Speaker 1: Thomas, a very, very warm welcome to the show.
Thomas: Thank you, a great honour. I’m looking forward to spend some time with your folks, I understand they’re all around the world, so I’ll try to mess with everybody equally, no matter what country they live in.
Speaker 1: We appreciate that very much. Now, I wanted to get you on today and I know there’s any number of topics that we could’ve spoken about today, but specifically, I’m hoping that we can focus around the topic of social media marketing.
Now, I read that you had actually said that clubs should spend 100% of their marketing budget on social media, is that correct? Am I correct in saying that?
Thomas: Yes, even though two years ago I would’ve hesitated on that, but we’re finding all types of gyms, even the, considered the mainstream big box type gym, the 50 000 square feet or 5000 metre gym is just as equally now kind of trapped by the social media aspect, you have to do it. The smaller gyms, the new next generation training gyms are budgeting on those about $3000 per month, and it works 3000 pounds, 3000 euros, no matter where you are, Australian dollars, it’s all about the same, and we are committing 100% of what we’re doing to social media, and it works, it’s proven, the market that we’re chasing for most gyms lives on social media. We know that, that’s where they are, the type of client that we want and we’re targeting them as specifically as we can.
Speaker 1: Do you find that, that 100% applies, regardless of the demographic that the facility’s actually targeting?
Thomas: If you’re a lower end gym, meaning you’re chasing that … You’re the alleged value gym, you’re the nine or 19 dollar person, you’re not gonna likely find your person on social media. That person would be old school, traditional, direct mail, some advertising. Of course, there’s the exception to every rule. I have some very successful training gyms that actually do full pages in local magazines, which breaks our rule, but they’re one of the exceptions to the rule in that case.
There’s two sets of clients that gyms appeal to, you’re either the, as they call, NEO … I think one of the better books I’ve ever read in the last 10 years, it’s on marketing, it was called A Hundred Thirteen Million Markets of One, crap name, but a very, very good book and-
Speaker 1: … Sorry, who’s the author of that, Thomas?
Thomas: I don’t even remember that person’s name, but it’s-
Speaker 1: … It’s alright, I’ll look it up.
Thomas: Yeah, A Hundred and Thirteen Million Markets of One. And he divides the [inaudible 00:02:38] western, any civilised, westernised country, there’s two types of clients. There’s one third in our country, in the States, one third of the people, they’re called NEOs, they’re people that live on social media, they’re a little more sophisticated client, they support traditional training gyms, they don’t care so much about the price, they care much more about what they get for the money. They’re the people that eat, traditionally, nicer restaurants, will buy a decent bottle of wine. They’re the person that would have three or fur different Apple or Mac products, there’s a whole grouping that they’ve put together.
And two thirds of the population in most markets that look for bargains, they’re cheap, they’re traditional person. I think where mainstream people really mess it up right now is that they assume … They market price to everyone and there’s a lot of people that have a certain degree of money that don’t wanna set foot in a cheap gym, because there’s no people like them in the gym. And if you have money, any degree of money, price is not your deciding factor, it’s, “What do I get for the money?”
So we’re taking … The people that we want live on social media, according to this thought process and these are the people that we chase hard. The average person in this group is on Facebook, something like 56 minutes a day, they’re on Instagram 32 minutes a day. We know where they live, we know what they make. And it’s usually the one third of our population that surrounds our gyms, so we chase that person, but they do not respond to traditional media, they do not respond to traditional marketing. They don’t respond to direct mail, newspaper ads, they don’t care about any of that stuff ’cause they’re not looking for bargains, they’re looking for what’s next, what’s quality, where am I gonna get the most for this, how am I gonna solve this problem about my weight or my health.
So that type of client lives on social media and that’s why we’ve put so much emphasis in targeting that client.
Speaker 1: Thomas, I’d like us to talk about the different stages of buying a membership, so putting ourselves in the shoes of a gym owner or a facility owner, can we really break this down quite specifically and perhaps you can talk us through how we can actually use social media to market prospects who are at different buying stages?
So starting off with people that are considering starting a new programme?
Thomas: If you look at, in the States for example, there’s 19% of people that belong to gyms, that’s 81% of people that hate gyms, have never been in a gym, have had very horrible experience in a gym. Australia, I believe, it’s about 12%, UK is probably 10%. That fitness is still a wild and booming potential business. The problem that most gyms make is that they only market to the people that already understand fitness. It’s literally you’re trying to price somebody at of somebody else’s gym and bring them to your gym.
