 JR Fisher here. It is Friday, the 10th of September, 2021. So, welcome today. Hey, we're going to finish up our 20 killer tips to create a million-dollar online store. This is going to be $16 to $20. If you've been with us all week, I really appreciate you being here. If you haven't subscribed, make sure you do so. Hit that subscribe button down there. Turn it from red to gray. And then you want to bring the bell, turn on all bell notifications so you're notified each and every single time I go live. We're going to have fun today because we're going to finish this up, right? We got to finish what we start. That's super important. Do me a favor too. If you can hear me post in that chat box that you can hear me, you can see me. Let me know where you're at, where you're from, what's going on in your part of the world, what you're working on, any questions you have. That's what that chat box is for. Now, I watched that chat box throughout this entire live. So anything you put in there, I'm going to see. I'm going to reply to you. I'm going to talk to you. So if you want to talk to me and ask me any questions, feel free to do so. The session today, like I said, is going to wrap up on how to build these million-dollar online stores. These are things I've done. Paul says loud and clear. Thank you, Paul. Good. Yeah, I switched the audio this morning. We're using the LogiCAM audio today. So hopefully that will work out for us. But, man, I'm excited today, guys. And tomorrow we've got the special. It's a 9-11 special. It's a 20-year special. I would love to have you guys share this tribute with me. Show up. Tell me where you were, what was going on in your part of the world, what was happening at 9-11. We can share some stories. I would welcome you to do so. As a matter of fact, if you want, I can bring some of you guys on screen. And you can actually tell your story if you want. We've got the software to do that. So I can actually click on you and bring you on screen, which is pretty cool. Let's see here. Hey there. Yes, here you find. Kitto not feeling well. So my plans today got D-railed. I'm sorry to hear that, Tayan. How old is your kid? Is it boy or girl? I don't remember. I don't remember. I thought you'd told me about that, but maybe I don't. Put that in the chat box there. Let's see what's going on. What's going on with your kid? I see other people's ads on your YouTube. Can you advertise on your own channel? Yeah, I mean, yeah, it's not a problem at all. You can certainly advertise wherever you want. Google loves to take your money. They just love to take your money. They really do. But yeah, you can advertise wherever you want. That's not a problem. You can actually select other people's channels. And that's why, you know, probably they selected my channel because it's in the same niche. Girl, she's five. What's her name, Tayan? We'll keep track of your girl there. We'll keep her in our prayers. Make sure she's doing okay. Make sure she's feeling all right. Five years old, what a great age. You know, they can't really get in trouble, but they can do everything and they understand everything and they can talk to you. I mean, that's a really cool age. I don't know if that's your only kid or not. I got two grown kids. I actually got some grandkids. Cairo, she's in kindergarten. That's really sweet. I remember that. Kindergarten. Wow. Long time ago, right? All right, guys, so we're going to dig into this today. We only got five more steps. We're going to cover these five steps and you're going to have the 20 steps you need. My only one. Oh, okay. Well, there you go. Maybe you want more. Maybe you want more. You never know. Hey, I may have another one. You never know. Kids are great. I love kids. I was lucky enough to be a single dad. I raised both of my kids by myself from the age of 11 and 12. My ex and I split. My ex moved out of state and I got the kids and I raised them and it was a blast. And I'm really happy I did that. I'm very enjoyable. They're both grown now. My son told me the other day he used to get upset when I used to tell him he had to go to bed. And now he's like, dad, if you told me I had to go to bed at eight o'clock, man, I'd run to the bedroom right now. I get so tired from work because he works sometimes this all night shift. All right, guys. So let me dig right into this. I want to pull up my notes here so I don't forget anything. But I know what the first one is and the first one is so, so very important and that is to use high quality pictures. I can't impress upon you enough of this. It is so much better to have these high quality pictures. We process images in one-tenth of a second and understand visual information 60,000 times faster than words. Did you hear what I said? We process images in one-tenth of a second. One-tenth of a second and understand visual information 60,000 times faster than words. So if you don't think pictures are important, think of that statistic. Our natural tendency really leans towards visuals. Product images really make a strong immediate impression on your buyer. So whatever kind of product you have, you need some images in there, guys. And they need to be high quality, okay? No more crappy images. We all have one of these iPhones, okay? We can use it. This little iPhone here is, I think, an iPhone 11. It's got three different cameras in