Heather (0:00)

It is podcast. Welcome to the Baking it Down with sugar cookie marketing. I'm trying to change my cadence because you said you didn't like my sales pitch. I'm fine. Could you just say a little closer to your brain table to me? No. You can do whatever you want. It's a girl's world. It's a sales cars man's world. It's a girl's world. Welcome to the Baking it Down podcast. We are your host, Heather and Corey. Exactly what I want. And that's what I've always done. I'm Corey, if you didn't know. This is a spin off from a group that is actually on Facebook about 50,000 backers strong. And it's a great way to do an overlook so me and Heather, as admins of the group can see what's trending, what's happening, the ebbs and flows of the industry. And that's what we bring to your little ear holes each Tuesday. Better believe it. And your ear. That's all right. Words are a little. Little bit of a stroke. But I'm back. But I'm back. The ear holes will be blessed this week. Should I tell them that I changed name to the Vendy Blendy on the Facebook group so they could pendy and they get it first. Letting them pen. Anyone can pendy. It's a tinge. You're not going to promote it. It's because they're listening to the podcast so they get super. I know Heather does love you podcast listeners a little bit more than just the right. Because you had it. You had a. You had a one listen to my voice. Yeah. They're already loyal to you, but you had to go that extra level each week and sit down and say, I'm going to imbibe. Imbibe information about my business. Yeah. So. So thus you get a little. So you can pen be the first people. Yeah, you can pendy for the Vendy Blendy. Actually, let's try this. What if I say pendy for the vending blendy and then they do, but they can go to the group and make ambiguous posts about it. Will, you're unleashing a beast. I know. A beast. Amy's not even in the country to realize what you're doing. Okay, scratch that. Just go pen. What we wanted to talk about here as we lie here in the trenches of the end of July, the beginning of October. This is a weird time. The two lowest point, in fact. You know, Corey, I love to bring up trends.google.com trends.google.com you can search any keyword. And I like to do sugar cookies. Sugar cookies. And you can see it's search volume out of 100. Now there's a little bit of a hidden thing out of 100. We don't know if 100 means 100,000, 100 million or if it means 10. Okay, that's 100% and zero. I think they should. If they added a percentage, we would understand it better. So I'm gonna filter the term sugar cookies. So how many times sugar cookies is searched on Google? Yeah. Which is typically. Could be. Yes. It could be people learning, but typically it's people placing words. It is. So it gives us a good indicator of the market. Now the. In the last five years, no surprise here, the year of COVID was the most search search. It's the highest. Yeah, it's the roof. And the reason why is because a lot of people were shoved back into their house and wanted something creative to do. So we had a lot of COVID business bursts. Okay, so let me go to. And so that's that. That's our hundred. We don't know what that means. We know that that was peak. Right. Okay. So our trough, our lowest trough is. I'm going to tell you right now, the lowest point, which is nine. So if, if Christmas is 100%, you're at 9%. Is. Is right now. Is right now. This is the lowest. It will be August. It switches back to 10. September 10 to 11. October jumps up to 13. October into the first week of November 15, third week of November 21, fourth week 22, first week of December 44. And then we go to the COVID I wish I could filter this by not like five years. I want to see it for the last two years. But either way, we can do that. Yeah. Yeah. It is the slowest. The slowest part of the baker's year. Yes. And you know what? I think a bunch of bakers are feeling it. The great thing is we're right around the corner from Busy Season. But a lot of times when we have a lower business, when we have lower business coming in, we seem to see things in a negative light. How can you not when December is just the license to print money? I can't. If I post a cookie class, it sells out. I'm telling people, you have to join my wait list. I can't bake anymore. I'm booked for guys. I'm happy to announce I'm booked for November and December. You know, I booked till the end of the year. Then we have like this where you're like, I'm a failure. I'm a loser. Nothing works. I don't work because I have nothing to work on. And then you're like, maybe. Aisha and Corey said, it's so funny. Everyone uses the same phrase. Hang up the old apron. They love to say, I'm hanging up the apron. This is throwing the towel. But it's a play on words and it's cute. But we're seeing a lot of aprons enter closets. All this time, it's max apronage getting hung. So what. What I like to focus on in these times is the mindset. Mindset is everything. If you wake up on the wrong side of the bed, which is a mindset thing, everything looks bad to you during the day. You stubbed your toe. Instead of being like, wow, I stubbed my toe, but thank God I didn't stub the other nine. It's. But