Marketing, the first thing you have to do is, “Okay, who am I chasing? Are they a member of a gym or not?” Most of the time, the answer is, “No, they’re not.” So, when you market something like a price discount or something like that, you’re assuming the person’s already made up his mind, but in your country, approximately 88% of the people don’t even belong to gyms, so price has no bearing on their willingness to even consider joining a gym. There’s nothing in it for them, they’re not to the price point yet.
So first basic rule of marketing is it should develop future interests for your gym, it should talk to the people not into the gym. And overcome those barriers. So we’ve found simultaneous tracks in most of our client clubs around the world. I have clients in 31 countries now and I do workshops at least in four to five different countries a year. And when we reach out to people, we really chase them from somewhat of a different angle, we assume that that client either has zero experience and then we run testimonials.
If I have a successful gym in London with a 1000 clients or 500 clients or even 300, I’m gonna let those clients speak for me because they speak to the 90% of the people that never set foot in a gym. If this 40 year old female that’s 20 pounds over weight has not died in that gym and she speaking highly and her life has changed, I want her to be the front of my company. So everybody kind of ignores that, they neglect the fact that you have successful clients that can speak for you.
For the people who are in the gym, we run six weeks or 21 day or 15 day short term programmes because those people that respond to that are somewhat familiar with the gym, they’re not terrified of the gym, they probably have belonged to a gym or even currently do, but they’ll show up at your gym for a six week type of makeover programme or something like that. By using a shorter term trials, a more aggressive trial, we speak to the people in the gym, by using a softer trial, like a 30 day and speak to the person tied to testimonials and one minute videos on Instagram, one minute videos on Facebook. All those types of things, that we can actually chase both markets and hit people from two different stages at their willingness to join a gym.
Speaker 1: Thomas, how about when it comes to actually converting people, and this is tricky one, converting people who are members of other gyms?
Thomas: We love ’em. There are many times, that’s where most of the modern training gyms, there’s clients … I have a number of clients that travel and teach with me. I have a guy, Rick [inaudible 00:08:06], that’s been to Australia a number of times spoken, but he has 7500 square feet, about 750 metres and he has right around, I think, 400 clients now, but he did 2.2 million last year. The Frank Nash’s, a guy with 5500 square feet, 550 metres and he did about 1.7 million last year with 350 clients.
Their marketing … What they’re trying to accomplish is far different than what a mainstream gym would try to accomplish, what they’re trying to do, how they’re trying to bring people in, who they’re talking to specifically, changes dramatically. So they’re definitely … They’re running separate business plans and separate ways to approach the client and think about the client.
If I’m those guys, I’m stealing from the mainstream gyms, because if there’s a gym 50 000 square feet downtown Sydney, perhaps an old Fitness First, and they have 3000 members, probably 10% of those members are people that are unhappy in that gym, that want training, that would thrive in a small mainstream training gym. And I’m gonna steal those people all day long, because I can provide, with 400 clients, better service than they can, in a gym of 3000 people, because they don’t want all the space and equipment, they want the advanced coaching, they want the coaching experience.
So yeah, we’re raiding gyms all day long, because there’s so many people unhappy in the product they bought, they’re willing to come to us.
Speaker 1: Thomas, you mentioned earlier about posting, I think you said, one minute video on Instagram, can we just dive for a second into video testimonials, because I think that a lot of owners are unsure as to how long those testimonials should be and I know you sort of said like a quick hit one minute, so talk us through, if we want to showcase those results that you were talking about, what … Is there an ideal length of video? We assuming that it should be video over photos, when possible. How should they best showcase those results?
Thomas: Well, let me answer that by … Back up just a step. Those are one of four to six things I would have floating every month. So if I think of my market as somewhere either by postal code or distance from the gym, usually seven to ten miles, or going up to maybe 10 k for the people who think in those realms, if this is a lake and I get up in the morning and set a little paper boat and just put it on the lake and the wind blows it, well that’s a Facebook post. And it just takes off and Facebook sends it. I’m gonna probably boost that by mileage from my gym or by postal code, depending on where I live, if I’m in the city postal code, if I’m more rural miles or more metro, meaning suburbs, I’m gonna send it out there.
