Why Your Podcast Pays You $4 An Hour (And Five Tools To Fix It)

All right, everybody.

Our next speaker has spent more than 30 years as a licensed public accountant sitting across the desk from thousands of people and their real numbers, not the ones they post online.

What he found is that almost nobody was waiting on a good year.

They were waiting on a system.

So before you chase your next sponsor, he's got a harder question for you.

What are you doing with the money that you already have?

Please welcome Ralph Estep Jr. Our title sponsor.

It'd be good to have the microphone.

That'd be good.

Can everybody hear me?

All right, all right, we're going to start off by.

We're going to talk about how to keep more of what you make.

So guess what?

This is whole talk is not going to talk about podcasting at all a little bit, but I'm really going to go in a completely different direction because I'm going to help you do more with your podcasting.

So I'm going to jump into the first question here, and I want everybody to raise their hand and don't be shy.

How many of you would like to make money with your podcast?

Don't be shy.

It's okay.

It seems like everybody said that right now.

Look, I don't want you to raise your hand with the next one.

How many of you are actually making money with your podcast right now?

No judgment.

You don't have to raise your hand.

It's cool that you want to.

That's cool.

That's fine.

That's a good thing.

All right, so if you didn't raise your hand, chances are you answered that in your own mind anyway.

So keep that thought for a second.

What I'm going to talk about for the next half an hour is the gap.

You see the.

The things here?

Two sides of that?

That's what I'll talk about, because I've worked with this for 30 years, helping people bridge this gap between their desires and where the reality was in their lives.

So why would you listen to me?

Well, I'm a licensed public accountant.

I have credentials, and I'm one of you.

I do four podcasts.

I do a daily show.

I'm getting ready to launch a new show, which I'll talk about here in a little bit.

I've worked with thousands of small business people.

I've done thousands of tax returns.

I'm not sitting up here to.

To be arrogant about it.

But like I said and like Rich said when he announced me, it's not about waiting for a good year.

It's about waiting on a system.

And that's the I'm going to talk about today is a system to help you keep more of what you work so hard to get.

So let's talk about why we're here today.

I put some things but anybody have a want to share with you why they're here?

Why are you here today?

Does anybody want to throw anything out?

Networking.

Great.

Fine.

Guest.

Well, there you go.

Well, it's a pleasure to meet you.

I think there's a lot of people would say they do a podcast because they love the topic.

I think that's a good reason.

I think a lot of people say they want to be creative and if you're like me, I had something to say so I got a podcast and said things.

But I actually think as I've been working now, I launched the Content Creators Accountant back in December of 2025 and I wasn't really sure what I was going to find.

And what I found is this.

A lot of people are in here because they're looking for a side hustle.

They're trying to make extra money and that's a cool thing.

A lot of people are here because they want escape their 9 to 5.

They want to get out of the corporate world.

They want to do their own thing.

They want to be their own boss again, a wonderful thing.

And a lot of people are here because they have a dream.

They have a dream to be the next whoever that is.

Those are all good things.

But notice what we said, none of that's about audio.

Not one thing I mentioned there is about audio.

And there's nothing wrong with wanting your podcast to pay you.

But here's the problem with this, and I've seen this time and time again.

I've watched a lot of people chase income they don't have while leaking income they already had.

And that's what I'm really going to talk about today.

I'm going to tell you exactly some ways that I've seen over 30 years working with people of how to keep more what you work so hard to get.

And I'm going to say something bold and I might offend some people here, but this is the truth.

Most of the people who are trying to make money with this are trying to solve a money problem with a microphone.

And you're probably not going to get there.

And I don't mean that being negative, but it's true.

You could.

There are all kinds of clowns on the Internet that can tell you, oh, you're going to make a million dollars as a podcaster.

You probably aren't And I love you guys, and that's why I'm telling you that.

Because it's truth and somebody needs to tell truth about stuff.

But what if you could keep more what you already have?

What if there are ways to be more, you know, more, have more financial independence what you already have?

So let's do some basic math, because a lot of people when I started this, told me, you know, Ralph, I do it on the cheap.

I don't spend a lot of time.

I don't spend a lot of money doing this.

But I just want you to, in your own head, think about this.

How much time do you spend on your show?

You know, we're going to start with planning and research how much time goes into that.

Just keep.

I want you to keep track of the hours here as we're going through this, and then your recording time.

