 You are here for crafting the perfect proposal. My name is Melanie Adcock. I live in Noonan, Georgia about 45 minutes from downtown here and I appreciate you all showing up and just to let you know remember that my talk rocks I appreciate the feedback and my Twitter is MGA creative and I'll have the slide link and My email and everything at the end So if I don't it, I'm not able to answer your question because they're going to be doing the closing remarks at four So feel free to reach out to me in person Okay, I'm not doing too great with the clicker. There we go Who am I? I'm a coder of adcock creative group with my husband. I've been a full-time freelancer for nine years I wish I could say I decided to quit the corporate world and become a freelancer. I got laid off in 2010 and Yeah, and the great thing about that I actually say the happiest day of my life was November 16th 2010 the day I got laid off because I would have never had the courage to do this and I Haven't looked back and I'm glad to say that last year. I earned four times what I was making in my last job and Just got rid of that client the that client that laid me off, of course Didn't realize that they needed an IT person and a web person when they laid me off so they hired me back and I gave them a price because I didn't want to work for them anymore and they took it so But they are actually as of last night no longer my client Ironically, I'm working now with their competitor I am the then a speaker at WordCamp Atlanta many times WordCamp Miami and WordCamp Birmingham Just a little plug for WordCamp Birmingham. That's in August. It's a smaller WordCamp But the quality of speakers is like Atlanta But only on a smaller scale My there's my email address Melanie at adcock creative group and I'm also the organizer of the new meetup in Newton So we've just started having meetups our next one will be at the end of May So join go to meetup.com and join our list If you feel like driving to Newton Okay, why this session? You should always do a session on things you hate doing So you get better at it. I hate writing proposals. I've always hated right But I love you you're getting off the phone. You're real excited about this project You know, you just hit it off with the client. You know, they're going to choose you They've set it over the phone. It sounds perfect. Send me a proposal You get off the phone and now you got to write the proposal And that is why This talk I hate writing proposals. I Avoid it. Oh, well really I need to do laundry Well, I really need to do these client tasks. I Really need to do fill in the blank because I hate it But I always give my client you will have a proposal by This date because I have to do that So I'll write it and I don't keep putting it off So when I hate doing something I try to figure out how to make it faster and how to automate it So that is what I worked on the last year. So I'm here to share what I've learned Okay, a proposal versus a quote if you're send sending a Sheet of paper with a bunch of lines with all the things you're going to do with with prices next to it That's a quote That's a laundry list that they can get out their red pens. Say well, I really don't need this much I really don't need that and they they actually set a lower price for themselves a Proposal Positions you as an expert. It is going to be a General outline of everything that you're going to do not how you're going to do it but what you're going to do and It presents the value of the service that you're providing Because you're not the technician to do exactly what they want You're you're there to do the best for what the goal they want to reach and What's not included? Avoid technical terms. I mentioned WordPress One time that's in my contract that I'm using the WordPress content management system to do that I'm not listing the plugins. I'm going to use I may say I'm going to set up a membership system but I'm not saying I'm using Minbarium or I'm setting up an online learning system I'm not saying I'm going to use learn-dash because what what happens if you figure out they they have a change request and Now you figured the best way to handle that change request is not to use learn-dash But to use WooCom or Sensei, but you already said in the proposal that you were going to use this so I keep things of what I'm going to do not how I'm going to do it and And don't you like don't list plugins by name Don't itemize costs unless you're breaking the project down into phases and you can send say this is the proposal for phase one The price this is for phase two. We're going to do this phase three. We're going to do this and That way they can see what the total price is, but you're not giving them the option of crossing things out Okay, what to include now? This is just Suggestions a lot of this comes from WP elevation. I'm a member of WP elevation. I have been for four to five years If you don't know what WP elevation is run by Troy Dean. It is a Online course and support system for WordPress Freelancers basically it teaches you how to run your business and I learned so much on that I also have a personal business coach and a lot of you probably watched Nathan Ingram's talk on taming the whirlwind Nathan is my Coach my business coach. So he's my one-on-one business coach and So I've taken what I've learned from Nathan. I've taken what I've learned from WP elevation I've taken from what I've learned from webinars here and there word camps and kind of put it all into one place. I Do a business app snapshot this tells me I actually listen to the client when they told me about their business I Listen, I ask all the questions that I need the answers to to write the proposal So I say tell me about your business. Tell me about your ideal client Tell me about the client that you get the most of it's an online store. You know, what's your demographic? I do a lot of churches. I'm known as the church lady