And then, I might send another one out and just set it in motion for a week. And so, I might send a testimonial that goes for seven days, for say, 10 dollars a day to boost it. I might do a fitness tip that goes for three days and it goes out for five dollars. I might send a 21 day shred that goes out, I might send a recipe, very nicely done, nice video on that. And I’ll send that out. I might leave that out for a full seven days.
So, during a month’s time, I always have somewhere between four to six different little boats floating on that pond, so to speak, and they’re just taking off all over. The thing is the wind blows each one different ways, so if there’s 100 thousand people on Facebook that live within a ten miles or somewhere between six to twelve k from there, if I’m looking at that, then I just keep these constantly in motion all month.
If I have one that’s strong, I might boost it for an extra five dollars a day, because it’s drawing people back to my website. If I have a weak one, I might take it down in three days and put up a fresh one that goes out for another seven days. So the skill set in social media marketing is, “Can I keep all of these floating at the same time for 30 days?” And if you think about the little pond analogy, then I’ve got boats all over the pond, but they don’t all go together, they just fit everywhere. So I’m hitting everybody in my market, from different angles, for the full 30 days.
So my goal is to try to just suck the oxygen out of my competition, if I just absolutely … It’s hard for them to compete, especially if they’re only running one thing or they’re trying different things, because I could actually destroy them. I just take the oxygen out, to the point hat they can’t breathe in the marketplace, because every time somebody picks up their Facebook, there I am, with a testimonial, but I’m not in their face. There’s a nice recipe, with really no sales pitch back to the club, just click, go back and sign up for a 30 day trial.
So that said, my videos are a big part of that and those have … We shoot those as a minute, because Instagram, as of today, says you have to be one minute. So when we shoot them and edit them, we just shoot them for that and Facebook. So we just download them directly onto Facebook, directly on Instagram, but to keep the editing short, we just do them as a minute.
And if you wanna see good examples of these, let me give you two of these and your readers can go anywhere in the world and look these up. One is a place called Seacoast, S-E-A Coast Kettlebell, and they are in a place called Dover, New Hampshire, which is a Northeast part of the States, Seacoast Kettlebell. When you look at them, go to the website, hit every button, look at every video, and just [inaudible 00:13:42] on the site and then look at how they get people from Facebook and Instagram, which is the only two that we recommend, how do they get people from Facebook and Instagram back to website.
And then go look at a place called Results Driven Fitness Systems, Results Driven Fitness System, and do the same thing. And look how people are taken from Facebook and Instagram back to the website, the Results Driven people actually have something called the People in Fitness, which is a very strong … So answering your question from previous, that people on there are old school photographs, with three paragraphs of copy and you gonna see the Seacoast guys are a little more video driven, so you’re gonna see two different approaches, but both gyms are very successful financially.
The Seacoast guy does about 1.3 million in a town of 30 000 people. I would also look at Frank Nash training systems, he’s changed the name to Stronger Personal Training, so you gonna find any of them, Frank Nash, Stronger Personal Training and he is doing heavy testimonials and videos, for example, on recipes and he has maybe 400 clients now and again he’s doing about 1.7 million, probably do 2 million this year, all of them are social media exclusively, all of ’em are driving them back with the use of testimonials and a combination of some type of shorter term intense trial.
Speaker 1: Thomas, you mentioned in there that the two platforms that you recommend are Facebook and Instagram.
Speaker 1: And about 12 months ago, we had Sue B. Zimmerman on the show, the Instagram expert, and we talked about the importance of utilising Instagram for marketing your fitness business. And at that time, Instagram Stories was just kind of being established and there’s been a lot of development since that time. What’s your thought on utilising Instagram Stories for business promotion?
Thomas: They did that … For one, they just crushed SnapChat with that, that was a back breaker at that point, but we like it. Instagram is under 30, traditionally, as I said before, the average person is, in our categories, is on it about 32 minutes a day. So the strategy is different, you’re targeting something that’s a quick visual, gone, so if you’re gonna do something like Story, which has, obviously, a finite limit on it, I’m still gonna post those early in the week, and then again on Sunday, because we do get a certain people that’s more leisurely kick back a little more on the weekend versus, in their business life, although earlier in the week.
So I like the tool and it’s a wonderful tool, but I still can’t neglect on there the fact that I have to put stuff up there that lives for a little longer, that can be boosted and promoted for a little longer versus that comes down in a short period of time. When they did that, they gave us some nice tools and took SnapChat out of it. That’s why we don’t use anything else, other than focus very intensely on fewer things.
