How to Get Your Audience to Trust You Instantly

You want to make them feel something, and the moment they feel something, they feel connected to you. You're unforgettable. Every time you show up in your email, in their emails, every time you show up online, they will remember if you've done a good job of creating that connection.

This is the entrepreneur school podcast, where we believe you can run a thriving business and still make your family a priority. This show is all about supporting you, the emerging or early stage Entrepreneur on your journey from solopreneur to CEO while wearing all of the other hats in your life. My name is Kelly Sinclair, and I'm a brand and marketing strategist who started a business with two kids under three. I'm a corporate PR girl turned entrepreneur after I learned the hard way that life is too short to waste doing things that burn you out on this show, you'll hear inspiring stories from other business owners on their journey and learn strategies to help you grow a profitable business, while making it all fit into the life that you want. Welcome to entrepreneur school.

I'm thrilled to introduce my guest today, Marianna Henninger. She is an Emmy Award winner. Literally, I made her show me the trophy. It's right behind her in the video you'll see if you watch on YouTube or on social media. She's also a two time nominee, and she's now turned the founder of brand magnetic.com who helps small business owners create instant personal and emotional connection with a two to four minute brand video. She was an international journalist for 15 years, she talks about that in the podcast episode, and now she's working with entrepreneurs and coaches and experts to help them be seen as the undeniable go to in their niche and build trust faster by turning their story into sales on autopilot. And this is such a good conversation about the important elements of your brand story, ways that you can really create an emotional connection with that. And one of my favorite things that we talked about is the difference between that first impression and the opportunity to make a real connection with somebody when they are actually paying attention and trying to explore and learn who you are and why this is so important, which you've heard me talk about so many times before, about like the understanding your brand and having that clarity about who your audience is and who you are. So I'm really excited to have you hear this conversation with a new lens as well, from this video creation and documentarians expertise.

Welcome back to another episode of entrepreneur school. I'm with Mariana Henninger, and I'm gonna just like, jump to the good stuff. She's an Emmy Award winner, and we're gonna talk about how that's relevant here in the entrepreneur space, because we met and we really connected over some important aspects of bringing your brand to life as a business owner. And she's a really unique way that she helps entrepreneurs do that, and it's a way that basically allows you to build immediate trust with your audience. And as we all know, that's the goal, we want to build trust so that people can essentially select us to help them with the things that they need help with, the things that we are good at doing. So welcome Mariana, thank you for being here.

So excited to be here. Thank you for having me, Kelly, it's awesome.

Yeah, like, let's jump into the story of, like, tell everyone what you do and how that really came to be, because I think it's actually really interesting and, yeah, relevant in what you're talking about.