So I do a lot of churches. So one of my questions for churches will tell me about your congregation. What's the demographic? What demographic are you trying to reach with this website? You know, we'll come up with a plan for that So I actually take what they've told me and I write it up in the business snapshot that says I listen to them Business needs and target audience needs. What are they looking to get out of the website? And that's like two or three bullet points usually. It's not like an essay It is just are they getting more leads? Do they want to get more website visitors? Do they want more? Butts in the pews, you know, if it's a church, what are they looking for? What is the target audience needs if it if it is a church website or if it's a retirement community website? What are what are they providing on that homepage of the website to get people to choose that retirement community? What are we? What are we focusing the website on? Who's that ideal client? So I just it's just two or three bullet points Usually unless it's that you know a huge project then I go into the scope of work. Some people call a statement at work You know, this is what I'm going to do and I'm going to show you an example of this This is basically Just a breakdown of all the tasks that I'm going to do For the website am I going to add an event system and I'm going to add WooCommerce I'm going to do an email Sign up am I going to do basic on-page SEO just Simple a simple description of everything I'm going to do On the project then I call it an investment. I don't call it price Don't call it fees because they are making investment in their business So this is what they are investing in and that's where I just lift out the prices and the optional upgrades So I'll say okay. This project is this I offer premium WordPress hosting with WP engine or liquid web That's this much a year Then I say okay. Well, I have monthly maintenance plans. They start at ninety nine dollars a month At ninety nine dollars you get this much at one ninety nine you get this much at four ninety nine you get this and I so this they're not hearing weight maintenance plans after launch Well, you have to pay me money to take care of your website. I've talked to them about that from day one Then also include a copy of my contract. You're not using a contract shame on you Steal mine start using it make it your own. You've got to protect yourself Okay, let's go ahead and This is why I talk about let the client write it if you know what you're going to be putting and how your proposal is written You know the questions to ask Because you're going to ask them all the questions So you'll have all the answers and you can whip out a proposal You don't have to sit there and think about it because they've given you all the information So I have an interview list before I meet but I have a cheat sheet one I use for retirement communities I've done a lot of retirement communities. So I have a whole list for that I do a lot of churches. So I have my church list and then I have my regular one They've cold called me or I've gotten a referral then I do a little research then I write up a list and What so when I talk to them on the phone for the first time I have a list of questions That's going to help me write that proposal. I Also have a website worksheet on my website It's actually straight from WP elevation. I really haven't changed it all that much But it it's I've actually had people Go right to my website fill that thing out and the first contact I've ever had with them was all the information I needed to write the proposal and I get on their contact information and call them After I've gone through it made my list of questions Set a time to talk to them call them and we take it from there. I get that mostly from churches I only write a proposal if I have a chance I asked them used to scare the Bajibis out of me to ask people their budget It how many people still afraid to ask how much they're willing to spend? Okay, that's like my third question What's your budget for this project? Sometimes I'm surprised when they say well, we're only able to spend, you know, eight to ten thousand dollars for this website You know like doing the little happy dance, you know when it's just a little church website Or you you do, you know What is the budget? Well, we don't really want to spend more than fifty thousand dollars And you're like, you know try not to look like you're gonna have a stroke in the chair across from them But you're like wow, that's great. Now if I hadn't asked that I probably would have totally underbid that that Job, but you also get to handle it for people who have unrealistic expectations. I Only have a budget of five hundred dollars well my base site my base price for a church site is around five thousand dollars, so Let's go ahead and talk about your project and what you need and then I'm going to give you some suggestions of How you can accomplish that task or at least get started with that budget Nine times out of the ten I still get that project because I'm willing to talk to them willing to at least point them in the right direction and They're like when they go say, oh, well, I have to go do it all myself, you know at wicks or Squarespace or I'm I don't really want to do that But you know, I know how much it's probably going to cost Because I she's given me a ballpark around five thousand dollars. We'll just go back. We'll find the money and we'll go back Back to her and she can do it all So I don't waste time on tire kickers If I'm going to be competing, you know to the lowest common, I'm not going to be the cheapest person. I Don't want to be the cheapest person. I'm going to show you samples Right now I use better proposals when I first started using an online system. I used bid sketch And then I switched over to better proposals because they had a lifetime deal on app sumo for thirty nine dollars and that was