Lessons

Lesson Info

Skype Chat with Patty Bradley

Miss Patty Bradley High. Patty, how are you? Hi there. How are you? Good. You look terrific today. Oh, thanks. Excellent. Ugo, You got your collar? Yeah, the girls did. I had a collar flapping today. I'm sorry about that. I e I did notice behind you. There you did. You did a little favor and you brought a couple of different framing ideas. Would you mind? I don't know about reach around and grab a but just just point actually behind you to the two are normal frame. Yeah, you got it. That's their normal bring right there. Which we talked. We talked this up all the time. I There's different ways that we present this. But one of big things we talk about is our actual portrait framing artists that we have. Who's Peter V? But this is really cool name Peter V's really great. And he he has a way of doing framing that. He looks at a print and he makes that frame just perfect for the client. So we kind of like, talk up our framers artists himself. So that's part of it. Also, we always talk abou...

t the quality of the printing, and we talk about how will is a Moab master printer and we have museum Great Prince exhibition quality prints so we use allow that kind of phrasing in the terminology. Also, the frames air premium grade frames that are custom, you know, custom made. So that's that's big. And it's archival Matic. So we really talk about this this coming around 500 years and last time to drop the kids like So which one of you kids is gonna get this framed, you know, So we're already kind of assuming that they're purchasing this frame and we sell a lot of, um, we have Some of us are typical frame. Of course back there that you see it it doesn't come with the easel that it's on. That's just on there because you're just being nice and putting it together. And, you know, you did a real nice job with her. Thank you, by the way. So that is a typical look for us that's going to be a horizontal photo, right? We go between square and horizontal. The fun part is that when we shoot horizontal, we actually shoot 16 by nine. We don't shoot for three very often. at all. We really shoot 16 by nine because we want to emphasize that whole modern age of photography. We think primarily because of Instagram is square in the fact that I'm into square and we also shoot 16 by nine because that's the shape of a television set. That's the way we are. So the typical frame that you see on the right side of your frame there, that's gonna have the basic priority of the basic prop properties. The black frame, the distance of the white off white Matt. And if you look very carefully, you'll see that there's about 1/2 a inch of paper white. Now we use bright white ink jet paper, so it's gonna be a brighter White than the mat itself is going to be. And there's a little black border. And then there's going to be the print. Now that print that you see there we call. That's a wonderful little print there that I'm very, very fund of. I call that the smooshy face right. We're going to do photos with moms that have one kid we call those smooshy face shots, and that's gonna be the kid in the middle Mama Dada going to get a great big smooshy face and that one happens to be the monster size print that's in our studio. In fact, it's Louis 40. How many inches wide is it? 46 inches wide. When you walk in and you're sitting down to have a session with Louis, you're looking at the computer and on the wall on the left, lit perfectly with the music museum grade piece of ah, spotlight is a 30 whatever size print in a 46 inch wide frames. So that's and thanks for selecting that picture. By the way, Patty, that was really cool. Okay, so also behind you, if you could lean to your Oh, hang on for a second. Just with that. Hang on. Hang on to show that last. Hang on. Hold on. Yep, Yep. Okay. So if you were, you got it. Lean to your right. You'll see that behind their we've got That's the promo that we've got the other way lead to meet your other right? There's a promo there that we're using for one of our the HIV event. If you look in the back there, you'll see that there's it's a Chicago portrait, right? And you've got a cluster of four photos. And those are the photos that we've made into very large exhibition grade posters. And because we have the ability to print on loss it Moab inkjet paper, right, I'm a Moab guy, top to bottom. They actually custom made us some special, special size, double sided paper that we're able to print on to to make these posters. And this is what we do. We hook up with these. They're typically silent auctions. This is a great advertising piece for us, for both hybrid as well as printed pieces. And we go in and we will print these up and we'll say, We're gonna go to the black tie affair and we go. We don't shoot at the event, by the way. But we do have coupons underneath there where they're able to come on in and get either a printed photo session, or they can get a hybrid session if they want. And we say it's a $799 value and the were going up size your frame if you want to to $1150 or