So my background is in documentary filmmaking. I was a journalist for about 15 years. I traveled the world. I went to Afghanistan and Haiti and the Middle East and Finland and Ukraine and bunch of different places. And I was really privileged to be able to just dive right into short documentaries. And the reason I love documentaries is because a good documentary will make you feel like you're in somebody else's shoes. They'll make you see life through their eyes for a little bit, and really change your perception about that thing or that topic. Because you're you're kind of living it through their eyes. Obviously, they're like historic documentaries. There are all sorts of sports documentaries, but even those might make you kind of bring you into that athlete's world. But anyway, so I did a lot of very human stories, very stories based on people who exemplified a bigger issue or bigger conflict, or a really interesting thing that you might have never heard about, or you may have heard about, but you never felt it. And so. So not only did I have this awesome privilege of doing that for folks such as like the New York Times, the Wall Street Journal, Time magazine, I was at NBC for about five years. That was my last corporate gig. I also worked with some big brands like Microsoft and Hulu and Wells Fargo, and it's always been my jam to really focus on beautiful, intimate, personal stories that made you feel something, that made you ideally feel something and then take action. And so not only did I have an awesome time doing that, I also needed to learn to build trust fast with people, right? They needed in order for them to open up to me, I needed to show them very quickly that I was trustworthy and then I was going to be able to take their story and create something really beautiful and accurate, and, you know, that really told their story in a way that was, you know, that was almost like them telling their own story. And for it to be effective, it had to be in a way that connected emotionally with the person watching it and made them see the world in that different way, like I described. And so it was both those things that sort of lived hand in hand throughout my whole career, and something else lived hand in hand that wasn't kind of at the surface for a very long time. And that was that I've always kind of been obsessed with business and marketing, and I never, you know, I had some opportunities to kind of explore that, you know, had some side hustles, had some really fun early childhood stuff. You know, my brand video, which you probably will get to talking about brand videos, which is my specialty, but when I had to create one for my own, I have this really fun childhood story of creating a classroom and my neighbor's garden shed and charging kids like 25 cents to teach them how to read, and all of these things that kind of showed that I was an entrepreneur from the get go, but because I was, you know, living in the storytelling world, I didn't quite get to explore that so much. And I did get to a point where I was like, man, I've built this awesome career. I've won an Emmy, I have two nominations. I've done all of this really amazing stuff, and I could keep doing it for the rest of my life. But what if I could explore this other side that I'm really passionate about, which is marketing, and then in marketing, bringing that emotion to the forefront, right? Really focusing on creating a personal and emotional connection with your audience. And essentially, what I did was I left the corporate world because it was kind of like, If not now When and I took a whole year to really think about how to do this. Like, how can I take something that I've been doing sort of with my gut and just like instinctively. And is there a way that I could possibly teach people how to do this? And how does this work inside of digital marketing, I always knew I wanted to do digital marketing because I love how people are bootstrapped, and storytelling makes sense to them. They get the power of storytelling to get the power of, you know, doing things at scale. And you know, you can't have a zoom conversation with every single person that wants to buy from you. You have to build that trust in a way that's scalable, right? And so my goal was to take that connection that people have when they meet each other, either in person or through a zoom call, through a coffee chat and put that into one video that whoever watches this video that lives top of funnel, if you're familiar with that terminology, right? It lives in a place where everybody can see it. As soon as they find you online. That video is going to make them feel like they've just gotten to know you. They've just had that really personal, intimate conversation with you over coffee. And so I could almost call it a coffee video. I just thought of that. But anyways, I call it a brand I just, I call it a brand video because people understand the concept of brand photo, and so it's kind of similar, like brand photos done well, they should really bring who you are and that spice, that vibe, that authenticity in a photo, but obviously with video, I love photography, don't even get me wrong, but video has so many other layers that we can use emotional visuals, and we can use sound, and we take people on a Journey through their story in a way that emotionally resonates with the person watching.

Yeah, so much goodness there. I think people are very familiar with the concept of, like, the power of storytelling, but kind of struggle to actually understand what that means. Like, how do you determine what the story is to tell in the first place. And so, I mean, like, immediately I can see how you would be amazing at that with your with your background in in film and documentaries like really capturing that. And this is, like, the application of how to do that in a way that supports a business owner in building trust with an audience. Sense, right? Like, like you just said, like the coffee chat and and the ability to get, get someone's personality and their aura out, really, in a, yeah, it's like a magic element. So I'd love to, well, maybe, maybe, if you have a few thoughts on on the story itself, and how you maybe come to choosing what that is, because there's lots of different layers, lots of different stories. There's like your origin story, or like your transformation story, or like your overcoming story, or what is it? How do you choose kind of what are your thoughts around that?

