LeaderImpact Podcast
LeaderImpact Podcast
Ep. 41 - Allen Bey - Perseverance
Join us, as we navigate the captivating journey of Allen Bey, an accomplished engineer turned successful entrepreneur. Allen recalls his humble beginnings and illuminates to us how those valuable experiences contributed to the birth of his own enterprises. His thought-provoking insights into the world of entrepreneurship, where he says, "Everyone is your boss," will surely leave you fascinated.
He opens up about his trials and tribulations, and the potent role of faith in his life. Not one to mince words, Allen highlights the power of active listening and comprehension. By the end of the episode, you'll experience a renewed appreciation for perseverance, faith, and the joy of investing in people, enriched by Allen's moving anecdotes and invaluable takeaways.
Thanks for listening!
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Welcome to the Leader Impact podcast. We are a community of leaders with a network in over 350 cities around the world, dedicated to optimizing our personal, professional and spiritual lives to have impact. This show is where we have a chance to listen and engage with leaders who are living this out. We love talking with leaders, so if you have any questions, comments or suggestions to make the show even better, please let us know. The best way to stay connected in Canada is through our newsletter at LeaderImpactca or on social media at LeaderImpact. If you're listening from outside of Canada, check out our website at LeaderImpactcom. I'm your host, lisa Peters, and our guest today is Alan Bay.
Lisa Peters:As a professional engineer with over 40 years of experience in the oil and gas industry, al's career can be characterized as entrepreneurial. His first job once completing university was at Norsen Energy, and while there, he took every opportunity to study each department within the company, soon learning the entire organization and all aspects of the energy business. At the same time, alan was learning the energy business, he also felt a calling to have his own enterprise. After a brief stint at the U of C MBA program, alan decided to venture off on his own and start two fast food outlets, all while still working full time at Norsen. After 13 years at Norsen, he decided it was time to take a bigger leap and start his first oil and gas company.
Lisa Peters:In 1995, alan started a private oil and gas company called Ardent Energy. A year later, he would change the name to Avid Oil and Gas and take the company public. Five years later, he sold Avid to Husky Oil and after selling Avid, he took some time off to travel with his young family and then started a new public company called Rock Energy in 2002. Rock persevered through many business cycles and was eventually sold to Raging River in 2016. After selling Rock, alan co-founded a new company in Sceptre Energy to investigate the opportunity of developing gas to liquids projects in Western Canada. In 2019, he joined Lynx Energy to provide leadership and support while the company completed financial and management restructuring, and then to be part of the team driving forward. Today, he serves as the president and CEO of Lynx Energy. Welcome to the show, al.
Allen Bey:Nice to see you, lisa. Thank you.
Lisa Peters:It is nice to have you. Now, the one thing I took out of your well, this is interesting, I took this out of the last guest was you have your ICDD designation and I feel this is floating around me like it's time I should take my own. At what point did you decide to take that for yourself?
Allen Bey:Yeah, actually that probably happened right at the time I was selling Rock Energy and sort of looking at what's the next development of my career as I move into the next chapter of my life, so to speak. So what I wanted to do was sort of get that foundational training that the ICDD provides. The other thing that it gave me was, you know, it's kind of a refresh MBA I would call it, and if you've ever looked into the ICD program, it's actually very thorough and you'll get a good refresh on the business principles and what's the issues of the day. You'll meet a lot of really interesting people. Really interesting people. That's probably the one thing.
Allen Bey:But the other thing I realized is I had been a director many, many times through all those companies that you had mentioned earlier. I was chairman of the board and director at Avid and Ardenton, you know, Rock and nonprofit organizations. So I had done a lot of directorship roles. I thought, well, it's a better learn how to do it. So actually it was a really great step for me and I'm quite glad that I did that. So I highly recommend people to look into that if they're looking for their career.
Lisa Peters:Yeah, and I think, as the last guess, I had noted that a lot of women want to get involved in boards and chairs. I think sometimes we're just afraid, maybe we don't think we know enough, but they're in roles of leadership now. So I have actually got a call into a group that is, you know, I see their name. On this, I'm like I'm going to find out more. So thank you for answering that question.
Allen Bey:No, absolutely. I think it kind of solidifies the experience that you've already got, yeah, and I think that don't underestimate what you've already learned, and companies young companies today, with young entrepreneurs leading them, need that help.
