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https://m.youtube.com/watch?v=7_SECQvV3AQ
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Bob is a commentator and analyst for advertising age, a co-host of the Peabody award-winning mpr program on the media and the author of the chaos scenario. Bob will be our keynote speaker at the local online advertising conference in New York March 21st and 22nd of 2012 welcome Bob. Thank you very much p a lot of people predicting even yourself, I guess, predicting the death of traditional media operations, but history has shown that throughout time, new media never completely displaces old media.
That’s true, I mean. Has the landscape change so radically is to make history obsolete know it? History is an obsolete. There has been nothing in history in media equivalent to the digital revolution. This is not the difference from from Radio to television. This is not the difference between pre, VCR and VCR, and you know it’s not even it’s not even that difference strictly speaking between pre-computer and post computer.
What it has to do with is a wandering media right now, along the way, the plundering a whole lot of other document enterprises. The digital revolution is akin to the discovery fire it’s akin to antibiotics, to manned flight, to the automobile, changing human activity in a profound way and everything else that happened before in the history of media. Since the printing press has been small potatoes, history does offer some.
It offers some clues. The Industrial Revolution you know being right at the top of the list. When we went from an artisan, bespoke economy and single cobbler, making pair of shoes to factory made shoes, it changed the lives of pretty much everybody in the world and steam engine and the train. Transportation simultaneously did approximately the same thing and radically reordered human experience. And that’s: what’s that’s: what’s going on now, hyperlocal experiments haven’t been able to sustain themselves yet mmm.
How? How can a local media company find a financially sustainable model in such fragmentation? Well, my answer: is they probably can’t the the midst of fragmentation? The combination of incredible fragmentation, which limits your audience size and the the inexorable downward trajectory of advertising prices means that nobody? Nobody is going to have the critical mass to professionally and profitably deliver news.
In my opinion, the the future isn’t in hyperlocal per se as a standalone operation. In my opinion, weirdly, the intern, sir, is going to be in consolidation. I believe that in every market the winner will be the entity, whether it’s a local TV station in the public radio station, a local newspaper, a series of hyperlocal sites, banded together or some parties, as yet unthought-of to form strategic relationships for content and for revenue.
With other players in that market and then the the combination of organizations that get there first and create revenue streams, while simultaneously becoming the central hub for news and information and culture in their communities, they win, they scoop the pot and everybody else just disappears. So there weirdly, paradoxically this this vast vast vast fragmentation is going to lead into consolidation and I believe in market after market aftermarket winner takes all you.
I deal with a lot of these real-life youtubers in real life instagramers and sometimes the youtubers looked down on creators like instagram creators like because it’s one of my bros just shake frost and like Robbie that we’re all fresh a shout out to the shade hill.
Why are you doing this like you? Just they don’t they don’t like there’s too much work on Instagram, they believe for a little of nothing because they see it differently but like if you are creator, you were created a lot of the Instagram. I must look at the youtubers, like oh they’re, little douchebags, who do nothing and have no creativity. You know so it’s like night and day like and they battle each other.
Then it’s like clicks like. Oh, this is a youtube click Instagram Cleo. We don’t click together. Right, it’s so we’re. Like you see this blog, I can go to LA you’ll notice it but they’re all still friends, but it’s like there’s a like dial. We had the you exactly so it’s like it’s it’s night day but YouTube. Will I’ve seen it bro instagram has change lives, but I’ve seen a lot of the creators going YouTube and I mean they’re making twenty thirty thousand a month like we’ve died, read the shade like.
I saw all this do this, but I read the shade, like literally go for nothing to jump on buying a new g-wagen moving his family from one part of the LA to it, the best part of LA and we’re all the parties, because we like we’re seeing This and I’m like bro, I’m so proud of you just out of nowhere just start to blow up even Labadee, I’m running a lot of the the two girls famous ocean and kung-fu, the two sisters like they have literally they did nothing.
They went that they had like almost 300,000 subscribers on YouTube and they didn’t even create, but they just started to create these dope articles in like one hit, and we did a prank it actually hit. This scar last week came from a prank. She did like this prank on her boyfriend. He got really mad. He was like he’s like. I tried to get him down and this happened, but that article is about to hit a million yeah about the hit of million views.
Is that six hundred, maybe several hundred K now in like a few days and that one article has made, is making like thousands of dollars and I’m like y’all, you see if you create creating, don’t keep pumping it. She pumped the next article. It went like a hundred thousand like two hours like if using I keep pumping y’all keep pumping, keep pumping cuz, that’s money in time. Y’All have these goals yeah I want to buy g-wagen see.
I want to move your family here. Y’All want to live in these condos, it’s so easy to do because YouTube and came to become like that residual base of your life, where you know you’re going to get five thousand to ten thousand a month, and then you can go and create yeah. Just all that article in doing those articles, that’s going to make you go viral they’re already going viral just to copy. You know it’s so easy to do.
You sit here and put a ring light up and do whatever it is, and just pranks challenges vlogs like because people wanted their fans can see another perspective of their life. They see the inside. They really want to read that you know and that’s why YouTube is. If it’s hard, though it doesn’t convert, don’t think you don’t go on Instagram and didn’t blow up your YouTube. No, it’s a whole other different algorithm.
It’s a whole nother different way of doing things and once you’ve figured it out, you can master. You could really do some big things with exactly yep, because they just did one for the first time, the famous ocean kung-fu, and they had to do what’s called lash BAE with these lashes and they want it like this 30-second 10-second clip in the front, and it Was like well, it goes in the front. It’s like it was like.
How do I say it? How do I do it, so they got paid couple thousand to do that. Artists have a perspective against doing what your influencers are actually doing. Right. There’s this conversation where a lot of artists feel like you can’t translate over from an influencer to an artist. It’s not true. I don’t understand he still give themselves to believe that the proof is in the pudding blackhat. But what do you I don’t know? What do you say to the statement like? Well, it’s not true, like I know for a fact, because a lot of the because you could take in, like you notice, like a lot of the influencers, there were artists they blow it like look.
Narthex technically was an influencer troll. That’s why he does the things he does this. It is, you know, and you master and you put things out on certain platforms. It’s going to blow up and they’re really take templates. It there’s. No, I mean, even if you are not talented, you can get a writer and you can go into the development phase and get a dope beat and it can go. You know it’s just because anything can be created nowadays, but then a lot of them were really passionate about music.
So if you’re passionate about it, it’s nothing you can. They can do it, you know, and they got some good stuff in the streams in there I mean I have an influencer that I work with Lovato like he was weighing and freaking Philippines doing. He was on a YouTube stage exposed to event in a in Asia. Like from a song like, it’s crazy, got verified and blowing up as an artist and with no label. None of that just management.
Do you think so, obviously he’s moving a lot of people might not know him right, but do you think that maybe they might kill a lot of artists before they even get started by trying to see that type of popularity and for approval that you don’t really Have to have like, oh this art, what the guy you’re talking about! Oh he’s killing it and what he’s doing – and he there’s more growth to happen, but another artist might say: oh well, this is him a little baby, alright and I’m trying to be a little baby – and I here – and I want to have this this traditional type Of record level proper popularity that I’ve seen well, it’s the world is so big, and if you leave that concept alone, you’ll make you’ll do well.
You look at artists like Russ. Like live, people don’t even know who he is, but he has stadiums that are packed out and he’s making money and without being like this mainstream name, he has a main street name was like Main Street in certain niches like I never really was like it’s weird, Because the world is so big a lot of artists who power like when it come from, they have a million followers and they do a show and people show up like your fan base.
As long as you focus on catering to your fan base and everything else will take off – and it’s good to be like that little baby named or like like that uh whatever the big names, are it’s good to be that? But you know sometimes if you set your own goal and you said you get what you want like you may just your goal may just perform in front of 30,000 and make you know enough money to live like a superstar and you happy and then do that.
Somehow I don’t think something want to be like, like super super stars, but if you tell us it, you really we’re at some point it’s going to come to that point. You know it’s talent will really take you to the next level. I think that’s important. This whole idea that people are still in prison by their own, like local geography, we’re in a world where you don’t have to do that. Yeah right and you have the time when you said you got people find your families, and now you can monetize it without.
Even going in overseas, if you don’t really want to, but of course then going overseas get touring checks or yeah, whatever kind of show you can do, give you’re just an influencer, but that’s it’s interesting that people are still confined to those ideas where the door is Opening yeah, but you look in the other direction: yeah yeah, okay,
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Welcome to the small business show here at business show Co the show that is buy for and about small business owners here in Durham New Hampshire, I’m Dave Hamilton and in Lafayette, California. I am Shannon Jean how it goes it out there. Man it comes, and it goes it’s good. It’s good, I’m working with it. I’m really off kilter today, Shannon I totally rearranged my studio and things that used to be controlled with my right hand or controlled.
With my left hand – and it’s yeah it’s a little weird – I don’t know that I or did the ergonomics correctly, but you know I’ll figure it out and then probably finish things around yeah yeah. So if we know we start things start going crazy on the show. We’ll know it’s your fault, it’s totally my fault. That’s right! Yeah, awesome! That’s great! Well, hey we’ve got a guest here today with us and one of the things you know we talk about all the time on the small business show.
Is your online presence? How important everything is? You know your website all that good stuff, your search engine optimization so joining us today is Corey good Errol, one of the founders of g4 design house and he’s going to talk about his business, about creating and managing your online brand marketing and more good stuff. Like that, so thanks for joining us today, Corey, hey guys how you doing good good man, we’re excited to have you on the show and talk about your business, so tell us about g4.
You know: what’s your core business and you know kind of how you got things started and how your how your business works. Web design is our core business and we also do marketing search engine optimization, pay-per-click and things like that. We started probably about five years ago. It was we’ve had a couple of different businesses in the past and we did a lot of our own web design, web development marketing for those businesses and about five years.
Five years ago we decided that we were so good at it that we were going to create a new business out of it and do it for other people. So that’s what sergeant nice yeah. So you have lots of experience in this yeah and you you’ve spun off g4 about five years ago to focus and and offer those services to other other small businesses right in business about twenty years ago, and we started developing our own websites and, of course doing Our own marketing campaigns, one of the things that we never did, was outsource our our needs, and so we kind of had to learn as we went and I think that made our ability is much stronger.
And so when we did start our business five years ago, we were pretty much ahead of the game. Yeah! That’s great! That’s great. I will say this. My my greatest successes have come from exactly this, taking a skill that you had to develop on your own. For some other business and then turning that into your business, but my greatest regrets come from looking back at all of the skills that I developed, that I didn’t turn in to other businesses, so always happy to hear about people that are like smart enough to capitalize.
On on the things that I probably missed out on, so there you go. That’s great man, wow, that’s really cool! Sorry! You guys, I mean been doing this for a long long time. What you know kind of, are there best practices that you you know implement for small businesses that come to you and say: hey, you know: what do we do? How do we, you know, get get our website which may you know, need they need help with, and how does the program work? What we try to do is our whole concept.
Behind g4 design house is to make growing a new website and growing the business. A lot more affordable and easier for people most places you go to if you’re going to an agency, especially you’re, going to pay a lot of money upfront in order to get a website. And so we took our past business model, which is monthly payment plans and converted it into our g4 project and basically allow all of our clients to make affordable monthly payments, and that allows them to.
It gives us the ability to market to new websites. New businesses, medium-sized businesses, large corporations – we can do the entire gamut of business types, so it makes it a lot better for us on our marketing side, yeah. That makes sense, and so you know they come in, and I mean your site looks awesome at g4 design, house, calm and everything. I’ve always seen you guys do the quality in the the graphics and the layout and everything the build quality has been fantastic.
What does somebody get for? Like you know, it looks like on your site to say start it like $ 1.99 a month for a small business. What do they? They start there and then they add on like alucard things or is there a package that they get for that price? Our services are pretty all-encompassing and that’s one of the another benefit of being a client of ours. Is that we’re not going to do those add-on costs for every little thing that you want to get? You know we do logo concepts mock-ups, so they approve design before we build anything we provide.
You know contact forms any sort of widget or plugin that they may need to perform different functions for their website, whether it’s memberships, a forum, you know, there’s so many different things that people can want and it’s all-encompassing and we do the $ 1.99 a month and That goes on for 12 months, which is we’ll knee basically what’s cool. We only require somebody to be with us for 12 months.
That’s the contract after that, if they choose to go away or their business fails, which sometimes it unfortunately does they’re not locked in and liable to us for you know years on end, so it basically becomes a month-to-month plan after that, so you have a ramp-up period That you, you know that this is the minimum amount of time that you want a client to spend with you. It’s it’s the time that it takes them to really be convinced of the value.