So if you’ve got a good WordPress or Squarespace site, you’ve got Instagram and you have Facebook. For most people, if they just did that work, they would feed their gyms beyond belief.
Speaker 1: A quick technical question relating to the video conversation, Thomas, is it okay for us to be shooting those videos that you’re talking about on our iPhones or do we need to be hiring a professional team to come in and help us with that?
Thomas: iPhones, from seven or above, the eights are beautiful, the 10’s are amazing. We teach social media schools, where we have 18 to 20 people locked down for three days, we go … We make them build stuff there, we make them shoot video, we make them shoot stills, we make them write. We get into their personal brands and what we’re trying to accomplish there, how to build their own identity through public figure, the business’s identities, it just goes on and on.
But we don’t let anybody show up unless they’re fully Mac’d up. Bring your iPhone and bring your laptop, because you bring all this alien stuff that doesn’t talk to each other, it’s very tough. The Mac phones or iPhones are just, right now, they’re … The cameras on the eight and ten are as good as you’ve probably paid $3000 for, less than five years ago.
So, if I just had to bring video guys and waiting to get that edited, spending that money, just grab your phone, learn how to use it well, which is … You can go to … Just Google iPhone, top ten tips on using your iPhone and … For camera or iPhone VdF and just 15, 20 articles pop up for video or the still photos. And it’s amazing how good you can get with these things, if you practise and it gives you on the rule of thirds, it gives you on using the phone horizontally for 99% of your shots and talks about tripods, it talks about lighting and you just spend a couple of hours on this every afternoon, you could be an iPhone ninja, two glasses of wine into it, you’re a pro. It’s just amazing what you can do with that.
So yeah, to answer your question directly, I wish people would just concentrate on their iPhones, get a decent one, learn to use it and just shoot every day, versus [inaudible 00:19:03] that you may never get to.
Speaker 1: Thomas, let’s talk about apps, because there’s constantly new technology coming our way, every single day, at the moment, can you give us your favourite or your most recommended apps for gym owners and managers to use, for their social media marketing?
Thomas: Yeah, I’m going to … You’re probably not asking the right guy in that ’cause I’m gonna go very old school. It’s just the apps are tending to distract me from the mission at hand. So if I’ve got an iPhone and a MacBook Pro and I’m sitting and I get up, go shoot, I would learn how to stage the lighting, so I’ll go to Amazon and get a lighting kit for 100 bucks, I set the lighting up, I shoot the person in the interview, I learn to do voiceover, meaning I also shoot … On this Seacoast Kettlebell site, for example, there’s a woman named Taryn on here and she’s talking, but then she’s also talking over her working out and if I can learn to shoot that which I can in 20, 30 minutes, why would I mess that up with trying to put special effects in it, trying to put too many … Changing the dynamics of the pictures to colour, doing those type of things.
So if I’ve got the phone and I’ve got a ability and i Photo to edit well and I’ve got a cheap lighting system, I’m just gonna go for sheer volume. I think most of the apps are a distraction and the people that use those tend to do some of the more arty stuff, which is beautiful … If you’re an Instagram person and you’re trying to make your living with a million followers on Instagram, the apps add a lot more dynamic to that, but if I’m trying to make my living … Marketing, we forget, it only has one purpose, I need to talk to people. I need qualified leads, potential business in my gym.
And you’re either effective of that or you’re not. You’re either good at it or you’re not. Anything distracts it, don’t do it. So if I run six little boats out on the pond for the month and I’ve got these things going all over, spending about 3000 hours total, did I get enough leads in to grow business or did I not. So I’m marketing the work or didn’t. Anything that distracts me from that mission, I’m probably not going to do or I’m gonna do that first, with the basic tools and if I wanna add a little art to it later or get apps that kind of might make these a little more efficient, which I haven’t seen that they do, I’m old school. Show me the money, show me the numbers. Get off your ass and just do it every day, don’t show me how pretty it is, show me how well it works.
Speaker 1: Thomas, we are currently at the start of 2018 and you have the platform, you’ve got the microphone to speak to gym owners, gym managers, facility owners, all across the globe right now, what would be your absolute top three tips for them to market on social media?
Thomas: That’s a very good question, ’cause obviously from hearing me for the last 20 minutes, you know that talking is not my problem.
