The Law Firm Marketing Minute
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The Law Firm Marketing Minute
The Substance of Facebook Ads–What Matters
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📈 Most lawyers run Facebook ads without a real plan—and then wonder why nothing converts. In this episode, Danny Decker breaks down the actual components that drive ad performance: from targeting and messaging to landing pages, lead types, and follow-up systems. If you want your ad budget to go further, this is the stuff that really matters.
📌 Key Takeaways
- Learn the difference between “Call Me Now” and lead nurture campaigns—and when to use each.
- Discover why landing pages and follow-up can make or break your results.
- Understand the math behind cost per lead, cost of acquisition, and campaign budgeting.
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Welcome to the Law Firm Marketing Minute. This is part two on the Facebook ad mini-series, part two of two, and on this one we really dive into the meat and bones of what makes Facebook ads successful, All the things that tie into it, including your budget, your audience, your landing pages, all that kind of stuff. So tune in as Danny Decker explains what has worked for him over the past 10-ish years and what can work for your law firm. Hope you enjoy.
Speaker 2:Three strategic questions to answer before you get going with your Facebook ad campaign. Number one what specifically are you trying to sell? It is a big mistake to jump on a Facebook ad campaign and just promote four different practice areas all at once. You don't want to run an ad where you're talking about your family law and your estate planning and your immigration services. You want to speak to a specific problem that you are going to solve for your prospective clients, and so, before you even get there, you need to decide what is your focus going to? Be right, maybe you have multiple practice areas, maybe you have multiple offices in different locations all well and good, but where do we want to start when it comes to promoting your services? What specifically do you want to sell? And then next thing you've got to do is decide specifically who you want to attract. Right, what type of clients do you want to attract? Because you want to be clear, as clear as possible on who you want to attract with your ads. You think about that example that I showed you a few minutes ago, where we had a client avatar that was basically moms with young children that were in the top 25% in terms of household income. That's a clear client avatar. You want to be able to think about your targeting that specifically.
Speaker 2:And then third question is getting into what I call some of the money math, right, which is what are you looking to accomplish with the financial resources that you're investing into this campaign? The number one question that you want to answer is what is your target cost of acquisition, which is a fancy way of saying how much are you willing to pay for a new client? Right? And that answer is going to be different for each of you because your firms are different. And that answer is going to be different for each of you because your firms are different, right? Some of you may, you know, I've talked to I don't know if there's any immigration firms on here now, but you know I've talked to immigration firms that you know their average case value is $2,000, $2,500. And then we work with plenty of family law firms who will, you know, potentially bill $40,000 or $50,000 in a high net worth divorce right. So, obviously, your cost of acquisition is going to be very different, but I'm going to walk you through a process that you can use to sort of at least ballpark this. And this is really important because, as you're thinking about budgeting for your ad campaigns and assessing whether you're successful or not. This type of information is what you base that on, right? So some hypothetical numbers, right?
Speaker 2:The first thing we're going to do is calculate average client lifetime value, and that's going to be made up of a couple of different things. I'm going to throw some numbers out here. Let's imagine this is a family law firm, right? Maybe slightly higher price than average, maybe in a mid-market town like Charlotte, and let's think through the fact that there are typically going to be more than one engagement, right? So first time you work with a client, how much are you, on average, going to be charging them? This example $7,500. But from conversations with many law firms, we understand many of you will then have multiple engagements, maybe a modification down the road, right? And so what is that second engagement going to be worth on average? In this case, let's throw $5,000 out there. And so what this has created is a direct client value of $12,500. On average, that is what a client is going to be worth to this law firm $12,500.
Speaker 2:Okay, but we're not done yet, because many times clients, especially when you have a good experience with them, are going to make referrals and you may have some clients that make multiple referrals. You may have other clients that make no referrals. Just to make the math easy, I'm saying let's assume that each client, on average, at some point during the duration of your relationship with them, is going to make a referral. Okay, if they make one referral now you've bumped your client lifetime value all the way to $25,000. In other words, that new client that you brought in the door might be worth $7,500 today, but over the next several years they're going to re-engage you, they're going to make a referral and they're ultimately going to be worth $25,000 to you.
