 Thank you everybody for coming. Basically, I wanted to share what I've learned mostly on what not to do in your freelance business, or what I wish I knew when I started five years ago. Actually, it's been six years ago. I was laid off of my IT director job and had already picked up one freelance client and decided let's try freelancing and I've been busy ever since. So I'm going to kind of walk you through things you need to think about if you don't have and basically, let's go ahead and, what we'll cover. The most important thing is having a process. Having a process that will walk your clients through from when they first contact you until you hand off their website. You need to have a consistent process. You get all excited because you're getting a new job and you immediately start thinking, I'm going to use this theme, I'm going to use these plugins. But basically what you've got to do is you've got to train that client through a process. We're also going to talk about getting clients because that's one of the questions I get a lot. How to handle those incoming leads, whether they're somebody who calls you out of the blue or whether it's somebody you actually network and meet, qualifying clients. Not every client is for you. It's okay to walk away and say no. That was one of the hardest things for me to learn, but it's the most liberating. How to handle client meetings. Positioning and nurturing a client while they're in that decision making mode. Resources for proposals and contracts. How to speed up your design process. Development, delivery, maintenance, and reoccurring revenue and some optional pricing models. Now this is a lot to cover so it's going to be very brief, but you're more than welcome to reach out to me if you want to discuss it further. Before I get to the finding of clients on having a process, the best way to describe it is think about when you go to a restaurant. I went to Longhorns last night with my husband. We walk in, we go to the host to stand. They take our name, they give me the little buzzer. 15 minutes later we get seated. They bring you the bread, they take your drink order. Everything's in a process and every time you go to a restaurant that process is the same. You sit down, they take your drink order, they bring you the drinks, they bring you bread, they take your meal order, they bring you your salads, they bring you the meal, you might order dessert, they hand you the check and you leave. Having clients come in should be that same type of process. You should have a process to walk them through and that way they have an expectation, and you can move them along in the process. I'm going to give you some helpful tools and some suggestions on how to create your own process going to work for you. Before I start, I'm going to tell you that I got this process. It's kind of a combination of what I learned in a course called WP Elevation with Troy Dean. I took the course late last summer. It lasted about two months. It was probably the best money I ever spent on how to run my WordPress business. He only does it two or three times a year. There's a current one right now. If you're interested in finding out more about that, you can go to wpelevation.com and put your name in and they'll email you information about that when the next thing goes around. The other person that's been real helpful in me is Nathan Ingram. He's here at WordCamp and he's hiding here somewhere in the room right over there. He does an advanced coaching session, which has helped me even further to fine-tune my business processes. You could actually reach out to Nathan, catch up with him over at that table if you're interested in more information about his program. First of all, finding your market. When you're first starting out, you pretty much have to take what comes along. But do you need a niche market? My niche right now is churches and nonprofits and retirement communities. I didn't set out to do churches and retirement communities. Well, I used to work at a church, so that was kind of given and I understand how they work. I know church websites, so that's why I started doing churches. I have about eight church websites on Retainer. I'm their webmaster and that's the main source of my monthly income. Retirement communities, I hooked up with one locally, started doing their stuff. They work with consultants. That consultant moves to another retirement community. I get that retirement. I've gotten six in the last two years because of one job. So find a niche that is an automatic referral network where the people in that niche get together, meet and they can spread your name. You'll probably stumble upon them. It's kind of hard to say, oh, I want to do doctors and lawyers and that's all I want to do when you haven't done any doctors and lawyers. And I get outside that niche. I just did a lawyer's website, so it's actually going to go live tomorrow. So I do work outside my niche, but I'm actually picky. All my work is by referral, so I rarely ever get a cold call for asking for work. So look for those clients that can be an automatic referral. Position yourself as an expert. You may not be at the level of some of the other people in this room, but you know more than your client. And that's all you have to know. You know more than they do, so in your eyes, they need to see you as an expert. Okay, weed out the tire kickers. Pretty much, if somebody calls me up, talks to me 10 minutes and asks me for a quote, yeah, I'm not going to do that. I actually have a website worksheet and you're welcome to go on my website and look at it. If you email me, I will send it to you in a Word document. It is a form. It's got like five sections, not real long, but it asks them stuff that they haven't