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Attracting Commercial Clients

Lesson 28 from: Shooting and Selling Hybrid Photography

Will Crockett

Attracting Commercial Clients

Lesson 28 from: Shooting and Selling Hybrid Photography

Will Crockett

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Lesson Info

28. Attracting Commercial Clients

Lesson Info

Attracting Commercial Clients

This is one of the things that gets Mr Crockett is motivated as possible. I did not know that idea. I'm so glad that you shared that on the program here, because now we're going to be able to point a Where did this start? It started right here on Creativelive. You gotta love that. Now. That is taking an industry segment that has not been identified as as a photographic. Ah, business opportunity. Now, I also think that there are hundreds, if not thousands, of ways that photographers, when they get creative, that they can come up with ways to be making money. When I talked to a photographer and their in their photo studio and there they were doing, the whole woe is me. That business is down. And I say, Get out there and figure out how to get some more business and get on the phone and pick up the phone to go. You know, I've heard that over and over again. What do you say? You know, I need a scripted nothing. I tell you what. Nothing gets me quicker to my hot button. Then when I get parti...

cularly the length in group, people say Will. Would you mind giving me the script that Patty uses when she calls real estate executives to book them in to try to get them to sell them than eat card? You mean to tell me that I gotta provide the tools, the software, the development, the system, and you want me to give you a script that how to do it? Well, if you need a script in order to do something like that, I think you're in the wrong business. I don't want scripts. I want connections. I want to figure out why. Why people are going to get ideas while we're on that topic. Let me give you a couple of more, Let's say, a husband who loves his wife and has been married for 25 years and who travels a lot with his work and he misses his wife and his wife takes great care of him, and he wants to do something that would tell his wife how much he really misses her. And he loves her. He thinks about her every minute of every day, and in case you're trying to figure out who this person might be, it would be me right now crazy about my wife, Midge, If you're watching, how do you know how much I love you? I want to figure out a way that when I have an anniversary that I want to be able to give my wife something more than just the flowers, no candy and going out to dinner and whatever she's expecting, right. For 25 years I've given my wife all those typical anniversary gifts, and there've been special times where I've taken her on vacations and I'm really lucky. I get all kinds of airline miles and I get hotel points and I can go to Hawaii and I can do all those kind of things and it's fun. And my wife does love to travel. But you know, one of the things that my wife loves even more than that and that is she loves those little things that I do with my kids in the photos that I take of my kids. And then I give to my my wife as a gift. For even if it's an anniversary gift, it's It's fine. It's right there. The next piece that I'm working on, the next e card piece that will be introducing very, very soon. On the section is the gift piece. And this gift piece is based upon very simple words. Remember when we looked at sky the other day? We said, All right, we're able to sell this pocket portrait of this little girl by literally taking her. And while Louise selling Mom, we're gonna take that little girl. We're gonna put it back onto the set. I'm going. Just gonna have her say a couple of words. And it is Yes. What? Mom, I love you. All right. Imagine now my two kids, right? You've seen my kids. My daughter. Absolutely beautiful. She's 22. She's a doctor. She's brilliant. She can speak on camera. She has no problem with it. My son. Very handsome young man. Often business school. He's 20 years old. He's also incredibly bright. Doesn't like to speak on camera. Is not like his dad. Right. But for an anniversary gift, if my kids were toe, look straight into the camera and say, Hey, mom! Happy anniversary. Hey, Dad. Happy anniversary. We love you. Wow! Why is a photographer not selling that right now? Well, I don't have a camera to do that it with the lights to do that. I've done that with my video camera. It doesn't work. OK, look, I don't look, I don't do read. I don't do excuses, right? We don't do excuses. There is no impossible in the world of Crockett. What there is is there's a way for us to do it, and we wanted to be able to develop those templates that will be able to do it. In fact, if a photographer was on top of it, they could take that e temple that we used for Sky and they could use that right there because that's two photos and two pieces of video and it would fit right together. What about that guy that's just been married, right? And he's on his third wedding anniversary, and all of a sudden he realizes, Hey, I want to do something really cool for my wife. I want to be able to take her out to dinner, and I want to show her how much she means to me. And he pulls out his phone at dinner time, right? And what if on there is an e card and it says, Hey, honey, I just wanted to tell you Happy anniversary, and you are the most beautiful woman I've ever set eyes on. Well, of course, she's gonna