Original subtitles

Hello business class.

My name is Ashley Villa and I am attorney

and manager to digital talent.

There's a lot of reasons why brands want

to engage in digital talent and you know some of them being brand recognition

other because they would like to get a couple talking points to their audience

or show their customer how to use their products.

Lots of different reasons.

But today, I've heard that some of the

main questions that you have is how to actually work with digital influencers,

how to engage them, how to form relationships.

And so that's kind of what we're going to go through today.

So this is kind of an overview of what we're going to be talking about today.

I'm going to give you the broad strokes of what a potential team might look like.

So as a brand, you're not confused as you're getting thrown into all these

different parties as you try to, you know, start discussions in terms of

potential paid work or even gifting.

I'm going to tell you what a good email

looks like when you're reaching out to talent and the representation, how you

even decide what what talent you might want to work with as you form your your

influence influencer campaigns.

Various analytics that myself as a talent

manager gets asked to see of my clients quite a bit from brands.

So maybe you can learn from other brands in terms of what they're asking for, how

to actually build relationships with talent.

And I'm going to flow through what I believe to be an organized branded

campaign between a brand and an influencer, I'm going to lightly touch

on. My feelings on good contracts and what

material terms you should be looking for.

And then if you're an influencer, a

couple tips on how to get the most out of your management just as a little bonus at

the end.

Okay, first of all, a little bit about my

company, rare global.

I'm the CEO and founder of Rare Global

and we are one of the, if not the premier.

Talent management companies in digital, we truly represent the best of the best

in terms of digital talent, usually focused in YouTube, Instagram, tik tok

and with the pillars of focus being beauty, fashion, lifestyle and a lot of

Wellness these days.

So that's a little bit about us as a

company we. Focus a lot of our work in terms of who

we represent and we only represent at this point around I think, 17 talent.

That's not including our rare creative side, which represents photographers,

videographers, makeup artists, hair stylists and that type of talent who

usually also have digital platforms.

But our focus is the influencer on the

rare global side.

I myself, I'm a lawyer.

And that was kind of where I built my initial career.

I worked at Lionsgate.

I worked at a film sales agency and

eventually was in House counsel at Style Hall, which was one of the first digital

media management companies.

It was called a multichannel network, and

that was also with the focus and fashion beauty.

And I learned a lot there about the ins and outs of the digital world and then

thereafter launched. My own management company and we've been

around for about, I think this November will be our sixth year.

So yeah, maybe one of the oldest around at this point.

Here's a list of some of our talent, some amazing content creators, all of our

clients. Create their own content.

That's the main reason why they wouldn't want to work with an influencer.

They actually can create any of their own content.

And you know what? They know how to speak to their audience

better than anyone else.

They are very, very in tune with their

audience and they're on the forefront of what's cool.

So I mean, that's truly what makes you an influencer, knowing the coolest stuff.

And so we make sure as well that we're getting our clients the coolest stuff all

the time so that they can have the best and the most forefront opinions.

Yeah, we got Jenny and Michelle Fawn, one of the o g 's on YouTube, art and Cho,

actress Bria Jones amazing up and coming.

Tik toker. Yeah, just to name a few.

All right.

So as a brand, you're going to want to

reach out to the influencers team.

That's usually what you'll do.

You'll go on to their Instagram, you'll get their little email, and it'll say

Chloe at rare.

Dot global.

Now, that email is most likely not going to actually going to go to Cloy Morello.

It's going to go to someone on her team.

And so you should kind of have an idea as

to who these various characters might be when you reach out.

I do believe that as a digital content creator, you can manage yourself up until

a point.

You will continue to manage yourself.

You will field your emails as talent, and I actually recommend that as talent.

You continue doing so for as long as you can.

You know, focus on building your own business before you bring on outside

help. Once you are hoping to get outside help

because you're really at that place where there's not enough time to answer emails

and also create all the content that you can make.

I think the first step is finding in in the digital world and it's different in

the traditional world, but in the digital world it's important to first find a

manager. Now in digital a manager is someone who.

I think has a longterm strategy, but also has a shortterm strategy in terms of what

your content looks like, what kind of sponsorships you might want to do, what

kind of platforms you want to be on.

And the manager truly is someone who's

supposed to be helping with creating all the different types of relationships, and

that's where this little manager icon is here.

The manager should also be helping you find a good attorney.

