The Value of Partnership
So we're gonna move into partnering, Um, and you want, you know, to partner with brands and business that have a similar alliance with you. And I know that there's some partnering going on in this live audience. This is great. And those of you at home should be thinking about who can you partner with to help grow your business on instagram and the value of partnering? You know, you want to grow your network with targeted cross promotions. So you can some of you think of examples with what that would be with you so we would actually target service. A talked about targeting where she's having where they host a lot of weddings, right? Well, for our target, for you would be the same lines. I just wanted to share that last night when I was on Instagram. One of the people that I've targeted is this person who is huge and dog blogging, and she had a picture of her dog eating an apple. So I just sent her a comment, saying, I've got your dog would love my whole my apple pie dog treats, and now ...
she's going to do a blogger on it. This happened yesterday, last night, so I mean, it's just really again the power of Instagram. It took two seconds. That young right, we're having a block post about their treats. So I love that. That's so great. You're sitting right next to the dog way with spirit spirits. Okay, All right. And you want, Like, we've been saying over and over again. It's that value that you give to your followers And Beth mentioned she's sharing twice a day. And I, you know, we talked about this yesterday. How many times is it? Too many times to post and I I find to the magic number. If you're getting the engagement, you're gonna have to check to see, is it in the morning? Isn't the evening. I will touch on and show you icon a square later, But that is Thea Online place to go to check your stats in your data. So the 3rd 1 is how to increase your engagement. So this is you know, you're engaged so that you could make more money. So I love I love best strategy as an artisan where she's not being sales and she said that a couple of times because she's not sales. A. I love to sell. I feel great selling things that I believe in, but for artists, for some reason, they don't feel quite so comfortable selling. And it's a big part of what you've got to be doing if you want to really make money producing what you love, so selling is really important. So how do you do that if you don't want to be sales? A. So it's that engagement that we keep talking about over and over again, and it's it's interesting because you goto one account. It's like turning a magazine. It can take you to another account and then another account in the discovery piece of Instagram. I think this is where I spent an hour every morning is because the discovery is just so magical. And so I'd like to take a minute here for people to talk about discoveries that they have when they might just goto one account. So you might visit Beth or me, me or trash, and then you'll see Oh my goodness, those dolls. I want to buy them for my daughters and then best tag somebody else. It took you to the fabric and you think, and I need to do my curtains. And now I want to buy fabric like Has anyone had that happened? Yeah. So Caroline So my best friend. She got her dream job through instagram. Some friends of her said, Hey, check out this horse ranch. You should follow them on Instagram. And then she decided that that was her longtime dream and she quit her corporate job and she's going in doing that and living on Horse Ranch. Is this recent? Yeah, this just happened, like, two weeks ago. And where's the ranch? The ranch is in Colorado and there's a bunch of photos of my friend on horses that I took for her for part of her application, and they have this huge falling on Instagram, and now she's getting into into Instagram, and she's like they have so many followers. Maybe I'll get a bunch, and she probably will. So not only can you make money on Instagram, but you can get the perfect dream job. Great. That is on awesome story. Anybody else want to talk about discovery beyond what they're selling, but something that's giving them value to their life or their friend or some great discovery. Well, I just love Instagram because for me it's just inspires my heart so much. There's one woman and I don't have to figure out what her, um handle is, but she sells these Mason jars and they say, Boom, you just got loved. Has anyone seen the on and people all over it showed up on my feet because so many people I knew had these jars and they were posting pictures of their green smoothies or whatever it was that they were having with her merchandise. And I don't know. It just really spoke to my heart. And I started following her and I started following all the people who are posting the pictures of her jars because I figured it was a big women with Mason jars. Even restaurants are now serving water in them is definitely the green smoothie movement. I actually start bought Mason jars because of Instagram because