if you want, we'll include a hybrid product with your frame and that gets you also at the $1150 price part. That's our standard piece that we do for our only do two of them per year, because it does take a lot of time. It takes up a lot of energy to do that, and that's the postal. Thanks, Patty, for putting that poster up there. So all right, Lee. And the other way, if you would please, I want to describe their the other way to describe the other. Those two white pieces in the back there. Those are our float months. Those air called float moans. Now those Air five. My five inch prints that we sell as an add on those air, typically going to be for that foot. That company customer that wants to spend their money on the hybrid product, but they still want to end up with a printed product. Well, they don't want to spend a whole lot of money. They don't typically want a whole lot of space because they want to have a smaller little spot. So what that is is a five by five printed a master grade print that's made on a non glossy surface. I choose which paper it's going to be printed on. And then it's It's put together with archival tape onto this wonderful little float mount that we buy at the graphic art supply store. So we're looking at a print itself that costs baby $06 for paper, another buck and 1/2 maybe for ink those air five by five inches. Then we spend $11 on the mat, their pre cut that way for us, and you could buy them by the way to company called Bainbridge. You combine from pretty much any large size a graphic art supply store. Then we hop on Amazon and we buy those little easels, those beautiful little love metal easels. Those are $14 apiece, and we sell that whole package for $110. So if you want to do the Nath on how we're doing that, you'll see exactly that's what those are. We don't sell a lot of those, to be honest with you, and the reason is we got a real sales person. We don't need to be wasted Time selling $110 piece when we got to go record like itself. $1500 prints all day. Right? So show me the beautiful Ah, block. Merge Bach, Mert that you had put up there. Very. Yeah. Yeah, that's pretty terrific. Yeah. Tell folks what that is. We a Patty. This is the This are Black Mountain, which is actually a will crack it original design. So this guy has figured it'll out. Yeah, the Guinness is our museum. Great print. And he actually custom does this whole design, so this could be a difference size and you'll figure out the borders and the paper the way he mounts it, it's all custom done. And when we saw this people look at this. They've never seen it before. They've never seen anywhere. It's It's really what we sell to. We usually sell against that float about Really, We really sell to this. This is what they really like a great modern on. They like the idea that you don't need a frame. You're gonna put this on the wall and it's just very contemporary. And a lot of our clients, that's their homes. Their Children were like this. It works well with the framing, and it makes a great gift. I am. And we also put these boxes where clients? Because these air kind of get diamonds for Grandma's mom? Yes, and they're very, very pretty boxes that you picked out there for us to. All right now, that product is sold rather unusual and a lot of people, but by the way, Petty have been emailing in about X's and O's about numbers. And let me just briefly go over the numbers on that one, if you don't mind, please. That box itself is not black when you buy it. That box is a its called a, uh called a clay board, and you could buy it again at any graphic art supply store. And it's beautiful, would on the sides and on the front. It's got, Oh, it's got some sort of clay surface that you can not only draw and paint on, but you could. You could carve onto gently if you wanted to to Well, the nice part about it is it's extremely well made. It's very accurate in its size, and as soon as I saw it, I realized it comes in a variety of sizes and shapes and only costs about $8 for the medium sized one. So I buy them, and the first thing I'd do is that I prime them. Then I let the primer dry, and then I have sand it a little bit, and then I spread with you. Ever see spray paint that's called chalkboard and spray paint for kids and allows you to take a piece of wood or anything you want to and spray it with this black that has a rough tooth to it that allows you to write with chalk and then you can erase it off. There, you could make anything you want to into a chalkboard. Well, what's really nice about that paint is that it has a beautiful tooth to it. So I do. On those particular pieces I signed knows those are that's a premium product that we sell that I put a signature on two. And then, of course, I like to sign in pencil on those. Well, we don't want those to be cleaned off and rubbed off because there's no glass in front of those. So those air then sprayed with a couple of coats of lacquer, I use a satin finish lacquer Then after that, I do the mounting and patty, Would you mind holding those back up there? And you can see that