thought about. You know, what are their goals? Where do they see themselves in a year? I want them to start thinking about the project as a goal-based thing because that way I'm positioning this project as a value to them rather than I just need a new website. And I actually use that website worksheet to fill out the proposal. Basically, I'm taking what they said, putting it in the proposal and putting a price on it. So if you get them to fill it out, then you have also an agenda when you have your client meeting. You have all the first-level questions out, what they want, what they're looking for. And now you can dig deep when it comes to the client meeting. You now have a whole list of questions for them. You're not just trying to think of questions on the fly. And usually I have a whole list of questions when I'm talking to them based on their proposal. And I ask about their budget up front. What is your budget? I used to be afraid to ask them. I was like, well, how much do you want to spend? And now it's like the second question out of my mouth, what's your budget? And even if they give me a low one, I'm not going to say, well, I'm not going to do a site for $1,600. And I won't, but I'm going to start positioning them to look at a value. Chris Lima did a great thing on positioning for value. He wanted a swimming pool. He lives in San Diego. He wanted a swimming pool and their budget was $25,000. They bring in a pool builder and they told them everything they wanted. They wanted a waterfall, they wanted a finish line, all this stuff. And the pool builder said, well, I can do that for $65,000. And of course that was not their $25,000 budget. But they ended up spending like $45,000 because of all the value that was tied to that pool. And they, of course, scaled back their sources, but he was okay about spending $45,000 for a pool versus $25,000 because of the way the salesman handled it and the way the pool company handled it, positioning him to put value on that and move it up a level. Don't rush to give out prices. You can do a ballpark. Well, I did one. I'm doing a ministry website right now. And it's pretty basic. I do a lot of, you know, no surprises websites and it's pretty basic. And it was about my base price, which is around $3,200. And so I gave him that ballpark and it was that, what I gave him because nothing new came up when I actually got his website proposal. So if they don't have their act together and they don't know what they want, sell a discovery session. Now some people do this for free. I don't. That's going to be a couple hours, two or three hours out of my time that I can't afford not to be, you know, billable hours. So you've got to get that information somehow and you can actually sit down with them if it's a local, go in there and have like a three-hour brainstorming session. Get everybody in there that's going to be involved in the project and start fleshing it out. I don't want to spend too much time on that. Okay. Score your potential clients. Like I said, some of them you don't want to work with. You get that feeling right away. Look for the red flags. I had a recent one. I have to tell you this is a short little story. It was the first weekend of the playoffs, football playoffs. I'm a big fantasy football player and it was New England and Denver Broncos. Whoever New England was playing because I was excited because New England was on TV and Tom Brady was my fantasy football quarterback. So the phone rings and of course it's like a minute before half-time and I'm not answering the phone because I'm watching football. So my husband goes up and answered, oh sure, she's right here. And I'm of course, you know, after 28 years he doesn't recognize the spousal eye roll. Don't get me the phone. Well it was somebody who wanted a website. This is a Saturday afternoon. His first question of the month, I had the hardest time finding your phone number. And I said, well why didn't you go to my website and just fill out my contact form? Oh I don't do contact forms. I had to Google you and this and I actually found your number and that's the last time I put my name on the phone bill. And so he found me and he was a local person, made it a website, did business to business displays, LED displays. And so I started talking to him and it was like one red flag after another. First red flag, he won't fill out my contact form. I said, well so then I said, well the best way to get this project started is I'll send you a website worksheet. And he said, I don't want to fill that out. No I'm not going to do that. I'm like, okay well I'll give you the name of several designers in Atlanta that will probably like to work with you. You know, have a nice weekend. And he was like, wait, wait, wait. You know, you're, wait. And so I said well, so you don't want to, do you want me to come to Petrie City and sit down and have a meeting with you and go over all the information I need? Yes. Well, that'll take a couple hours and that's $150 an hour. And it will be applied to your website project. Wait, you want me to pay? I said, well you're not going to do this. So you're going to take two hours out of my time. So yes, you're going to have to pay for that. Okay, okay, I'll fill it out. And I knew exactly how he was going to fill it out. And then the next red flag was, I really know what I want my website to look like. I've designed it in Word. And I'm like, okay, you don't need me. You need somebody who can write code. I said you can probably find somebody's nephew who can do that for you. I'm not going to do that. And I said you would be hiring me as the expert in web design. I said I'm not going to design something that looks like it was designed in Word. And so I actually had to tell him