Lisa Peters:Yeah.
Allen Bey:And that's a way to give back, in fact.
Lisa Peters:Good, all right. So for anyone listening, these are special podcasts. We're interviewing some of our leader, impact members, like Al, and we're asking them four main questions. So this is our third in a row, but we really talk about pivotal turning points, best principles of success, greatest failures. So we go through all those questions and then, of course, we end with our two favorites. So we're going to start with. We're going to start with our first one and, al, you know what we want to hear your professional story and how you got to where you are today. So we're wondering if you can give us a snapshot of some pivotal turning points along that journey.
Allen Bey:Great, you bet, lisa. So I think you know you had a great summary of my career in the introduction there and one of the things that is foundational to me and comes from my father is entrepreneurship, and I've always thought that I was going to be, you know, running my own company, doing whatever that. But one of the delusions that I think a lot of people think of when they say, well, I want to have my own company because then I can be my own boss, the number one lie as soon as you have your own company, everybody is your boss. So you've got to understand that and you're not getting away from something, you're getting into something. So when I first started my career, after getting my mechanical engineering degree which I sort of believe to be foundational, just as you know, a good science degree that I can understand and it can apply to almost any industry that's where that went.
Allen Bey:But I went to that Norse and at Norse they, you know, blessed me with the opportunity to go throughout the company and I was always on the place of. This is my learning ground. This is where I can learn how to how these kinds of companies operate, because I knew that if I tried to have my own oil company coming out, this coming out the gate, that's probably not going to work. So you needed to spend some time and I think, learn the business and spend some time and let you know, let those mistakes happen that you will make, and I think that's what prevents you from, you know, making those bigger mistakes later. So I think I looked at time at Norse and it's foundational to my career, not only in the training but in the network I was able to build. So you look at all the people I met at that time. I was there, a company, almost 13 years and I ended my time there as their manager of acquisitions and divestitures and as the manager of A&D. You knew everybody in the city, like everybody wanted to buy and sell properties with you and companies. We're doing all that and so I had this huge network that really was, you know, transformational in allowing me to start Ardent, which was the next company which turned into Avid.
Allen Bey:And so, again, it's all about the training, all about laying out the path forward and running to something, not from something. And you know, the Avid story was very successful, very successful. Actually, within five years, you know, we took the company from zero to 6,000 girls, which is a reasonably good size company at the time. So the T'Hoskey life looked good, didn't need to work again. Life is grand, right, but I'm only 42 years old, you can't just sit around the house, right? So you got to spend some time, you know, find out what it is that you really want to do, spend some time with your kids and life at the time and say but then after a while you get a little itchy. So that's when I started Rock, and Rock was a much more longer term project, you know, almost 14 to 15 years.
Allen Bey:So again in Rock, the thing that happened there was you had a lot of people come and go through the course of those 15 years and you saw some business cycles.
Allen Bey:The company transformed itself a few times, you know, in oil or in gas or in heavy oil, or in polymer floods, technology, things like that all of which was very fun, and you know a lot of people go through your organization in that timeframe and I really, really enjoyed the fact that we had people start their career with us, get married, have kids and go on with their life and you're providing employment for them and they're providing value for you, obviously, and again, being a part of that was quite rewarding for me, and so I looked at that as like, okay, there's more to you know.
Allen Bey:I want to be a part of helping people develop themselves and their careers and that kind of thing, and so that's what Rock was. In fact, at the very end, when we finally sold the company, I had this book made and had pictures of all of the, you know, main assets we had which people would all be a part of making. But we had the names of every single employee that ever worked there at the back of this book and I was able to get that book to everybody that at one time or were currently working there. But again, a bit of a hey, you know, we spend a lot of time together. Yeah, you know, and I appreciate that.
Lisa Peters:Yeah, I know what I love about your story when I think of Norson and all the opportunities you had there, and then the companies that you were part of started. You know is that we pivot in life. So you know yours was a. You got the choice to pivot, you got the. You know you weren't fired or anything. But I think of people who get fired they see it as a negative. It's like no, take this as an opportunity to go. I'm going to take what I learned here and go to the next thing. So you may feel it negative, but it's like look at it as an opportunity to pivot right.
Allen Bey:Absolutely.