about two three years ago and So I jumped on that and I really really really like it like it a lot better than bid sketch But there's proposed a thigh. There's so many different systems For that and I'll have a list for you later on I'm going to go ahead and show you let me escape from here and Show you better proposals. Let me get this make a bigger here Now what I do because I do a lot of retirement communities and I do a lot of churches I actually have I I did a Proposal and then I created a template out of it and just made everything generic So when I go to do a retirement community, I just spin up a copy of it and make the changes Added subtract things and I could do a Proposal in about 20 minutes The fastest one I've done was the one I just did for a church in South, Florida. I Actually timed myself seven minutes from start to finish $8,000 job, so And So let's go ahead and get into oh, sorry, I can't see There we go. Here's an example. This is a retirement community example You put your branding in you can pick a background image load up anything that you want and I put the title who it's written written by and Then they start reading it. I'm going to show you the What the client sees first? It basically takes them in and you can see all the things I did the snapshot The business needs and target needs solution I actually even put a project timeline in there Because I that's one of the questions I get a lot is well, how long is this going to take? I want to make it very clear to the client that once we get to a certain point and I need stuff from them content images Then it's in their ballpark. So if they delay in that it's going to delay in the timeline the investment the mutual agreement which is the contract and Then how do they sign? So this one, you know, I just generically name of community That is energetic carefree independent retirement lifestyle blah blah blah and this is stuff that they told me So I wrote it up or you could get it off their current website If they have one then I go on to the business and target audience needs. I List the the business needs now. They actually had they have a really really really old website like we're talking 10 years old and They needed a lot of new features and these these are the things that they wanted to be added to their website And then the target audience is only five bullet points It's got to be easy to navigate because most of their clients are like over 70 Improved experience in mobile because right now they don't have that at all Accessed information about services just very generic of what we're going to solve and then the solution The scope of work This is what we're going to do. There's my wordpress right there. I Mentioned wordpress there and I mentioned it in my contract But it's just a list of what we're going to do. We're going to do a custom web design We're going to make it mobile friendly. We're going to add a social media stack. We're going to do an email sign-up system I'm not talking about how I'm just talking about what we're going to do Basic search engine optimization I mean I do that on every site that I do But I also make them understand what the difference is between when I walk through this with them that basic Search engine optimization is it's going to if they search for that Website they're going to find it. It is not competitive keyword advanced SEO and They don't know the difference. So you have to educate them on it Additional things that we're going to do the the you know Google search console Google analytics stuff that you're going to Connect the site maps all that stuff So then I go into the project timeline. I let them know that it's going to take two weeks to do the design It's going to take four weeks of development one week of revisions one week of testing That's kind of a general guideline that I walk through now. I made this very very generic for this sample and then the investment How much is the the website? What is the? Hosting going to cost them. What is the monthly pair? Well, what's the recommended monthly care plan to pick depending on what I talk? They just need Me to keep the website updated WordPress plugins and they're going to add everything I would recommend my $99 a month plan if they need me to be actively involved That starts at the 299 if they want a webmaster at their back and call that starts at 499 a month and goes up If they have more than one website, then you know, they may be spending $1,000 a month $2,500 a month It all depends on their needs, you know, if they want that priority Access to me they want to be able to pick up the phone and call me instead of sending me an email That's not a $99 a month plan That's a that's an email me support ticket plan If they want to be able to call me they're going at any time during regular business hours they need to pay a little bit extra for that and then my contract is What my proposal kind of bait breaks everything down. I hear some key things to actually keep adding to it It's a ever-changing thing because you always meet that client that makes you think I need to put that in my contract To kind of keep them in your box that you set out for them. What's my proposal? What's the time frame? Do they want a rush job? Well, you're going to pay 45 percent more if you want like it done in two weeks Because that's a rush job Now this used to be I Actually have one of these. It's an abandoned project. It's like four years old a Rabbit farm in Ohio. I think they just wanted a website because they Wanted to sell the farm, but they just kind of disappeared so if you ever have clients that disappear then have a suspended and banded Project clause in your proposal if you don't hear you email them an update like every Friday open projects I email them on Friday. Let them know what I've done And I don't hear back from them for a month. So if I don't hear back from them for from Month, you know, it's considered or