How to Build Your Collections
So how do you build your collections actually sort of research products and decided what you want offer how do you sort of paddy put him together like what makes a good collection? You know, some of it to be honest is going to be trial and error maybe you put some things together and it doesn't work out well and you restructure you can't be afraid to do that I think a lot of times people get really stressed and the oh my god I have to make it perfect right off the bat and I just don't think that's realistic I've changed mine tons of times you know, from family packages to trying to do seniors in the same type of packaging that I did families to realize and that doesn't work tio you know, given away too much in the bottom package and never nobody whatever wants the top one because I gave all the stuff away in the bottom I've done all that on git, you know again nobody's perfect so you may have to restructure things after you see, but you always have to be conscious of how your clients a...
re reacting to what you're offering and make that decision and don't keep trying to push something that maybe isn't working or what happy so I do three two I do three collections but you could do three to four again it's just a matter of not overwhelming your clients with too many options if I were somebody and I opened up a pricing sheet and have five or six or seven different collection I'd be like whoa what is all this stuff that too much you know so I stick to three three gives me a bottom of middle on the top and I'm good you know that's how I can so I can communicate with my clients about them so but three to four is probably a good a good number again the bottom package that I offer really does not have that much stuff in it and it is the least valuable when you build collections versus all a cart you know price your allah card a little bit more expensively so your collection seem more appealing so they're getting a better deal you know it's like I mean I hate to compare to like a value millet mcdonald's but you know a value millet mcdonald's is supposed to be a little bit cheaper than if you order the code by itself in the burger by itself in the fries by itself and all that good stuff so it's the same principle so when you're thinking about that bottom one you want teo not give too much away because you want them to go to that next package I know that you and I were talking earlier and break on dh do you mind sharing a little bit about about what you shared earlier because my packages have been a mix of digital imprint products and various collections, but the problem that I've noticed is that I'm constantly selling my lowest package and I was asking like, what am I doing wrong? My lowest package has ten digital images in it, so there is they want they just see the ten digitals and that's that's what they want so I'm constantly selling that one and I need to figure out how to get away from my lois and see and that's how you start, you start offering something and you realize okay, hey, this really isn't working what can I do differently? And my suggestion to you then and is now is take those digitals out of that bottom package because if that is a popular product and you've got it in your bottom package and they're getting ten, which is a lot they are going, why would they go to a higher package? They could get it all for, you know, the lowest price that ten I think most people, maybe they want all the digitals, but I think ten they're okay with sacrifice like, okay, I can I can near it down to ten before I have to pay more money, right? Yeah, I would yeah, so I think in the bottom you don't need to give away that most important thing you want to push that to maybe you're and I probably would do a little bit less like you move your digitals into your middle but don't do ten maybe to five and then have a bigger jump for your next one because maybe that's where you offer all of them then the hive oh god really only get to live not quite enough and then that might start to them think okay, well maybe I just need them all but ten if you're only offering thirty that's a third they might be happy with that so that would be my suggestion for that and I used to do it too. I mean that's that's what the thing is I was there I gave away way too much of my bottom package and I only sold that and I kept thinking oh gosh and truth be told I used to be I mean I hate to say shooting burn but I used to be the kind of person that would shoot burn a cd and it would be this price whatever it wass and that would be the extent of what I could possibly make and I kept thinking some really mean it seemed like some good amount you know, whatever but out what if I'm never going to make more like unless I raised that price that was it I was never going to sell more I was never gonna frog boy sorry I was never going to make more than that so you know structure them in a way that you maybe you do only maybe one or two times you do sell that low package and that's fine but you structure them in a way that you can start building and selling the heart of the middle on the higher package on do you want your most popular items to be something that maybe they have to pay a little bit more before they can get so that's? Why those digitals especially with seniors? Because I would guarantee you that most seniors won't digitals put those in a higher package so that they are not easily gotten you know domain like you want them to have them I know there's controversy out there about selling digitals I don't care if they pay me enough I'm fine with burning the city because it takes five seconds and I'm done band with may but I don't want to pay in three hundred dollars for it I mean you know like I want some more money for it and then that other thing a lot of times clients will ask, well why are they so expensive was your answer to that? I always tell him and I don't know if this is a good analogy that this works for me but I always tell him it's kind of like back in the day when like the cosby show was on and then now they've slavery runs but those people back then didn't know that they needed to get paid every time that they run a ream run they got paid for the show and they get paid for every episode on maybe cosby show was too advanced it might have been brady much I don't know but you know an old show and old sitcom they really just got paid for the show and that's it and then they realized reruns for this great thing and those poor people of florence interesting probably didn't get a check every time that brady much plays in it plays over and over and over and over again and she never sees another dime and I tell him that I said well you know what when you get that cd you got those images you could print them a thousand times if you wanted to you could print out a thousand times you could share him on the internet you could do this that the other and you only paid that one price for it and then I'll get so far as to divide it up you know sixty images and it's this price really you're only paying this much money per image and that'll get him to sort of understand why but the thing is that they can print them as many times as they want to they can order a canvas off you know some from costco they want teo you know god forbid that they could so I always tell them the sitcom story because to me that makes sense I would be mad of our own the brady bunch and they were playing it every single day and I wouldn't get any money for it I mean it probably would've been fun to be on the brady bunch so maybe I wouldn't be so mad but you know I mean like think about things like that because you also need to answer questions as to why you know why are you offering this and why is it that much okay so push your clients we used your example there about you know, not putting everything in that bottom so that you push him to the middle or the top don't put too much in each collection I don't feel like you got to give away the farm you know, per collection I mean every product I offers than one collection don't do that because then again why would they go to a different collection why would they spend more money I mean why would they spend money? Why would they add on anything? I don't have the the this uh no the graduation announcement I don't have those in any of my packages because I can add that all so typically they're going to add that on and that's another sale so I didn't give everything away I put items that I know they want, and then items that I might could sell in addition to those aren't in there because not everything needs to be in there. And then the sticky album, I only have that the top package because I know that people think it's a cool idea on dh, they may won't that top package just to get that sticky album actually don't even really sell it by itself. It's actually a bonus in my top package it's a reward for buying that top package so that I think is a good idea things like that just don't put everything in there and keep some of these special items that you can do is more of an ad on or more of a bonus, you get to a certain package. I know there are people out there that sometimes will give a discount for ala carte items that they reach a a certain package, I think that I don't do it, but I think that's a good idea that something you want to do because basically, you're rewarding them for buying something and then possibly continuing to sell one or two more items, so if that collection didn't have everything in it, then you are giving them oh, well, but I really kind of want that, too, so okay. You know no veins like okay you could buy that but let's get this over here on the ala carte and then you've got that collection and you got everything you want right? Okay so again rewarding clients for pushing them to the top collection like I say each of mine have free facebook images in um because I know that people want that and because it helps me so I'm not giving something away that doesn't help me so even in the bottom they will get you know, a couple of facebook sized with logo images because again that helps me I'm not giving them the digital that they can then do whatever with I'm just posting some on facebook for them so they can share and I'm okay with that because sharing them gets me more clients right and then the middle one they get the facebook images as a reward but in the top one they get the facebook images of everything and that sticky album so reward as you go up in price right and make it something that's easy and something that isn't a high cost of goods for you and maybe has been official to you so facebook images are beneficial to me because I could get more clients from him so I don't I don't mind giving those away in those packages then what are you posting on facebook? Because the bottom when I will post facebook images I don't actually give them I just say, okay, I'm gonna post these for you and tag you and then you can share the middle. One has some digitals, innit? So they're getting a cd with digitals and then it has a folder of those facebook's that's the same ones? Yep, the same way they don't get another don't get another set, they get same ones and then the top one again, they're getting all the digitals and they're getting a folder with all the digitals that every size megan batch resize something so fast and they feel like you've done something extra for them. When really didn't take you that long? So then you're only posting on your website social media what they've chosen you, nothing else, because if you if you post something they didn't choose and you're essentially given him something for free, because in general that's, what they want is a facebook image to post, right? So yeah has to be the ones that they chose that they purchased. S o, I'm not given anything for free. I mean, if you want to look at it as a marketing thing and you want to post a different one because you like it better than you've got weigh the pros and cons of that, um that's going to be up to you? I mean, you know, if you feel like another picture is going to make a bigger impact and you think you might get more business because of it, the dialling weans post that you know, because that that might be worth it to