That's a great question. Well, to your point, it's not just the storytelling that matters. Storytelling is incredibly powerful. It's how we connect. It's we remember things. I can't even remember the number I should. I should kind of commit these to memory, but that actually exemplifies what I'm about to say. It's hard to remember numbers and facts, but when they're wrapped in a story, we remember them so much more I can't remember. It's like 20 times more stickiness when it's wrapped in a story. And so storytelling is powerful, like across the board, and we shouldn't even question it. We know that people connect with stories that makes us feel so whatever makes us feel, something will make us remember. It will make us pay attention every time that person shows up. And it's really important to consider the buyer's journey. Like, how do we buy online? Most of us will come across so let's say I come across Kelly's comment on a Facebook group or something like that, or somebody recommends her, or maybe how we even met. You were tagged in somebody's story on Instagram. And what do you do next? Typically, you go see, check out that person, right? And it is this magical moment, Kelly, that we do not optimize, that we hopefully, if we've done a good job, let's say we're on Instagram, right? So if we've done a good job, hopefully we're intentional about our pinned posts, because those are highest visibility. Hopefully we're intentional about our bio, hopefully we're intentional about the links that are right there for people to check out. But it's still very surface level in terms of, like, capitalizing on this magical moment that is, that moment where people are meeting us the first. They are actually right. They are actually taking their time. They're curious. They're taking their time to to answer one question, what are you about? Now that question is both like, what do you do, but also who you are. And so what we tend to do is focus on what do we do? I'm an expert at x like, look at my testimonials. Look at what I do. This is my bio, and it's perfectly geared to you understanding what's in it for you. Those are all good things, by the way, I'm not like critique. Those are all awesome things that you should be doing, but the question of who you are remains unanswered if they go on your website. Lo and behold, your about me page is actually the second most visited page on a typical website. Why? Because people want to know who you are. So it just, it's obvious they want to know who you are in that moment that they're checking you out. And to your point, we often don't know what to write there, or we we write something that's again, about them. I actually cringe every time I go on somebody's About Me page, and it's like, my mission is to help you. I was like, Dude, that's what your the rest of your website should say when it's about you, it should actually be about you. But to your point, is it my? About Me story? Is it my origin story? Is it my? There's so many different types of stories, right? Yeah, this is where, again, we've kind of understood the buyer's journey. They're at this moment where they're trying to connect with us, or trying to understand what we're about. We need a story that highlights our values, our personality and our mission in a way that emotionally resonates with our audience. And I go through this in my program. I teach folks exactly how to do this. But the overall, you know, strategy behind it is to think about our stories and which stories, what parts of those stories are going to create the feeling of trust that we want to create in our audience. So we kind of have to work our way backwards. We have to understand for somebody to be ready to buy from us, they have to feel trust. We talk about, know, like and trust being sort of the the holy Trifecta in marketing, because that's in in that sequence, right? The problem is we often jump over like, we want people to know us. It's about visibility. It's about exposure. It's about being in front of people and then immediately like, like, I want them to trust me already, because that's when they're ready to buy but the like is very important. I have to like you. I have to want to work with you. And guess what? There's so many people that are offering a similar service to yours, and I don't know that many people or anybody offering brand videos, but trust me, there's going to be somebody next week. And I don't care, because I've focused on knowing exactly who I am and knowing exactly how to connect with someone, so that they not only immediately think of me when they think of a brand video, when they think of creating emotional connection, but they've gotten to know what I'm like, what my video, again, my values, my personality and my mission, because they've watched one single brand video, if you're curious to see it, I can even give you a minute if you're listening to this, don't distract from our conversation. But brand magnetic.com/marianna, M, A, R, I, a n, a, is where I keep my brand video. It's also on my About Me page and things like that. But after listening to this, once you watch that brand video, you'll see what I mean. It's it's really great to actually experience that, because you'll see that my story has been if you're an entrepreneur, you'll watch that story, and you'll I have engineered, or I have curated my story in a way that I'm really surfacing the parts that I think we'll connect with you and we'll and not everybody's for me and I'm not for everybody. You know, that's that's the beauty of like humans being all different, but it, you know, I've seen my own brand video, and the ones of my clients convert so much quicker because we're taking the time to be intentional about how to answer that question. Who am I? In a way that creates that emotional connection, in a way that's geared towards helping your cold audience, your potential future customer, feel like they know you from the get go. And then Kelly, last thing I'm gonna add to this right now is that every time you show up, so we're spending so much energy creating content, sending out those emails, being present, showing up on stages, pitching to the podcast, doing all of this every time you show up to them now they're like, oh my gosh, it's Kelly. I know Kelly. I remember Kelly. I like Kelly. She's cool. Like all of these feelings that were generated from watching a brand video come to the surface and you have now really created, very quickly, some real estate in that person's mind, where, not only are you unforgettable, you have really awesome feelings associated with every time you show up. So you're not just the expert. I'm not just gonna know that you have this expertise. You're not just providing value constantly, but now you're somebody I really like, guess what? I'm going to trust a lot faster, and you're the expert. So it's, it's that missing piece of the know, like and trust that we're, that we're putting into the puzzle in a very intentional way. Yeah.