cry. Christ always go well, actually, when you want to restaurant, sending in the make up thing and then you get yelled at for making a cry there because you should have made her cry afterwards because then it wouldn't matter for makeup. So, man, yeah, right. And the husband thing right? We're all learning. We're all learning all that other stuff. Those are things that we need to teach photographers to take events and turn them into success and sales opportunities. Mother's Day Mother's Day is typically not a sales opportunity for a photographer, but it's the easiest one to sell to. If you're a photographer and you're not thinking about how you're going to start selling Mother's Day, you better get going now. I used to love to talk to my friends, the Farrells Rick and Debbie Farrell. Down in Florida. They had a beautiful studio set up where they would have a kids club and parents would come into Jacksonville. Florida, by the way, is a very, very affluent section of the universe. Well, they would come on in and they would be able to buy this kid's club and they would literally be pre buying photo sessions. And they would choose that at Easter time, for instance, they'd have a bunch of little baby bunnies that would be brought in right, and the little kids would hop in and to be a look. Cute little fans and a little set built. And there be a little baby baby bunnies to get your kids of baby bunnies. If he did decide he didn't like that, there was glorious Christmas set, by the way, for your kids club pictures that they would use you under. The whole reflect ritzy What's the name of that company that makes the back backgrounds thing the virtual background virtual background thing and to be the little kids and excuse me that have this scar from the little ice skating thing on there, and I mean, we're talking about really nice stuff. So I went to Rick and Deb fair when I said, Look, what would you like to do to revive your kids club, then make it hybrid? You know you don't use were hybrid e product motion moving come up with your own name inside there. How are you gonna move all that storms to forward? It was just too hard for them to think about how they were gonna adapt their products. And I said, Well, hang on a second. Instead of adapting those products, why don't you move those products into something new and something different? And it was just too difficult for them. So Ricks moved on to doing other things. Ricks, the head photographer at Disney. Their studio doesn't have that kids club that it once did. Does that mean that the idea of the whole kids club is done? I don't think so. No, I don't think so. It all. Wow, Chris. Great idea. Got me totally turbocharged. Are you kidding me? Wow. Let's go back to Patty Bradley just a little bit. Well, we talked about Patty Bradley. Patty Bradley decided that I've got to refer to someone that my notes here, if you don't mind. Patty Bradley said that pricing for her business portrait's now remember, this is four years ago, maybe five years ago in Central Iowa and way don't have any problems talking about money. Now I know a lot of photographers get all banner shape, particularly online, right? We call the chat rooms, right? Not so much. The chat rooms connected here toe creative life. But chat rooms were photographer school. We call those the beer muscles ALS of this generation. Right? Right. You're military guy. You know, beer muscles means right. You get a couple of beers in you, and all of a sudden you think your muscles in this big, you go after the biggest guy in the bar and you realize your muscles really aren't that big. Yeah, All right. Same thing when it comes to some chat room stuff. So this is the beautiful and talented Patty branding. We'd love you. Pay. Do you think so much for helping us out with this? I said, Hey, Patty, would you mind me talking about what the actual numbers were? Well, when Patty Bradley got down to the end of what her current version of the portrait studio was, is she told me that business portrait Swor $100. So when a doctor, for instance would come in and they would need to have a business portrait Now remember, they're going to need a business portrait that they're gonna use for their website as well as in a print. And the price that she was able to charge in that part of rural Iowa was $100. Please. Those of you on on the sites, Please do not criticize the fact that she only charged $100 she should have charged a lot a lot more. Look, that's the way it was and what has happened. She's decided in Sell it force. Not with that. She would give them the digital file. So the sitting feet and the digital file itself one digital file was, ah, $100 than retouching would be extra, and she was very fair on her retouching. Then, of course, she wanted an eight by 10 print shed said that off to our lab, we shouldn't do any printing ins in house. And that would be, Ah, $30 charged. So say you're a doctor and in distant it's time. You know you need a new picture for your website and they're very prompt about getting one every year because Patty was very good about that. And plus smaller rural communities like to keep these local, so they want to keep everybody in business and Patty goes and she gets hurt her teeth clean from this dentist or she goes to this doctor every year. So that means that Doctor wants to every year go back and pay Patty Bradley, right? That's how it works in rural America. Thank goodness right. Well, that was the way that she was charging. Now you wonder why Patty was going out of