it seemed like everybody who had Mason jars was happier waning. Mason jars, I think, will be more fulfilled. So so shout out to the nation jars and you made it remembered on the last course. I featured a simple green smoothies, totally giving a little plug for them here. Because if you're like me and you love green smoothies, that is the account to follow. I'm gonna just tell you why. Not only do I love Jonah, Jonah cells are one of the co owners, but she creates the most deliciously beautiful instagram feed with vegetables and fruit in mason jars and gives the recipe in the post gives the value in the post. It doesn't take you to a blawg to go get the recipe. It's all right there. Um, and it's just really good stuff. So if you if you aren't having a green smoothie, you should be. And if you want to know a recipe, that's the account to go toe. So great. So let me move to my next likes. I want to give a shout out to one of my partners who's sitting here in the audience, who we talked about a little bit yesterday and today. I actually I told you I love bracelets and I do sell a lot of them. I'm wondering if you guys can get up close with this. So, um, Catherine created a custom bracelet for me on the cape. It even has my Cape Cod charm. It has the light house. It has the little flip flop and any of you that know Alex and Ani their stores all over now, this was the it item in my store. All the people have them stacked on their wrist. So I sold a lot of those. And then she also had that on a charm for me on a necklace. But I also had a charm bracelet with dolphins and starfish and White House again, and he sold very well. So, you know, Katherine watched me on the last course as you heard yesterday. And, um, I think she actively reached hope. Here's what she did for all you artisan. She's like, I really want to sell to your store. How about I just send you some inventory? But I didn't really need to buy any new inventory. Sometimes store owner owners plan their inventory far in advance, and I do sell a lot of Racists. But she was so confident in her product that she sent me. She's like you could return whatever you don't want or whatever doesn't sell. So I'll tell you that the colored bracelet she sold She sent me a whole stack of them and on the cape, like the color of the cape is basically pink and green. I kept the pink ones, but all the other color scent work. So she happily took them back on. And then I placed in order for what was selling. So she did something really smart, knowing that I would be a good account for her and she wanted to grow her business. Um, and then she's She's wonderful. She's always giving me shout outs and tagging me. I love it when she tags me. This is a This is an incident where she tagging me is so that I get my attention on what she's doing as a mentor, and I am giving her feedback. And then she sends she tags me on wonderful quotes like us that really mean a lot. So I'd love for you to talk about, um, you know what you've been doing successfully? An instagram to make more money for your business as a partner, reach out to people that I think would be a good fit. And I knew that you didn't know me, and, um, I just thought, you know, sending you the merchandise would let you see the quality of what I do. And I do that sometimes with people because I used to be in major markets and I'm not. Now I just find that reaching out to people directly on Instagram is better and easier. And, um so that's often what I do. Great. Great. So, um, are there questions beyond what we just talked about? I you know, I'm just excited. I'm smiling at you because of what you did. Well, Linda Linda is joining us online. She says she knows the green smoothies from your previous course, and she loves to that big hit. I kind of wish I had one here. That something creative I might need to start doing so. OK, so let's go one more step further, we're gonna attack talk about strategic tagging. Now, I know that I already talked about this, but this is a riel important feature and strategy that you should all be using on Instagram. You can you can tag a picture in the description as we talked about you can tag a picture once it's shared to Facebook. And then we didn't really talk about that but you can tag. So you tagged the picture, touch it, it pops up all those tags. And then if if you choose to share it over to Facebook, which we're gonna dive in deep a little bit later, once it's on Facebook, you can tag it there and get more eyeballs on people in their feet in their news feed. Someone talk about that in a little bit, but he isn't a slide. That's actually something you can tweet. This is a great screenshot opportunity. Um, when you tag someone on Instagram, they get a notification. What colors? Notification. Orange high energy. And that's getting their eyeballs on your feet. And to Johnny's Point. Sometimes you don't like it. And to Caroline's Point, sometimes you do it strategically, and it's positive you, as the Instagram owner of your account, can antagonist