The Evolution Partners

John Jantsch is a renowned marketing consultant, author of seven books, and founder of Duct Tape Marketing, known for his expertise in small business marketing strategies.

He discusses the concept of treating customers as members, rather than mere buyers, to foster deeper relationships and long-term loyalty. John explains how a customer success track, which guides clients through different stages of growth, can transform marketing into a strategic journey.

And he highlights the significance of the Pareto principle in business, suggesting that focusing on the top 20% of customers, who are both profitable and likely to refer others, can dramatically enhance profitability.

Takeaways 

• Businesses should focus on creating a membership experience to foster customer loyalty.
• Guide customers through a success journey, identifying key milestones for relationship growth.
• Build trust by aligning with customers who share your business’s core values.
• Prioritise the top 20% of customers to enhance profitability and referrals.
• Foster a culture of mentorship and empowerment to align personal and business growth.
• Implement a strategic marketing approach focused on trust-building and long-term relationships.

Follow John Jantsch 
https://ducttapemarketing.com/  
https://www.linkedin.com/in/ducttapemarketing/ http://www.facebook.com/ducttapemarketing
https://www.instagram.com/ducttapemarketing/  
https://twitter.com/ducttape  
https://www.youtube.com/user/ducttapemarketing  

Books on this episode

The Ultimate Marketing Engine by John Jantsch https://amzn.to/3IEcFV9  
Duct Tape Marketing by John Jantsch https://amzn.to/3veBK5T  
How to Write Copy That Sells: The Step-By-Step System for More Sales, to More Customers, More Often by Ray Edwards https://amzn.to/43rUCuU  

Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners

Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/

Books – Learn more about our books https://evolutionpartners.com.au/books/  
Made to Thrive: The practical, prescriptive guide on how to be a great CEO
Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. 
Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.

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on https://twitter.com/Evolution_Perth

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Warren Rustand is a distinguished leadership expert, former cabinet secretary to a US president, author, mentor with extensive experience in guiding individuals and organisations towards success. He is known for his profound insights into emotional intelligence and transformational leadership, emphasising the importance of self-awareness and serving others.

Warren discusses the evolving nature of leadership, highlighting the shift from valuing IQ to prioritising emotional intelligence (EQ), especially in the post-COVID era. He stresses that while raw intelligence is still important, EQ now plays a crucial role in understanding and navigating today’s complex world.

Warren differentiates between transactional leadership—focused on managing tasks—and transformational leadership, which inspires and motivates by connecting with deeper values. He underscores the importance of serving others, sharing his experience working with Mother Teresa, and advocates for businesses that focus on a higher purpose beyond profitability.

Takeaways

• Emotional intelligence (EQ) is now more crucial than raw intelligence (IQ).
• Consistent leadership behaviour and values enhance credibility and effectiveness.
• Carve out quiet time for reflection to improve self-awareness and EQ.
• Transformational leadership inspires, while transactional leadership focuses on task completion.
• Prioritising others’ needs defines successful, impactful leadership.
• Businesses should aim for a higher purpose beyond just making money.
• Strong company culture and people focus drive business success.

 

Follow Warren Rustand 
https://warrenrustand.com/ 
https://www.linkedin.com/in/warren-rustand-8a9b026/ 
https://www.facebook.com/WarrenSRustand/ 

Books on this episode 
The Leader Within Us by Warren Rustand https://theleaderwithinus.com/book/  
The 7 Habits of Highly Effective People by Stephen Covey https://amzn.asia/d/a762D8H  
Leadership by James McGregor Burns https://amzn.asia/d/2vjJ6is  
True North by Bill George https://amzn.asia/d/7Y8OR1m  
Servant Leadership by Robert Greenleaf https://amzn.asia/d/9v4aYBq  
How Will You Measure Your Life? by Clayton Christensen https://amzn.asia/d/hVXMMEG  

Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners

Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/

Books – Learn more about our books https://evolutionpartners.com.au/books/  
Made to Thrive: The practical, prescriptive guide on how to be a great CEO
Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. 
Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.

