 Good morning everybody JR Fisher here Saturday Saturday, but it's more than Saturday, isn't it? It's May 1st. Oh my gosh, we've already done a third of the year. It's done. It's over with it's behind us For those of you who are new here. I don't forget to subscribe hit that subscribe button down there Don't forget to ring the bell turn all bell notifications so that you're notified each and every time we go live And yeah, so do that and the thumbs up thing. Yeah, the thumbs up thing is pretty important, too James says I'm loud and clear in Savannah. I'm normally loud. That's what my wife tells me, but I'm glad I'm clear That's the good important part right afternoon from a chilly north of England. How cold is it there, Richard? I'd like to know that what's the temperature where in England? Are you more specifically? Now my buddy over there in England And I got was it you I got an email from that they couldn't get through to me and I want to make sure everybody can get through to me Richard I think it is you Richard. I will get on that Try training at JR Fisher calm. I'm sorry that support email didn't work try training and JR Fisher if you would do that Savannah sounds the warm. Yes, Savannah is beautiful and I will check that group I didn't see that you had somebody one in that group. I will make sure they get in there to Richard I think that's the same Richard if it's the same Richard Richard Brown say so right here in the chat Let me know if you sent me this email At 3 36 a.m. Today, which it was my time not your time, of course And today I'm gonna talk about saving your business. Yeah, it's changed guys because of 2020 things have changed You got to do some different stuff and I want to go through what some of these customer experience Expectations are my bills too close there. There we go a little bit more room And what you can do with your business, but that doesn't mean you can't ask me any questions You want about starting running and growing online businesses? This training in the morning is for you Go it is you Richard. Okay, cool. I'll take care of all that today This training is for you guys 100% for you. So you own this you own this time And like I said, I have an agenda mine today is to help you with customer experience However, if you've got questions in any areas whatsoever Feel free to put those questions in there those comments of suggestions You know, there's gonna there's some big changes guys there really are From the way it has been and what's what's gonna happen in the future And I want to talk to you guys about that stuff. I put some notes off to the side here. There's my notes Customer service guys, it's going remote. Okay, one of the main consequences You know this past year is it been a big force? Importion of employees who work remotely now. So everything's going remote and not everything I mean, some people are gonna have people in their offices, but understand that customer service is also going remote to You know remote working has plenty of benefits for both the employees and the businesses I've had remote employees God for years and years and years has always made sense to me You know, I put them in the office and pay for heat and desk and computer and all that and they can just work from home I trust people. So, you know, they get their job done. I don't care So a lot of people are working from home now And that means that a lot of these customer support people are sharing information about stuff I Need to know some of the pitfalls, please. Yes, I'm gonna go through this I'm gonna have those Richard and there are some big ones. I have you seen scam chargebacks and can you dispute them? Scam chargebacks, I don't quite know what a scam chargeback would be. I mean if somebody gave you money And they wanted to charge it back That's one thing and I've have had that at clickbank where you know, people would steal credit cards And buy one of my products And then they would they would become An affiliate and they would like they had let me let me get the straight I want to get the straight they apply to become an affiliate And then what they do is they use their affiliate link to buy your product with a stolen credit card And then get the commission off that sale And then that credit card gets charged back to you. I have seen that happen And we have a way around that now and checking people And we make them apply and we check them out all that good stuff. So I have seen that if that's what you're talking about paul That's the only place I've seen it though Next thing I'm going to tell you guys number two is improved interaction. Thanks to ai I'm telling you I am all into ai all you know this artificial intelligence and what it's doing you know One of the biggest challenges facing customer service teams is how to handle this increased customer support inquiries because there's a lot more of it now And for a few years artificial intelligence has really been transforming, you know, the way companies interact with customers Customer service teams can now rely on ai tools such an intelligent chat box Okay, if you have a chat bot or a knowledge management system, we have those things in place too Not so much the chat box, but we have a lot of help desk type things and FAQs and stuff like that that people can use Self-service tools really have been gaining popularity. People are starting to get used to these things a little bit more And according to american express listen to this 60 of americans say that their go-to channel for simple inquiries is a digital self-service tool as Such websites is only 24 and mobile apps is 14 voice response is only 13 Online chat 12% so it has changed there In addition to that there's omni-channel Seamless communication now that means all these channels are all talking to each other According to a study to show the 20% of the us and uk customers prefer seamless