those air about There's two different mounts. There you're Yeah, you'll notice that the white edge there, in fact, is not part of the ink jet print that's actually a sub mount. I'll take a piece of Yeah, thanks that white edge there. I'll take a thick piece of ink jet paper called Mo Abs in Trotta Paper, and I'll take something heavy like like a ruler, for instance, and I'll place it right on the edge of a table and I'll rip it like that. And then it leaves me that little ready edge and then I'll rip it again the same way, same way. And then I glue that to the board, man. I print the photograph and I use a little bit glossier stock photograph. Thanks, Patty. And then I put that back there and then you'll see. By the way, neither one of those patty have the certificate of authenticity on the back of those. I could go get one If Yeah, if you wouldn't mind. Good two Patties. Actually, studio. That's nice. A lot of times when folks have works of art, right? They like toe, have a certificate of authenticity in there and we have to. We have one that funny that I like to have, because I kind of make fun of the fact that certificate of authenticity is sometimes by some photographers could maybe be taken a little bit too seriously. And I pretend to not very much take myself too seriously, thank you very much. And there you go. It's OK. And there you go. So that's gonna have our picture. Me? It's gonna have our corporate logo on there. It's going to have when the print was made, the name of the print signature at all that's going to be written on the back there and people respond to that, don't they? They like that certificate event of authenticity and let's let's get the price. We talked about what those little pieces cost. Well, people by those, they get to order small, medium or large. And these these again are also products that are great to sell with any product. So if they come in to buy an e product, one of the things we want to add on to them is an affordable printed product. Well, these these are called block mounts and block mounts, in fact, are affordable. Come certainly compared to framed prints, and they sell in three different sizes, right? Fill me and Patty. I don't know what the sizes and and frame prices are. What we don't jump a lot with Small's medium. That's like 3 15 of 3 75 and then our large one is for 50 okay, and we don't really give a whole lot of choice. I know that sounds really weird to people, but we want to let them know that if you want to order a black mountain, you get to choose if it's small or medium or large on the net, and then then the picture that's going to go on there after that, you really don't have a whole lot of choice. If you come in and you decide you don't like it, you just don't pay for it. That's all there is to it. But I decide if it's going to be fits. A square print, for instance, does it go in a square block mount or go to go on a rectangular black mountain. I decide how big a photograph is going to be, and I decide how much area the sub month is gonna be. Then they tell us if they want tohave it to be Wall Mount or if they wanted to be free standing or if they don't know. And if they choose Wall Mount, that's great that it gets the rubber feet to get put on the back and it gets out a wire hanging frame that goes on the back to So these air, all little products that we sell here. And if, in fact, if we could flip back over to my screen here, I've got a little piece of video that we used to promote and sell this, and this is called course block about. This is part of our slideshow that happens in our studio all the time. A unique product showing when it is it's custom made three sizes and signed includes their scientific certificate of authenticity, right? Wow, No, why do you think that's important? That's going put Patty back up there. If we could please, why do we think that's important? Well, here's why. I want to give Patty all the sales tool possible. My job as the guy that runs the studio is to make sure that I give Louis and give Patty every possible tool to be successful. There is because if the studio is not successful or we have a product or a project that's not successful, it's not Patties fault. It's not Louise fault. My fault. I'm responsible. I want to make sure that they have absolutely everything that they need. And Patty came to me one day and said, You know, we've got this beautiful 50 inch television that's up in the top part of our studio In its position best beautifully. We talked earlier about the fact that when you're getting your picture taken that the main light actually blocks this large television and also blocks Louise viewing station to well, we use this television in order to present ah continuous slide show when people come in. So when folks come in for a hybrid session, or if they're coming in for regular still photo portrait session, we've got a continuous 22 minutes to use Apple TV. It's really nice 22 minute high rez slide show that just plays over and over again. That shows a variety, different pictures. It shows a variety of small video