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0:45

What's up pod pals, it's your buddy Adam, and

0:47

you are listening to Podcasting Business School, the show where

0:50

I teach podcasters how to love their podcast

0:52

like a hobby and to build it like a business.

0:54

This is a podcast audit episode, and

0:57

I've got my brand new pod pal, Rachel, from the Teenagers

1:00

Untangled podcast here with me today.

1:03

And we're gonna dive in and see if we can help her level up her show.

1:05

So Rachel, welcome to Podcasting

1:07

Business School.

1:08

Hi Adam, lovely to meet you. Well,

1:10

we're already having fun. We're kind of chatting

1:13

pre-recording as podcasters tend to do. And

1:17

based off what you told me, I've got some ideas cooking,

1:19

but I want to kind of

1:21

lean into where you want this

1:24

to go. So let's set a goal first. Let's

1:27

say you and I are meeting up six months from today, and

1:30

I gave you some words of wisdom

1:32

today, and things really are going tremendously.

1:35

So if you had a bunch of momentum, things are really on

1:37

track,

1:38

what would that look like? Kind of paint that picture

1:40

for me about six months from today. So

1:44

I think my big problem is that I've

1:46

got a fantastic

1:48

podcast, I'm getting amazing reviews, and

1:52

absolutely loving every minute of it. What I

1:54

haven't done is monetized it at all.

1:57

And that was never the intention when I first set

1:59

out, but I'm.

1:59

spending quite a bit of money putting

2:02

it out there and it would be nice to make it

2:04

wash its face to an extent and so

2:07

I'm thinking it would be nice to a get

2:10

a lot more listeners and

2:12

the other thing is to find ways of

2:15

making some money that would pay for it.

2:17

Okay I love that phrase making

2:20

it wash its face that is perfect

2:23

that's exactly we want this thing to pay for itself

2:25

we don't need an expensive hobby that we're

2:27

putting all this work into. Podcasting

2:31

start washing its own face around here. Yeah

2:33

okay so there's a couple

2:35

routes that we could take and

2:38

it kind of depends where you want to go because

2:40

if you're like I want

2:42

sponsorship money then

2:45

we'll go all right let's ramp

2:47

up downloads that needs be primary

2:49

focus before we can start really making

2:52

good sponsorship income. The

2:54

other route is we go all right is

2:56

there a program of product or a service that

2:58

you could put together and sell

3:01

on your own to your podcast audience

3:04

that and that's in my opinion the easiest

3:06

and quickest way for somebody that is a content

3:09

expert like yourself to be able

3:11

to monetize their audience so. That's

3:13

that's the one that's easy

3:16

I don't I've shied away from

3:18

sponsorship I mean I would if

3:21

if all trails is listening I'd love you

3:23

to sponsor my show because there's certain

3:25

brands that I think fit really well with what we're trying to do

3:27

but ostensibly I'm trying

3:30

to offer people a real a really

3:32

kind of heartfelt service and I and

3:35

I do think we've built up a

3:37

following and I've got an understanding because I'm

3:40

I'm I'm not an expert in parenting

3:42

I'm a mother who is

3:44

an ex-correspondent to CNBC and BBC

3:47

who is really good at doing the research and

3:49

has teenagers so I've learned a lot about

3:52

how to parent kids really well and the

3:54

feedback we're getting is that it's in you know it's incredible

3:56

does amazing job so I do think

3:58

I think that second route is great And I think somehow

4:01

I have been putting together a book

4:04

to go with the podcast But

4:06

also other avenues of maybe offering

4:08

a service and I'm not sure

4:11

Okay,

4:12

this is where I was hoping you'd want to take it because I've got

4:14

ideas You

4:18

chose the correct door so it's like

4:20

that that It's

4:23

not the one with the crappy car behind it it's one

4:25

with the All right, so I Need

4:31

a little bit more info so for I don't

4:33

make any assumptions the ideal listen of your show

4:36

What I'm getting is our parents

4:38

of teenagers. That's who should be listening to your show

4:41

Most of them are we are we do

4:43

have some bits where we have some teenagers who listen

4:46

and we also have people who aren't parents

4:48

But there are things that they're learning like grandparents

4:50

or people who are learning from the skills that

4:53

I'm Researching like how

4:55

not to

4:55

overreact. I'm getting feedback from people

4:57

that aren't necessarily parenting teenagers who love

4:59

that

5:00

Mostly mostly parents of teenagers. Yeah.