Is that a good way of saying it or a time that it take that time that it takes for you to demonstrate value? Of course yeah I mean when somebody and that’s, I think, there’s a big misconception among people out there that when you create a website, all of a sudden you’re going to just start getting traffic and you’re going to get customers and and all of a sudden, your Business is going to grow well, unfortunately, in the web space it doesn’t work that way, Google’s huge, I’m sure everyone’s done a search for something and found thousands of links to other websites and that’s the way it is and you’re competing with all those people align.
So the the website itself is step one. Then you have to go into now that I have this great looking website. What am I going to do with it and that’s when you get into social media marketing search engine, optimization pay-per-click, whatever the avenue of marketing that you want to go down, it’s going to tell we provide those services as well, so we would. Rather, I guess a package deal or offer both of our services to our client.
Then just the ala carte website, because we’d rather be in control of the end result. So we know that we’re providing a long relationship with our customer, that’s going to get them results, got it yeah that that’s cool cuz. I cuz I’m definitely one of those people that you know have tried in the past, like oh we’re going to throw this site up there, and now we’re done look how beautiful it looks and you’re right it is.
That is like step one on the roadmap to success. Right you’re sure I mean you know, there’s Wix, there’s all types of do yourself: services out there and that’s great for somebody that maybe has marketing skills themselves is really taking advantage of social media blogging and really doing their part to make sure that their site is Successful but you know most people don’t have the time, the energy, the cost.
You know to do that sort of saying so that’s when they reach out to us and we can offer our services yeah, that’s huge, yeah and that you know it. It is really all-encompassing. So it is, it is far greater than just that. Oh we’re going to build you the site. It’s like we’re, going to really hold your hand through this. You know 12-month process and and get you up and running so that that’s really cool okay.
Twelve months is just a start, I mean we have clients that have been with us since day, one they have multiple websites with state. You know: we’ve remodeled their first website that we build to make it a little bit more current. You know so we try to have those really long lasting relationships. Yeah, that’s that’s killer, all right! So now we know what you do, how it works, all that kind of stuff.
Let’s talk about your your you know, kind of the back end your business. If you will what’s what is the most challenging part of your business and – and you mentioned like Wix and some of these other – you know off-the-shelf sites and competitors, I would think it’s a pretty competitive space, but maybe that’s not your most challenging thing. What what’s the most challenging part of business, and what have you guys done to to overcome it? You know you actually pretty much nailed it.
It is web development and web design marketing. It’s got to be one of the the most congested business I’ve ever seen. I mean just as San Diego. I mean there are thousands of developers, so I mean and we’re competing against San Francisco New York, all the big all the big games, but you know, Web Design is everywhere. There’s freelancers, you know you’re competing with companies that hire. You know individuals from the Philippines and in India, that’s pretty popular, so there is a ton of competition out there and so generating new clients is our biggest challenge for sure and and how do you guys do that? Do you have a team of salespeople or reaching out, or are you really focused on the you know, inbound marketing? What have you found works the best for you guys I am, we’ve been focusing and continue to focus on Adwords and pay-per-click.
You do your own thing, like the thing that you would do for your clients is what you do for you: how much search engine optimization, of course, social media publishing. We do have sales agents that work outside of our office that travel. They do cold calls from their home where they travel locally in their their state, or we have a couple guys that we just hired, for example, here in San Diego, so they’re going around and getting generating new sells for us.
So we do have that aspect of it, but yeah I mean the per click and an SEO. That’s the biggest, probably avenue that we take yeah, that’s great and your your target kind of demographic. You know, are you? Are you going after? You know the sole proprietor type of small business or larger. You know s corpse or or LLC. You know kind of mid-sized companies or are you just taking whoever comes to you? You come up with a unique solution form.
Oh, we do take on any client from the from the new business, like you mentioned, to large corporations that have established companies for a long period of time that just kind of need to refresh their brand. It’s you know poppy. Primarily, the the medium-sized business is our as our top client and and that’s fine, there’s great to work with you know. Large corporations can be a little bit more difficult to work with, sometimes because they have certain needs and they’re.
You have to meet and time per strengths, and things like that that maybe the smaller business doesn’t and then, of course, the new business. You have to worry about, you know them going out of business or not being successful, and so you have to gauge how you approach each one a little bit differently as far as the sales process and the cost for the customer, which we generally try to keep It equal across the board, but you know there’s going to be.
You know times where you have a little difference there. Yeah sure I mean I imagine if you know corporation, your large business comes to you and wants a Pacific project. You guys going out and providing a quote for that that type of event versus just the the standard subscription model type thing completely different. You know you’re going to have an RFP with a large corporation and you’re, going to have a they’re going to provide a number of assets.
Typically, for you already they’re going to have a mapped out what they want for the most part, which is really great and nice and and compared to the new business we get. Companies sometimes are so new. They really don’t have a plan, they don’t know what they’re really doing at that point. They have an idea sometimes and that’s great, but they don’t really have the assets yet or the the content behind it to to really build a great website.
So we have to kind of assist them with that process yeah, and I would think that you know they’re really got ta, be pros and cons with each thing right where you get your your creative juices, really going with brand new business and helping them design their Logo and get their message in the brand versus you know. These large corporate entities have come. You know, give you all that that stuff already, but maybe more demanding and you have to jump through more hoops to address their needs.
Perhaps yeah. That’s exactly on point. Other companies are great because they do know what they want, but yeah the time constraints can be pretty cumbersome, sometimes especially when you’re working on a lot of projects, and you have a limited amount of staff to work on. So you know you kind of have to make do as cutting out time for them specifically in order to get the job done, but at the same time, yeah you’re right.
The creative freedom that you have on the newer or smaller business is pretty nice, especially for our designers who like to be creative and they they don’t like to just input assets into a web page. So it’s nice for them, particularly so yeah yeah, that’s cool. I’m curious about this because it I mean it sounds like you’ve got a model that has sort of from a pricing standpoint a one-size-fits, if not all most and yet you’re able to provide personalized or certainly tailored service for every business that you work with, so that I’m curious like how one size fits most.
Is your pricing model? Would you say that 80 % of your people are on the same model or or is it higher or lower than that, I would say, probably about maybe about 65 % are on that model that you see this on the website? That fits the majority. You know when it comes to the larger businesses. They generally don’t even want to do a monthly payment plan. They want to kind of do it a lump sums and pay it off as they go.
They don’t want that overhead kind of a thing going on, so they come knock that out. So majority of the payment plan option that we provide is going to be for the medium and small-sized business for sure sure that makes sense yeah because they, the the medium and small sized business, hasn’t haven’t learned yet that monthly expenses monthly recurring expenses are potentially the You know the death of you so and also to be fair, small and medium-sized business, even if they do know that lesson it you know, just cash flow might be such that that’s the only way they can make it work, whereas a business.
That’s a little more established and larger might have the capital reserves to be able to say, okay. Well, if that’s going to cost us, you know twenty five hundred bucks or twenty four hundred bucks. Well, let’s just spend that money and then we don’t have to worry about. You know where’s that money in August, when you know the 200 bucks comes around so yeah exactly and they’re not tied to us anymore, either.
That’s another thing for the larger companies: they don’t really want to be stuck with us if they don’t have to be and when you’re on a payment plan was to us, I mean as long as you’re, making those payments you’re you’re sort of stuck as far as Us hosting the website on our server managing the website that sort of a thing – gotcha – okay, oh so, you’re, actually hosting for this. Oh that’s, very interesting, yeah yeah everything, so we provide hosting.
We will buy your domain for the first year, pay that cost for you. If you need it, yep we’ll set up your email accounts for you. If you need that, we try to do everything, so you don’t have to do it. That’s cool yeah, especially you know. It’s someone, that’s not an expert at that and they’re. You know trying to focus on growing their business. I think that’s it’s! It’s awesome to have that whole.
You know all-encompassing. You know kind of hand-holding. If you will, I think it’s really cool. So you know what we talked a lot about on the show here. We kind of we refer to it as a charmed life, you know as business owners and that it’s not all about cash and and and stuff. Although you know we all the cash is king and that’s how you measure success of you know your business, but but what about you? You know, what’s the yardstick that you use to measure your success beyond the monetary rewards, to keep you and personally, or you know your team moving forward, I mean for me personally when I want to look at it.
It’s the return clients that does it for me. When you get a lot, you know the majority of your clients coming back and saying you know, I have a disorder business or I have you know this other person or referrals. I have this. Other person is a friend of mine that I want to introduce you to so you can build their website. Those are the things that really stand out to me that, and you know, give me energy to keep doing this every single day.
Yeah. That’s like your pat on the back right. This guy’s referring people yeah, oh yeah, that’s cool validation, that your service is valuable and and all of that that’s good yeah, yeah yeah I mean the money is going to the money comes as it comes. I mean that’s just part of it, but it’s the exact evaluation and the the continued and returned clients really does it yeah. Hopefully it’s a cycle right.
You get that more return, customers, more referrals than that the money side of thing is growing it along the same way: yeah yeah, that’s cool, okay! Now, here’s the part of the show where I get to kind of call you to the mat. We always ask everybody. This you know Dave, and I are big fans of mistakes primarily because we’ve probably made so many between the both of us or, like speaking for myself, in your way, no no you’re right and you know we learned so much from them, and so can you tell Me what you’re, using these little quote signs here.
Of course you can’t see that at home, what’s in the best mistake, you guys have made that has taught you the most about your business. A man make mistakes all the time. Is there anything that stands out you’re like wow, you know if we don’t look, how much we learned or if we only done this differently. You know that kind of thing. You know I’ll talk a little bit about this client experience. I won’t name any names or anything sure, but we had a client as one of our, not our first but one of our first websites that we was a big prize, a big project.
You’re talking, you know, tens of thousands of dollar project, okay and one of the mistakes that we did, and we definitely learned from this one is making not forcing the client to provide us all the details and in a really organized fashion. This was a, it was a couple and they were starting a new business and they they had all these great ideas, but the way that they presented was basically kind of like a just a pot of information and nothing was really organized or clean, and we accepted It and we started the project and we kept working on it and as we kept going, it was oh, you forgot this, and – and I need this – and I do you know I need this and it just added up and added up and and by the time We got to the end of the project, we probably lost.
You know thousands and thousands of dollars on it and it was. It was a real big kick in the butt that you know. We need to make sure that, especially on a big project that the client has to be prepared, they need to be able to. You know just like decisively tell us what they need and it needs to be presented to us in an organized fashion. That way, we can quote it out properly and give them the proper estimate and then we’re protecting ourselves on the back end.
Oh yeah. No, that’s a huge thing. Do you have like a framework now or some kind of document you know or proposal? You know think that you’re giving to those customers that are there filling out to give you that data. Now they on the bigger projects, we have a proposal that we send out and we have basically a scope of work and as we attached it to the agreement and they have to sign off on it and then we refer back to it.
If we need to, I mean, since that point, we haven’t really run into too many of those issues anymore, because it was such a big issue at the time that you know now. We question everything yeah, you almost don’t need the new policy with the client, because internally you it you’ve changed everything because of that exactly yep yeah! That’s weird yeah! That’s great! That’s cool! Well! So, what’s next, for you guys something are you in growth mode or are you you know really kind of focused on your existing customers? What’s the next step for for your business, I mean right now we are we’re, not expand super big right now.
You know. Obviously, we still want to get new customers new clients, but we don’t want to grow too fast. We are taking a lot of time on our current clients. We have a lot of currently. We have a lot of big projects that we’re touching on with big big brands and so we’re kind of putting our attention to those and and making sure those are all done right and then, of course, taking care of our. You know.
We have several hundred clients that we have currently active and so we’re managing all of their sites. You know one of the things that we actually haven’t touched upon was the platform that we build. Our websites in for the majority is WordPress, although we do build HTML sites from scratch, which was that project that I was just talking about, that was from scratch project a wordpress requires a lot of management and energy, so we’re kind of making sure that that’s all Good to go yeah, that’s very cool, that’s awesome! So let me let me ask you: what’s the best part of your day, I always like to ask guys like this sitter of going to work, and you know working with your team and you can’t say five o’clock.
You know I mean, is there a the part of you know your working environment or when you get in there that you really enjoy the most? You know it’s actually, so I’m the first one in the office generally being one of my programmers and for me it’s just personally, it’s being able to come here first thing before anyone else is here and kind of just catch up on everything and my organizational plan And you know working through emails for clients, and you know going through the project management, software making sure everything’s on point again, I get like an hour and a half in the morning that, without having to you, know talk to my staff and things like that.