clips, just like the one you saw of the block amount of the float amount of why our prints are the way that they are. The fact that will crock it's won some awards of being a Moab master, whatever it ISS, and we use whatever, whatever, Whatever, right. I'm not real big on sharing awards and stuff that sounded big deal with me. But it does end up being impressive to the clients because remember, there are times in that one, our session, that clients are in our place and I don't ever want one minute when that client is disengaged, I want them to be engaged in something all the time. If it's a teenager and they're done interested in, they don't care. They don't want to be around and there at least engage into their cell phone and they're texting and they're tweeting terrific. They're engaged. But if I have a mom or a dad or a kid or grandma or someone that's in the studio and they're not engaged, I need to find out how I engage them. There are times, in fact, that Patty's airhead sales person. There are times that Patty turns into a baby sitter. Oh yeah, when there are little kids that are driving Louis nuts at the sales counter and he's doing his best to try to find out which pieces of video are going to go into that pocket portrait and the little kids air coming over. Mom, when do I get my toy? Mom, when do we get to go out to lunch? Mom, I gotta go party. Mom, I don't like the dog. Right? And how can you not like my dog? Right? I have the nicest dog in the world, by the way. All right, So what happens then? Patty says, Oh, hang on a second, guys. Patties got bubbles. She's got coloring books. She's got the safety scissors. She's got all the little games. Next thing you know, over the kitchen section right, which is just far enough away for everyone to see weaken still here, where we're at their Miss Patty now has given up on the sales and is allowed gluing to become our primary sales person. Why? He knows his job to Louisa. Darn good sales person. Don't get me wrong So there may be times where Louis completes the entire sale and Patty just turns into the baby sitter. Now we have, by the way, tried to switch that around and allow Patty to complete the sale and have Louis B the baby sitter. That's a disaster, because that turns into Louis teaching little kids to do sounds. Yeah, that doesn't go well with Mom, right? Not at all. So, Patty, we got a handful of questions we need to go over with you. Most of them got to do with how we're going to sell, how we're gonna make how we're going to generate profits, how we're gonna be able to make money. What we're talking about. A profitable e products, patty. The the major priority of, let's say, e card pro. Because that's our most successful one. The major way for us to generate sales for that is how Please tell us well assed faras a talking about your visit to different businesses. Right now we have the part. That's, of course, e card, pro business card. And then, of course, we have the portrait session and how we apply it. So there's two different clients there. One client we bring in is, you know, in the business part of it, that's a That's a whole process in itself. And I look at it a lot, like, uh, going out and finding leads and finding people that are looking for a better way to market themselves. And so we have a lot of things in common with those people because we understand marketing and a lot of those people they don't understand marketing. They know how to sell real estate. They they do have to market their real estate. They have all kinds of different marketing they have to pay for. And I myself, I don't sure I kind of this this morning about talking about me. But, uh, you know, I sold insurance. And so I look at a lot from that perspective that now, like with that portrait in, But from the end of going out, finding a client every day and that's a job in itself is finding clients on. That was a whole lot different for me because when I was a portrait photographer in my studio in Iowa, I found family, portrait's and weddings much everything that's sold itself because of the images because images like the family behind me that really sells itself, doesn't it? I mean, you put that out of social media. I don't really have to talk about that a whole lot, right? But when I'm talking about business e card and it's a great product, and once I get that, it's someone's hand and they have very card, they're sharing it. It sells itself. So really, it is perpetual. It's like, Here's this product. It's great. The next guy's gonna come in because of that. So I can see where we're building that business and some, you know, sometime down the road. I don't think I've got toe work at that too hard. So but, uh, portrait wise to, you know, we took a little jump, went from the house or town studio to Chicago. Portrait. And I am always. I've always been kind of a big person, a person, kind of, ah, cells person, like in my own studio in Iowa. I would be going to the grocery store, which is only a block away, and I would walk around. Just talk to people and you could do that. A