omni-channel Experiences where they can just go from one channel to the next 51 of businesses using at least eight channels for customers Experience alone. So that's that's pretty that's a lot. I don't even use eight It's also highlight the urgent need for brands to focus on providing seamless omni-channel customer experience customer experience is a big thing People are even saying they would they would pay more For a better customer experience if the products were equal. So they're going to pay more for another product because of the customer experience You know, we go out to restaurants and we We You know, I'm always analyzing. I'm just always analyzing. I went out to a restaurant yesterday And it was okay But when I walked up to the hostess stand there was a girl standing there as soon as I walked up She looked at me and turned around and just walked off. She didn't say hello She didn't say, you know, I'll be right with you. She didn't say let me go check on it She said nothing And I looked over and there's a cash register over there and a gentleman And I guess he was the manager and I went as the girl walked off. I went hello Hello like that and the manager looked at me and he says hey, you need to come back and greet these people You know, and and I was I was put off by it. I was like god, you know, what is the deal here? Um customer experience means so much and it was funny when I sat down at the table I was reading their history and they had this the list of like 10 things that they believe in Number one thing was that as soon as you come in the restaurant They would greet you with a friendly smile and welcome you into the restaurant That was their number one credo on that menu Uh, and they didn't do it and they didn't do it. I had it felt put off and I've been doing a lot of studying about these AI things and robotics and all this with restaurants Um, and you guys if you don't know about this, you're going to be amazed what's out there, uh, japan And I think it's singapore has these but they have these robots now that work restaurants So they have one in the back kitchen That knows like 2 000 different recipes and it has all the products built into it And it's a dishwasher And it can cook All in one. Okay all in one pretty amazing And now they have these robots and I looked at one I looked online the other day you could google some of this I looked online the other day Tyan Nelson good afternoon yesterday your video on youtube video was excellent. Thank you so much That's very kind of you. I appreciate you and I appreciate you being here today. I really do Um, so anyhow, I'm looking at this robot and this robot is really pretty interesting It will greet somebody at the front of the restaurant Okay, so you could just push in you know how many people's in your party and all that And it's on wheels and it has all these different levels And all these different levels have buspans or they deliver food So it can literally greet you Tell you what table to go to where it's at, you know, you see a map of the restaurant You go over sit at that table. It will come over to your table. You can punch in what you want It will go back to the kitchen They'll put the food on the robot the robot will come out to your table and drop the food off And there's no waiter. There's no waitress And I can really see this happening guys Because I mean you look at olive garden. You look at panera bread. They already have the order kiosk Okay, so they don't really need a waiter or waitress anymore The bad thing about a waiter or waitress is let's say you want some more water What are you going to do? You got to wait till they walk in the room and go, hey, hey I need some water, you know But if you have one of these little kiosks on the table, you can go hit it and go water Somebody in the kitchen sees it runs water out to you. You want some more ketchup They run ketchup out to you whatever it is you need These robots can do this and the same thing is happening online now guys. Um, I'm seeing more and more AI I'm seeing I just saw my picture of me choking myself here because I'm delayed. I look pretty funny But I'm seeing more and more of this and like when I send out emails Looks like I sent out a test email to a few hundred people last week and I'm sending out the bigger one this week but I sent it out And the people that got the email are one group the people who open the email are another group The people who click the email are another group and the people who went to the sales page are another group So what happens is depending on which one of those groups they fell into another set of emails comes to them based on what they did You know, so if they if they got the email And they didn't open it. I'm going to say, hey, did you see this email? I sent you this email the other day Okay, that's going to be their next email The people who did open the email are going to get a series of emails that say, hey I I saw you looked at our offer, but you didn't move forward. Here's a link so you can go back and get that product The people who went to the checkout page who did not check out they get another email and that email says, hey You went to our checkout page, but you didn't buy Here's you know, here's your link. We saved all your information. Go back and buy it Now those people who actually went to that sales page after a couple days We'll get a discount code where they can go there selected people So that whole experience that these people have is dictated by the dynamics of what they did And that proves to be a whole lot more effective than just sending the same email out to everybody Okay, it puts them in different sequences. I have all these different sequences now Took me a long time to build that by the way, but it works really really well So we want hyper personalization. That's the next thing I'm going to tell you the more we can personalize