So I want to highlight a few things that you said there, because this is where I like, Thank you. You're echoing things that I say all the time, and it's something that's kind of hard to to step into really, truly believing, as an entrepreneur, that the thing that's going to set you apart from others who do what you do is literally you right? Is your unique brand, and this is what brand really is. And I also know, because I've worked in branding myself for for a long time, that when you ask somebody, who are you, they have a really hard time answering them. So it does take, like, reflection and a process to really unpack what that looks like. So I think that's even why my question started with like, what what story is it? How do we even figure that out? Because I know I have a story myself, right? And maybe we can send my workshop a little bit for the sake of you, demonstrating how to figure this out. Like I started my business because I lost my mom to breast cancer, and it was one of those, like life changing perspective moments where I realized that I care about working, but I care about time with my family, and I now am very aware that time is not infinite, yeah, right, like we technically all know that, but, but we also have our own experiences that really lock that in. And so that's when I was like, Well, how do I do something, but have a business, and then kind of going down that path of figuring that out. And sometimes I was like, Well, why do people care? Why I started a business? Is that even the thing that's going to connect with somebody, like, maybe, maybe not. And you know, like, I know for sure, you've got kind of layers of psychology and thinking to pick out what those important pieces are. So I don't know if you can speak to that a little bit more. Yeah,

I think one really interesting story, and I think that it makes me think of something that happens with my students. I see it time and time again, where we're used to telling our stories in not a very intentional way, right? We're used to be able to have a fire sub chat with a friend, where it's not marketing, it's just, I'm telling my story, and yeah, yeah. Or it's just like, there's no there's no structure and tension behind it. And. And when I look at your brand story, it does have a very specific, very intentional direction and goal, which is to create that feeling of trust. And so what I want to acknowledge is that what we're doing in this process, and that I do with my clients and my students, is to curate that story, is to understand which parts of that story are going to be relevant to create that goal, which is the feeling of trust at the end of watching a brand video. And so you mentioned a really obviously deep story of losing your mom to cancer. And again, it made me think of this thing that happens a lot of times, which is, we're used to telling our story based on the most important moments or parts of our story that were significant to us, right, or that caused the next thing, that really implicated the next thing. And so what happens when we look at our story through the angle of what is that one story that I can tell that's going to have that impact of creating emotional connection. We have to think about what resonates with our audience the most, and that's not always. The big life events that meet are the most meaningful to us. And I want to take a minute, because I feel like sometimes you might be you might be hearing this, and you might be like, well, then that's not my story, or that's not true to who I am. It's not authentic. And that's not true at all. It's again. It's like, how do we look at one moment where we're gonna tell our story? The reality of it is that you're gonna have so many opportunities to tell all these other parts of your story in your content. This is not the one time that you have to talk about you like you should be in story, inserting storytelling in your emails, in your when you show up on social you should be, you know, reliving snippets of your life and bringing all that to the forefront. But in this one moment when people are connecting you with you, we want to think about, is this story a relevant to that goal, is a story going to resonate with our audience? And I'm, you know, I don't want to pick apart your story because I would. I want to know more about your audience first. That is the first step is to understand your audience deeply. But I have definitely worked with clients where a certain part of their story was absolutely pivotal to who they are, and yet wasn't going to be something that resonates with their audience, or it was going to draw their attention to a completely different situation or topic. So for example, when I heard you say that your mom died of cancer, the thing that came to my mind was the stat that I came across recently. So I haven't fact checked this, but I think it was actually Sarah Lively's husband that shared this, Jesse, I forgot his last name, that it was something like astronomical, like 28% of men were going to be diagnosed with cancer in the US. It was, again, I haven't fact checked it, but it was something so stunning. So that's the thing that my mind went to. And so, you know, so it makes me question like, is mentioning such obviously important part of your life and your story, but is that going to take us in a different direction? Is that going to be something that people really connect with, or is that going to be, again, something that distracts or just doesn't pave like the highway, to trust in that one single video that we're creating. And again, right? Tell that story that's a very say

you lost your mom, but maybe don't say cancer, because exactly how is really not the relevant piece. It's the it's the reflection and the awareness and how that contributes to my mission, exactly like I want to support entrepreneurs, because I believe that if you do what you love and you enjoy what you're doing, and you feel like you are in control of your time, and you're able to build the life that you want and have a business, then more people will be happier. And I want more people to be happier, so that world is happier,

right? And I feel like that entire part of your story will resonate very deeply, right? And so it's to your point, it might just be taking away a piece of that, which is, and I'm, you know, I again, I don't want to, like, diagnose you on the spot, or, yeah, analyze your story too deeply, because I would want to know more about your audience and, etc, etc, but the idea that it's sometimes these micro shifts or micro selections of your story that are going to make it flow. And to give you an idea, you know, because of my background in filmmaking, I am so used to just going incredibly deep. So not just when I interview people, not just when I'm actually in the process of storytelling, but even in the editing where, like every word counts, where every second of imagery counts. I don't use the term. Role. When I talk about a brand video, I use the term emotional visuals, and it's not semantics. It really is just considering the weight of visuals to bring that story forward, to create narrative transportation, which is this awesome concept of people being carried through the story, where the part of their brain that thinks about price point and how much is this going to cost, and will my spouse agree? Will I have time all of the objections that we might deal with on a regular sales interaction are completely not invited to the party. The only part of your brain that's working in narrative transportation is your emotional side that is being carried with you through the story, because I'm feeling that story through yours.

This is fascinating, and we're going still working. We're getting nerdy a little bit. I'm like, I've played

yes, there's some

have to have more conversation. But like, yeah, just speaking to the importance of demonstrating your brand, of really having the awareness of what your brand is, and this is one of the ways that you can communicate that, and a really effective tool for, as you say, like making that first impression and really intentionally. I like how you use that word intentionally to to capture the right message on behalf of your client, on behalf of the business owner, and to facilitate that relationship development in in doing that in like two to four minutes, yeah, magical. What I do? What I do? What is the question? There's no question I don't just like, let's just sit there for a second. Let's just, let's just acknowledge that. Yeah, that and then that, then it's something that's there for you. Because, you know, whereas entrepreneurs are out there, like you said, we're putting ourselves on social media sometimes, or we're trying to get on stages or being on podcasts or wherever. But what are we directing people to like? Of course, this is an opportunity to be a first impression, to share the story about that, and you will then see like, actually, you were telling me before we got on, that you have an example of like, one podcast you're on and how that specifically led to sales, and you could track it through you having that brand video in place.