friendly little town in Iowa, this is Chicago and quite the same, huh? Yeah. What same impact other day. Robbie Deans. Whatever. Hybrid heroes. He explained to me what Iowa means in Chicago. It means idiots out walking around. And I was like, What does that mean? It's because you guys always talking. Everybody wants to talk to you. Oh, well, that's kind of weird. You know, we were just friendly people, but we go out. We, uh you know, you know, a Sfar is like, we're out the street. Will is out talking to everybody. If they have a dog, especially. We can't We can't go five feet. There's, like all these people talking. It was like, way have a studio street, and it's called Chicago, quartered at pro. It's right over there. So I It's true. If I see someone that's within 56 blocks of the studio and they have a dog, I'm just trying to sell them a studio session to come on in. I guarantee I get a good picture. You and your dog. Oh, yeah, no doubt. Yeah, yeah. So So, marketing, in a way. You know, we've picked up, you know, people from just other clients. And I think that really says a lot when we can have a client come in, make them really happy. And they send in their family or their other friends. And we have ah, Gayle that she loves it so much. He made two more appointments. So, uh, we're doing really great. If we're you know, we're doing that. That's what we gotta do. We gotta return the business. Yeah, that's exactly right. Where do you see as faras the hybrid photography I talked earlier about our numbers are projections for this year are between 18. Many 20 to 23% of our business by the end of this year will be generated from hybrid photography sales meaning e products There is. Where do you think we're going after that? And where do you think the rest of America once they start adopting this in places like Creativelive are now showing showing items like hybrid photography And I mean that means that's gonna help the whole universe catch on. We've had WPP, Isil's PM, and even the people folks have jumped in on that whole thing. Two. What do you think the time span is on when people are going to jump on and we're gonna have what we call critical mass people going to have enough e product into their salesmen. You When do you think that time is gonna be? I think it's gonna be soon. I really do it cause I think that, uh, we hear a lot of it on Arlington Group. People that are just searching for the answers to their issues that they're having about selling the print cells or print sales are down. Unfortunately, and they need something to the bill. You know, their cells and everybody knows that everybody's out on their smartphone now. We're not. We're not, You know, when a mom comes in studio, she's on her smartphone half the time, and we know that that's where her own images are. That's where we need to be. And that's where we need to be with business clients. And if you're not working to be on someone smartphone, you're not smart. You just gotta be there. So, you know, and it doesn't take much to explain this to people, especially the business world. As far as you know, you know, where do you want to be with your client? You want to be able to communicate with that person, you need to be on their smartphone and and I just show this to people actually, things that we do to people and they get it. It's not. It's not rocket science to figure it out. That's right. That's right, particularly with the sales people. When we show him that and we make a presentation. For instance, Patty, you and I were asked to go in and make a sales presentation, Teoh Realty Associates and we decided, Well, let's do it their way. Ah, lot of times business organizations, professional sales people, for instance, real estate agents. They have sales presentations, and that's what they do. So we figured we turned it around to go ahead and do a sales presentation. So you and I got all dressed up, ready to go. We went in. We were ready to collect the data and tell us the story about going in, putting together a quick presentation. I did maybe six or seven minutes worth of information, then take it from there. Well, we had about 1% of the Realtors there in the room. Very excited. Well, right about one guy was that he was the older guy, you know, he was He was He was interested in the technology, but pretty much everybody else came up to me. And what's really cool about it, e card is they need to give you their information to get the information. So I'm busy collecting their their phone numbers so I can Good. I'm like, Well, I need your numbers. I can send you the text and they're like, Great, you know, either give me their business cards. So the smart thing to do as a sales person and I've done this. Now I know that now I understand smartphone technology. I go in when I send someone my e card or Wilsey card. I take their phone number down and I, right away make sure that I have their contact information in my phone. Because if they call me someone, say, I check How's how's it going? And that always oppresses them that I know it's truck because I took