no five times in the next week. Because once I told him no, I'm not going to work with you. Here's some names of some people. He just wanted to work with me more and more and more. And he, finally, I'm like, look, my calendar's full till June. If you want to read this, you know, maybe in mid-May, that's fine. But I'm going to email you, you know, a list of people. So I don't know who he ended up going with, but it's okay if you need the work to work with those PETA clients. You know, the pain in the asterisk clients. So go ahead, charge them more and really make sure that you control that project because they'll want to take over. Meet with the decision-makers. Now, this is hard when you're doing, like, committee-based. I do the retirement communities. And those are committee-driven websites. They'll take a lot longer than other ones because there's not just one decision-maker, there's a bunch. You meet with all of them, have an agenda, move that meeting along. And basically, you're interviewing them to see if you want to do a proposal. Stop thinking of it as the other way and acting like, you know, you're desperate for the work. You're there and like, I'm seeing if I want to work with you rather than thinking that they might want to work with you. Okay? If possible, you know, use your iPhone or phone and record the meeting. Ask if it's okay first, don't do it, you know, under the table. But that way, you won't miss anything. If you're too busy writing notes on something, you might miss something and you can go back and listen to it. And one of the things I like to do after I do this is I do a recap and I send them an email of the recap of the meeting before I actually do the proposal. Ask those second-level questions. Why? What else? Keep saying, what else? Is there anything else? Sometimes there's something they're not telling you and eventually you'll get to, you know, a deeper issue of a problem they're trying to solve. And ask, who's going to manage that website when it's done? This is where you can start positioning them to sell them a care plan, a maintenance package. If they don't know, then mention it. Well, I actually put that in my proposal. I put my care plans. So they know upfront that that's something I offer. And it's not such a shock to them at the end. Nurture your clients. If they're meeting with other people, you know, send them the email, a reference to a blog post that you read that's relevant to them. Keep your name in front of them. Even if they don't end up taking the job or they've put it off because of budget, follow up, nurture them along. And I actually have a list of, like, template emails that I can use to quickly send off an email. If you think it's expensive to hire a professional to the job, then wait until you hire an amateur. Okay, I love this quote. And I found it this week and I thought, ooh, I've got to stick that one in there. Because, you know, I tell people, you know, I'm not selling websites for $1,600 anymore. And that's what I did, you know, five years ago. Most of my projects are over $5,000. And, you know, I never had anybody tell me no. I think I've only lost one project that I did a proposal on in the last three years. Since most of my referrals, they're only coming to me very rarely do they. And the one that turned me down just didn't have the budget and they're going to wait until fall. So they're going to come back. When you do the design, have a system for doing design that will speed the process up. You may still be doing Photoshop mockups. That's okay. I used to do them that way. Because a mobile responsive, it's kind of hard to do that. So what I do is I can whip up a quick prototype with Beaver Builder and a Genesis Child theme. And kind of all I want them to see is the front page and an inside page or if it has a particular something that they need, maybe a third page. For a church it would be like, what does a sermon page look like? I use Genesis Framework. I'm a Genesis girl. So I know that like the back of my hand now. I didn't five years ago, but there's such a good community out there and there's so many tutorials online that I can, if there's something I need to know how to do in Genesis, I can quickly find it. I use desktop server to start my development locally. And it's free up to three installs. But I have a base install that has WordPress. All the plugins that I normally put on a site, the Genesis Framework theme. And I have it already. I can spin up a development site in literally 10 seconds. So I don't have to set there and install WordPress and install my plugins. I'm ready to go. I just throw a child theme in there and I start designing. I want to speed that process up. It used to take me two or three days. And one of the mistakes I used to make is I would give them design options. I would do like two or three. I could do it this way or I can do it this way. And then the final design was kind of a mesh between the two. I don't do that anymore. You know, here's your website. I really think about what they need and I think about the users. Who's going to be using the website? I designed the website for the audience. And this is a hard thing to get some people to understand because I think they know what they want on their website. For instance, churches. Well, we want this and we want our mission statement and we want this. And I'm like, no, you don't. You want to show people that are coming to your website that are new, that are thinking about visiting your church, where they can get the information of what are your service times? Where do I park? What about my kids? How should I dress? That's what they want to know. And that's what we're going to give them. We're going to give them a big call to action that I'm new