like, I stubbed my toes through the rest of the day. Yeah, right. Yeah, it's that. And you know, I can. It's kind of annoying. Like, even that feel good motivational crap, like it's, you know, that's just pie in the sky. You're just, you know, pretending and it's not real and it's not reality. It's not baked in reality. And you know, it's just lying to yourself. Your glass isn't half full. It truly is half empty. Right. But on the flip side, you know, I do like listening to podcasts with interviews. So the people who do focus on mindset, you can yawn for non YouTubers. Corey yawn with her mouth closed and try to act like she was interested in what I was saying. But, you know, they say here, motivation is crap. Get it out the way motivation comes and goes. Motivation does come and go. Discipline. It's showing up when there's no motivation consistently over a long period of time that creates a winner. So that's what today's podcast on and we called it, you know, you happening to your business, in which case you're like, that didn't go the way I want, but I'm making it happen. Or your business happening to you, where you're just this, you're reactive. There's no proactive things. You are constantly in the trenches fighting for your life. When a poster comes to the sugar cookie marketing group and they have a business happening to mindset, it's a de. It's negative. It's, why isn't this working? And. And it's always Worded this way, is anyone else having the same struggle I am? And when you word it that way, and that's why I tell people, don't, don't word. Are you, are you also not doing well? Because you're going to get a hundred comments saying I'm not doing as well. Well either. And it's going to help you. Listen, I want to say there's studies that show that if you have a positive mindset, your life is just better because instead of looking at everything as a struggle happening to you, you have a can do attitude. So you're like, well, this is a little bit of a roadblock, but I see at the end of the tunnel I will be successful. But if you are in a negative headspace, you're more apt to quit. It's this kind of theory. And I was, you know, I'm not a big, let's worship crystals. I'm not, I'm not a tarot card person. Right. I'm more of like, you know, I think solid. What, you know, I want to know where I stand, you know. But I was looking at manifesting and I was like, is this crystally? Yeah, is this crystal. I know, hate to my crystal girlies, but I'm like, that's not really my vibe. So I was doing some research on it and they were like, you gotta think of it akin to, you know, when you wanna buy a car and you're like, oh, I really like white Range Rovers. Yeah. Suddenly in traffic you notice an uptick of white Range Rovers and it's because your brain had an affinity toward it, so now you seek it out subconsciously. Yeah. So that manifesting thing is, well, I'm gonna manifest, you know, just a buku selling out my next cookie class. Now you're gonna actually be able to seek out ways. You're gonna be like, you know, that's a great thing to market my cookie class. I'm gonna try that. If you say, well, I don't think cookie classes are for me, I. All of a sudden in the group, you're going to notice a lot of posts about people saying, I can't tell. And then you're like, yeah, see, I wasn't wrong. So it is a mindset thing. I don't think it's like a, you know, smoke and mirrors thing. I do think that what you look for is what you see. If you want to look for motivation, if you want to look for positivity, if you want to look for like, let me try. I can't. I can't well, you said, I'm no motorcyclist, but you said whatever you look at is where you'll head. Object fixation. Yeah. If you ever see a motorcycle crash accident, it's not like a really big turn, but for some reason you can see that the motorcycle has got real tense and headed towards the guardrail. Yeah. And you're like, why didn't you. You just turn the whole thing in. Right. It's because they were so worried about heading towards the guardrail that their body subconsciously adjusted to head towards the guardrail. Because it's what they were focused on. Yeah. That's why when you're on a motorcycle, you look through the turn because you want to see where you want to go. Yeah. And it's really hard to not look at what you don't want to hit, to look beyond it, at where you want to head. There's in the Facebook group, the sugar cookie market Facebook group. When someone's like, guys, I need some strategy. How can I get. I need to sell the last two tickets for my class seats. There's just like minimal comments, maybe four or five. When someone says, guys, is anyone having problems booking their class classes? People's names I haven't seen in years pop up. Boom, boom, boom, boom. Ah. I swear I never took it. A cheese. I haven't sold cookies in five years, but when I tried that one time, it didn't work. And I just want to let you know, don't. Yeah. So I want to say, when you focus on the negative, you're going to find people who are focused there, too. Specifically when we're in the slowest time. Because now you feel like there's a lot of proof that you're not doing as well as you thought you