 Okay, perfect. You're live. Alright, you can go ahead and get started. Welcome to this session of WorkCamp, using WordPress to help you with business and if you happen to be in the development business how to help your client. So far, it's probably an introduction. My name is Richard. I live in Bruce. And I have been an entrepreneur using WordPress for many, many years. As an end user primarily, but I have since leveraged some of that experience as an end user in the last year to get back into development. Richard had a degree in computer science. He used to do web development 20, 25 years ago. Got out of it, got sidetracked in this career called Law and started to get back in other business ventures and now back into the WordPress development. So I had kind of some experience now from both sides. And mentally for many years it was some end user perspective. And from that perspective, I've gotten a lot of observation over the years on what made WordPress work for us. And then now from the development side, what can developers do to work with clients to help them achieve their business goals? Because ultimately that's what we want to do with WordPress. First of all, the obligatory why WordPress for business. I'm sure this information is shared countless numbers of times, but just to reiterate, why we love WordPress so much. About 30% of all websites use WordPress, but more notably 25% of the top 10,000 websites use WordPress, including some very big pain brands such as New York Times, CNN, Best Buy, et cetera. Followings of plugins and themes means low cost extensibility, and of course you don't have to custom program every single feature that you want. That becomes very important if you're a small business looking to add functionality to your website to make it like the big players in the market that I just mentioned without having to pay a developer tens of thousands of dollars to get that functionality. It's accessible, it's responsive, of course there are always exceptions to the rule when we deal with themes and whatnot, but on the most part, if you're careful about what you're doing, it's accessible, responsive, and more important, you have a worldwide support base. This is a tremendous support structure with conferences, resources, it's like we're out here. Many developers are familiar with WordPress and its extensibility, so it's easy to find help when you need it. There's a tutorial on YouTube, just a tremendous amount of support. If you're going to a site based on WordPress, over the years, I have found that support invaluable for what we are trying to do. One of the key deals, and I've had personal experience with this, and now when I deal with certain clients some of the same questions always come up. Why do we want, if we're building a business, especially for a startup, why don't we just go free? There's Weebly, there's Wix, there's lots of places out there where we can just do something for free. Why do we need you? Why do we need to deal with this fairly complicated content management system called WordPress? We'll just go on Wix. First of all, free versus freedom. It's not a political phrase, although it should have lots of politicians use that same concept, but in the sense of web development and business development, freedom doesn't necessarily imply freedom. As a matter of fact, usually it means the opposite. You give what you pay for. So something that is free is usually going to be highly restrictive in terms of freedom to do what you want. And it kind of gets to the last point, is it really free? Because what you find is a more functionality and extensibility that you want is no longer free, and you're probably going to end up paying more than what you might be able to get with the WordPress. More importantly, especially as a business owner, who owns your website, your content, your data, ultimately your future? What happens if a Wix disappears tomorrow or a Weebly disappears tomorrow? What if they are hacked? What if they are brought down? What if, worst case scenario, they disappear entirely? What happens to your business? What happens to your organization? Its online identity is gone. If you're in the e-commerce business, your sales and revenue are gone. And a flash. Because really truly, to a large extent, you don't own it. Someone else owns it. All we have to do these days is look at some of the news involved in Facebook. Who owns your data? Who owns your online identity? And you don't realize that when you sign up for some of these free website services, you really don't own very much. And if they disappear, you disappear, at least in front of your online president. And as we'll get into its presentation a little bit later, that actually kind of sort of happened to me. Which is why absolutely, never again, rely on third party proprietary software for anything that my businesses do. And you saw on the open slide, I had some business badges down there. Two of my biggest online businesses are what we call Navy Pictures, and we're worse for them. We sell a lot of apparel, a lot of memorabilia, collectibles, custom-made items for veterans in various service branches. But here in the United States, we also sell it to some of the allied companies in Europe. We do six figures a year, and sell it. Our