Episode 2_ Surprise Them!

Hi everybody. Welcome to our podcast Black Women Business. Let's dive right in. First of all, we'll address the questions that came up or the responses that came up, some of the questions personal and then we'll delve into our main content for the day which talks to what do you start, how do you start, what to look out for and solving the problem already having customers before starting the difficulties, the types of businesses, the help that you can get from places like Cedar Nyda. I got some help from there. Some very good help getting on databases like the CSD or even databases of private corporates or municipalities what questions to ask at those places so you are relevant, looking out for your competitors, managing your money, separating your money from the for the business and your personal usage. What bank, what type of bank accounts we can go for just to make sure that we got our compliance in order. Those are the things that we'll be covering this week. I hope you really enjoy this insert. So what is also next is we're gonna follow up from last week's ending. I noticed quite a few people that came through with some questions concerns wanting to know also about the books that I've read. Some mentioned very deep the being angry with yourself after realizing that, you know what, I've been stuck in this pit for such a long time. Actually I've known all these things that is talking about but I just have not been doing it well. I did receive from Ubusi UKI all lots of other different people coming forward with these types of feelings. I just want to say guys, we must be very quick to forgive ourselves otherwise this whole exercise won't be worth it. These thoughts or these new revelations now that we're starting to entertain, it really won't be worth it moving forward. So we've been brave as women for lots of things. I mean we have to deal with the pain of listening about femicide, how one of us is being slaughtered, how we are being hunted out there. I mean that's a lot to deal with. You know, the pain of giving birth, the pain of not being able to conceive, the pain of just going through life as a woman and all the other things that we need to deal with. So if we've been able to be brave for such things, surely this is something that we can stem against and start to burst out and do the things that we are meant to do, which is within our purpose, the things that we are supposed to do. Like there's no footprint of your life that another person can cover. No one Else has walked the walk that you have, has been born in the exact same circumstances, facing the day the way that you have. And you. Because of that, we are being exposed to different ways of life and different things, and our thoughts are not the same, which shows there's plenty out there for us in terms of business exploring our. Our possibilities, exploring what we can offer to the economy. Right now, it just needs us to use that same bravery that we have that we go through. We use that in turn to better our economy, to also better our way of life for abandoned Abel to our way of life for ourselves. So, I mean, delving right in, I had a few questions of personal questions from asking about. Did my husband always have the same vision when it comes to business? That's a funny story, really, because when I met my husband in 2002, he was already in business. I was in matric. Very childish. I really thought the idea of business that time, like, I asked myself, what is this guy doing? He was running a print shop from his house. And that time the Internet was quite new. So he used to spend a lot of time buying, Buying his equipment for the business. And one time he actually came up and said, you know what? This thing of the Internet, I really see it going forward. So I bought these three computers, and I would like people to come through and use the Internet here. I mean, the idea of Internet cafes wasn't even a thing at that time. So for me, I was just annoyed, really. I was just like, there's people coming in and out here. We always have to be in our smiles. I mean, I'm just here to see my boyfriend. I don't. I don't want to be dealing with any of that. And, yeah, so life went on and we dated for about five years. You must remember that I never, ever believed in marriage since I was a young girl. And I saw from close family, not even close family, even estraduini. I was just looking at the marriages and I thought, wow, this is an institution to. It's actually a crap institution for people to deal with each other's nonsenses, like partner nonsense. And they can never leave the marriage marriage because there's usually kids and they've made a commitment to God and they just can't leave this thing. And I just knew from a very young age I wanted nothing to do with this thing. I'm never gonna get married. I don't want to get married. So I dated. And as I grew up, I noticed that. Okay, no, really, these are being confirmed. These are being confirmed. I saw what was going on. Divorces, I saw from my parents marriage. I'm like, yeah, I know I'm right about this thing. This is a crap instit. I'm not going to be a part of it. And then when I met Wasipe, he really believed in marriage. I mean, in the first couple of dates he already said like, if things go really well and you like me and I really like you, even after a long time, I think we should get married. He said that. And I was just like, okay, no, this guy's having a good time, it's okay now. Guys don't like to commit. Guys don't commit, they don't like marriage. You know, it's always the girls that are chasing for marriage. And I just have it in my mind that you are safe, bro. I'm not chasing