Managers, some of them can do contracts, the ones who are lawyers.

I myself being included, but a lot of times we still hire an outside attorney

just because of the high volume of contracts that do come through.

And as compared to traditional talent, digital talent has a lot of deals coming

in. At any given time there might be 3 or 4

different Instagram campaigns with.

Different brands.

You could have two YouTube videos coming out for, say, Dyson vacuum and also Le

Maire. There's lots of different types of

campaigns that can be happening at any time.

So when you're ready to get a manager, you're most likely also ready to get an

attorney. And at some point your business will get

so big that as talent, you also will need to get an agent.

Now, why have an agent and a manager? Well, an agent is really, truly someone

who's out there pitching you.

They're sending out.

A lot of emails, outgoing phone calls, daily to get you new work, and a lot of

times those larger campaigns that are year long, managers can get those deals

too, but agents are really out and about trying to procure lots of extra work.

So when you bring an agent on, they'll be bringing on an extra added amount of of

opportunities, but also for example, if you want to launch a book.

An agent might help with that, could do it with a manager as well.

But having extra hands on your team can really help when your business gets to

that place. So as a brand, don't be surprised if

sometimes when you're working with the macro talent, macro in my opinion being

maybe 1000000 or more on YouTube, that they have not only a manager but also an

agent, okay. And then at some point say you do launch

your book and you're going on tour.

You just launched your makeup line as

talent. You might also need to bring on a

publicist to help you as you form relationships with various press outlets,

and they're the ones who can really bring on those extra relationships.

In terms of events as a brand, you'll probably just deal with the manager,

coordinating events, coordinating gifting.

That's usually something that the manager does when it becomes a paid opportunity.

You might speak with a manager and agent.

Very rarely will you usually speak to a

publicist about these types of branded opportunities.

So, and very rarely I think, will the attorney be negotiating.

But just be kind of aware that you might be speaking with an agent or manager in

terms of negotiating.

You might be speaking with talent.

Sometimes I tell the talent to pretend they have an assistant so they can have

that third party.

They're still helping you negotiate, but

I would let the talent lead in terms of who you'll be negotiating with.

And just ask your questions to the broad group if you're unsure or even ask who

you should be negotiating with if you're unsure at that point.

All right, so let's start from the beginning.

So you're an up and coming brand.

You want to start engaging with various

talent. You have about 20 people on your list.

I'm going to give you some top tips for what that email should look like in terms

of that initial outreach to talent.

Because here's the thing.

As a small up and coming brand, even big ones.

Perhaps it's hard to get in the door if you're unrecognizable or you still have a

small Instagram.

Maybe that Rep doesn't even respond.

Maybe you've got to be a little more tenacious.

Whatever you got to do to get in front of that talent.

Maybe you even DM them.

But I would recommend starting with an

email to the representative.

And see if you can speak to the talent,

perhaps, perhaps send them the product.

That's where I would start.

So let's start with just saying that the talent doesn't have your product.

They've never seen it before.

Here's what your email should look like

so that it's very clear what you would like to happen and what you would like

from that representative.

So First off.

A clean subject line.

Number one, make sure that you say the

name of your brand in the subject line clearly say what the product might be.

And it doesn't help either if you write potential collaboration or something like

that so that it doesn't look like spam.

Because actually in these emails and we

check our clients emails every day, there's a lot of spam that comes into

those emails. So just having a clean subject line so

that it's even clear.

What you're trying to get at is really

helpful. So instead of sending, you know, very

general emails, if I was a brand and I wanted to get in front of a talent that

they've never heard of me before, I would make sure that they knew that I knew who

they were. So I would say, hey, we're honey skin.

We're launching a new serum.

I watch your YouTube channel.

I know that you love things that smell like honey.

And it's an anti aging product that I know you would love and maybe even get

some details as to specifically why if I was an up and coming brand I would start

there because I need to actually know if the the talent is even the content

creator is even going to like my product as a small brand.

I want to just work with talent that actually likes the product to start with.

Sometimes just paying people.

Haphazardly here and there, it doesn't

always get you what you want because they'll take the money and then you'll

never hear from them again.

And that's kind of not truly the point in

my opinion of of working with with content creators.

It's kind of to harness these relationships.

So I would first try to get them the product, get the product in their hand

and then if that's possible, I would then move to sending potentially campaign

details hi. Tamra, I know that you love our product.