online presence is extremely important. We do not have a direct-in-mortar establishment. We do, in terms of manufacturing our own products. Well, we don't actually have a storefront. Everything is solved. It's sold online. So if online disappears, for businesses to do. It's extremely important to us. And we've had some bad experiences which have steered us in the work across the holidays, playing those. What about your appearance to the outside world? There's chances on these free websites everyone knows is free. Do you really value your business that much to be using a free website? What does it show about your face and confidence in your business that you're using a free website? Appearance doesn't matter, and some people will pick up on that. And so, ultimately, when you're using a free website builder, you're living in a world with limits. And some of those limits are extremely important. So, what's my turn? It's business over to what I call the promised land of work across. Not, you know, when people say, oh, you know, am I going to make a mistake with work across? I don't really know a whole lot about work across. It's going to stumble along the way. Hey, we've all been there. And that's okay. Because that's part of the process to get to where you want to go. And my story? Wow. The ancient start-up days. Do it just so that you can. You see, I had a computer science neighbor way back before the internet was actually a big thing. So, when it first started coming around, HTML was starting to come in a boat, and we were using things like front page and stuff like that. So, I had these business ideas to create this, you know, Native Pictures business the first business I created. And I thought, okay, I have to solve problems. But I don't have a whole lot of money up front. I have five kids. They suck all the money. Where do I get the money? I don't really have the money to hire a developer right now. I have a computer science degree. What do I need a developer? So, I get on this front page a computer code, proof of concept. Website. And I use streaming lever in combination with front page. Lots of HTML. What with CSS? Ah, that looks complicated. I'm going to leave off CSS. Why deal with CSS when I can deal with frames? Frames gives me everything that I want. Why do I have to mess with CSS? And wow. That's about making e-commerce hard. If I saw a shirt, I had different sizes, I had two different colors, and I had two different front logo options. So, every single product I sold ended up having a grid system where you had to match up your color, your logo, and your size. What was frames? It was perfect. It was very hard to scale. Every single product I added ended up having to adjust 20 different frames. This is exactly the most fun thing in the world, adding a new product. But the bottom line is to improve the concept. At some point I realized, you know what, we're going to make it to the bigger league. We've got to do something about this. We've got to invest in the true e-commerce system. However, at the time we were to pull our options at that point because the e-commerce system was still very, very, very expensive. So we go to the middle ages. In the beginning the middle ages were great. The period of enlightenment. We're discovering new machines, new scientific concepts. In my case, we switched to a proprietary shopping cart system. It was great. I thought, oh my goodness we finally had a professional website that was e-commerce enabled. It actually looked like one of these huge, very complicated and over-made websites. The business began to start and products became easier to add. But as is the case with many proprietary search parts packages you're at the mercy of how well they support those features. The same way with free website builders how well do they add some of the latest trends and some of the latest features. It's the same with shopping cart system. When Google Merchant changes their protocols for getting products listed what happens if your shopping cart system doesn't get supported? You find yourself unable to take advantage of the Google Merchant server fee. So we needed to upgrade. Upgrade. Absolutely crash failure. Developer and I spent days trying to figure this out. Mind you the business is down this entire period of time. We're losing $12 today. It's gone. We cannot get it to work. It was at that point that I realized you can put your future in your business in the hands of third-party proprietary packages that can disappear in a flash. Modern fast times that work fast high. This is showing my age a little bit because I don't know the phrase. We switched to work cross and work normal system. It wasn't easy. I'm not going to tell you that it was easy to do business order and try to make it switch to something very complicated about with the power. Especially when you haven't used work cross before and we had to do it as fast as possible. Mind you, our website continues to be down. But that learning curve, especially looking back, is so very worth it. It was the best decision we ever made switching to work cross and work normal system because now we have control over our system. When I researched work commas and I saw who was all using it, in fact it was meant to be a large extent open source. Harley