self from something you can report something that you think is inappropriate. You can block them, or you can delete the comments of someone's leaving a tag comment that has no relevance to the post like they're jumping into your conversation and they're making it icky. Um, like, go away, put them in the trash to do that you have the power. You don't understand if you don't know the mechanics. Remember I talked about my YouTube channel yesterday. When a director there again. Then you can just learn. I have a playlist of techniques of of different things that I teach and one of them is how to throw. Um deletes a comment on instagram 5th 16,000 views eso Everyone needs to know how to delete a common investment It again Because people get ones that they don't like come up a lot. So not just deleting comments, but also people who want to un follow people They don't want to block people. Yes, Yes, I want to quickly say you heard me say this Sometimes it's all about the fall over fall. Did you hear what she said? Someone follow me in the next day They unfollowed me That is so yucky like I that that hasn't really happened to me. I think people know that it would I report, but But that's just like not how you do Instagram to get a follower. OK, so we're going to go on Teoh another Google hang up. But before we do, I want to talk about Hillary? No, again. She is in the back end of our instant Ally. I am so thrilled to be introducing Hillary. She is awesome. Another be schooler re for Leo. What can we say? Like we're connected. And we have a great community here. And Hillary is a personal stylist and she is unbelievable. And she has a huge following on Instagram. And she even teaches Instagram in a very hyper focused way. Teoh some of her clients to help them understand how to use it. And I just love her feed. I love how real she is again. A lot like Shara. She's not being a model, but yet she looks like a model, I think in all her pictures, and she's very strategic with how she posed. So we're gonna be going through the posting strategy that we talked about yesterday with Hillary. So welcome, Hillary. I try and stay alive, folks high. She looks just is adorable there that she did in the picture, right? Well, thanks so excited to have you here. They also excited to be here and let's talk about Instagram. I know you do. So you want to just gave you a brief background. You want to just go into like who you are, what you do. And then I'll get right into our questions because we have a lot of good ones. Yeah, absolutely. So I started my business three years ago as a personal stylist and then soon afterwards, kind of transition. Also coaching other entrepreneurs because that was 50% of the emails that I was getting in my inbox. So I was on Instagram at the time, but just not using it very much, just as a real person. But about six months after I launched my business, I had the idea brunch one day with my best friend Teoh come up with a style prompts challenge and I called it Stop me march and I just put it out there. Not really thinking, Oh, my gosh. People are gonna be like, thank you. Thank you for giving me a whole month of free daily prompts like it's kind of had an idea. Didn't think that much about it. So really through doing the Salome challenge was what kind of developed this, um this love for instagram and the relationship with people there and also the community I was creating amongst people because they were, You know, I had a girl in Seattle who then met up with a girl in London and took a photo and tagged me because they both met through the style me challenge on DSO. I just really started to kind of get obsessed with instagram pretty early on. Okay, So what we're gonna do, Hillary, is we're gonna go through the seven steps that I talked about yesterday with you and how how you do all of them. And I know that I'm not sure if you had a chance to listen, but I know that you'll be able tow answer every one of these questions. Really well. So the first strategy that we talked to Bo was a bio strategy. So? So I love how you have an adorable picture of yourself, and then you wrote what you do, and then you had your call to action. Is your freestyle inspiration calendar with your website? So do you want to just walk through why you chose to write out your bio the way that you did? And you just have your name there. The one thing that I taught yesterday just to bring to your attention is that you could actually add personal stylist after your name, so people saw that. So I didn't know if you knew that, or if this is how you have it for a specific reason that matches up to use your name. Yeah, well, so Dean Street Society sort of has two sides. So right now it says, founder of Dean Street Society. Com, a personal stylist based on what I'm emphasizing. Like we talked about re for Leo's be School last year, I was one of her success stories, and so I was doing a lot more push around entrepreneurship around that time to sometimes we'll go in and change it out. But I also, in some