Adapting to Corporate Events & Lessons from a Former Wedding Photographer with Chip Dizárd

59 === ​[00:00:00] Scott Wyden Kivowitz: Chip Chip Chip I am so glad to have you here. first of all, not long ago You were at the White House doing some photography, which is, I have to say, a bucket list item for myself. So quite jealous. I'm sure that was, a real treat to be able to do that. White House Photography Experience --- Scott Wyden Kivowitz: So, before we dive into like the whole topic, the whole conversation, today, can you just share a little bit about that? Whatever you're allowed to share about it. Chip Dizard: Yeah. I can't. Yeah. It's no embargo information anymore. So it was a non, a nonprofit organization. so, so people don't know. I have,just a backstory. I pivoted into more corporate and headshot photography. I was a wedding photographer for eight to 10 years when I first started out. And then I made this [00:01:00] shift around 2023 and this is my second year, third year going into it. And I, had some pretty good. clients. I'm in the Washington DC metro area. If anything, anybody knows about the area is government nonprofits, right? It's two big things. So a lot of nonprofits come here and get meetings either at Congress, the white house, I'm always shooting in those areas. And, well, not the white house, but more Congress. So, one of my clients had the opportunity to go there and In some of the wings and the Eisenhower executive building. So if you know anything about the white house, it's just not that house of residents, it's way more than that. Right. It's a lot of people working there. And, during the Biden administration, they, they were meeting with some housing officials and some other people, they're from another, another city, but we, we were fortunate to, Get some pictures there. we didn't meet the president at the time, but we did meet some of the senior officials. And it was just, it was a little hard to get [00:02:00] in there because you have to just, you know, feel like, like, if you like TSA, you know what TSA is like, it's like times that by four. You Scott Wyden Kivowitz: on that. Chip Dizard: yeah, you gotta have a reservation. Make sure you're, Just everything is right and yay and security and stuff that you bring in camera gear wise, but I mean, I guess people would do it every day. It's nothing, but for me, it was a real treat. And it's one of those things I wanted to, to do. but you know, it was good. It was good. We had some good pictures, some stuff I couldn't post, some stuff I could post. So, but the stuff that he let me post is just fine. And, I'm very grateful for it. Scott Wyden Kivowitz: years ago when Obama was president, I had the honor of being able to go to Andrews Air Force Base and photograph the Obama family boarding a plane. The airplane, Air Force One and same sort of, TSA scrutiny, but like ten, tenfold, right? It's, it's, it's really intense when you have to go through that, that, you know? so, Chip Dizard: chances. You have to [00:03:00] shoot and, you know, and go boom, boom, boom, and be quick. So, yeah, but my wedding experience, one thing, you know, from shooting weddings, we know how to shoot quickly and not get a second chance because sometimes, like I said, the bride's not going to come down the aisle. The groom's not going to come down the aisle twice. So it's just, you know, these events, especially high stakes events. And, The higher in the hierarchy, especially if you're shooting corporate or nonprofit CEOs, executive directors, they don't have time for you to do the chimping, what we used to do. Don't look at our camera, look at our settings. We need to just get them right in camera and go. Scott Wyden Kivowitz: yeah, yeah, yeah, yeah, definitely, definitely. so. Managing High Volume Shoots --- Scott Wyden Kivowitz: Today I wanted to talk about, two, two areas where you're in your workflow, things are going well, an area where, where you've struggled with, that you're working on, and one of those areas that you've mentioned to me was editing of, of the things that are going well. can you talk about the, you know, with your shift from [00:04:00] like weddings to commercial, I think corporate, what's your volume like that you're, that you're doing at these and, How do you, how do you manage it all? Yeah. Chip Dizard: to manage everything that I manage without, first of all, without imagining editing. That's, that's, that's just the first thing because I'm shooting weekly. So let's put this in perspective. So I have my, Corporate. So, move from weddings were more, more of a weekend kind of gig and moving into corporate is more Monday through Friday, nonprofit corporate Monday through Friday. And then I still have a contract,with a house of worship, with a large church in the Baltimore area where every Sunday I'm shooting. If I'm not shooting, one of my team members are shooting. So. And, you know, after COVID churches really don't close down every, so let's do 50 some weeks a year or any special services, you know, it could be a Thanksgiving service or Christmas or, you know, [00:05:00] whatever house of worship you go to. Yeah. Scott Wyden Kivowitz: be longer, correct? Yeah. Chip Dizard: Yeah. Yeah. Yeah. Yeah. And