Davidson brought from Milwaukee. Harley Davidson uses it. Of course it's got to be great, Harley Davidson. And so the more we research it, the more we said this is going to be an excellent solution based on work cross. I wasn't too familiar with work cross. It seemed very complicated, like I said. Wow, steep learning curve. There still is a learning curve because we figured this out years and years but it is fantastic. And things like plugins like Yoast use Yoast plugin, you probably know what I mean. I find it amazing. I can go on to Google for each individual product to find myself, usually, number one on the product ranking on Google, organically. And that is all thanks to some of the points that Goast gives them when we create a product and try to optimize it for a CEO. Some of the plugins that we use are Vailable. for our business has just been fantastic. So what are some of my observations? So how to successfully integrate WordPress and UBIT? And if you're a developer, how can you make another business successful with integration of WordPress? First and foremost, the number one rule I kind of heard mentioned, too, in my general session at 3 o'clock, is knowledge is power. First of all, you have to know your own business, or if you're a developer, you can find your business. I mean truly knowing, what is your best selling idea? How do the light of the soft? What service are you offering? How is the best way to present that service? What are your competitive advantages and disadvantages in your business? Kind of a functional analysis and competitive analysis of your own business practices and market opportunity. Because the less you know how your business is going to work and how it's going to run, you're not going to be able to really optimize your WordPress website to best accomplish your business goals. You need to know your customers. Your client's customers, if you're a developer. This is extremely important, too, because not every business's customers are alike, obviously. We say it, but do we truly understand it? In any case, in points, our customers are over 50 years of age. When we hear a lot of talk about how WordPress and websites are becoming mobile-friendly at the expense, sometimes, of desktop, mobile-first, well, yeah, that's going to work for most businesses that's what they should be focused on. But what if your customers are still lagging at mobile? Desktop is still important and primary for you in that situation. When I look at the analytics side, I see 75% of my customers are coming to us from desktop sites. That defies the trend. Why is that? Because the vast bulk of our customers are over 50, but in fact, majority are over 65 years of age. I shudder to think what Internet browsers are trying to use our sign-on, but they're still on desktop. And so sometimes when you're buying this site, you start turning this site, it's important to know what is your customer and where is that customer coming from. They're not interested in all the balls and whistles. They're interested in, can I find my product? Can I find what I want? On the flip side, if you're an audience user that's younger or towards a particular interest, well, that's going to matter in terms of how you structure your site and design your site as well. So know your customers. Know your business. Know your competition. What does your competition join? Take a look at your competition website. What are they doing and what can you take advantage of in terms of what they are not doing? For example, when I look at Navy Pictures and I look at Warverse Forever, Warverse Forever sold for parallel and memorabilia to the aviation enthusiast, obviously Navy veterans, all the customers in Navy Pictures are merchandise. We have competitors. Every business has competitors. How do you turn your website into a competitor to a fan? Especially using the power of Warcross. You take a look at what they're doing and what I'm saying is that we know it's a competitive opportunity for us. Two things, actually. First of all, a lot of our competitors that I've used in Warcross trip to site are still using what I would call the 1990s version, something that would look like it was still made in the software package like my page. But everything is on one page. We can do a hack. We can offer you an embroidered attribute shift. And it'll do a few samples. All on one page. When we've done a production of Warcross, we've been able to take every single hack we offer and create a separate product page. They can see the specific graphic they are going to get on their hat by creating an individual product. With Warcross, it becomes easy. You can duplicate products over and over who are just changing some of the text and changing graphic to product image. But it's very easy to scale your product with something like Warcross. Or as I know, hey, they're relying on frames. I know, I've been there. Not that easy to add new products that way. And so there is a competitive advantage if you get Warcross over what your competitors are doing because of the features and functionality. The second thing, with Warcross being able to add add-ons and attributes, we can offer personalization on the hat. It's very easy. There is nothing a veteran loves better. And showing what they serve on are also