the time to put that in my phone. And also it's great because then I know check works for Chicago reality. And if I haven't heard from Mike a call, okay, check. How's it? How's it going You know, in a lot of times you realize that people are just busy. They're busy people and they need to be reminded about things like, You know what? We need to get this card, you know, this card session in or can I follow up with you with the other clock or with the other Realtors? What could be dio? So that's the most of my brothers. The most amazing thing about that keycard pro is the ability to collect other people's data into your own phone on that topic. Do you think that it's worth time for photographers to make appointments to go? Do live presentations seem like our good friend Ed Gordon? He does a terrific job of presentations when he's really good at that. Those eagles into banks gets people all put together. He goes in typically half hour, 45 minutes before their doors are unlocked. He does just a 15 minute presentation, ready to go. He picks up whatever orders he needs to, and he brings him in one of the time he gets those done. In fact, I think that's his entire business model. Yeah, I think so. He's just a sharp dressed guy. And what do you think that the reason that he's successful doing that is that that's a great way to reach customers? Or is it just happened to be his skill set? I would say that he understands how to reach clients, and he understands that this works the best for him. It might not be the best thing for everybody, but for Ed, it is just a smooth talking guy. I mean, some people are not really good, you know, face to face. But it is great at that. I think that as a sales person, you really you want to be a good face to face cells first, really to make appointments, but not everybody does. So they signed the way to make that work for them. But for and that's the way to do it. Absolutely. I'm interrupter just for a second. If you don't mind. Patty, I've got a video from Jasmine about how to market hybrid photography. No, she doesn't a little bit different than the rest of us does. And if you don't mind, I'd like to flip over to my full screen here. Yeah, here we go and I'll hit play this is jasmine mash ins based out of Omaha, Nebraska. I believe lights and everything you know that you know how to do this question is, how are you marketing your hybrid? Here's a couple of ways you can market your hybrid photography business. First on your website, you can have a page dedicated to your hybrid photography. Your take a look at mine Since you dog here, there is a servant link to the hybrid photography pager. You see where I have a three description that harbored photography and how it can help let clients know have a sample of the higher photo. In this case, less is more so. You don't need to go into great detail. Just briefly touch on hybrid photography and how it can help your flight. Another avenue to market Your high road photography business is through social media. A one of those hyper photographers. Arlington, Another Avenue Freeze market. You're socially, yet it's Facebook. A lot of us will go on there and posting that we have a client. They're very other options out there to market your hybrid photography business other than needed, I think. But so it's not to you to decide which social media and do you think is best for you? Another avenue for you to market your hybrid for top business. It's the level working. This isn't avenue that I use personally a lot. When I'm talking with someone that could be a potential client, I'm going away to show them a sample of my carpet photo using the IPhone. And that's something to for you, that big, great marketing tool and something that you carry around all the time. As far back didn't help. I sold my first hybrid Holy Photo shoot. Presentations are a great way to showcase for higher photography. As a matter of fact, when I gave a presentation in front of a room of this, those people, I've got a waist integrate my Harbin photos into my Power Point presentation and you know what? It works the next day, as some of office looking issued for them so you can see there's many different avenues to market your harbor. Petar you visit. There's only one way to find out which one works for you. Go ahead and give him a try. You sure to check out the other concept from our other pirate heroes on here, Jack. Men's hardly, but it's different. Excellent that there is a different take and go with Patty up. When you get a chance, there's, ah different take on how she wants to market her. Her media, which goes kind of kind of not not against our grain, but it's very different than what we do now. Patty is much more into social media than I am. I don't believe that in Chicago, in the position that we're in the way to spend your dollars and your time is Social Media in order to sell hybrid photography, and not that I'm against it. I'm totally fine with all that stuff, and I'm glad that it works for Jasmine, however, it just doesn't work much for us now. Twitter, for instance, is