that experience 75% of buying experience are based on how a customer feels White when they're being how they're being treated by that company So 75 think about that if they feel like it's more personalized You're going to increase your sales and you can do all of this through automation I mean, I know I can I can do it with cartra if you don't know what cartra is I will have a link in the description after this video And you can click you can watch a video on cartra what it does It will explode your e-commerce business if you don't have cartra use my link If you use my link you can also try it out for one dollar. So it's well worth it Excellent re-emails and thanks. Oh, cool. Good. Good. Good. We're making some headway to Richard. I apologize I'm going to get right in that group thing too. So don't worry about that A couple of the things I wanted to cover today on this too. There's a lot of apps now For brand enthusiasts, okay companies are always interested in increasing their customer lifetime value However, this can often be difficult to achieve because most loyal customers, you know, they need a little bit more. They need extra Larger companies companies like Nike and adidas They've decided to handle this problem by creating premium apps That are used by the brand's super fans. Okay These apps are specific to segment of the company's target audience And aimed at improving the customer experience for a certain group of users So for example, adidas is a sporting goods company They primarily profit from their soccer apparel and equipment and they have a new one called a tango app Which creates an adidas soccer community where brand enthusiasts can talk. They can post stuff. They can do all kinds of stuff in there Um, I agree with that personalization. Yes, it means so much. It makes it you get this like connected feeling when you have that The next thing I'll tell you there is a more adapted approach to customer experience now And the secrets out, okay? Every company knows how important their customer experience is or at least they should know According to Gartner 66 of CEOs expect their business model to change within the next three years And I can tell you if I go back to that restaurant scenario I don't see any waiters and waitresses anymore in restaurants. I don't see host or host at restaurants anymore Think about this guys. Check this out You've got this restaurant. Okay First off, you got all those employees all those problems. Do they show up for work? Do they get hurt? What's their health insurance? How much do you have to put their 401k all that stuff? Of having employees goes away with a robot waiter. Now think about this. Imagine this you got your favorite restaurant Okay, and you walk in there and there's a kiosk right there And it says what the wait time is depending on how many people you put in the party. Okay, so This is so cool. You put in there. I've got three people And let's say the wait's 30 minutes But you want to walk around some stores. So it allows you to put in your phone number So they can text you five minutes before your table's ready five minutes. Okay now You've put all that information in now. They've got your name and they've got your phone number so they can mark it to you Okay, um, and then you can you know, once they text you you go into the restaurant They've got a little map and it shows you where your table is you go there your table's ready Okay, um, but let's take this a step further. Let's say you want to go to your favorite restaurant Which you don't want to go in and see how long the wait is you don't even want to drive over there You pull up the app and the app will tell you right now real time If there's a table ready If there's not a table ready How long the wait is going to be and you can go ahead and put in your name now on your phone If you want so that when you get there your table's ready And then when you get there the robot comes up or there's a a kiosk, you know on your table and you punch in What you want And you can even have runners I mean if you want to have humans you could do that And then put in all the stuff you want it gets sent to the kitchen the kitchen makes all this I mean you think about how ridiculous it is for a waiter to come up to your table Even if they've got an ipad even if they've got a piece of paper And they write down everything you want and they go into the kitchen and they give it to somebody else When you could just do that from your table you could just do that with an ipad from your table And then the table gets the order they know what table it is They know how many people's in the party they see your exact order And then somebody in the kitchen once that food is ready runs it out to your table Or that little robot runs it out to your table. Okay, so I mean this you're gonna see this. I mean say Tell everybody you heard it here first, but you're gonna see this happen This is gonna happen in the next few years I'm telling you waiters and waitresses and hostess and hosts are going away. You're gone And if you don't start realizing what's happening to this online experience Like if you don't get cartra if you don't have the software like I do I can outdo you because I have all this adaptive technology I had these emails that match what somebody's doing based on what they did already And the other cool thing is I didn't tell you so this promotion I send out the people who already bought let's say i'm selling beef chicken turkey and pork which I am And let's say somebody bought the beef, but they didn't buy the chicken turkey or pork I could send an email out to them and say hey, I saw you got some beef Because they got tagged I've also got chicken turkey and pork and I'll give you this extra coupon if you want to grab one of those right now Now is everybody going to buy that? No, but is a portion of the people going to buy it? Absolutely