5:02

Okay, cool. So

5:04

and tweens. Can I just interrupt that? I think

5:06

I think actually one of the big ones

5:09

that I could probably do something with is parents

5:11

of Just before their teenagers

5:14

who are kind of Scrabbling

5:16

around thinking I know it's going to change and I don't really know

5:18

what's gonna happen and it's kind of scary Who

5:21

I could

5:22

do you more for?

5:24

Nice, that's that's

5:27

that's me. I've got a twelve and a half year old

5:29

right now and he's oh Yes,

5:33

perfect he's right in the thick of

5:35

the tween zone. All right, so with

5:39

that I feel

5:41

like there are some opportunities out there. The

5:44

first thing is so the the name of your show Teenagers

5:47

untangled is that the entire name of your show?

5:50

Is there any answer? Wow

5:51

I have listened and learned from

5:54

you. And so what I did I didn't realize

5:56

that you know, that's the name on my my

5:59

web But I realized

6:01

that I could just parenting in front of it. So

6:04

all my, everybody who searches on for

6:07

the actual podcast on any of the podcasts says

6:09

see parenting teenagers untangled. Perfect.

6:13

Because obviously I need to have that word in there.

6:15

Yeah, brilliant. That is

6:18

very important. Yeah, parenting,

6:20

that's gonna be a huge search term. That's

6:22

gonna be the number one search term that you want to make sure that you're

6:24

showing up for. So Bravo, that's,

6:27

that's excellent. So we don't need to talk about that. I think

6:29

that is that's perfect. Okay,

6:32

let's talk about some ideas for monetizing.

6:35

And I think something

6:37

that I've done in the past

6:39

when I started my, when I started to make

6:41

money with my health podcast, I

6:45

kind of want to pitch this idea

6:47

to you because both podcasts

6:50

and parenting podcasts kind

6:53

of fit into a certain category that

6:55

I call you're not teaching people how to make money

6:58

or save money. That's

7:00

like, it's not a business based thing. Like

7:03

with me, I can do certain things because I'm teaching people

7:05

how to how to make money or save money.

7:07

I can charge different prices and there's

7:09

kind of that side of the fence. And then there's the other

7:11

side of the fence where your it's personal growth,

7:13

it's education, inspiration,

7:16

things like that. So you're on that

7:19

side of the fence. And I think something that works really

7:21

well is very

7:24

targeted three or four

7:26

week challenges. So

7:28

a paid experience

7:31

because with you, and since

7:34

I'm kind of in your target audience, I'm thinking

7:37

through my own lens to parenting wise, I

7:39

would love to be able to get together with

7:42

a group of parents that are of

7:44

a similar situation. And

7:46

you've got a very specific challenge

7:50

like how to talk to your

7:52

teenagers about sex. And it's like, we're gonna,

7:54

we're gonna do this for 14 days. And

7:57

yes, you're gonna educate and go live.

8:00

and teach and then do some hot seats where

8:02

we can bring your questions and you prep us to go

8:04

have the talk with You know our teenager

8:06

and but this is a paid thing

8:09

I Love that

8:11

and you do as many topics

8:14

you want and I think the more specific the better I

8:16

don't think it's how to be a parent in 14 days.

