Presented By Platoon
Ingrid Fajardo, Billboard Latin’s Social Media Manager and Staff Writer moderates an empowering discussion featuring four influential Latina executives (Andrea Portela, Dascha Polanco, Erika Montes and Yira Santiago) from diverse sectors of the music industry: marketing, legal, artist, and label. Whether you’re just starting out or looking to elevate your career, discover strategies for overcoming challenges, building meaningful connections and thriving in a competitive landscape at Billboard’s Latin Music Week 2024.
Ingrid Fajardo, Billboard Latin’s Social Media Manager and Staff Writer moderates an empowering discussion featuring four influential Latina executives (Andrea Portela, Dascha Polanco, Erika Montes and Yira Santiago) from diverse sectors of the music industry: marketing, legal, artist, and label. Whether you’re just starting out or looking to elevate your career, discover strategies for overcoming challenges, building meaningful connections and thriving in a competitive landscape at Billboard’s Latin Music Week 2024.
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MusicTranscript
00:00I've been working in music for the last 8 years and finally I have the project that I want to launch.
00:10I also have the support that I needed to feel more confident about myself.
00:15Because as an artist, especially when you are an actress and you are going to launch other facets,
00:23there is always resistance, especially when we are women.
00:28There are always obstacles that impose on you more than you think.
00:32As I have always broken barriers, I will continue to break barriers and I will launch my project
00:36because time is running and time does not wait for anyone.
00:44How are you?
00:45First of all, thank you to Platoon for presenting this conversation.
00:50Talking a little bit about the beginnings of each one,
00:53if you could tell me more or less what was the first big opportunity that you had.
01:19Platoon is probably the best label to teach me about the industry.
01:24I learned so much and I am forever grateful to them.
01:28I was there many, many years.
01:31I was very fortunate to get into the industry from the digital side of it.
01:36Right off the bat, I think I started handling one of the streaming platforms when it was one year in its inception.
01:45Very much groundwork with streaming, which is great for me now because that is what I do full-time.
01:53A little over five years ago, I moved over to Apple Music.
01:57I now handle marketing for Latin music as well as dance and electronic and other genres such as classical.
02:07My foundation in the label side, I think, really positioned me to be able to do what I do now
02:13from the partner side, literally the other side of the business.
02:16It was great.
02:19Well, if you are 100 years in this, I am 200.
02:26I started, if you remember the label Polygram Latina, which later became Universal Latino,
02:34I started there as an A&R assistant.
02:36From there, I went to New York and in that same building where Universal Latino was,
02:43there was Def Jam, Island Def Jam.
02:46All those American labels.
02:48By chance, the girl who worked in the position I was in,
02:53left Island Def Jam and said to me,
02:56I think you are perfect for this job.
02:58I am also going to be bilingual in this.
03:01My career just raced after that.
03:05I did a development for their music network.
03:11Then I went to SoundCloud where I was an artist in label relations.
03:15I headed up that team and then president of Rostrum.
03:18It has been a wild ride.
03:21Well, maybe my career is a little more boring because it is the legal part.
03:25But I have made all of this fun.
03:30It was a little less conventional than what happens with law students
03:35who leave school and look for a job, a big firm.
03:40They are working a lot.
03:42I really knew that I did not want to work for anyone.
03:46I was also a singer-songwriter.
03:49I produced while I was studying law, my music.
03:53So I had that background and that thing I wanted to do with music
03:58and be able to combine it with what I was doing.
04:00But the most important opportunity came when I had already opened my company
04:06in which they called me to participate in a radio show in Puerto Rico.
04:12We were going to talk in a very important radio show about copyright in Spanish.
04:17And that was the opportunity that gave me to get people to know me.
04:22But before that I had been working a lot.
04:24I moved to LA.
04:25I did a master's degree in UCLA and I was already working there.
04:28And all that attraction that brought all that movement from Puerto Rico
04:32to Los Angeles gave me the opportunity to get people to know me.
04:38And it has been a slightly different trajectory
04:42because I have the opportunity to come to this type of event,
04:45to share with people.
04:46And also because all the legal part is super, super complicated.
04:49But it is very, very, very fun to have the opportunity to work with artists
04:54who are actually nominated in the Billboards, in the Grammys
04:58and have the opportunity to share with them.
05:00And which one would you believe?
05:02Each one obviously has a very different role here.