business. Well, unfortunately, that's one reason now, if you have that so busy that you've got 15 of those every day, then it's a different story, right? You're able to do business that way. But in this case, it wasn't ableto happen. Well, when the business steered Patty towards the E card pro, she used it as what she called bait. And she said, Will. She said, You know, the early part of E cards were we didn't need so much as to use them to sell them as e cards, but it would be baked that we would use toe let photographers know that Hey, it's time for another picture and it's also time for you to start thinking that your website in websites, of course, at this point becoming very popular have the ability to handle you as a person who can talk as well as a person that could move. So, in fact, one of the most my my favorite e cards of all time, by the way, is this one here of Patty Bradley? So what I want to do is I just want to play this e card for Petty Bradley, who you're gonna meet a little bit later today just to see one of the what I think, one of the best cards that I've ever made. Let me make it full screen. Bradley, back Here we go. Ready? Way. Hi. I'm Patty Bradley, marking director and hybrid photographer at Hauser Town Way Create heirloom quality portrait as well as the cool new E product. Call me today for your appointment. I think it was the name of our studio before we rebranded it. Let's go back through there and take a look. A little closer thing. These are the key points, Chris. Just like we did with you. Course. Opening point IHS, Come on there. Patty is, Of course, the home page. Which is going to be Patty Bradley. Okay, we have the thumbnail. We had Patty Bradley off on with one side. Now we're gonna bring this right in here. Now we are Chicago's finest hybrid portrait studio. This happens to also be one of our key words are S E O keywords and one of the big things. We're gonna talk about sales today when it comes to selling hybrid, is it? Got a tag. Everything. I'm going to show you a little bit later how we tag even files when they come in the door. One of the reasons why we use things like Zen Folio and we use SmugMug is because that they are some of the best S e o populating tools that there is folks either our own from u of S e o. That means search engine optimization and search engines or things like, well, Google Yahoo. There's tons of other ones there. But the one that really matters is Google. Other people will say, you know, Yahoo maybe matters there, too. And they got a couple of the two Chris, when you tell your customers when you talk about S e o stuff, do you even bother with anything else besides Google? Just Google it school and later, when it changes, will let you know. But as of now, Google owns the whole thing. Just go, Google. That's the most. Thank you. We do two. Okay, so we've got a portrait up on top there of the type of work that we do. Typically we do black and white work. This is more MMA. Will Crockett type of shot there. You notice. You know, I don't do a whole lot of we call that Dutch when things are angles, Air just tipped a little bit. This happens to be a special needs, young man who we like very, very much. And one of the things just in case you don't know, is we Of course, we don't advertise special needs kids because we don't feel that that's appropriate. Word of mouth gets through. The community of special needs parents real quick, But when you start shooting with led lights instead of strobes, you find out that special needs kids are much easier to get their picture taken. Now this young man, he just he just doesn't smile much a whole lot. He was enjoying himself. I did notice that he loves to draw and Louis picked up real quick the fact that he was off on one little section. And typically when kids come in, we offer them an IPad. If they want to play with an IPad, we've got some very simple, very, very approved right Mom approved games. But Louis, notice real quick. This kid had some drawing step with him because this I love to draw to this Louise. Really good. A drunk, too. So what we want to do is you want that kid to calm down because that's part of the sales process, to we want Mom to understand what the process is going to be. So when somebody comes on into the studio, Mom gets connected by either Lhuillier Patty, and then Mom gets to understand that Here's what's gonna happen. You're gonna go here. There, there, there, there. It's one big kind of swirl, and off we go. Then let's keep going, if you don't mind. Next piece. Bradley, working director and hybrid photographer at Hauser Town way create heirloom quality portrait. It's very important to show our studio, and we light our studio with those big, bold colors, same color palette that we use in our photography. We spoke a little earlier about the fact that our studio is set so that its picturesque and also assumes you come in. You take a look at it. It looks like it does when you see it on TV, and it also is laid out. You got one flow that allows you to go all the way through, right? Well, it's a cool new e product called me today for your appointment. So a force the call the action ends up with the phone number, ends up with an email and said, With the Patty Bradley name you once again connecting There's Patty with her name, which is terrific. You'll also notice Let me go back just a little bit there that you miss one little section here that IHS Here you go. We're doing e card pro. At this point, we had Ekkehard pro as our top piece. Why? Well, Patty