8:19

It's like how to you

8:21

know, talk to me about drugs How

8:23

to you know talk to your you know,

8:26

maybe like we just moved that was a whole thing how

8:28

to make friends how to communicate Things

8:30

like that. I think that would be

8:32

very helpful I think people would

8:35

would get into this so are we happy

8:37

with this idea? Do I kind of keep going down this? This

8:39

I think it's amazing That's what I used

8:42

to coach parents of Younger kids

8:44

and we'd get them together and we'd go through

8:46

a program like that and and actually when people

8:49

get together and they're able To listen to other parents

8:51

saying yeah, but I'm struggling with this. They

8:53

all go. Ah, you know because they don't

8:55

feel such Shame for not

8:57

being able to manage it. So I love that. Love

8:59

it

9:00

great, so one

9:03

decision you're gonna have to make as we develop

9:05

this idea and kind of sift through the different options

9:07

is Do we want this to be

9:09

a really big group or more of a like

9:12

I think a group is important I think that's gonna

9:14

be value there But is it like

9:16

a 50 or a hundred person group or is this

9:19

five to fifteen or you

9:21

know Ten to twenty more intimate

9:24

but still having Values

9:26

that's something that only I think you could really answer

9:28

for yourself and that will depend on

9:31

what we're able to Charge as well

9:33

the more intimate group higher

9:35

price point who's the limited and it's a

9:37

little bit easier to sell There's

9:40

more of a fear of missing out and

9:42

as you're talking about it, like hey, I've got Five

9:45

of the of the ten spots already sold

9:48

and things like that So

9:50

something to consider And

9:53

then if you have and you can try both

9:55

there's no right or wrong answer if it is

9:57

me I would probably shoot for that

10:00

Somewhere in that 10 to 20 person. I

10:02

completely agree. I wouldn't want to go big I

10:05

don't think I don't think people would benefit from

10:06

it. Yeah, okay So that way

10:08

it's intimate enough that you're they're getting attention Like

10:11

everybody kind of knows everybody's name and everybody can

10:13

feel heard and they can get some some

10:15

Rachel time you know, they can get a little bit of your

10:17

attention, I think that's gonna be important and Okay,

10:23

so 10 to 20 ish in there setting

10:26

the price point Usually for

10:28

I mean it's been how long the challenge

10:30

is if it's a two-week thing a three-week

10:32

thing for we think the price Obviously goes

10:35

up the more exposure they have to you the price goes up

10:37

Do you create any like online course

10:39

component to go with it price goes up?

10:42

And but honestly what I would do what

10:45

I did for my health brand was You

10:48

know, the next question is well, how do we get people into

10:50

this? I mean like how do I get them from

10:53

listener and to paying me to

10:55

actually do this? I would create one one

10:57

step in between and I would do like for

11:00

my health show. I did a five-day free

11:03

Challenge that led

11:05

into the paid challenge. So it's kind

11:07

of an appetizer and then the

11:09

main course. Yes, so like

11:14

Let let's say you decided to do

11:16

a three-week paid challenge on

11:20

communicating with your teenager With

11:23

the goal of you know, you know I would

11:25

clearly define the goals of like what that would

11:27

look like and feel like but then the five-day

11:29

challenge is how to talk to your the free part is

11:31

how to talk to your kid about sex or Whatever

11:34

and that way it's a little Kid

11:37

bit a sliver of what you're gonna

11:39

you know, you could potentially cover in that way What

11:42

I would talk about is your free five-day challenge,

11:44

you know That's where you're collecting

11:46

email addresses for you're putting people You

11:49

know group or something like that For

11:51

five days you're nurturing and creating value

11:54

and giving them homework doing hot seat

11:56

sessions and then taking

11:59

you know What I did was

12:01

day four and day five, I started talking about

12:04

the 21 day challenge or I did a 28

12:07

day challenge that's paid and

12:10

I charged $97 and, but I had over a hundred people

12:12

that ended up

12:14

doing the group. So for you, I

12:16

think it's going to fit. It's going to be 10 to 20 people.

12:19

You need to charge at least $500 for, for

12:21

if it's going to be a month or

12:23

that way, you know, like

12:26

that way. If it's like a $497 price point and you

12:28

get 10 people, that's $5,000 for a month. If

12:33

you get 20, that's, you know, that's $10,000 quick math, $10,000 that

12:35

you're getting paid. And

12:42

then I would have the price point on the lower edge,

12:45

the first round and then get testimonials

12:47

and then you can use that marketing going forward

12:49

and elevate the price point a little bit and just

12:52

kind of make little stair steps. But I like the idea

12:54

of five day freebie, launch

12:57

it into two, three, four

12:59

week aid challenge, that 500

13:01

ish price point and

13:04

grab testimonials and then kind of look

13:06

back and go, Hey, this, this is what worked well. This

13:09

is what didn't work well. What if, what

13:11

if I converted more people out of that free challenge and

13:13

we hit all 20 spots instead of 12 or,

13:15

you know, the different things like that. So I'll,

13:19

I'll put a pin in it. I'll pump my breaks. Lots

13:22

of thoughts, ideas from what I

13:24

just unpacked right there.

13:26

Um, so I, I'm curious.

13:29

So you were saying you were doing it on a daily, you were doing

13:31

it a daily basis.