Yeah, it was very immediate. It was they listened to the podcast, and this was like more than one person, or it was, I think it was at least four sales, over $30,000 that came in through one podcast. They listened to the podcast, they watched my brand video. They DM me on Instagram. We did jump on a call, but it was more just to talk about the ins and outs of my signature done for you service. And then they're like, where do I pay? I was like, whoa. And my my brand video is actually relatively new. So you know, the cobbler didn't have shoes for a while where I was like, teaching about this, and I was like, I gotta it's actually really painful to work on your own brand video, and so I'm being super transparent. I'm not trying to sugar coat it. For it to work, you have to go really deep, not just in yourself, in your audience. It's almost like performing surgery on yourself. You can be the best surgeon in the world. It's, it's a little hard to do it on your own, although that's what I'm working on right now. In fact, I'm so excited about building custom gpts that help you do that, where essentially have that back and forth with someone just really awesome tool. I'm just like, blown away. They're very fresh. They're as of, like, I launched two of them this week, and my students are like, I cannot believe this. This is amazing. And they took us anywhere. So I did want to make a point real quick, because you have talked about making a first impression. I know that we that's obviously a term that we use a lot. I would love to challenge folks listening to this episode right now that more than impression connection, right? How do you go from Impression where, that's what most of us have, right? Most of us, when you go on your website, you have an impression. You have like you're judging. You really are. It's okay. We all do it. You're judging like, is this person established? This is a newbie. Do they know what they're doing? Do they not know what they're doing? What are their testimonials look like, or their logo, where we're reading their copy, where we're thinking about all this stuff? And that's what your audience is doing to you as well. Obviously, this is how we buy, especially online, the idea of turning that entire moment from impression to connection. How are you making people feel something? How are you making yourself completely unforgettable? How are you again capitalizing on that magical moment? Do not like if you take nothing away from this podcast or this episode? Sorry, I'm sure there's awesome things around your pocket, but if you take nothing away from this episode, think of that magical moment. How are you using that moment when people are actively trying to answer the question, Who are you? Are you. Telling them who you are, at least in some way or another, whether that's a brand video, whether it's not like however you do it, are you being intentional about showing them who Kelly is, who you are in that moment when they're actually looking to answer that question? Are you making it so hard for them to forget you? That's what you want to do. That's what you want to do. You want to, do you want to make them feel something, and the moment they feel something, they feel connected to you. You're unforgettable. Every time you show up in your email, in their emails, every time you show up online, they will remember if you've done a good job of creating that connection.

Beautiful, yeah. I mean they feel like, I feel like we've covered it is. A very important key message to do this work. So maybe, what is one thing you want to leave people with in terms of like a first step? Do you have a question prompt that people could explore for themselves to start? Yeah, acting this a little bit without going into full surgery, like you said,

how do you sharpen your neck so you do that by understanding your audience deeply. And it's going to sound super counterintuitive, because we're talking about your story, right? But the very first step to creating a brand story that converts is understanding even what it means to know your audience deeply. What that means is beyond obvious. Hopefully, this is something you've heard before, like, way beyond demographics, right? Oh, my audience. You know my ideal customer avatar is Emily. She's 33 she lives in Austin, Texas. She buys this, she does that. She shops here. Doesn't matter. No. What we want is way deeper than that, where it's like, what are the very deepest desires that she's feeling? What are the things that make her cry? What are the things that she's feeling when that she doesn't express to anybody else? You have to know those things. It's your job as a business owner to know them so deeply better than they know themselves. And this is one of the chatgpt, or the custom GBT tools that I just developed this week, which is, it gives you so much of insight without and by the way, I'm interrupting myself constantly sorry about that, and get so excited that custom egbt tool, which I call the audience deep dive, is one of my favorite things that I've done In a little while. But it does not replace actually talking to your people and knowing what questions to ask. And I give my students a bunch of questions. There's one that I'm going to give you guys that I've had copywriters who've done this for years and years say I've never thought to ask this question, and it's actually not as relevant to understanding them. It's a bit more tied to the next step, which is understanding what makes you different, what makes people trust you, which is the second step of my process. But the question to ask them is, why did you choose me specifically? Right To your point, the thing that makes you different is you. It's not your offer. It's not what you call your framework. It's not you know, the flavor of whatever you sell, or the color or the shape or like it's you and your story. If you're not using your story to sell, you are blending in so much more like it's it's going to take so much more effort for you to stand out. And so understanding those really deep psychographics on the person that you serve, and then understanding what makes you different in their eyes. Hopefully that helps. I do have a resource for folks, if they No, that's