and give them that information in one click. The rest of the homepage, yeah, we can put the event calendar. We can do this. But we've got to design that main call to action for your target audience. Okay, proposals and contracts. Something I used to not do. If you're not doing contracts and with your clients, this will be the last day you don't do that. You need to have it. I have a template that I use for writing my proposals and also for my contracts. I list the goals, what they need, what the solution is, and in the solution, the only time I mention WordPress is I'm going to use WordPress as your content management system. I don't talk to them about WordPress. I never mention plugins. I do in my proposal mention that if premium plugins are involved that I will pay for the first year of that plugin if license renewal is on them unless they're on a website care plan. If they're on a website care plan, I will handle the license renewals and plugins and they won't ever have to worry about it. My frequently asked questions because you're going to be using terminology that they don't know. So define it in there. Have a little frequently asked question about hosting because some people don't understand the difference between domain names and web hosting. So tell them what it is. Define what a bug is. Have a master services agreement. That's your contract. That's the thing they sign and basically it says what's outlined in this proposal is what I'm going to do. If you want anything beyond that proposal we'll re-quote that. So cut off scope creep at the knees. Yes you can take that with a grain of salt. There might be minor things but when they come back and say oh I've decided I want to sell my book online well that's a whole different ballgame than just building an author's website. So have that master services agreement. One of the big things content is due before I start development. Yep. I will not do it. Do it. First thing you give me your deposit check and then I'll do the design prototype. I will not touch your project again until I have all the content. Now the reason is because before I started this process I still have projects that are now a year old four that are in the I love it's got this term from Nathan the GOK clients. God only knows when they're going to finish their project. So I actually have a the whiteboard the sticky whiteboard that you stick on the wall the paper and I have my different columns what proposals are need to be written what proposals are out what's in development what's ready to launch and the GOK column. And every once every two or three weeks I send those clients an email and say you know and because I didn't have this in my contract and I got this from Nathan is have a thing in your contract about suspended and abandoned projects. If it's been more than 30 days payment in full is due before I start working on your project again along with the content. If they're abandoned you know then it's it's gone you know it's after 120 days you know your project is dead if you want me to do it again we'll requote it and start from scratch it'll be another deposit. So that way you can stop that that those projects that drag out for a year or as Adam had in the last session I went to two and a half years make sure you lay out your scope of work what you're going to do and what so if it's an e-commerce site I'm going to enter 10 products for you it's up to you to enter the next 65 I'm only going to do 10 and I'm going to teach you how to add the rest so they won't come back well I really don't have time to put those other products in well you know then you're going to be selling 10 products or you can pay me X and I'll put them in for you. What are your hosting requirements? Make sure you put that in your contract that it has to support WordPress because I actually had one that wanted me to install it on a SharePoint server and I'm like I'm sorry but you know that's for SharePoint it's not for WordPress so define what a bug is just because it's not working the way they expected it to work does not mean it's a bug a white screen of death yeah that's a bug and then keep bringing up those in your conversations website care plans well when you when I hand this website off to you you're going to be doing this this and this or you know remember you can hire me to do that for you have a timeline now do they always stick the timeline? No but you need that to schedule multiple jobs and you don't end up like you know sometimes I have or I have like past clients that are dragging their feet and my new projects that are moving right along you know I end up with sometimes a gazillion jobs at once and I'm trying to get those past clients off and I actually got four of them off in the last two weeks because I kept pestering them design and prototyping development testing give yourself enough time to do this and so six to eight weeks is normal for me for a project right now a little bit longer if they need a logo design because that usually takes a couple weeks and some revisions and my contract says you get one design and two rounds of the revisions that's it I'm not going to sit there and do ten different designs and different color schemes just because you know you think well this might look better and training you're going to have to train them if they're going to take over that website train them and I'm going to talk about some tools for that on the development I already talked about this use a system to spin up websites desktop server WP engine does transferable installs so I have my sites on WP engine so I've been spinning up transferable installs and then their development works website is under a password they have to have a login so they can view it so I can let them look