Speaker 2:It's important that you do this because otherwise you might limit yourself, right? If you just take this exact example and say, no, this client is only worth $7,500 to my firm, well, now you're not looking at the full picture, you're not recognizing the amount of value that a new client represents, and so you're probably going to undersell this next step, right? Which is what are you willing to spend in order to attract this client that's going to be worth $25,000? No right or wrong answer, but just sort of a rule of thumb that we use a lot is a 10% target cost of acquisition, in other words, to attract a client worth $25,000 to your law firm. You may be willing to spend up to $2,500, right? Again, these are just sort of hypothetical numbers. You can plug them in for your own firm. But the bottom line is is I want you to end up with a target cost of acquisition, because that is ultimately how you assess whether this stuff is working Right.
Speaker 2:So let's say, this firm with the target cost of acquisition spends $5,000 on Facebook ads and only generates one client out of it. You know they are behind the eight ball right. They would want, with that spend, to have generated at least two clients. Now, often it takes a little time to massage things and test and really get things working. But the reality is, if, even after making those improvements, you're not hitting your target cost of acquisition, well, maybe that Facebook campaign isn't working the way you want it to and it's not a great fit for your firm, right?
Speaker 2:Conversely, maybe you've generated four clients with that $5,000 spend and life is great, and now you actually want to go ahead and increase your spend and even get more of those folks right. So this is the type of math that you need to do, right? You want to have a big picture idea. What is your target cost of acquisition? This isn't, by the way, just something you need to think about for Facebook ads. This is really something you want to think about, no matter what type of marketing you're running right. So you want to have that target cost of acquisition. How much are you willing to spend to attract a new client?
Speaker 3:Hey there, Jana, here. I hope you're enjoying this episode and we will get right back to it in a minute. Listen, out of all the things Danny has taught me about marketing, one of his best lessons is that the hammer is a great tool, but it's pretty much useless if you need to get a screw in the wall. Marketing is the same way. There are so many tools, but the ones that make sense for your law firm depend on your goals. So when you have 30 minutes to talk about strategy and tools, I'd love to share proven tactics, some free resources and possible courses of action. Check the podcast description to reserve the best time for you, and I look forward to talking more. Now let's get back to the episode.
Speaker 2:I'm going to keep rolling here, but just to kind of recap that, the three questions you really want to answer before you jump into this are one what is the specific practice area you want to promote? Two who do you want to attract? And then three how much are you willing to spend in order to attract a new client? You want to answer these three strategic questions before you begin a campaign. Again, this is something that we are happy to talk you through. This is sort of part of our process of onboarding new clients. So, jana, if you don't mind dropping in the chat that link, if you'd like to schedule a one-on-one conversation and sort of talk through these variables with our team, we will be happy to do that with you. Also, jana, I see you dropped the ideal client checklist in there. Awesome, that's a resource I suggest you guys download.
Speaker 2:If you're thinking about a Facebook ad campaign or really any type of marketing campaign, you want to be crystal clear on what your client avatar looks like. So, with that said, let's get into the weeds of Facebook ads a little bit. We use basically two different campaign structures the first one we refer to as a call me now campaign and the second we refer to as a lead nurture campaign. These are different campaigns with a different call to action. They both have a lot of value to most law firms and so understand. This isn't meant to be an either or right. Generally speaking, I'm going to want you to test both. But here's what we're going to do. I'm going to walk you through first how a call me now campaign works. It's exactly what it sounds like. The objective of this campaign is to get someone to call you now, right, get somebody to pick up the phone immediately and schedule a consultation, and so what we're doing is targeting potential clients who are ready to move forward. So, let's say, you're in the divorce space right, this would be.
Speaker 2:A Call Me Now campaign is targeting somebody who is either ready to file for divorce now or just found out that their spouse filed for divorce Right, they need help immediately. Ok, with this type of campaign, it's really important that you've got a clear next step built out. Either pick up the phone and call, or perhaps you use an online scheduler and you want them to book, or maybe you're driving them to a contact form on your website right? Any of those options can work. The bottom line is you need to identify one of them, and it shouldn't be something like visit the homepage of my website right, it should be a clear next step that is going to help them get their consultation booked. Most of the time, I recommend that you drive specifically to a landing page, and I'll show you some examples of that in just a moment. One last piece on this with a Call Me Now campaign, you got to understand that these folks do need help immediately and they are looking to talk to someone right away. So if you don't have someone available to answer the phone or if you don't have a phone service, right, you want to think through how can you get back to these leads immediately. One of the easiest ways to do that is to use an online scheduler, something like Calendly, where people can go ahead and book their consultation. But, bottom line, you need to help them take that next step quickly. So here's a visual right.