That gel allows me to complete a lot so now I like that part yeah, that’s nice! When you have that quiet time, that’s exactly I love working. My stats are great. I love it when they’re here we have an awesome crew here, we’re definitely a family business and we are a family oriented type of office and everyone here is awesome and I love spending time with them, but that little private time is nice, yeah and you.
I would say Kirk if I’m wrong, you’ve had some staff. You know that have been with you for a long time right, so my main programmer IT person he’s been with us for man. I want to say 16 years, Wow Harley our lead our lead designer has been with us since the inception of g-force of five years. We have a kind of a go-to girl with many hats. She has been with us for probably seven years so yeah most of our employees are longtime employees.
They stick with us because we we are that family business and we kind of backed that way around the office, so yeah, and I think that that’s a big statement to your success as well, and that should be another pat on your back, because if people, actually You know people want to hang out and stay with you guys that that’s really cool, very good John, that yeah yeah. That’s awesome! We don’t like to turnover yeah it’s expensive right and you know you and you don’t know who’s going to walk in the door.
You know, and it is difficult, yeah yeah and I always argue you know you really you really never. You can be the greatest interviewer, but you really never know how an employee’s going to you know what their work ethic is and how they’re going to fit in your culture until they’ve been there for a significant amount of time. Yeah I mean you, can you can tell when somebody’s absolutely the wrong? Yes and but, but you know there can be somebody that seems like they’re pretty close and that pretty close over the over the course of several years can actually be worse than hiring somebody.
That’s not a fit at all right because it can start to drag you away from from where your core is yeah, it’s interesting exactly and then the longer they’re adhere to. If it is somebody, that’s not quite quite there, it makes it harder to. You know to see if you need to. Let me go it’s a much harder opposition. You know, then, if it’s somebody new so yeah I mean that’s the worst part of anything is having to let people go, and so you definitely from the gig.
So you want to make sure you have the right people, but yeah it’s hard. Just sometimes you just don’t know until they’re in it so yeah yeah yeah. We used to do with tech, restore we had an intern program through a technical school around here and then we would get these interns and they would come in and they would work for a hundred hours and I used to tell everybody: this is your hundred hour Job interview, you know, cuz, you really kind of get him figured out over a few weeks of and use you as much longer because they wouldn’t work all day so be a few hours every day and some of our best folks came through that program, and it’s And you’re absolutely right is absolutely the worst thing as a small business owner to have to let someone go yeah, it’s miserable, it’s personal, but it also has like repercussions on your business life, because when you’re a small business owner it you know it’s it’s like losing One person out of a thousand is very different than losing one person out of ten it.
You know like there’s an arc left on the table, big time, yeah yeah sure in today’s age, with with the social media and the reviews, and I mean letting somebody go even if it’s for all the right reasons is a risky proposition. Sometimes I mean that’s, you know come back to you, especially on social media, in a negative way and that’s always the risks, and so you know the least you these times. You have to do it, the better, that’s for sure yeah for sure I always come.
I always come back and what one of my favorite movies, The Fifth Element where so get Gary Oldman character, tells the guy to lay off two million people and he’s like let go two million. I’m like see. We can’t do that. Yeah we got ta walk in the other room and sit down with this person that you known and hung out with, and you know so well, that’s cool! I congratulate you on your success. What’s the best way for our listeners to learn more about your business, they can visit us at g4 design, house comm and, of course they can go to facebook-dot-com forward-slash g4 design house.
That’s great yeah! You guys do a lot of good social media over there and keep up the good work man. I love looking at your stuff, the qualities and very impressive, and we appreciate you coming on the show and sharing your story and you know, keep in touch or send some of those small business owners. Our way that you’re helping we’d love to talk with him will do. Thank you so much for having me yeah thanks thanks for joining us Cory.
This is great all right folks! Well, you know where to find us go to business, show, call or our Facebook page business show Co, slash, Facebook Shane, you got anything else to add before we sign off here. I think. That’s probably it man um, you know, pray for rain in California, we’re having another dry years, take care.
Who is helping with your digital business footprint?
Basically, today I’m going to talk about article editing with the streamer and what is missing to be able to fulfill filmmaking in the filmmaking industry. So first I will just introduce quickly just from reading services. So basically it’s a high level API to do article editing with the streamer, so it provides a set of just a stream, a plug-in element to under non-lead edition.
So that’s the call of the discriminating services. It’s called enemy and it’s just elements that basically will plug and unplug effects and sources on the fly depending on the timing. So you have a timeline described and it just plays back a timeline. It provides some high-level notions, such as a timeline layers, which is often called tracks in the film industry, where it’s basically like the same kind of ideas layers in a photo editing software’s, basically, so that you composite the layers between each other and basically, I’m going to Talk about like integrating just from rating services with the existing tool that are used in the in the post-production industry.
So what I’ve been working on is integrating with open timeline area so a bit. What open terminal is it’s basically a project from Pixar that is used to convert from one editorial format to the other it could eat. It provides an API to go from one format, to an internal representation of the timeline and then allows you to convert it to some other timelines to some other formats. So it’s kind of the pondok of of article editing, civilization format and it also provides API, is to do manipulate the timeline so move the clips inside the timeline add effects and things like that, and then you can just like save it and use your tool to To playback, all-rounder rate, etc, etc.
So the idea is that this provides the this tool it’s in Python and it has been decoded in potty to C++ now, and it supports a lot of different formats such as Final Cut Pro EDL’s. The other premier, FCPX file and advanced, are showing format which is used by a vide, hello and yeah. So it supports like basically all the formats that the industry use, and so, if we integrate it with just reamer, we basically become like compatible with all those tools.
So that’s what’s interesting, so what we did is so the just relating services has its own sterilization format. It’s called x GS and we implement in an adapter, which is a little piece that converts from the open type Nanao internal representation to the other formats and around also. So now we can with open terminal you convert from XJS to to any format that is reported, and we can see here list of features that are supported by the different adapters.
So here in just wimmer, we basically have most of them for FX. For example, many like edge cases and for effects, for example, it’s still not clear. That’s why it’s planned in the auto format the so the internal representation is because it’s not totally defined, but we already have something and it’s working but like you cannot really convert from one to the other. But you still have the information that you have some effects.
Otherwise, we basically support everything that is actually really needed in the in the article editing industry so and all the format’s that are Arnold by open timeline area can be converted from one to the other. So it just like really really useful for us and then on top of that, we decided to have a proper integration of all that inside the district services. So we have a gist for model, which is basically an object that this realized and sterilize the the timelines and the projects from one format.
And here now we have a GS, OTO formatter that basically goes throughout you to go to go from the input format to X. Yes, so and then we just load the x GS file, which is much simpler. So there is some some conversion in between, but we know can support any format. Taking into account the matrices that I just showed from from supported from the industry used authoring format, then we decided to go one step further in the integration between jazz swimmer and the district services, so that we actually natively support all the formats sterilization format.
As part of the streamer, so no we implemented the GSD mixer that basically will get a stream with a serialized timeline of project from any format and play it back as if it was a media format. The media file. So here the the the so you have, basically, you have like perfect integration between all those format that I talked about, as if it was a native media may give a native. So on top of that we have the time firing functions.
That is the mechanism inside a streamer to detect what the the the data is. Basically and then it just like really simply like detects that it’s Sarah’s cellulites timeline, for example. It’s it’s in open timeline, IO format, internal representation format and it will just like use the GSD mixer when it will auto play. So I will make a quick demo about on that since so here I’m just using PTV, which is the hey, I’m using PTV yeah.
It’s a article, editing application that is based on on the discriminating services. So it’s basically a UI at top of just amazing services to make it simple, so I will just make a new project import a few clips. So it’s quite simple in terms of user interface, you just have like clip selection and then you just put the clips inside the timeline here. We’ll just put the clips inside the timeline. Can you see yes, okay, zoom inside the timeline and then you can? You can transition like very simply, and let’s just save it, I will save it in the let’s say: H, oh yeah, it exists, replace in the auto-fire description format and then also open terminal comes with little tools.
That’s the file edge estate so comes with tools to basically debug the the files to sell sterilize the D toriel format, so you can just inspect them and see how it looks like in the internal representation of a pentagon. I/O, you have all the information, it’s quite useful, to find out like precisely what what what do cats are, etc. So here I called open it here and you can just close and let’s just use the SD play to play that file.
Okay, so here is just using like normal just Rimmer player and it’s actually playing back the fight, the timeline that we just built inside PT so and so, basically now you have a way to simply play back any file. That is like a timeline inside any any. Let’s say UI: they could be so that versus new okay. Here we go what okay, so that allows you to basically have new clips that actually are timelines in in in the end, so you can have what we call nested timelines, which means like you, have timelines in silence inside timelines, which is very important.
For usual, article editing workflow has people with just like edit one sequence and on one part, and then you have other people editing another sequence, and then you will have like people just putting the sequence together to have the final cut. So here that allows you to have like multiple sub projects, where everyone feels like one part of a full movie, and then you have everything that is just composed together as a final scene.
So now we have basically the the background to easily do that. With with the infrastructure, we have images from editing services. So basically, what we do is we use a GS, UI clip and we just put like to your eye of the the the editorial file. So the sterilized timeline, basically and then you end up with sub projects and yeah you can have like externally used files inside gos show a clip or you can have all that serialized as one big x, GS file or audio file or whatever you want.
With this report we have so yes, that’s pretty pretty useful in many cases, and that was a feature that was really needed because that’s just how they work for article editing. So, what’s next, we have a few features that are missing in GS and it’s basically, the main one right now is a clip speed control. We implemented a few things inside the streamer. We basically have article rate that allows us to do speed rate modulation.
We have the same for audio, but we need to offer proper API. On top of that, it’s like really something important that we are going west. We are starting to work on that, and then we have the big problem that is basically linked to how we represent times in the streamer, which is basically all just o’clock club time based, which is just one int and usually in the in the industry. People use like frame count to represent times, or they basically use rational time, so I want to offer something.
On top of I mean I want to rework the GS API in a way that allows you to work with both and in a flexible way, and we we studied a bit. But we need to do more, like proper integration testing and to have like precisely the right frame at the right time. So in the streamer. We also have the notion of like native time type, which should be like frames, but it’s really not there and I don’t think it really matches what we want and how we want to represent times in indigestion reading services.
So, yes, those are the two items we are going to work on and many bug to fix and yeah. It’s working pretty well, I have to say, like PTV know, works in very, very decently, and – and we have quite a lot of regression – test – shoot a lot of validating unit testing and that will beat. Thank you any question. Okay, thanks!
Videos are truly an awesome way to get the point across. Any type of content from your business is important!
My name is John golden from sales, Papa online sales magazine and pipeliner CRM joining you from lovely San, Diego as usual, and today I’m joined by Karen Botsman, who is actually also in San Diego down the road. How you doing Karen? Oh man, I’m telling you what beautiful day awesome San, Diego and so ken is an international speaker, success, author and neuro humorist.
This is, I love this living at the intersection of the brain and humor. So you live downtown San Diego. She also lives at the intersection of brain, so Karen’s a pioneer of the fire in the field of applied humor. You actually did a master’s thesis in graduate school, and now you work in partnership with neuroscientists, and then you help organizations and people to peak performance to art, the art and science of yeah humor.
So what we want to talk about is okay, so I talk with lots of people about strategic, their strategic that right never about strategic humor to grow your sales soak all right. Let’s go what is strategic humor, its humor, that is used intentionally for a desired outcome, and the insight here is that people think that the purpose of humor is entertainment and that’s true, but that’s only one of the three purposes.
The two other purposes are influence and well-being and for people who are high performers in sales, many of them have a sense of humor and they can be funny and they even recognize that it can be helpful, but they’ve not thought about how they can implement it. Intentionally and consistently – and that’s what we talk about when we talk about strategic humor and high performance humor, because let’s face it, I mean a lot of times when, when people engage with someone, they sometimes use humor as a as defense mechanism as an I as an Icebreaker or, and sometimes you, kids, sometimes it works, and sometimes it’s awkward or whatever, but I don’t think very many people approach it in a strategic fashion.
Right right, you know, and when I’m interviewing people I have a book coming out, this fall as you and I had talked about that Forbes books and I have interviewed many many high performers, particularly in sales, and they are the ones who have thought about this process And before they show up they they are thinking about. You know, how can I use different kinds of tools so that I can have that other person leaning in and this is where I got ta tell you.
This is where I get out on the combination of humor in the brain. This is something that is really very cutting edge and, through the work of people like David Rock, who wrote a great book, called your brain at work and he’s the founder of the neural Leadership Institute. What we know is that when the brain goes into a threat state – in other words, that’s kind of the person leaning away its then putting up their guard, putting up resistance when they’re in a threat state.