Lisa Peters:I used that word a lot two, three years ago. I was like you know, when I was in event industry. It disappeared, you know, for a little while, but it was like what do I get to pivot to?
Allen Bey:Absolutely. You've got to have that confidence to, like you did, to think of it that way and I hate to admit I mean I've had to let a lot of people go over the course of those years. You know, not working out the job isn't working out for them, and that's always my message. Like this job isn't for you, you need to go find the one that you will, and I don't know of a scenario where that wasn't true and almost all of them, in time, found where they needed to be.
Lisa Peters:Yeah, that sounds a little bit like Radical Candor by Kim Scott. Did you read that one?
Allen Bey:We have read that.
Lisa Peters:No, this just isn't for you. But there's something really great for you out there, Not here.
Allen Bey:Absolutely.
Lisa Peters:All right. Well, we want to talk about your best principle of success. So if you can give us your best principle of success and tell us a story that illustrates that, yeah, I think the best one is probably perseverance.
Allen Bey:When you're in the middle of something and you're moving forward, you can't always see how it's going to work out. So you've got to have the courage and the nimbleness, like you say, to pivot as the opportunity presents itself. And at the time that you're at this dark place you probably can't see an opportunity. So you've just got to persevere with the belief, the foundational belief, that something's going to come up and it's going to provide you an avenue and a way to the next place, so that you'll find the next thing. And I know when I first started, for example, avid, I'm coming out of Norse and, yes, I've got this great contact database, but I don't have any money. I don't have a property, I don't have anything. It takes us where to get things going.
Allen Bey:When I was a single one guy, I was sitting. A buddy of mine lent me his file room and I set up my office in his file room. Actually, I actually strung a telephone wire from the T-bar ceiling so I could plug in my fax machine, which is. We had those back then and that's how we got going. But I had no clue what was going to actually materialize as I moved forward. So I had this maybe blind faith that I was going to find something in some time, and I just persevered through and the Avid story worked out to be very, very successful and you just don't know where it's going to come from. So I know a lot of people like to say well, I just want to plan the next three steps so they can get to the fourth step. Sometimes it doesn't work that way and you've got to have the faith to take a step and when you get there, you'll see more stones in the path that you can step on.
Lisa Peters:Yeah, when you talk about perseverance and I love that you mentioned the dark place. And I just wonder when I think if I'm in a dark place, I always think of the people I surround myself with and I just wonder when you were ever in a dark place, what did you do? What was that thing you did you make the call? You?
Allen Bey:Yeah, for me. I'm a very structured kind of guy. I like to have routine in my life and so I would never stay at home. I would always get up, go to work, try to figure it out, even though there wasn't a work to do. I remember getting in the office in the early days of the habit and you're looking around and you're what do I do now? And you know that you just got to keep putting one foot in front of the other. You keep meeting people, you keep moving forward and you just have to have I think again it's back to that perseverance and you just got to believe. You just got to keep putting one foot in front of the other. And it's just. For me, structure was important, so I knew I had to get up and do that and that got me there and I had no clue what was going to happen the day, but something always did Small thing that started to grow into something else.
Lisa Peters:Yeah, I love that. When I had the world cut the event industry off, I continued to get up at 5.30 every morning. I didn't really have anywhere to go. I was like I'm going to get up.
Allen Bey:No, it's exactly. You get up and you don't know what's going to face yourself. But I'll tell you one thing If you're not awake, you're not going to see it.
Lisa Peters:Right, get ready. Yeah, all right. Well, here's a great question about failures and mistakes. I mean, I think we both know we learn more from our failures and mistakes than our successes. So would you share one of your greatest failures or mistakes and what you learned from it?
Allen Bey:Yeah, you know, I think for me, if I look back as a fairly strong willed person, sometimes you can't hear very well. Yeah, and my failure is failing to listen. And I had a couple of scenarios. You know, I think of my personal life, you know, with my children, my wife. When they're telling me something, I need to put down where I really want to go and listen, because they're trying to tell me something and if I don't hear it, ultimately it'll rear its head again later. I had another scenario in my work environment where I actually had a situation where, in the case of rock, where you know we're a public-eated company I had this hedge fund start to take a position in the company and build a position in the company and then ultimately they were making demands as to what they wanted with respect to the board, construction and the direction of the company.
Allen Bey:And all of a sudden I had this competing voice to me.
