All right, all right, all right, welcome to Office Hours.
This is so fun, the way that this builds, and so we are on the S of the Prosper system.
Now, of course, Office Hours, you can ask me anything that you want support in your
business, any questions, any ideas, anything you want me to review.
And perhaps something that we shared during Pressure to Partnership, it really fits in
Office Hours, right?
Because we're talking about simplifying, we're talking about creating space, we're talking
about the four Ds, right?
What can we just delete?
It just doesn't need to be in our life anymore.
And what can we delay?
It's just not for this season right now, we can put it in the parking lot.
And what can we delegate?
What can someone else do?
That's so important.
So much of this stuff, either technology or a person can do.
And then what is it that we need to do?
Because God is calling us to do it because it produces fruit, because it produces fulfillment.
There's some things I need to do, like dance, because it just sparks joy.
There's some things I need to do because God has called me to do them.
So it's being very deliberate.
So we talked about it starts with awareness.
And so the first step is becoming aware of how you're spending your time.
And so I do the Prosper Time Tracker, and I did that in, you can get it in the membership
site under the Profit With Peace.
And first of all, just figuring out what are your time sucks and what things are you doing
that aren't producing fulfillment or fruit, right?
What things are you doing that God didn't call you to?
And just the awareness alone starts improving your schedule, it's incredible.
And so you're going to just carry that tracker around and just log in, you know.
And so from that, you can, out of that awareness, then you can move from awareness to your God-given
ability to choose.
So then you can choose differently and begin to create a life and a business that you love,
that honors God, that isn't keeping you in this pressure-contracted state.
It's moving you into that peace, that expansive state.
I don't believe God wants us to have a miserable life.
He called us to an abundant life.
I don't believe we're called to scurry around like mice or cockroaches or something, you
know.
He's just made us in such a higher order, right, of who he's created us to be.
I mean, we're the temples of the Holy Spirit.
When you walk in a room, God walks in the room.
We have the mind of Christ.
We have access to infinite wisdom, infinite creativity, infinite joy, infinite power,
infinite love, infinite peace.
So doing this on a regular basis, I do the time tracker at least once every quarter,
just to get back in line that how you're giving your life, your time, when you give
your time, you're giving your life, that it's being done with wisdom, right?
So what came up for you over these last couple days, and or maybe there's something just
totally different that you would like me to look at, support you on, work with.
What are you working on?
Where are you feeling stuck?
What do you not know how to do?
What do you need some eyeballs on?
Let's move you forward.
That's the purpose of office hours.
I have a question, Brenda.
So good things and a question with it.
So I, when I got back from my trip, I made a whole list and I did follow ups.
And when I did follow ups, this is probably like the third or fourth time follow up.
So I've just learned to be like really persistent, which I never kind of did before.
I kind of did like two follow ups and then I kind of was just like, OK, you know, yeah.
But how many follow ups do you keep on continuously?
Oh, really good. Really good point. Good. You know, in the past, it's gotten harder
right now marketing because of AI, because of every situation in the past, the studies that
I've seen, the majority of the sales happen between the eighth and the twelfth follow up.
Wow.
So, you know, people that are really good at sales, like I'm thinking of Eric Loftholme,
who's one of the top sales trainers, you know, in the world. And I had him when I had my company,
I had him come in and teach. He and I did a lot of teaching together.
And he always had a saying, he follows up until they buy or die.
So that's how long you follow up. Now, that doesn't mean there's a way to follow up that
it's not bugging. OK, so part of the follow up is to have a follow up schedule. OK.
And by the way, when it comes to follow up, the most important thing you can listen to,
go into the Prosper. Have you gone into the Prosper Leader membership and do the fortune
is in the follow up. Are you familiar? Are you all familiar with that?
Let me take you there really quick, because this is the most important thing for you to listen to.
There's two trainings that you absolutely do not want to.
To miss, give me a second, let's go in, so we go into membership,
thought prosper and all things dot com, and you all should be premium members.
If you're not, let me know if there's something wrong. OK.
And when you scroll down, you're going to see beyond start here. There's all the power hour
replays. Here's the pressure to partnership replays. Here's the office hours replays. OK.
And then you're going to see a build your business sales marketing visibility place.
OK. And the most important when it comes to sales is this successful sales conversation.