Can you consider doing a paid campaign with us?

And then in that email, I'd be very specific about the type of content that

you'd like them to create.

For example, I noticed that you have an

amazing IGTV series on your favorite skin care.

Can we be a part of that since, you know, honey skin is now one of your favorite

products? And just as a note, I mean as a

professional person. I would always have like a very clear

email signature so that if anyone did need to get in contact with you, they

could reach you.

But also on the flip side, when you're a

new brand, it really does help to have a complete email signature because then we

kind of know that you're a real person coming from a real brand and that true

signature line really helps.

You wouldn't even believe how many emails

we've received where there's no signature line at all and it just says contact at

such and such brand.

Like, is that a real brand or is it spam?

We're really never unsure, and sometimes you can't really tell from even a

website, so I'm having a really great signature line is great as well.

Ok so another step as a brand that you really need to run through before you

start sending out every which email here and there is deciding who you want to

actually work with.

So there's lots of ways that you can

calculate how you'd like to work with various talent.

Here's all the different ways that we've seen brands calculate it.

And I'm not going to lie, I've never actually been on the brand side.

I've always been a talent manager.

So the perspective that I'm giving you

here is what we've seen in terms of questions.

Interestingly enough, a lot of questions that we get especially from smaller,

newer brands is how can we guarantee that your client will have will.

Will have sales for us, you want, I can't guarantee that.

I can't even guarantee views on any of the stuff, on any of the the content.

But what I can guarantee is that if the the client actually likes the product,

they're definitely going to get some traction with their community if they

actually like the product.

So even if you can consider all these

different things, that doesn't guarantee success on any branded campaign, but you

can look at the talents.

Engagement, you can see how many people

are commenting on their on their content, whether it's on YouTube or Instagram and

on even further than that you can ask them for analytics.

So a lot of times savvy brands will ask us for screenshots.

And so at Rare global, we do have case studies for all of our clients.

So we can send some broad information.

We can't give too much information in

terms of specific branded campaigns because those are confidential and they

all lie under confidentiality with each brand.

Just like I wouldn't share information from one brand to another, I wouldn't

share that. However, we can give information in terms

of sponsored content that's that's clear and in the public view, so for example,

for best dressed.

We can look at some of her sponsored

content and see that it does very well, has very high engagement, she gets very

high interactions. She we kind of can give an idea of some

top performing brands.

We send this as a case study so brands

can get a feel and again cannot guarantee actual sales.

And in fact I want to note as well that a lot of times brands will give us a swipe

up link so that during sponsored content.

We will have a swipe up link in the

content so that the brand can track how the link clicks go and then sometimes

even can can track how sales go.

But to be honest, a lot of times they

don't share that information with us.

They don't want to know how well it does.

So as a brand kind of your choice to whether you want to disclose that or not.

But a lot of times I don't actually have that information.

So when brands even ask me, you know how did the last.

Branded campaign go with such and such brand, I actually don't know, but we can

generally say how you know content and interaction goes in terms of broad

strokes for various categories in our case study.

And also as a brand, you might want to ask for you know the last week's

clickthroughs, we usually tell our clients to make sure that they're doing

swipe ups weekly so that we can make sure that we're capturing that data.

And then also in terms of general insights like what are the top cities,

are they US based talent, how many impressions are they getting in the last

30 days, how many followers do they have, how many people are going on their

profile daily. So you can ask for specific analytics

that the talent is able to screenshot from their Instagram and we will share

that with you.

So as a brand, you know we've been

talking a little bit about figuring out who you want to work with, how that

initial. Relationship starts, but the most

important thing is a brand, in my opinion, and also as a manager who

represents talent isn't just getting brand deals.

It's about forming relationships so that we can start to work together and have a

symbiotic relationship. You're helping us.

Because we're creating content and we're getting compensated for that content for

a brand that we actually like.

And then you're getting content that

you're able to share with your community as well.

And in that kind of relationship, it, it truly starts with, in my opinion,

gifting. You're needing to get your your product

into the hands of that influencer and they need to actually love that product

in order to be an authentic relationship.

I know that word authentic is thrown

around a lot, but it's kind of, it's, it's true, we don't want our clients to

be working with brands or platforms or anyone that they actually don't like or

potentially don't even agree with their morals or as a brand.

You know brands have opinions too.

So you kind of have to find brands that

vibe with your personal brand.