Please, yeah? Like, I'm on the edge of my seat, and I also want to play with that chat bot so badly I'm obsessed with chat GBT right now, in terms of just it knows things like, it knows things about other people. Like, you can ask what you should ask, and, yeah, you can ask it what it needs to know from you, and you can have, like, have a conversation. I've learned about myself that one of the things I need is, is to have to be able to respond. It's part of my human design, like strategy, I need to respond. And so sitting by myself creating ideas doesn't work. Yeah. So even having chat GPT to like, be that response sometimes, obviously, like you said, talk to real humans. Please do that is really the point, especially in if you're in any kind of service where you want to work with humans, you have to but tell us about your resource. Tell us where people can connect with you and where they can go screen your brand video.

Oh, yeah. So I'm pretty active on Instagram. That's my kind of top platform. So you can find @Brandmagnetic. All one word, @Brandmagnetic, and then I created a cheat sheet. It's the ultimate cheat sheet for creating a story that converts a brand, story that converts specifically, and you can grab that for free at Brandmagnetic.com/cheat, sheet, which I always find is a funny word to say. Look, cheat sheet.

Cheat Sheet, I can say seed heater. Well. Always, I always say, heater. I love it, but I love my my heat, cedar, big box,

your heat. Oh, that's cute, I think. And you know, it's funny, you say that real quick. Sometimes the tiniest little nuggets of life that we share stick with people. So for example, I know that next time I turn on my seat heater, I'm going to think of you. And so that's, that's one of the things that we do my program, where we find what's a little nugget that we can add in here that people will remember even more when they see it in their daily lives, like when they interact with that.

Yeah, because it's so true, because sometimes we this isn't a word, but generic size, everything. You know, I just was the other day thinking about, like, well, here's one thing that's unique, like that is part of me. I'm an elder millennial, and so if you ever owned, I'm thinking inflatable furniture in your bedroom, or if you ever chose a side about whether you like the Backstreet Boys or NSYNC or those are things that, like, super connected right there? Yeah, would have grown up with. Is that relevant to me? Like, what I do in my business? No, but it is part of like, so human and it makes me memorable, those, those sticky little pieces, like you said. So

I actually started my email yesterday saying that I was at the gym during my geriatric Millennial Mom squads, when I saw some I just shouted from the rooftops, I'm a geriatric Millennial Mom. But yeah, or what's the word you use? You didn't use geriatric used.

I used elder millennial. I well, I actually, maybe I actually, okay. This is like, welcome to the post, chat, chat. But like, like, when you say geriatric Mom, did you have your baby late, later? That's what I associate Yes,

yeah, I did. Yeah, although, Oh, I see what you're saying. No, I've heard geriatric millennial being used like elder millennial, like the older millennials, geriatric millennials. So not just geriatric mom, but geriatric

Okay. Well, we just need to clear this out. What year were you born?

83 I don't know why. It took me a while to say that. I won't tell you.

How dare they? Why?

I know exactly, but so I was not allowed, not not allowed. But also, I've been with my husband for 20 years, so it's a little bit crazy. Also, all right, so there's 150 fun facts about Kelly. I know we didn't know you were gonna get into today, but of course, we have a storyteller and a documentary, and she's drawing it out of me. She's clearly very good at this. I hope that you go and connect with Marianna. I'm excited to stay connected to Marianna. Get to know you more. Oh, you also have a podcast. I'll be on it.

Yes, Empire secrets.

Empire secrets. There we go. Amazing. Thank you so much for being here.

All right, thanks, Kelly.