for marriage. So years went on and then it got to a time where he got very serious. I think it was like four years into our relationship. I was about 21 that time. And then he mentioned the whole story of, I think it's about time that we got married now. I just always flipped it. Like I pretended I didn't hear him because I knew like, I've got nothing to do with that, that life. And then things got, it very, got very intense. When I moved to Muscle Bay, I was doing my in service training, remember at Petra, say. And one time, I think I was about 22 that time. He, we were alone at the beach. He went down on one knee. He said, yeah. He started going on about he's found his true love. And I said, I also said like, I found my true love because I, I was really excited about our relationship. Like we were very happy. And then he got down on one knee and I'm just like, what are you doing? And then he said, let's get married. I told him, baba, what are you doing? You've got me, I've got you. We don't need to sign some papers and prove to people that we love each other. And yeah, and then my biggest excuse was, I'm too young because I think I was 22 at the time. And I knew actually it's not because I'm young. I just don't want to do this thing. Actually, I'm not gonna do it. And I explained to him that, listen, we can be like Oprah and Steadman because this thing, it works, you know. And he was like, you know what, Tuli, I'm not Steadman and you're not Oprah. So that's not gonna work. Listen, this thing got to its climax, and I got to. To see that this guy is gonna get married with or without me. And I'm just not ready to lose him like that. So I just made sure, okay, I'm gonna try find something. So I said to him, listen, you. You really want to get married, So I think you must just get yourself a job, because you must get yourself a job if you want to marry me. This thing of business, like, I could see, some months are down, some months are good, and there' in and out of the house. If we're gonna be raising a family, I don't want that type of situation. And also, I want medical aid. Like, how are you gonna get medical aid for me if you are working in this way? The only way that's gonna happen is if you get a proper job. And knowing him, he loves serving people. He loves to chat with strangers. That whole thing of having people in and out of his house was his vibe. So I knew he's not gonna let go of that. So I. I just said, okay, we're gonna sit forever trying to find a job, and then I'm forever waiting for you to find a job. So we're not going to get married until you do. Lo and behold, in two months, he said, I found a job at the city of Cape Town. I've sold some of my stuff, and I'm planning to sell the rest of it because I'm going to focus on the job and not the business. I was shocked. Okay. And I actually had no way out. Now. Okay, he's very serious. Okay, no, that's fine. And he already had a date when they're going to start Amalobola. Okay, now this is actually getting quite serious. My grandmother's always my sounding board in most cases, especially now that I'm all grown and not giving her a headache. So I told her about this. I told her that the guy that I'm seeing is actually planning to come with his uncles and all of that. Immediately, she sprung into action and said, you guys must go for counseling. You must see that time. Even now, though, guess who was on fundisi? The man who was going to do our family council. The one from Umloboinen. So he's our pastor. We saw him for solid eight months in counseling, premarital counseling. And during that time, it was the up and down of Amalobola. I never told any of my close friends. I think it was just my grand. The word was in the family the entire time. I never wore my Engagement ring. Because honestly, I was asking myself, what the hell am I doing? Like, I. Like, I don't know what I'm doing. So I couldn't even explain it to people who are close to me. So I just. I just didn't participate when it came to trying to explain to people that were outside. And then, yeah, he married us. Wonderful service. My gran invited all of kukuletu, including the church. My friends had nowhere to sit. Some of my friends are still angry as to how I didn't tell them about the whole buildup, you know, so. But it worked out. And since then, we've been seeing umfundesi for counseling. We do that quite often. In fact, I was venting to him just last week. So, I mean, to keep our marriage going at that whole vision going, it was through counseling. We still receive plenty of counseling. We also enjoy a lot of time together. He's more like my friend. So, yeah, I've been fortunate in that manner. And then another thing that really helped put the vision in place is that he's always supported me, especially when I felt those urges of leaving corporate. He was very supportive that time, and he saw. He saw the whole thing. And I've always felt guilty about that time when he had to stop and find a job. I felt guilty about that because I see how far the people that he was serving at the time, how far they've made it. Yes. Like, they're doing very well. And he was also like, like, Internet have become a thing. You know, all these things that he was talking about, they've become a thing. So that for me was like. But in any case, I. I quickly, just like you guys quickly forgave myself, and then I just find a way. But also, he's also been very supportive. And I went to plenty of these leadership courses, women courses, explaining exactly, like, how we conduct ourselves, how we give birth to ourselves in this journey and so forth. And one lady put up a hand and asked, how do we incorporate our partners? And for