at it and then I change the password until I'm ready for them to see it again and then I send them the new password so that way they're not stalking me as I'm designing it and they see it something where I did half of something and I walk away and they're like well this doesn't look right well it's not done so now I make it desktop server WP and Pantheon Pantheon gives free agency accounts for doing installs like this so talk to them out there about their agency accounts and you can spin up dev sites for them and then transfer them right over to hosting a delivery have a checklist you're going to forget something then have a list I have an actual Google doc with a whole bunch of things it includes sections on WooCommerce and things that may not be on their website but it's going to help me remember not to do things and sometimes I add things I need to check to make sure when I move this site that these URLs in this system migrate as well because you know like on sometimes if people have to have a slider some sliders don't migrate the URLs for the slides so you have to look have an off-boarding process getting them off basically development and handing it off and getting on their care plans or getting them set up to maintain their website themselves WP101 is a plugin I think it's $19 a month it was when I used it you can put tutorials in the back end of your website for your clients it tells you how to use WordPress the other one there's a video user manual now I've switched over to that one because it also has in-page videos so when you're on a page editing and they want to know how to embed a video they can click the help button at the top and everything that's related to working on a page comes down in a link to a video so it'll say how to embed a a YouTube video click and it will walk them through that and you can add both of these you can add your own custom videos there's another little plugin that will pop up and give them helpful hints in the background and don't be afraid to ask for referrals and client testimonies you put those on your website and so I I started to ask them and it's amazing they're giving them to me nobody said no so don't be afraid I'm afraid what they might say use that and then it will help you get referrals reoccurring revenue website care plans you need to not live job-to-job so start coming up ways that you can have that mailbox money every month so you don't have to depend on that feast in the famine cycle so website care plans have plans if you're slightly more technical think about being hosting your client side along with the website care plans now I wouldn't host a client who didn't have, wasn't on a website care plan because I want to be able to control all that the plugin updates and things like that just recently signed up with liquid web who's here to actually do hosting for my clients I don't do email support now I have an IT background so yeah I can do email support this is what happens my last IT job at a church in Mobile, Alabama I still get phone calls when a pastor buys a new phone what's my password how do I set up my phone believe it or not and I don't work there anymore so unless you want to be interrupted at your vacation and every Christmas and birthday of your clients you don't do email send them to Google move them to Google apps and then it's Google's job to handle their email okay subscription pricing this is something I'm playing around with if you have a lot, if you're in an area where people are not paying a lot then think of a different pricing model like evermore has charge a setup fee $500,000 $1500 and a monthly fee and put them on a two-year contract you could even include hosting on that so you're still going to get your $4,000, $5,000, $6,000 from your clients depending on what you charge but they're just going to spread it out over time and at the end of that two years your position to resell them a new design so if you have clients that can't pay a lot of money then think of it that way oh I already got that these are some of the tools that I've looked at bid sketch I use bid sketch because I actually have my proposal in a template in there and I can just go in basically and fill in the blank I can email the proposal and the contract to the client I can see when they read it every time they go back and read it I get an email and they can sign the contract online and as soon as they sign the contract online I touch base with them and send them the invoice or take their credit card over the phone and put it in Stripe project management the proposal is 17 hats I'm looking heavily at 17 hats because it kind of does everything it's kind of a CRM proposals invoices and I like it that I have certain clients that have to pay me by check and they have to go through the whole purchase order thing remembering to send them the monthly invoice so in here that's something I can actually schedule I can kind of schedule everything in here Proposify is another one and I know there's a lot of those tools out there these are the main ones I've looked at project management Basecamp, Asana Trello, I'm all about Trello because I'm a list girl I love lists and that's just list after list and I can move things from one thing to the other great program Teamwork, Podio 17 hats, it's also another one does that as well not to the extent that the other ones do updates have a support email where your updates where people request updates go so it's not intermixed with your regular email and things get lost you can hook that up with Zendesk HelpScout managing also managing your websites I themes I sync to manage multiple websites, manage WP some people use I use infinite WP because it's free and I have like 60 sites in it I can update every time