Live with Betsy G. - 18 to 1000 subscribers!

Hey everybody, I am back for another awesome interview, and this time I've got Betsy with Be Good Lettering with us. We're going to talk about her journey because her journey is not— it started not that long ago, and, um, it, it's taken a wild, wild turn. And what you're going to learn about Betsy is that she still works a full-time job. So Betsy, we've got everything connected. Why don't you tell us a little bit about, um, Tell us about what you— what your business, what you do, and then tell us the two different types of boxes that you have.

Sure. So hi everyone, I'm Betsy. My business is called Bee Goods Lettering. So it started with just a lettering focus, but now it's lettering and wax seals. So I have two subscription boxes. One is quarterly. It's called the Lettering Box. It includes lettering supplies, wax seal supplies, and a seasonal lettering project. And then I have the Wax Seal Club, which is just a unique wax stamp and sealing wax sticks, and that one's every other month.

So I had to explain to the boyfriend what a wax seal was yesterday when we were talking about what we're doing. Can you show people if they don't know what a wax—

let me show you.

So in the box opening, I don't know if you watched box openings on Thursday, but here's the stamp, and then it comes on a little handle that you put on, and then it makes Seals.

So these are some— I'm trying to find where my camera is. Yeah, so those are some— you can put flowers in them, you can add gold to them, they're really fun.

And what do you do with the wax seals?

So most commonly you're going to put it on an envelope, right? So you have— I brought some stuff with me— so you have an envelope and you would put it on the flap, right? But you can do it on other things. Like, this is just a little note that I made that I put a wax seal on. You could put it on a little gift tag. Like it's mostly— I would say it's mostly like letters and cards, gifts, um, and gift wrapping. A lot of people use it in scrapbooking, which I don't do that, but a lot of people use it in junk journaling too, which is another thing I don't do, but I know it's really big.

Yeah, you can't see the comments that are inside the group, but I got a comment here from Nicole that says, I am totally fangirling. I'm obsessed with wax seals. I teach wax seal workshops, and I send everyone to Betsy's Instagram so they can geek out too. And let's talk about your Instagram because I was looking at your Instagram last night. You have 375,000 followers on the gram, right?

Yes.

And how long did that take you to build? Like when you started on Instagram, how long did it take you to get there?

So I, I started my Instagram 5 years ago and within the first 3 years I got to 3,000 followers. And then it's been the last 2 that I've went from 3,000 to 375K. So it's really just been a huge, huge jump, huge growth.

And that has to do with your video content, honestly.

Yeah, absolutely.

And we talked a little bit about that inside our after-hours calls this week for all the new members about how important video content is. And that has to do with your video content. If you go find Betsy on Instagram, it's Be Good's Lettering. You can go find her. You're going to see how amazing her videos are. And what's really awesome— and learn from Betsy because her videos are not long, her videos don't have her face in them, for all of you people that are like, I don't want to be on camera. But they're just snippets of what she does, how she does it, and then the product, the finished product. So you could really, you could really check out B Goods Lettering is how you can find Etsy on Instagram. Now Stacy's already being cheeky over here because she says, hey Sarah, you can tell the boyfriend that the wax seals are for sealing wedding invites.

It's true, they— that's like one of their biggest uses. So if that ever— if I mean, I'm just saying, if that happens, I can hook you up.

Okay, you got me. If that happens, you got me. I'll let him know. What y'all can't see, he's sitting right over here. I promised him I wouldn't throw him on camera today, but he's sitting right here listening to us right now. Oh, y'all are so funny. Okay.

Right.

Now let's, let's talk about this because now I remember the very first time that I talked with you and we were doing a series on the podcast called Ask Sarah, and I feel like I need to do that again this fall. But we were doing a series on the podcast called Ask Sarah. Were you in your very first launch when we did that call together?

Yeah. So I had prepped to launch and the week I launched my box, was the week I joined Launch Your Box.

Okay.

So I put the question into Launch Your Box and then it led to this podcast. Yeah.

So basically the podcast series was like 8 weeks long and I let our members ask me a question and if I chose their question to answer, then they had to come onto the podcast with me. So it was like, are you brave enough to come on the podcast with me? If you are, then send me your question. And so Betsy's Question was something to do with, I'm in the middle of my launch, right? Do you remember the question?