05:06But which one would you believe is the most essential for an artist
05:10or that an artist should have?
05:12Obviously you on the side of being an actress and being an artist.
05:17I think the most essential thing is to have a team that supports you,
05:22that sees the vision more than you, and also that protects you legally.
05:26I think that many of our artists, for decades,
05:31have gone through a problem when they are in a contract
05:35that unfortunately takes advantage of the artist
05:39and the lack of education is not available for us,
05:42who only believe in the dream.
05:45And we are very busy in creativity.
05:48So for me it is very important to have a team that protects you from that
05:51and that also supports you to see the vision more than you.
05:55And for you?
05:57I think it is much easier to follow a trend than to create your own path.
06:28And the ones that are authentic with being careful with who you work with,
06:32from a producer standpoint, from a songwriter standpoint,
06:35if you are not writing your own music,
06:37your team is a really big reflection of yourself as an artist.
06:42And so just being authentic throughout every aspect of your career
06:46will really get you to that point,
06:48versus trying to get that quick win or that quick success
06:52by doing something that is just trendy in the moment.
06:55There are 500 other artists trying to do the same thing.
06:58I think we are in a time where people like what is natural.
07:04That is what is connecting, the lyrics,
07:07obviously the artists,
07:09that are faithful to what they are, to their culture.
07:13For example, for you, Erika,
07:16what makes an artist like what you are doing,
07:22that can stand out to your ears?
07:25I look for two things when I am looking at an artist.
07:28First, you have to love it more than I do.
07:32If you don't love it more,
07:34if you don't want it more than I do,
07:36what am I putting all my relationships, everything on the table for?
07:40You have to want it more than me.
07:42And the second thing I ask is that you always do an assessment.
07:49What can you do really well?
07:51What are you not so strong at?
07:53Are you a great songwriter?
07:55Maybe you don't know you are not great at production.
07:57Make a list.
07:59Know what you are good at, know what you are not,
08:01because that is how important it is to build your team.
08:04And that is how you find the best team possible
08:06and know how to build from that.
08:08That is what I look for, one and two.
08:12Gida, obviously you were in the legal part.
08:15When you started studying all this,
08:19what attracted you the most?
08:22Maybe you wanted to be in music.
08:24How did you get to that part?
08:27Well, my story is very particular
08:29because something that motivated me a lot
08:31was the fact that I was in the studio
08:34and received the same questions over and over again.
08:38That's what made me...
08:40In fact, at that time I opened a YouTube channel
08:43called Protege Tu Música.
08:45And I came up with the name because I said,
08:47as an artist, how would I search on Google or YouTube
08:50to find information that would help me as an artist.
08:52So I noticed that all the doubts were constantly repeated
08:57and I felt the call to share that information with other people.
09:02What happens?
09:03There were many people, maybe lawyers,
09:05who stayed with that information
09:08and did not transmit it to the public.
09:11I understood that it was important for the industry.
09:14And I noticed a lot,
09:16mainly in the creative area,
09:19because the legal aspect impacts that creative phase at the beginning.
09:26That relationship that I have with myself as an author
09:29regarding the law, when I create a work,
09:31whether it's mine or not,
09:32who it belongs to,
09:33if I'm working with another producer,
09:35another lyricist, another composer.
09:37All those relationships that exist between the creators
09:40must be handled legally.
09:42Because there are specific rules that establish
09:44what is going to be applied there.
09:46Now, once all that is done in terms of records,
09:50how I monetize my music,
09:52what are the contracts that I have to make,
09:54let's go to the part that they were talking about,
09:56which is the part of the relationships that exist
09:58with record labels, with music publishers,
10:01with managers, with marketing teams,
10:03so that they provide assistance in the rest of the areas
10:08and take the career to a higher level.
10:12Let's say it's like a company,
10:14that you suddenly start to grow
10:16and you need a team that supports you in the growth.
10:20And it's important, as Dacha says,
10:23that you hire people
10:26that actually go in the same line
10:30of your goals and your values.
10:37It's important to establish what is your value as a creative,
10:40as a member of the industry,
10:42for you to look for a work team
10:44that aligns with those values.
10:46And what happens now,
10:48also with what we were talking about
10:50before going on stage with AI,
10:52that there are so many things that still need to be reviewed,
10:57to be changed.
10:59Andrea, you were also telling us
11:01that you are super aware of Apple Music.