the ears and the ring and the ring. They love it. That is the source of their identity, given years after they have been tighter from the service or have been discharged. They love putting their information out there. A better way to get their business to make them feel proud of what they've done than to put that information on the hat. So by using some of the features and accessibility, functionality, Warcross and Warcross, we can offer personalization. Something the competitors aren't doing. If I'm looking at your competition in comparison with what Warcross can do, you can get competitive advantages way above and beyond them. Just using what's already available to you. I always like to say, let's go back to my computer science day. The best way to make your website work for you at Warcross is to practice what I would say is sound systems analysis principles. When you do systems analysis, you're taking a look at what functionality can be incorporated into our IT system, what are ways you can improve our IT system, what are some of our business pain points that we can solve with technology, et cetera, et cetera. When you go through systems analysis principles you're identifying that. Well, the same concepts apply very well to your Warcross website and how it integrates into your major business. What are some of the things that we can do with our website to take advantage of pain, to help us get to where we want to go, to differentiate ourselves in the market, et cetera, et cetera. You think outside, why? When I work with a few clients now, like I said, when I started to get into development side, I could look at a few clients, especially clients that have worked with some of these free website folders, and say, you know, you have a balance. When I work with an organization it's called Buto Encounters in Oslo, Norway. My wife has lived there for 20-some years, so I get a lot of clients from the European side. And the Buto Encounters is a specific form of Japanese gas. And I looked and they were using a free website folder. They have events. They said to go, there's a plugin, a very good plugin, for Warcross to help manage events. It connects in with services like Eventbrite where you can provide tickets to this event. You gather email addresses to let them know what future events are. There's a lot of extensibility to a Warcross website that could benefit your organization. Oh, really? Because they're now seeing that on the free website. They think that it would be way too complicated and way outside the budget to ever be able to afford functionality like that. And in reality, it's free! Not granted you can get the premium add-ons to it, but the functionality they required was free. And with about two hours of training, wow! Now we can actually promote our events, advertise our events, get free at a calendar of events on our website, stuff they had never been able to do before. So by thinking outside the box, you'd be amazed at what you can add to your website if not free for perhaps a very low cost. Structure and appearance. But it doesn't necessarily have to be perfect. I'm living through the example of a website that does not necessarily have to be 100% perfect in terms of the theory. My website for taking pictures of Warcross forever, I can tell you right now, it's never going to win any of those fancy art awards that they give out from time to time on the website. It doesn't matter to me! Because what I want to make sure first and foremost is that the structure that my customers can follow. Can they find what they want? Is information any easy to find on different devices? First and foremost, that's what you want. Let them be able to find the information. You know, even little things sometimes. I know we can get trendy with certain design concepts and principles. A little magnifying glass for search. I can use websites a lot. We don't understand the magnifying glass from the search. I'm surprised how often I get used to getting questions. I don't find a search feature on your website. Some magnifying glass. Oh, really? Because that particular customer base is not used to magnifying glass. It's a search, so you do. We have a searcher. Search bot. Search for your product. Bot. And the sidebar. So that it is very apparent that not having to rely on some trendy design, the modicon feature icon, whatever, to mean something, they find it very specifically. Does the appearance of your site fit your business? There's a lot of things out there. So what's the preferences for senior providers, et cetera. Point is, does it fit your image that you're trying to create with your site? I always believe that your website is part of the story. It's part of your identity. When they look at your site, they get to feel about what you're about. Your values, your culture. There's a great show. I believe it's on Netflix. It's American Small Business. The Small Business of America is something like that. And it's put on by Amanda Brinkman of Deluxe, up there in Minnesota, and Robert Hertzberg, a Shark Tank guy. And two of them go and pick some small town in America, and they try to revive the small town. And one of the things that they focus heavily on is the websites that they design for their clients in a small town. And one of the things that I love about that show when they profile the finished websites for their clients is how well websites portray the culture and the value of those small businesses. If it's a barbershop from the 1850s in a small town, it's amazing how they capture the essence of that in their website. So whatever you're using in terms of themes or whatnot, don't just stick with the generic thing that everybody is using. Tell the story. Try and find something. Find structures that appear. Try and find some way to capture their culture and their story. The structure of your website easily flows, especially in e-commerce. Can they grow down and find what it's want? When we're dealing with our customer base, we kind of have to make it simple for them. It may not be familiar with ways to navigate a website fancy ways, et cetera. So we leave those web prompts for them to be able to continue and grow down to what they're looking for. That works for us. The different structure is going to be different for any other business. So it doesn't flow. What are the pan points for a user? You know, when you go through and you try and simulate, for example, e-commerce is ordered from your customer standpoint. Don't look at it from your standpoint to say you know your site, you know how things work. You probably use a whole bunch of other sites. You develop the site, you know how the site works. Of course, it's going to be easy for you. Try and put yourself in the shoes of a customer that is not familiar with how this works. Can they find what they're looking for? Is there something that's easy for them? Are there points where they are confused? You know, one of the things for us sometimes is the shopping hearts. They get there and they want to continue shopping and they get back to where they were because maybe they want to order the same type of product in a different size of color because they have to go all the way back to the beginning and then refine the product. Sometimes you have to tinker to eliminate some of those pan points to the user because otherwise you'll find that they may abandon a part where they may not order other things that they would much rather have ordered. So really focus on some of those pain points in your WordPress website as it relates to your business purpose. And then of course, generally speaking, it's a website fully optimized for your business. Are you taking advantage of everything that that WordPress website has to offer? The functionality, the features, blog content, etc. Is it really something that's living and breathing for your business versus just another fancy brochure that you could have done in any system whatsoever and probably gotten the same bad result? How do we get to my next point? WordPress is just a pretty brochure maker. I know when we start out and talk about WordPress it's kind of a blog management system. It's a way of presenting information but now it's so much more powerful than that. If you have any comments like, this conference is sponsored and parked by Loot Commerce, you look like some of the functionality Loot Commerce offers. Getting down to the nitty-gritty of product description. It's amazing. I'm still learning everything through this to learn about it. I may never learn everything with this to know about it but every new little blog I look at here there's something cool that I find that I can incorporate and make my website better. Are you maximizing the information to elaborate to your clients or customers? For example, I'm dealing with a website right now for a hotel in Norway and they were in a back-end booking system. Oh, no. There's something that we're going to have to program from scratch which is going to run off to cost substantially. No, it is amazing. A hotel booking management system already created for the back-end for a product. It's $79. I tested it because you never truly know what you may be getting. Works fantastic. Fire loves it. So, you can now offer that availability of information to your clients for a relatively low cost. I was taking advantage of information delivery option. What about language capabilities? You don't have to suffer, especially in Norway, where many people speak multiple languages. There are very easy ways to offer multiple languages on the same website. I'm taking advantage of that so you can capture an audience on a silly beat. Your primary audience are you maximizing your event promotion to handle? You're offering advice, conferences, presentation. Whatever. Depends on what you've been as an organization does. Five razors. You're taking advantage of some of the plugins that are available to be able to maximize the promotion and handle those advice. I always say this. Think of ways to stretch word across. If you can dream it, you can do it. You know, it's right there at the front of AdCop. If you can dream it, you can do it. Same with word across. If you can dream it, you can do it. And I bet you. Somebody has already driven up a way to do it. In a fairly decent fashion, that you can tap into for a free, again, for a relatively low cost in comparison to what you would have to do to develop that in a custom and solution. So don't limit yourself. Think, I would like my website to do this. And then research. You'll probably find it can be done. Think, I