Allen Bey:Then, at the same time, I had a bank with their agenda and they had an agenda that says we kind of want to get out of small oil and gas companies in Calgary, and I wasn't hearing these two voices and what happened is I kept thinking, well, I can keep this guy happy by doing this, and I can keep this guy happy by doing that, but in reality I failed to hear what they were really saying and that ultimately ended up in the end of rock, which was not as successful as Avid, and we ended up having to sell the company in the very bottom of the market. And so to appease these two masters that came through and I wonder sometimes if I would have listened to them, could I have done a better job of that? So I now try to make sure I listen.
Allen Bey:When someone's telling me something. I should probably hear it and, whether I like it or not, and make sure you hear that.
Lisa Peters:I've got this being a mum in the back of my head the kid telling you, telling you, telling you something, and then it all breaks loose, yeah absolutely.
Allen Bey:I found the front. This is a very significant one.
Lisa Peters:Yeah, you'd think we would learn from there, though, al, you'd think we would take those learnings from home and go. You know what? We really should listen more.
Allen Bey:Yeah, no, I know, it's funny how I'm absolutely self-talk, right? Okay, listen, she's saying something.
Lisa Peters:Yeah, I should listen. My husband doesn't talk much. He's a great listener. But when he does talk I listen, because he's usually just you know. At least I go up and down and I'm all over the place and he lets me go and he's fine and then. But the one time he says something it's like he's talking. I should listen. This is important.
Allen Bey:Yeah, it's exactly right.
Lisa Peters:Yeah, all right, all right. Well, at Leader Impact we want to grow professionally, personally and spiritually for increasing impact. Would you be willing to share an example of how the spiritual makes a practical difference in your life as a leader?
Allen Bey:Yeah, I think the thing for me is you know again, when you're in the middle of that dark time and in the middle of you know, persevering against what you might think are all of the odds, it's your faith that keeps you persevering, keeps you getting up at 5.30 in your case, and it keeps you moving forward. And I had a situation for me particularly, which I call my Job years. I had about seven of them in a row and in those seven years I had a lot of, let me say, challenges to me and I was in the middle of it all. And I'll give you a couple of examples. You know, I had, you know, I, my first marriage failed, and I was, I had moved out to to Colmox, british Columbia, and it was in the process of trying to restore the marriage, but it didn't work. I ended up having to come back to Calgary.
Allen Bey:I I, my mom was diagnosed with dementia. This is all happening like in an order of all kinds of things. And then my oldest son was diagnosed with bipolar, and so now I'm dealing with his diagnosis and the struggles with mental health and addiction issues. I had it, my dad was at the same. This is all happening like one right after the other. My dad lost his hand in the industrial accident. He was he was smoothing some steel on a lathe and tore his hand off, like it's just okay, you know. Then you go, then. Then you know. If you remember, in 2013 in Calgary we had the floods.
Allen Bey:Our apartment got flooded. I had to dislocate, you know, relocate from my, from my home. In the middle of all of that, I was on a business trip and I had a rupture in my colon. I was diagnosed with diverticulitis and came this close to dying. I came home on the airplane, went straight to the emergency, was on the hospital bed within hours. Wow.
Lisa Peters:Obviously.
Allen Bey:Then I had a heart infection and then, you know, and then I had, you know, business challenges started to happen in the middle of all of this. You know, I had the oil price collapse. We had the, the decision shareholder, the rope bank. We had to force the sale at the bottom of the market. You know, we had, you know, I had, you know, then my mom died.
Allen Bey:All of this was happening one right after the other. And you're saying, like I was sort of on the page and came, bring it on, is that all you got? You get a little, you know, a little quirky. And all of that in the middle of this dark period of my life, right, and it was my faith that kept me saying, no, god's got a plan for me, I don't care what's coming at me, I know he's got a plan and he has. He sees what I can't see, and so I just I had this blind faith that there are things we're going to get better, that I just had to persevere, right, and those, through that, you know, seven-ish years that all of this was just happening one right after the other. And then things started to turn, you know, as in the, as in the story, and I, you know, I met my new wife. It was the bless, you know, I'm fully blessed with that.