me, it was a big thing because Sip and I are very different. He's very organized. He loves to chitter, chatter. I'm very target driven and I. I'm really very solid when it comes to due dates. I'm soft and wishy when it comes to stu matters. Like, I don't believe in those things of waiting until the 25th to pay our staff. Like, really, people are broke and if we do have the money, why not pay them in advance anyway? But he always gets me, checks me out and yeah, so he Deals mostly with stuff matters and. And I'll mostly deal with corporates, big corporates that drag their feet when they don't want to pay our money. I'm always able to pull out that no tool, you know. So, yeah, well, that's how basically finding a way to compliment ourselves in the workplace. I can't say we don't mix business with pleasure because, I mean, we chat about anything really, anything goes. So, yeah, he's basically the person that had the vision. And Brenda also asked about the children. Like, how do I find the balance of being a mom, a wife, you know, all these things, and a businesswoman. And then when it comes to the children, really, I use the same strategy. It's to incorporate separate them in everything I do. I speak very openly about my business because I feel unfortunate now. Like I can, I can have a proper conversation with them. So they that grown enough is turning 13. Ulanda is turning 11. Both girls and it boys, Lamblyna four. So I tell them about what I'm doing all the time to the point that I even tell them the values of the deals that I'm going through. So Sisonke is my big critique. Yes, sir. She doesn't mess around. She will tell me as it is sometimes too painful. Like the other day I was on a zoom and the meeting was going really well. As soon as I put down the call, she opened my door. She's like, girl, you're sounding very desperate. I'm like, I'm excited. She's like, too enthusiastic. Too much, too much volume, too much excitement. Like, you're scaring these people. I'm just like, so she's that girl and she's only 13 years. And the other day I was telling her, yo, there's this municipality that I've been bidding to like forever. You know, since the company started, I've been bidding and I've also changed my offerings. I've been doing presentations for them. Nick's no purchase order. Since she just looked at me, she's. She's shaking her head. She's like, like, you don't realize that these people, they don't want you. They. They don't want your efforts. You are wasting your time. You. You don't see that? Hey, this child. Anyway, so yeah, those are my conversations with my 13 year old. And we talk about. And she will ask me like, how much are you gonna make out of this? Because you're spending too much time on it. And she also checked out like the viewings for this podcast. She'll Tell me what works. So she, she told me like, like if you having more subscribers, you must push content more often. You must give content people want to watch. So yeah, yeah, so I get lots of advices there. And we're not scared to talk about money, you know, how much money we are spending in profiting. It's an open talk, like over the, over the dinner table. And I think also another thing that's made us fortunate is that we don't have tv. So I mean the other gadgets do get in the way but we find lots of time speaking to each other because there's none of that background noise that TV provides. You know, TV is just always there. There's somebody saying something all the time in the house and it's, it's the TV. And then my 10 year old Landa, she offers her massages. So she's got a business, she offers the best massages. Last night she did a facials for me and her dad and she buys all this stuff. She's very good at it. And so ye. Those are the type of things then play things that we do even in the house. Like when they wanted to change to homeschooling last year when Covid hit so we asked them to submit proposals. I mean it's not like a real proposal, like it's like a paragraph, but we call it a proposal. Then we set a date where they're going to do a pitch and explain to us why they want homeschooling. They must come with bullet points, advantages, disadvantages. And then yeah, we agree to it and they move to homeschooling. And then my four year old Aya, oh, he's so sweet. He pretends he knows everything we're talking about. And the other day when I asked Linda, oh, my feet are hurting. And he's, she's so good. And she's making a lot of money here in the house with her massages. So she's got days where she doesn't open, she, and she doesn't entertain that she says I need to rest. So on that day I was just like, like I need, I need a foot massage. And she was like, no, I'm closed. And then Aya was in the room and then I let her leave. And then I had come to my ear and whispered, mommy, I can, I can give you a massage if you're gonna pay me. I said, oh, let's come, let's do it. And she, he massaged me and then I paid him a 50 rand. And then he ran and he Showed his sisters, and he was all excited. Oh, here comes Landa storming into my room. Mama, I. I don't agree with what you've done. I'm like, baby, this is the way of life. If you don'. You don't want to. Like, you are closed. Somebody else is open. So, I mean, that's the way we go about it, Brenda. Those are the things that we do, you know? So a lot of the other guys are talking about flaws and failures, how I've overcome and how difficult it was. Yes, I'm definitely setting up an entire. An entire episode on Epic Win. Like, yeah, when I'm really slamming it. Just. Yes. When I'm on a roll. Winning, winning, winning, winning. And then also my epic failures. Oh, God, I can actually have an entire season on