Simply because you reach out and have

money doesn't mean that our clients willing to promote your product.

Truly, truly at Rare Global, we as a talent management company, that's why it

sometimes helps to get me the product to see if I even like it, getting the

product to the talent to make sure they like it.

A lot of times our clients ask us as managers, is this a brand that I want to

work with? Can you do some research?

What's their background outside of that? Finding creative ways and aesthetic ways

to get the product in front of the talent.

So one note here is I wouldn't have a lot of waste back in the day it was it was a

huge thing to just send huge, big packages, as big as you can get the

biggest attention. These days our clients are getting so

much product and they're filtering through so much product and they're

actually not accepting any product unless I've asked each and every time.

So also don't just get the email get the, address somehow and send the product

first. Make sure you ask and see if the talent

even wants the product.

Confirm the the address.

Send the product, get them the tracking.

Follow up to see if they got the product.

Follow up two weeks later to see if they like the product.

On top of that, don't send wasteful packaging.

I wouldn't recommend sending huge packages anymore.

Be eco friendly.

Think about the environment.

How is it easy to open? You know, as someone who also receives PR

from brands when they're wanting us to try new things, you don't want to get a

lot of waste.

Please don't use the little bubble, the

little those little bubbles that they don't, they don't decompose very well.

They stay in our environment for 20 years.

Like no one wants to see that anymore.

So be really thoughtful about the

environment as well as our talent is also being thoughtful about that too and not

being really wasteful, you know? Perhaps we, we nixed those huge boxes

with extra size, extra large sized everything.

So that's a little note as well in terms of an insider tip on how to make sure

that you're starting with a great relationship.

Okay, so say you're moving into paid campaigns, you form that great

relationship. They really like your product.

Now you're reaching out again and in that email that i had the email tips I had

mentioned earlier, you want to be very clear about what.

Deliverables you want.

Because here's the thing, as a brand, you

can't really get what you want if you don't know what you want.

Wait, you can't? Yeah, that's that's it.

You can't get what you want if you don't know what you want.

So make sure that you actually figure out what deliverables work for you as a

brand. You know you have your own social media.

You know what content as well in your social media.

So figure that out and then find ways to get that talent.

That content creator to make good content for you.

So that involves some usage, right.

So they're going to post on theirs, most

likely that talent gonna post on their, their social media and then also you're

going to want to post that content on your social media.

So you're going to make sure that you're going to want to to delineate in the

contract that both of things need to happen.

And so here's kind of what I think it looks like from the brand side and it's

very fluid and sometimes some things happen before others.

But I would say that this is generally how a well structured campaign should go.

So as a brand you develop your campaign concept.

Say you have a launch honey skins launching, it's it's new blush and it's a

it's a blush that smells like honey.

There's a bumblebee element and do you

want to make sure that the talent.

Mentions all the new talking points about

the new product, which is antiaging and and also has actual beeswax in it, let's

say. So those are the two talking points.

So you're going to outreach your talent, get them that product, you're going to

send them the offer, confirm that the talent even wants to do it.

There's going to be some back and forth here because you're going to have to

figure out what that talent wants to charge.

So you know, there's going to be some negotiation.

You have a budget, you have a set budget.

You need to ask if and find out if the

town's willing to create the content for the budget that you have.

So once that's confirmed, you'll send the contract.

There'll be further negotiation on the contract once you close the contract.

In the meantime, I would make sure that you're establishing a timeline.

So say you do have a launch, I would mention that launch plan and that launch

timeline and give yourself ample time to make sure that you can get those

deliverables. And that content during that campaign

timeline, because worst thing that can happen is you close the contract on

Friday and you want them to upload the content that Saturday.

Now that's probably not going to happen.

So if you do need that content up on

Saturday being very clear so that everyone's working as quickly as they can

to close that contract and you're not missing your launch confirming the

creative as a brand, here's another tip I would try to get a feel of what?

The talent is hoping to make I would ask for a short campaign summary and just a

short content summary.

What are you thinking?

And you know, have it be a discussion.

I wouldn't say that you should send over

what you want them to make creatively i could send guidelines, but I wouldn't try

to delineate an entire YouTube video for them.

I would say, what content do you think this would look great in?

Leave it to the talent to figure out, because here's the thing.

They're going to want to make sure that they do a good job for you as a brand,

because if they actually really like the product, they're going to want to work

with you more.