11:04Yeah.
11:06I can't tell you how many times we get emails like,
11:09this isn't our song, this isn't our song,
11:11we need to take it down.
11:13AI can be a really interesting tool for music making
11:16and I think for the craft of itself.
11:19If you're doing demos and you want to see
11:21how it will sound with a certain artist in it,
11:23I think from a creation standpoint,
11:25it's very interesting.
11:27But it is not parody.
11:29And I think the problem here is when people
11:31try to take advantage of an artist
11:33who has worked very hard to establish themselves
11:35and make a name for themselves
11:37and gain all the success
11:39and create a song using their voice
11:42to try to replicate that success,
11:45but not for the artist for themselves.
11:47And I think that's where,
11:49we were talking about it backstage,
11:51that laws haven't caught up with it yet.
11:53So AI is really cool and really interesting,
11:56but it could be very dangerous
11:58if not controlled to the point where
12:01the artist isn't going to be missing out
12:03on potential business.
12:05And I just don't think we're there yet.
12:07But yeah, we see it often where
12:09this is a, we'll get our editorial team
12:11who's here is constantly getting emails
12:14of like, bad bunny came out with this song,
12:16but this isn't his, can you please remove it
12:18from his curator page,
12:20and so from his artist page.
12:22And it's crazy how it happens with artists of that caliber.
12:25Imagine the artists that are up and coming
12:27that are really trying to make a name for themselves,
12:29how much more difficult it is
12:31because of something like that.
12:43You know, you can distribute them yourselves.
12:46You set up a distribution,
12:48and you can legally put anything on service.
12:51And it's not just our service, obviously.
12:53All the other DSVs are dealing with the same issues.
12:57But it's hard because we don't have
12:59patrol policies in place
13:01to say this isn't technically ours.
13:04We do a really good job at it.
13:06We have an amazing team that keeps up on it.
13:09So you won't find any of that on our platform,
13:11but it's not standard business
13:14where we have a legal system in place
13:17to say, well, now you're going to get sued
13:19because this is illegal.
13:21And again, I think the parody conversation
13:23comes up often, but it's not the same thing.
13:25You know, parody is not
13:27when you're trying to put music on a music service
13:29and monetize off of it.
13:31Then you're stealing from an artist
13:33who would actually be monetizing.
13:35And I'm not just talking about the established ones, of course.
13:37I'm talking about the developing acts
13:39that are really trying to get to that point.
13:55The problem with AI is that it involves
13:57different aspects of, for example,
14:01name and likeness, voice,
14:04everything that is right of publicity
14:06of the artists.
14:08And sometimes it also involves
14:11the rights of the brands.
14:13But it's not totally clear
14:15because the use is of a work.
14:17It's in conjunction with an ad, for example.
14:19That would be a little clearer.
14:21When there is so much legislation
14:23in each of the states,
14:25it becomes a little difficult to determine
14:27what applies in each case.
14:29And each state has its own rules.
14:31So what is currently being sought
14:33is to make a uniform law
14:35that will take time to make
14:37to cover that use of that voice
14:39and the image of those artists
14:41in that specific context.
14:43Because in the current law
14:45there is no contemplation, there is an emptiness.
14:47And the lawyers, what we have to look for
14:49are ways to eliminate it.
14:51But in the meantime,
14:53we have to be working
14:55in the Congress
14:57to sign laws to help them.
14:59Well, and Dasha has an exclusive.
15:03Because they told me
15:05that you were going to tell us
15:07a little bit about the music
15:09that you are working on.
15:11I have been working on music
15:13for the last eight years.
15:15And finally I have
15:17the project that I want to launch.
15:19I also have the support
15:21that I needed
15:23to feel more self-confident.
15:25Because as an artist,
15:27especially when you are an actress
15:29and you are going to launch
15:31other facets,
15:33there is always resistance.
15:35Especially when we are women,
15:37there are always obstacles
15:39that impose on you more than you think.
15:41As I have always broken barriers,
15:43I will continue to break barriers
15:45and I will launch my project
15:47because time is running
15:49and time does not wait for anyone,
15:51as life is.
15:53But yes, I am going to launch my music
15:55soon.
15:57An EP is going to be about dance.
15:59What a coincidence.
16:01I am going to shout it down.
16:03You know, bilingual.
16:05With a lot of positive messages
16:07and my authentic experience.