those ones. But we also dedicating an episode to that. Epic failures. Yes, I've had some epic failures. Failures that. But like I said, an entire season would be worth it. And then I also had a comment from Uno Sandra about. Okay, she liked the podcast, but I didn't talk about. Also, like, things are so tough. You know, things are always tough. I was just like, you know, sometimes as human beings, we really love to wallow in negativity and harshness and hardness. Like, no, guys, there's a new word that I've learned. It's called poverty porn. And it's about really making sure that you watch things, you see things that validate poverty, validate harshness and negativity. Let's stay away from that. Like I said, let's be very selective of the content that we want in our space. Let's stop this whole thing of wanting to wallow into ugliness and harshness. Some things are not harsh. Harsh. Some businesses are not harsh. Some businesses are not difficult at all. But the way that we sometimes just look out for difficulties, it's. It baffles me. Like, there's one time, like when. With my first side hustle, like I said, when we rented out our house in Potassac, we rented it out for a year at a time. Our tenant paid us for a year. No agent needed. Like, there's no hardship there. We just have a contract that don't mess our house around. End of story. Our money is in the bank. What is so hard there? Sometimes things are not hard, guys. Sometimes things are pretty straightforward and very simple. And those ones are the ones that are, you know what? Good money. It's good money. Like, I listened to this other podcast of this lady who did that whole. I don't know if you guys remember that cardboard that people take a picture. It's a square. It's a square. Yes. And people show their faces and it says hashtag whatever. If there's an event to hashtag tag. And she was talking about how simple that thing was. Basically, they met somebody at the network at a networking meeting, and this guy knew that they were in it and printing and what. And then he asked them to have that sort of thing. They bought a software, I think it was for 5000 rands problem, which is also an advantage for them. Most people thought that they had to come up with something supernatural to print that cardboard and do the hashtag thing. No, they only bought that software and then they printed any hashtag that the customer wanted. She says, we made money like we've never seen. We were doing so many events. People were. We actually stopped the people. We said, no, we're not available. To the point that one very luxurious brand asked them to come over. And then they said no. And the brand said, said, we'll pay you about 50,000 for doing that work for two days. You know, so I'm just like, sometimes it's pretty simple, and there are pretty simple times. It depends on what you recognize. What I like also about this is the three things, the three ways of trying to recognize the business, like how to start. You know, there's three things that you can do. We're not gonna reinvent the wheel. We're not gonna do things that are supernatural, never done, like hot surgery or, you know, we're gonna do the things that do exist already. But because you are taking it sometimes, sometimes you are taking it from a place that already exists. Like this one lady also explained on the same podcast, she's got the Galileo cinemas, the outside cinemas. So she went into Canada. She's very well traveled. She went to Canada. Her friend invited her to an outside cinema. It was freezing, freezing. And then she said, you know what? This thing, if I can take it to South Africa, because we've got good weather and just nice venues like Kirsten Bosch and so forth, she took it there. Voila. I mean, it worked. And then it just grew and grew and grew. So other things, if you just like, even when you travel internally in South Africa and see, like, how other things have been made so simple, and you get to your own place where you live and you implement it, there's. I mean, it can work wonders. I'm sure you guys can think of some examples. And especially as black people, we're so exposed to so much when it comes to things Emakaya going to up to Limpopo to and coming from all these cities surely there's something that we can offer in between even these play play areas higher in the jumping castle finding a place even selling e jumping castles plug it in. It's a fun day. They have a place to play like simple things like that guys not really reinventing the wheel. The three things that they I would like to also mention is that it's either with what is existing you're going to come in cheaper than what that is already in the market. Very difficult one, you must find suppliers. You must be really connected to find suppliers that will offer you at a cheaper rate. It's possible. It happens. And then the second one, you must give a quality service and deliver on time and just do those just be over the top when it comes to the quality of what you are offering. I mean in my business I think that's the one that I'm pretty good at. And I love it because it's a shocker when that a black supplier can actually deliver on time and meets to their way and they actually deliver something of quality, you know. So I love it and I love it when the customers are so shocked. I love it because it makes them really remember us. And then the other one is some offering something that people think that they can't complain hit like that story of the hashtag. They don't know. They think that it's a supernatural thing or it's a big thing that you are offering. But you know, because you've been exposed to other people doing it in another place, you