Listen to this once a quarter. There's two parts to it. So it's a it's a very intensive. It's like
there's three hours worth and you can listen to it in chunks. But there's the master class
and then there's the Q&A extremely valuable. You must get good at sales. OK, then if you kind of
go over a little bit, you see the fortune is in the follow up. It's also got a master class.
The fortune is in the follow up master class. It's out of order. So go a little further to the end.
And there's the Q&A. I don't know why they didn't get next to each other, but needs to be fixed.
So the fortune is in the follow up. There is both the master class and there is the Q&A. OK,
so that that's going to answer so much of that. So now. Part of the follow up
is always setting up the next follow up with them before you end the last follow up.
So, for example, let's suppose I'm working with someone with a beauty company. And so let's
suppose they drop off the beauty product and they create an or they mail it or whatever and they
create an excitement and an expectation around the product. And then your first follow up has
to be within three days. The first three days are very important. Right. So when that gets there or
you let them know you're mailing them or you drop it off in person, you're saying now I can't wait
to see how you love this and what your experience is. And you might have some some questions as well.
So I'm going to be following up. So like today is Thursday. So in this case, you know, you would
either do like Saturday or it may go to Monday. OK, but I'm going to be following up and you
give whatever it is that, you know, on Thursday or Friday.
whatever the three days is, and then what's better for you?
Is morning or afternoon?
What's a good time for me to follow up?
So you're making an appointment before it even happens.
You're not just calling out of the blue and chasing them.
So then when you get on that call, I like to say,
I promised that I would follow up with you
and I wanted to keep my word.
Now, who's going to feel bad about that?
You're just showing integrity.
You're showing that you really believe
in your product or service.
You show that you're validating it.
And so then you're going to have a plan of what
you're doing in that one.
And of course, you've got in your mind,
of course you want to answer questions,
but you're building belief, their belief,
until they have their own belief.
So one of the things you're doing
is sharing exciting testimonies so that their excitement,
or you're giving them new ways to use it
and sharing testimonies so that their belief grows.
Like you have to be their belief until they
have their own belief, enough time for that.
And so then the next one, and they may not be using it,
so now it's almost like starting all over.
That's one of the important things.
In the first three days, they might say, I didn't have time.
I didn't open it.
I didn't get it.
So you're intercepting that.
If you waited weeks or a month to follow up,
you just lost a month.
So it's really important that they
know you're going to follow up and you do it.
When you don't follow up, you invalidate.
You're showing that you don't even believe in your stuff.
You invalidate.
And remember, we're living in a time of a trust recession.
We're in a trust recession, especially
in the online space.
People don't trust.
They didn't trust because they've gotten taken
and they've been sold stuff that didn't work.
But now it's gone to a whole different level
of trust recession.
They don't even know that you're a real person.
You could be AI.
They don't know.
So to build trust, that's why I say
it used to be 8 to 12 times.
I'd say with the trust recession, it's more.
Now we're following up with the cord of three strands.
So we're following up.
Phone is the biggest response.
But we're also following up with text or DM.
We're also following up with email.
So we're blending.
And it could be a voice message.
We're following up mixed media, if you will.
But we're on.
But phone is going to get you the most sales, when
I say phone or Zoom.
So three days, then seven days.
And then at the three-week mark.
So you want to follow up at least three times
in the first month.
And you've already gone into social media
and added them to your social media.
So they're your front of mind.
And you've gone in and you've added them to your email.
So they're getting your newsletter every week.
So now you are top of mind.
Does that help you?
Yes, thank you.
And so you've got a tracker.
And you've got a schedule.
And you always know when the next time is to follow up.
Now, nowadays, there's so many gadgets to remind you,
so many ways to do that.
I mean, I was old school when I built network marketing
businesses, both as a distributor and as a founder,
but especially as a distributor.
I used the three-card system.
I got a recipe card box.
And I got three different color cards.
And their name and information was on the front
and on the back.
The line part was every contact.
And I got the month dividers.
And I got the day dividers.
And I had a couple of months in advance going.
So if today was July 8, and I knew
I was going to call them on July 11,
after I'm done with the card, it just goes under 11.
So then every day, I just pulled out the cards.
So I mean, you could do this with no technology.
I built an empire with just the card system.
So is it the same thing where they kind of ghost you,
where you send information?
They might have said they were interested.
You sent them something.