Follow me: 
on https://au.linkedin.com/in/bradleygiles 
on https://twitter.com/Evolution_Perth

Enjoying the show? Leave a review 

Support the show: https://www.facebook.com/evolutionpartnersperth

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Andrew Miki is the founder and Chief Science Officer at Starling Minds, specialising in using cognitive behavioural therapy (CBT) and digital platforms to enhance mental health support in the workplace. He says addressing mental health in the workplace is crucial, especially in high-pressure environments where stress, anxiety, and depression are common.

He also touches on the role of digital platforms in making mental health resources more accessible and scalable for employees. The conversation explores how mental health issues can impact productivity and employee well-being, and how proactive mental health programs can benefit organisations.

It’s crucial that leaders prioritise mental health, he insists, noting that doing so can lead to a more engaged and resilient workforce. He offers practical advice for businesses looking to integrate mental health initiatives into their operations, including the use of technology to provide ongoing support.

Takeaways

• Workplace mental health is crucial, especially in high-pressure environments.
• CBT helps employees manage mental health and improve overall well-being.
• Digital platforms enhance accessibility and scalability of mental health resources.
• Mental health issues reduce productivity, making organisational investment crucial.
• Leadership must prioritise and support mental health in the workplace.
• Proactive mental health programs prevent issues and build workforce resilience.
• Technology integration provides continuous, accessible mental health support for employees.
• Prioritising mental health benefits engagement, reduces turnover, and improves culture.

Follow Dr Andrew Miki 
https://www.andrewmiki.com/ 
https://www.linkedin.com/in/dr-andrew-miki-4a58551b 
https://x.com/DrAndrewMiki 

Books on this episode
Your Oxygen Mask First by Kevin Lawrence https://amzn.asia/d/hu66K7W  
Emotional Intelligence” by Daniel Goleman https://amzn.asia/d/at7hfWx  
Atomic Habits by James Clear https://jamesclear.com/atomic-habits  

Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners

Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/

Books – Learn more about our books https://evolutionpartners.com.au/books/  
Made to Thrive: The practical, prescriptive guide on how to be a great CEO
Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. 
Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.

Follow me: 
on https://au.linkedin.com/in/bradleygiles 
on https://twitter.com/Evolution_Perth

Enjoying the show? Leave a review 

Support the show: https://www.facebook.com/evolutionpartnersperth

See omnystudio.com/listener for privacy information.

Renowned sales strategist and author Julia Ewert shares her extensive experience in sales and marketing, emphasising the importance of a trust-based, systematic approach rather than relying on outdated tactics. Julia discusses her controversial LinkedIn post about the limitations of tools like Calendly in high-stakes sales, and how her book, From Profit to Pitch, provides a repeatable, human-centric sales process that prioritises genuine connection and trust.

Julia also highlights the significant cost of poor sales strategies, particularly in high-value deals, and offers insights on negotiation skills and building a business focused on quality rather than size.

Takeaways

• A trust-based, systematic approach to sales is crucial, prioritising genuine connections over outdated tactics.
• Tools like Calendly may fall short for high-stakes sales, as they often fail to engage busy decision-makers.
• Ineffective sales strategies can be costly, particularly in six and seven-figure deals, highlighting the need for a predictable, repeatable process.
• Negotiation skills should be applied consistently, as they are vital to everyday business interactions.

Follow Julia Ewert
https://juliaewert.com/ 
https://www.linkedin.com/in/juliaewert-sales-strategist-professional-negotiator/ 

Books on this episode
From Pitch to Perfect by Julia Ewert https://juliaewert.com/from-pitch-to-profit/ 
Small Giants by Bo Burlingham https://amzn.to/4ad4ZVx 
The E-Myth by Michael Gerber 

Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners

Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/

Books – Learn more about our books https://evolutionpartners.com.au/books/

Made to Thrive: The practical, prescriptive guide on how to be a great CEO

Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process.

Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.

Follow me:
on https://au.linkedin.com/in/bradleygiles 
on https://twitter.com/Evolution_Perth

Enjoying the show? Leave a review

Support the show: https://www.facebook.com/evolutionpartnersperth

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Mike Mirau is a seasoned business strategist and consultant with over 24 years of experience, known for his expertise in enhancing organisational performance, fostering leadership development, and improving financial acumen. Mike shares insights on driving business success through a competitive mindset and continuous improvement.