would. And. But we got to realize we're just in their slowest. This is the slowest week. Yeah, this is the slowest week. People are coming back from vacations. Schools are getting ready. Oh, our schools are starting to tee up. Oh, I'm. I'm getting ready to come face to face with that back to school. Bill. I can say you told your audience, I saw you make the post, you're going to see a lot of back to school stuff because I got to get you all ready for it. Getting ready. So we have some. And I'm going to call it a business victim mindset, because when your business happens to you, you're just in a wave of emotion, in a reactive, very mindset. Emotional. There's no level. It's not a Fun thing, you're not in control. And it feels very precarious to be active. Then there's you happening to your business. You know, I can't lie and say that all good things happen to business owners. No, it's real in the field. It's a struggle bus. But you can happen to that. You can say, okay, that hurt my shin, but I'm not going to never walk again. We're going to go to what's it called when they rehab and we're going to learn how to walk better. So number one, let's say you signed up for a farmer's market and it was a rain day, which we're entering in. Cory and I washed our cars on Sunday. Of course it'll rain today. You guys are thank us for that rain because we wash the cars. So it was bad. We actually this past weekend went to support another local baker who had a kind of farmer's market event. And the weather was great. And we're like, oh, aren't you so happy? And she's like, this was great. This was great. I couldn't imagine if it would have rained. Right. So let's pretend it did. Worst case scenario, this is the business happening to you. So this is that negative one. This is where you're reactive. You're not in control. It's just you're getting punched left and right. Yeah. You baked everything. You had high ups for sale. Now you're sulking in the. So you come to the sugar cookie marketing group and you said, guys, I had the best laid plans. Mice and men. I had all this stuff bake. It rained out and now it's going to spoil. Can I put them in the freezer at least? You're. At least. Yeah, yeah, yeah. That is sad. That's sad. That's odd. The rain happened to you and now you're just a puddle. Right. And really the rain is out of control. So you're not wrong. You're not wrong, but you're also not right. You're not happening to your business. You're letting your business take you for a roller coaster ride. And if you listen to Ashley on the ynab, the budgeting podcast, she said, business. We're in a constant state of trying to make the roller coaster ride as boring as possible, even out the ups and downs. This one is you happening to your business. You do a rain day flash sale, Facebook Live. They're lost. Is these other people's gain. You donate the leftovers to a local community group to get reviews with a Straight within the group. Yeah. Right. So you take this like, you know, and we humans love to get something that somebody else missed out on. Absolutely. So instead of saying like none of it's all E or and you're just silently making a post and sugar cookie marketing, instead we're gonna dust the rainbow. You're gonna take that rainboot and say, do I look wet? Well, I am because it poured on this farmer's market. But my cookies are just as fresh as this morning. And you guys get them at a deal. Now you're gonna say, well, I don't wanna sell em at a loss. We're not, we're gonna sell them at a discount. We're not gonna sell them at a loss. Right. So if we have a baked in 20% profit, let's say we sell them at a 5% profit. We still make our sales, we still come out ahead and we don't let the business take us to our knees. Because one thing, if you let the business take you to your knees every time, you'll be, you're going to be like, business is not for me. This is a wild ride. And I didn't have my seatbelt on. Yeah, I think a lot of us don't have our seatbelts on because we didn't start a business. We started baking for fun. Somebody went in order, we bought more stuff we needed to, you know, start. The thing is, when you start a business, it's so slow and it's so planned and it's methodical. I posted this and I got one sale, like that's very palpable, easy to digest when you're in the throes of it. Like anything can throw you. You have a million things going on. You could have been baking but they canceled your order. And now what do all those kind of things and that will throw you more money, more problem. Yeah, that's true. Okay, next one. Now Cory and I actually lived through this one so we can talk about it ourself. A low attended vendor event. So last year, if you, I think it was called the wedding vendor podcast. If you want to go back. Not podcast, but event. But yeah, yeah, but we did a podcast on. Oh yes. So if you want to go listen to what that was, you can kind of get the shock and awe that I think three to five people showed up, but there was probably 40 vendors and we were there for hours and hours at this stunning venue. So okay, you can complain to management that you should. Oh, I'm sorry, you can pack up early in life Right. Complain to a local