So what have I done? I've increased my overall customer value If you're not doing this if you don't understand how to do this guys Get some training from somebody get some training from me. Um, I got a really funny comment the other day It was on one of my videos and it said how great the video was they learned a lot and did I have any recommendations for more training? And I was like, yeah mine I have courses. Why don't you check out one of my courses? Okay? That would be really helpful if you looked at one of my courses. So that's what I do Uh and the waiters get the order wrong. Yes, that's another thing. Uh, Richard You're going to have more accuracy Uh in these orders because waiters get stuff. I mean I get stuff wrong all the time when I'm ordering food And there's little things like my wife ordered some food the other day and she says absolutely no onions She doesn't like onions and she got it. We got home. It was just covered in onions. And I'm like, ah It's really aggravating, right? Uh, and it's a simple thing But robots don't make mistakes. They just don't they don't make mistakes. Okay, they do things correctly Now some of you out there are going to say, well robots sometimes short circuit. There's problems It is so rare nowadays guys. It's so rare. I know there was so much flak about There was a tesla accident I don't know a few weeks back and the car hit a tree or something a burst in the flames and two people got killed And they were blaming elan must they said well elan's got this robotic driving cars And it killed these two people And he says, oh, excuse me. He says, uh, they they weren't using the auto drive at the time because we record all of that stuff We knew that they were not using the automatic drive as a matter of fact He says the automatic drive is a lot safer than most human beings and it is think about it It's always calculating how far things are it's always calculating speeds It's always doing all these calculators cameras all the way around it a human We can't look all the way around us and do all these calculations all the time We just can't do it, but his technology can Uh, and you can shun this technology or embrace it I mean, I'm sure when cars came along and people were on horses. They were like, you know, that's just a fad You know people are going to get hurt in those things Well, people got hurt on horses too and more people get hurt in car accidents That are driven by humans than by robots. It's just a fact. It's a fact. Okay. They're more accurate Um, so other other data I got here. Um Let's see here. One of these companies had a subscriber based service that teaches how to play the guitar Um through daily seven minute videos And censor tower reported that the app gained 100 000 users and has gross 400 000 dollars in revenue from an app. I mean, that's pretty darn cool, right? Um, next thing is digitizing the customer experience Now you'd think with all the technology we have nowadays that companies would have perfected the digital customer experience by now But unfortunately a study conducted by harvard business review revealed that 72 percent of corporate strategists admitted Their digital efforts were falling short of revenue expectations. Additionally 62 percent of respondents said their company is working on new initiatives That will make their business more digital. We need to be digital guys. It's a better experience for the customer It's more profits for us. It's more sales for us Uh, what's richard saying here wish the cyclist had to ride a i-bike. Oh my god. Yeah, you know I'm going to tell you something about cyclists real quick Like most of you they drive us nuts. They get in our way. They're all over the place You know, and it feels like we're going to hit them all the time Um, a number of years ago. Gosh, this is going back about 15 18 years ago A friend of mine and I uh, I lived in virginia and he was in sandia at the time. We flew to bangor main Uh, and we got two bikes. We decided to ride them down the coast 1200 miles back to virginia beach Um, and I had a new found Uh, uh, I guess empathy for a bicyclist because the cars Oh my god, the cars were about to kill us most of the time if we tried to stay off the really busy roads But it's a two-way street with these cyclists. I gotta tell you, um, I hate them when I'm in my car when I'm on a cycle I hate the cars. So it's like depending on my position. I look at it very differently Next thing that you're going to see a lot of guys as virtual assistants One of the biggest challenges facing customer service team is handling the increase in this customer support calls and emails It can be really difficult for the teams. So, you know, virtual assistants are really helping out I have them. I use them. Uh, while these assistants can't really replace the job of a human rep They can answer quick and simple questions. They can save time for most customers in the company I get a lot of the same questions over and over for my survival food company I got one this morning and this person called in and they left their voicemail They actually want me to call them or somebody from our office to call them And it's so rare that we have anybody call but I'll call the person and I'll talk to them because it's important And that's that's how they wanted to be treated And let me explain to you something That channel the channel they chose was I'm going to call the business I'm going to leave a voicemail. I want the business to call me back Now if I were to get that person and I can look them up and look up the order and all that and I could Send them an email and explain all to all this to them and I can save myself a lot of time I'm not going to do it because if they wanted an email about that problem. Guess what they would have done They would have emailed me So what you want to do is you want to look at how somebody contacts