actually say I say paid. I have a different want different Let's see within 30 days. I don't hear you know crickets nothing For 30 days then it's a suspended project for me to pick that back up They pay the other half because I asked for half up front on Most projects really big projects we do with 30 30, you know 33 33 34 But if I don't hear from them They pay the other half before we pick it back up because I want to make sure I'm going to eventually get paid for that Project if they're going to go go dark again If I don't hear from them in 120 days, it's abandoned done over You know do not pass go do not collect it's basically a new job. I Talk about development revisions You have the people that never want the website to be done because they have one more change So I have two rounds of revisions After that we go live if you're on a care plan. We can do some tweaks for 30 days. So What's going to happen at launch? Okay compatibility Current current browser versions, so if the company happens to be running, you know Internet Explorer 10 and Windows XP, you know, we're we're designing it for the latest, you know the latest version of PHP the latest version of My sequel the latest browsers Because you might have a client that needs it to be supported in an older browser. It does happen every once in a while What what if they need changes after launch? Well, I give them a 30-day you kind of a 30-day grace period before the monthly care plan kicks in that we do Simple changes things that take less than 30 minutes or if you can set it as 15 minutes It's not, you know, well, I want a membership system. No, no, that's not going to happen That's not a that is not in the scope of work. We're going to make tweaks change images tweet text things like that just because it's not working the clant the way the client expected as far as a System on there does not make it a bug. So I actually define what a bug is A bug is when something is not working. It's an error program a fatal error you get, you know Something across the top. I had recently with buddy press. So That isn't that is an error that needs to be fixed You have issues after updates to WordPress third-party codes, you know different things like that now here's a big one Use of third-party images and photography If you are not asking your clients where they got the images that they sent you Shame on you. You need to ask them what the providence is. Where did you get this image? And if they start with it, well, I looked on Google I did a search I did a search for copyright free images on Google and I got all these from here No, I won't touch them with a 10-foot pole. I actually offer stock photography as part of my price of one image per page because I have a subscription to iStock and I get the credits on AppSumo and The different deals they have with deposit photos So I have a wide selection plus I've been doing this for 15 years. So I have quite a stock photography library And I much rather use a stock photography. I don't know Where they got that image and that happened just this week I had a client send me a picture of a park where they wanted to have me use it for an event And I'm like, oh, and I just happened because they're there a retainer client. Where'd you get the picture? This is a great picture. Where'd you who took the picture? We got it off their website And I'm like, I can't use it and this oh, well, it's a public website And I said well all websites are public if you can get to them. Does it mean you can use the picture? Well, we really want to use this picture. I said well then get on the phone and call Call them it was a local park get on the phone the column and ask them for permission and get it in writing And then I'll use it Well, you know, it's on their website. They kept saying I'm like, I am not going to do it If you really really really want me to put it on there. I'm going to send you a piece of paper that says you acknowledge that this picture was sniped off the internet and That you know that there's possible copyright infringement if you put it on the website And I'm not holding adcock creative group liable for that in any way shape or form So when you get sued or if you get sued It's all on you. It is not on me Well, you know, don't just tell us to take it down. I said well, not if it's a Getty image they're going to send you a bill and They don't do a cease and desist which is the normal train of thing They just send you a bill from some random random amount like two thousand ten thousand whatever and you get on the phone You're going to pay something I'm not going to pay anything. So why I said well, it's like two miles from where you are Why at lunch? Do you not just drive down to the park with your iPhone and take a picture and then send it to me? Well, that's a great idea So I'm like, I'm not going to deal with that So that is probably one of the biggest thing if you have not heard of the Getty letter Google that write a little note Google the Getty letter because Getty is like ruthless when it comes to people using their images and not having Which is I stock photo with ironically which I have a subscription to Yes, it's in there It's in there Yes, it's in there, but they're a they're a client They're like my biggest retainer client, but I I'm after them all the time churches are like the worst stealing stuff I Think there's a church in the middle of nowhere that comes up with all these original ideas and all the other churches copy it So I see it all the time. I'm a member of Facebook groups with churches and I don't know at least once a week. I'm like, you can't do that Well, they don't mind no word nonprofit Yeah, it just means that they're just going to go after you and you can you afford a hundred and fifty thousand dollar fine per image No, I actually even I actually was the photographer on a project of HOA in Florida Hardly to build them a website. I built the website. It was done