happens Toe have four different E cards. She has e cards that she uses for our family portrait business, but she has eat cards that she uses in this case to go get a real estate agent. Folks in all our sales folks, so what we want here is Ekkehard Pro is up on the top. Why? Because Patty is using this to sell e card prose. This is Patties e card pro. You notice it's very business. Like right. This isn't a very fun one. She's dressed for business. She's lit the way it needs to be. And by the way, if you do, go to Hauser town dot com. It is marked hybrid photography. It will then forward you to Chicago Portrait dot pro, so don't have to worry about that old brand. The right villain thing we lost was a little bit of the S E O on the house or town brand there. But that's the end of her peace. And, of course, then it goes back to her contact information, and her contact information is that's all real deal stuff. And there is one piece on inside there that's very interesting, and that is its another button that says my talking portrait, which is really interesting Now that's going to go over to another page that's on our website because we want to be ableto have that entire process be connected. Our sales process for selling an E card is very different in the way that it is for selling the pocket portrait's as well as it's going to be selling your food truck piece. So each time as a photographer, you add another E product to your menu. You're gonna have to sell it differently. Now, look, this is the same thing that we went through when we started selling other things from our lab. Say you started off your life as a wedding photographer, right? You first started selling weddings, and probably if you're my age, you started selling weddings as albums. Then those albums then became something like a print or some of those beautiful collages. Some of the most wonderful things that I've ever seen have been some of those wedding wall installation collages where they're either the metal prints that are connected together or even mawr when they take a one photograph or two photographs and are able to break those up into different sizes and shapes of those, uh, canvas wrap principles. Canvas wraps on. Make those into a beautiful wall piece. Holy guacamole. I saw photographer. I think he doesn't creativelive handsome man named Jim Gardner showed me a program here to see he's one of the instructors that's here to write. Hold my goodness. I saw one of his programs at one of the pieces, and he showed one of the installs that he did. And I tell you what, that just freaked me out right there. If I didn't happen to have so many photographer friends that our wedding photographers, that with my daughter finally decides if she decides to get married, that that's another topic right there, right? You know, we've got a problem, But my daughter, whom I adore case you haven't picked figured up I know is dating a terrific young man, and they are getting kind of serious, But I got a big problem. Chris, He's a Packers fan. I'm a Bears fan. We don't allow anyone with Packers T shirts, hats toe, step in my house. Group Minnesota, so I know. Exactly. Yeah. There you go. All right. All right. So, so good. Your your Vikings fan. Are you still Vikings fan? Or just have just switch over to see Seahawks, Okay? You, But you got a great stadium here to a heck of a lot better than what you got in Wisconsin. Got Minnesota, But so when you were back in Minnesota and you had the Packers come in town, you knew the same thing, right? It's no way you're gonna let those people in your house. That's those people. Listen to that. Ouch! We did talk a little bit about how Patty Bradley uses, uh, bait. We said bait. She uses the e card pro as bait. And what she wants to do is she wants to bring people in to not only learn what is an e card pro, but then how they're going to get prepared for it and how. Also, we can use that as our other services and let me explain what those other services are because of my skills as a commercial photographer, I have the ability to shoot content that ends up on websites, right. I am the type of of a photographer that will shoot hybrid marketing collateral for different types of websites. So there are excuse me, plenty of companies that will hire me in order to create a photo and video and audio piece that ends up on their website that promotes a product. It, uh, promotes whatever sort of business. Now it could easily be confused with video that has a lot of photo put into their two into it, too. But I don't I like to keep going with hybrid. Why? Because I want to add that one more impact. But he it's that c t A. It's that called the action. It's that interactivity. So when when Patty is going to make a sales pitch, which she lands, say on e card pro job Teoh not so much a real estate customer but to some other type of business marketing firm legal firms. For instance, they're gonna need tohave info on their website that is going to be showing mawr than just a single photo or video can be. For instance, we've got a customer right now that is a tasting firm, that their job is to taste and rate alcoholic spirits, and they're an independent company that they hire a variety of different freelancers that come on in the door. Then they're able to pop on in and finish it all up and create a piece of content that's gonna explain, for instance, that wine or that beer or whatever, they also that's gonna be okay. Well, they need to also introduce who they are and what they are. Right? Well, that means