13:33

Is that right? I did the free

13:35

challenge. Yeah. Five consecutive

13:37

days. Yes. For how long? For

13:40

five days.

13:41

No, no, no. I mean, for how, like, how long were you,

13:43

were you talking?

13:44

I would go, I would go live for an hour.

13:46

That was a fitness thing. I would do like a follow

13:48

along workout and then we do some motivation

13:51

or whatever. So I mean, you could go live

13:53

wherever you wanted to go live for like,

13:56

even just be like a private zoom chat. And

13:58

it doesn't have to be out on social media. And 30

14:01

minutes and then but then give them homework

14:03

and yes I would like some sort of a

14:06

workbook or something some sort of downloadable

14:08

like they're following along with the challenge and that

14:10

Way they're on your email list and the

14:12

whole thing So

14:14

I like that and then when

14:16

you get into the paid challenge, I Mean,

14:19

there's all sorts of ways that you can do it what

14:22

I would do And again depends how much

14:24

you want to charge and the more you add the more that you charge

14:26

I would kick it off each week with

14:28

a group session like all hands

14:31

on deck Let's get everybody in there and

14:33

here's the the theme or the focus point of this

14:35

week teach on it Maybe

14:37

you've got like a slide presentation

14:40

or you've got a guest speaker, you know, that's

14:42

that's the thing, too It doesn't have to be you and

14:44

then you've got homework based off of that and

14:46

then I would have maybe some sort of office

14:48

hours that people could pop into

14:51

and just Put some of those on your calendar

14:53

randomly throughout the week and that way people

14:55

can pop in to follow up and maybe record

14:57

those and You know house

15:00

the video or the audio somewhere You

15:02

know if it's a Facebook group it could all be just kind

15:04

of put in there and that's what

15:06

I would do so all Hands

15:09

on deck get together and then some sort of office

15:11

hours. Maybe they could sign up for a hot seat session

15:14

that the whole group can see or something like that

15:16

and That would

15:19

be the the paid challenge. I think people will get a

15:21

lot of a lot of benefit out

15:23

of it And would

15:23

you use would you have you you were talking

15:25

about Facebook? Were you using Facebook to do that?

15:28

With my health show I was doing

15:31

Facebook for the free challenge and

15:34

then on the paid I

15:36

would just do all the get-togethers on zoom And

15:40

right. Yeah, and then I would I Use

15:43

a platform called kajabi to create courses and

15:45

things like that So I would save all the

15:47

videos inside of a kajabi course so they can

15:49

go back and just watch it there And

15:52

but you do the exact same thing in a Facebook group. You

15:54

just have to create a separate Facebook group then the

15:56

free one Yes Yeah,

15:59

that could be It can be that simple. And again,

16:01

if you add weekly one-on-one hot

16:03

seats or maybe I think

16:06

it'd be that bad of an idea, especially

16:08

if you keep the group smaller,

16:10

where

16:12

maybe that first week you're like, I wanna meet

16:14

with every single person one-on-one

16:16

for 15 minutes. And just what's

16:18

your number one goal for the next month? And just,

16:21

because then at the end, as

16:25

you take them through this journey, the natural question is,

16:28

Rachel, this has been fantastic. What's

16:30

the next step in our journey? That you'll get that what happens

16:33

next question. And

16:35

then that's your next offer where you see like,

16:37

okay, this is great, but I'm still struggling with X, Y,

16:39

and Z. And you go, okay, well, our next challenge is coming

16:42

up and it's going to be

16:44

on this exact topic. Here's the

16:46

early bird link. Give them a little discount

16:48

for early bird signup for the next one. So

16:51

something like that. Or you could create little graduate

16:54

cohorts for accountability. Yes.

16:57

And say, okay, we've got a 20 person group. Anybody

17:00

that wants to go into my graduate cohort

17:02

for continued support, we meet up once per month

17:05

and share ideas. It's $97 a month

17:07

or whatever. And

17:09

just to kind of get that continued support. And so

17:12

you have that back edge offer

17:15

because you will get those people that go, what

17:17

happens next? What's the next step? Is they're

17:20

just ready to go. And you don't want to be that person

17:22

that's like, I don't have any to meet.

17:24

Yes, absolutely. Go

17:26

find someone else to help you.

17:28

Yeah, I know. I mean, when I was doing the parent coaching

17:30

before, we'd always want to create a group.

17:33

At the end, they could then support each

17:35

other. So, and actually one of the problems

17:38

I've got is, I've got, I'm being downloaded

17:40

in 144 different countries and

17:42

some of those people are quite isolated. You know,

17:45

they're in Qatar or Istanbul.

17:48

And so doing it

17:50

by region and giving them somebody else that

17:53

they can talk to would probably really support

17:55

them and really help them.

17:57

Yeah, I think that is really,

17:59

really smart.

18:00

The same thing as what I did with the weight loss

18:03

podcast is people

18:05

were afraid of backsliding,

18:09

backtracking, losing momentum,

18:11

and group support and group accountability

18:13

in a positive way. If

18:16

you can fulfill that, that's worth

18:18

investing and that's an insurance policy on results.

18:20

And that's the thing that parents of teenagers actually

18:23

don't have at all. They don't have

18:25

a group, because most of them, the parents

18:28

have moved on, they've all gone back to work or the kids have

18:30

gone off to school. You're not seeing what they're doing and

18:32

it sort of just falls away. Yeah,

18:35

I like it.

18:36

Me being in

18:39

the parenting zone that I'm in, I think

18:41

it would be so cool to have a resource,

18:44

go through all this and then maybe there's a 10

18:46

person Slack channel or a Voxer

18:49

group of parents where I can go,

18:51

hey, this just happened. What do you

18:53

think?

18:53

And they've all been through the same

18:55

program. You all think in a similar way. You all

18:57

understand and you can back each other up. Yeah, I think that's really

18:59

smart. So

19:01

I think this is high value. And

19:04

there's all sorts of things you can create off of this. Like these

19:06

changes can easily become online courses

19:09

or hybrid coaching platforms, masterminds.

19:12

But I

19:14

like, whenever I create something new,

19:16

I'm like, how am I going to connect the dots from

19:19

podcast listener to somebody

19:21

paying me for this? And

19:23

to me, it's definitely that free

19:26

challenge bridge there. And

19:28

that's all I would talk about until you open

19:30

cart for the next challenge. Then I would talk about on your

19:32

show, like, hey, we've got this next thing. It's

19:35

this for a podcast listener, you get a

19:37

little discount or free. Maybe

19:39

that's you give the 15 minute one on ones too. Like

19:42

if you sign up in the first day

19:44

and use the word that sign up, you

19:47

get a bonus 15 minute one on one with me and

19:49

you're just trying to help everybody does it. So

19:51

little things like that. That's

19:54

that's the way I would market this thing. So

19:57

you see any

19:59

barriers. to

20:01

this idea. No, I think

20:02

it's brilliant. I think it's brilliant. I mean, it's just sitting

20:04

down and thinking it through getting

20:06

the pricing right because I think some of

20:08

the parents may

20:11

bulk at higher pricing,

20:14

but there will be others who have that money. And

20:16

the great thing is that I've always wanted to keep the podcast

20:19

free at source because I want to be able to reach

20:21

people who can't afford that

20:23

extra, but then I can offer extra

20:26

to people who can afford it. So it's perfect. It

20:28

means I don't have to create a barrier,

20:30

like hide some of my episodes

20:33

behind some paywall or I don't want to do that. So

20:35

this is ideal, I think.

20:37

Yeah, I think communicating that to your audience would

20:39

be a cool idea too. I

20:43

would do an episode as you start to introduce these free

20:46

challenges and things like that. If

20:48

it was me, I would totally be like, listen, this

20:51

has become something that I truly am passionate

20:54

about. It's also getting super expensive.

20:56

And what I don't want to do is put episodes

20:59

behind a paywall. I don't want you to have to listen to sponsors.

21:01

I don't want you to have to do any of that. So

21:03

here's what I'm going to do. I'm going to start doing these free challenges

21:05

and you guys can jump in there. And for those that jump in, I'm

21:07

going to have an opportunity to do a paid challenge

21:10

that kind of keeps building momentum. And

21:12

that's the best way that you can support me in

21:14

the show. Let's get in this free challenge and

21:16

kind of get the taste test me

21:19

as a coach and a leader. And

21:21

I'm going to take you and guide you through this journey. And

21:23

I think that you'll get

21:25

really, really tremendous results.