you, but yet no, for me it is in the bottom one, I'm toasting them because I don't want a hand them, anything on a cd and the bottom one at all or a flash drive or whatever however you're getting them, I don't want them to have that experience, they didn't pay for it, you know? Maybe I don't want them to feel like they got control over some image and the size for facebook and it be like seventy two d p I and they go try to print it no, no, no, no, because they didn't pay for that, but the middle when they're getting think tune yeah, no five five digitals in the middle and so those air, you know, they have to have a cd or some form of something to get him, so I don't mind just giving them the facebook sized ones for that, and then they could post them themselves or I mean, I can still post um but they still feel like they're getting something extra, you know yeah, so you know what? We do have a slide that actually does show what is in those package but before that I have some questions around all of this and one is from catherine herbert who says the thing that I get the most nervous about with that person ordering session is when clients want to change and switch out items in a collection package how do you handle that? Oh gosh girl because again don't like math and so I'm thinking, oh god oh god, I got added up and make sure it fits in with this you know, the main like you feel like you got you want to give too much away so if they want to change out gallery rap for a wall print and I'm like, oh no how much is that? How much does that cost me how much you need it? So I get I get being stress and it is stressful so it might help you if you go through your collections and figure out an alternative that ahead of time. So like let's say you have, uh sixteen twenty four wall print in your package um no something that is of equal value and cost of goods so that if you get put on the spot you can say, well, this is comparable so I'll do this I know sometimes I have switched out the eight gift prints for graduation announcements because the other time you added up all that it kind of is, you know, maybe they only wanted twenty five grad announcements and they're like, what, twenty bucks like for our cost? So things no one off the top of your head or preparing for that to know what you can switch out, that will be even and you're not losing money because being put on the spot, you might say, oh, yes, sure, I'll give you that sixteen, twenty count gallery rap and you're like, oh, that cost me one hundred bucks and it whatever she was switching out for only cost ten dollars, or whatever, so I would say that's, the best way to do it is just try to prepare yourself for that, and then if it gets too crazy, then you're just going to tell him about the card, you know, domain, like I don't mind switching one or two things around, but if they're kind of change up an entire package, well, then they might have to go on a card or I have done it where I have said, you know what? If you really want these items, let me step out of the room for a few minutes, figure it out, and I'll come up with a custom package price for you as soon as you say that that were custom, they'll sit there for five minutes so you can get your calculator figure or go get online and go oh my god brody p I how much does this call so I know I'm doing the right thing yeah, I mean, I get it. Yeah, I was trying to figure out what to include and how much to charge for it. All right? You have a set like, you know, this is how much over I'm market? Yeah, we have a hard thing because there is no right answer for that actually come from a retail background I mentioned earlier he used to have an invitation store and there was a standard you marked him up twice. I mean doubled it that's it that's what standard was and that was easy. I could understand that if I bought a pack of invitations that were cost me ten dollars, well, then they were twenty dollars done right, andi, sometimes you would add in shipping to that so let's say I bought him for ten shipping cost me five. Well, then I'm gonna charge thirty that's easy. I don't think photography is that easy and unfortunately I can't say to you three times four times five times I'm sure they're photographers that do double they're probably photographers that could lord could charge triple quadruple whatever you know I mean, I think and then I also think it probably depends on a lot of factor's your your time, your cost of goods you know, all of those things and then also your talent and where you are in the business because maybe when you're just starting out, you're willing to work for a little less because you're trying to get that that market going to try to get that business doing so maybe your multiply is only two times you know, domain, so I think you've got to judge that on where you are and I think each year you get better and you get more experience and and I, you know, change the prices every year on dh that's fine, I mean, if I had to give you a number, I would say maybe three times to start out with but there's no real, you know again it's very personal to you and it's very personal, your experience in your market and what your costume, your cost of goods are very different than my cost of goods. Honestly, the reason you're doing it is different than mine. I don't think a lot of people think about that when it comes to pricing, but why are you even doing this? Are you doing it because it's your passion because if that's the case you might be willing to work for a whole lot less than the person that's doing it because that's their only income and that matters I mean, don't get me wrong we all want to make a much money as possible but where you are, what you're doing and why you're doing it, it makes a difference as to how much you're willing to work for, you know, you might be willing to work for twenty thousand dollars a year I might not be I mean, I actually I have a husband that makes money and I don't I don't necessarily have to work, but I like to shop so and I don't like to explain to him and if he's watching I hope you close your ears that these shoes