it. I can get a really good picture. I take pictures at lunch and today is my Friday lunch. So you guys are going to go with me to lunch, right? Or at least in thoughts. I will be posting some pictures of where we're going today. It's going to be a lot of fun. Actually, my kiddo and I aware thinking of making kidbooks featuring our cat. Then do it. Don't think of any of these things and not do it, guys. Do it, do it, do it. There's so many great ideas out there that never get happening. I mean, people don't do them. So please do it. I want you to do it. I encourage you. Have any of your kids got the entrepreneurial bug? You know, my daughter does. She has a YouTube channel and she posts videos regularly. She's a mom of twin boys and another boy. Hunters, I think three of the twins are just over a year old now. So she deals with all that so she makes some funny videos where she's like exercising and they're climbing all over her. She's trying to meditate and they come up and they scare her or whatever the case may be. But they're pretty funny videos so you can check her out. Her name's Nicole Fisher. Check her out. High quality picture is worth a thousand sales. Yes, Richard, you're right. Good to see you. Richard, good to see you, buddy. Getting a good group of people here today. All my regulars, all my good folks that are in here today. I got to know where James Breen is. Anybody seen James Breen? He's disappeared. I think my time change messed him up. Another thing when you're putting pictures on your site, guys, don't think of just one picture. You want to show like multiple angles of your product with photos. So buyers can fully imagine the item and be aware of all the details like our canned meats. I'll have the meat on a plate. I'll have a picture of the front of the can. I'll have cans stacked up. I have a picture of the nutritional label on there. So all those different things matter. They're really super important. If you can enable that 360 degree photo tool on product images so buyers can see the entire view of the product, that's really helpful. If you can enable a zoom feature on product photos so buyers can examine your items in more detail. Like some sites like I have Magento, it automatically does that where you can zoom in on a product. And you know, I use it a lot if I'm looking at stuff on Amazon or something. I do that zoom in a lot because I want to see the detail. I don't know why. But I think it's really cool. Hey guys, thank you for these comments in here. I love getting them. Keep putting them in there. Keep putting your questions in there. That also makes this video actually, it helps the SEO of the video. It's going to show up more in people's feeds and all of you guys for comments in there. So just fill it with comments. Do you use a camera or a phone for product pictures? Actually, I used a photographer for my product pictures. I did not do them. I had a professional do them. But certainly, you know, I could have done them if I wanted to light them up. You got to have like the right lighting and everything. I'm not a great photographer. So the things I'm not good at, I either will try to get really good at it if I'm interested or I will hire it out to somebody else and I kind of just hired that one out. So I didn't have to do it. Next thing. Next thing. Number 17. We're up to number 17. Can you believe we've gone through 16 items that you can do actionable items that you can do to improve your website, your e-commerce website? Number 17 is offer incentives. Offer incentives. They can be all kinds of things. You don't have to worry about the marketplace rules if you have your own website. You would have to worry about it if you were on Amazon or something like that. But merchants with stores should take advantage of this control by offering incentives to buyers. Whether it's like a pop-up discount, you can do that on your store. You can actually get their email by doing that. Or a promotional email about an ongoing sale. Sellers should actively reach out to buyers with different types of incentives to make purchases. I did one not too long ago and it was pretty cool. Actually, I thought it was pretty cool. If you spent over $200, I would give you $50. But it was a $50 bill with my face on it. And then I had a $100 bill with my face on it and I think I had a $200 bill. Something crazy like that. But anyhow, I did it in money increments and you can use this money to apply to your purchase, which is really pretty cool. So yeah, those incentives make a big deal, guys. Merchants should use really data-driven tools to segment their customers and target incentives at different buyer groups. For example, you might want to send an email offering a discount for your first purchase. So that's a certain group of people who are on your list but haven't bought yet. And they never completed a purchase yet. So you can say, hey, complete your first purchase and I'm going to give you X, whatever that may be. You can use pop-up discount boxes on your site. Occasionally, I like those not frequently. If you bombard people with these things all the time, they lose the effectiveness. And actually, it'll make people unsubscribe if you do that too. So don't do that. But every now and then, track the coupon codes. See which ones are used more frequently. See the firm in which promotions encourage the most purchases and should be used again. And you can use them again. Just because you did a 20% off sale a year ago doesn't mean you can't do another 20% off sale. I have a lot of email sequences that I'll kind of revamp. But I'll take the same sequence and change a few things around and use that same sequence again. Because it worked. And if it works, why not keep doing it? Let's see here. Do you use a... I got that one already. What software do you use to segment your list? 100% Cartra. Cartra is it. Cartra, I can tag people and I will have a link to Cartra in the description once this video is published. But Cartra, I can segment them if they didn't finish a process. If they had a cart abandonment, if they bought beef and I want to sell chicken or if they bought turkey and I want to sell pork. I know exactly what they've done so I can segment them that way. It's very simple. I can segment them based on how much money they spent. All kinds of different things. Cartra is the deal, man. I always tell Cartra, but I really, really, really like Cartra, guys. So I got to share that with you. I think it's just one of the best softwares in the world. You got to check out Cartra. Number 18. This is where you get other people to do your marketing for you. Encourage social sharing. Organic word of mouth marketing on social media can drive your e-commerce business growth. Public discussions of your brand and products on social media channels serve as social proof. We want people talking about our stuff. The psychological phenomenon of people assuming others' behavior reflects correct in their behavior. So online buyers can't see your products in person, but they can consider what other consumers have said about your business on Facebook to determine whether they should make a purchase or on YouTube. I mean, you can Google Survival Cake Food and you can find a bunch of people who have done reviews of my products. Tons of them out there. So that's kind of cool. I think that's really, really neat. Now you want to encourage this social media buzz around your product by maybe starting a campaign that encourages sharing. For example, you may offer customers entry into a contest. And I've done these contests before. They're really pretty cool. And if they leave a comment on social media or if they tag a friend in a post or if they do a review of your product, merchants should also encourage social sharing by making their social media channels easily accessible on their site. You should have little buttons for, you know, YouTube and Facebook and all that good stuff. Don't limit your social sharing to buyers, right? Because you're trying to get more buyers, right? Reach out to other brands you've partnered with and encourage them to share your information about your business or tag your brand in their social media content. Okay, you can do that if they've already got a following and they're kind of in the same niche as you, not necessarily selling the same product, go ahead and tag them in there. Let's see, with upcoming holidays, when do you start, when do you start your holiday sales and how many holiday sales do you do annually? I'm not real heavy in holiday sales. Paul, I do, usually Thanksgiving is a big one for us because we do a lot of canned meats. People are thinking about food. We certainly do Christmas. And then we do various sales throughout the years, but they aren't necessarily linked to a holiday. They're more linked to news and what's going on in the world. Maybe, you know, we just did one on food shortages, big promotion. And it was very successful. I was very happy about that. So we do stuff like that more than we do holidays. The holidays are great. They're a great thing to do. It's just that because of the type of product we have, it lends itself more to world events, you know, and like prices of meat going up or something like that. I did hear a funny story the other day, the president's spokesperson, and I can't think of who it was, but they were talking about inflation. They were saying, gosh, you know, inflation is, you know, running wild under this administration. What's going on? And the person says, well, it's really not. They said, you know, if you look at, you know, grocery inflation, it seems like it's really high. But if you take out beef and chicken and turkey and pork and remove those meats, then it's not as bad as it seems. It's just normal inflation. And it was so funny because it was like, well, that's what people eat. That's the main proteins that people eat. So how can you just take that out? So I think it was a pretty funny state in our way to kind of twist the facts. And I'm not getting political on you, but that was some pretty funny stuff. So there's all kinds of stuff you can do for social sharing nowadays, guys. I mean, and you know, you can, you can like take photographs or pictures of the process. We're going to, we're going to be doing that very soon, where we're going to be showing a bunch of pictures of our packaging and stuff. And, you know, you know, a shipment's going, coming in and going out. We have a new product line that's coming out. We have two new product lines that's coming out actually. One of them I'm affiliated with, but I don't own my wife owns, and it's going to be dog treats. And they're like freeze dried chicken hearts and livers