He highlights the importance of surrounding oneself with motivated, high-performing individuals and embracing a culture of learning and discipline. Mike says a better business delivers high customer value, maintains motivated employees, and ensures profitability through honest financial practices. He advocates for measuring performance and involving employees in tracking progress to boost engagement.

Takeaways

• Embracing a competitive mindset and combining talent with hard work is essential for success in business.
• Leaders and organisations thrive when they commit to ongoing learning and self-improvement.
• Delivering high value to customers builds strong loyalty and sets a business apart from competitors.
• A motivated workforce, supported by clear career growth opportunities, is crucial for business success.
• Accurate financial reporting and avoiding manipulative practices are key to maintaining business profitability.
• Designing exceptional customer and vendor experiences contributes significantly to a business’s overall success.

Follow Mike Mirau 
https://www.resultsimproved.com/ 

Books on this episode 
10x Is Easier Than 2x by Dan Sullivan and Dr. Benjamin Hardy 
https://www.amazon.com.au/10x-Easier-Than-World-Class-Entrepreneurs/dp/140196995X  
Topgrading by Brad Smart 
https://www.amazon.com.au/Topgrading-Hire-Coach-Keep-Players/dp/094400234X 

Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners

Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/

Books – Learn more about our books https://evolutionpartners.com.au/books/

Made to Thrive: The practical, prescriptive guide on how to be a great CEO

Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process.

Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.

Follow me:
on https://au.linkedin.com/in/bradleygiles 
on https://twitter.com/Evolution_Perth

Enjoying the show? Leave a review

Support the show: https://www.facebook.com/evolutionpartnersperth

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Greg Crabtree is a renowned financial expert and author known for his expertise in business performance and capital management. He says it’s important to understand whether your business is consuming or generating cash as it grows. Greg discusses the concept of “trade capital” and differentiates between capital-heavy, moderate, and light businesses.

He warns against relying too heavily on lines of credit, noting that they can be risky during banking crises. Greg introduces the “career labour efficiency curve,” illustrating how employees’ productivity and cost evolve over time. He critiques traditional budgeting, advocating for adaptive spending plans and realistic growth expectations.

Takeaways

• Understanding whether your business is consuming or generating cash is crucial for managing growth effectively.
• Clear capital requirements and knowing your business’s capital type—heavy, moderate, or light—are essential for financial stability.
• Relying on lines of credit can be risky, especially during economic downturns or banking crises.
• The “career labour efficiency curve” shows how employee productivity and costs change over time, impacting overall business expenses.
• Traditional budgeting often falls short; adaptive spending plans and realistic growth expectations are more effective.

Follow Greg Crabtree 
https://www.simplenumberscri.com/ 
https://www.linkedin.com/company/simplenumberscri/ 
https://www.facebook.com/CRISimpleNumbers 
https://x.com/SimpleNumbrsCRI 
https://www.instagram.com/crisimplenumbers/ 

Books on this episode

Simple Numbers, Straight Talk, Big Profits!: 4 Keys to Unlock Your Business Potential https://amzn.to/4a70X0I 
Simple Numbers 2.0 - Rules for Smart Scaling: A Play by Play Analysis for Pure Growth https://amzn.to/4bkMwXP 
Quit by Annie Duke https://amzn.to/4bi5XAk 
Fooled By Randomness: The Hidden Role of Chance in Life and in the Markets by Nassim Nicholas Taleb https://amzn.to/3wfRxlu 

Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners

Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/

Books – Learn more about our books https://evolutionpartners.com.au/books/

Made to Thrive: The practical, prescriptive guide on how to be a great CEO

Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process.

Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.

Follow me:
on https://au.linkedin.com/in/bradleygiles 
on https://twitter.com/Evolution_Perth

Enjoying the show? Leave a review

Support the show: https://www.facebook.com/evolutionpartnersperth

See omnystudio.com/listener for privacy information.

Sally Duxfield is an experiential architect and neuroscience expert, specialising in applying neuroscience principles to enhance leadership effectiveness and personal growth. She explores how understanding the brain can enhance leadership effectiveness, highlighting the importance of neuroscience in developing leadership skills.