So we really want to make brands happy

and make sure that we continue that relationship.

So if we're all open in the forefront about what that content's going to look

like, everyone else is going to be happier at the end.

So after all the contents confirmed, give them some time to create the content.

And then once you receive the content, you'll do a final approval.

And that's when you'll watch it and start tracking and seeing how it goes.

I gave you a kind of like a couple little sample campaigns here.

You know, usually like a YouTube campaign for a launch might be 1 YouTube video in

a makeup tutorial where they mentioned the product and then one round of social

media that supports the YouTube video so they'll post an actual Instagram photo

that might show the product.

In some way.

And also say go watch my full YouTube video.

On the flip side, there's also a world where you might just want them to attend

your launch event, and that's a whole different scenario that hasn't honestly

happened much lately.

I used to see it a lot more and maybe

that that talent would cover.

The YouTube the launch event in a YouTube

video. But you know, as I said, with what's been

going on with COVID, the events haven't been happening as much lately.

They've been happening more, but that's something that I hope to see more in the

coming months okay so here's some campaign tips, just some top level things

I've learned over the years as we've done lots and lots of brand campaigns.

As a brand, provide all the information about the product, about the campaign

upfront. Nothing is worse than having all your

ducks in a row as a manager.

And then all of a sudden the brand goes,

oh wait, but we actually wanted a different thing completely.

Oh, can she also say this? I I forgot to mention that we wanted her

to say that it's already shot.

It's going to be too late.

So what I also would recommend is if you decide to send a.

Three page summary about the product because you know most brands are very

excited about any launch and they want to give you all the information.

As managers, we have a protocol where we always ask for what are the two to three

main talking points that you would die not to have in the content.

So please send that over and we want to make sure and we have to tell our clients

to make sure that they say those two to three just so that we're no one's ever

disappointed and we can make sure that even amidst 30 talking points that were

sent over at least the main ones are hit.

I always love to include a call to action

because it really helps, you know.

Click here, try it here.

As a brand, I would always make sure that any content that I'm requesting from a

content creator includes that call to action.

It's great to give information, but it really, really sets the tone and actually

makes the viewer go and do whatever that call to action is.

Or maybe it's go to an event.

Sign up here.

Do this giveaway.

There's lots of different call to

actions, but it's also a great way to to have some analytics and metrics to to

define how well the campaign did.

And I know that's on the brand side, that

can be very important.

You might also want to send a mood board

just to give some ideas.

A lot of times content creators, they

love to get outside ideas and love to get a mood board.

So say you're launching a red lipstick, give some various amazing red lipstick

previous past content that you've had as a brand or maybe.

Find some inspo.

But yeah, go ahead and send that over in

a mood board.

We'd love to get any extra inspo that we

can share with our clients.

Okay, contracts.

Wow, what a huge piece of my day just reading contracts.

There's so many contracts in digital.

I mean, if you think about it, for

example, a celebrity, they might do 3 movies a year.

As a content creator, you might do.

50 deals a year.

Think about the volume of contracts I used to negotiate.

For example, actor deals.

We'd have maybe two or three weeks to

turn an actor deal.

The movie wasn't getting shot till the

next year. You know, in digital we have a 24 hour

turnaround at very global and that's quite fast and that's because a lot of

times the campaigns from brands happen very quickly and we don't want to

disappoint. On the flip side, if we're not able to

get the content that quickly, we'll be very clear about it.

But contracts is very important.

It's where you define all the important

information about the deal.

You might have said, I had so many

conversations in that in an email, chain but the contract is where the actual deal

will lie.

We're back to honey skin.

I wanted to point out just a couple things that are very important in terms

of contracts as a brand.

You know, more is not more.

Have a contract I I like, I like using Deal memo style like kind of like this.

Have a contract that's very clear, that's not too long you know makes it easy for

the talent to read in fact.

Especially if you're working with smaller

talent who might not have availability for legal, which everyone should have

legal. But sometimes when you're up and coming

you can't get a lawyer, you know, so have a contract that's actually readable.

Let's start at the top.

Make sure that you're stating both of the

parties and the entities in which they're entering into the contract.

For example, here it's Honey Skin LLC Most talent, they have something called a

loan out, so it'll be like Jane Doe Inc or something like that, that they'll be

entering into. Make sure that your contract has the fee

and correctly written.