Speaker 2:Another place we see a lot of call me now campaigns is in the PI space, right, someone's injured in a car accident, so we're going to put this ad in their newsfeed. Again, we get to decide who. We want to see this stuff Ad drops in the newsfeed when they click on the button to book a consultation, we're taking them to a landing page. We use a tool called Unbounce to build our landing pages. There are other tools that can work. The bottom line is you really don't want to drive them to the homepage of your website and we'll talk about why in a couple of minutes but the short version is we don't want them to get lost. We don't want them to get hung up reading your blog or your bio or looking for you on a map. We want to capture their contact information right and then they can read your blogs. But that's why we use a landing page, where really the only option is for them to fill it out and then they can get more information right. So this landing page is 100% focused on selling them the consultation.
Speaker 2:Even though in this case it is a free consult, you still got to work to make it kind of appear valuable, get people excited about it and ultimately turn them into a leak right. Another example we do a lot of ad campaigns in other languages Spanish, arabic, believe it or not. If your law firm targets clientele who speak other languages other than English, then I'm even more excited about the potential of a Facebook ad campaign for you, because we've generally seen less competition in Spanish speaking and Arabic markets, right? So it's definitely something to keep in mind if you target folks who speak a language other than English, all right. Now let's contrast that with lead nurture.
Speaker 2:Right, a lead nurture campaign is targeting those potential clients who are not yet ready to have a consultation. We refer to this as, like, top of funnel or mid funnel. These are people who are starting to think about hiring you or hiring an attorney, but they're not ready to do it yet. A good example would be, in the family law space somebody who's considering divorce. They're in an unhappy relationship. They've been unhappy for a while. They're starting to research some options, right, they're not ready to have a consultation, but they are looking for information. They're researching, right. And so the idea with a lead nurture campaign is you are giving them something of value to help them with that process. Okay, a lead nurture campaign is still going to link to a conversion oriented landing page.
Speaker 2:The difference is it's going to be asking them to download a resource, right, not necessarily schedule a consultation on, and I'll show you an example of that in just a second here too. And then, once these leads come in, you don't necessarily have to call these people with the same urgency that you do if they requested a consultation. In fact, you generally aren't going to call these people at all More. What you're going to do is nurture it through some email follow-up and maybe some other follow-up channels. The idea is not to aggressively push them to have a consultation. It's more to nurture the relationship, continue to provide value and that way, when they are ready to take that next step, you are the person that they booked that consultation with, because you've been a great resource to them, kind of all along.
Speaker 2:So here's how it works. Here's an example. So this is a lead magnet for a estate planning firm, right, and here we're obviously targeting folks that are beyond age 50 or approaching age 50. This is a resource entitled five estate planning documents you must have in place by age 50. It shows up in the newsfeed, right. They click the ad and now we take them to a landing page and again, it's not the homepage of the website. We don't want them to get lost. All we're doing here on this landing page is asking for information in order to send them the lead magnet that they are interested in, right, so we capture that information.
Speaker 2:Once they fill out the form, then a couple of things happen. It triggers what we call a drip campaign, which is a series of emails and this is something my team builds out for our clients all the time, using programs like MailChimp and some others and the idea is the first email is just going to deliver the lead magnet. So here is the estate planning document you asked for. There's always going to be a call to action for them to go ahead and take that next step and book a consultation when they're ready and that might look like just a little PS down at the bottom that says hey, when you're ready for help with this. If you have questions about this, if you would like our assistance with this, click here to book a consultation and then, ultimately, you're going to drive them to your online scheduler or maybe you've just got your phone number right. Whatever that next step you want them to take, the bottom line is the drip campaign is going to keep bringing them value over. You know, we have some clients who have built this thing out as long as like 180 days, right when we're just continually bringing them information, and it's another opportunity for them ultimately to schedule a consultation with you right, where we're just continually bringing them information and it's another opportunity for them ultimately to schedule a consultation with you, right? So that's how a lead nurture campaign works.