Allen Bey:I, you know, recovered from my diverticulitis, recovered from my heart disease, I started my new opportunity at at a deceptor with the GTL business and then further on to links which turned out to be phenomenal opportunity for me. You know some of my other investments that I had played in those job years. The investments were all getting hit. Now the investments are all starting to work. So, you know, and then and then my kids, all you know, came of age and all became beautiful young adults and so that's kind of where I'm at now, you know. I sort of like. But it was those five to seven years in that that perseverance and persisting With that faith, that I think God's got a bigger, bigger, better plan for me. I just don't mean, just don't let me give up.
Lisa Peters:So have you always had faith. Like you know, since you were young, were you, were you, did your family go to church?
Allen Bey:No, no, I'm a quote new believer and a fairly, fairly, you know, fairly young Christian that would call myself. I only Came to know Jesus when I was about 40. Wow, you know, I and my, you know, on that, you know I was an okay, this is what I see. And then, as I started to kind of surrender, then I started to see his hand on my life. But even today, you know, lisa, I'm not like a really, you know I, really I have a strong faith I'm actively engaged in in, in, you know, my communities, but I'm not what I'm, not a really, you know, diehard Christian like some are, and that I think One of the things that I like about, about where I'm at, is like I have this belief that I have my walk and you have yours. I Fully honor your walk. It's, it's your walk with him, not mine, yeah, and so I want to make sure that if there's anything I can do to sort of facilitate that, I will. But you know that's your personal journey.
Lisa Peters:Yeah, I think we all come into someone's life at a different part of their journey, so you don't have to be. You know, your faith is just a little part of someone's life. They'll meet the next person that'll take them a little further. Because there I have amazing people in my life that I always say, like they almost scare me. They're so Christian and they're so amazing in their faith and it's like I wish I was them and yeah, and they're and I, I mean I'm, I'm working at it, but I and we all are right.
Allen Bey:Isn't that our journey? Yeah, it's our journey, and I I always think to myself, like you're right, I may not be the the person that brings them, but maybe I'm the one who drops a seed or waters a seed. I.
Lisa Peters:Call it. I call it dripping on them. Laughter me said I love that. I'm like, yeah, I'm just a little drip on them.
Allen Bey:Like you know, I'm just a little part of their journey, so it's a little part of their journey and don't want to get in the way of it. But I want to that's great and I do to facilitate that. And I think, in my opinion, the way you do that and this is kind of you know is you you just be truthful and honest and you walk the talk. And I think people see that. And I have an example of a very close friend of mine.
Allen Bey:Who I would argue, has brought me to God through his walk, not through his words.
Lisa Peters:Hmm, it's, it's all about who we surround ourselves with yeah, we have a choice. Yeah.
Allen Bey:Yeah.
Lisa Peters:Okay, well, I do have anything more on those stories. Did you want to talk before I give you my last two questions?
Allen Bey:But no, I think that's. That's all I was hoping to kind of convey today, awesome.
Lisa Peters:Okay, well, you're on leader impact, so obviously I have my questions that we ask all our guests. I mean, as you know, you're part of leader impact, but we are dedicated to leaders having a lasting impact. So, as you continue through your own journey In life, have you considered what you want your faith legacy to be when you leave this world?
Allen Bey:Yeah, you know what's. It's interesting. I it's kind of kind of tease off of what we were just talking about. It's back to I want to have demonstrated God's love. Right, I want to have walked it and people to see it, and then they'll, they'll do what they'll do with it. But I want to do have demonstrate, I want people to see how I remember him and this is what this is, how he would handle that and and and then they hopefully are inspired to do the same. And I think you know I would call it soft with witnessing and you know I'm not, I'm not, you know, in their face, but I'm, I'm, I should be consistently demonstrating God's love and Process.
Allen Bey:Um, you know, I think the other thing that's important you know you don't sometimes forget the platform you have and that people are watching you and they are and you know, from all kinds of and they're watching all of us. But you know, you know, no matter what your position in life, but you do have a platform. So you know, don't shirk that Responsibility and make sure that I, that I step into that platform and make sure that I do that. One of the things I you know, one of the things I have posted on my, on my monitor. Here is golden life is not to live forever. The golden life is to create something that does. Hmm, and so that's the legacy of your faith, I think yeah, thank you for sharing that.