Sally discusses the science behind decision-making, emotional regulation, and stress management, explaining how these elements impact leadership performance. She shares practical strategies for leaders to harness the power of their brains to improve their decision-making and overall effectiveness. The conversation also touches on the role of empathy and emotional intelligence in leadership, and how neuroscience can provide insights into these areas.

Takeaways

• Optimise brain health with sleep, exercise, diet, and hydration.
• Consistent routines and light exposure improve sleep quality.
• “Magpie brain” can be managed to boost productivity.
• Heart rate variability is crucial for cardiovascular health.
• Societal pressures often drive the pursuit of larger businesses.

Follow Sally Duxfield 
https://sallyduxfield.com/ 
https://www.makahika.co.nz/ 
https://www.arete.nz/ 
https://www.linkedin.com/in/sally-duxfield-1379a814/ 
https://www.facebook.com/SallyDuxfieldExperience/ 
https://www.facebook.com/makahika/ 
https://www.facebook.com/areteretreat/ 
https://www.instagram.com/arete_retreat/ 
https://www.instagram.com/sally_duxfield/ 

Books on this episode

Dream, Plan, Do, Be by Sally Duxfield https://sallyduxfield.com/products/book-and-planner 
Impact 4Q https://sallyduxfield.com/products/impact-4q-time-for-control-the-pursuit-of-peak-performance-pre-order 
The Hacking of the American Mind by Robert H. Lustig https://www.amazon.com.au/Hacking-American-Mind-Corporate-Takeover/dp/1101982586

Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners

Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/

Books – Learn more about our books https://evolutionpartners.com.au/books/

Made to Thrive: The practical, prescriptive guide on how to be a great CEO

Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process.

Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.

Follow me:
on https://au.linkedin.com/in/bradleygiles 
on https://twitter.com/Evolution_Perth

Enjoying the show? Leave a review

Support the show: https://www.facebook.com/evolutionpartnersperth

See omnystudio.com/listener for privacy information.

David Jenyns is an entrepreneur and thought leader who founded Melbourne SEO Services. Before hiring a CEO to manage the operations he systemised the business. This experience led him to create systemHUB and start the SYSTEMology® movement, focusing on implementing effective systems in businesses.

Inspired by Michael Gerber’s The E-Myth, David highlights the importance of working on one’s business rather than in it. David’s approach aims to help entrepreneurs achieve freedom and scalability by focusing on essential systems and processes.

Takeaways

• Effective systems are crucial for business growth and efficiency.
• Focus on documenting essential processes first.
• Use modern technology to streamline documentation efforts.
• Draw inspiration from successful business methodologies.
• Empower your team to handle day-to-day operations.
• Prioritise consistency over perfection in business processes.

Follow David Jenyns 
https://www.systemology.com/
https://www.systemhub.com/
https://www.davidjenyns.com/
https://www.facebook.com/davidjenyns
https://twitter.com/davidjenyns

Books on this episode 
SYSTEMology by David Jenyns https://www.systemology.com/book/ 
The 1 page marketing plan by Alan Dib https://amzn.to/49cws9Z 
The Sales Playbook by Jack Daly https://amzn.to/3wgeFQp 
Faster Cheaper Better: The 9 Levers for Transforming How Work Gets Done by Michael Hammer https://amzn.to/3SxHCyQ

Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners

Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/

Books – Learn more about our books https://evolutionpartners.com.au/books/ 
Made to Thrive: The practical, prescriptive guide on how to be a great CEO

Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process.

Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.

Follow me: 
on https://au.linkedin.com/in/bradleygiles 
on https://twitter.com/Evolution_Perth

Enjoying the show? Leave a review 

Support the show: https://www.facebook.com/evolutionpartnersperth

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Bo Burlingham discusses the updates in the 10th anniversary edition of his book, Small Giants, specifically on how small giants fail. He emphasises the need for businesses to maintain three crucial elements for long-term success: steady gross margins, a healthy balance sheet, and a sound business model. Bo shares stories of companies that faced challenges due to ignoring these principles. He also talks about his upcoming book on evergreen companies and the importance of understanding who you are, what you want, and why in business.