Speaker 2:To sort of compare and contrast, the call me now leads are the hotter leads that are ready to take action immediately, right? Those leads tend to. On Facebook, we generally see an average of like 30 to $60 per lead. Now, that can vary a lot. We have some clients driving them for cheaper. Sometimes it's more expensive. It depends on your practice area, it depends on your market. Yada, yada, yada, right. But bottom line, 30 to $60 is the general range we see. Okay, now, a lead nurture lead is somebody that is not as hot of a lead but is often going to be a much lower cost lead. We generally see in the neighborhood of 10 to $25 per lead. We also have plenty of clients who are generating these for like $2 a lead or $4 a lead, right? So, depending on your market, depending on the offer, right, this can actually be a really great source of lower cost leads that then require a little bit of nurture but then ultimately end up being a very low cost of acquisition when they ultimately turn into a client. Okay. Bottom line almost every firm needs to test both.
Speaker 2:Don't make an assumption that one's going to work better than the other. We've seen, for example, in the estate planning world. We will often see lead nurture campaigns work really well on the estate planning side. But then probate is a more urgent situation. So call me now ads work really well for probate In family law. Somebody who's decided they're ready to move forward with divorce or their spouse filed for divorce, a call me now ad's probably going to work really well. But somebody who's in that research stage, a lead nurture campaign is going to work well. So, generally speaking, you want to test both, all right, test both, all right. That is sort of the high level kind of how we approach this strategically.
Speaker 2:A reminder if you've got questions, feel free to drop them in the chat. I would be curious to know. I know at least a few of you have mentioned that you did run Facebook ads in the past. If you remember, I would love to hear what strategy did you go after? Were you running more of these call me now, get a booking now? Or were you giving away a free resource or an ebook or something like that? Would love to kind of hear that experience in the chat. All right.
Speaker 2:So I gave you guys the high level and now I want to dive into four very specific keys to success Right. These are four variables that really do make a huge, huge difference in the ultimate success or failure of your campaign. First is audience selection who you're targeting Right, and we'll talk about that in a second. Second is you need to have focused messaging right. You need to be very clear on what problem you are solving for folks. Three, you need to have a strong landing page. And four, you need to have strong follow-up in process. Without that, without a follow-up process, you're not going to get nearly the return on investment you could be getting right.
Speaker 2:Number one let's talk about audience selection right. There are a few different ways you can build an audience. The first is through demographics, using the data that Facebook has right, and that's the example that I showed you, guys. There are a couple other things you can do as well. If you have an email list, you should load that email list, or you should work with us and we'll do it for you. Load this email list into your Facebook business manager and we can then build a target audience based on that audience right. We can do two things. We can create what's called a lookalike audience, which is basically when you tell Facebook here are 300 past clients, now go find me 500 more people who look like these people. And you can build what's called a list-based audience, where you're literally targeting the folks on that email list. Okay, two really good ways to target Kind of.
Speaker 2:The fourth piece is retargeting right. So we use what's called a Facebook pixel. We put it on your website and that means when someone visits your website, we can then follow them around every time they log into Facebook and Instagram and continually put your ads in front of them. Really powerful. The whole key here is we want to get your ads in front of the right people. If you have tried Facebook ads in the past, if they haven't worked for you, that's going to be.
Speaker 2:My first question is what did your audience look like? Number two is your messaging needs to be really clear and really focused. You need to focus on a specific problem. This is an example of an ad that does not do that. I saw this on my newsfeed just the other day. I tried to blur out the identifying information to protect the innocent or protect the guilty in this case. But the copy here is this law firm can now assist you through remote calls, emails and or digital means. Call us to see how we can help, and we've got their phone number. This tells you nothing, right? All this tells me is how to get a hold of this law firm. Okay, that does not work. You need to be specific about the problem you're going to solve. That does not work. You need to be specific about the problem you're going to solve. In contrast, this is very clear about the specific problem that you're going to solve. If you were injured in a car accident, we can help. Most people who see this ad weren't injured in a car accident and they're going to skip it. Those who were injured in a car accident it's got their attention and we're telling them what to do next. We're speaking to a very specific problem.