know. So you know, you know, you've got a few, a few clues on how to navigate this thing. You've gone to Cape Town, you've lived in Cape Town. You see how things are and then you go and you implement or even within Cape Town, you've been watching for a certain thing. The main thing here is to be very aware. Your lights must be on at this time looking at what are people needing what. I know guys, I know it's pretty cliche. I've heard it a few times. You must be solving a problem. Problem. There's lots of problems, especially here in Africa, especially in the little communities that we are in. If you come in with something that's going to solve that problem. That's why I can't speak for you. We are exposed to different things. You know, we've seen different lives. We're thinking in different ways. And this thing of thinking in different Ways also we are an emergent country as South Africa, an emerging country, top 10 in fact included with China and other other countries. So are we going to participate in this emergence or are we gonna watch Otuli doing the things you know? Because this is the time. This is the time to do the things you know. With China, I. When I was a little girl, I really used to hate food. I hated anything that's got to food, the smell, everything. I think up until I was like 14 years old and my grandmother used to torture me for this. I mean, the whole family would be having dinner. Everybody would leave the table and I'd be left there. Some days I pretend to fall asleep next to the food. She would let me sit there. It was almost like a power struggle between the two of us. I think I was about 10 or 11. So I used to find a lot of time sitting on the table, being bored. One day she even switched off the lights. She let everybody go to sleep while I was still sitting in the t my grand Scott. Anyway, so I took my spoon and I turn it around. I see at the back, made in China. But I would ask myself, how would a spoon coming from so far? I mean, China is a far place. How did it make it here in this house? I mean, so surely there's places that make spoons somewhere around here in South Africa, I mean, somewhere around here in Cape Town even. Surely there's a place, place. And to my surprise, not really it actually meant that the spoon was really made in China. But growing up, I told myself, no man, it must be a decoration. Nothing against the Chinese, nothing against the Chinese. But I'm just, I think we need to learn also from them as an emerging country as well when it comes to manufacturing and doing things of our own. I mean, I was shocked also a couple of years when I realized beads, African beads, there's no place that manufactures it here in South Africa. All those beads are imported from China. To me, that made no sense whatsoever. But I did look it up recently. The explanation that time was that the type of plastic that those beads are made out of and, and, and I mean, but who came up with the rule that they must be made out of a specific plastic? Especially if it's our thing. I mean, it's an African thing to have beads. But fortunately I it up recently and I see that yes, here in South Africa there's places that are manufacturing beads. And yeah, I'm pretty excited about that. And I noticed that other African countries also suffer from the same phenomenon. About two years Ago I went to visit in Namibia and during my stay there there was a, what you call a market. And I was very excited because I'm going to bring stuff, souvenirs for my kids. You know, it was like walking into a five rent shop. Shop guys. Like a Chinese five rank shop. No authenticity. I'm not downplaying any anybody here. We also doing the same here in South Africa when we also started doing sanitizers. Right in the beginning of COVID there were no sprays. There were not no sprays. Everybody's saying that we're waiting for sprays from China. You want to tell me that we busy in South Africa manufacturing bottles that will fit in sprays that are made, made from China. And I was asking all these manufacturers, like why don't we have a manufacturer of the sprays here in South Africa? No, it's because the mechanism is very difficult. There's a spring inside, there's a small pipe. So we'd have to buy those from somewhere also from China. So it just became complicated. But what my question is from all these millions of people that we are here in South Africa, we cannot create something that creates something suction, a fun and a spray. We cannot create something that creates a suction that is the same as a spray like that for me is very confusing. Which means there's a lot of ground, guys. There's a lot of ground. Bottom line, there's a problem where you are, you probably have a problem. My cousin called me another day saying you, you guys must set up something for fumigation. It's very difficult to get a fumigation company, guys. You can also put out your company as a fumigation place. And then you outsource the work to people that have the certificates and, and have all that, you know, accreditations and equipment and all of that stuff. Because you know that it's difficult to find on Facebook. It's difficult to find in such a place. You are the one that's going to advertise there and then you're gonna call that company and charge your own mother up from the people that were able to come through because of you. So little things like that that we just can't get around. And the way that you advertise sometimes or what you are exposed to, you are able to capitalize on that. It's not a difficult thing, guys. And then there's types of companies. For instance, I did say you don't have to be registered to to run a company. You just need to sell and