Actually, I think a lot of times recording time is the shortest point of all of this.

So we got to do recording, then we got to do editing.

And that's where I think the hours actually hide.

I think there's a lot of hiding of hours in editing.

And then you go to show notes and titles and descriptions, because everybody tells you, well, this is what you got to do if you want to get found, right?

And then we have thumbnails, audiograms.

We have posting and scheduling.

We have social media promotion.

Because everybody tells you you gotta be on social media, right?

And then comments and DMs, because then people are going to give you feedback.

You got to answer them.

So right now, in your mind, how many hours did you spend per episode?

And then I want you to take that number and multiply by the number of times you do that in a month.

Because I want to show you something a lot of people don't think about.

Take the number of hours, and then I want you to tell me what you think an hour of your time is worth.

If you were not doing your podcast, what could you go do with that hour?

And how much could you get paid?

And I'll give you an example of this.

I have a client that owns a towing business.

And I said to him one time, he came in to meet with me.

He's a monthly client, and his name's Tom.

And I said, tom, I said, I want to ask you a question.

I said, how much do you think you can make an hour going to work at the local McDonald's?

And he says, well, you know, I'm in Delaware.

Delaware, minimum wage is $15 an hour.

He said, well, I could make $15 an hour.

I said, okay.

And I pulled up his tax return.

I said, okay, you made $4 an hour last year in your business.

And he was amazed.

He's like, well, how did you figure that out?

I said, I don't need a rocket science degree to figure this out.

You got to do the same thing with your content.

Look at the number of hours you're spending.

Look at the how much you think you should be making per hour, and then times that by the number of, you know, months and years.

So I use a simple example here.

Let's just say you spend 25 hours a month on your podcast, and you think you can make $25 an hour.

That's $625 a month.

Okay?

This isn't money that you're paying anybody.

This is your own labor.

Multiply that times 12.

That's $7,500 a year.

That's what it's costing you to do your show.

And the thing about this is, you never invoice yourself for that money.

It's just gone.

Now, I'm not.

I'm not gonna stand up here and tell you to stop doing what you're doing, but recognize what it's costing you, because once you start to realize how much it's costing you, then you start have a different mindset about all of this.

So you're spending $7,500 a year of your own labor.

So let me go back to the question I made the beginning.

What are you doing with the money you already have?

What if there's a way to keep more of the money you already have?

So I'm going to give you five tools.

If you follow these five tools, I guarantee you you will see a dynamic change in your personal financial situation.

So is everybody ready?

Awesome.

All right.

Number one thing, and I'm writing a book about this.

It'll come out probably the beginning of next year.

I hate the word budgeting, because as soon as you hear budget, you hear restriction or you hear diet.

So what if we said instead of budgeting, let's give every dollar a job?

Because most people have had a job, right?

You understand?

Okay, I have a job.

I understand.

Well, here's the thing.

If you don't give money a job, every dollar that doesn't have an assignment is going to get spent, and you're not going to know where it is.

So, number one thing, Number one tool is to give every dollar job.

Let me walk you through what this looks like.

So let's say you get paid on Friday, and let's say you get $3,000, whether you're paid weekly, bi weekly, whatever that is.

Well, your rent's going to be $1,400.

That's money that has a job, right?

Your groceries, another $700.

Your debt, because you got to pay your debts, not, you know, ruin your credit.

That's not good.

$400 There, 300 in savings.

And because we have to have fun in life, $200 in fun.

So I've just taken $3,000.

If I'd done my math, and I'm pretty good at math, and I've got it down to zero.

That's the whole point.

We've assigned every single dollar that's coming into your world a job.

And yes, even fun gets a job.

But you notice what we don't have here?

That $47, you're playing descript, or that other thing you're paying subscription.

We'll talk about that in a few minutes.

The things that you forget about.

That dollar doesn't have a job.

And those dollars escape because they didn't have an assignment.

And I just threw some pictures in there.

And here's the thing I love about this dollar job framework.

You're not trying to spend less.

I'm not telling you not to spend money.

It's your money.

You do what you want with it.

I'm trying to get you to be intentional about it and decide first where those dollars are going to go.

So that's the first tool, number one thing, Give every dollar a job.

Second thing, and this one will.

Will open up your eyes.

Tool number two, measure what actually moves.

Because a lot of people think they know what comes in and out, but most people don't.