Lisa Peters:I recently attended a funeral. I had a few funerals this past weekend and Both were beautiful. One of them was my nephew's wife, endsley Peters, and she, as I stood in, as I was at the funeral. She was 23 years, 24 years old, died of cancer. They've been married for two years and when I think of what legacy she left, she left the most amazing faith legacy. The church was packed, it was overflowed, it was live-streamed. She's 24 years old and she changed lives and she died of cancer and in her, in her words, she had said I, I don't want you to turn away from God Because of this. You, you need to believe more. This was my purpose, I, it was a revival. I, it was amazing.
Allen Bey:Anyway, Absolutely Very, very powerful.
Lisa Peters:For 24 years old. Yeah, she changed the world. Yeah, all right. Well, let's get happy again. My final question All guests what brings you the greatest joy?
Allen Bey:Okay, so I gotta tell you a funny story.
Lisa Peters:Okay.
Allen Bey:So I just recently bought a 1971 Barracuda oh, the other restored street ride muscle car thing, right. And I told, I told Cindy, my wife, this is my year of ridiculous. This is a ridiculous thing to do, but we did. And when you take that car and you drive down the street anywhere in the world, like you come up to a stoplight, people come over to you and there's miles of this big and they're remembering a time in their life when they, when this car was relevant to them, people is amazing, like I thought, who would ever thought that this could happen? So that's kind of a funny story and I love driving the car around just so people can see it and I can. I get I get the reaction of their joy. Yeah, right, but I think you know, it's a funny kind of illustration of what you know something relatively simple can do.
Allen Bey:It just gives them a break, right. It just takes them back to 1971 and maybe they were in grade five and they wanted to get a 1971 beer or whatever, and it's a funny, funny thing. But I think for me, you know, as I look at that again, it's about giving right, giving that gift right, so they have that, the gift of that memory. Me, that's what I was able to give.
Allen Bey:I don't know, but I think, when I look at my career and how it's evolved in my life with my children and my wife and the people that I that I work with here, you know, when I can help, support people, be who they can be, that's my goal in life and it's actually like you know, create something that does live forever. It's really in them, right, and so when I get you know, when I have you know, and and a leader impact is very much a part of that. So I'm inviting young professionals inside this company, at Lynx, to join the leader impact movement and they're showing up and they're seeing the value of this and what I believe I'm doing is investing in them and so that they can be more in their life as they move forward. That's what gives me the most. I think, wow, look, look, who knows what they can do right, and all we might have needed was a little helping hand along the way, because I got a little helping hand back in the day and I think that's, that's what gets me the joy.
Lisa Peters:Oh, that's a good one. Yeah, I love that answer. We're all just a little part of someone's journey, and if you can get them a little bit you know, 71, barracuda.
Lisa Peters:I want to smile at you, I want to thank you for joining us. I many times I come into these and all I know is I have read your bio, you know, and I think we think as leaders, we look at each other and go. They're so successful. There's nothing that's ever happened to them, they've never had a failure. And to hear your story and just to be vulnerable and share is a gift to everyone, and I think that's why I show up here all the time is because this is just my little, lisa's little counseling session of leadership, and I just want to thank you for spending the last 30 minutes with us. It was fantastic, thank you.
Allen Bey:I really appreciate the opportunity to meet you and spend some time.
Lisa Peters:All right Now, if people are listening going, I want to look up. I want to look up Allen Bay. How do we find your, what's the best place to find you and more information about you.
Allen Bey:Yeah, you bet. I mean I think if you went through LinkedIn you could, you'll find me there and then you can reach out to me via LinkedIn, and I really appreciate your feedback from anybody who's curious. Awesome.
Lisa Peters:I love LinkedIn, love social media. All right, thank you, al. I appreciate you joining us.
Allen Bey:Absolutely.
Lisa Peters:All right. Well, I want to thank everyone for joining us. If you're part of Leader Impact, you can always discuss or share this podcast with your group. And if you are not yet part of a Leader Impact but would like to find out more and grow your leadership, find our podcast page on our website at LeaderImpactca and check out our free leadership assessment. You will also find on our webpage chapter one of Braden Douglas's book Becoming a Leader of Impact. You will love it. You can also check out groups available in Canada at LeaderImpactca or, if you're listening from anywhere else in the world, check out LeaderImpactcom or get in touch with us by email info at LeaderImpactca and we will connect you. And if you like this podcast, please leave us a comment, give us a rating or review. This will help other global leaders find our podcast. Thank you for engaging with us and remember Impact starts with you.