make profit. You can have a sole proprietor which means that you'll be trading in your own name. When people are asking for tax clearance, you provide your own personal one. Everything is your own personal one. And then also there's a private company that's the one that is registered at CIPC 175 friends. The only difference between the two is that a private entity, the one that you register at CIPC is very much protected when it comes to your assets. So as the company grows, be quick to register your private. The main thing here guys, buy, sell, make a profit. Please attend to your tax matters. Attend to your tax matters. And the only easy way to do that is to separate separate your personal banking and your your business banking. If you're selling for instance shoes put them account a separate. Open a separate account. Make sure guys make sure it's not a savings account because you're not able to grow your credit score when it comes to a savings account. And also the longevity of the account of a business account in, in a check account is very, very vital. Remember you're gonna grow this thing. So another important thing is that when you're having your expenses, whatever you're able to see exactly when it comes to the business even though some, some of your salary you put in that account because you are actually putting capital into the business. You're able to see when you sell like a profit here how things go. And also when you have to see exactly on what you have to pay tax on. And then another thing is that when you do your quotes and your invoices quoting clients, sometimes other clients, when it's very informal like you say selling shoes, you don't even have to put together a quote. What you can do is Google accounting software. Google accounting software where you can actually track track the spending of the company into the account. What you can do is you show on your, on your accounting software. There's lots of them. Some of them are free. We went with Wave apps. Very very straightforward. But get with apps. I think they saying that it doesn't. They're not using it anymore here in South Africa. But because we were already in so we're still with waved apps and they are free guys. They are free. But I don't think Sage is free. And but you will see when you Google it comes up and it's so presentable if somebody's wanting what you call a quote, you're able to even put there your nice little logo on the thing. It looks like yeah now it's really coming from a business. So. And I've also received some help from nyda, and they say Cedar does the same. NYDA is the youth development agency. They've got some. Something very straightforward, easy. They say it's vouchers. I think it's five vouchers that I've also used. They did my branding, my logos, like you use the different vouchers for different things, basically for the company. And it really helps. It makes you look so polished and like you know what you're doing. And I heard that said. I also does the same thing for NYDA also. I applied for the grant about four or five times, but eventually I did land the grant where they purchased my equipment and a lot of my stuff, and it was about worth a hundred, 110,000. First round they granted me 10,000. The second round they granted me 100,000. I mean, but this is applying about four or five times. Guys, you must be prepared to put in your paperwork, but that is only for the youth. Cedar does more or less the same thing, but for other black business. And then make sure that you are on databases, databases of corporate companies that you are trying to work on, work with. Databases are like the central, the csd, but that's only if you're really looking forward to what you call looking forward to doing government tenders. Government is very wide. Also municipalities, they need you to be on CSD and have a tax clearance. So those type of things. The important thing, guys, bottom line, is to also ask these municipalities or even those databases, the people that do make up those databases, what do you guys need? Need? What do you guys need from your company? What do you guys. What can I source for you guys? You know, we've got lots of people that are around us. Cousins, sisters, brothers. We don't even know what they do at work. Guys, you'll find out that your cousin's busy looking for suppliers in a certain thing. He's looking, he's stressing, he's not finding suppliers. And this is somebody right next to. To you. You ask them and you go through the proper channels. You don't want to be coming out of some commission or you know what, you want to do things proper. But you ask people, oh, you work at a certain place at procurement, but what do you guys struggle to find? How can I get onto your database? I want to offer what you guys are struggling to find or where you want competitors, you know, you ask people, you speak to people, Launch yourself. That's the only way to go for it. And what I love about this is these people are around us. They are everywhere. They're working and they are looking for us. But it's just that we're not prepared to step out. And there's that trust issue. Also, guys, like, they're not sure if you're really gonna do it. They're not sure if, yeah, this is your thing, especially if they've known you for a long time. Then they're like, ish. I know this one. Surprise them. Surprise them. Oh, I get such a kick when my customer is surprised from me doing good work. So, guys, that's me wrapping it up. I'm gonna post every two weeks, and then we'll see how frequent we get our questions, how quickly our subscription grows, and then I'll keep on posting related to that. Otherwise, have a good one. Thank you. Bye. Bye.