and then I waited Well, they changed management companies like the month I finished the website. Well, I had gone to their Community and I took all the pictures because they couldn't provide they didn't have their logo So I'd recreated their logo. I did All the pictures well, they decided that That they were just gonna let them use the management company because they were gonna give them a free website I'm like, well, you still have to pay me and they're like, yeah, well, we'll pay it but this gives us this and this and this and and I'm like, okay, and they were like, well We want to use all your pictures And I'm like Well, I took them so I just can't give them to you. I'll sell them to you Because they actually and so I went through this I actually gave them a documentation that gave them the right to use my pictures because I took them and that way I actually went on and read copyrighted them So they're just like general some general Florida pictures because if somebody else starts using them, you know They're my pictures. I took them And then you get into some terms of use and other league who owns it. I mean wordpress is general license So they don't own the code Plug-in license and updates. Okay. I use a lot of premium plugins and this is how I do it if it's if it's a Unlimited license for instance, I have gravity forms. It goes on every side. I build I Do not charge the clients for it because I have a developer license. I put it on every side same with beaver builder But if it's a specific Plug-in that has a renewal of every year that's specific to their website Then if they're on a care plan, that is included I will pay it if they choose not to They get to use that for a year. That's part of the fee because I count that in when I do the The amount but after a year they got to get their own license And I spell that out and I actually tell them when it comes comes time I figured out which ones it's going to be it might be a Woo-Commerce plugins. We know how affordable those are and Or it might be events ticket plus or it might be something that that is it's fairly significant plug-in or a big membership plug-in Then I don't want to keep eating that cost if they are not a care plan So if they're care plan then on the care plan even 99 I'll pick up the cost because that's part of them working with me and then on website security You cannot guarantee that site isn't ever going to get hacked I've had one site hacked and that was The owner's password It was a very very simple password when he had me set up the password. I told him it's too simple Well, it's easy for me to remember. I'm like Okay, but when it gets hacked It's going to be extra for me to clean this off and of course. Yeah, it got hacked It took about three years, but it got hacked and I knew right away because I was using WordFence and It it immediately told me went in I changed his password something about that long and cleaned it all off send him a bill and Then it do reinforce the extra and now he knows the importance of strong passwords hosting I Like to work with a set of reliable hosts If you've got Bob's hosting And I actually had a church that had a local hosting company who had absolutely no idea what they were doing and They didn't have half the PHP libraries they had in there and it was just a mess It was a pain to deal with it's like dealing with uploading to go daddy I always have issues when I try to put it on go daddy. So I Actually list these are my recommended hosts if you're using something I'm not familiar with I'm not going to guarantee that the site's going to run the way it does in development Because I have no idea What that host provides? Ups ups site updates and backups if you're not on care plan It's up to you to be responsible. Then I go into what is a car care plan Here's my offer basic business and priority care You know, how do you pay for it? Cancellation at any time Third-party services if you get some Marketing company you go in there and do stuff to the website and they screw it up I'm not responsible to fix that that is going to that's beyond the care care plan Email deliverability. I'm not getting my contact form information. It's going to my spam box My users aren't getting the information Well, one of the things I do for almost all my clients is I set up mail gun I do a third-party email service and I work with them to set up an account and that way when they get somebody that says They're not receiving the emails you can actually go on the mail gun and I said well, yeah, they got it. They opened it at 938 a.m so they did get it and They're like you can tell that I'm like here. Let me show you how you do that and It stops all the email deliverability issues Pretty easy to set up. They have a free level. They're one of the few third-party email services that still have a free level Yeah, if you're in trouble with the law, I'm going to give them what they need Domain names It's their responsibility if they don't renew their domain name I always ask for them to make me an admin on their domain lit if they have their own domain name I prefer them to be responsible for their domain name, but I want to get emailed when things are Getting close to renewing just a reminder that this is coming up for renewal So when you get the bill from go daddy to pay it and this also gives me a chance to say, okay About six months out from your domain name renewing. You're going to start getting eat getting real snail mail From the domain registry of America or one of those other scammy things where they send you a bill for a domain name They don't you're not registered with I actually tell my clients about that So I said whenever you get something that requires your attention about your domain name Take two seconds pick up the phone call me and ask me if it's real and Nine times out of ten if it came in the mail, it's not real go daddy Isn't if you're registered at go daddy go daddy's