I've seen a contract that didn't even

have the fee in it said, OK So what are we doing here if no one's getting paid

and you don't exactly know what's going on?

You know? So have the fee, have the payment terms,

make sure that you're saying when you're even able to pay.

Another important thing is making sure that the deliverables are clearly stated

here we're dealing with one Instagram main feed post saying exactly what

they'll need to do in terms of that post.

And then the usage here is very important

here. We've delineated that the talent's going

to be uploading the Instagram photo, but also the brand will be able to repost

that photo on their own social media.

There's lots of additional terms.

Maybe we'll have to ask Sophia to do a whole different digital media contract

class, but. Choice of law, California versus New

York, arbitration clauses, indemnification, lots of other types of

details, but name things, usage, exclusivity and fee, okay, so I didn't

touch an exclusivity.

This is a choice that you want to make

whether or not you want to pay as a brand.

So we've covered usage, what you get to do with the content.

We've covered the fee, what you're going to pay.

Exclusivity has to deal with whether or not.

You're going to let that talent promote other similar products anytime soon.

So in terms of Excessivity as a brand, you're going to need to decide whether or

not you want that talent to be able to post for similar brands.

So for example, with toilet paper, say you're Charmin, do you want that talent

after they promote Charlotte Charmin to be able to promote?

Other types of toilet paper say you are a brand like smart water.

Do you want that talent to be able to promote Crystal Geyser?

So when you're asking for excessivity, you need to decide whether or not you

want to pay for it.

Because if you're going to be asking for

this extra excessivity, most likely that representative is going to ask you to pay

to take that talent out of that category.

So that's kind of a decision that you

need to make.

If I was a.

Company for skin care and I was launching a serum.

I would probably specifically ask that talent not to represent another serum or

or promote another serum for at least another week or two.

I don't think that's unreasonable to ask.

You know, when you're being that

specific, asking them to be out of the entire skin care category for a month

probably have to pay for that.

But that's kind of decision that you'll

have to make as a brand.

All right.

So we're getting towards the end of our presentation here and here's a couple

tips for influencers.

You know, a lot of influencers these

days, they have their own brand and maybe a lot of founders themselves have have

representatives, they have their own social media.

For example, Sophia, she has an agent.

How to get the most out of your agent or

management as an influencer can be very important on lots of different levels.

And so here's some tips that I think I would love.

My talent to always remember very clearly states to me what goals you have.

For example, if you want to launch a podcast, if you would love to launch that

that cookbook by the end of the year, say that out loud.

You know you can only achieve your goals if you know what they are, so sharing

that with your team is very important.

We love to quarterly get lists of brands

that our clients love.

I want to know what's top of mind for our

clients, keep them updated.

For example, we just signed Kristin

Dominique and we had an onboarding meeting and she is going to start doing

more vlogs. So she's going to keep us updated with

how that's going communicate daily.

Don't ghost your management for for for

days on end.

You know they need to communicate with

you because honestly when you work with us you're going to be working a lot.

So making sure that you're constantly staying in the know with what your work

is. It's a fulltime job.

It's not a joke, you know.

So making sure you're staying in the know

with the people that you work with, which is your management, have a reputation for

timeliness. You know it.

This is a business so constantly being late isn't really acceptable and so

making sure that.

If you think you can make a timeline and

you set a deadline for yourself keeping that deadline and being realistic.

If you don't think you can make a deadline, being honest about it just

generally being nice to work with.

We only like to work with clients that

are cool people, you know? It's like we get to choose we want to

work with daily so why not have those people be enjoyable?

Last little tip for talent these days is if you want to maximize on working with

brands. Create a content series.

My sister Stephanie soothing sister is an amazing example of this.

She has a series called Sex Smarts in which she talks about just the

normalization of women's issues.

She talks about tampons, she talks about

sex toys. And guess what?

A lot of tampons and sex toy brands are now reaching out and pretty much every

one of her sex smarts content series YouTube videos are sponsored.

And why not? Because they're helping to fund that

content and get that information out into the world.

And so if you're truly interested in a category and you want to work with

certain types of brands, create a series around it.

And I guarantee you that that those brand relationships will follow.

And as a brand, you will search out those specialists who are creating content

around your special type of product.

So yeah, that's the end of the

presentation today and I hope everyone enjoyed it.

Thank you so much, Sophia, for having me and I hope to see everyone soon bye.