you This person called me and left a voicemail left a phone number. They want me to call them. That's what they want Okay, if they wanted an email, they would have done that if they wanted to open a support ticket They would have done that they have that opportunity. Okay So however somebody contacts you in your business, this is really important to remember don't say hey I'm totally digitized now and I do everything through email. I do everything through text If they didn't contact you on that channel Do not contact them on any other channel than what they contacted you on. Okay Chatbots are nice. They work out well for some companies. I don't think they work very well for selling products I've tried it. It doesn't work well for us People don't like to have a chatbot selling something. It's like no, this is this is bull You know, you're just going back and forth and something's already scheduling here. I don't like that The next thing you can do is increase In increased sales I'll get this out increased sales for using a loyalty program Engagement So if you have a loyalty program where the more they buy the more they get the more points they rack up Those are incredibly popular right now. That's not something I've done for survival cave food And I want to do that. I've just been so busy with so many other things I haven't got a chance to and keep in mind when I'm teaching you guys I do a lot of research on a lot of things And I can't do every single thing that's out there So I've had people say well, you taught us this the other day and I don't see that you're doing this I can't do everything. Okay. I'm giving you guys Tons of stuff that you can do. I can't do everything. It's too much Okay, but I do my best and I do the things that I think are going to get the best results Those automated emails I do through car truck guys get car truck get car It'll be in the description after this video is over with watch the video if you watch the video you're going to want it um Let's see here a survey conducted by jaffray found that 82 of households With an income over 110 thousand dollars a year are amazon prime members. I fall in that category. Okay I I have over that income and um, I have amazon prime. I love amazon prime. I hate amazon Now what do I mean by that? I don't like that. They're gobbling up these small companies and I hate that stuff But I do like the fact that I can order something in the next day. It's on my doorstep, you know But check the prices because I've done this before and I was looking at a mixer the other day and my amazon prime price Was a hundred dollars more than what it would have been if I would have bought it at best buy down the street So check that stuff don't assume that amazon has the best price because what they've done is they they've garnered this huge audience And now what they've done is they've upped their prices on a lot of items make sure you shop around be really careful on that Um, they also have augmented reality service. You know what this is? This is really pretty cool And you can do this on amazon. Ikea does this too. You can pull up Um a product on your phone And then what you can do is to say and click a button and it says see how this looks in my room You can point it at a section of your room and hit the button And it will put that couch or that chair or that table in your room So you can actually look at your room and see what that thing looks like in there pretty cool stuff And you're going to see this more and more and more And you know the one thing i'm trying to drill in today is that you need to change what you're doing a little bit Let's see here. Richard says pay extra for a loyalty program. You know, um amazon does it, you know, they do it You've got to kind of look at how many products and what you have to offer I don't think I could get by with survival cave food of charging somebody for a loyalty program But I could give them loyalty points based on their purchases And the reason I couldn't is because I don't have that wide of a variety of products You know, I think you have to have a pretty wide variety of products Research shows actually that 52 of internet traffic comes from mobile devices And I've checked ours. It's like 70 some odd percent now Uh 50 percent of customers say they stop visiting websites if they think it's not mobile friendly Hmm is your website mobile friendly make sure it is Customers continue to operate more on mobile landscape than anything else guys. That's just what they're doing Um behavioral pairing call centers. Uh, this is really interesting too based on What a customer has bought based on a customer's actions of what they've done They get sent to different call centers that specialize in that particular area. So if I have people who you know, uh Bought my survival course. They're going to go to a call center that specializes in that if they bought can meet They're going to go to a call center that specializes in that In that way You're more focused on who they are and what they're doing Um, so that's a lot of information, isn't it? That's a lot of stuff But the thing is nowadays guys, there's so much new stuff And I'm telling you heat by warning on this restaurant thing, you know If you're a waiter or waitress and you're watching this you better get an online business Because uh, you're going to have issues on down the road. It's going to happen to you. I'm telling you It's you're going to be faced with some real issues real soon Uh amazon has the best customer service James, um, I'm going to have I'll might just I don't want to say. Hey, you got good customer service I've not always gotten good customer service there. Um, let's see here Bar none, but I'm sure I get the best price. I'm sure I get the best price Not always get the best price, but the way I bought survival cave food Uh on the amazon site. Oh, so you bought our product