ways there's times I don't want to lead too much with Onley the styling part at different times because Dean Street sort of is two different things. But then I also find for me that really conducting on personal ways like, you know, my love of scandal in the fact that that's what I'm watching on Thursday night or in this case, you know, college football and West Wing. And those are the kinds of things that I will get comments about with people like other girls who are college football fans love that. I'm into college football. Other girls that are west wingers. You love that. And I think that that to me develops the kind of like, oh, we're friends and have something in common. In addition, Teoh styling part and the mature l as a new you teach. I change depending upon what I'm really trying to drive traffic to. So right now I have that free instagram challenge happening this month. That's what I'm driving traffic, Teoh, when you opt in for that challenge. Also added to Maimane stylist. So therefore, you will also hear about new offerings that we have. So you're Yes. So you're strategically growing your list. Mm. Exactly. Great. Okay, so let's talk about your posting strategy, cause you and I had a conversation and I loved hearing you talk about how you really should. You know, you really show all sides of your personality, not just your styling. And you, you know, you you know I'm looking and you just have such a divers posting strategy. But yet it's all in the spirit of who you are and what you're doing? Yeah. Yeah. So I think if you get my, um, my profile right now, probably a good example. For example, it's just my last three posts that I had. You're a professional style shot I posted eight minutes ago on then below that last night I was teaching my class online and you know, my boats, not the picture of back that I was sitting here and from the, you know, waste out. And I had on yoga pants and cozy sauce for me that actually got on the high end of my likes. New York 400 likes It's not a professional photo, but it shows that sort of in the moment. Hey, people who work from home are not necessarily wearing heels all the time, even her stylist, but one below that got even more likes, which was really just me sharing. Where I'm at right now is this concept of realizing, you know, we have have to make choices in our life. We can't be waiting, doesn't anything to do with style has more to do with running my business or just being a woman or human in general that even my followers, who you know are not running to business can have the same s sense of you know what? You're right. I keep waiting until my kid goes to preschool to do that thing. You know, I need to take action on DSO. I kind of go back and forth between my professional photos. Sort of cell sees where to me. That's a big thing that I do intentionally, because I feel like it's easy to see a personal stylist and feel very disconnected like, Oh, she's, you know, I love the way that she looks, but I would be horrified. Toe. Have her come inside my closet. See my £10 of baby weight, all my dirty clothes. There's to be a sense of relatability for you to trust me that isn't so perfectly well curated. So some of its selfie some of it's just that conversation. What's in my head and my heart, like the choose joy. And some of it is, you know, photos of my niks like I don't have kids, but I think that's a way that some of my clients connect with me. Mawr, you know who are moms like that? We're just sort of has moments in common, right? I love the variety. I really like the one of your toes in the water with the blanket. Oh, yeah, like almost 500 likes on that one. Yeah. And you know, it's funny that photo is thinking about afterwards. I mean, I took a lot of photos to get that photo. I'm just like the weird person standing on the beach taking all these photos, waiting for the exact right moment. But afterwards, when I saw it, and it was relate the high end of my life. So I was like, You know what, though I I know what I'm doing. I'm It's not just wasted energy. I know. You know, I think I could get a good picture here, and then I know how to edit it, and people do respond. And it just has that essence. What is Dean Street? She you know, the Dean Street Betty is the girl that goes to the, you know, goes to the seashore even when she has to be bundled in blankets. Yeah, it's great. It's very stylized as well. So? So the third strategy that we talked about yesterday was the hashtag strategy. So, you know exactly what your target market is. I love you to talk about your hashtag strategy and how you're using them on your post. Yeah, so I use them differently than you do. I haven't had the, uh the success that you and a lot of your people have had with using them as strongly. So I've tried different times when I've gone back in hashtag things and I'll look and see. Maybe I'll have, you know, like, for example, opposed. I would have posted a week ago. I'll go back, add Hashtags to it and see Does it get any extra engagement? I will maybe get an extra like or two, but I won't tend to get any follows from that. So to me, it hasn't been as effective. What is effective is using, for example, my style challenge. So hashtag style me November. Then girls are gonna click through that C yeah, burglar participating Find the calendar somewhere So kind of for that community building. Same thing for my class had hashtag style and scalability. So if you came across own were like what is this By clicking through? You would find the other video clips or the people things that people. So I use them or for my business, or use them for to be cheeky. I mean, I think I said Lito last night it was like, hashtag I swim for cozy socks like I use them a lot as a cheeky element or I'll use them when? Certainly when I'm in a conference or an event, I find that I get a lot of followers when I'm out and about it. Those things. And I think it's because other people who are home or you know they're following Marie for Leo's be school or they aren't at ultimate, but they're paying attention. They're searching that hashtag is a way to see, you know, find new people to follow, right? And I think one of the reasons why you why not having to have a strong hash tax Write it for you right now is Cosby. You have 13,000 followers. You clearly have a community of people that love you and no you and like you. And so when you have your more unique challenges in your space of business, they're going to take action clicking and be part of that community, as you mentioned. So So when you get to this level of followers, the hashtag strategy doesn't have to be as intent is what I think you're saying. And what I see from accounts that do have a huge following, I think over 10,000. So kudos to you for that huge community that you've created. So the other strategy that we talked about was the engagement script strategy, which I know that you've talked about a little bit, but but are you going in and, um, trying to pull people over? Or do you have an assistant or anyone that helps manage all the engagement you get because you only see 80 notifications? You clearly have active account and community. Yeah. So as far as driving people there, I decided back in January that instagram was gonna be my jam and I was gonna stop feeling guilty about Twitter and Facebook and that I couldn't be everywhere at all times, so I just really focused on Instagram. And since I did that, I've been growing my my following at 1000 a month. Meanwhile, we just did a launch. We got like 30 new followers over on Twitter didn't even move the needle so all the more so I was like, Yep, getting rid of Twitter Awesome for some people, Just not right for me in my business. So on the one hand, any place that I do drive traffic to easily leads to Instagram. If you come on my newsletter, it'll say, By the way, are we e friends over on Instagram? That's where I do you know, many bite sized style posts, most every day, like with my favorite place to hang out common. Join me there. I'm not also saying or join me on Facebook or join me on Twitter on then, as faras the engagement Once they're there, I really try not to be a perfectionist about. I've got a reply to every single comment, but I'll try to go through after photo at a time, so I'll go through in all 20 comments on that photo and reply. Oftentimes multiple people at a time, you know, high like 1234 at tags like Thanks so much. All are so sweet. Kiss gets the piston percent, but my theory is that by doing it, doing everyone in a feed, I'm hopefully hitting Mawr people more rarely as opposed Teoh. You know, if I just replied to a couple comments here and there, I think somehow in my mind that feels less less is organized. But I'm the only one that replies to comments. It's just a very personal thing to me. My team can reply and Twitter they comply. And Facebook Baker played e mails that you got Instagram That's your grand. Yeah, just feels like, you know, like I feel like we have that personal connection And so you might say something back to someone that's like, You know, they might be like think Sue like thumbs up If you're like that, don't really sound like Hillary knows me like you. So that's just my one place That's mine. I don't delegate. I love that. And so, um, the other the other strategy we talked about yesterday and I'm looking on your post and seeing them so yea, to the geo tag. And is your studio your Dean Street studio? A mock geo tag? Yes, they're all maki attack. I get super creeped out whenever I click on someone that isn't a brick and mortar store like yours. And I'm like, I couldn't see which hotel you're in. This is creepy. Okay? Yeah, let me ask you. Okay. So just take a pause here and talk about this because we've been talking about this. We talked about it yesterday and again this morning. So So when you go to Hiller's account, as she mentioned, her business is called Dean Street Studio. You all definitely want to click in and opt into her. Email is to be a part of her community, especially