I don't remember. The question was, okay, I was like, I'm launching this week. I have a couple of reels, a couple posts, and one live. What else do I need to do for my launch? And then you were like, okay, there's a lot. Yes.

So I got you on the podcast and I basically, it was a podcast to coach our students, right? To show my coaching abilities. So I got you on the podcast. I gave you a series of things to do for your launch and you did them and you launched and you had 18 subscribers, right? That was the very first launch, right?

Yep. 18.

And then what happened from that point? Talk to us about the journey. You start with 18 subscribers. I know that we talked with Lexi yesterday. She had 1 subscriber on her first launch and it's hard when you start out with a low amount. I don't know what your expectations were going into that launch, if you felt disappointed by 18 or super excited by 18. How are you feeling with the 18?

I felt really excited. I think I had planned like 25 was like the most I had stuff for, and so I was like, well, that's more than half. So I, I felt really great about it.

Yeah. Okay, so now what do we do next? We get our first 18, and that's the hardest part, is just getting going with that first launch. What is next on the journey?

Um, so then I think by the holiday I'd gotten to like 30, and then by February I was at 50. And it was after that box I was like, I can't do this by myself. I was kind of like, I wouldn't prep anything beforehand. I would just be like, oh, I gotta ship these out, so let's put them all together. And once I got to 50 of them, I'm like, that's a lot of work to do in like one day. So that's when I started— I don't, I don't have a name for them, but I just invite a bunch of ladies to my house and they just help me pack my boxes for like 3 or 4 days.

You're just like, honey, y'all want to come over and help me do some work?

Yep, exactly. So that was like a big, like a big thing um, that was super helpful was getting more help. And then the other thing that I had learned, I think in part of the trainings, was like kind of the pre-packaging aspect. So like a lot of the stuff I get, like this stamp for example, so this comes in like a plastic ugly thing, and so I put it into this little box that has the little sticker so that people know what it is.

A basic little box that it fits in, you're putting your little sticker on top, so you're just upleveling your packaging experience instead of it coming in that clear plastic poly bag that you get them in from your supplier, you're now creating an unboxing experience by moving it into that little thing, right?

Yep. Yeah. And so that was the step that like I was doing all on packing day, which was like, then it makes packing day last forever. So I was like, oh, I should have these same friends who come to pack. I would send stuff home with them for the next time.

Yeah.

So then they would pack my stuff and then bring it back. Um, and so those were some of my first employees who kind of helped me with that.

Okay, so then we launch again. When was the second launch? Was it later that year?

Um, well, I, I think I kind of like launched-ish each time I did the box because it was quarterly.

Okay.

Um, but it wasn't— I guess the next big one would have been in the fall. So within one year, then that's when I hit the 100 subscribers.

So it took you a year to get from 18 to 100? Yeah, and then things start to move really fast, right?

Yeah, so it was after— it was after that 100. It just seemed like I was growing by like 75 to 100 each time, so it just kept adding and adding. And then in— let's see, what year was it— 20— the beginning of 2023, I wanted to do the Wax Seal Club. Okay. And that one was very thrown together, but I wanted to get it out before Valentine's Day because that's a big wax stamp. Holiday for Valentine's. And so that one was—

wedding, huh? I said and weddings.

Um, but yeah, so that one was very— I feel like less planned out, but I feel like I knew more what I was doing. I had a year and a half of having a box, so I kind of knew how to launch that one better anyway. But that one has taken off a lot faster. That one started at the beginning of the year with 50. Within one year it was at 500, and now today it's 650.

Yeah, so like a year and a half you've already grown it more than you grew the lettering club, right? And that was just— and why did you choose to do the wax seal club? Like, what was it? What about it was making you like, I think this is my next move here?

Well, you had talked about doing like a one item of the month box, right? And so I was initially going to just do a stamp But when I asked all my people, they're like, no, we want wax and a stamp. We don't just want the stamp. So it's a— it's like a two-thing.