21:29

That community vibe and just I

21:31

would promote it. The

21:33

free challenge, I would probably do like a three-ish

21:35

week promotion cycle for that,

21:37

like where that's all you're talking about on your show,

21:39

on your social media, email. Like, hey,

21:41

this next free challenge, it's the first one. It's

21:44

going to be amazing and just get people on that

21:46

list and just signed up, ready to go.

21:50

And then the last tip I'll give you, I don't want

21:52

to give you too much homework. We've already unpacked this quite

21:54

a bit. But as you're in that promotion

21:57

mode, really be… Aware

22:00

of the content that you're releasing on your show

22:02

and on social media number

22:05

one, I want you positioned as the experts to make sure

22:07

like I wouldn't do interviews or like I want you

22:09

doing like so episodes or Things

22:12

like your mentor mentorship or coaching style episodes

22:14

like what I do But also

22:16

I want the topics of your episodes

22:18

in that promotion window To be very

22:21

hot button for the ideal person for this

22:23

challenge. So if you're gonna be like Let's

22:27

just keep on using the you know, how do I talk

22:29

to my teenager about sex? That's

22:32

the challenge at least one of those

22:34

episodes needs to be in that

22:37

theme Absolutely.

22:39

Yeah, we're like the number one

22:42

mistake parents make when talking to their

22:44

teenagers about sex Boom, like

22:47

anybody that is perfect for this challenge will listen to

22:49

that episode if they're in your world.

22:51

Yes And then you like and if you like

22:53

this you need to sign up for

22:56

my five-day challenge We're gonna dive deep on

22:58

this I'm gonna take your questions directly in the hot

23:00

seat like we're going to get this figured

23:02

out so that you exit the five

23:04

days I don't know if it's

23:06

necessarily like with a script like a game

23:09

plan of what you're gonna say How you're gonna say

23:11

it the environment you're gonna create around this

23:14

the whole thing and I think you

23:16

know So it looks for doesn't have

23:18

to be three episodes in a row about sex or anything like

23:20

that But just like what are

23:22

the issues that the ideal person that should be doing this

23:24

challenge? What are they struggling with? What are they in their head

23:26

about? Let's let's hit some of those hot buttons as

23:29

we lead up so that they are like, oh I gotta listen to this

23:31

and then They hear you going. Oh this free challenge. This

23:33

sounds like something that I need to be a part of that

23:36

makes sense Yeah, love it. Absolutely. Love it

23:39

standing I've

23:43

locked out there for a while. I'm not sure why I just said over the last 23

23:45

minutes, but I hope it's

23:47

good. Sometimes I just you know, have a little

23:49

extra cold brew coffee and just see what happens.

23:51

It's working

23:52

Okay,

23:55

so Rachel I am

23:57

excited to see what you do with this I think you've got

24:00

an audience that's primed and ready for this sort

24:02

of thing. Obviously, you love what you do

24:04

and you're passionate about it as well. All

24:06

right, so I wanna make sure people can plug into

24:08

your world. Go ahead and shout out website,

24:11

podcast, if people wanna reach out to you and support you,

24:14

where do they go?

24:16

So the podcast page is

24:18

teenagersuntangled.com. I'm

24:21

on Instagram, very active there. Facebook, I'm

24:23

really bad at it and I've got to get better. I

24:26

struggle with, you know, it's a difficult

24:28

thing for me. I'm on Twitter

24:31

and I'm lupigoose on Twitter, but everywhere else it's

24:33

Teenagers Untangled. Come

24:35

and chat to us. You can leave audio messages.

24:38

You can find us on any podcast. We're

24:41

up there. We

24:43

love getting suggestions. Anything you're struggling with,

24:46

let us know. We love to tackle

24:48

people's questions.

24:50

Outstanding, all right, Rachel, I appreciate you coming

24:52

on the show. And if everybody, if you're

24:54

out there listening in and you're like, that

24:56

was an awesome session, I'd love to be on a podcast

24:59

audit, just head on over to the website,

25:01

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25:04

Get signed up for your very own podcast audit. I'll get

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25:08

PodPals, I think we're gonna

25:10

wrap this one up for today. Appreciate you listening

25:12

in. I'm gonna send you out into the world wishing you

25:14

health, happiness, and many downloads.

25:17

We'll see ya next time. Hey,

25:19

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