community group. I, I, you know what? I won't ever comment, but I will pull up some popcorn and read whatever I'm gonna read every single thing you and everyone in the comment section said because it is, it is fair. That was unfair to you to donate your, you know, to time, invest your time. Sometimes there's a fee. Did we pay a fee? I know we had to take out insurance. No fee. I know we had to do single day of insurance. And there was insure. What? Nobody was unsafe. There was nobody there. Yeah. I had to make a dozen cookies. And then we used Eddie to print there. So we had to make whatever. That was a lot of time. Cory got her husband to come. So that was three people's entire day wasted. It was a little hot outside, if I remember. It was toasty. It was toasty. Okay. Now what Corey did and I was impressed with this, she had brought, brought her DSLR camera to take content. Right. Because we wanted to take some photos of a vendor event. It was the first time we were trying that Eddie thing print to cookie, which now they've since come out with the software. I feel like a trendsetter there. Right. So instead Corey went to every vendor and said, can I take some photos for you? I'd love to grab a business card. I'll shoot you an email with them. Yeah. But because we were at a wedding expo, we were talking to the fertile burb. Yeah. She was a florist. There was florists, there was event planners there, there was the balloon arch people. And all of these people share the same target audience without necessarily even being in the same industry. You know, we have the balloon people, the floral people. Now that Corey is the cookie person. And now with your powers combined that floral person. Well, I know this person. Then I can. And Corey was able to grab their business cards and send them photos of themselves at the vendor event. It was great content. It was really high quality photo. And it was able to turn what was a truly waste of time into a strategy to make the most of the least. Yes. That's business happening to you. Well, I'm going to leave early. This is ridiculous. And you're right, it was ridiculous. You'd have every right to leave early. Absolutely. Complaining a local community group is fair. Yes. But you happening to business is, you're like, okay, this isn't it. However, I'm going to make it as the most I can. Yeah. Yeah. Because at the end of the day, the, there was a local ladies group who sponsored it that Barn sponsored it. The location. If I wanted to dog on the event, I would be dogging on that barn. The barn was gorgeous. And there's going to be a lot of weddings happening there. So do I want to risk it to get my voice heard? Well, you feel real good that short term. Feel real good. And that long term you're never getting invited to most. Yeah. So I really like that you had taken that and I even see that as an opportunity there. Thank you. Another one. Okay. So this one. I see this one will start cropping up here soon. Don't care though, because it's about Christmas. So bring them. Bring depressions. You go to your holiday market you have paid for. It's always a banger sellout. But there's a lot more bakers there than usual. In fact, you thought you were going to be the only one. Yeah. It is so easy to get that tunnel vision and see all you can see the whole day is the other baker's line. Literally, customers are walking by you. But you have the desktare over at the other baker's. Yeah. And you just got that like festering, disgruntled. Yeah. And then so you're gonna say this is that first thought. And I see the question, how should I word this email to management that they told me I'd be the only one and I wasn't the only one. And we were selling very similar products. Listen, you have every right to. That is unfair. Especially when they tell you guys you're the only one. And suddenly we got somebody who is doing sourdough and then added some cookies to it. Right. And you're like, well, that really took away from my offerings. Here's what I'm do. You can. You can sit in your pity party. It'll be a party of one. And it doesn't. It doesn't. You have to pay for it. Right. Yeah. The other thing is ask. Go connect with the baker. Now. This is tough. This is if you already in a bad girl apron on and tying up that back extra toy if you go ask the baker. Hey guys, I know we're heading into our busy season. Sometimes I'm booked. I'm out of town. Would you be able to handle some of my overflow orders? I just love to have somebody in my back pocket. Now I'm going to challenge you on this one. Corey and I, we have a cookie class on Saturday. We always teach together. That means every dollar through that door is already. I lose half of it that, you know, gross net. The otherwise Corey takes half of everything. The womb, the world, the class, the room, everything. But when I partner with Corey, I don't bake, right? So I already. It's easy for me to see this logic. Since I don't bake. I need to partner with somebody who bakes so I can make the money. But I'm like, but I'm losing 50%. No, I'm gaining 50% because it would be zero percent if I'd done it by myself. So ask that baker. Hey, curious, would you be interested in teaching classes together? