, you know what, I'm going to take it in, and I'm going to
[00:46:33] Janis: Gonna own it.
[00:46:34] Elijah: own it, apologize and say, hey, I'm sorry, we're learning. And she was like, even shocked how I responded I did not expect you to respond this way.
And then after that experience, she's been using it ever since.
[00:46:43] Janis: I
[00:46:44] Michele: Silence.
[00:46:44] Elijah: And so I think that's one, one situation where I always pinpoint and that I told them, I said, thank you for sending me that text message and for saying it how it is. It really helped us. And then another
experience would be, we did a little, this is earlier.
And when we first started, we did a little quick detail onsite detailing with a vendor in Pataskala and like very cheap. 30 bucks, 40 bucks, nothing crazy. And there was a couple of people like that afterwards, I complained. I'm like you get what you pay for. And in the moment where it like a sound like, Oh, we're trying to make it right.
Make sure, bring out peace. And then the person that at the vendor event or the owner of the vendor place or the retail shop, he said never forgot this. He said, Elijah, the success of your business is not what you say about it. It's what other people say about it.
[00:47:36] Michele: Okay.
[00:47:37] Elijah: And that really. I was like, wow, that is so true.
Cause we tend to over exaggerate our own success in our own how well we do, but what are other people saying? And that really helped me in that moment where it's it wasn't comfortable and it sucked. We quote unquote failed because we didn't meet our expectation to realize that it's important that what the customers are saying, that's a lot of times can be true.
[00:48:04] Janis: They say that failure is the first attempt in learning. F A I L. First attempt in learning.
[00:48:12] Michele: yes. Silence. Yes.
Yes, I agree. We become stronger in the failure parts.
[00:48:19] Elijah: absolutely.
[00:48:22] Michele: On the flip side, tell me your proudest accomplishment.
[00:48:28] Elijah: Proudest. I think definitely getting the place that we have definitely won a very proud moment because we've been wanting a place and we've been looking and searching and it can be difficult and just the way it
worked out was phenomenal. We live super close to it and the owner was very gracious and helpful and resourceful.
That was a blessing. That was one proud moment. And I think there's a couple of customers where,
[00:48:57] Michele: Silence. Silence.
[00:49:04] Elijah: There's a couple of moments where we detail a customer and they use that vehicle for a funeral.
Or use different, a moment that was very sorrowful in the, in their lives. And just to be able to accommodate and go above and beyond to help them was very wow. Like we, we helped, even though we didn't, we can only do so much in regards to, send our prayers and condolences.
But the fact that we're able to help them make sure get their vehicle looking nice was something that was like that's a great moment to have.
[00:49:39] Michele: Silence. Silence. Silence.
[00:49:54] Elijah: you that people care about you and especially if you're intentional about your life and as a business, you want to make sure you are in the community and that has been very just amazing.
Oh it goes back to us getting nominated. So with that That was definitely a very proud moment. I did not expect that at all. And then a huge shout out to pick town for that. ,
[00:50:20] Janis: it was a well deserved nomination.
[00:50:22] Elijah: thank you. Thank you.
[00:50:25] Janis: Elijah, what motivates you to work hard?
[00:50:28] Elijah: My faith and my family, they're the driving forces of who I am. And, I might fail and fall a thousand times, but I promise you every single time I'm getting back up and I'm going to work even harder.
[00:50:40] Michele: Silence. S. X.
[00:50:41] Elijah: And I just live by those things because it's nice to have cars, it's nice to have businesses, it's nice to have vehicles, but what happens when that's taken away?
Who are you? And I had to really answer that question very early on in my life. And I understood that faith and family are two things that can help you.
[00:51:02] Janis: Awesome. Do you have a current passion project that you're working on?
[00:51:07] Elijah: Passion Project. That's I can be here an hour explaining about different projects. I can work on.
[00:51:15] Michele: I want you to talk to us about the 1. you told me about Daniel. Let's dating. Tell me about that 1. how are you doing on that?
[00:51:24] Elijah: that's again. That's more of a that's fun that you mentioned that
[00:51:28] Michele: Ha! Ha! Ha! Ha!
[00:51:34] Janis: Like a dating service or
[00:51:35] Elijah: Yeah,
[00:51:36] Janis: dating or something.
[00:51:37] Elijah: not necessarily, it's more, it's a service. So essentially you would hire me and I help you. Coordinate and organize your date and not just hey, you're going to the restaurant, but it's more so like we can do it adventurous.
We can do different clues around town because that's what I did when I asked my girlfriend out, I did like different clues throughout the process
[00:51:59] Janis: I love that.
[00:52:00] Elijah: yeah. And then, Danilets dating and just, it rhymes and I like it.
[00:52:04] Janis: Oh, I love it. It just flows. I love it. Do you know, there was a Hallmark movie about that, and it was, and they had different stops in the city, and there were clues, which led you to a location. You had to figure out the location, then you go there, then you get another clue.
[00:52:22] Elijah: Absolutely.