Yeah, it's a twofer. One thing of the month times two. But I think this is an important teaching moment right here because we've had a lot of questions about what should I put in the box, how do I know what to put in the box. Like, what if, you know, we gotta ask our audience. Like, it's our biggest research pool. Like, we can think and create and do all the things all the time of what we think or what we want to put in a box. But at the end of the day, what matters is what people are willing to buy, what our audience is willing to pay for. We can decide on whatever we want, and initially we do, but over time, when you've gained your following, right, you have— you've gained subscribers and you start to listen to what they're asking for, and you even went to them and said, hey, I'm thinking about doing a stamp of the month, and they're like, no, we really want the wax too. And you're like, okay, I'm gonna put that together. You've launched it. You have bypassed in a year and a half your other subscription that you've had for multiple years, um, just because you were listening to your customer, right?

Yeah, totally.

Yeah. Um, Carrie's wanting to know, what do your boxes cost? Cost?

So the Wax Seal Club is the smaller one. Camera. This one is $18 plus shipping. And then the other one is the Lettering Box, and that one's a little bit bigger. This one is $37 plus shipping.

Okay, and tell me what comes in each of those. So in the wax seal, do they just get a stamp and a set of wax? Is that what they get in there for the Wax Seal Club?

It's So it was the happy birthday.

I'm gonna widen our cameras so we can see better here.

Okay, so, um, it's the stamp. So this is one that I designed, and then it's 3 wax sticks. And then they— I always throw in a bonus. It's the early bird bonus. So glitter, like confetti for birthdays. And their first box, they get a handle. So after their first box, they're just getting these, whatever the bonus is, and a stamp and wax. Okay, so it's pretty basic. But people love it. I mean, I love it too. Um, for the lettering box, I can show you some of the things. So this spring box was like a stationery-themed box, so I designed a bunch of like a stationery set. So there's a to-do list notepad, there's 12 greeting cards, some pressed flowers to add to wax seals, a little notebook, and then this was like this matching stationery envelopes with stationery notebook. Okay, anyway, so this box— like, I have enough subscribers now where I can order from overseas and get really great deals. Yeah, to offer more than I was in the beginning.

Yeah, and I was noticing on your Instagram when I was looking at it yesterday, everything is packaged with your logo on it now too, and that's all because of manufacturing too. Like, you've not— you're not buying wholesale anymore, you're manufacturing the product, so they're able to put it in your packaging, right?

Yep, yeah, totally, which has been really nice. So then they also get a stamp, um, with the lettering box.

So these—

so that's what it looks like.

This was another handle come off, or do they— do those come—

the handle? Yeah, yep, yeah, interchangeable. Okay, yep. So it has those. And then the last part, or the last two parts, they also get sealing wax sticks. And then they get the workbook. So this has, um, the lettering examples, and then it has the projects at the back. Sorry, I'm not good at showing this illustration, but it has— our project was like addressing the envelopes, right? So there's examples for how to do this. And then they also— I do a recorded workshop for them that's about 45 minutes to an hour that's like, if no one's— if they've never done lettering or they don't know this style we're learning, then it's like, here's all the basics.

Okay, I have a question for you. Sure. You ever raise the price of this lettering box?

I haven't, but I have thought about it. I've— for some reason it makes me very nervous, like people won't buy it anymore, but I feel like they would. I just need to get over that.

I mean, I feel like we started our journey together with a coaching call, so we might just continue it here. But you're getting a lot of value in that box for $37. And I think that, um, yes, you're manufacturing now and that has reduced some costs for you, but you're giving it back with more merchandise. It's time to put some more profit in your pocket. Um, you're— all of those items plus your tutorial, I think you should at minimum do a $5, if not a $10 increase on this very, very soon. And you can do it much in the way that I'm doing Launch Your Box. Like, this is the first time I've ever done a price increase for Launch Your Box. And, and we have redone tons of lessons in the library. You know, we've been redoing all the lessons and we've added some new modules in the library this year. And its value has just grown. My knowledge has really grown. And so it's time for me to increase the price of Launch Your Box. And I'm doing that in conjunction with this launch. So once we close tomorrow night, anyone that gets an offer in the future, it will be the higher price. It's time for you to do that with the Lettering Box. And I know it's— it causes hives and itchy and scared, but you're giving a ton of value in those boxes, and it's, it's time for you to do that. You are Betsy now and Betsy 2021, completely different people. Lettering Box now and Lettering Box in 2021, completely different experience that you're creating for them. And I think that you just need to lean into your what this box is really worth. It's not just about the products. The products are beautiful, they're very well curated, um, and, and it shows in everything that you do. And you've up-leveled that experience with your manufacturing, but you're also on top of that giving value with this tutorial. And everybody in the chat is agreeing with me. So we're just gonna— this is coaching Sarah. This is what you get if you agree to a podcast or live. You just never know what you're gonna get with Sarah. But I think time. And I think you're in a really great space to be able to do that. Um, and don't put that money back in the box. Put that money in your bank account. Um, because at some— there's a tipping point with us. We need to continue to grow. And we're still at this— and this is something that we talked about right before we went live— but you're still in the place where you're working full-time. Yeah. What could that profit margin do for your personal life?