cost a lot of money reasoning is different I mean it remain like, you know, obviously we all come to it because we love photography, hands down got it, but once you start thinking about it as a business, are you doing it as an extra income as a main income as a hobby that you just want to make a few bucks you can buy some shoes like, what are you doing it for? And that might impact the number of times you personally need teo do it also, how much do you want to shoot? Do you want to shoot every single day and do quantity and maybe your price point is a little bit lower and so you don't have tio charges much because you're doing so much and you want to do a very little amount maybe one session a week but you got to make fifty thousand dollars will then you're going to turn those people a lot more to get to that number right now as far as what all for because I know that was part of your question do you have a current set of collections? Do you want to share that? Are you at ground zero and don't have anything set yet? I think it looks so cool rile I love the medals I love the bamboo I love you know gary, I love it. It was like here everybody, you have it all right, but that's confusing it is and oh, yeah trying to think about think about your client. If you're confused, can you imagine if you offered all of that stuff to your client, they would be confused? So I mean my take on it. It would be to start with the bigger traditional stuff because prince most likely all over the country, no matter where you are, people understand clients understand prince, they understand frames and they understand cam's gallery raps on dh those air, very good items to offer your parents I would not start out with those metal prints or bambi or anything like that because I think you need to sit a standard with your market first. And then you may add in a trendy item or a new item or this that the other or maybe you offer that in all a car but it not near collections because it is something different and not everybody is going to go for something different. So that's where I would start it start out with and then digitals do you do you have a sense of whether your seniors want digitals or not? Everybody wants everybody wants. Yeah, right. Ok. I used to just give that like I would charge once that amount and give the digitals and then really nobody ever printed them, right? They did. It was target. Ok, ok, use that experience and now build your package is based on the fact that you know that just a cd may not get them what they truly wanted to offer prince and digitals in packages and start that way. And then again, as you see popular items from your ala carte mindy, maybe you then add one of those in there, maybe you do a bonus item of something different that nobody like a sticky album maybe not a lot of clients know about that that could be your bonus item to reward your clients for purchasing that top package so that's where I would start, I would start in your lowest package with just prince and very small ones because again that's not really where you want people to buy you want them you want to push him up so then the next one you're gonna add something more, you know more that they want, said the digitals, you know, maybe you just do five I probably would not do more than five because again, once you get up to ten or twenty or whatever well that's almost all of them anyway, you know, remain like it's very close to that and they'll reason that oh, well, ok, I'm good, I'm good with ten, you know or whatever, so make it a bigger jump, so they have to go up. Does that help you? Okay, the situation we just discussed pretty much in the middle of my season right now, I've booked clients already and I have enquiries coming and so at this point, I don't really know what to do, right? I get it, but I don't know what to do, right? You change it right now midstream, all right? You know, I tend to change it after a season come on and just tough it out, yeah, only because my thought processes if you know, they're talking to each other, right? Sally booked you and you've already sent her your prices and she knows them, and then she talks so and so that might not give you great customer feedback and to me, that's a little bit more important. You want that good word of mouth so I would wait to your senior season is over, you can go ahead and start thinking about what you're changing it too, and have it ready, and then from the you know, after your do you shoot like a through november how long some schools like a little bit further self for me. I've booked clients through those schools, and they are like into november for their date, right? And like I had said yesterday, I have one school in my immediate area that doesn't do yearbook photos, so I could in theory, keep going all year, but but it's most likely going to end in november. Okay, so then you could change him in january? Yeah, and that is start the customers will understand that. Open up new year, new rising. Yeah, that's an easy explanation. That's. Why I asked that because I would rather just wait on dh, not offend anybody or not, you know, explain why one person got something than the other because you're inevitably they're not going to understand that they're just going to hear that someone so paid that and they have to pay this and that's not what you want out there but because you're your true season may not completely being into november you may still have clients in spring but january is a great explanation cut off you know new year my price is the next year and there's enough space between the last person probably that had their photos done that if they did talk you could explain it in that way red during the middle of the season how are you going? You know how could you really explain that right right so that's what I would do yeah and anybody else I have a question from the internet before we move on from sarah knight do you have a minimum product purchase per package and if so do you have him sign a contract in advance have you ever had an issue people not paying at the boarding session and placing an order at all I guess