You can tell that they read your message.
then it's just like unread.
Yeah.
Yeah, so you know, the important thing
is then backing up before the follow-up,
that in the first conversation, that you followed the sales
mountain that I share with you guys all the time.
You know what I'm talking about, right?
So you created rapport, and you asked enough questions
to know what was really important to them
before you ever presented your product, right?
So in that, you made a note of that, and you know.
So I remind them, OK, when we met,
you told me it was so important to get your energy and health
back.
When we met or when we spoke, you
told me it was so important to get your income up
or get your business up.
When we met, and I ask the question
when we're talking about it, like on a scale of 1 to 10,
how important is this, right?
Is this just the kind of nice to have?
And so when you're really knowing, to be good at this,
you have to know their goals, dreams, and desires
even more than they do.
And you don't forget that.
And so you're constantly reminding.
So if the ghosting was starting to happen,
when we spoke, you shared with me
it was super important to get, I'll look at Jackie.
I just said this as an example, right?
Her husband is in the trucking, and I'm just
going out of my head.
I'm not even looking at notes right now, right?
But he works so hard, and she so wants to bring him home.
Am I right, Jackie?
Shake your head yes or no.
I think I'm just going from my head, right?
Yes.
I mean, he's home every night, but there's still long hours.
Yeah.
So I'd be going back, and I'd go, Jackie, when we spoke,
you wanted to get your business.
And not only because you just want to serve the Lord
and use your gifts and start bringing in money from it,
but your husband's working so hard,
and you're like, it's finally my turn to do some of this.
I want to bring my husband home.
That'd be the kind of reminder I'd be bringing up by text
or by email.
And I'd say something like, Jackie, if she's ghosting me,
Jackie, is that still true?
Is that still true?
Right?
So the follow-up is also in the setup.
So before you gave them the product, I teach.
Now, like I said, I'm giving an example of a beauty product.
For example, I teach that setting up expectation,
even the way you hold the product when you give it.
Like, are you treasuring this?
The way that you talk about it, and the level of expectation
that you have.
And so you're setting it up.
And then in asking the questions and knowing
where they're coming from, and then
you're setting up the follow-up.
I'm going to call you at this time.
And so then, if for some reason they don't pick up
or they're ghosting, you can give them credit.
You can say, hey, Jackie, I know that I promised you
and we agreed that I'd be calling you on Thursday morning.
And here it is.
It's Thursday morning.
And then I'm going to make that message valuable.
I'm going to go, I know how important this is.
And I was so excited.
I wanted to hear your experience.
Have you already started to experience this and this?
Did this happen?
Hey, Jackie, I'll tell you what.
I'll give you a call tomorrow.
Something must have just gotten you busy.
Now, what will happen?
And I do this in DMs, too.
And it's very fascinating.
After two, three DMs, many of them come back and go,
I am so sorry.
But they see that you're serious.
And so you're making every touch a good experience.
You're not just bugging and irritating.
You're making every touch.
Follow-up shows you care.
There's some things about follow-up.
It shows you believe in what you're doing.
It shows you were listening to them.
It shows that you care.
It shows that you're trustworthy.
And so even if you don't respond for three, four times,
I'm going to keep on going with a voice text, with an email.
Hey, I thought this article would really,
I know you shared this.
I found this for you.
Whatever, but I'm adding value.
I'm showing consistency, I'm proving to be trustworthy,
I'm staying front of mind,
and again, I'm using the three-prong approach.
So at the same time, after I sent that product,
I've added them a friend on social media
or whatever you're using, okay?
And I have added them to my email list.
I'm front of mind, they're getting an email from me,
they're seeing my posts,
I might be tagging them in my posts.
You see what I'm saying?
Like, you stay front of mind
because do you really believe in what you're doing?
And if you do, that's the kind of love.
I'm quite sure Jesus didn't do only one follow-up.
I'm quite sure Jesus would leave the 99 to go after the one.
Like, he was serious about follow-up.
That's, you know, talking about people and sheep.
Yeah, yeah, that's so true.
And I've also put in there, like, I know life is busy,
you know, so kind of, you know,
and then kind of once I do that, then people like respond.
Yeah, and value on yourself too.
And you go, hey, you know what?
We're both super busy and I really value time
and I value my time, I value your time,
but I care because I know this is important to you.