Speaker 2:The second thing is you want to not just be purely factual about it, and this can be hard in the law firm space, right? We want to put some empathy into this and understand where our potential clients are emotionally. So this is an example, right? This copy up at the top here is really targeting sort of the emotional state more than just going straight into the legal problem, right? So how much better would you sleep at night knowing that your kids are protected because you have an estate plan in place, right? It makes that emotional appeal. Again, people may. I think. The saying is which I've just found to be very, very true is people make decisions emotionally and then they justify it with logic, right? So when you can really speak to the emotions, you are going to be more persuasive. Third piece is you need to offer a very clear, direct call to action. Tell them what to do next. Okay, example here click below to schedule your free consultation, and if you click that link, it's going to take them to a landing page that's going to tell them exactly how to do it. Okay, clear, specific messaging.
Speaker 2:Third piece landing pages. All right, if we're driving traffic somewhere, then how that page performs is going to make all the difference. Do not use your website homepage. I already talked about why we don't want people to get lost, right? A few things that make a good landing page. One is you don't want to have a navigation menu. You don't want to have a menu up at the top that takes them to your blog and to your bio and to your practice areas, right, because they get lost. Your landing page should give them only two options. Option one is fill out the form, or option two is hit back right and leave.
Speaker 2:Okay, the landing page has one job, and it's to convert the lead right. This is where the magic happens. You convert them into a lead. Okay, don't ask for more than you need. Right, on this landing page, we've got one, two, three, four, five fields that we used very specifically because this was the information that this specific law firm needed in order to evaluate whether a lead was qualified or not. The more information you ask for at this stage, the less people are going to fill out your form. Okay, now, it is a little bit of a yin and yang, right, because in some cases, you do need to get more information than just their name and their email address, because you want to know if they're in your, if they're in the right zip code, right, and so it's fine to ask for the information you need, but don't ask for more information than you need, okay. Last piece here is make sure it's mobile friendly. Something like 60 to 70% of the traffic we see to landing pages is on a mobile device, so you need to be sure that your landing page is mobile friendly. All right.
Speaker 2:Last piece here really critical for a successful ad campaign is you have to have follow-up in place. First thing to know is that email automations are really important, even if you have a team ready to respond immediately during business hours. We often see a lot of these leads come in late at night, early in the morning 3 am sometimes Right and you most likely don't have a team sitting there ready to respond to an email immediately. At the same time, if they don't get an immediate response, they might wonder if their form fill was even successful and they go look for another firm and blah, blah, blah. So you need to have an email automation so that right away, no matter what time they fill out your landing page, they're going to get a notification and email that says we got your information and here's what to do next. I also then recommend your sales and intake team follow up personally as soon as possible as well. Most people can tell the difference between an automated email and a personal follow up. There's room for both. Okay.
Speaker 2:Next item is understand that some of these people are going to take more than a few days to convert right. So we use drip campaigns that can be stretched out as much as, like, six to nine months, and we love to put people on an email newsletter where they're going to continually get a reminder from you every couple of weeks or every month. Right, so you stay top of mind with them. The analogy I always give with this if you're a football fan, you understand this. Right, you're driving the ball down the field, you get to the goal line, and it's the most frustrating thing in the world when you can't actually punch it in and score a touchdown. Right, the follow-up is getting the ball across the goal line. Okay, you've done all this work to generate leads, you've targeted the right audience, you've built the landing page, but if you don't have follow-up in place, you're fumbling the ball at the goal line. Right, you're not actually taking it across, okay, so follow-up is really, really important.
Speaker 2:Last thing I'm going to share is how to budget, but I do want to jump into Jenna's question, because that's a really good one. Jenna asked about landing page versus native Facebook forms. We test both. I don't have an example on here, but just for anybody that's not familiar, a Facebook form would be when you click the ad instead of being directed to a landing page, it's just going to pop up a form directly on Facebook and, jenna, most of the time, we actually do see those work fairly well.
Speaker 2:The key is you've got to ask the right qualifying questions. If you don't ask qualifying questions, you're going to get a lot of spam submissions, and so you know, depending on you know what you need to know to determine whether someone's a qualified lead or not. Just be sure you build those into your Facebook form and when you, if you do that, it's absolutely worth testing. We have some clients who convert better through forms. We have others who convert better through landing pages. Just kind of the general rule of marketing is you really need to test in order to figure out what's actually going to work. So I recommend testing both. We do have plenty of clients that were running native forms and they work well. Awesome question, all right.