never going to send you snail mail to tell you that your domain is expiring now They'll send you 10,000 emails starting six months out, but they're not going to send you a letter and Even about the attribution link Indentification if they're going to sue me they're coming to noon in Georgia I'm not going to Frederick, Pennsylvania. I'm not going to well I would go to Hawaii. I have a client Hawaii I'm not going to Texas. They're coming to me if they have a dispute and My limitations of damages or liability Servability headings. I mean these are all things That I got from my business coach plus WP elevation That I put in and you should always Take what you do go to a lawyer Take what you've already written to a lawyer. Don't go to a lawyer and have them draw it up Take something that's already written have them tweak it for you that fits your business model This is kind of the dashboard or better proposals you have You have it Outstanding accepted lost. I don't really deal with the lost part But you they have a template marketplace, which is awesome So if you do multiple things like SEO and stuff They have a template marketplace so you can just bring in any kind of template They even have the WP elevation template in here So you can use that as a starting point copyright and consulting marketing It gives you a great stop and what I like about these online systems is Every time they the client opens the proposal you get an email to let them know You get to see how much time they spend on each section So if they only spent 37 seconds on the contract part of it, you know, you kind of need to go over that with them I've had clients like read and read your read and And then the ones that just click through and sign And then let's see go here and the next steps is where they can sign You get the option of whether or not you take payments online now Depending on the client. I'll ask them. Do they want to pay online? Do they want to send me a check? So if they say they're gonna because they have to do paperwork and they have to send a check which is fine I just don't add the payment option. They sign it online and once I get that then I give them their welcome I set up their welcome package send it to them. This is everything I need to start the project So let me go back to Here Now if you're just starting out Don't get all shiny object syndrome and start buying stuff. Okay, I Have a PDF version of this Use that and just create PDF versions of it until you've got enough Recurring income coming in monthly to pay for the tools because you can go broke buying all these tools Project management I use Trello. It's free But I love better proposals I don't know if I would use it if I had to pay the $39 every month I probably would now because I'm doing very well on the monthly income, but You know that monthly paying things out don't like doing that So just use PDFs and send it out You may even want to split the the proposal out from the contract So they sign the proposal then you send them the contract to sign The nice thing about a PDF is you can put that in the corner for them to initial every page that they've read it That has that's one of the things I've requested from better proposals that they they do that Tools do it more Better proposals. There's a link to that Bid sketch is another one proposed by 17 hats 17 hats. It's kind of neat. They're pricey, but they have great deals at Black Friday Plutio is one I bought on AppSumo last year or probably even two years ago. I'm waiting They don't they they've got their API and beta right now, but Plutio is actually like Trello and better proposals and a CRM all rolled into one and But I can't get it to integrate with everything So I want something that I can do something and send it to Trello Send it to this send it to that and right now they didn't have an API So I'm just kind of holding on to that, but the API is in beta. So they'll probably have another AppSumo deal coming up in the next year Guide the client get on the phone go over the proposal with them So you can answer their questions right right then and there if they have anything And then get money before you do any work. You may be excited about the project, but Get get the money before you do any work Now stop stressing about proposals You have any questions, I'll be glad to answer them next slide has links to everything Any questions Dave Excellent suggestion. I'm so gonna steal that What Dave said is what he does is he records a video of going through the proposal includes that in the proposal So he doesn't it saves that step of having a phone call and that's an excellent idea use Loom use loom.com for recording the videos I'm gonna like start doing that this week. Yes No, I pay the fee. I'm connected to strike. Yes, it ends up being you know 2030 some dollars, but in the grand scheme of things for an eight thousand dollar website, you know Now for a twenty three thousand dollar website Send me a check Because I really don't want to pay that 200 or fee. Yeah. Yep. Yeah, I need to remove that because I stopped doing that and That's like it needs to be updated so thanks for pointing that out because I didn't catch it the last time I went for it Any other questions Dave I have the I have the care plans. I just say that any additional work is up my currently hourly rate, which I Told them on verbally. Yeah Yes, yes Well, eventually, you know, my prices for care plans will go up, but at that point It's just like any other client That it's going to increase Like you would do for any legacy client when you're raising prices I don't have a timeline line, but that's a good suggestion Okay, I'll ask that because I'm going to actually take this to the to the lawyer here in Georgia because this is kind of left over from Florida when I live And I haven't been to those But I'll make a note of that I'll send you an email. Let you know the answer Any other questions? Thank you very much