and stuff like that, that you can give your dog. And they're delicious. I mean, they're super high quality. It's all USA package. We're going to be packaging it, making it here in the US. And we'll probably put that on our site somewhere. And she's going to have it out there. And I don't know what the brand is going to be. I think it's going to be nutritional reset dog treats, which may be a nutritional reset. That's a pretty cool name, right? But her training is pet parent reset, where she teaches people to do all the right things and remove all those bad things that you were doing. You didn't even know you were doing them for bad. Okay, so that's pretty cool. That's going to come out. Plus, we're going to have an entirely new line of freeze dried foods. Oh, looking for dog treats. We'll give you some outfall. And I think she's already sitting in the sample of the beef. If not, I'll check that afterwards. I can't believe how the price of meats has blown up and the logistics of keeping stock. Oh my God, you have no idea, man. It's like, it's just, it's like, guys, we normally would ship from Ohio to Utah. We have truckloads of our product coming to our warehouse. And it would take a week. Okay, sometimes now it takes four or five weeks. And it's because we can't get a truck. You can't get a truck. And something that cost me $1,200 to ship now cost me $3,700 to ship. So it's just unbelievable how expensive it got. Yeah, buddy, pet stuff is my jam. Really love my pet smart and pet sitting years. Tyon, you need to check out Jessica's stuff. She is Jessica Elf Fisher, the Furry family coach. She has a great YouTube group, excuse me, a great Facebook group. And she has a YouTube channel too. It's called Jessica Elf Fisher Furry family coach. You need to check it out. She does some great videos. She has training courses, lots of free content. She even has a podcast, which is really good. You need to check that out. And that's the pet parent reset. So you can search Jessica Elf Fisher. I'm going to put that in there so you guys know for her podcast. Search Jessica Elf Fisher, the Furry family coach. And for her podcast, the pet parent reset. Yeah, check that out. That's really pretty cool. I think you'd like that. So next one. Next one. Number 19. What are my favorites? What's number 19? My favorite one. And I'm getting, I'm almost down to the last one, guys. What time is it? 9.17. I'm going to finish up a little early, or you guys are going to ask me a lot of questions and we're just going to stay here forever. Take advantage of email marketing. Number 19, take advantage of email marketing. Email marketing is an easy way for merchants to build relationships with their customers. It's super easy, man. I love sending out emails. I get really good responses from my emails. Merchants can actually send out targeted messages to segments of buyers that address each group's specific wants, desires, and needs. You should do that. You should do it with Cartra. I'm telling you, Cartra is the deal. I will have a link in the description. I told you earlier. Click on that link. Watch all the stuff it does. Sign up for Cartra. It's inexpensive, guys. It will make you so much money. By appealing to buyers like interest and emails, it's a powerful tool to really encourage sales and increase your revenue. I love doing email marketing. I love doing sequences where, like, I'm telling a story about something and each email is another part of the story. Love doing that. To get started, all you need to do is collect emails. Now, how you collect emails. Once again, use Cartra. Cartra is the best in the world for collecting emails. All kinds of pop-ups and discounts. There's plenty of opportunities to ask buyers if they want to receive email notifications such as a checkout process or even a pop-up window. In the pop-ups you build in Cartra, you can actually have those pop-up on Cartra pages or you can embed them on your WordPress website or whatever website you got. You can put that code on there and it's not hard to do. This is like copying and pasting a line of code and it just works. I don't know how it works. It's magic, I guess. I guess it's just magic. Not every buyer is going to agree to sign up to your email list. I get that, but some will. There's going to be an eager set of people that are excited about your brand and they will respond well to your emails. They're going to buy from you. I know. I have people buying from me right now, which is pretty cool. Let's see. Other things you can do. Use email marketing tool like Cartra. Use a tool to track the success of your messages such as how many times it was open or which links were clicked most frequently and test that stuff, change that stuff. Do AB testing. Easy to do in Cartra. It's like once you've got an email written, you can click AB test on it and it doubles that email and you can just change whatever you want. The next one, it sends them both out. It's really pretty neat. Track which customers unsubscribed from your email list with email marketing software too. Cartra can do that. Using other information from the buyer profile, try to infer why they might have unsubscribed and how you can use that knowledge to prevent future cancellations. I get cancellations. I get unsubscribed. Everybody gets unsubscribed, guys. But you know what? Let's figure out