don't need to do the next thing. If valuate the best plugin, now there are tens of thousands of plugins. And sometimes I like to take it and I like to try it. I find a plugin, and I'm thinking about ways to make my website better. Or I'd love to see my website. Oh hey, there's this one. It's like a plugin. So I'm all back on my site. Do what I'm supposed to do. Back to scoot. Security management, et cetera. But then I'll take her with the plugin. Oh, this plugin is horrible. This plugin does not work the way it's supposed to. It might not be supported, et cetera, et cetera. And so, sometimes you stumble across the plugin. It's absolutely amazing. Some obscure ones are bad. So evaluate what the plugins are. Ensure the plugins are secure while maintaining the well support. Take a look at the support history. Take a look at the comments. Take a look at the reviews. See exactly how well this plugin is being maintained and supported so that you know if you have a problem or if you're across the wall this plugin will also evolve. Officially it should become more dependent on it. Sometimes I just like to browse plugins for functionality ideas. Like I said, I like to tinker. I assume there's some of the latest plugins that are coming into being and they help me. If there's some way I can tap into this to provide more functionality in my website capture a greater competitive advantage on my website. Some of that stuff's really cool, especially in the area that I love. The area of like augmented reality before a product. You're starting to see some plugins come into play on that. Voice capability before a product. Take a look at what's out there. What's coming available and say can I use this to my advantage? Just look. Which is the next thing that has worked for me. Test the break stuff. Back up stuff first. Now whenever you're playing with your live site go back up. That can go very badly for you. You've been there, done that. You don't want to be in that situation. Back it up. But then break stuff. You don't exactly know how a plugin works. Try it. It's actually very hard to come back up. It's very hard to screw up your site. Oh, you'll break stuff. But you can always get back to where you work. But small chunks. Doing the small chunks. Don't go making a hundred major changes to your website at once. Because then 50 things break. You don't exactly know what's causing the break. Good development concepts there. Coding. You go back to coding 101. Test your program with small chunks. Define the small chunks. To see where the errors flow, etc. Same way with plugins and making changes to your website. Small chunks that don't be afraid to experiment. If it doesn't work, you go back up. Start over. But by experimenting, by testing, by breaking stuff, you sometimes stumble across great ways to improve your website. Get the customers to test your website and evaluate feedback. Our customers will tell you exactly what they think of your website. Sometimes they will tell you, this is the most amazing experience I've ever had. And other times, especially when you sometimes feel with my customers, well, they don't hold back. They haven't earned the right to tell you exactly what they think about the experience. But that's valuable. Because we say, help to identify the endpoints in your website. Say, okay, if they're having this problem, chances aren't many others are having this problem too. How can I solve this? Can if you solve. Don't settle for less than what you want. Your website is the key to business growth in many cases. Not the only key, but it is extremely important. Don't settle for less than what you think your website to do. If you think you can do more, insist that it do more. If you're doing it yourself, check it out. Google. Research. Do what you need to do, but don't settle. Don't follow the curve of your website. Build a website that works for you. What's best for your business? It's because someone else is doing something that may work for them. Great. You know, I leave out website trends and they said, oh, you know, some of these new fonts are becoming all the rage. That's great. My customers on my business website, they could kill us. What's fine, anything as long as it's not 100% distracting, it's easy for their old eyes to meet. They don't care about that latest font trend. What they care about is, do you have my hat? I totally care about it. I want to wear my hat. Do you have my hat? I have a reunion coming up. So do what's best for your business. Don't feel the need to follow the curve. That's a quick way of just getting into a trap and nothing gets done because you never know if you're caught up with what the whole world is doing. Focus on your own business. Focus on what's you. Don't be afraid to get ahead of trends. One of the things that I've done is trying to focus quite a bit on on the development side is incorporating the augmented reality and virtual reality, even in a similar product. The ability to be able to display information on a ship based upon the badge, the logo of the crust of a ship that pulls up something with an app on their phone. Augmented reality, virtual reality, especially two, three years from now, is going to be all the rage. We're just now broaching the surface of what I can do. Don't