16:09With a lot of influence
16:11from our Latin culture.
16:13Whatever God wants.
16:15Why did you decide to do dance?
16:17Because I like to dance
16:19and I feel it.
16:21When you are going to do something,
16:23it has to be genuine.
16:25I like how I feel.
16:27I also went to Berklee Musical Online.
16:29I am a woman who likes to educate myself
16:31when I do my things.
16:33I am learning how to produce
16:35with the support of my partner.
16:37At that time,
16:39Ecstasy gave me the support
16:41to start believing in myself.
16:43I do my engineering,
16:45I record myself.
16:47I do what I have to do.
16:49The tool and the information
16:51are there for all artists.
16:53The information and the access are there.
16:55You have to use it.
16:57You have to use all the tools
16:59for what you can.
17:01I decided to use it
17:03and I am going to do it.
17:05We are all going to dance.
17:07You are all invited.
17:09You are all invited.
17:13Well, Erica,
17:15speaking of the music
17:17that Dasha is going to release,
17:19in the part of A&R,
17:21how would it be for an artist
17:23who has already worked
17:25in other things,
17:27how is that encounter
17:29with the platforms
17:31and A&R
17:33so that they can discover it
17:35in an easier way?
17:37It's more marketing than A&R,
17:39that's for sure.
17:41But,
17:43when I start as an artist,
17:45I always let them know
17:47that this is a grind.
17:49Growth is
17:51the goal, always.
17:53And relationships
17:55are key.
17:57Super key.
17:59That's the first thing that I'm going to tell you.
18:01We're going to go say hi to everybody
18:03and shake hands and kiss babies
18:05but you're going to present
18:07your work to everybody.
18:09That's what's going to happen next.
18:11And it's not just streaming,
18:13it is everybody.
18:15We want the world to know.
18:17It takes a lot of courage to do that.
18:19Absolutely.
18:21It takes a lot of balls.
18:23For what we have.
18:25It takes a lot of work.
18:27For sure.
18:29How do you distribute
18:31the music weekly
18:33and how does it end so quickly?
18:35For us,
18:37it really starts
18:39with our team.
18:41Our editorial team,
18:43some of them here,
18:45Jerry Pugliese,
18:47Cristina de Luna,
18:49who handle everything
18:51that is the editorial part
18:53of Latin music.
18:55They start with them.
18:57They work 24 hours a day,
18:597 days a week.
19:01The thing that we do a little differently
19:03is that we have that human curation.
19:05We're not waiting for a trend
19:07to pick up on an artist.
19:09We are looking for new music coming from artists,
19:11new music coming from artists
19:13that have never released music yet.
19:15It really starts with our amazing editorial team
19:17who is constantly looking for
19:19good music.
19:21Not trendy music, not catchy music,
19:23not something that's hyped up right now
19:25that's going to chart because it's charting
19:27because it sounds like the last song that released.
19:29We're looking for authentic artists
19:31who are true to their craft,
19:33who work hard.
19:35I think work ethic plays a really big role
19:37in development.
19:39We see it often.
19:41If you're working because you're pushing
19:43something that's true to you,
19:45it shows, versus if you're just going
19:47because someone from the label
19:49is telling you to show up
19:51and shake hands and kiss babies,
19:53that also shows.
19:55It's definitely a mix,
19:57but the human creation is really
19:59our big differentiator.
20:01Yes, we get thousands and thousands
20:03of emails and songs being distributed
20:05and it's hard to keep up,
20:07but we do quality over quantity.
20:09Even though we don't have
20:11thousands and thousands of Latin playlists,
20:13the few that we have,
20:15we make sure that they're at the forefront.
20:17If we're putting a developing act
20:19in one of those playlists,
20:21then it's going to connect.
20:23When you open our platform,
20:25we're able to better manage it.
20:27It's really just focusing on
20:29who we think is not only
20:31authentic to their craft,
20:33but we know are going to resonate with our users.
20:35Again, I think it really does begin with our team.
20:37I have a question for the four of you.
20:39What do you think
20:41would be the biggest financial mistake
20:43that you make
20:45in each area
20:47that you work in?
20:49That's a legal question.
20:51As artists,
20:53or as marketing?
20:55Well, I can say
20:57one mistake that we make
20:59is not investing in the legal part.
21:01Even though,
21:03and I always say this
21:05in front of audiences,
21:07even though it's one hour with a lawyer
21:09that can tell you,
21:11that can give you the right direction.