In fact, the statistics show that when you ask somebody where their money actually goes, they're usually 70% wrong.

So what I, what I encourage every person I work with is for 30 days, everybody can do something for 30 days, right?

I want you to measure every single dollar that comes in, and I want you to measure every single dollar that goes out.

You don't have to have fancy software.

You don't have to have a subscription to anything.

You can get a simple notebook, piece of paper and literally write down every dollar that came in and every dollar that went out.

The tool isn't the point of what we're talking about here.

It's attention to this.

Because here's the thing I've learned over 30 years.

You never fix something that you don't see.

If you don't have clarity of what's coming in and what's going out, you're never going to fix it.

So you've got to start there.

And look at that.

And here's what you're going to find when you do this.

Because I've walked through million people doing this.

What you actually find is subscriptions that nobody.

Nobody knows they have.

You don't negotiate those.

You just keep paying them.

You might not even use them.

I did it myself.

Look, I'm throwing myself under the bus.

I had subscriptions.

Like, I don't even use that anymore.

Why am I paying for this?

Well, it's on auto payment, so they just keeps going.

That's what you find when you do this.

You find that you're spending a lot of money for convenience.

Hey, look, I'm not a coffee drinker.

Like, I'm not going to hit a Starbucks on the way.

But you'd be shocked how much money people spend on convenience.

Spending another one, delivery fees, how many people order Uber and all that kind of stuff.

That stuff adds up, and it adds up quick.

And it's never the big things, though.

That's the problem.

I call it death by a thousand cuts, because that's what it is.

Little here and a little bit there.

So that's the second thing.

Measure what actually comes in.

And here's the thing.

I'm going to say, this is how it relates to podcasting.

30 Days of Truth, of where your money is actually coming and going will do more for you than 30 episodes.

Like, guarantee it.

If you do that, you will be amazed at what you'll find because you'll start to say, why am I spending money on this?

Why am I spending money on that?

And you'll make more intentional decisions.

Okay, so here's number three.

And I loved.

You know, my.

My VA put this together, and I saw this pie, and I'm like, oh, man, that pie looks really good.

But a lot of people don't think about this.

And it's funny because Sid mentioned this earlier.

This is the one that matters most for everybody in the room.

Gross.

The money that comes in is not your money.

If you don't hear anything else I say, recognize this today.

What comes in is not your money.

That's the gross.

The net is yours.

That's what you can actually spend and do things with.

So let's talk about getting there.

Let's say you land your first sponsor.

You're super excited.

You got $1,200 sponsor.

But here's the problem.

A lot of people won't be honest with you.

And say you didn't just make $1,200, you got $1,200 at the top.

But you're going to have to pay tax.

Unless you want to go to jail like Al Capone, which is not a fun thing.

You're going to pay something called self employment tax.

When you work for yourself, you pay 15.2% extra tax in addition to federal and state tax.

So a slice of that money, a slice of that $1200 was never yours from the beginning.

So here's a rule of thumb tool number three.

Every week when you look at what came in the door, here's what I want you to do.

Set aside a percentage of that money the day that it arrives.

So if you say, look, every Friday I'm going to have a 15 minute meeting with me about my finances.

You say, here's what came in this week.

On Friday, you say, I'm going to take 30% of that and I'm going to put it into a separate account.

Not even at the same bank where you bank.

You want to put this away.

Because what happens is somebody comes and sees me in March and they break down crying when I tell them how much they owe the irs because they're like, wait a minute, I don't have any of that money left, Right?

This avoids that surprise come April 15th.

And again, I'm just going to reiterate this revenue income.

The number, the number is what you get to keep.

That's what you can actually pay your mortgage with.

That's what you can actually put into the savings account.

That's what you can pay for your kids college education with.

That's the number.

Everything else was just fantasyland stuff until you figure out what you can actually keep.

And the first check feels like a win, but it's not yours to spend.

I love Kermit the Frog out there.

That's really cool.

All right, well let's get into number four.

And this is one any financial person going to tell you, well, you have to have an emergency fund.

And it drives me crazy when I hear people say you need three to six months worth of money set aside.

How many people right now have 3 to 6 worth of money set aside?

If you do, that's fantastic and I applaud you.

But for a lot of people, you hear that and you're like, I'll never do that.

There's no way I can do that, Ralph.

And an emergency fund sounds really boring.