we talked about that part on dso do you take any a portion of that minimum amount if you had one prior to the ordering session no prior to the ordering session the only thing they pay for is the session which is you know gets my gets in the date gets in the time too I actually have the federal session the minimum order amount is is definitely a controversial thing there's different thought processes if you really advertise you have to spend let's say three hundred dollars within that number gets stuck in their head and I feel like that is okay, well, now and I know I gotta spend three hundred they kind of stick to that but at the same time not having one could result in somebody coming about an eight by ten and who the heck wants that right all this work and you only get an eight by ten so I do have a minimum purchase order I don't blasted out it is on the bottom of this so they could see that and typically I don't have the problem of them not buying at least a collection and my bottom collection is over my minimum purchase, so typically they're going to at least buy that bottom, which is over a minimum which makes it somewhat worth it to me. So I guess to answer that question I don't like to say on wouldn't they? You know, you have to spend this because I don't want to scare them off I don't want them to stick with that number, but you also have to protect yourself so maybe do it in a way that's not like crazy advertised but you know, but one time you know, I did have a mom that came in and, you know, she didn't she was honest with me and said, you know, I know you sent me your prices but I didn't look at him on I really only want a couple of eight by tens and I said, well, I really wish you had looked at the prices that's why I send them to you because you know, I don't wanna waste your time I don't wanna waste my time and I mean just be honest with them I mean I'm not trying to spin it any way she should read it I mean, you know, I mean, I didn't I wasn't mean about it and I wasn't yelling at heart just said I wish you had, you know, read it because it helps the process and I said but you know, there is a minimum and I really you know I need you teo consider that because I want you to get what you you know, I know I know you think you only want a couple of prints, but maybe let's talk about it and we started talking about it and I ended up getting her to buy the middle collection and you know, but that was just through talking and so somebody that just came in and wanted a ten I didn't like, you know, sale sell sell to her, but I started pulling out of her will what a using these form where you going to put him and you realize an eight by ten or wallet going too small and it and then the teenager popped up and said, well, you know I kind of want some to share and so we ended up coming up with a custom package that was around them out of the middle one was a little bit less so it made her I feel like she got some special treatment and didn't you know, spit you have to spend the amount of money that she just really wants banned that it got me a better selves and just tonight about tim which is what she was determined to do when she walked in that door so you know again that is another reason why an in person ordering sessions a good idea because if she were on the phone I think she probably could have said no to me a whole lot easier I can say no on a phone or a text a lot easier to s o I think having her there and really talking through it and you know, explaining to her that you know I wish I wish you had read the welcome god sounds like a great approach go ahead is that something that you'd put in your questionnaire when they first come to you and they fill out the information like what are you gonna be using this for what yeah I do ask them you know what type of products are you interested in so that I know okay well they checked the cd year they checked an album or they checked whatever so then I know that you know it is something I I look at before the ordering session on dh then also in the welcome god they're seeing products and they're seeing prices so that is another step to it so yeah fantastic well the big question is what do your baggage just have one line having right so let's take a look at that ok okay so I have it up here just to show you guys the cost of goods versus you know what's in the what's in the packages the bottom package has eight gift prince and instead of double sided wallets and a wall print you know again most people are going to want digital so I kept that out of there you might take honestly you could really do a bottom collection with eight gift prints in a wall print and be done you know it just needs to be very little it needs to be very little about you know, a ce faras pricing they're not going to get us much of a discount for buying that one as they might for the topper in the middle or the top but again you can see that it only calls me seventeen sixty plus eighteen plus forty don't but you know you got to know your cost of goods okay there anyway you gotta dio know your cost of goods so you know how much surprised your packaging but again it's very basic it is very you know, there's no special product and there there's no digitals and there there's nothing like that so it's just a basic bottom collection and then the middle one is where I start given them a little bit more of what I think they want, which is the seniors gonna want the five digital files on dh then the mom's still probably gonna want to gift prince or the wall prints have stuck with that, but in this one they can switch out that wall print for a storyboard because it's the same size so it doesn't cost me any more and it gives them an auction so they could get a basic wall print of one photo or they could get a storyboard and most of my clients get the wall prints. They don't buy a storyboard all that much but that's an option. And again, I'm giving him a little bit of a bonus here on the second one it's the same five as the five they purchased okay as faras the facebook images and then the top packages where they get a lot of stuff because they're