why they're doing it. Guys, right now we're nearing in. I'm almost to number 20. I'm pointing at one screen you can't see and I'm pointing at one screen you can't see. Ask your questions, guys. I love getting your questions in there. I love hearing your comments. I want to get to know you guys. I see today we learned about Tyans five-year-old daughter, Kaya. Is it Kaya? Let me get her back up here. Let me go back up here. So many good comments. Girl, Kaira. I said it wrong. Kaira. So we learned about her. We learned she's not feeling well today, so we're all going to give her some prayers that direction and make sure she feels better. So put your stuff in there. Do you ever have a sale to just clear out stock? Sure. I had inventory reduction sales. I did one. Gosh, I'm going to say it was in April or May and it was about us changing our address on our labels because we're moving from California to Texas. It was a label change sale. And, man, that went crazy good. It was like, hey, we're changing our labels so we're having this big sale and you get to take advantage of it and the meat still tastes the same. And I did a video on it. I may have shown it in some of these lives here, but, man, that did incredible. And if you think about that, how silly is that sale, right? We changed our address. Who would even think of doing a promotion because you changed your address? Well, I did. I think of all kinds of weird things like that. So it's pretty cool. And I'm getting hungry. I'm starting to talk about food. What meat product sells the best? By far number one is the beef that we're going to send you, Paul. Beef is number one. There is no better selling product we have than our canned beef. And it's big chunks of beef. It looks like a pot roast or something. When you open the can, it looks like pot roast. And you may have a little bit of fat on the top, but it's cooked in its own juices. The meat is all trimmed so there's no fat or gristle in there. We put the raw meat in the can. We slow pressure cook it. And it is delicious. I mean, it is so freaking good. You can put steak sauce on it. You know, you can put salt and pepper on it. You can put Italian seasoning. You can make it into Mexican stuff, whatever you want. Our beef is amazing. I've had people just go crazy and call me up and go, my God, J.R., this is like better than my grandma's pot roast. As a matter of fact, I use that for kind of like a sales promotion now. I say it's better than your grandma's pot roast. And people imagine, how good could that be? Well, it's that good. It really is. Okay, right down to my last one. Are you ready for my last one? Number 20, offer generous refund and money back policies. Offer generous refund and money back policies. I almost never, ever, ever have to give any money back and I almost never have to do any type of warranty stuff or guarantee stuff because people are so happy with the product. So I have no problem saying, hey, if you don't like it for any reason, feel free to send it back. We'll pay for shipping it back if you don't like it. People don't do it. They love it. They want to keep it. They know that our product is only going to be worth more and more money because prices of food's going up. There's no better investment. Guys, if you want to invest in something that's going to have a great return, invest in food. Long-term food storage, one of the best investments you can give as long as it's a quality product. We're actually looking at doing some freeze-dried meats which we've never done before, dehydrated meats. But I have a guy who's got some sheens and he only does really super high quality ones and he's not actually going to be doing our dog treats, too. So we're actually looking at that. We may have some dehydrated meats for those of you who want that. You know, I looked at it years ago and it was like little granules and you added water in turn to mush. It was gross. But what they do is they actually cube it up and then they dehydrate it and then you can add water back to it in season and then it's meat again. So we may be doing that. That would be some pretty exciting stuff. So buying an online product with a limited return policy is really risky. I mean, I look at that myself and that's why I have no problem shopping on Amazon because I've got Prime. It's like, if I don't like it, I'll just send it back. So I tend to buy a whole lot more and every now and then I'll send something back but I buy a whole lot on Amazon just because I know I can send it back. You should do the same thing. And you may say, well, JR, I can't afford it if all these people start sending stuff back. If you have a great product, they're not going to send it back. I never get stuff coming back at survival food. Never. Just doesn't happen. The only time I get anything, I got 11 cans sent back the other day because there's why there's 12 cans in a case and the person bought one can and my warehouse messed up and sent them an entire case. So that's why I got 11 cans coming back because my warehouse messed up. So that kind of stuff happens. Hope you do some cooking videos with your products. I may do that. That would be a good idea, Paul. That would be a good idea to maybe mesh the two and show them that you go together on all my cans of meat. There is a recipe on the back so you can take that meat and make a recipe