on amazon site. Yeah, I mean we sell on amazon Very little. Um at one point amazon was one of our retailers. They actually, um Would store our food and warehouses and sell it, but they went below our map or minimum advertised price And they wouldn't stop doing it so I quit selling to them So now we sell it on there, but we ship it or one of our retailers ships And we have a lot of retailers on there that will sell it on amazon. Uh, so it's a little bit different. So guys, uh Then what a good session today, right? I mean, I really enjoyed this. I've enjoyed kind of discussing what's going on And what we're doing and what you guys can do And helping you with your business. Man, I love helping you guys with your business, man This is like the most rewarding thing. I think I could do, you know, when I was a kid growing up I didn't know what I wanted to do when I was working jobs. I didn't know what I wanted to do I know what I want to do now and I want to help you guys out because if I helped you out and you make money And you quit your job and you're happy, man, that's a good feeling for me That's a really good feeling for me And I know it's going to be a good feeling for you and you get to spend more time with your family and Live where you want where what you want, you know, make money spend time with your loved ones This is so important nowadays guys If you have any other questions now would be a time to put them in that live chat If you're listening to this and it's not live. It's already been recorded You can put it in the comment section. I come back by and I answer those questions too So don't worry about that Richard Brown says super as always and thanks. Oh, I appreciate that so much Richard I really do but don't forget to subscribe if you haven't done so. There's a big red subscribe button down there You need to click it and turn it gray super important that you do that, okay Next thing you need to do once you've done that a bell is going to pop up looks just like this I feel like I feel like a band of white. Ah look there's a bell like this You want to you want to ring the bell you want to turn on all Bell notifications. Oh So that every time I go live every time I upload a new video you get notified of it Really important that you do that Thanks for the suggestions peace and blessings always everyone James my positive man Love me some James. He's a cool guy Uh and and Richard and paul and all you guys that show up on a regular basis and who we got in Ty and nelson in there All these different people that are popping up man. I appreciate you guys so much. I really do And if you would give the video a thumbs up as silly as that sounds that means a whole lot to the youtube algorithm I'm just pushing so close to that 5000 subscribers guys If you would share this and get people to subscribe who will watch the videos I don't want just people to subscribe randomly. We'll never come back to the channel I want people who will stay and come back and watch this stuff But if you'll do that, I would really really appreciate it and really help my channel a lot So, yeah, I had a good time today if you had a good time put it in the chat If you've learned something put it in the chat If you agree with my restaurant theory of what's going to happen put it in the chat Some of this stuff is kind of expensive for mom and pop restaurants But I guarantee you all the chains are going to adopt it And it's going to enable them to operate so much cheaper Than what they are now with all the employees and problems and all that stuff And the thing is It's going to be harder and harder for the mom and pop place To compete with a restaurant that you can you know pull up an app and see if there's tables and you know Get your reservation and set it all up and go there and do it And some of them are kind of like in between You know like texas roadhouse They have call ahead seating Or you could do it on the app and you know what it does It kind of puts you in line, but it doesn't guarantee anything But I've used that a lot for that But I think all restaurants are going to go to that. I mean you have to you got to right? It's just the way it is And I'm sure there's going to be one app You know that everybody's going to start using and within that app is going to have all the different restaurants And you can just click on it and they're going to be paying to be part of that app This is my idea you can go out and start it and make make a ton of money by the way guys because I think you will But yeah, that's what I think is going to happen I think you need to make changes in your business or else you're going to get left behind as always It's always going to be something you got to strive for just always Okay guys, I really appreciate you being here. I thank you so very much Um, do me a favor. Uh, like I said subscribe like uh bells all that good stuff. All that stuff means a lot to me Always put those comments in there Uh, James says you betcha. I always have a great time. I'm glad you do buddy I bet you have a great time everywhere you go because you got a good attitude And that's that's how you find really cool people is be a really cool person You know if you're cool and you're nice and you're kind of people That's generally what you'll find in the world if you complain and you bitch in your moan and you have a lot of problems That's generally what you'll find in the world. Um, we create our own world every single day every day you get up You choose what you want to create in your world It is all you and as soon as you realize that as soon as you start saying You know, it's an old saying but if it's going to be it's up to me, you know As soon as you realize that man, what a weight off your shoulder because you know you can create and change And do good stuff help people out. Okay. Love everybody. Take care of everybody. You guys have a great day