then, and then, so let's just say a minimum of 40 some shoots a year, 45 for just for that one client.prior to using. Workflow with Imagen I was doing all the editing myself, for events. And as you know, there's no way that my time was just an embargo because the church, the house of worship, where I work, they want some proofs. Immediately, at least to share for social, like every client does. Right. And just like corporate, they want like people think that just because you're corporate, they don't want sneak peeks. They do. They do nonprofit. They have social. It's may not be as intense as a, as a, as a wedding, a bride or a groom or a planner, but they want sneak peeks as well. but you just had to manage it. So for me, It's just really using the [00:06:00] workflow with taking it, going, getting the photos to a cold state, and then using AI to edit everything. I mean, if you go, when I started using AI editing, I said, you know what, I'm not going back because You know, I, I just have to, because it's just too much for one person to do and we did it well the old way, you know, I'm an old guy. So I feel like I've been in the business. There's a lot of people that's been in business more than 10, 15 years. They don't want to go to anything new. But for me, if it saves me some time, you know, it, it, it's really well, it works really well, especially for the volume amount of shoots that we do. Scott Wyden Kivowitz: yeah, yeah. And, and being the, the, if, if you're the person that has to, you know, Be the one that's doing the editing You don't have a person on your team to do the editing if you're the person that's got to do it And you've got to be shooting and you've got to manage the team who's also shooting for you. That's that's a lot that's a lot to to take on so by [00:07:00] utilizing tools that could free up some of that time and And get you more focused on on other aspects, that's That's a beautiful thing. Importance of CRM in Photography Business --- Scott Wyden Kivowitz: So It's good Good You also mentioned that, galleries and, and meetings have, have improved those type of parts of your business have improved from a CRM. Can you tell me more about, like what CRM are you using? why did you pick that one? And are those meetings, cause you're, you are doing corporate type stuff these days, are those meetings in person or virtual? Chip Dizard: Yeah. Great question. I think that, well, a little bit of both. First, I'm going to go with the virtual, the virtual meeting. So we all know we all have to do virtual meetings because those are just the way of the world. I mean, ever since post COVID society, you do a virtual meeting. That's fine. I'm trying to get back into some real person meetings because I know that, I have one coming up, next [00:08:00] week or so. Nothing. I love virtual beans, but nothing beats looking at someone in the eye, having a meal with them. if you drink, having a drink with them, just because I think that is where business gets done. If it doesn't get done on a golf course, it doesn't get done at a restaurant. one of my, one of my favorite quotes that a friend of mine always says, it says that, It's not the secret to scaling your photography business. Isn't just the shots you take, but it's the relationships you build. Okay. And that's what I've lived my mantra by. Okay. doing good work, but it's also those relationships. And when it comes to relationships, you got to have a CRM, right? So I use 17 hats right now. I'm not an ambassador. Don't have any affiliate codes for them. I pay for a lifetime membership. I've been using them for eight years. Scott Wyden Kivowitz: Oh, their new Black Friday sale that just happened? Okay, I saw Chip Dizard: I got it because I said, I figured, Hey, I said, if I've been using it for eight years, I looked at my numbers and I said, I put a lot of stuff into it. [00:09:00] And I, you know, it's hard for us. It's funny about this, about photographers. A lot of us want people to commit to us, but we don't want to commit to any services. Is that funny? I, it is, it is. We want our clients to commit to us, but what are we committing to? So, and we got to put skin in the game and sometimes it's about promoting stuff. That you're not an ambassador for that. You don't get a dime for it because it works for you. And it's okay with that. It's okay with that. So, and one of the reasons why I use, just a CRM, a keys keeps me honest. Okay. I love sending quotes and contracts, invoices. That's. Oh, that's being said, because years ago, when I first started this, I didn't know anything about CRM and a friend of mine told me, Hey, use this. And I was, you know, I was using, hello sign at the time or Microsoft word documents to Dropbox or whatever. And then I get to see where they are in my pipeline. You know, in my sales funnel or where they are. So I [00:10:00] think whatever CRM you go with, there's so many out there that built in too many to name on this podcast, but something that works for you and works with your workflow. And, and that's, that's the thing without it, Scott, there's no way that I can do it there. And there's many photographers. There's a photographer just hit me up not too long ago. She, she, Getting back into photography. She has an LLC, but she said, chip, I want to talk to you about the business side. It's not, you know, the sexy taking pictures, the F 1. 