paying for it you know that's where we can give them kind of everything that I think moms and daughters want on dh charging them accordingly, you know all the digitals, the box for the middle one that cd comes in just this very basic cardboard folder has the cd in it in a little print out five by five print out of what you could do with it. So it's not super special. I mean it's. Cute, but I didn't spend the money on a expensive image box, because, again, they're not paying me for that. So I'm keeping my cost of goods now. But then, in the top collection, they get the knife pretty image box and the cd is in there. They get to pick out their image on the top cover, and they get to pick out their background on the back of it. So, you know, said that's in their five by sevens of all the images. So, you know, these are good for the parents dig todo giveaway to grandma and grandpa are whoever s o that kind of takes the place of gift prints, because it's basically the same thing on dh. Then again, two bonuses. When you get to that top one, they are going to get a full set of their facebooks as images, and they're going to get that custom out that sticky album, so that yeah, those those are reasons why they might would go to this top package because they're getting some bonuses they're getting all the digitals they're still getting some gift prince so they're getting all the things that I have kind of come to know my clientele like on dh then you know I'm keeping my cost of goods fairly low because you got to know your cost of goods you've got to know your time got to know all that stuff when it comes to actually pricing them so I mean that that's what's in mind again I stress that just because that's the mine doesn't mean that's what you have to do does anybody here want to share what maybe is in their collections do you guys want to share? Just people can hear other options I ask you like when you were coming up with their price and do you think about like how much time it takes you to order much time it takes you for the ordering session how much time it actually takes you to physically order yeah processing the next day I can get you access can give all that up. Yeah, well, because this was really kind of more about what was in the collection and the next one talks about well, how do you price that and it's not just cost of good so so yeah um um minus almost identical yeah literally the only thing is different in the sheet collection instead of the eight prints I have a look book like eight by eight which is you and that is is identical great minds think alike yeah everybody else have anything they wanna share about your packages no e don't do I don't know packages right now you still do I just still um I have it's just totally different I have like different sessions like you on and they include different different amounts of time, different amounts of locations and different numbers of outfits and then they include a print credit in that right and buying whatever they're going to buy kind of front yes ok and then they'll that that works well for you or do you feel that maybe you might want to change that or what I might change because like you said then maybe they stick to that but most people buy over what the print credit is but I like your way better so it sounds like a good idea now and I had the same thing where I had just a session fee on everyone near me is shooting burn really which people want and I had people more families than seniors who would pay the session fee and then they'd get especially families with older kids like a few prints and I'd be like I spent as much time on you as I did on a session that spent five times is you know, I just wanted to protect myself and my time and say you and it was a way of having, like a print minimum are an order minimum without looking like it was an order minimum yeah, yeah, yeah. I mean, I think that I think that's a great way if it works, I think you should totally do that. I mean there's no, like I say, there is no reason why somebody has to do it one way or the other. I mean that's that's, the beauty of it that's the scary part of it too. I guess the beauty of it you can do whatever you want to dio and what makes you say that then then yeah. Then you wonder, oh, gosh, did to do it the right way? Well, there isn't a right way it's whatever works for you and if they are buying mohr then then it seems to be working. My only fear was that if you say okay, middle package is five hundred dollars and that's it and that's all they ever spend that's all you're ever gonna buy that would only that would be my worry with with anything structured in that manner, but like I say, if you're given a print credit and then they're going over top of that it doesn't sound like you're kind of shooting yourself in the foot with a certain amount and only that amount, you know, domain so and I also put that I thought I was telling the other girls this was kind of funny so I put for my I have four and my second highest one, which was not really true maybe this is bad I put my most popular the most popular and it's the one I've booked every time this year I wrote that it was the ass farmer right everyone popular right? The value of it so they know that it's you know, if they were to buy this allah card, it would be three thousand dollars and maybe only have it as a thousand or whatever and then write most popular by it most people want to kind of do with trendy I mean, you don't have anything like that oh, I don't wanna be cheapie I want to be the only one that was a cheap one I want by at least one everything else does right? Yeah, I mean, I'm sure there's a somebody out there is like a psychology major that could really tell us you know really the ends and outs of why people do what they do, why they purchased what they purchased and things like that lord somebody could do a study on me and why I purchased what I purchased probably get all kinds of insight, right? So, yeah, I mean, you know, a little trick like that and he's. Not really a trick, but I mean, you are pointing out that the most popular one, so, yeah, it's a good idea.