out of it. But I may do that. That's a pretty good idea. My screen just went out. Hang on, guys. I got to touch this every now and I didn't have it set to stay up. There we go. So the customer can't see your item in person. Understand this, okay? So they hope that the product is actually as described. But if they haven't bought from you before they don't know, with the possibility of a product not being up to their standards, most buyers won't buy an online product if returns aren't accepted. So keep that in mind. If you don't have a good return policy, it could be killing your sales. Sellers can build buyer trust and incentivize purchases by offering generous return and money-back guarantee policies. I got to get a drink of water. Ah, yes. Guys, keep those questions coming there. Allowing customers to return an item if they change their mind or it doesn't match the product description shows other customers that you trust your buyers, okay? And your buyers trust you and you want to provide them with value, okay? So make sure you have that. Money-back guarantee is super, super important. You need to give your customers a way to respond in case they do not like your product. And you know what? Some people aren't going to like your product. I've been so fortunate at Survival K Food that I mean, gosh, because somebody didn't like a product, maybe seven or eight years ago, I may have had somebody, but I mean, I do millions of dollars in sales and just nobody returns. They don't want to. And it doesn't mean that they'll necessarily ask for refund. It just gives more confidence to them. Of course, some of them will, but most people just need to know that there's a backup option. That's all they're looking for, guys. People by nature are not risk takers. If they were, they would all be rich online because I can tell you, if anybody starts an online business and they put forth the effort, they can become rich. Anybody can do it. But people aren't risk takers, so most people don't. So people like me who are risk takers end up making a bunch of money. So other things you can do is a flexible payment policy, which could be very attractive to them if you've got a more expensive item. As a result, you'll get more customers than you would if you didn't have a money-back guarantee. You can create a policies page which tells them all this to describe the exact terms and conditions of acceptable returns and money-back guarantee claims. Your customers will appreciate the transparency of the page while trying to understand their orders. So it's really cool if you can do that. And you can do it. Consider offering free shipping on returns. That's another cool thing, providing customers with free returns is an added cost for merchants, but offering the policy like this brings the return of encouraging brand loyalty with great customer service, okay? So you can do that. And hey, I think we've hit all 20 of our items at times at 9.28. That's pretty close. That's pretty close, but I bet you've got some more questions here and feel free to put them on. It's amazing how big the niche for pet products is. Yeah, man. And you know, Paul, Jessica, my wife who does the dog training, she's really good at it. And we've been toying with, you know, pet foods and pet products for years, but she really is strong on feeding animals the right kinds of foods. Our dog is on a raw food diet. If you don't know about raw food diets, your dog has any illnesses. Believe me, a raw food diet can cure it. Not cure everything. I'm not saying that. I'm saying it can make your dog really healthy. So we looked at all that, and it's very expensive, but the manufacturer that's going to be doing some dehydrating for me can also do these other treats. So that's why we're going to kind of have the synergy. It won't be under the name of Survival K Food. It's going to be nutritional reset or something like that because it really will make your dog healthy, these treats. So we're probably going to be doing that. A subscription box is like a bark box. Yeah, that's a big one. I've seen recently that people are using canned chicken to make a keto pizza crust. Yeah. They actually make the crust out of canned chicken, huh? Wow, I didn't know that. I got to maybe Google that one. Say, Paul, you're a wealth of knowledge. You do a lot of reading out there. Paul's always reading and learning new things. Guys, we've reached the end. And I don't want it to be, right? Because now I got to wait until tomorrow to see you guys. But tomorrow is the extravaganza. Tomorrow is the 9-11 tribute. Tomorrow I'm going to talk to you about 9-11. I'm going to talk to you about what's happened since then. I'm going to talk to you about the people who are involved in it. This is not a political thing. So don't think that. I don't do political stuff. I don't have political opinions online. I don't need to, okay? But it's going to be something I think you're really going to appreciate. It's going to make you feel good about being an American. It's going to make you feel probably pretty sad about what's still happening to some people because of 9-11. You know, one thing that came out of 9-11, I think they said, is that the world will never be the same because of that. And it's not. It has changed. But guys, that doesn't necessarily mean it's changed for the worst. It can be changed