be afraid, as a business, to get a hold of the trend and get ahead of them. Always learn. I always learn. There's a massive amount of stuff. But I'm still confused about wondering about. Never stop learning from me. Do you Google? Do you watch videos? Do you ask questions of colleagues and developers? I follow you. Everyone wants to share. I happen to be part of the WordPress groups in Gainesville, that's where my home base is. This is Corso. Sheila. We all share with each other all the time. We share with the community. Lots of communities have vibrant WordPress developers, so I'm more than happy to help steer you in the right direction. Don't be afraid to wonder, how do they do that? When we have our WordPress meetups, we get a lot of newbies such as me that come that are trying to do it for their nonprofits or whatnot. Sometimes the best way, even if I do it, go to Google Developer Tools. How do they do it? This looks like a cool website. How do they do it? Go to Google Developer Tools, start looking at what they've done, chances are you're going to find out what theme they're using, what plugins they're using. It's all there. You know where to look for it. Don't be afraid to wonder and then dig and investigate and find out. Finally, give up. Garbage in, garbage out. Your website is the one aspect of your marketing, sales, and overall business strategy. You should be constantly creating content, constantly trying to improve the website, figuring out how to make it better, figuring out how to stay ahead of your competition. It's like your website language, you're not constantly updating it. Of course, you're not going to get the results in. See, I think a lot of people may sometimes approach your website to say, okay, I'm going to do a fabulous job of putting the website together and then make forget about it. I wonder why it hasn't done wonders to them. It's always a living, breathing work of art, something that you constantly have to devote attention to to make it great and embrace digital marketing. A lot of folks, a lot of small businesses, especially in the game field area, to get this website, but they don't really know why to use it. How does it play in their digital marketing strategy? Got to incorporate it in the digital marketing house. You're savvy about that, of course you know that. But when your business is starting off, things you don't always know, again, ask questions, need to find out about how to make your website part of your greater digital marketing strategy. If you're a WordPress developer, I'm going to say from an end user I'll share with you and I'll deal with clients on the development side. Take the time to truly know your client's business. Every business is different. What I find is, I'm not going to generalize and say a lot of developers. What I'll say I'll follow with examples of developers is that they don't take the time to learn a bit. They have an idea of what they're going to do before they do it and hey, this works for 20 other realtors in your space. This is going to work for you. And they may not realize what makes this realtor unique or what they would love to portray that makes them unique in comparison to their competitors. We're giving you the same solution out of the box. Five pages, three pages, a block page, maybe a standard pricing schedule. Well, take the time to know your business. Your client's business better. Be flexible. Don't bring the biases to the project. Make it so it works for them. Be approachable. Don't be superior. Sometimes, all right, goodness. They're asking you to do this and do that. That's good. That's good. The more they communicate with you, the happier they're going to be. The more they feel that they can communicate with you, the better they expect it's going to be for them. Be prudent with the client's money and make sure you're building a project policies that are well communicated. I've been in the start-up shoes. Heck, I still port tremendous amount of money back into my business. I watch money work hard. And so I don't like to give money to developers and I don't want to take money from clients if I'm a developer. Just for the sake of saying I can do something fancy and I can do this, I can do that, is it money we'll spend? Because when you are on the shoes of a start-up, a small business, every dollar matters and that dollar is feeding their family. It's going to help pay tuition at school, the family car, food for the dog, whatever. Every dollar is precious to a small business owner. So make sure that you're very prudent with what you're doing for that client to getting the best band to the club. Because ultimately, if they cost you with their money, they're going to keep coming back to you over and over and over again and tell all your friends about you over and over and over. Just remember, their success is your success as a developer. Make them happy. They're going to make you very happy as well. Any questions? All right. Well, I appreciate the time. I'll probably hang out a little bit, and I'll happen as far if anybody has anything they'd like to chat about or anything about my experience or things I found along the way. I very much appreciate your time. I hope you enjoy the rest of your experience here at work camp Jacksonville. Thank you.