that we've got to produce some collateral with them That explains Mawr than just all right. You pay us 75 bucks, we taste your bottle of wine. And then we raided independently, using our good credibility. And then you get to use it any way you want to. If a magazine picks it up and they decide that the name of this company gives it a rating of whatever, All right, that's terrific. Well, that's really not What we mean by bait, Patty says, is Patty says, Well, you may need some sort of e card collateral, some sort of collateral hybrid collateral So she wants to be able to sell, of course, are pre pre pre packaged pieces. The ones that we're talking about here today are ones that working in our template ties environment, right. You picked the template, say, for instance, from my e template dot pro. Then you open that template. Knit says you need to create two photos and two pieces of video. You need to collect piece of a couple of pieces of graphical information, then you send it over the hybrid lab dot pro They send it to my E B lab. I'm sorry, my e card not pro boom. They send you the link in the morning. You wake up in the morning and you've got this beautiful e card. And right now, on your way over in the coffee shop, you're saying that, guys, I don't know you, but I'm going to show you what I dio I rocker mag greet him. And here I am, and that's where it is. Well, you know what? I love that. And I think that that's terrific. Do you have any questions, my darling, that you could do before I go ahead and pick that back up? Oh, do we have questions that come on him? I think the biggest question that people have will is really about the numbers and getting into how much this cost people and what that profitability is. So even just for starters. And maybe we're gonna go into this more later. In the example of Patty, what is Patty charging for? The EAC are pro If it's for those real estate agents or insurance companies. Your what is she charging her basic cost? You got you Let's talk about that. Let's say Patty picks up the phone and she makes the phone call. She's got a list of real estate agencies in the city of Chicago, and there's a lot of of data that's available particularly for that type of industry. It says how big they are, what their volume is, what they're specially ality is how many people are in the firm. How many registered brokers there are versus how many employees there are. That tells a lot about a rial estate firm, right? So she needs to be able to get at the person who's in charge of that registered broker. All right, let's say she gets at that person and she says, Hi, Patty Bradley. I'm from so and so and I've got something I need to show you. So she's gonna be first. She's gonna show them there's she's gonna either send it to him so she'd like to text it to him. But if there were looking to give up their cell phone number, that's fine. She'll send an email that people will see it on the table. Why is that different than something else? They say, Well, hang on a second, we just see what pops up to the end pops up at the end. Of course, is that call to action? Boom. All of a sudden, the client goes, Now I get it. That's terrific. And how expensive is that? She says. That is a $399 piece. However, it does come with the premium My e card dot pro delivery at no charge. We picked that up for one free year. Now that's a $49 value right there. Next, if you give us an order of 10 or Mawr, the price goes down to $349 each. And if you can give us a purchase order for 50 or more, that price goes down to $299 each. Now there does have to be a couple of little stipulations to go along with that. If they want to get the lower price, they have to be able to book all those into a specific time window. So they need to call. They need to books and they need t book those in at whatever time, but then we need to be able to shoot those and then finish that last person within that time frame. Now that's a very comfortable time frame. It's typically if they only have 10 people or so. We do need two weeks that we want to start to finish with that, not tell you exactly why. One of the things that we've learned when it comes to having real estate agents in the door is that you don't want competing real estate agents in the studio at the same time. Now, if they work at the same real estate agency, it's totally fine. They get a chance to see Joe. That's great. But if you have a real estate agency, a and really real estate agency, be and they're in the same place, it's really a bad vibe in the place and you want to avoid that. So if we look at Ive been going deeper into those profits, say that we aren't we are able to sell that 10 pack and were able to go at $349. But time wise that we've got put inside their Of course we've got Patties time in order to make that because she isn't going to sell every call that goes right through. We are gonna have the ability for folks to come on in, do what we call the swirl. They're gonna come on in the door that that that keycard pro is going to be done. People take the coat off. Patent is going to say, Oh, hi. Welcome. Here's everybody introduced. Right, Right, right. They're going to see as soon as they walk in, they're going to see straight ahead. They're going to see there's the photo shooting set because you want them to get that she shock out of the way. We want them to know the goal. That's it. I thought it was gonna be something huge. It's not that big of a deal. That's what er it is. Okay, then the next thing we're gonna do is Patty