Yeah, I feel like that would, that would really help because right now my, like, the profit margin that I'm at for the box is like between 45 to 50% is my profit margin.

Yeah, it's really great.

But yeah, but then if I increase the price by $10, then that's a lot. Like, that would be a lot of additional money for our family.

So Amy is saying if we worked for someone else, we'd expect a raise. Give yourself a raise.

Oh, thanks, Amy.

Um, I have a question from Preetha. It says, I see there are blank stamps on Betsy's website. Are customers able to customize the blanks? I don't think so, right? You, you design them, right?

I don't do any—

they're just a blank circle.

Blanks are for flowers. So like, this one is a blank.

You press the flowers into the wax.

Yep. Yeah, and there's lots of fun things you can do with blanks. And so I don't personally customize because I found that doing custom stuff is not worth the money and my time. But there are other companies who do that that you can like get them from for special.

I forgot that you press leaves, you press flowers, you press— what else do you press into wax seals?

Um, glitter. I do a lot of ones that are like, uh, paper backings.

Yes.

So it's like, um, different paper backgrounds, and you put hot glue instead of sealing wax so it's clear. So that's super fun because you could do any paper you want. So any kind of scrapbook paper or tissue paper or a napkin, scrapbooking cardstock paper. Yeah.

Okay, cool. I've got a question, um, from Linda. I think it's more towards me because now I'm coaching you, so now they're asking questions. But it says, question to confirm, Current subscribers stay at the original price, or do they also get the price increase? I'm a paper person and oh yeah, it's way too expensive. So our current subscribers typically stay at the, their existing price. So if they come into the subscription at one price, my original subscribers for my subscription box, I've raised the price twice over the last 8 years and the people that were in before the first price raise, are still on the lowest value amount. So I did 2 $5 raises over the last 8 years. And so the people that were in before that, before 2020, are still on the $40 a month. And yes, I still have subscribers that have been in for 4 years. I have subscribers that have actually been in my subscription for the entire 8 years. So they have all of my 80-some boxes. So I reward them with the cheapest price. And that's why it's not always about— now, yes, I have put some more money back into to the budget for products as products have become more expensive since 2020. But I've also put more profit back in my pocket, one, because of my buying power, and two, because I did give myself a raise with the price increase as well. So, um, definitely Betsy could do that here. Now let's talk a little bit about, um, the frequency of these subscriptions, because we've talked a lot about monthly, we've talked a lot about quarterly. So one of these subscriptions is quarterly. One of them is bi-monthly, correct?

Correct. Yeah.

Okay.

Yeah, the wax seal club is every other month.

Okay. And so that's how she's doing them. That's how she's not having to do both of them in the same— I guess sometimes it lines up that the same month, right?

The Christmas and the Valentine's ones kind of line up, but the rest of the year I try to space them out a little bit.

Okay. Um, okay, so let's talk a little bit about You came into Launch Your Box right as you were launching. You've been, you've been with me for several years now. Let's talk a little bit about Launch Your Box and what your favorite thing is about being in Launch Your Box.

Yeah, well, I have a few favorite things. Um, I love all the trainings and the stuff that you learn. So when I joined, I had a tiny bit of business knowledge but not really any. So it's really great because If you're just starting out and you don't even have a business, there's gonna be some basics in there that you can learn. But also, even if you already have a business, it's all the subscription box basics that you need to get started. So the training has been super helpful and it's been nice to like go back and rewatch things that I've already watched because now I'm in a different place. So things make sense differently, or I'm like, oh, I, I didn't remember hearing that.

Or you can apply them to different areas of the business now than when you first started and first watched them.