4, but it's things that's going to keep us in business for the long. And I've been in business for a while and not, and I pride myself on customer service, like everybody does, but really you see it. And when I say that, I see, you see this. I was a customer because I, I, in, in the year 2024, I got, I got remarried and I saw what it was being on the other side, needing quotes from photographers, needing quotes from vendors and seeing [00:11:00] that, wait a second, some people online have it together, but then when you get to their workflow, they really don't. And people will judge you not only by your, your photography work, but by your workflow and how you. Just how they move through your process. And there are some people that I hired one, one, and particularly my DJ, my, my photo booth guy and all that stuff, his workflow, which is so good. They got back to me. And then there's some people in my, my vendor list. I had to chase down. You understand what I'm saying? So I get it. Like I finally get it being on the other side. So being a vendor and being a customer. Scott Wyden Kivowitz: yeah, yeah. You know, there's a lot of photographers that it's, it's one photography is one of those industries where people come, people go right there. you know, you're, you're one of the lucky guys who have figured it out and you're, you're in it and you've been in it for the long haul and you're still in it for the long haul. Right. But there's a, some photographers who come thinking, oh, I got this. My photography is awesome. [00:12:00] But then they go, they go out of business real fast. And a lot of times. It's because they don't have the business side down. They just think because my photos are good, I'm going to, I'm going to do well, but that's not always the case. So I think that that's, it's, it's really important. I've always said that if I could go back, my degree in college would be business. It would not be photography Chip Dizard: Yeah. Scott Wyden Kivowitz: to me, it's, it's almost more important than, than, than, than everything else. The other thing I want to mention is, you said, You, you know, you like the, the feel of, of 17 hats. there's a lot of platforms out there. You've tried a lot of other things. I think it's very important for people. If you're a photographer, you don't have a CRM in place to try. Do the trials for them all, right? And you, you might, you might like one at the look and feel of it of for yourself. Yeah. More than you might like the look and feel of another for yourself. It doesn't matter if, if it's Scott or Chip telling you [00:13:00] try, do this one, if you try it and you don't like it, don't buy it. Try the one that you like and, and pay for the one you like. Yeah, Chip Dizard: and even if you don't stick with it, you can always move unless you have a a plan. That's, that's, that's the thing. The trials are good because you see, but give it an honest shot. What I see some folks doing is like not really using, using it halfway. Or trying some things and they say they don't understand it. So they're going to get rid of it. Or it's a popularity contest because like you said, Scott a chip center or this popular photographer uses it. You know, a lot of us get. At least in the photography world, it's kind of like, it's like lambs led, led to a slaughter, right? We all, somebody tells us to use something. We all go down that route, you know what I mean? But try it, nothing wrong with it. And, and, and go for it. It works for me now. I was using HoneyBook for years and it worked well in a wedding industry. I loved it. I love the look of HoneyBook. I love the feel of it. I like the people. And I, you know, [00:14:00] just like a website platform, there's not a right website platform. It's what works for you, Scott Wyden Kivowitz: Exactly, exactly. Balancing Corporate and Wedding Photography --- Scott Wyden Kivowitz: I got a question I just thought of is, corporate jobs, you're getting all these clients that you've been photographing, working with. How often do you get people saying, Hey, do you also do weddings? And even though you've shifted away from weddings, are you still taking weddings? If they come from corporate jobs? Chip Dizard: Yeah, there are a few of great questions. There are a few people. one of my, one of my clients, well, client slash, mentors, her daughter was getting married and she came to me privately. Hey ship. I know she, you don't shoot as many weddings, but we have, you know, a January wedding, the first Saturday in January. Can you do this wedding? Did it, so I would say yes, a small, if someone comes to me, I took my wedding website offline, but, like I said, I did engagement shoot the other day, so I will refer most of the time out,especially to a mentee [00:15:00] or somebody who really wants it. but if it's something more intense, I don't want to say yes to everything because that means I have to say no to something. Because I can't say yes to everything. So at the small intimate off season weddings, like I'll do a January, February, March, maybe a one, but nothing in the summer and nothing really in the fall that comes up. but, but nine times I attend the corporate folks kind of just keep it that way, you know, they keep it, in, in, in the same, in the same vein. So I don't have too much overlap, but a few, but not many. Scott Wyden Kivowitz: Awesome. Awesome. Struggles with Batch Emails --- Scott Wyden Kivowitz: I want to move on to the, what you mentioned that you're struggling with and you've been actively working on. you mentioned that you struggle with batch emails. Okay. And I wonder, first of all, when you say batch emails, are you referring to things like mass emails of just like, Every client you've had in the past, emailing all of them in bulk, [00:16:00] or are you talking about sort of lead nurturing? So you get a new corporate lead, is it the, the, the batch, the, nurturing emails that are in the automation that would be set up in like a 17 hats? is that what you're referring to? Or is it something completely, completely different, like a personalized emails that you do a lot? Chip Dizard: Yeah, it's, it's, it's, it's a little bit of both of my head of the, I have a VA on a part time basis that she can write some things, but there's, there's some things I think that you just can't outsource because your voice matters. And to me, I just, my writing style, the way I communicate. I can't use AI to write that for me. I can't help get AI to help edit it, but can't, I just can't put it in a chat. GPT, the subject lines. So it's more for batch emails and for special emails that need to send. So, and it doesn't need to be, you know, I'm not writing, you know, you know, 10 paragraphs here is just really. Getting the time and, [00:17:00] and, and doing it and having a plan. So not only, you know, the stuff that I have that on autopilot, I set that up already in the CRM. That's, that's pretty much set, but I'm talking about the specials that you had. And then it was corporate client. It was easier in a wedding world because I could just show the pretty here, the pictures, here's the stuff, but you see one corporate VC, one headshot, you kind of seen them all. Right. So what value do you want to add? So I don't want to. People are inundated with emails, right? Especially during holiday season anytime. So I didn't want to be that person to just send emails just for the sake of checking off a list. Okay, to say that send one and need to have some value, what value can I get, whether it's to photographers and I have a good, a great segmented list. So, but it's what value can I get from there's some people right now, Scott, that you get on email box that when you get the receive the email, you know, it's going to be valuable and you read it. And there's [00:18:00] some people that you see the email like, you know. Ignore, I want to be the latter. Okay, so I am I struggling with it? Yes, but when I send emails out I get such a good open rate like 35 almost 40 Very low unsubscribes because I know my list is segmented, but it's value But do I need to send more to nurture? Of course because People forget. I mean, and social media is, and we don't want to depend just on social media, Facebook, Instagram, threads, TikTok, you can't anymore, right? Can you, you can't depend on them. You have to have a freebie or something of value for people to get to download and then nurture them. Scott Wyden Kivowitz: I do have a suggestion on how you could use chat GPT with your, with your VA to utilize your voice a little bit more, your tone of voice, right? So.I, I mean, I, I know [00:19:00] how you, just from getting to know you over the past couple of years, I know how you speak, I get your emails, I know how your emails come across, my suggestion would be take a bunch of your emails, your conversations, your threads with your clients, right? The back and forth that you've had through emails. Make them as a whole bunch of PDFs. Okay. And then in chat GPT, create a custom GPT. all based on your tone of voice, have it analyze your tone of voice from those email threads. And then the, the custom GPT, and I know, you know, about custom GPT is you've spoken about this Chip Dizard: I do. Yeah, I do. I do. Scott Wyden Kivowitz: and, and, so you create this, it's all about based on your tone of voice. And that way your VA can now use your custom GPT to come up with replies, just as you would in your voice. And that way they, it's sort of like a little headstart for them to get to, to take more off [00:20:00] your plate. But if they still get stuck, they can ask you, of course, right? Chip Dizard: They can ask me, but yeah, yeah, no, no, that's a great, that's a great, Hey, listen, I'm all open. That's one thing as a photographer, we don't know anything. He, he, or she, that knows all the answers may have misunderstood some of the questions, right? That's what I say in life. So I'm open to everything and I'm going to send these notes to my VA and ask her, to get this done because I know, In the coming months and weeks ahead, that's going to be very important because you can't write everything. I mean, you just really can't. You have to depend on at a high level at a high level. I realize if you want to grow your business as a photographer, there's only so much so many hours in the day. Scott Wyden Kivowitz: Yeah, Chip Dizard: You got to have a workflow. You got to have someone else. I don't know anybody that does weddings at a high, high level or photography that doesn't have a team or some person that works with them. I mean, you could do it well, [00:21:00] but you got to have somebody. Scott Wyden Kivowitz: Yeah, I'm gonna go to the archives for a minute. you know, this is season four. We're in of the show and in season four, we're switching things up a bit and asking, these questions about your, you know, very effective workflow areas and your one struggling workflow area. Time-Saving Tips for Photographers --- Scott Wyden Kivowitz: And I want to go back to the archives for a minute from previous season to ask you one question because it's not too often I get to have a corporate. Commercial side photographer on yes, you've got the experience from the weddings as well But I would love your answer from the corporate side of things What is one thing? Excuse me What is one thing you do? During the photographic process behind the camera That saves you time Chip Dizard: It saves me time when I'm behind the, when I'm behind the, okay. Scott Wyden Kivowitz: could be could be lighting could be the camera [00:22:00] Oh Chip Dizard: Well, one of, one of a few things. I'm a Sony shooter. So not don't hold that against me, Scott. I know you're Nikon. Scott Wyden Kivowitz: Hehe, sure am, sure am. We can still be friends, it's okay. Chip Dizard: me. Okay. Good, good, good. all right. But what I want to say, one thing that I do have some custom shortcuts on my camera. So let's just say, I know I shoot in a house of worship, a church. Every Sunday, right? Sometimes on Saturday, sometimes on the other day, but the lighting is usually the same from the stage and the lighting. It's usually stay on the. I'm shooting people out in the congregation. So I have a dial, a custom preset for the stage, custom preset one, and I can switch them out, go there. And then I could just go around. If I turn around when the lighting is totally different, custom preset two. I dial those in because I shoot there every week. It's one thing to shoot there once a month. [00:23:00] But when you shoot, it's the same place three to four times a month. It can get a little tiring changing the ISO, changing the f stop. So I have at least a great starting point. That saves me, first of all. Second of all, and these are all in camera stuff I'm doing. I'm not even talking about going to the editing part. Another thing I do, and I don't know, Nikon probably has this as well. I don't know. Is that when you're taking photos, in my, I have a custom shortcut where I create a new folder for every session. So what on, on camera. So when I plug my SD card in, I showed a couple of guys is I know that the date, whatever, let's just say it's January 25th, 2025, or whatever date it is. I know January 25th will come up on my folder list and all the pictures that I had to remember to do this. Sometimes I forget. Scott Wyden Kivowitz: mhm. Chip Dizard: it's like muscle memory. Every time I do a new session, the first thing I do, I create a new folder. You know how you have something that's muscle memory because instead of going through all the photos and trying to get all the [00:24:00] JPEGs for the date, it's in that folder and I just take the card and I just swipe them all over. I don't have to worry about anything else. So those two things right there, just, just while I'm shooting, you know what I mean? because a lot of times with corporate, I can't set up lights in the sanctuary and, and, and, and, and, and a temple, you know, I can't set those up. I, and a corporate thing, I can't have off camera flash like I want to, like as a reception. So I have to make sure I have my ISO, right. And Scott, I've realized that there's some venues, even in my corporate days where I shoot Multiple times. And that has helped me because, and this is more of a marketing tip. quick story. I had on my website, I shot this particular venue. Well, I, I had a thumbnail because we also do some video work as well. So mainly photography, we do some video work as video guys work with us, but on the thumbnail, it had the name of the building. Okay. And, just by accident. One of my clients emailed me and said, Oh, [00:25:00] you shot this particular venue. I know you'll be good at shooting at it because you've done it before. I said, I think to myself, I have, she's, I don't even have that on my website, but I look, the thumbnail had the local of the place,the building on there. So being intentional about, What you show to on your website, that, that is, that is, to say you experienced because just like what a wedding photographer, if you shot at, you know, said venue, you know, wherever you are, people want to know, Oh, you have experienced shooting here. Now that makes you better or worse, but it's just, it's there. But especially when it comes to those, Camera settings in camera, making sure when I'm shooting at the same place, have those presets and be instead of me fumbling around, I can get a shot, turn around, get the other shot by just one click of a button and I don't miss