It's like, oh, that's not fun.

I can't go on vacation.

I can't do this.

I can't do that.

But here's the thing.

You gotta understand.

It's the thing that helps you get to the next level.

I see you see a guy here going across the bridge there.

It's the only thing that lets you take that thing.

Because what I want to say here is, this is a Runway, right?

A Runway is leverage.

It gives you time.

It gives you time.

The people that lose their job, the people that have a situation in their home, like, Like, I'll give you a great example.

The other day on.

On Wednesday, I have a farm, and I have an older lady that lives on my farm, and she called me eight o' clock at night and said, we don't have any water.

I said, well, that's not good.

Well, guess what?

Wednesday night, we're replacing a well pump, $4,000 later to dine, right?

And that's the kind of stuff that happens to all of us.

But when you have that money set aside, and.

And the thing is, so like I said earlier, people said, well, I. I want to do this as a side hustle, Ralph.

I want to do this to replace my job.

It's my dream.

Well, guess what?

If you don't have a Runway, you're not going to do it very long, because you're going to fail, because you're going to be out of money.

You're going to be broke.

But if you can build that Runway, you can get yourself to that next level.

Think about this.

If you had $1,000 set aside and you have a flat tire, you know where you're going to have.

You're going to have the money to pay for that flat tire, right?

And that's all you have to have.

It doesn't have to start three to six worth.

Three to six months worth of money.

It can be $1,000 when you have a month of money set aside.

And think about this from the standpoint of podcasting.

When somebody makes you an offer as a sponsor, you can say, well, I'm going to be a little more choosy about this.

Because what a lot of content creators do is they're so desperate to make money, they take sponsors that don't fit their audience.

They take sponsors who have nothing to do with what they're doing because they just need money.

And when you act like that, you will get yourself in trouble and you will lose your audience.

And it gives you space and time to think.

When you have three to six months, then you're absolutely free.

At that point, then you can say, you know, I can dig, I can make other decisions, I can do other things because I have a Runway.

I have some space to do this.

And I put it in here because I love this quote.

It says, scared artists make safe work.

A buffer buys you the freedom to say no to the sponsor who doesn't fit.

That's so important.

Because if you're.

If you're just worried about, well, I got to pay my va, I got to pay my editor, I got to pay this, and I got to pay that.

You're not going to be aggressive in your content creation, and you're going to be just like everybody else, and you're not going to get ahead doing that.

It's just the truth.

Because fear makes you take the first offer, but that cushion lets you wait for the right one.

Now, here's number five.

How many people here have debt?

How many people here have debt?

Yes, debt's a big thing, too.

But the problem with debt, people overthink this, too, because you hear somebody on, you know, one of these gurus, financial groups, well, you got to get out of debt.

Well, if you've got five credit cards, where do you start?

Because they'll tell you, oh, we got to get out there.

That sounds good, but it's overwhelming to you.

So here's the thing I recommend for every single person, just pick one.

Now, there's a bunch of different beliefs on.

They call the avalanche method, the snowball method.

Here's what I think everybody in this room should do.

Find the smallest balance debt that you have.

In my example, there's one here, that's a $420 debt, and you target that you pay every single extra dollar that you have towards that debt.

Make sure you're making the minimum payments on the others.

Now, you might say, wait a minute, Raoul, but you're a finance guy.

That doesn't make any sense, because one of these loans could have a higher interest rate than the other.

I don't care.

You're right.

From a math perspective, that's wrong.

But here's the thing that you need to understand the interest.

Math doesn't care whether you're still doing this a couple months later.

I want you to be successful.

You got to have those wins.

You got to build that momentum.

Because like I said, from an empirical standpoint, you're right, it's a higher debt.

Pay that one first.

But how much better does it feel when you don't have five debts anymore?

You have four, and then you have three.

Yeah, it might take A long, long time to get there.

But build that momentum, because once you build that momentum, you're going to get there.

You don't need to be good at math to do any of the things I've talked about today.

You just need to finish something, and this is a path to get you to finish that.

And I got two clowns here because this is the truth.

And I found this over 30 years.

The people who keep their money and the people who make their money are not the same people.

That's just a factual statement.

Here's the thing I found, especially when it comes to content creation, making money is luck.

A lot of people that make money in podcasting are lucky.

You can work as hard as you can.

You can be consistent every day.

You can post all the time.

A lot of it is luck.

A lot of it is timing.

You came in the right time, you got the right people.

You had so many.

Some social media influencer mentioned you or something like that.

Again, that's luck.

And a lot of it is things you have absolutely no ability to control.

None.

But what we talked about today, keeping it, is the difference, because you can keep the money that you have.

There's a system that we just talked about that you can do, and you can start that today.

You don't have to wait till tomorrow.

Tonight you can think about the five things I talked about.

There's a qr, excuse me, NFC chip on keychains out there that has all this information on there.

They're on the table outside.

We'll talk about that in a second.

But the people that have a system keep their money.

The people that don't.

And I've seen people who make a ton of money that have nothing.

And I've seen people who make very little have a ton.

There is a huge difference between the two.

All right, so now I want to go back of these, back through these five things.

And remember, like I told you, none of these require download.

There's just five things.

We're going to go back through them.

Give every dollar a job.

Every dollar gets assigned a job.

Number two, measure what actually moves for 30 days.

You will be amazed.

After 30 days, you're going to go, I had no idea that I spent so much on coffee.

I had no idea that we spent this much on Amazon or this much on Uber, whatever those things are.

Number three, know what the gross is and what is not yours.

Start to carve that money out ahead of time.

Number four, build that buffer.

It's not.

It's not glamorous.

But it will save you and it'll help you make better decisions.

And number five, kill one debt.

Just take one debt and knock it out of the ballpark.

And you will be amazed at where you go.

Now, I got some really exciting information here today.

I'm launching a brand new show.

It's starting August 31st.

It's called Becoming financially confident.

And you can see Julia if you don't mind raising your hand.

Julia is my co host.

It's going to be a Daily Live Show, 11:30am Eastern Time.

And the thing that we're going to do there is we're going to take your questions, we're going to actually break down all the things I talked about today.

The thing you need to understand about me is I am not a person that judges anybody.

I'm not a person that gives anybody shame.

My goal in life is to put my arm around you and tell you, hey, let me help you.

If that's what you're looking for.

I encourage you subscribe to our show and there's nothing to catch up on because it's a brand new launch.

Thank you.

The cool thing is I'm gonna be able to take questions.

Awesome.

So subscribe to that before you leave the room.

Or you can take this QR code or like a circle.

Cindy has some extra keychains there.

There's an NFC chip on there.

All you've got to do is take that up close to your phone.

It'll take you right to our landing page.

And you can sign up for that.

But you definitely want to do that because the other thing I'm doing is I'm giving away an electro voice re 27 microphone.

So go up there, sign up.

You just have to put your name, email address in and then you could win that microphone.

So I've got like eight or nine minutes left.

I'm happy to take any questions.

Like I said, this is not my first rodeo.

So I don't think anybody else helped me, but go ahead.

Yeah, I'm going to rephrase your question.

What you're asking me is if somebody offers you a discount if you do an annual plan.

Here's the problem with that.

Let's say you do that and you don't like the software.

Two months into it, then you've just paid for a year that you don't realize I'm not a big fan of that.

And while you're talking about subscriptions, like I said, I caught death by a thousand cuts.

So the thing that I recommend to people, whenever you get A subscription for anything.

Set up a spreadsheet and put on there what the subscription is, what the renewal date is, what you use it for, and how much it costs.

Because what happens is a lot of people do what you just said, and then next year comes around, they're not even using the software anymore, but they get billed again.

So does that answer your question?

Yeah, absolutely.

I think reminders are great, but I'll take it a step further.

Ask yourself, on every single subscription, do you need it, do you use it, or is there something you have to replace it?

Because as a podcaster, I've got like 18 different AI things.

I got five different audio things.

Do I need all that stuff?

No, but it was the cool thing.

It was a shiny penny at the time.

Anybody else?

Good.

I'm sorry.

I handle all 50 states and I have clients all over the world.

Okay.

And the second thing is, if I hire you as my podcasting accountant, what do I do with my regular accountant?

You tell them that I'm a podcaster and I want somebody that lives the same life that I live.

And that's.

I'm not saying your accountant is bad, don't misunderstand me.

But people need to understand that what we do is different.

So people ask me all the time, well, Ralph, can I write this off?

Yes.

I'm a creator just like you, so I'm living the same life you.

This isn't some textbook talk here today.

I live the same life that you live.