if you want to have more success on Instagram. She is the perfect example of someone to follow. Well, you'll get value. Eso her mocked geo tag is her business. Um, and like she said, when you click on it, it doesn't take you to our hotel or her apartment, and you're not gonna find out where she lives, So kudos. You know what you're doing? Yeah, I did that. I was out in California, and it's just my personal thing. It makes me a little uncomfortable to feel like 13,000 people know exactly where I am. So even when I was out in California, I just was geo tagging that I was on the California coast. I wasn't saying you're the exact town that my niece lives. And again, that's totally personal. Some people wouldn't have to connect with their followers there. Yes. So this privacy, this notion of privacy to her point is really important. For those of you that want to protect your family, you can give a general Geo tag as a mock geo tag that you're in California. You don't have to say that. Creative live if you don't want Teoh. So you have control over where people are seeing your post now, when you don't geo tag a post, it doesn't show up in your photo library that we talked about yesterday s So if you want your photos to be curated as part of that album where you are, then you need to ji attack. So call to action. Hillary's number six of the seven strategies that we talked about. And you clearly have one in your bio and I'm curious. What and when do you use call to action's Obviously not on every post I'm looking at. So I'm curious how you're using it. Yeah, I try to use them sparingly and I tried on Lee. Do it when I'm driving traffic to my newsletter and when there's something of more value to them than just a block post. So I'm not saying go check out this post on the block because I personally is a user. Don't ever click off the platform to go over to a block just to read a post. But if I'm like I have this free three part video series, I'm doing a one hour. You know, Webinar. I have a free calendar for the month. I feel like it's something larger than a post that will get them to take action, go over and get on the mailing list. So it only ever used to call the action. If I'm trying to get them signed up for the mailing list and again, even my smaller lifts all speed back into my larger list. So it's not like my instagram challenges just, you know, floating off in space by themselves. They all end up on the main list, so you'll see, like the one that I posted right before we went live. I said in that that you could click through, um, click the link in my profile and then I also put the URL and then the URL is above of the as the faux geo tag as well. So you got it above yet before in the caption on the profile you can click through on the profile, right? There's multiple ways we're gonna be just sticks your head later. Per right? Yeah. Show me. Yes. So what she did on this last post for all of you to look at because she knew she was coming on the Google hangouts used it as an opportunity to market something. She's a smart business owner. She's an entrepreneur. She put it in the mock geo tag. She has it as the Onley live link in her bio. And then she mentioned it in the description. So she really wants you all to know that that's the link to use to connect with her. The last of the seven steps. Hillary is direct messaging, which I'm going to go deep into later. But I'm curious if you're using it. Um and if so, how? Yeah, I'm not. And it's so funny because I actually have realized you think this is always good for user experience. I've had people direct message me. I'm not even used to looking at the icon Because I get so little interaction in that way. Sort of in the same way. Like on Facebook. You'll see people will be like, Oh, they ended up in your other folder And I'll I always forget to check their find someone's email. Like, four months later. Rick Sorry. You asked me to be a guest expert. I never even check this folder. So for me, I feel like we're not quite at the point where people are using it enough that the average person is aware and seen that which I for myself for how often I'm on instagram and how often I've missed them. Yes, realize we're not quite there yet in my experience. Okay, So after I teach it on creativelive, you all will be there, including Hillary. I'm going to be sending your direct message after and you're gonna be opening it. So So I want you know, you everyone in the audience I'm watching them. They're filming you. They're like, this is so great. You've been giving so much value. I those air the seven steps to Instagram success. Who hasn't? You guys have to. We have about four minutes left here with Hillary who has a question for her? Are you guys dying to ask her something about what she shared? Anything pop to mind? I think I just don't go, Seo. So you mentioned having different lists, and so do you have, like, a list for your clients list for this challenge and the news of you funnel them all in together? Then, like, can you talk a