backup buddy comes out with an update I can update all 60 sites with one click instead of having to log into the back end WPMUDev just came out with the hub same concept put all your websites in one control panel manage them from there if you don't want to do care plan outsourcing go WP higher then they have an agency package where they'll do like five websites for $250 well you charge your clients $100 a month get go WP to do the updates and you're making $250 profit and you're not doing any of the work so if you get busy enough and this is where in the process of I actually interviewed a virtual assistant this week finding a virtual assistant to actually take over like the updates and things when you get to the point you get reached to the point of saturation where you can't do all the work you can hire a virtual assistant virtual staff finder online jobs pH outsourcing angel those are ways where you can hire either developers or just regular assistants or even designers to pick up the work and a fraction of what you're charging most of them are in the Philippines some great great workers in the Philippines and they love doing this love it and you can actually take off some of the workload yourself and the maintenance tasks the things you should do over and over again do you have anybody have any questions Claudia so creating prototype for applying oh that's where I use backup buddy put it up that if I it depends on what the project is whether I do it locally I just started doing WP engine installs but I did the same thing in WP engine I created it's called WP base install on WP engine when you spin up a transferable you can copy it so I actually have my main website and then I have all my transfers and I have one that's just set up that has the genesis and all the plugins in it beaver builder everything and I can spin up it takes them about 10 minutes before they send me an email and then installs ready to go and then I of course try to position my clients to use WP engine or some other managed WordPress hosting whether it's site ground or my hosting or something that's not you know cheap web hosting if they want shared web hosting I'm going to send them to site ground if they're on bad web hosting I'm going to move them and so next question yes ma'am so how do you know I ask a lot of questions and I actually I want to show them to show me what it's doing so I'll send them to team viewer and actually ask them to do a remote control session and actually show me what's going on and first of all it kind of freaks them out that I can do you know that does that but I can see what they're doing and I can actually walk them through if it's something that they just don't know how to do you know I need to put this video on here so there's a great tutorial right there in the back end just go there look at it if you don't understand it after you've watched the video you know call me right back we'll do a remote session and I'll walk you through it they rarely call back I make sure that their websites back yeah I keep a backup and then I put backup buddy on every site I build and it's set to schedule backups and I have one that just actually back up that goes to my Amazon S3 even if they're not a website they don't know this even if they're not a website care plan client because I don't want to have to rebuild that site and and I've actually had that happen I actually had that where half my client site I think it was a server upgrade half my client site was gone like the whole WP admin folder was gone the uploads were gone everything and I'm like okay and so I just went to Amazon S3 just copied all the files up because I had an update that was a week old threw them all up his website was back up in the time it took to FTP the files so yeah you know I don't trust them to do the backups and stuff and I just want to make sure I always have a copy but that's just because I'm a control freak and I'm anal so soon can you talk a little bit about affiliate accounts do you have affiliate accounts and I'm really up front these are my affiliates these are the companies I work for and these are affiliate accounts so I have WP engine I have SiteGround I have affiliates for the products I use I don't have affiliates for products I don't use so I only have affiliates for the hosting that I would recommend or the plugins that I recommend yes that's what I have I have the premium version so because I have oh yeah I've used it I've actually pushed it through their system up to different web hosts and it works and you can pull down too yeah ask them I have a content writer I have a content writer that I can and I know what she charges and so I can say you know if you don't have the content I can put you in touch with the content writer now here's another one there's a web speed lancer speedlancer.com you can get content creation they're fairly inexpensively I don't know their quality just learned about them recently so for content writing especially if you're not a writer but you can put them and they have hundreds of writers on contract so if it's about a specific thing like an automotive part store something put it up there and they can actually give you some generic content to fill the site it's not going to be the best search engine optimization but it's going to be content better than the two lines they'll probably give you so we've been in business 15 years come by and visit us so you want to have at least enough content on the page to at least have your page rank somewhere oh speed lancer and another there's another system called gather content gathercontent.com which is a system for getting your content from your clients gather content haven't used it but watched a few of their seminars if you get on their