So it's Like that. And that's what I did. And I'm like, the amount of joy and just pure amazement you can bring with that. Because again, I
done a lot of escape rooms and so I think that was probably definitely why because I've done so many cool gifts before like you have to literally unlock this lock to open this to get your gift.
You got to work for my gifts if I'm going to give it to you. So I think, that's something that's in the works and I potentially even this might be more like down the road, but like opening actually like sauna. As a business because Columbus has a lot of like Slavs and Russian speakers and people that would really enjoy like an actual authentic sauna,
that's something
[00:53:06] Michele: so that's who I need to market to for my
new son is, huh? Silence.
[00:53:10] Elijah: Yeah,
[00:53:11] Michele: Maybe I can have you write me a flyer in
[00:53:13] Elijah: I got you
[00:53:15] Janis: Yeah, I got it. Elijah, do you have a skill that you'd like to master?
[00:53:19] Elijah: I think the art of communicating something I really love
communicating, love speaking, love doing stuff like this. This is pure joy for me to definitely want to master that to be an effective leader and effective communicator. Because if you can communicate, you're able to do a lot and then just be an effective leader too. Make sure that I am a great example to my business to my family to my future family to those around me And I just want to you know master the art of leading and being make sure that i'm doing it in a way That's doesn't seem like i'm distant that i'm actually running there with you. I'm just you know, pushing you along the way
[00:54:01] Janis: Your present. Present in the moment.
Is there one thing that you'll never do again?
[00:54:07] Elijah: Never do again. I'll honestly, I'll probably never do that. The vendor event I did with quick onsite detailing in that the way I did that, it was just like, not a good experience for us. And because. It didn't show us like what we're capable of and so I think the way we did that, I was like, either I'm doing it for free for people or I'm more so doing it closer to, the price range that we feel that we need to charge because we did a vendor event with, so I do pickleball, I do coaching, playing tournaments and pickle and chill on West Henderson Road.
It's a new pickleball indoor facility. They had their grand opening of outdoor courts and so we were there detailing all day. So we didn't do our super thorough details like we typically do, but we still, sometimes it could take an hour per vehicle, but all 4 people working on it. And again, we adjust and learn from that experience of because you're going to have people that are just super picky and over 20 bucks.
And so I was like, you know what, we're going to stay away from that.
[00:55:08] Michele: Do you believe in the power of manifestation?
[00:55:13] Elijah: I think. Manifestation again, it can mean different things to many different people. I do believe. That our words have power, I believe that. Every word, it would be a counter for and I think most people don't realize that the words that we speak and the thoughts that we have can really determine the life that we create.
And so if you stay there telling yourself, I'm a failure at this, I suck, I can't do
this. Then that's going to really reflect in your life. And I think, again, thoughts, we have different crazy thoughts all the time. And but even then controlling your thought life. Making sure that you don't constantly believe those thoughts, especially if they're negative.
And I, again, a hundred percent, like I believe that. And that's like where my faith comes in. It's, there's an element of that too. Faith is,
[00:56:05] Michele: Okay.
[00:56:05] Elijah: It's not faith by sight, right? We know that the wind is here, but we can't really see the wind, but we feel it. And I think that's an element of faith, that people, they want to see the thing, but they're not seeing it, so oh, it's not going to happen.
It might in time, you just have to be patient.
[00:56:23] Michele: It's beautiful.
[00:56:24] Janis: Yeah. Elijah, what is the first step you take to achieve a goal?
[00:56:29] Elijah: think the first step is believe that you can achieve it. I think, tell myself, Hey, this is going to happen. And then from there, do a reverse psychology and reverse engineer. Okay. So how am I going to get there? This is what I want. How am I going to get there? And then just have a plan in mind.
It's here's what I need to do. Here's what I have to. where Accomplish people have to talk to and then just you have to just go do it. I think Businesses, it's not for those that want to sit around and wait for things to happen. You have to make it happen and
[00:57:01] Janis: Yeah. So Elijah, tell us and tell everybody listening how they can find you.
[00:57:07] Elijah: You can find me on instagram facebook at elijah Danilets That's my personal
[00:57:15] Michele: Spell that
[00:57:15] Elijah: .
So it's D A N I L E T S. So Danilets, but for business wise, it's Danilets Detailing on all platforms. Instagram, Facebook, YouTube, TikTok. So Danielets Detailing.
[00:57:32] Michele: Awesome. Danny, let's
[00:57:33] Janis: So our guest today has been Elijah Danilets with Danilets Detailing. Danilets Pickleball and
[00:57:40] Elijah: Danilets dating.
[00:57:41] Janis: Danilets Dating coming soon to a city near you. I want to thank you all for listening. And if you'd like to be a guest on our podcast, contact us at guest at cosmosandcommerce. com. I'm Janis Francis,
[00:57:58] Michele: And I'm Michele Cook.
[00:58:00] Janis: and thank you all for listening.
See you next time.
[00:58:04] Michele: Thank you, Elijah.
[00:58:06] Janis: Thank you.