I'm taking the time because I care.
And so, you know, that also, you know,
puts things back in setting.
You're not just sitting around with nothing to do.
They're not the only ones that are busy.
And so I often say that, even when I'm setting the next,
and so every follow-up,
you're setting the next follow-up, right?
And so, hey, we're both busy.
I want to catch what's the best time for me.
What's the best way?
You know, and even in communicating,
I will make a note of that.
I've got some people that there's no way
you're going to reach them unless,
like some people live on Messenger.
Like Linda, I'm thinking about Stephanie.
Like if I need to reach Stephanie, it's going to be Messenger.
She's not going to open her email.
She's not going to get, right?
So when you know that,
you're also not putting your efforts in the wrong area
because they don't even go there.
There's other people, they never go to Messenger.
I best not go, right?
And there's some people that just love my emails
and they comment and it just changes their life.
And there's other people say, I am so sorry.
I haven't checked my email for three weeks.
Like you have to know that now that so many things
are vying for their attention,
you're setting a time and you're setting the best way.
How do you prefer for me to contact you?
Do you like text messaging?
Do you like DMs?
Do you like email?
How do you love to be contacted?
That's important.
And that you've asked the left questions
so that you're working on their goals.
That's a priority.
So I encourage you, Amanda, listen.
I encourage all of you,
listen to the fortune is in the follow-up.
Those two, the successful sales conversation
and the fortune is in the follow-up,
listen every quarter because you're gonna be different.
You're gonna get something different from it.
Okay, great, thank you.
Okay, does that help you?
Yes, a lot.
Follow-up schedule, you gotta follow-up tracking
and you're always setting up the next follow-up.
When I finished day three, I said, look,
I'm gonna call you and you give the date
of what day seven would be.
And so, and then you're keeping your word.
You're not bugging.
It's like, I promise I'm keeping my word.
And then you have a reason to follow up
because you've said, you know.
And then you're always sharing a story
till they have a story.
Sharing your own story, sharing a client's success story.
Do you notice every time I'm teaching and talking,
I'm sharing stories?
Always share a story till they have a story.
Good, all right, congratulations.
Thank you.
All right, anybody else, what do you wanna talk about?
What do you want support?
By the way, those of you that snuck in,
hello, Bev, good to know you're here.
I know I can't see you, but good to know you're here.
Anybody else, what are you working on?
What do you have questions?
What are you not sure about?
And Bev, we're building, we've been doing the S
in my book, which is simplify to create space.
And so on Wednesday, if you go back to,
when I posted today later, you go back to the power hour.
We really laid the scriptural foundation.
And then today in from pressure to partnership.
that we really went deep and experiential with it.
And then the office hours, of course, is just practical,
looking at the business and where do I need support?
So, okay, who else has got something?
What are you working on?
Okay, go ahead, Collette, good.
Do you mind if I go back to yesterday
just to make a comment?
And I wanna make a declaration too.
And I want all of you to agree with me.
Well, I had contacted Brenda just to tell her
that yesterday I had a major revelation,
and maybe some of you can relate to this,
but I thought for years it was unchristian
not to jump out of the bed.
I mean, I get up, I have done this for years and years,
let's say 20, 30 years, I have jumped out of bed,
hit the floor running, as some people like to say,
just doing, doing, doing, checking things off my list
until I went through this course with Brenda,
and I'm not all the way through,
but it hit me so hard yesterday
that I thought I was being a Christian by being busy.
And what she said today was, you know,
you might just be, as some of the Southerners like to say,
spinning your wheels because you're doing all these things,
you're exhausting yourself and you're getting nowhere.
So I have stepped back since I started listening to Brenda,
and I don't think it's been a bad thing,
but I have stopped doing everything
because I was doing so much and it was ridiculous.
So I have just taken a step back, you know,
went on vacation, then I've had a little bit of a bug
for about a week, my stomach's not right,
but I think it's all God saying, stop, you know,
so I'm listening, but I wanted to say that
in case anybody could relate to that.
And the second thing is, you've heard me mention
or put in the chat that money's the only thing
holding me back, but then I had another idea,
probably a thought from God that maybe that's not true.
Maybe the money's not there because the timing isn't right.
This is not all about me doing, getting, having,
you know what I'm saying, pressing forward.
Maybe I just need to say the money will come,
here's a declaration, the money will come
when the timing is right.