Let’s see, the first one is, trial memberships of some type are what people respond to, not price specials, so especially the clients who want an any type gym, so if I’m gonna run this, I’m gonna come up with something like a different type of trial. So it might be a 15 day quick start, 21 days shred, six week challenge.
It might be a 30 day very soft trial aimed at people who are terrified. Those trials bring in different people, different folks to respond to those, so tip one would be master a trial, but understand that I can run a 30 day trial and chase a soft market, people that are afraid, using those words. If you failed in a gym before or you’re afraid of gyms, you’ve never set foot in one. We’ve got this real gentle 30 day. Or get your butt moving, we’ve got a 21 day programme, yeah, we’re chasing 10 pounds in 10 ten days, move your ass, let’s go.
So tip one is use the trial, but target it towards different people and understand that the trials have a different response rate depending on who you’re talking to. So, that would be number one.
Number two is, I would look at … I would move away from emphasis just solely on pounding the next six week programme, I wanna develop a long term awareness in my market over time, based on, I believe the testimonials are the strongest tool. You’ve had a successful gym, let your people speak for you. So I’m gonna put out five, eight [inaudible 00:23:48], I’d like to put as many as 12 to 15 a month, different testimonials in play, on social media, to try to get people back, because it changes the market. You’re gonna get by Facebook cracking down on businesses, you’re gonna speak to that one third of the population, that New Economic Order, as referred to in the book, you’re going to actually be able to talk to somebody that nobody else has even thought about talking to yet.
So the testimonials bring us in, so point number two would be to use the testimonials as a tool, but understand that there’s two types, there’s the videos and there’s the old school like you’ll find on Results Driven Fitness System, there’s old school where you’ll see a really nice high quality picture done, with three or four paragraphs.
And the third tip would be a combo tip, you need somebody in your gym, 20 hours a week, to do nothing but social media and bring leads in, that’s the single, biggest mistake they make, is they don’t spend enough time to do it. They don’t have somebody dedicated or worse, they try to farm it out, they try to pay somebody outside their gym to do it and that never works, because you can’t pick up the culture of the gym. I can have 10 gyms in Sydney in 10 different areas. And I’ll have 10 different memberships, 10 different cultures, 10 different training philosophies, so my social media, I need a dedicated person for 20 hours a weeks and it’s gonna cost, most of the gyms listening to this, about $3000 per month to get all those things out and running them every month to get enough leads, to feed the gym, to turn your gym into a million dollar gym.
Speaker 1: I think that last point, Thomas, that you make is absolutely essential; and I think you’re right when you say, a lot of people just outsource that role or don’t dedicate or allocate the finances to actually having someone in that role. And yet, having someone sitting within your facility, the only way they’re gonna be able to absorb and understand that culture as well, is being in your gym or in your facility, to be able to create that social media that you talk about.
So I think I wanna thank you so much for sharing that, ’cause I think it’s an element that a lot of people are unsure of how much time should be dedicated to that role and probably haven’t necessarily identified that it’s so important to have that person actually within your facility.
Thomas: Funny thing on that person, we’ve found out that they’re traditionally somebody in their … We have people as young as 17 years old doing this, we’re getting them out of Tech schools for projects and they’re brilliant because they just … That’s what they’re working on, that’s how they think, that’s how they spend their life every day. But mostly we’re finding these are younger trainers that love social media and wanna be coached up on it, so they’ll do the study, they’ll work with some of our people to learn how to do it, but they’ll do social media for a little higher hourly wage during the week, but they’ll also then be trainers for another 10 to 15 hours a week.
So that’s how most people are solving the problem is we keeping them on house, but they spend 20 hours a week doing that, but then they get to train and such, so we’re meeting good people, we’re building a changeable system, so if they leave, we’re still using the iPhone, we’re still using the Mac, so if they stay for a year and leave fine, if not, we’ve got ’em because we own the how to do it, the skill. So that’s been working out brilliantly because all we’re doing is paying that trainer an extra five to 10 dollars an hour to do that.
Speaker 1: Great one, that’s a great one. So Thomas, we’re gonna be seeing you in Australia very soon, in just a couple of months time, do you wanna tell everyone what you’ll be speaking on at FILEX 2018?