little bit more about that, Nora? So my main list I call on our society and even honor society has to portals you can come through the style side or the entrepreneur side. So then anything else I create? It's like a little niche saying a webinar or an instagram challenger, whatever. They all subtle back to either the style side of the entrepreneur side. So if you buy my book, you also end up on the entrepreneur list. If you take my instagram class, you end up on the entrepreneur list. So then anything I'm putting out on the entrepreneur side you're gonna hear about. So I do have those smaller lists because if you not everyone on, my stylist has said they want to play the instrument challenge, so I don't want to spam their inbox with that. If they're like, I don't even have instagram. I don't know what that is. I haven't met, so yeah, I want to give them the auction to come over. But I feel like that's a niche list. You know, I might do updates on my book only to the people who buy on that list, but I want to make sure I can send a mass blast that says, like, you know, Hey, Happy New Year, everyone. Like merry Christmas. Whatever. And I considered toe everyone with just those to honor society size. Thank you. Yeah, We're gonna be actually talking more about this building on on tomorrow, which is great. So I'm glad that Hillary touched on that. She's a smart entrepreneur. He definitely want to follow her. Anybody else have anything they want to say to Hillary? Yes. Yeah, um, I actually follow a lot of stylists, so I might have my particular share of favorites. But how did you specifically make yours different and kind of make it well known toe others that yours is special and unique? Yeah, I think for me personally, and this is nothing against any other stylist. But when I started, I felt like there was two things in the market. There was either, ah, lot of sort of like Pink Princess sisterhood, a little bit more like a middle age demographic. But it was very hyper feminine, which is just not actually me. Although I'm wearing a pink sweater right now, I was a little bit more like J. Crew neutral. So some of my clients are like I only wear pants. I'm a tomboy. I'm like rocker chic and that other clientele they would have been like, Yeah, I'm not doing the skirts and pumps, So part of it for me was kind of developing a neutral base where I could say, This is about your style. It's not about me putting my style on you. This is, you know, everyone is welcome here, kind of like J. Crew. Most people could find some faint a pair of pants for loafers. It's that, and then also I feel like the other side Waas like black sunglasses up a coffee like this girl's front row fashion week Refiners just quickly in the know. But as I said earlier, you would be horrified to invite her into your house And be honest. You know, you have £10 of baby weight and all your closer dirty. But I felt like there also needed to be a on authenticity and a safe nous. I needed to feel like the girl next door who's just a little, well, better dressed than you are not gonna be horrified to knock on her door and be like, I don't know where can I borrow some big? Yeah, sure. Come on in. So I think I was very intentional from the beginning. Also, that just style is naturally an exclusive industry where people feel like they don't They are cool and ask parents been enough? They don't enough money, they don't know enough. And I really wanted to make it a place where it feels very inclusive. Like you have enough money, you're finding the way you're at. Everyone can like, feel little more joyful and confident. This isn't about buying more stuff. It's making better. You what? You already have a lot of people. Also, I've gotten a lot of feedback, like usually when I go to style blog's, I just feel bad. That is no more money to go shopping on yours. I always feel excited about what's already in my closet. So I just think I looked at what? Who I am naturally and what I want to help people with And what I felt like kind of the pain point was that wasn't being addressed. Yeah, I just happen to kind of find my my space market Good. Yeah. And that totally reflects on your whole feed on instagram. I everything you just said about your personality and your business, I think is really reflective on your feet. I don't think anyone wants to try out the direct message. You want to take a picture of me so I can instagram it up here with Sue? Yeah. Picture Try to direct message me. Any statement doing that right now, haven't you? You've got to love it. You gotta love a style issue, matches sweater. Her lipstick and nail polish together was wearing blues. I wanted us to contrast well together. Did you plan your outfit after you saw me onstage? Yeah, I saw you wearing blue, and I was like, Who? The pink will look great. Look awesome together. Stall boys. Yes, a little bit. Okay, so she's in New York. I'm totally gonna go meet her in person next time. I'm in New York. Thank you so much, Hillary. Still hanging out with you guys?