for the better. I think a lot of relationships were made. A lot of people helped people out. I think we saw a lot of good come out of people during 9-11, even though it was a horrible situation. So I think you'll enjoy tomorrow. If you can make it, it'll be at 10 a.m. on Saturday, 10 a.m. Central Daylight Time. So if you're on the East Coast, it'll be 11. And then if you're in the Pacific, I'm going to try to do this, it will be at noon. I think that's right. I think those numbers are right. Let's see here. I've seen recently, this is looking forward to your lunch. Yes, I am, too. And here's how this lunch thing works, Paul. Let me explain to you others. You may not know the work that goes into this. Throughout the year, I go through Yelp and I find restaurants. I categorize them into different cities and different regions of the country. Then for Friday lunches, I will go to that collection and I'll pick three or four, maybe even five of these restaurants that I think look good for me on Friday. They'll be different cuisines. They could be Asian. They could be Mexican. They could be Italian. Then I send those over to Jessica and then she curates those and finds one or two that sounds good. So that's what happens every week in our household. That's what's going on over here. If you think things are weird at your house, that's what's going on just for us to have a Friday lunch. And that doesn't mean we don't eat out. Last night, we ate at an Italian restaurant. I think for lunch, we ate out someplace else. We eat out a lot, but I like to cook too. And I'm going to get to that cooking channel. I promise you I'm going to do that. I was the one on the job of the firehouse and it was a strange time. Oh, really? Well, Paul, maybe you want to share your story tomorrow. I can bring people in if they want to share their stories. I have a way of doing that through StreamYard now where I can actually bring you up on the screen and you can talk and you can tell people what you've got to say. Is that something you'd like to do, Paul? Put that in the chat box if you want to discuss that. If you were at the firehouse, and I know it wasn't in New York City or anything like that, but I know where you were at and if you want to talk about that tomorrow, I'll welcome you to do so. I, too, was involved in Rescue. I was an EMT in Virginia Beach from the Virginia Beach Rescue Squad. I was the Blackwater Station number six and I did that for years. So, you know, I can appreciate what those people are going through and what it's like and the chaos and all that. I mean, I can't appreciate to that degree because it was crazy back then. But, you know, I did that stuff. So, I know what it's like. I know what it's like to take emergency calls. It's very nerve-wracking. It's tiring. It's tough. It really is tough on those people. You know, they said it over and over, but think about it. When people are running out of those buildings for their lives, the firemen are running in. The police are running in. Respect your law enforcement and fire. Respect them. There's some bad ones out there. I'm not going to say they're not bad ones. There's some real jerks out there. But, you know, overall, they've got a really tough job. And if you're kind and pleasant and nice when you deal with these people, firemen or policemen, you're going to get a whole lot better results than if you start being a jerk. Because if you're being a jerk, they don't know what's coming next and they start to get scared and then the hair goes back on their neck and they're like, I don't know what I got here. And they're going to react poorly to you. So, that's just my advice to you, no matter what race, no matter what age you are or whatever, be polite, be nice, be respectful. And you know what? This goes with meeting any human being. Be polite, be nice, be respectful. You don't know what they're going through. You don't know what their day's been like. You don't know if they just got fired. You don't know if they lost a family member. You don't know if they're going to have money problems. You don't know what the other person is going through. Be kind to everybody. You can never lose out by being kind. You can't. I was an Addison, just the other side of O'Hare Airport. First time ever, no aircraft in the air. I know that was so weird. And I'm going to tell you my story, because I have a story about those planes too, which I think you're going to enjoy. I think it's kind of interesting. At least I think it's interesting. So, if I think it's interesting, then okay, I'll talk about it. I had that luxury, right? Okay, guys, I'm done for today. I really appreciate you being here. I thank you so much. Please join me tomorrow at 10 a.m. for the 9-11 special tribute. You'll see it in your feed there. I will probably just send out an email to remind you guys about it, but tomorrow at 10 a.m. Thank you so much for being here, guys. I appreciate it. I hope you enjoyed these 20 steps. If you missed any of them, or, you know, you're watching this as a replay, go back to the first video. It started on Tuesday. We did Tuesday, Wednesday, Thursday, Friday. Four days of training. Five steps per day to have a million-dollar killer e-commerce site. Apply them, and you will get results. Thank you so much, guys, and I'll see you tomorrow morning at 10 a.m. If I could find...