Speaker 2:So last piece here, just to give you some general thoughts on budgeting. Okay, here's what you got to know. There are two costs you need to think about. One is an ad spend which is paid directly to Facebook and Instagram, and the second is a management cost, right? And that is if you work with a, an agency like ours, you're paying it to us. If your internal team is doing it, then you're paying your internal team to do it right. It takes a lot of time and energy to manage a campaign and somebody's got to do it right. So those are your two costs. It's the direct ad spend going straight to Facebook, and then it's some level of management costs.
Speaker 2:Just to give you some ballparks, we see an average cost per impression of about two cents. So every impression that you create with your ad on average is going to cost about two cents. Now, this can vary a lot, but that's a good benchmark. The average click-through rate that we see is about 1%. So on average, for every hundred people that see your ad, one person is going to click through to your landing page. Average cost per click is about $2. Again, this varies based on your market and your practice area, but as a general rule, cost per click averages around $2. And we see an average conversion rate on landing pages of 8% to 10%. Being conservative, going with 8%, what this means is, for every 100 people that make it to your landing page, about 8% of them are going to convert. If you add that all up, it means your average cost per lead is $25. So an $1,000 spend is, on average, going to produce the following it's going to produce about 50,000 impressions, which is going to lead to 500 clicks right, because about 1% are actually going to click through and then that's going to lead to about 40 leads. Okay, $2,000 spend is going to double all of that 100,000 impressions, 1,000 clicks, 80 leads, right. So those are just some rough numbers. Now, obviously, what really matters to your law firm is not just your cost per lead and the volume of leads you're creating, but how many of those leads are actually converting into clients, right, and that's a metric that's really important to track and that's why the cost of acquisition that we talked about earlier is so important. If you're willing to spend $2,500 to attract a new client because he's worth $25,000 to your law firm, well, that gives us a really good benchmark to sort of just assess whether these campaigns are performing. So there's sort of a ballpark in terms of budgeting and kind of how to think about how much to spend and where to spend and all of that.
Speaker 2:Julie asked do we handle all aspects of social media or just paid ads? On Facebook? We do a lot more than paid ads. We also do organic content. They work really well in synergy with each other. Obviously, the focus of this webinar is just paid ads, but yes, we do more than that. Of this webinar is is just paid ads, but yes, we do more than that. Um, julie, I would suggest, if you, if you want to know more, book with Jana and she can kind of walk you through kind of kind of the process, but social, on paid ads, we do get into web management and sort of several other areas as well email marketing, basically everything that I've walked you through today we do, and then plus some more.
Speaker 2:Okay, so wrap up and then I'm happy to take some questions. There are basically three ways to get this done right. I just walked you guys through the strategy kind of how to make that decision of whether or not Facebook ads make sense for your law firm. I walked you through our campaign structure, walked you through sort of four different keys to success, and then we just talked about budgeting. So if you've been on this webinar for the last almost an hour and this is something that makes sense to you and it makes strategic sense you basically got three options.
Speaker 2:Number one is to do it yourself. If you are an attorney and you are on this webinar, please don't do it right. The amount of time it's going to take you and the amount of frustration it's going to create. This may sound self-serving, but it is not the best use of your time and energy. You can bill your clients a much higher rate per hour than what you would pay a firm like ours to manage this for you, right? Don't do it yourself.
Speaker 2:If you're an attorney, an in-house social manager is an option, right, and some of you may be, you know, on the marketing team, or you may be a marketing coordinator, and maybe this is something that could fall within your wheelhouse. The thing I will tell you is it takes a lot of time and attention and energy to do this at a high level. Right, there are a lot of variables that need to be considered beyond just creating an ad, boosting an ad. Right, your audience matters, your retargeting setup matters, your landing page matters, your drip campaigns matter. There is a lot that goes into this. So if you have a full-time, paid social media manager, then this can make sense to be done in-house If you are a marketing manager, marketing coordinator unless you want to spend 80% of your time doing this.
Speaker 2:I personally don't recommend trying to do it yourself, which leads to option number three, which is hire somebody on the outside to do it right, and there are plenty of agencies out there. I would, from my very biased perspective, share with you that, like, hey, we do a lot of this. We are laser focused on this. If you are thinking about Facebook ads, we'd love to have a conversation, but sure there are others out there. End of the day, I either recommend work with an outside expert or, if you are going to do it internally, you want to be sure you have somebody who is kind of there just about their full-time job. Hey, thank you all for being here. Great chatting, and we will see you next time. Have a great day.