Yeah. So the training is super helpful, and I feel like that's a big part of why my box has been successful is implementing the things that you're teaching, right? Um, I also love the community aspect of it. Um, I was thinking about this because I knew you were probably going to ask me this question, so I'm like, what am I going to say? So I was kind of like thinking like, why do I love Launch Your Box and why have I stayed in it for over 3 years now? Um, but the, the community is a big part of it, and Part of the community aspect is like, if you have a question, you can ask. So Sarah's going to be there to answer. Her team is there. But then you have like thousands of people who are also successful and have subscription boxes and are like, know what's going on. So like, I've had questions about like shipping stuff and packaging and boxes and all these questions. And I always get help from Sarah and her team. But then in addition, I get help from all these other box owners. Who are in it too and they're like, hey, I tried this or you could try that. And they always have really great ideas.

It's like this collective wisdom of people doing the same things together and sharing what's working for them. And it's, it's this, I had this vision when I started Launch Your Box that I really wanted to have just like this hub of subscription box owners. Like if you were a subscription box owner, you wanted to be part of this community. And I really worked hard to attract, you know, new people, people that have already started, and seasoned people like yourself that have, have over 1,000 subscribers. Have we mentioned that yet? You have over 1,000 subscribers now that really can be a part of this community because collectively we are better together. I'm only one person with one experience, right? But collectively all of us have different experiences. Some ship internationally, some do, you know, food things, some do pet things, some do like— there's all kinds of crazy niches and different— there's different aspects to all that. And so without everybody in this like hub that we call Launch Your Box, we wouldn't have as much knowledge as we have. I just get the privilege and the honor to kind of get to know you guys, get to learn your businesses, and have that much more experience to talk about, um, as I'm coaching, because I get to learn from all of you too, and I get to share that in an effective way that really lifts all of us up. And, and that's been my goal, is to have a safe community, to really portray community over competition. Essentially, we could all be each other's competitors, right? We could all be each other's competitors, but nobody acts that way. And I've really created a culture of community over competition and really being able to freely share knowledge. And that's part of being a community over competition, because if you felt like you were in a group of competitors, you wouldn't share what was working for you. And that's not what happens in our community. Everyone shares openly. Everyone is supporting and helping each other. And I really say you get what you give. So if you're in there answering people's questions, you're really going to get that back when it's your turn to answer questions. And there's a huge part of the community that is in there ready to jump in and help with everybody's question. New, seasoned, expert level, like it doesn't matter. There's someone that's always above you and there's someone that's always below you. And we can collectively help each other along this journey. Right.

Yeah, totally. I think too, an experience I had in the spring, I was going to launch the lettering box and I was feeling just nervous about it and I was nervous about my goal and I just had so much nerves and I was like, I'm going to post in the group. And I didn't say I was nervous. I don't think maybe I did, but I think I was just like, I'm launching, here's my goal. And then I had so many people comment that were just like, like, that's awesome, you're gonna do so great, we can't wait to hear about it. Just like so much encouragement and positivity that just like helped me calm down and be like, okay, I can do this, it's gonna be fine. But things like that where it's like there's also like there's the knowledge aspect, but just like this positivity and like kindness that's in the group too that's just been super, super encouraging and helpful. Yeah.

So tell me what's next for Betsy and Be Good Lettering.

So the next plan is to launch a membership in September. So it's called the Script and Seal Society. So it's a combination again of the lettering and wax seals, and it's kind of the next step after the boxes. So if you get the boxes and you love them, then you can continue to do that. But we're going to be doing lettering projects and wax seal projects, and it's going to be super fun.

I was trying to see how much your boxes were when I was on Instagram yesterday, and I saw your waitlist for this. I'm like, oh, what is Betsy doing over here? And I saw that it was coming in September. And so the fact that you already have a waitlist, you're already building a waitlist for it, your other two boxes are sold out and have a waitlist on them as well— I was like, this girl is killing it. And you're doing all the things, and you're doing all the things right. And I, I'm just I'm just so incredibly honored to have you in our community. And I love that I get to be on this journey with you every step of the way. And I think that so many people adore you in our community and they're just like, man, look at Betsy, look at her beautiful Instagram. Look at her. She's doing what you love. Like, could you ever have thought you could have 100 people paying you to make them a box of lettering supplies? And not 100, 1,000 people paying you to make them a box of lettering supplies and wax seals, something you probably did for fun for a long time. Did you ever think that this would be a viable income source for you?