is going to say restroom is off to that way in the changing room. If you need it is off to that way. And if they have brought some clothes, Patty will grab the clothes and she'll put him on a rolling hanger and she'll roll over to the dressing room and then they'll figure out what they want aware, and they'll go ahead and get changed. Terrific. Now, after their changed, I'll ask them. I said, Have you thought about what you're going to say? Because we've got a couple little videos that gets people prefer paired before they step in. We want them to know exactly what's gonna happen, exactly how it works and exactly what we're expecting of them. And we want to do that instead of on the phone and trying to coach him or anything. We want them to use video because we are. We're selling video. It's what we do. Then we want those folks to be ableto first. Come right back on the set. So the first thing they do is when they come back out, they're gonna walk right on there. They're gonna hit that set. They're gonna meet Mr Crockett. I'm going to decide if I'm going to shoot the photo or if I'm going to shoot the video. Let's say it's a simple e card pro, and it requires two pieces of video and three pieces of photo. Now I'm gonna know from which card that they pit right from Patty because she's gonna have a little piece of purple masking tape and it goes right on the end. I use a camera stand instead of a tripod in the studio. So my camera stand, of course, really tall. It's gonna come on over this way. There's a big purple piece of tape right there. This to remind me because I forget things rather easy, said Will. This guy's name is Mike Murphy, and Mike is here for a neat card. Pro number 40 terrific. Number four. I know that one. That was really pretty easy. So then we get going, We shoot, we shoot the photo, we shoot the Vienna. Remember, we use all the pre process pretty processes that we need. Ah, lot of times what we'll do is if I know if I'm gonna be shooting, for instance, the video is going to be in color and the photo is going to be in black and white. I'll set up the black and white the way I want to. I know it's going to be square. I know it's gonna have the sharpness turned up just a little bit. I know that I may want to have that warm tint on it, that one little warm tint, So I'll set that up there, and I'll also set the size of it. You know, I'm not gonna need to have a huge massive file there. The odds of that person buying a large print is pretty small, so I'm gonna turn the file size down one notch. So instead of using the large file size in square, I'm going to use the medium file size. Well, why? It's because it's moves faster. It's going to be able to go through that system last faster, start to finish. Well, I'll set that to see one on my camera list. That means my camera, my little menu rotation dial has a custom function upon their Well, I'm gonna set C one to be my black and white for that day. So when I want to shoot a black and white photo, I'm just gonna click 12 c one. Then when I'm gonna shoot video, I'm gonna go to motion picture mode. I'm going to go to video mode and it's going to be set to color. It's going to be set to the color that I want the photo style, which is going to be natural. It's pride depends on if they have whiskers are not. If it's male versus female if it's a male and it's a young, handsome guy, right, Lorenzo comes popping in the door. I want nice crypt, crisp, sharp looks of him. I'm gonna take my sharpest. I'm gonna pop it up on the video Just one step because I wanted to be nice and crisp. Now, if I get someone in there that's maybe a little more mature and maybe would prefer to have a softer look, I don't have afraid of taken that sharpness down one or two notches. Well, will, Why shouldn't you be doing that in the post processing? Well, I don't want to. I want this thing done, and I would love to have it finished by the time they leave, if that's possible too. Well, that way all I have to do is when I know I'm going to switch between photo and video. I'm already looking into that camera, and I'm just making one click. I can go click Aiken CC one pops up into my eyepiece, my viewfinder. Now all of a sudden turns black and white. It's already square when I want to go shoot the video clip I go right back to motion picture and then it Any time I feel that I want to alternate, I wouldn't want to go back. And I want to change that. All I do is flip one switch, boom. It changes all my settings back and four. Then when it's all done, I'm already connected to a USB cable in one of the sex segments. Today, I'm gonna show you how quickly we're just able to move those pictures. When I'm done, I'll make a shout over to Louis because, remember, he's always gonna be right over here, right? Always said that. He's my right hand man. He's by not He's my left hand man. He's always over on this side, right? So I'm gonna shout over to Louis. I'm gonna say, Louis already for you to take them, if you would. Please, sir. I hear a big click. Click off it goes, Boom. It moves the files overtook Louise station. Then I know I'm done. Patty comes in which he hears the click. She escorts that person over to the next stage, and then off they go and collect the data and we'll talk about data collection in the next segment. When we come back about how we gather that up, how we have it put right into an IPad. In order to keep that whole sales process moving, make sure that we stay underneath an hour.

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