extremely popular, and it's very popular. Wiffle A lot of the younger folks now the member, the primary person that's going to be buying our product is going to be a mom. It's gonna be a pattern. It's gonna be a my wife, Midge. It's gonna be the person that wants to record the memory of what their child is, and child this like it's going to be Ah, special time. A special part in a life that they need to have recorded. And we need to be able to reach them and share their social media ways to do that. But petty how with our marketing model is you see it. How would we use something like Twitter, for instance, in order to help us sell more hybrid e products? Do that through way. Haven't we have just started to Chicago portrait Twitter site, Which is kind of fun because I basically start following different popular places around Chicago, and all I do is I might take a picture on the way to work and say, Wow, it's really gloomy day, but we can't wait to go to Scout worked out pro. And would you believe people favorite stuff like that? They like that kind of stuff. No, I wouldn't believe that. No, I wouldn't believe they. Okay, I also do because you know how I also do a lot of the well, I pretty much do all of the social media for hyper photo. I'm called shoot smart chick. I know, right? Right. Okay. No, but that's just another thing I do, but, uh, shoot smart chick has a pretty good following that we're doing right now, and we've done a lot this week with great of line, and we've gotten a lot of followers this week. I keep posting about you being on the show, and all of a sudden there's all these people following, you know? Yeah, about okay. We also mentioned today that there's another another issue, and that is that sometimes if we have a successful printed portrait business, which we're doing OK with selling framed prints, are we shooting ourselves in the foot by trying to sometimes sell an E product instead of a printed product? Because it's really hard to sell any product that has a value of $1500 where we can easily sell a large, beautiful framed print that's $1500. So how are we hungry? Gently guiding ourselves around the ability of not underselling to our client by selling them hybrid or setting them meat products versus printed products? Well, I look at this way. I think we're serving our clients, and I always look at that as the most important thing is that we serve the clients needs, and if they need a big wall portrait They're gonna buy a big wall portrait were there to help them through the decision process. And if they need to be able to show people their pictures through a Zen Folio site on a gallery, we're gonna be there to help them do that. And I love the look on people's faces. When I get through the presentation, I go to the gallery and at the analyst thing. I get out your phone and I'm gonna send you a link and they're looking at me and they're like, OK, because they don't really know what I'm doing. I send in the link and then I go. I open open for email. You know, let's click on this link and let's open this up and look at this thing and they're like, they can't believe we're giving this to him because we're giving it to a right. That's right, because we're serving your client so they might have just gave us $1500. But we're really providing them with a lot of services, and I always believe that it's 50% of the experience that they've just gone through a lot of comments that we get from people are. I am just totally enjoy the whole experience, that how you people treated us from the time we walked in the door and what we came out with. We're gonna always feel really good about that picture because we felt so good when we're having a pictures taken. And we felt so good how Louis treated us and how you were so nice to us over the phone. So is 50% of the experience. So I mean, they could take their own picture. A lot of people tell me about this. They could take a picture with an IPhone and sit on the couch. Do that. But that's not really an experience, right? That's right. And service. And Lorenzo and I were talking quickly and even over lunch time about the difference between he being a mobile photographer doesn't have a studio. Everything he does his location versus us, which were were tied to an address, The difference in way that ways that we market ourselves in particular way, we market our hybrid photography and you products is very different because of the fact that, well, we're competing against herself in some aspect. And also he doesn't have to deal with the overhead. And he's not interested in having to sell 16.4 frames every month in order to pay the bills. Yeah, different story. And what? They're going with that too. I know that a lot of people that I, you know, competed against my story in Iowa. You know, this is what they were selling. They were selling CD for $75 on a session that they priced at four or five hours of people. Get over that. I'm like you spent How many hours with him? $75 Really? Do the map. And, uh, you know what you really need, Teoh. A price sheet. And you know what?