Thomas: Everything. According to the agenda that they … It was one of the funniest … I’ve been speaking around the world for way too many years and the conversation I had with Ryan at FILEX this year is one of the funniest ones I think I’ve ever had, my entire career. I said, “What do you want me to do?” And he goes, “Anything you wanna do.” And I said, “Well, you gotta narrow that down.” He says, “You can do as much as you wanna do, just come and do it. What do you wanna do?” So, over four days, I’m doing everything.
So I’m doing a pre-con and that will be, normally, the first one I did that, a number of years ago was an hour, I think I’m doing three hours on this one. I’m doing a six hour complete business of fitness workshop, I believe the second day. I’m doing a shorter, maybe an hour, an hour and 15 minutes on, I believe it is, on social media, but I’m also gonna blend social media from a different angle into the six hour workshop.
And then the last day, I’m doing sort of the keynote thing, kind of a wrap up, motivational piece on what training is and should be and that type of thing. So I’m doing motivational, business, skill sets, how the world is gonna change, what’s next is my thing for the pre-con, which they tend to draw some of the bigger chain owners and stuff, so we’re gonna be talking … The last time I was there, we talked about the death of the big box club, this time we’re gonna talk about what’s next. So how the world is gonna change in fitness in the next five years, how the gyms are gonna evolve, who’s gonna fail, who’s gonna make it, what skill sets you’re gonna have to have to go forward. That type of thing will be part of that pre-con and I’m looking forward to that.
But the real business systems, the heart of this … It’s kind of a strange thing, it’s been a good run on this, but most of the successful training gyms in the world have come through my workshops at one time or another. So some of the most successful guys in Poland, Guatemala, South Africa, Vietnam, places all around the world have all come through the workshops, have been part of what we teach. So the business platform that’s made so many people so successful, that’s what we really gonna do on the second day and that’s the six hour venue.
And they tend to limit that. The last time I was there, we had an uproar because they booked about 135 people for it and put me in a room of 80, so we had people sitting on the floor, it was a very stressful, it was just a bad scheduling event that day by the convention people, not by the FILEX people, but they just kind of messed up the rooms and … But the FILEX people hustled and saved it and did some very good work.
So, I think, overall, FILEX is … Of all the shows I’ve been to, and I told them years ago, I believe it’s the best show I’ve ever been to, as far as the way they treat the people that attended, they treat their speakers, far superior to shows like IHRSA. And I think the new ownership now is just gonna do a better job ’cause they’re guys that have been around for awhile. I think it’s one of the best shows in the world, if not the best show, so I hope everybody who’s listening shows up for this thing. It’s just a brilliant venue. I’ve got enough stuff to keep everybody busy for four days, just on my own [inaudible 00:30:52], whatever else you do there.
So if you wanna learn how to do business, come see me, social media, if you wanna hear a little bit of the future, make sure you get in that pre-con somehow, but [inaudible 00:31:03] is gonna be done there. I think it’s just a great show and we’re gonna have a lot of fun.
Speaker 1: For all the Aussies that are listening at the moment, I just wanna second what Thomas is saying and this year we have a spectacular lineup on that business day, you talked about the pre-session and that is the Thursday. And if you haven’t checked out the schedule, having Thomas here is an amazing privilege and that is a really fantastic opportunity to get [inaudible 00:31:31], because I mentioned the Business Summit, because it is a one day, where you can get a huge amount of information. It is additional to your kind of standard ticket for FILEX, for the other three days, but I can assure you that it is worthwhile.
We’ve got Thomas on the lineup, we’ve got Todd Durkin, Emma Barry and Amanda Stevens. It’s a really broad mix of speakers this year and a very, very valuable day to be spending, so I do encourage everyone, purchase the ticket for the main convention, but come along and join us on the day of the Business Summit as well, because it’s gonna be a fantastic way to kick off the 2018 convention.
So, Thomas, I wanna say thank you so much, I’m super excited to be meeting you in a couple of months time, I can’t actually believe that we haven’t met yet, but I’m so excited that you’re coming to Sydney. And thank you for joining us today to talk about social media marketing.
Thomas: What a pleasure. Thank you very much, an honour to be part of this show. I know you have a long history with that show, I believe 150 interviews so far, you’re probably one of the most successful, if not the most successful in the world, doing this, so an honour to be part of the show. Thank you for considering me, I’m looking forward to seeing everybody over there in just a couple of months.
Speaker 1: Thank you so much Thomas.
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