mailing list so that's a great ideas on getting content for your clients yes sir they keep the website updated and all the plugins and they'll do updates basically you can actually set it up so they come like email support at MGA creative designs it comes to me and a copy will go to MGA and it will automatically create a job ticket so you can you just set forward and upload it on too mmhmm yeah and they'll work with you on setting that up it's actually fairly simple they'll do it all and it just goes in their job queue so yes oh I'm sorry for me it's like the last time we got together not 120 days from the beginning of the project but the last time I'm waiting on your content those are where my four jobs are I'm waiting for the content so and it's gone I haven't heard from them so at that point and that's what I wish I had those four projects that you know I actually got one back because I reached out to them and I got one back and of course she said I'll have that content for you by the weekend of course that was two weeks ago and I think what's really holding her up is not the content it's her picture she doesn't want her picture on the website or the way she looks now she wants to put something older and I'm like well you know a 20 year old picture is not going to do when they come in and see you for counseling just you know you're not going to be what they expect so you need to get a professional headshot done not just you know a picture of you in your backyard so yes ma'am I'm actually in the process of getting a virtual assistant to take over the website updates and some of the prototyping and design because I am busy so I'm just going to actually work with virtual assistants I do reach out to developers when there's a problem I can't figure out so I'm a one man person well since I used Genesis I have the Genesis theme installed I have generally Genesis simple edits for editing Genesis simple sidebar so I can make custom sidebars and I usually have my favorite events plug in I have it in there because I always go in there and see well how can I do this and I play around with my site beaver builder I have beaver builder page builder in there I don't always use it on every site but if the site requires things that are harder for the client to do like columns nothing beats beaver builder for doing columns for content for the client and with beaver builder you can turn off all the modules you don't want them to have access to so I'm the one the ministry side I'm building I have beaver builder on there on some of the pages for columns and maps and google maps it was a column for their address and a map so those are the only modules I have turned on on that whole site after the big long list they have to so I just want them to have what they need to do their job and to make it easier for editing everything else I turn off Claudia that's not the server how are you using a subdomain on your site to show them at that point or are you making sure they already are set up with if I put it on my domain which I'm starting not to do because it's on it's on bluehost and it's getting slow so that's why I've moved over to WP engine I do a subdomain so it would be like GACPR MGA creative designs I do it as a subdomain oh no I'm not going to give it on their server because they haven't paid me so no and to finish answering your question about the plugins Yoast, I always put Yoast WordFence is my is my go to security plugin because I like the reports it gives me every Monday of how many attacks it stopped and all the stuff it's done I have I theme security pro but I don't put it on very many sites because I really like the reports I get from WordFence and the fact it will tell me who's logging into the site and what access they have and trying to think of some of the other ones most of them I don't have a lot on there simply because sometimes I use short codes short codes UI short codes ultimate that's what it is if I need my client to be able to build like buttons and things so rather than having them do a short code they can just click a button and fill in the blanks and well beaver builder builds landing pages so did that did a whole site with Genesis and beaver builder for a retirement community it was about a hundred pages and set there and showed the marketing lady now they took they decided that they're going to do the updates on the site that will last about two months before they'll hire me back to do it because that's happened on every one of them but showed her how to build a landing page and I thought she was going to cry because first of all she's showing her that she can edit the website from the front end with beaver builder and see the changes before she clicked save she was like this is unbelievable and now when you do a landing page for an event you can just come in here and pick the template and just put your stuff in and click save and you'll have your URL and she was like oh my gosh oh my gosh so yeah it's just I love beaver builder for building complicated designs very quickly anybody else I saw in a previous talk on the builder they talked about beaver builder and indicated that it was is it a one-time fee or is it an annual fee? I thought it was a one-time fee they said they're talking about annual fee they may have changed it I thought it was an annual one too so I didn't say anything yeah I have the agency version and you can white label it if you want I don't always do that but if I do white label it I put their logo on it not mine so it looks like it's something built for them that's really the only difference between the pro version and the agency version is the white labeling I had a coupon so I got the I'm all about coupons anything else? well thanks for coming everyone