So.

But absolutely.

Yeah, absolutely.

Yep, go ahead.

Yeah, I've got a comment on this thing, too.

There's a lot of these sites now that are more or less manipulating you into signing up for a recurring payment.

I mean, I'm no longer using codefunding for that reason because I thought I was giving somebody, you know, one time donation of $50.

Oh, I got four or five of these.

What happened to you?

I didn't sign up for this, so.

Yeah, just wanted to let you know that.

Oh, absolutely.

And the vendors love that because what most people do is they sign up for it and they forget about it.

And then every year it renews or every month it renews, it just continues on.

But then the moral of the story is I'm never going to beat your product again, so.

Well, I agree, you're burning bridges, but they don't care because they've already got your money.

Yeah, that's another thing.

You know, okay, you're going to laugh when I say this, but I tell people to get a throw down credit card, a Throw down credit card, like a prepaid credit card for subscriptions.

Because then guess what?

When that card expires, they're not getting the money again.

So I mean argument so that you get.

Well, that's another thing.

I talk about this on my.

I do a daily show right now, a financial show.

And I tell people all the time, call people and ask, call your credit card people.

Listen to me.

This is the truth.

Nobody gets this.

Call your credit card company and said, I've been a customer for so many years, I want you to reduce my interest rate.

Maybe like.

Well, they'll never said it.

They will.

If you have a bill, you negotiate this.

Look, my grandfather told me this a long time ago.

Everything is negotiable when it comes to your finances.

Negotiate everything.

If you've got a credit card they want you to keep, they want to keep your business, call them and say, look, you're interest rate 18%.

I can't afford to pay that.

Make it 12 or I'll go somewhere else.

And you'd be surprised how many people do it.

Do the same thing with subscriptions.

Do the same thing with your cell phone and your, and your Internet bill and all those things.

Call and negotiate these things.

It's your money.

You work so hard to get it.

And the thing is, people don't know about it.

I'll give you a great example.

My son is a barber and he had a, like a gastric issue.

And he went to the ER and he's got one of these high deductible medical plans.

The bill from the ER was 7, $800.

They saw him for an hour, did a cat, whatever, they did mri, whatever.

And he says to me, he says, dad, my out of pocket, My deductible is $6,300.

What do I do?

And I said, well, here's what I would do.

Go to the website for the hospital and see do they have a hardship program.

And he goes, you really?

I said, yeah.

I said, call him.

Guess what he did.

He called them.

He owes zero on the hospital bill.

Zero.

Because he asked the question.

I'm not tell.

I'm not saying that he shouldn't pay his bill.

Don't misunderstand me.

But these hospitals and these places get money from the state.

So use these things to your ability.

Call, make phone calls.

It's okay to ask.

The worst thing they can tell you is tell you no, I'm sorry, go ahead.

Ralph, this is awesome.

Thank you, thank you, thank you, thank you very much.

I don't work with Ralph.

But I will tell you, I do every single thing in his process.

And one of the things that has worked so well is setting aside that income ahead of time, because I put about 30%, give or take, for each one.

Is it not on?

Luckily I'm really loud, so I put away about 30%.

But your taxes almost, when you write stuff off, you almost never actually pay that full 30%.

And I have built up such a big business emergency fund in addition to the three to six months of my regular personal fund that, that I have.

The other thing I will just say is I love CDs because I like something that's liquid, but that also gives me a better return on investment.

And so I can pick a three month cd.

If I'm feeling iffy about the future, I can pick a 12 month and then my money's working for me.

So that's just another tool in your toolbox, other than just putting it in a bank account.

That's going to be a very.

And actually.

And another thing a lot of people don't know, call the bank.

The bank will negotiate your CD rates.

You call them and say, look, the bank down the road is going to give me another half a percent.

What are you willing to do?

And they'll negotiate that getting back to the credit card thing.

If you call and dispute the overages, like you expected to pay one and now you're paying six more.

Just keep going.

Think of how many people that don't call.

Right?

That's the truth.

And it's the funniest thing, is people just don't ask.

If you don't ask, you're never going to get it.

That's the fact.

It's an automatic.

No, exactly.

So ask.

It's your money.

You work hard to get it.

So thank you, everybody.

I appreciate everybody being here.

Hopefully there were some takeaways.

One more time for Ralph Estep, our title sponsor.

Everybody.