21:13The problem that I see
21:15is that a lot of times
21:17people, as you mentioned,
21:19are comparing
21:21what they're doing with other people.
21:23So, all of a sudden,
21:25what they want is to invest all their money
21:27maybe in creation,
21:29maybe in other aspects,
21:31maybe in a marketing campaign
21:33that, maybe,
21:35on a topic that's not working,
21:37that they just launched and it's not working.
21:39So, they're deviating
21:41the funds they have,
21:43the few funds they have,
21:45for things that are not so important.
21:47At least, from my point of view,
21:49I think that artists should,
21:51at least a little bit of that initial budget
21:53should be for the legal
21:55and for other people that assist them
21:57in giving them direction.
21:59I'm going to tell you
22:01what artists always want to do.
22:03And a lot of my artists
22:05want to do a lot of
22:07influencer marketing.
22:09And it's okay to do it.
22:11I want to make sure I say that.
22:13But be strategic.
22:15I've had artists that tell me,
22:17I want to spend $5,000
22:19on this Instagram rap page,
22:21but...
22:23What does it get you?
22:25You have to really think about it.
22:27It burns me when they do that.
22:29Because I'm like, let's be smart.
22:31Let's focus on who your audience is
22:33and not a look.
22:35That's my pet peeve.
22:39I think, you know, it's interesting
22:41because I think niche marketing
22:43plays a really big role in success.
22:45It's like the next big influencer
22:47to, you know...
22:49It won't resonate the same.
22:51You know, success doesn't come
22:53quick and it doesn't come easy.
22:55And if you're getting it quick and easy,
22:57then you're doing something wrong, right?
22:59And it's not going to last.
23:01So I think just investing in yourself
23:03and again, I think
23:05all departments play a role.
23:07From a marketing, what you just said
23:09is absolutely correct.
23:11It's know your audience.
23:13Know your audience, know who you're
23:15speaking to and know what they want to hear.
23:17I think social media is
23:19such a powerful tool
23:21but it only resonates if you're authentic.
23:23And you're
23:25trying to push
23:27your strategy in the way that you think your fans
23:29are going to actually want to receive it
23:31versus trying to get under someone else's bandwagon
23:33like another influencer that has nothing to do
23:35with your fan base. So I think knowing your audience
23:37is the most important thing.
23:39It also saves you money, which you can
23:41use for other things like legal.
23:43Or your songs.
23:45And I also think that
23:47an error is not being aware
23:49at least in the part of monetization
23:51of the music, the records,
23:53to be aware
23:55that it's being charged, where to
23:57register, that the bank account
23:59is adequate in the account
24:01so that they receive that part of the project
24:03that they can monetize as well.
24:05As for me,
24:07the other side, right?
24:09Get yourself a business manager.
24:11Someone who can guide you,
24:13someone who can educate you
24:15in all your financial accounts,
24:17in your records,
24:19in your retirements,
24:21wherever your money goes.
24:23Educate yourself because you forget,
24:25you're here, and when you come to see, you don't know where it is.
24:27Also invest in yourself.
24:29Know what you're investing in.
24:31Know how to be useful yourself
24:33because you also,
24:35starting out, sometimes you can't
24:37have a stylist, make-up, hair,
24:39all that adds to the artist's
24:41expense.
24:43You have to know how to be cunning
24:45and prioritize
24:47where to use it.
24:49And another thing I was going to say about money
24:51is that
24:53it's difficult
24:55when you see that
24:57on Instagram, you see that there's an opportunity
24:59that if you pay someone,
25:01sometimes you want to grab
25:03yourself to do it, but everything
25:05has a strategy when you have a good team
25:07behind you. It's very important
25:09that you save your money
25:11always as an artist.
25:13I'm learning it now.
25:17I was going to ask you that.
25:19How are you living this transition?
25:21It's not that you're
25:23letting yourself be an actress,
25:25but you're obviously
25:27giving more focus to your musical part.
25:29In summary, adding more
25:31so that more people come.
25:33How are you living
25:35this musical stage?
25:37Very well.
25:39I enjoy the process,
25:41developing patience,
25:43how to let yourself be guided,
25:45because sometimes
25:47you start saying,
25:49I want to change this, I want to change that,
25:51and you come back and repeat a song
25:53that I did seven years ago,
25:55I'm still fixing it,
25:57and sometimes you have to trust the process.