• Maintaining steady gross margins, a healthy balance sheet, and a sound business model are crucial for long-term business success.
• Understanding the reasons behind business failures helps in preventing them.
• Personal connections within companies are essential to maintain a unique culture.
• Evergreen companies focus on enduring success without external funding.
• Knowing who you are, what you want, and why is vital in business.
• Building communities around business principles can inspire and sustain positive impact.

Follow Bo Burlingham 
https://boburlingham.com/
[email protected]

Books on this episode

Great by Choice by Jim Collins https://amzn.to/49PUI1Z 
How Will You Measure Your Life? by Clayton Christensen https://amzn.to/3Thd6d0 
The Innovator's Dilemma by Clayton Christensen  https://amzn.to/3velmSV 
Competing Against Luck by Clayton Christensen  https://amzn.to/3PnL2TV 
The Great Game of Business by Jack Stack and Bo Burlingham https://amzn.to/3vfB3cz 
A Stake in the Outcome by Jack Stack and Bo Burlingham https://amzn.to/48Ueyb4 
Small Giants: Companies That Choose to Be Great Instead of Big, 10th-Anniversary Edition by Bo Burlingham https://amzn.to/4ad4ZVx 
Street Smarts by Bo Burlingham https://amzn.to/3IED7hy 
Finish Big by Bo Burlingham https://amzn.to/3IBXo75

Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners

Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/

Books – Learn more about our books https://evolutionpartners.com.au/books/ 
Made to Thrive: The practical, prescriptive guide on how to be a great CEO

Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process.

Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.

Follow me: 
on https://au.linkedin.com/in/bradleygiles 
on https://twitter.com/Evolution_Perth

Enjoying the show? Leave a review 

Support the show: https://www.facebook.com/evolutionpartnersperth

See omnystudio.com/listener for privacy information.

Bo Burlingham’s career took a significant turn when he joined Inc. Magazine, contributing to the shift in perception of entrepreneurs from dubious figures to respected innovators. Bo is former executive editor of Inc. Magazine and author of five books. His first book, The Great Game of Business, co-authored with Jack Stack, introduced the concept of open book management and has sold over 500,000 copies.

He emphasises the importance of creating a business culture that values transparency, ownership, and continuous learning. Bo also highlights the critical role of effective communication and the need for businesses to maintain their values and purpose beyond individual ambitions. He advocates for the idea that businesses can thrive by focusing on both profit and positive social impact.

• Successful business exits require early and thorough planning to ensure positive outcomes and higher market value.
• Entrepreneurs should focus on building a resilient company that can thrive independently of its founder.
• Emotional and strategic challenges are inherent in the exit process, demanding careful consideration and preparation.
• Understanding the distinction between good and bad exits can guide entrepreneurs in making better decisions.
• Engaging in continuous improvement and clear communication with stakeholders is crucial for a successful transition.
• Entrepreneurs must evaluate their personal goals and company objectives to align with the exit strategy.

Follow Bo Burlingham 
https://boburlingham.com/
[email protected]

Books on this episode

Great by Choice by Jim Collins https://amzn.to/49PUI1Z 
How Will You Measure Your Life? by Clayton Christensen https://amzn.to/3Thd6d0 
The Innovator's Dilemma by Clayton Christensen  https://amzn.to/3velmSV 
Competing Against Luck by Clayton Christensen  https://amzn.to/3PnL2TV 
The Great Game of Business by Jack Stack and Bo Burlingham https://amzn.to/3vfB3cz 
A Stake in the Outcome by Jack Stack and Bo Burlingham https://amzn.to/48Ueyb4 
Small Giants: Companies That Choose to Be Great Instead of Big, 10th-Anniversary Edition by Bo Burlingham https://amzn.to/4ad4ZVx 
Street Smarts by Bo Burlingham https://amzn.to/3IED7hy 
Finish Big by Bo Burlingham https://amzn.to/3IBXo75

Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners

Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/

Books – Learn more about our books https://evolutionpartners.com.au/books/ 
Made to Thrive: The practical, prescriptive guide on how to be a great CEO

Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process.

Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.

Follow me: 
on https://au.linkedin.com/in/bradleygiles 
on https://twitter.com/Evolution_Perth

Enjoying the show? Leave a review 

Support the show: https://www.facebook.com/evolutionpartnersperth

See omnystudio.com/listener for privacy information.