No, I always just— I thought it would, yeah, just for fun and like a hobby, but it really is— I feel like it's very close to where this will become my full-time thing.

It's almost there. We talked a little bit about that. I think she's still scared of that, and, and rightfully so. It's a big jump to take a full time, steady income and say, okay, I'm going to solely rely on myself and what I can do with what I've been creating. And so, yeah, she's got a waitlist on all 3 of them. Meredith, she says, that's how you really know you can confidently raise the price. See, there's some great wisdom right here. What advice— we're streaming in Subscription Box Coaching Week where I've been in all week coaching and training and The community team has been in there really helping everybody get going. What advice for them or anybody else watching over on YouTube or Facebook would you give them if they're thinking, I don't know if I can do this, like I want to start a subscription box really badly, but I don't know if I can do this. What advice would you give them?

I think I'd first say that action creates confidence. Like I didn't have I wasn't super confident when I started. I don't think anyone is very confident when they very first start their box, um, especially if you're kind of new to business too, if you're just starting a business and you're doing a box at the same time. And so I think taking action is what's going to give you confidence, right? So if you start, join Launch Your Box, start listening to the training, start seeing like, okay, this is what I could do this week. To work towards my goal of starting a subscription box. And then the confidence will come as you take action, I think.

And it, and it's not going to be this huge overnight success, right? Like you're going to start like Betsy with 18 subscribers, or maybe you start like Lexi with 1 subscriber, or maybe you start like me with 44 subscribers. Like knowing that it just starts with something and look what it can turn into. It turned into 650 subscribers for Lexi in the last 12 months. It's turned into over 1,000 subscribers for Betsy, and, and 650 of those came from the last little over a year with her new subscription. For me, it, you know, I have thousands of subscribers and it took years for that, but I had to start. Like, we all have to start somewhere— 1, 18, 44— we have to start somewhere and then what Betsy just said. Action creates confidence. I wrote that down because I love that. And if you can get in and take action, your first action is to join us and launch your box. Your second action is to get in and start learning the modules. Your third action is to show up when I'm live so you can get the momentum that you need to keep going. And the fourth action is implementing what you're learning. And if you will do those four things, if you will take those four actions, there's no way you won't win. Because we've proven it. I've proven it with every person that you've heard me interview today. And you've seen 6 people, maybe 10 people with the Bakers this week. There are literally hundreds and thousands of us in this community that just took the action, built confidence in who we were as people and business owners, and we launched our thing out in the world. And we kept doing it over and over. We kept launching, we kept putting it out in the world, we kept getting on social media, we kept creating content, we kept learning and doing all the things, and now we're building an incredible amount of revenue for ourselves and our business by taking that action. So this is my invitation for you to join Betsy and I over in Launch Your Box. Um, we have special bonus today, it's the Subscription Box Master Class. Um, if you join us by midnight tonight, you're going to get that added to your library. And don't worry, free. If you've already pulled the trigger and joined us, we already put it in your library. We put it in your library last night. So, and I've seen some of you have already started to watch it. Um, and it's just about taking that one action. Betsy, any final advice for anybody on the fence to join us inside Launch Your Box?

I think it'll be one of the best decisions you make for yourself and for your business. Like, really, my dream is to not work the job I have and to do this. And I feel like because I'm in Launch Your Box and I've been in it for 3 years, it really, it's changed my life and it's helped me to be able to create my subscription boxes and have this recurring revenue that can support my family. And so I feel like it's such an awesome opportunity. So I want everyone to do it. Yeah.

Come join us, Betsy. Go give yourself a raise. Go give yourself a raise.

Okay. I know I'm all, I'm gonna figure it out. I'm gonna do it.

See, this is what I love about Betsy. I tell her what to do and she says, I'm going to figure it out. I don't, I don't know if I like it, but I'm going to figure it out because you deserve it and you deserve not to have to go punch a clock every day anymore. You've built an incredible, incredible business and I'm super proud of you. So come join us in Launch Your Box. It's your time. It's your time to start building your business one box at a time. Y'all have a great day. I'll be back in the morning. I'm bringing the team live. They hate it. They don't like going live. They say, that's my job. I'm bringing the whole team live with me in the morning. So we'll see you bright and early tomorrow morning at 9:00 Central inside the group and on YouTube and the Facebook page. Betsy, thank you so much. I'll see you guys soon.

See ya.