25:59I love the process of writing,
26:01collaborating with other artists.
26:03It's a very magical thing
26:05for me,
26:07to see how from an idea,
26:09a feeling, a conversation,
26:11an experience, something so beautiful is created.
26:13I think that
26:15stands out a lot when you see the project
26:17and you say, wow,
26:19each song has a story,
26:21a background,
26:23and I appreciate that a lot.
26:25I think for me it's like
26:27when I'm recording a movie
26:29or a TV show,
26:31the process is a lot of work.
26:33Not everything shines.
26:35You only see the plate
26:37when the artist is on the stage,
26:39but the process of getting there
26:41is a lot of work.
26:43Do you like
26:45what we're seeing now,
26:47that the music is going so fast?
26:49I don't know if it's really going so fast,
26:51because what I've seen
26:53is that we're seeing
26:55new artists now,
26:57and if you look at their careers,
26:59they've been working
27:01for this for many years.
27:03Now that everything
27:05can be uploaded fast,
27:07you can make a song now and upload it,
27:09of course,
27:11but the success
27:13of the artists,
27:15and I'm going to use American artists,
27:17but you see Sabrina Carpenter,
27:19Disney Baby, or Chapel Rowan,
27:21years and years
27:23and years,
27:25it's happening fast.
27:27That's why I ask the artists
27:29and my bosses
27:31to be patient
27:33with these artists.
27:35It doesn't happen overnight,
27:37all the time, so you have to have patience.
27:39We think it happens fast.
27:41It's not that fast.
27:49You have to deliver
27:51the CD
27:53or the masters on something.
27:55I can't even remember what it was.
27:57Six weeks ahead of time,
27:59maybe eight weeks, I think six weeks,
28:01we were paying for Rush,
28:03like we were paying a Rush fee.
28:05Crazy, 200 years ago.
28:07100 years ago.
28:23She had the big album.
28:41What are you guys doing?
28:43We had a plan.
28:45We had a big plan.
28:53As you mentioned,
28:55you have to deliver the albums.
28:57You have to deliver them
28:59to the record labels,
29:01and that involves a lot of paperwork.
29:03We work with the producers,
29:05the lyricists, the composers,
29:07all the label copies
29:09that you know we have to do
29:11and deliver
29:13so that it's understood
29:15and delivered to the record label.
29:17That activates a lot of things
29:19within the contracts.
29:21I always tell people
29:23who are already signed
29:25by big labels
29:27or independent record labels,
29:29all this speed
29:31with which we work,
29:33sometimes we forget
29:35that we have to deliver
29:37and we also have to notify
29:39the label that we have already delivered
29:41so that they pay us in advance
29:43and assign us the budget
29:45for the next year or the next album.
29:47So, the speed can sometimes
29:49take a long time
29:51and sometimes those contracts
29:53don't necessarily follow
29:55what's happening in the technology
29:57and in the releases,
29:59but it's important
30:01that we stay there
30:03constantly to monitor
30:05that part of the contract.
30:07Now we have two minutes,
30:09so if you have any questions...
30:11Wow, it's nice to see the audience.
30:15You, please.
30:17There you go.
30:21Hello, how are you?
30:23It's a pleasure to meet you.
30:25I'm Esbana Varela from Canal 6.
30:27I would like to know, Tasha,
30:29how are you experiencing
30:31this important transition,
30:33first as a woman,
30:35from an actress to a singer?
30:37I'm experiencing it...
30:39Well, now I'm very excited,
30:41but it was a lot...
30:43It was really a lot of insecurity.
30:45When the movie came out,
30:47I was very nervous,
30:49but now I'm at an event
30:51and I'm teaching my songs.
30:53When I meet people,
30:55I tell them,
30:57look, I'm more proud of my song
30:59because I feel more confident
31:01about my project.
31:03But there are a lot of doubts,
31:05especially now,
31:07because music is so fast
31:09and artists, for generations,
31:11are a type of artist.
31:13An artist is who you are.
31:15There is no specific formula.
31:17When someone is going to do something,
31:19they will do it.
31:21But I'm enjoying it.
31:23I'm very motivated.
31:27We'll be waiting for you soon.
31:29Thank you, my love.
31:31Kisses.
31:35Thank you all.
31:37Thank you for joining us.