If all of you would agree with me and pray that way,
but it's been so hard for me to step back and stop,
but I think it's been good for me.
And I want to tell you, thank you for that.
And I just wonder if anybody could relate
to what I just said.
Yeah, I think a lot of people,
it's like I was saying in the last call,
you know, many of us derive our sense of worth
and importance by being busy.
And like you said, as Christians, it's like my,
it's like my badge of honor to tell you
just how incredibly busy I am.
But the question becomes busy doing what?
And is it producing fruit?
Is it producing fulfillment?
And this idea that if I stop doing the,
like I am so important that if I stop doing,
the whole world is absolutely gonna fall apart.
And it's like, what am I carrying that's not mine?
What am I doing that God didn't call me to do, right?
There is nowhere that God says don't rest.
In fact, there's many places where he says,
enter my rest and do some scriptural searches on rest.
And then when you are doing things,
you do them even better, right?
When you are.
And it's like, even the things that just produce joy
and many of you know, for me,
dancing is just a spiritual activity
and it's a form of rest,
especially it's because dancing requires you,
like I was sharing earlier, to get out of your mind.
And I'm so in my mind, I'm such an analytical person
that dancing forces me to get out of my mind.
And of course it moves my body
and it's good for your health and for your brain
and for everything.
Okay, it made me, you know,
get home at one in the morning, right?
But I'm more rested and more excited
and more creative this morning
than if I'd stayed home and gone to bed even at 7.30, right?
So there's different forms of rest.
Going for a walk in nature is rest.
I love my hammock, just laying in the sun
or I love being on water.
So there's different forms of rest.
So the idea that Jim Rohn taught me almost 30 years ago
is that when you play, don't think about work.
And when you work, don't think about play.
So when you play, play a lot.
all on. Don't work while you're playing. And then when you work,
work full on and I do, you know, I only work three days a week,
but three and a half days a week, but boy, do I work during
those three and a half days, but then I got three and a half days
that I get to absolutely play. Right. So, um, hopefully that
helps you. It's just for you, Colette, I think that, um, I
think that it's sorry, my daughter just called me. Um, I
think that for you, it's finding balance. For you, it's finding
balance.
Can I say something, Brenda? So I can relate Chloe, because I
was the same person. I was go go go autopilot always thought
that I had to have everything checked off of my checklist. If
I didn't, I failed for the day. I mean, it was like a
competition for myself, you know. So what I have learned is
I wake up earlier in the morning, and I am disciplined.
It's not that I like it, you know, but I just know that the
day is going to get away from me if I don't do it. So I've
learned that God needs to pour into me first so I can pour into
others. And that's how I have my peace and you know, my energy
through the day. So if when you get up and your feet are
running and stuff like that, you might want to just try to do you
know, 15 minutes or something just resting in the presence of
God and just see if that makes a difference, you know, with your
day in.
Oh, good. So good. You can't pour from an empty cup. And so
many women and this is particularly true in Christian
circles, because of this false understanding, they're so
depleted. And Linda was was with me when I did a retreat recently
the his view retreat. And one of the women when I was talking
about being depleted, she said, I am so depleted. I'm so tired,
I consider taking my life. And this is the state of Christian
women. This is not biblical. This is not God. But we've
gotten this idea that our whole virtue, our whole worth our
whole being a good Christian means I work myself to the
bones and I deplete I don't take care of my mind. I don't take
care of my body. I don't, you know, enjoy I don't do things
that are fun. And this is not biblical. This is not biblical.
So yes, I'm so glad. Thank you for for bringing that up. And
it's I thank you for always sharing your insights and
revelations that that you get and does this bring up it's it's
it really is. Like I started the last call. It's about awareness
first. Okay, so it's that awareness, where am I spending
my time? And why? And did God call me this to this? And is it
producing fruit? And is this even mine to carry? And how did
like Natalie on the last call, she's like, I just keep stepping
up into leadership because no one else will. And then it's
like, doggone it, maybe this thing doesn't need to exist.
Right? So that's awareness, right? So it starts with
awareness. Does this even make sense? Is this like that? Like I
said, when we spend our time when we when we're doing this,
we're giving our life, you never get that back again. I don't
know about you, but I've lost so many loved ones. So so many. And
so to me, time just has this like incredible, like heavy
weight value. And so does it deserve my time, which is really
saying does it deserve my life? Did God call me to give my life
to this? Or is it others people's pressure or fear of
disappointment or shoulds that I'm shooting on myself? And is
this producing fruit? We keep doing stuff I it's one of the
big things in coaching because I hate waste I get in and I find
all the places that time is wasted. And I find all the
places that money is wasted. And I like I like I shared in the
last call, I have some women that are doing so much that all
of that could be absolutely
automated. I had one woman that I literally cleared her day. She didn't know what to do with
herself every day because she was so busy doing things she thought she had to do being responsible
and we cleared it out. We cleared the plate and this is freedom and Christ. Christ has come to set
us free. This is freedom. He didn't call us and when you read Hebrews chapter four, it's about
entering his rest and especially read it like in the Passion Translation. Look up, go on
you know bible.com or whatever. Google in the Passion Translation
Hebrews 4 about entering God's rest and you know it's also in the book of Galatians.
I like the scripture and I think it's probably I'm probably reading from the Amplified or the
the Passion Translation but it says who has bewitched you you foolish Galatians
that you were set into freedom and you want to go back into slavery like Christ set you free
and you want to go back to slavery. It's like when he set the Hebrews free from Egypt
and they wanted they were slaves, they were beaten, they were starved, they were abused
and here they are they want to go back to Egypt like who bewitched you.
Why would you when you look back I don't think when we meet God at the end of our life he's
going to say did you keep your house clean? How were your floors? Could you eat off your floors?
Yeah you could eat off mine there's Cheerios over there and there's like right I mean
you know like wait a minute what am I giving my life to because life the bible says that we're
like a wind we're like a breeze we're like it's just we're like a blade of grass we're here today
we're gone tomorrow like life is so short I can't afford to waste my life it better be
incredibly joy and fulfilling or it better be something God's called me to do
and the rest it can wait it can be deleted it can be delayed it can be delegated.
I also don't do things that are out of my gifting these women that try to do all the things that are
not in the gifting Linda will tell you Linda's like the best VA on the planet and you want a
beautiful graphic you want something written well you want you know and sometimes Linda's not
available and I try to do it myself and it's like it took so much time it's so ugly it was a
miserable experience Linda ends up having to clean it up anyway she feels sorry for me she'll go I saw
what you created I I just did a little help for you I just tweaked it just a little bit it's like
yeah she took it from a mess into something beautiful right and but it's not in my gifting
it's not in my brain lead can I do it can I teach myself to do it can I force myself to do it
absolutely is that the wise use of my time or should I be out creating changed lives
should I be right I mean like should I be doing the things that are in my wheelhouse as they say
right so um this is another way that exhausts us because we're completely out of who God made us to
be so we've got to be very diligent looking at what we're giving our time our energy you know
it's it those are finite you can't you can't replace it's like the activity of the you know
you think about how many average years that you know the average person lives and you put the
marbles in the jar you know and you could even in months and every month or every week you pull the
marbles out and you start seeing you know there's not that many marbles left in the bottom of my
day like my time's too precious to waste it on that and that has to do with other things emotional
like we talked about in the last class right like I I don't desire to give my life or energy to
resentment or to arguing I'm not going to argue I'm not going to prove if you want to believe
and you want to think that great I don't know you I'm not I'm not going to spend my life trying to
convince you to change I'm not going to carry the weight of somebody else um you see so it's all
these things that's occupying
Occupying real estate like we talked about in the last class, you know, what's occupying real estate in your mind?
What's occupying real estate in your heart? What's occupying real estate, you know in your schedule?
What's occupying and we have to be very diligent to protect that?
Diligent
That's stewardship
That's stewardship. That's taking what God has given us and wisely manage it so that we are driving, we're not being driven by circumstances.
And like what we saw in the last class, that is being driven by an underlying belief, right?
Make sense?
Great, great, great, great conversation, ladies.
Anybody else have anything you want to add or comment or share that is jumping out this week for you?
Okay.
Blessings to each and every one of you. I love you and to all of you listening to the replay.
And my dog knows she is driving me nuts that it is time for a walk. Are you ready for a walk?
Do you want to go for a walk?
Yeah.
You want to go for a walk? It's your time.
Yeah, that's what that's what Coco has to say about the matter.
All right, ladies, lots of love.