moments. Scott Wyden Kivowitz: Yep. Yeah, I do the same thing with my Nikon bodies for my, surprise proposals that I do. I have, on the [00:26:00] same, on, on, on all of my cameras, I have the same custom settings set. So that during the proposal itself, I know focus is spot center, my ISO is, I believe I have my ISO, auto ISO for that. So that I can focus on the aperture and the shutter speed and, I have it on the, Nikon has like two high, continuous high, high modes. One's like do do do do do, and one's like do do do do do, like, rapid fire. and so like when I'm in the custom mode, Number one for the actual proposal. I have it doing what I need for the, the high speed part of it. And then when I'm done ready to do the engagement part, the engagement photos, where it's more controlled, more, more, you know, relax and slow down. I can then go to the, my regular camera settings without having to fuss around. It's just a quick turn of the dial. So I totally get you on that. It's such a time saving thing to have that type of feature in your camera. Chip Dizard: But when did you learn [00:27:00] to do that? Because a lot of people never do that. Scott, I mean, I was like, I kind of do something better. I was changing my ISO, changing my aperture. And. It's the same setting week after week. And I'm like, what am I doing? Scott Wyden Kivowitz: Yeah It took me I didn't do it until so during the pandemic is when my photography kind of shifted organically to doing proposals and it was during that time when I was like man, there's gotta be a better way to Quickly switch and then that's when I was like, oh, wait a minute. My cameras have these custom Chip Dizard: Custom buttons. Yeah. Custom settings. I mean, customs. So yeah, custom settings, knowing your venues and then just, just the way your camera, whatever camera brand you use, it has ways that your workflow, it can, and, and, and believe it or not. I feel that a lot of times as photographers, we spend a lot of time either looking for stuff. Think about how many times, Oh, where's this file? Oh, where's this picture? I know I took this picture. Do I, you know, [00:28:00] looking for stuff and organization, that's the thing, you know, and organization. So, yep. Scott Wyden Kivowitz: C Capturing Meaningful Moments --- Scott Wyden Kivowitz: hip, this has been a fantastic conversation. I'm so glad you're able to join me and share what's going on behind the scenes with you. always so nice to see your face as well. can you share with everybody listening or watching the best place to, to learn more about you, connect with you and see your awesome photography? Chip Dizard: Thank you, Scott. Yeah. It's at chipdesire. com. And, that's where I have a lot of my, my resources. You see the three things that we have on the site,main headshots and, and, and, and social and really corporate events. And then, social videography, do other things as well, but I'm not advertising that as much. one thing I know. And just to tell you this, I know in today's market, we're, we're just not selling photos, you know, we're, we're selling how those photos make people feel no matter what, you know what I mean? You never know, [00:29:00] even in the corporate market, it could be somebody. There was a CEO that I photographed recently. He had a bout with cancer. He unfortunately passed away and they use some of the photos I took of him speaking. They showed me at his, Transcribed As a memorial service. So, it's not just a wedding, but these, how, how you make people feel when you get that, a lot of our time is spent at work. Let's just be honest. a lot of our time is not, and, and, and if I'm capturing a lot of our time is spent at conferences, I shoot a lot of conferences. but the most important thing is to capture the memories of where we were, what we have, and how we, how we've done it at the end of the day. That's, that's. That's all I want to do and just capture the moment, right. And just make people feel, and that's, I feel that's our true edge as photographers, because we're capturing those moments, whether it's corporate, wherever it's a, a Bar Mitzvah, whether it's a quinceanera, we're capturing those moments that years from now that we're like, wow, I can't believe I did this and I feel, I feel, I feel lucky every [00:30:00] day, Scott, when I turn on my computer and come to work because. Even on my bad days, I'm like, I'm doing what I love to do and I'm getting paid for it. And I can't, I can't, I, I can't, you know, you win some, you lose some. But, in this economy, there are a lot of people that hate their job, hate their supervisor. I can't say, I can't ever say that I want to quit photography or do something else or not even just the business of it because it's ingrained in me now. So I'm very fortunate for that. Scott Wyden Kivowitz: thank you for sharing that that was Yeah, it's really that was a really impactful message that you just share with the world I hope that everybody listening really tunes into that hit rewind if you if you need to listen to it again because if that doesn't make your day and month and year Incredible. I don't know what will, so thank you, Chip. You're very inspirational with that. I appreciate it. ​ [00:31:00]