They are not hearing you to the degree that you want to be heard, they’re not connecting with you. They may not even like you. They’ve got other kinds of things going on in their mind, and so that really puts up a barrier to the sales process. What can you do to help that brain state become a toward state? Because when, in that, when it’s in an away state now we have adrenaline going up, ignore epinephrine, going up and dopamine and oxytocin going down? And all of these other things looks like this cascade of neurotransmitters that are working against you, but the cool thing about humor is that we now know scientifically that when somebody is engaged in humor and it’s a positive kind of humor, not an aggressive humor, but now We are seeing an increase in dopamine, a decrease in epinephrine and norepinephrine, and an increase in oxytocin, which is that bonding hormone, and so now you have the other person.
You know their brain is leaning in towards you and it makes you more likeable. I know that you know who listening to this is not red rubber child. He needs both influence and persuasion, number one thing being likability. You know people would rather do business with all things being equal with somebody that they like or somebody that they perceive it’s fun and positive. And again, this is one of the many things that human can do for you when you think about using it intentionally yeah, and I think it was a couple of things you touched on there.
I think it’s really fascinating, for people is okay and, as you said, you know, there’s a lot of stuff going on when you’re trying to communicate to somebody, and nowadays it’s even more so because, as I as I say, ad nauseam now we’re not the busiest we’ve Ever been with the most distracted, we’ve ever been just decided to replace distracted with busy to pretend it’s been, but so people are just so distracted right and there’s so much going on that.
It’s really hard to cut through that noise. But, as you say, one of the ways you can do that I mean you’ve obviously taught this for a long time and studied it and help people with it. How often do you see that kind of clutter fall away when somebody suddenly goes? Oh, that’s quite funny. Actually and then suddenly they’re, you know suddenly all of this other stuff that has gone on the brain has been cast aside because they’ve, because it is such a, I don’t know, I was going to say a primal, but in a good way kind of connection.
Yes and again, you know this is all at this unconscious level. Oh good. We know that logic tells emotion cells. But how do you tap into that emotion? You know you can scare the person to death right, remember or you know, try to bully them or whatever that may be. You know, but humor is one of those shortcuts to the emotional process, and so you are tapping into the emotions and and again increasing that resistance and, at the same time improving your your capacity in terms of brain capacity, and so it does tend to have that.
Other stuff, that you know when you say the term fall away. I think, in terms of like that resistance, falling light and as long as the humor is on target and is used appropriately, then you’re going to see that fall away. The issue is that some people – nah I’m going to say most people, don’t really understand all the things that come into play to make humor really work for you right really work, it gets it.
You know it does get a little complex and I’m throwing a lot of things out here because I was going to. I was going to ask her about that right. So, okay, so we know it works when it works right, but we also know that not everybody is number one, naturally funny or witty or whatever, and sometimes people you know try to be funny, but they just come off as awkward or it’s inappropriate at the moment Or it’s basically not funny, which then makes the situation more awkward, because then you have to do that kind of which you don’t could make.
You feel more defensive because you’re just thinking now I just I just showed that was funny. So how do you? How do you advise people on how only on the type of humor how to do it? How do you do it if you’re, not if this isn’t something that you naturally go to? Well, you know there are several push backs, whether those are conscious or unconscious, and one of them is what, if I’m not funny, you know, and when people say that to me my response is great, because the pressure is off what I have discovered over years and Years of research is that high performers understand they don’t have to be funny, they need to see funny, they don’t have to be the initiator, they need to be the appreciator and so take the pressure off.
For one thing you know and there’s there’s many ways that you can leverage humor without ever having to tell a joke yourself. I don’t advise telling jokes unless you are really really good yeah. So, let’s explore that because, as you say, I think it’s just taking the pressure off anybody who’s. Reading this who’s thinking. Oh my goodness, I have to turn into a stand-up comedian. I have to come right, jokes, the night before and arrive first into the room and capture.
So what are some of those ways? As you said, you can see funny or you can highlight something or you can just bring that up without you actually being the initiator. Yes, um anecdotes stories pulling stories from another person. These are ways that I really like, because what is most personal is most universal and when you can start finding stories, I coach a lot of high performers and, and one of the things that I became aware of was you know a lot of them are saying.
Oh, you know I need to be funnier and teach me how to be funny or I want to be funny. Just you know improv whenever and I said you know I can make you funny. I can. I can write you a funny script, but if you, if you don’t know when to use it or where that opening is and how to use it appropriately, you know again awkward. But, but you know, one of the great things about sales is so much of that. It’s more about listening and asking the right questions and, as you’re asking these questions to really have that filter on and again this is a brain process, your reticular activating system, when you have that filter to be listening for these little openings of any kind of a Funny comment that they make.
That’s your cue. How can you leverage that? How can you build off of that another piece of advice that I was coaching a gentleman on the other day in sales because he’s not a funny person, but he showed me a sales presentation that he did and he was talking about something any threw out. A comment and somebody from the audience threw him a line that made everybody laugh right. Okay, this is golden for you.
You know it’s like call, lather, rinse, repeat, okay. That was a funny light next time. You do this presentation, because you do this presentation a lot. Now you get to borrow that person and line and use it for yourself, and you can either refer to the other person or, for God’s sake, just steal. It use it. It’s like to call the creative appropriation. You know, that’s that’s one. It’s really a tool about listening and and leveraging.
You know, there’s there’s um in terms of visuals in your presentations. You know if you’re you know, I don’t know using PowerPoint or something there’s all kinds of visuals that you can use people who keep. You know things of interest on their desk. You know it might be a picture of something that’s interesting or kind of funny and to have one or two things that you can work into a conversation. This is what I called planned spontaneity run.
So it’s a line that you can use, you know and I’ll just give you one quick one. So it’s like. Oh I’m meeting somebody and we’re sitting down and we’re going to have a discussion to see if we’re a good fit and I’ll ask how they are and they’ll say. How are you and my my response? Is you know if I weren’t even there I’d be you, you know it kind of takes them back, but they start to chuckle. I know that brain-wise, the resistance just came down a little bit and so leveraging that you know different kinds of humor without you ever having to be funny.
It is really easy once you get into it yeah, and I like that concept too, that you said about when you’re having conversations you know with a prospect or a customer or whatever and you’re listening, and especially because when somebody starts to tell you about the issues They were having or they try to project last year. Didn’t it didn’t work? Well, you know there’s some more stories there and you know that, probably from this looking at it from this distance now, there’s probably ones that they’ll be on.
You wouldn’t believe what they did at Manor and there’s suddenly this humor in that and you you’ve made that person tell the funny story right. Yes and here’s an interesting thing that again this this wasn’t my own initial insight. I learned this for my son. It’s amazing that we can learn. Our children are best teachers he actually studied with second city yeah, and so and he was a starving artist.
I go to visit him in Chicago and you know I opened the refrigerator in his apartment and there is bread and ranch dressing. Yeah food is hard to improv him. That’s a tough one to improv eating bran, stressing sandwiches, so I take him out to eat. While he’s golfing down food, I said you know just in case this. You know ii said he thing doesn’t work out, you know. Is there a way that you’re going to be able to apply this in your life in other ways, and he was supporting himself by being a waiter at the time, and he said you know mom I’ve always gotten better tips than my counterparts, because I’m funny he Said when I started improv, he said you know.
One of the rules of improv is that you never put the focus on yourself. You never try to be the funniest one you’re. Only you know by everybody trying to make the rest of the team look funny. It raises you know almost in the time, and he said so. I started looking at my tables as part of my troupe and what I realized was in every table. There was somebody who thought they were funny too said mom. When I’m funny.
I get really good tips, but when I can make them look funnier than me, I get amazing tip that is really really cool because it really does play into it played it plays into that kind of idea of. You know the rule of communications that people believe conclusions they come to themselves over anything. You can tell them right, so your job is to help them to come to that conclusion. So, in your son’s case, his job is just to convince them yeah.
You are a really really funny person and who doesn’t like to feel like that exact. I mean that is like one of the ultimate compliments to tell somebody that they’re funny, quite frankly whether you’re, looking for a leader or a lover, one of the top three things people looking for is sense of humor. You know make me laugh, and so, even if they’re not that funny to just go, oh my gosh, you are funny they’re going to be bigger.
Now you put the brain in a really torn state there and then they’re going to love this conversation with you, and I think part of also. I think why this is a kind of a timely message as well. In many ways is, I think it’s facing mean we live in their number one. We live in a pretty angry messed-up world today, and people seem to love doing in the opposite of laughter. This idea of recreational hangar, where people just angry all the time I appropriated that from someone, because that’s exactly what I was, but I’ve been thinking so people are, you know case that and and there’s all these pressures at work and people are angry outside of work And all the stuff going on the bringing in little lightening things up a little.
I mean this is such a perfect time to introduce that, because I say like today: there’s a couple of things being polite will make you stand out, which is an unfortunate thing, but it’s true. It’s unfortunate state of the world I think being lighter and you know, and and creating the environment for a nice happy engagement with someone is going to stand that. So I think the timing of this is is perfect.
Yes and humor. Like you said earlier, it could be a tool or it can be a weapon, and you know, over the past few years we’ve really seen it weaponized. But if you are in a position in sales you’re not trying to weaponize here – and you know – you want to be building these relationships and that’s one of the beautiful things about humor is that it could very quickly bond you with other people and and to you Know so so why not use it and why not use it intentionally and consistently, because the more you do that again, not only are you rewiring your brain, but you’re definitely going to see a difference whether you’re doing presentations, whether you’re, you know wherever you are in The sales process that can, I put humor in my contracts, my closing contracts.
You know it’s just like you know just to see how how closely they’re reading you know, but when people send the contract back, you know they say you know. Oh, you know great contract. It’s all signed, I don’t know if I can really supply the cabana boy to Sergei it’s in your room, but we got everything else covered so so take advantage of that ya know, and I think people are acting. People would be very, very open to it because they’re not getting enough enough kind of just you know warm laughter.
One thing before we finish, though, because I’m you know I was reading and reading some of your stuff, and I and you were talking about doing that – big presentation in Asia. Right, everybody told you, don’t don’t tell any jokes, it’s your bomb and you did and it all worked out, but from how is it? How can people prepare themselves if they have? You know for being careful about humor across cultures and all of that kind of stuff is there? Is there a kind of a safe zone that you could pretty much plays everywhere, or do you have to really figure out the culture um? You know it really does help to know the culture, and I didn’t tell him any jokes.
What I did and I took out all the wordplay. They took out cultural references and I loaded the presentation with funny personal stories, because again, what is most personal, his most universal and – and you know a lot of people preparing me for this – said: don’t panic when nobody laughs and so I’m ready to talk to a Vacuum, but these people I mean I’ve, got pictures of them wiping their eyes, so either they really connected with those personal stories or the translator was going laugh hard.
Now she say something funny, and so what I get from it, though, is because people are connecting, and I think I shared with you that even three days later, a gentleman came up to me and tapped me on the shoulder and said you know: fun eating money Which is not a name, you know that’s what the title that’s coming up, because it was so memorable to them that have made such an impact. You know one of the things that if your listeners and viewers are more interested in this I’ll, give you the link where they can download a sample of what’s coming out in the book.
This fall because I do identify seven important building blocks and again, when you understand these grasp these and apply these you’re going to crush it, but when you miss one and and miss it, you know big time. You know, for instance, one of the very first building block is bond. It’s that relationship between the other person, and so many people assume they have a better relationship than what they really do.
Like, oh man, you know he he likes the Rams. I, like the Rams stuff love this joke uh. You know this political party thing and it’s like blows up in their face. So you know: if people go to humor for me calm, they can download a simple sample of the upcoming book. That’s coming out with forms. This fall yeah and I think that’s it and I and I think that’s a great one to end on just to underline that that one, though about assuming too much because that’s what I advise people nowadays is you’re not going to you’re not going to get penalized For being too polite, you’re not going to even get penalized for being too formal, because you know something and people are getting sick of this over-over familiarity from the gecko.
Yes, i-i’ve never met. I’ve never met you. I’ve never written to you before, but I’m going to go, hey, hey and all this, and it’s just like come on. You know. Let me taste give me at least. Let me have give me the courtesy of giving you permission to do that. Yes, yes, you are spot-on with that one. So before we go tell us a little bit more about the book when it’s released, I presume it’ll be available and all the all the usual blogs and we’ll have it in ioans description, you’ll be able to yeah.
Thank you, I am so excited because this really is cutting-edge material. I’ve been a pioneer in the field of applied humour for the past 30 years, and this content is content that has been pulled together just in the last 15 months and very heavy emphasis on how you can use humor strategically for influence. The title is actually funny means money, strategic humor for influence and world domination and it’ll be coming out.
This fall and again it did we’re we’re putting in the tools the processes assessments. You know I studied humor for 30 years so that you don’t have to, and I think it was EB White said that humor can be detected as a fraud can, but the thing dies in the process and is of interest to only to pure scientists. And so no frogs were harmed in this, but yeah I’m just I seconded it to the point where everybody else would just go: okay, that’s more than enough TMI, fantastic! All right! Well, hopefully, you’ll come back when the book is released and we’ll talk a little more.
It’s been a pleasure again. The book is funny, means money right funny see. That’s such a great title. Nobody can forget that my name is John golaloon from says pop online says magazine and pipeline is here and thanks again Karen, I see all for another expert interview. Really soon, thank you all right, thanks, so much John
Websites help sell stuff! Do you have one?
Just some housekeeping, I just want to kind of get this out of the way, as you guys can see here on my screen. I am wrapping up. I’m working on a Facebook Ads live train for you guys I’m going to be doing next Wednesday, So Wednesday July 18th, at 12 p.M. Eastern time, 9 a.M. Pacific time So mark that down on you guys, calendars also I’ll, add a link down below in the description As well as in the comments that you guys can go through and register for that, because I share a lot of my blog different Facebook ad strategies, but I think it’ll be beneficial To break down some of the things that I do like the exact strides.
I use and also be able to do it live, So you guys can ask me questions and I can kind of give you feedback and answers and let you guys kind of know what I’m Doing on the daily basis. So if you guys want to attend that, There’s a link down below to register for that training in the description as well as in the comments and if you guys are reading This after July 18th, which I’m sure a lot of you guys are because that’s in About a week and a half I’ll add the link to the replay to that training, So you guys can go through read that and still take advantage of every now, let’s dive into this guys.
So this is the this image right here, where I’ve got this pulled up this little segment. That is part of that live training, and You look at like the red ocean versus the blue ocean, And this is really like what I want to break down. Explain you guys when it comes to Facebook Ads Targeting so when you’re going through and you’re targeting with Facebook’s interests, so you’re targeting homeowners Are you’re targeting real estate agents or you’re targeting like weight loss or people interested in fitness? That’s a red ocean guys Like there are so many people that go in like Facebook’s made it super easy to go through, Create an ads campaign, and then you know you go and choose your targeting.
You choose the age group. You choose all that stuff, But with it being so easy you’re literally in a red ocean Just competing with everyone, It’s out there, Okay, so the strides I want to show you guys in today’s article is Taking over to the blue ocean right like this. Is I don’t even ever use Facebook ads interest targeting or any of those little demographics? Anything like that in my ads and when I tell people that even like advanced Facebook, marketers are like what like? What do you even do Like? How is that possible? You don’t use interest targeting Okay Now there there’s something: that’s called Look-alike audiences and if you guys have heard of look like audiences, this is going to be a very different article.
It’s going to be a lot more unique than you probably have even heard or thought before. So just keep that in mind, But this is going to take you from that red ocean of competing with literally every other person out there. That’s advertising on Facebook To this blue ocean now also guys is a special favor to you guys. I was talking with my brother. He readed my blog too, and he kind of like started.
Business He’s got his Facebook guys in the last stuff, And he says sometimes I go way too fast to explain things So I’ll try to go a little bit slower I’ll, try to go through break down everything step by step and photos. You guys are like hey. You like that fast pace just put on like one and a half speed All right. So, let’s jump over to the Facebook Ads manager, because this is really key when we’re going through and setting up our Facebook ads and actually first really quick.
This is another slide I forgot about in the presentation. This is the exact strategy of how I went through, and this is two years ago So June of 2016. I made less than $ 1500 that month for my business and then you can see I start implementing the strategy in August. So, two months later, Okay, So August, I did if you can see the right there, It’s probably a little small, It’s a little over $ 8,000 Okay, so that was the first month.
So I went from 1500. So in essence, I almost call that zero, because I was obviously with ad spend all that stuff You’re, not really making any money. And then I went up to $ 8,000 and then, from August of 2016 to October of 2016 October 2016. I went and did over $ 25,000 in revenue for the month. Okay, So guys. This is a way that you can go through and grow your business extremely fast and once again, If you guys want to jump on this live training or if you’re reading the the kind of like this later after July 18th click down below I’ll have the registration Link to go regi for that live training or for the replay, whatever you want to go through and read, so You guys can see Some of these strategies broken down in a lot more detail, then I’m even ever covered on my youtube blog Okay.
So, let’s just jump over here to Facebook, Okay, now in Facebook, what we’re going to do is come over here to the ads manager. Okay, Now a look like audience: Let’s just break this down right, Let’s jump! Actually, I’ve cut it another good slide, So Facebook, anyone that is your existing customer. So I’ve got like Jim right here, Jim from the office right, So Jim he’s going to go through and buy something from your business Right or maybe you haven’t your like brand new business, And so you haven’t sold anything but he’s a lead or some of the Shown interest in your business, Okay, now, Facebook, the cool thing is, is they literally know so much information about Jim Okay? So they know that, like he’s a male the age like if he’s married or not, if he’s college educated, I know how much money he’s making.
He knows they know pretty much for the most part, What products he’s bought online, because a lot of companies they’ll use the Facebook pixel okay to track whether people have become leads if they purchased something and so based on what ads people are clicking on and Based On what products they’re purchasing Facebook’s got a pretty good overall idea of what’s happening Kay, They know like okay, he likes basketball, He reades the office right, So they know all this information, and so now what we do is we take Jim, okay or our existing customers Or clients or leads, or Even people that, like maybe you don’t, have customers yet cuz, you’re brand new or maybe don’t have lee Juck’s you’re brand new, but people, maybe that, like your Facebook, page or people, even that have gone through and readed a article that you’ve Posted on your Facebook page kay, that’s like an audience of people and then what Facebook does is what we call a 1 % look-alike audience.
So they’re going to go, find 2 million people, or sometimes even more, that looked just like Jim Okay, so but whether they’re male like it’s not going to necessarily be only males or only females or whatever. Although you can go through and target whether it’s males or females but they’re going to find out, Okay, what’s his average, You know salary which it’s crazy, But they actually have a lot of data on how much money you most likely make okay And they know like What the products you purchase, what you like, what your behaviors are online.
What links you click on what you don’t Click on. They know all this information, So Facebook they go and they create this look like audience of people that are very, very Similar to Jim. Okay. So then, what they’re going to do? Is you go take this ad? You show it to this look-alike audience. Okay And then your ads become even more Profitable because you’re able to go through and scale things that much more so if before you were going through and showing your ads just to your existing clients or your existing leads or existing database and you’re spending, maybe like.
Let’s say five dollars a day With this, because you have now an audience of two million plus people you’re able to go through and scale it up to $ 75, a day or $ 100 a day or two hundred five hundred or even a thousand dollars per Day and So you’re able to go through and make a lot more money. Okay, so hopefully that kind of like break broke that down and that kind of like makes some sense. But let’s jump in Back over here to the Facebook Ads manager and show you guys exactly How this actually happens case.
So we’re going to do is come over here to the search bar And we’re going to type in audiences. You can see it’s already popped up right there, But if it’s not showing up right here, we’re just going to type in audiences, Okay, cuz. First, what we need to do before we create a look-alike audience is we need a create, an audience Right that we’re going to say, Hey. We want to create a look like audience that looks like these people.
So Before we go through create the look like audience. We need to go through and say: hey, Jim is our ideal. Customer ideal lead our ideal client and we want you to create two million people: 3 million 4 million. Whatever The number is a people just like Jim okay, So basically you’re going to go through. You were just going to create an audience, will just say: custom audience right here: Okay and then you can go through and like customer file, You can upload their emails or their phone numbers.
You can say website traffic. So if you’ve got a blog, if you’ve got a website, a landing page, whatever You’ve got you can go through and throw the Facebook pixel on This exact website and I’ll link out to my tutorial on how to get that Facebook pixel installed Because it walks you through step by step and then you’ve got even engagement. Like let’s say you don’t have any clients, any customers whatsoever, No leads or anything and you’re just starting out brand new, you say Hey.
I want to just target people who have readed a article that I posted on my Facebook page. So let’s just say that, for example, it’s just say a article And then we could come in here and we say we want to target anyone who is viewed at least read 25 % of my article okay, because sometimes like three seconds of your article. It’s someone just scrolling through in the article autoplays and so they’re, not really reading it 10 seconds, Depending on how long your article is.
That can actually be a really good option if it’s only a minute long, they read 10 seconds Of the 60 seconds. That’s a pretty good percentage of the article, but I typically like to do 25 or even 50 % To get a bigger audience That then we can go through and create a look like audience after ok He’s like, if you think about it. If we just give Facebook one data point, so basically we say hey only Jim.
I want you to create. It looked like audience of people that only look like Jim There’s, not really a lot of information to go off of right, like it’s just that one person, whereas if you have 30 people Okay, They find these averages of what those people like their ages, their Income, Their interests all that stuff and they’re able to get you a lot better data, and then, if you have a hundred people or a thousand or the more people That easier, it is to go through and get this data put together and have this Hotter audience that You’re able to go through and mark it with your Facebook Ads.
So with that said, I like to do kind of like a 25 percent or 50 percent, So I’ll just do 25 percent here And then we choose the the article right here actually up here. Sorry guys choose the article So we’re on to choose the Facebook page So we’ll come down here. All I think you’ve got my main Facebook page on here. So we’ll choose this and then you kind of look at the articles right. So you can see the three second article views So like if we’ve gotten these different people, we’ve got.
You know. Eight thousand people have readed this article, so this is probably one that I probably want to go through and create a custom audience often because there’s going to be a lot of data points like if there’s 8,000 8200 article views, there are three seconds We’re probably going To have you know four or five thousand people that have readed 25 % of this article? Okay, so we’re just going to go like this.
We’re going to choose that we’re going to hit, confirm, Okay and then we’re just going to give it a name. We’ll say 25 % article view and then I would usually do the name of Video, like whatever you want to call it. That’s kind of like what I like to do And then the nice thing is, you can do like hey everyone. Let’s read it in the last 365 days or if you want it like more recent, like hotter market, you could say hey in the last seven days last 30 days last two days, even so, if this one I’m just going to actually Do last 30 days, because If somebody’s read this article in the last 30 days, they probably at least remember it somewhat right, probably seven days or even 24 hours, 48 hours is even more ideal, but they probably at least remember Like at least readed it, whereas like if it’s too long ago, If it was like 200 days ago, six months or whatever They’re, probably not even going to remember you the article or anything else, I’m going to create this audience and Now what we do is Facebook is going to go and they’re going to populate this, and it’s Going to take a second or whatever, but we could say, hey, create an ad using this audience or Expand your audience.
Okay, so we’re going to click on, expand your audience, And this is how we can create a look-alike audience right here. So the source is the audience of everyone. That’s viewed the article At least 25 %. Can I think that is actually a short article is like 30 seconds long, so Really didn’t have to read a lot. Just probably like 10 seconds 10 seconds Actually probably would have been a better audience to go with, and then we could say hey.
I only want to target people in the United States and typically, what I like to do when I’m starting out is just do a 1 % look like audience. Okay, Now you can scale up to 2 %. You can see that number went to 4.3 million. The 3 % to 4 %, but the the larger the audience, the less accurate the data, and Typically with a 1 % look like audience of you, know: 2.2 million people. You can have your ads running for a fairly long time to that audience, even spending like $ 100 a day and And you’re still totally good, like that’s a pretty good size, audience.
Okay! So now we’re just going to go through and click create audience right here And so it’s going to go through populate the audience You can see up here kind of in the background It says fewer than so. This is the audience We just create the custom audience. So 25 percent of article view There’s a fewer than a thousand, but it’s still populating Okay. So it’s going to take a little bit of time. It could take a couple hours.
It can take as long as 24 hours to go through and populate this audience and then, but you don’t have to wait To go through and create a look-alike audience. Okay, So that’s one thing to really keep in mind. Then you can see this audience right. Here is updating, They look like audience, but it told us is going to be about 2.2 million people once it’s finalized and once that audience is completely updated.
So We really don’t have to wait to go through and create our Facebook ad campaign. We can jump in and start creating an actual campaign, So I want to show you guys exactly how I do this, how I don’t use any Facebook Ads interest targeting or any of that And I’ll actually set up a campaign right here with you guys. So we’ve got this custom audience right here. Okay, that we created we’ve got to look like audience and, if you don’t, if you’ve already got an audience that you want to create a look like audience off of, you can just come here and Click on this.
So check that you just hit actions and you say, create a look like okay, so that’s another way to go through and do that if you’re like well, I’ve already got an audience and I don’t really know how to do that, because it’s not taking me to Do the same flow? That’s another way you can go through and do that? Okay. So now what we’re going to do is we’re going to come back up here to this little hamburger menu? Okay, we’re going to go back to the ads manager to go through and create a Facebook Ads campaign.
Okay, so we’re just going to click on this green button. Right here create a campaign, makes it super simple And then for this one. I’ve got all these articles guys on like which objective to use, but this is not necessarily on that’s Training, so I’m not really going to dive in all that I’ll add another article to Kind of like what marketing objective you really want to choose. But let’s say for this: one We want to generate leads, So we’re going to go with conversions here.
Okay, so we’ll just click on conversions and then we give it a name. Okay, so we’ll say, conversions and we’ll say it’s a demo campaign, because it is obviously and now we’ll hit continue, and Then you can name your ad set for this one, I’m not really going to worry about it and then through the website. Okay, look like! Ideally, you need to go through and install your Facebook pixel, like I said I added a article to that up in like the little the top corner, so you guys can go through and check that out, But we’ll go through and we’ll choose The lead conversion right.
There takes we want to go through and generate leads, then we come down here to this Targeting, and this is typically where most people will go in here and they’ll type in homeowners, right, Where it’s like 98 million people that are homeowners and and the homeowners association. So a lot of these interests and demographics and all this stuff is what Facebook is taking away and that’s why so many people are completely freaking out because they’re like well, It’s not going to work for a real estate anymore.
It’s not going to work for this anymore, or that anymore, like It still is guys, can actually work way better. Once you kind of learn and nail down this solution that I’m showing you guys right here because, Like I showed you guys a little bit earlier, You’re not competing with everyone in that red ocean, Okay! So now all we got to do. Is we come here to the custom audiences because remember we create that custom audience? Then we created that look-alike audience from the custom audience right.
So we had. You know all those people like what we call Jim right and then create that look like audience, some people that look like Jim or very similar to him, and we feel like right here and then you can see right here. The look-alike 1 % us ok, 25 % article view and then name it article. Okay, you can see the size, It says fewer than a thousand people, That’s just because it’s still pre-populating.
So you don’t need to worry about that. So we click on that. And then it’s going to say, potential reach unavailable this, that’s just because we just created it. So Don’t worry, Don’t freak out like I do this all the time guys and it You know, pre populate and once it’s populated, it’ll update and Facebook will just automatically everything together. Okay, So now we come down here and honestly, I don’t really even touch the age or even the gender, Because Facebook’s already identified these people that look like this ideal custom audience.
Okay, so Another way to look at this guys – Let’s say we’re not doing article views but, let’s say like you’re a real estate agent, because I know I’ve got a lot of real estate agents that read this blog as well. What you would want to do is go and have past clients or pass leads of people that you’ve worked with and Get as big of a audience as possible, Whether that’s a hundred people, a thousand people, five thousand people – maybe you go and collectively get leads of Past clients of People, everyone in your office or your real estate team or whatever just to get this ideal Demographic and then upload it just like we showed you guys with the custom audience and then create a look like audience off of those People.
Okay. So that’s really like an ideal way to go through And set this up, especially like. Let’s say you Kind of like hit the high end homes market right up, people that buy in one or two or three million dollar homes. That’s a really good way to go through And give facebook this audience and this data of people they can create a look like audience off of that You’re going to have similar incomes, similar behavior, similar, like interests of buying those expensive homes.
Okay, so that’s just like one thing: I wanted to kind of share there So languages. I don’t touch anything detailed targeting guys. I really don’t even touch any of this Okay and then this is one where I always unchecked. I just have seen it works better and, like I’m tested a lot, So I would just highly recommend that and then coming down here as far as placements go You guys know if you guys been reading this blog, I like to come down to edit placements and I’d like to just target the Facebook news feeds and Then even if you’re, really what wanted to branch out and target more people, you can even do the Instagram news feeds Okay.
Now, once you go through, and it’s all about testing right like once, you find that okay, The Facebook news feeds are working, The Instagram news feeds are working, You can go through and test out other placements, Like don’t don’t think like this is the only way to Do it, I have some campaigns where I go through and I’ll test out all the different placements, But I like to first start with a smaller amount, So I usually start like with fifty dollars a day.
The test out is, is this even a winning ad or people are going to react and engage with this within this audience. So I’ll start at the Facebook news feeds, because I know that works the best and then from there once. I know it works Then I’ll expand it to you know maybe 100 200 dollars a day and I’ll hit more of these placements. Okay, so now coming down, We hit this the budget and schedule. Obviously this depends on your guys budget.
Literally, you can go through and start with as much as $ 100 a day, Just fine with the two million audience person audience Lots. You guys might not have that budget right away And if you don’t know, if your ads really going to convert or not, I probably want to start there. I’d probably start at depending on your budget. I’d probably start like twenty twenty-five dollars or even ten dollars. If you’ve got a smaller budget right and Ten dollars a day with the two million person audience guys, You can let that run pretty much all year round and you’re not going to see that ad really fatigue, because it’s a pretty big audience For such a small Daily budget for your ad spend Okay, So coming down, We just do conversions and then that’s it guys.
We just hit continue. We set up the ad hit, confirm, confirm, purchase and we are done. I think it’s going to have me name the, maybe name the thing or something like that. Much Weiss, not going me hit continue. Oh my it’s just my internet there. So so anyway, we go create the ad and, Let’s just say we’re going to use an existing post just so we can go through this whole process for you guys. So let’s say this post right here that I did and Then I just hit confirm now.
It’s saying, like my my ad is not going to run because I’ve got way too much text Which I typically wouldn’t run this exact post as an ad or anything like that. So the objective of campaign requires creative with external link or call to action Yeah. So I got out of like a link and all that stuff. But anyway you guys kind of get the idea of what’s going on if going through and creating that your own BlueMotion.
Okay, because you are the only person that has that custom data of your past clients, your past leads people have interacted with your facebook page they’ve shown interest in you, Okay, so now, instead of competing with that red ocean of everyone of that Interest, targeting their Facebook’s Doing away with a lot of it Anyway, this is the best strategy to go through and use for your business Right.
So also with that said guys, if you guys are brand new here to the blog, If you guys like this article first of all, give it a thumbs up comment down below, I did go a little bit slower. Some of you, guys might be thinking like you went slower on this You’re still pretty fast right, But I did go quite a bit slower, which I hope you guys enjoyed, that. I hope that was helpful for me to break it down a little bit slower format and Also, if you guys, are brand new here, Make sure you guys subscribe to the blog and hit that notification bell, because we launch new articles pretty much every single week.
I’ve actually been in a little bit of a lull, which I apologize guys Quick update about three weeks ago I was at the lake and I tore my ACL wakeboarding, which it’s not too fun, So I had about a week where I just kind of like you Know Kind of babying my knee and I actually scheduled my surgery this morning, So I’ll get my surgery in about a month which has nothing to do with shooting articles. But this past week for the fourth of July, my wife and I went with her family out to Oklahoma to the lake out there Oklahoma of all places.
It was crazy, but it was actually really nice fun time, But I just kind of sound the boat. So that’s why I haven’t shot any articles last week or two but the whole week. I was actually working on this Facebook Ads live train right here So, like I said guys, if you guys are wanting to attend that, I’m going to drop a link down in the description As well as in the comments section you guys can go through and register That but for the live, training Wednesday July 18th at 12 p.
M. Eastern time 9:00 a.M Pacific time, and then, if you guys are reading this article after that, Then I’ll just add a link to register for the recording of that. Okay. Now I want to do the slide because then you guys can ask questions. It’s going to be super awesome helpful, but then obviously you know I can’t do it live just like every single day which I would love to, but just don’t have time for that.
So, anyway, guys, hopefully this is helpful If it was give a thumbs up drop a comment down below if you’re brand new here subscribe Hit that notification bell with that said guys Thanks so much for reading and I’ll talk to you all later,
Looking for a company that will have your back? Check out the video below:
I will put it up in a card for you guys. I had some sticker organization that was working so so well for me, but in the last year or so it just hasn’t been functioning for me properly. I’m going to just explain what I had before and then we’re going to get into how I’m going to be organizing from here on out.
I had these clear pouches from Erin Condren. They had like the zip. You know things right here and I labeled them with Christian design stickers of what they were like this one was food. This one was working YouTube and I had tons of different categories and I would just put my planner stickers in here and then I actually had a pouch. This is actually the pouch I used. I don’t know if they have this design anymore, but these are those just like neoprene pouches that they have and then once they had all of their stickers in them.
I would just throw them in here, however, this got really full and even though I go through my stickers all the time, I do get a lot of stickers and PR and things like that – and I do try to you – know – trim them down from time to Time I was noticing that this little slide on some of them had broken off, because I had like used it too much and also I wasn’t very nice on my stuff and also like some of the seams had kind of ripped down.
I just stuffed them way too, full it’s, not the products fault. It was like totally my own fault, so we’re not going to do this anymore, but what I am going to do is take some inspiration. If you guys follow Jen Mackintosh on Instagram, she has her own blog too. I cannot remember the name of it for the life of me, but I will put it down below as well. For you guys, I saw the top of her Raskob card and I have a Raskin card as well and if you guys want to see a Raskin carte organization like obviously I’m going to be done with this by then.
Let me know in the comments down below or give the article a thumbs up. It just lets me that you got ta know that you guys want to see that I saw the top of her Ascot cart and she had the most genius idea. These are other pouches from Erin Condren they’re, just like a little envelope, which I absolutely love and there’s two different designs. There is this gold one and then there’s also a silver one that has like little polka dots on it, but I thought this would be really nice.
This is the one that she had, because I have an idea on the tops of hers. She actually put like right over here. I can’t remember if it was over here a little sticker. That said what was in there and that’s how she stores her stickers and I was like girl. I need to do that with mine. The issue I had with these, as they were a little bit too small, so if you can see the size comparison and not all my stickers would fit in this smaller one like the one that has the little white design on them.
So I have tested out some of the bigger stickers and they do fit in here, which is awesome and with the slides not working like even this one. Now it’s this one, oh, I was playing with the other one before this one is only open on the one side and see how this is like it’s hard to see, but this one’s already kind of ripping down this one just cause it’s a snap closure would Make it so much easier to kind of just get in and out of I just I don’t know I really like it.
So what I’m going to do is I’ll move all that away. I just got this Christine designs order in the mail and then she had sent, I think, with all her orders. Now they have like a little sampler, which is super cute, but I really wanted to get these a gold half buck, not half boxes but little event stickers. So I got a couple of these to work with there’s like a purple and and green, and then I have the bigger ones as well.
So I got two of the purple two of the green, but really what I’m going to be using is the gold glitter boxes here, because I do want to copy Jen’s stuff and put this little sticker up here and then I think for the bigger stickers. I want to put it you know somewhere on the front or maybe right here by the clasp or something like that so like, if I’m looking at it like this, I kind of know what it is versus like this way.
But the idea is one all of your envelopes. I’ve got a few, let me show you, but when all your envelopes are kind of sitting upwards, they’re going to all have the description of what is in there. So then you can just you know, grab which one you want and then go from there. So I’m really excited about this little object here. Oh I should say I don’t know if I said this. These are from Aaron Cohn and I will link the Erin Condren website down below, for you guys and when I bought these they were on sale, I’m not sure if the sale is still going on again, you can check the links down below, so I’ve actually been Out of this motive organization, for a little while – and let me show you guys what I’ve been using y’all are going to laugh.
I’ve been using plastic bags, so this one is labeled a celebration and like this one is labeled beauty. Yeah, it’s been a challenge, so I have been in this stuff for a little while, but you know what it’s been working for me and that’s really all that matters so they’re all just like in this big tote sitting. Next to me, is I’m going to pull all of them out, put them on my table here and then I’ll be able to write down my categories and then stuff my envelopes as I go, oh, and I also wanted to show you guys – I got these today In the mail as well, I got these in the mail as well, so these are get from Libyan Co.
I actually bought these because Jodi at life’s organized cast showed these on her blog and I was like I need those for sure these are from Libyan Cote and they’re, just like the little cash envelopes. So if you guys follow the Dave Ramsey system – or maybe you do like allowance for your kids or something like that or use cash for certain things – these are great little icons and I also got a ton of like fall themed things which I’m like super kind Of pumped about – because you don’t really see things in this colorway too often like the beige is Browns and like the burnt orange and the like nice cranberry, color, like from here over, is kind of my jam, the other stuff, it’s okay, but um yeah.
I got a lot of functional stickers for the Fall. I feel like with all my samplers and all that stuff, I’m always running out of stuff in the fall time. So I just got a bunch of these because I thought they looked really cute and you know need right: it’s a need situation, so let’s do the first one together as always, and then we will speed through the rest. So when you get these they most of them that I have, I think there was like, maybe one or two that didn’t have this.
They have like a little too you in the middle, and you don’t really need that. That’s just kind of maybe show the design, but the front part of this is completely clear, so there’s not like design on design. If that makes sense, and then I’ll snap that closed and the first thing I’m going to do is my category of shopping, as you can see, there’s like all these Target stickers. Currently, alright, I’m just going to start with one of these and write shopping.
Also, with the same idea, I’m going to do shopping right up here, alright, and I think what I’m going to do is. I want to start at the so there’s like a little design here and then the design kind of breaks right there. So I think I’m going to do it like right at the break. Maybe I don’t know Nona try to align the top of the word as much as possible. So now you see it says shopping. Oh, it’s kind of hard to see hold on guys.
Let me get you guys a little bit further in oh, it’s hard to see hold on move things out of the frame and then maybe it’ll show up yeah see now it says shopping so when it’s all lined up you’ll be able to see all the things That are in there, so I’m pumped about that and then this half box I want to put – I don’t know – maybe right here – maybe here yeah, maybe here’s better because I feel like if I put it like right here, my fingers going to like keep touching it All the time and it’ll, maybe like you, know, get kind of gunky, so yeah, that’s the first one and then let me get my bag out she’s such a funny way to do it.
I’m sure that there’s other like really great ways to store your stickers, but you know you’re just going to do what it works best for you. So then all my shopping stickers are in here and this category is done. I’m very excited about it and let me do the rest of them and I’ll speed. This thing up for you guys and hopefully I’ll find some good music for you too, all right, so I am all done, I’m so excited to show you guys.
The end result. Let’s use the Doyle one just for funsies and why isn’t focusing here? We go. Let’s focus up kids, alright, imma zoom, you out just a little bit for just a moment. On the very front I have the half box that I used from Christian designs. If you guys are interested in SCADA, 0, 7, 7, 7 and then at the very top, it says Doyle as well, and then this sheet was kad. 0. 0, 7, 8, 3 I’ll live I’ll, live no I’ll leave it.
The Christian designs link down below for y’all love the way that this works and then I just open it up and there is a ton of different. You know, doyle related stickers, and things like that. So I know that this is my doyle category and i’m not going to show you every single one, because that would be like way too long of a article and i’m sure y’all are not interested in that. So now, when I set up everything standing up in my raskov, it shows exactly what I’m working with so like this one: a celebration, beauty, military, functional health and then Doyle.
Those are the categories right here. Let me grab some more and I will show you my other ones, and here are some other ones to share Countdown’s household food, random, which basically, I have like emoji stickers in there, but there’s some other really random things in there that I do not fit into Any category and then travel and then my last few categories are shopping, sports, samplers, seasonal and work.
So that is it for how I am reorganizing my planner stickers, storage. I would love to know how you guys store your stickers. I’ve used the binder method in the past for a lot of my stuff, and it really only works for me with my Christian designs, stuff, just cuz, it’s already like pre-punched and everything, and I have quite a lot of it – and I’ve tried different kind of like Filing systems and those haven’t worked, and, of course you guys saw if you readed my article that had these ones in there.
It worked really well for a long time, but it just doesn’t suit. My needs anymore, but I think that’s like the fun of organizing, like I think, organizing spoons. Some people absolutely hate it, but I absolutely love it is. Sometimes it suits your needs for a little while and then you have to modify it to fit your life as it is right now. So this is how I am choosing to store all of my planner stickers and if, for some reason, I have a sheet, that’s a little bit bigger than this.
It’s very easy to just trim that down and then throw it in the little pocket envelope, which I love, oh and by the way. The back is pattern to. I don’t know if I said that also, I forgot to say the pen that I am using. It was the pilot ultrafine point permanent marker in the blue, and the reason that I used the Christian design stickers over any other sticker like that’s more papery, is her stickers are more of like a like a matte vinyl.
I go so I don’t know they’re kind of they’re not really glossy, but they’re, not matte, either. It’s very strange, but it’s an awesome sticker paper is, I felt like these would hold up as I’m like grabbing for things, and you know my nails are on things or whatever, like just the paper ones, get a little bit scratched up and they’re, not as durable When I’m using it for something like this, that I’m going to be grabbing all the time, so I thought that these would be really good and they held up really really well in this fashion.
Before so – and I there’s like nowhere on any of these – and I was using these all the time so anyway, that is going to be it for me. Thank you so much for reading. Let me know what your storage methods are down below feel free to thumbs up the article if you liked it subscribe. If you want to be part of the fde family – and I will see y’all in the next one – bye guys well folks, it’s time to kick it old-school.
So the idea is we’re looking for keywords that real people type in to Google. So in one says, word: Allah is typed your flares there and we’re using car service and underneath, when you click the search button, google will show your things that people search for including car service, it’s also using the plurals as well and me.
So what kind of service and car service so we sing? It shows you down here and just give you some ideas and be like brainstorming. So what else can we do over here? Instead of the will click that phrase that includes praises where our term, which is cursor vez, is part of the whole phrase. If we click exact, it give us a more focused idea. It tells us these figures here, but it says: executive, car service 105 at the real number of people that actually do search for this particular keyword.
If we do with phrase are broad match there is, there is also not as accurate. So what’s next over here. We can, supposing we had a lot of cities in here and we didn’t want them like. We’ve got leads there and glasgow liverpool. What you can do you make a list of cities, comma separate your list, sep separate your list with commas, and then you can just type in there or you can tackle them one at a time if you want to and that will get rid of all whatever You typed into this exclude terms.
List will be excluded from here and i’ve typed in loads of city names so that the city names are excluded from here, they’re, not on the list anymore. You can include terms if you want to some to force the attempt to be in the the the search phrase down here. What else can we do? You can filter them, supporting you think or 4000? That’s a big. You know it some time to get on with hundreds of thousands and they’re they’re very difficult to compete against.
So what you can do you can filter the results so that you only see the results with greater than or lesser than numbers, so we’re going to children’s more than a thousand searches and and less than 5,000. So let’s have a quick search. I’ve look down here now. There’s no search is a buh buh 5000, a non less than 1000 we’ve limited what we, the search results, were going to see now, if you’re searching for them a local search and this box here is just getting in your being the way this, like this column Of the table is getting in the way you can get rid of that by clicking columns and that’s the global monthly searches.
Contour one ticket click apply and that columns gun is just saves as getting confused. We having too many columns right now, sometimes if you’ve got a cafe at a restaurant or something like that, you might want to see how many people who use more by all devices are searching for your search terms. So well, it says advanced options. Here, click, the little button, advanced options, show ideas and statistics far.
We’ve got itself desktops and laptops, but we’re going to choose mobile devices with full internet browsers. Then we’ll search again – and this will tell us both us there – not many people – 13 /, but I’ve suspicious specific keyword terms on a mobile phone. If you had, if you was a restaurant, then you would get much more because those sort of searches are done on mobile phones. What else have we got? Oh, what else you can do as well, supposing you’ve got a competitor and you think I they’re doing a really good job.
They know what they’re doing you could use their website. Let’s try now, supposing you with a search engine, optimization person, and you wanted to know what Google salt would be good search terms. Far of a site like ser mas, you can just sit. I will go back to with the lot more about farm on desktops and laptops and we’ll see. Now these are things that Google thinks would be a good match for the the website that we’ve typed in here.
So you got word off Liz. Our website we’ve typed that one into the web cycle well I’ll, leave it there, because I want to keep this a really short article, but that gives you a really quick idea of what you can do with a google keyword tool. Thanks for reading
So what we’re here to talk about today is A catalyst to greatness and accessibility. So, first of all, I want to start out with a little visual description. For those of you who can’t see I’m female and I’m wearing a shirt with Braille across the front across the chest And the translation of the Braille is If you can read this you’re too close [ laughter, ], Yeah yeah, So just a little visual description there.
So what we’re going to talk about is how you Can be great in usability user experience how you can be great in mobile design, how You can be great in innovation on the web. There’s a key to this and That key is accessibility, So we’re going to talk about how accessibility, Contributes to greatness in all these areas. Accessibility is really about user experience. It’s about adaptability, it’s about flexibility and we’re going to talk about That but, first of all a story Back in 1999, which seemed ages ago.
Now some of us started a small company And it was a usability company. We designed the website with A focus on accessibility, so it had to be highly accessible. We didn’t even think about accessing This website on a phone back, then We didn’t think about it, But then the founder of the company. She got one Of those new fangled phones that you can look at a web page on a screen, A little screen, okay, This is a big deal back then.
So, what’s the first website, she Went to look at on her new phone, Our company’s website It worked beautifully. This was before anyone knew Anything about website design, but just the fact that we had Designed it to be highly accessible and we’d, followed some basic accessibility, Principles meant that it was adaptable and flexible enough to be used on This rudimentary mobile browser, and that’s just because of accessibility, So a lot of what we do even today, For accessibility directly relates to what we need to do for mobile design, So a little bit more history.
How many of you have heard Of progressive enhancement, Okay, most Half the people, So progressive enhancement, Was coined around 2003? I — the name that pops into my head is Jeremy Keith’cause, he talked a lot about it, but I actually did some research And found it was coined before then, But progressive enhancement came around as People were designing advanced web applications to take advantage of the latest technologies.
And then were finding it wasn’t working well on older devices, older browsers, Older software et cetera, So the idea behind progressive enhancement was To start at the very basic make sure that say, your web application can be used. In older environments and then to progressively add enhancements, If the web application or the website is being used, In more advanced technology, So that was progressive enhancement of 2003.
Then in 2010 the idea of responsive Web design was coined, I think, by Ethan Marcotte in A List Apart, article And responsive web design is about Designing your website or web application so that it can respond to The device you’re using you’re looking at and on you’re using it with So whether I’m looking at a big desktop Or a small little phone that it will work and that’s responsive web design. I assume you’ve heard a lot about that Now, there’s something that Predates this by quite a bit In 1999, a similar idea came Out way before that, Anyone have any idea what that might be.
That’s the idea of transforming gracefully. So, in 1999 the web content accessibility, Guidelines talked about transforming gracefully, and that was again the idea. That we have the content that can transform no matter how it’s used So, whether it’s on a small device, whether it’s In a big device, whether it’s older technology, whether it’s newer technology, whether it’s Through a screen reader by a user who is blind, whether it’s in large magnification, however It is designed it will transform gracefully.
So the point in here is that These ideas aren’t new, We’ve been talking about those In accessibility for a long time, And when you start to think about Accessibility early, it can lead to a lot of these developments for what we’re talking. About now, for example, mobile web design, So if you want to be great, if you want To be great, get accessibility right And you may be hesitant and you Should be and I’ll tell you why It’s because you really need a Crack [ phonetic, ] accessibility.
You know that word. It means really understand. It really be one with it really understand the concept of accessibility, So that’s kind of the key to the key And I’m going to tell you a little bit about how that’s different than you May think of accessibility right now, So what I want to talk about is understanding. Accessibility differently totally differently than many people address accessibility.
A lot of people came to accessibility because They were forced to meet some standards or some regulations, so the web content Accessibility guidelines came out in 1999, although a lot of people didn’t directly Paid attention to them in the US, Then, when Section 508 came along all Of a sudden, this was a checklist. You had to pass the accessibility and there’s Been other regulations around the world where people then started approaching Accessibility as this thing, I need to do afterwards at the end of my Project I need to pass this checklist, But that’s not the right way to think About accessibility, so I’d like for you to change your mindset about accessibility, And we’ll talk a little bit about that As mentioned, I do work for the W3C the World Wide Web Consortium, and that is the organization that defines the Standards for the web, so html CSS et cetera.
We have a web accessibility initiative. That develops specific standards and guidelines for accessibility. So, given this is my employment, you Would probably assume I would say, step 1, the most important thing for accessibility, Is to know those standards and guidelines, But I don’t, even though that’s my Employment, that’s not the number one thing: If you just start out with the standards. And guidelines, it’s overwhelming You’ll be like a deer in the highlights right.
It’s too much, That’s not the place to start. Instead, the place to start is understanding. The basics of how people actually use the web: It’s not about standards. It’s about people, specifically people with Different disabilities and how they use web – That’s the number 1 thing and the Most important and the basic thing So, for example, I want to tell You about some people that some friends of mine that use the web One is Glenda.
I first got to know: Glenda Just from mailing list archive She was on a couple of similar mailing — Same mailing list that I was on, And I was just really impressed by how Articulate she was how clear how level headed when the conversation got kind. Of uncomfortable, sometimes she was always just clear and Not getting into the fray Really impressed with Glenda! Well, it wasn’t until years later that I Found out that Glenda has cerebral palsy, [ mumbling ], So that’s how she talks so Actually, interacting with Glenda face to face is much more difficult, but because Of accessible technology, she can contribute to this — the work just like anyone.
She has a blog. She is called the left thumb. Blogger, Because she also has limited motor control and she just types with one thumb. She slides her hand along the keyboard And there’s a article on there on YouTube. I think if you want to check that out, So Glenda is one of the people that we Need to focus on when we’re thinking about — thinking differently about accessibility, Another person who also has motor Impairment is a friend of mine named Carl and Carl lost use of his arms From polio from post polio, So he doesn’t use his arms at all.
He uses a mouth stick to type, So it’s just a dowel with a wooden tip at the End and his typing looks something like this [ Pause ]. He can type pretty fast. I don’t know what his words per minute are. He is also –. He can also Talk while he types as well, So we need to make sure that our Applications work for people like Carl. This is John Slatin John started losing his sight when he was middle Aged and eventually went all the way blind John was a professor English.
Professor at University of Texas, He embraced technology as a way for — in the Web –, as a way for anyone to communicate And John developed, leukemia And John needed to go to do research on Treatment options and what he found was that many of the websites That provided information on treatment for leukemia were inaccessible. He couldn’t get that information, So John is trying to make life decisions.
Life or death decisions literally, but the information is not accessible to Him and we need to make sure that all of our web applications website Is accessible to people like John He –, So people who are blind use screen readers That read aloud the information on the screen. I hope most of you have heard screen readers and Readed someone interact with screen readers. I won’t take the time to do that now.
But if you haven’t that’s top priority, Do it this really will help Change your thinking, Here’s another friend of mine, His name is John as well And John was born blind and he Started going deaf around age 8 All right, So he can’t use a screen reader. How does he interact with a computer Braille exactly? He has a dynamic Braille Display they are so cool, He has this rollup pins and it pops up and provides the Braille — The output from the computer, So that’s actually how John and I communicate.
We just have his notepad up and I’ll type on a Regular keyboard and he can read it in Braille and then he’ll type back in notepad And I can read it in notepad Because of accessible technology. John was Able to graduate top second in his class in Mathematics go on to get a master’s degree. In computer science and electrical engineering, So we need to make sure that all of our Work is accessible to people like John Now, one of the important things Is to be careful not to focus just on screen reader access and People who are blind So, for example, –, oh, you know I started out.
Talking about people with motor impairments, that was on purpose people who Have difficulty using their arms or such to interact with a computer? When we talk about visual disabilities, we Also need to be aware that a small percentage of the people with visual Disabilities are blind, A large percent are –, have low vision. So, for example, I have optic neuritis, It’s remitting, — remission — and comes and goes And a lot of times when I look at the screen, it looks something like this Which is the normal sized text? It is really too blurry to read, but The larger sized text is readable, So I usually use 120 150 percent Zoom in a browser and set up that way, But some people need more Significant screen magnification, So here’s an example of someone with Very significant screen magnification Okay, So they can only see Part of the screen at a time It has some overlap with, say, mobile design, where you can only see part Of the screen at the time, So again it’s really important when we’re Talking about even visual disabilities to realize a huge variation in user needs.
This is Tim Creagan. He is at the US. Access Board – and he is hard of hearing. This is another thing, that’s very important If you have audio on the web, whether It’s a article or a podcast or whatever, and you don’t have transcript or captions. That information is totally Inaccessible to a person who is deaf, A person who is deaf cannot get any Of that information in an audio, So if you’re not providing a text, Description, you are discriminating against those people who can’t hear Another very important thing to consider.
Another thing is this: — I’ve worked With a high school student named Sarah, who is going into a college program, Looking at her, you would not Assume she has a disability, but she actually has a fairly Significant visual processing disability. So when she reads text, she can’t understand it. So she uses a screen reader’cause when She hears text or she you know hears, she can process information, just fine.
She can see just fine, but she just can’t Process the information that she sees as well, So she uses a screen reader People with different cognitive disabilities. Are another group that we need to consider So if we think about all this, we think about People with auditory cognitive, neurological, physical speech, visual disabilities, you See how we can really open up our thinking. So if we think not about the checklist, not About the guidelines and the requirements, but who are we really designing for Who are the people? What are the issues? What are we really designing for? So this is to approach web design differently.
It’s a different approach to web design. Now, if you have a smartphone in your Pocket most of the technology developed for that smartphone came from Innovations for people with disabilities, So even the very basis of a phone — of the Phone comes from developments to accommodate and to help people with different disabilities. Elle Waters will do a presentation later. Where she’s going to talk some more about this, so I won’t go into the many many examples.
Of how something that was developed for a person, sometimes or People with disabilities is now in the mainstream technology. That you have in your pocket, But the idea is that thinking Differently leads to innovation When you’re thinking about all different people, On different situations, it really lead you to think differently and Innovate in new and unique ways, So how do you do that? How do you think differently? How do you consider all these people Any ideas You meet with them? Exactly you meet with them.
You can do very informal meetings. You can do more formal processes So, for example, a user-centered Design or user experience or usability has very specific Processes and techniques that you can use to understand how people use the web ISO has a definition of usability. Anyone know that You don’t have to repeat It but yeah yeah someone Yeah yeah, okay, So it’s the extent to which a Product can be used by specified users to achieve specified goals.
Effectively, efficiently and with satisfaction in a Specialized context of use, So that’s the definition of usability in ISO Now this is achieved through A user-centered design process How many people have heard of — know Basics of user-centered design process About half About half, So here’s the summary UCD is the user interface design. Process that focuses on usability goals, user characteristics, environment, Task and workflow It follows a series of well-defined methods and Techniques for analysis, design and evaluation.
It’s an iterative process with Steps built in from the first stage of projects through implementation, So the idea is that you can Follow user-centered design to understand accessibility, Understand how people use the web Now when we look at that definition, we looked at Earlier the ISO definition of usability. Look if we pick out a few words, so It says “ Use by specific users,.” And all you have to do – is Make sure your definition of those specific users includes People with disabilities, people with a wide range of abilities And then it says, “ In a specified Context of use.
”, So that’s making sure that the context of Use is broad that it includes, for example, assistive technologies like screen readers, And screen magnification et cetera. So if you know any usability specialists Or user-experienced professionals, this should be right up their alley. Now some people are onboard and some People have yet to see the light If you’re a developer and you Want to go beyond the checklists, follow usability principles will help — and Methods and techniques will help you with that.
So if you want to learn more About this, the W3C WAI has some information called Involving users in web projects for better easier accessibility – And this is mostly geared towards developers, Designers developers not particularly Usability specialist, but just you know you said, observe people This talks about finding people and Observing them talking to them, So that’s some basic information. Now, if you know someone who is usability, Specialist or really wants to get involved with this I’ve written a book called “.
Just Ask Integrating Accessibility Throughout Design,.” And the whole thing is online free, So it’s available from uiaccess.Com/justask. So it’s uiaccess.Com/justask And that’s all about –. It’s primarily Geared towards usability professionals, but the beginning is the basics. That you can implement, even if you’re not doing full User-Centered design process, If you’re interested in getting a print copy for those who are here, we Have a discount in November! So from that website you Just enter a11ymtl.
Html and you can get a discounted Version if you want to print a copy, But the whole thing is online for free as it is So that’s another resource We’re going to look at a few Other resources that we have from the W3C WAI on designing for inclusion. We have an extensive document on how People with disabilities use the web. It has several different Sections one it talks about just like the user stories to Help bring those to life.
There is a section on the Technology that people use There’s a section on what are the accessibility, Requirements of websites and web tools, So I encourage you to take a look at How people with disabilities use the web? We have another resource called Web accessibility and older people on meeting the needs of aging web users, So we had a three-year project that Was a European Commission-funded project to look at designing for older users And what we found at the end of that Three-Year project was that indeed, it’s a one-on-one overlap with Designing for accessibility, So we already know how to Design for accessibility And what we found is it’s the same issues.
If you’re designing for older users, because older users have a range of issues, Let’s do a little exercise to that and Give you a chance to stretch your feet So I’d like everyone to stand up. [ Pause, ], Okay. So what I’d like is for you to pick One of the gray figures on the screen, So on the screen we have a representation. Of the percentage of people with disabilities, This is in the age group, 18-24 years, okay And it’s 9.
5 percent. So pick one of the gray figures We’re going to go through aging And if your figure turns Color have a seat okay, So this is 25 to 34 years 10. Percent and we lost 2 3 people there. This is 34 to 44, 14.4 percent, 45 to 54, 21.2 percent 55 to 64 at 34 percent, So more people dropping 65 to 74, it’s 42.3 percent 75 and over 64 percent Now look around the room. We have less than 64 percent, We have four people standing, So those of you who are standing Unfortunately, this isn’t the true predictor of real life, so I can’t guarantee That you’re going to make it without Thanks, you can have a seat, But the point is, most of us will live to 75 and Most of us will acquire significant disability.
Minor disability at first may be from Declining eyesight from declining dexterity from declining hearing all These — cognitive disabilities – All these are significant. This can start out small. It can get really annoying And but can be much more of an impact. On how people use your web products Designing for people, older users is becoming More and more important and more and more of a focus of both government and Industry and on profits and everyone, This is focused on meeting the User — needs of older users And, if –, in order to do that, you can look At what we already know about accessibility, So that’s the –.
We have resource on that. We have another resource on web Content, accessibility and mobile web, So I’ve mentioned some just Briefly, the overlaps, but we have a specific document on that overlap. Now this talks about how the standards And best practices overlap between the two, So I just said that word standards, Even though at the beginning I said that The standards are not the first place and not the most — the first place to go.
They do play an important role, So I still say that the first Step is to understand the basics, But maybe around step 3 is to start Looking at the standards and guidelines and then probably again, maybe at Step 7 or somewhere around there, So they do have an important role. One other reason is there’s no way you Can fully incorporate enough people and enough variety in your design process. So, even if you have a huge budget and a Huge amount of time, there’s so much variety in people in how we use the web and how People with disabilities use the web that you won’t be able to cover it all, And the standards and guidelines do that.
For you, they consider this wide-range, So I’m not going to go into detail on these. I’m just going to make sure you know. What’s There and then hopefully you can –. If there’s any questions, we can Follow up with that afterwards, So again, the W3C defines its standards. For the web and the ones we have for accessibility are an integrated set, So you may have heard of WCAG or the Web. Content Accessibility, Guidelines that applies to websites that applies to web applications.
That applies to mobile applications. Everything Then another aspect of the Guidelines is that users use browsers and other technologies to access the web, And we have guidelines for those called The User Agent Accessibility Guidelines – Another one – is the Authoring Tool: Accessibility, Guidelines and that talks about what the tools that we use to design web content Need to do to support accessibility.
These are built on the technical Specifications from the W3C, We also have some specifically for Accessibility, such as the WAI-ARIA for Accessible, Rich Internet Applications and Indie UI, which is Independent User Interface, and that talks about how to Communicate a user action to an application, no matter how the user did It so whether they scrolled with a gesture whether they used a mouse, whether They used voice input, however, Okay, so just a brief introduction.
Also A note that WCAG 2 is now an ISO standard. So if you’re working on WCAG 2, now you can Say you’re also working on an ISO standard. It’s exactly the same. The same text, It’s just adopted now as ISO/IEC 4500. Again, if you have any questions I’ll Be around at the break and afterwards, So I just want to reiterate that Accessibility is about designing your website so that more people can use it.
Effectively in more situations, It’s much more broad than just Focusing on people with disabilities, that’s the most important aspect that we Focus on but the benefits are far reaching. So if you understand accessibility differently, It’s not about a checklist to do at the end, but it’s a fundamentally different Way of thinking about your web design and your web development It’s not about the checklist, If you understand accessibility differently.
You will approach web design differently And an interesting article from A List, Apart several years ago by John Allsopp, is called The “ Dao of Web Design.”, He says “, Firstly, think about what Your pages do not what they look like Make pages that are adaptable. The journey begins with letting go Of control and becoming flexible.”. So when you change your way of thinking, You’ll understand, accessibility differently, you approach web design differently, and this is A catalyst to greatness greatness in usability and user experience for a wide range of Users, whether it’s on the mobile platform, whether it’s because they are older, it’s All these things that you want to do better at you can learn from understanding Accessibility, So I encourage you to approach Accessibility as a catalyst to greatness – and I thank you for your time – [ Applause & Music, ],
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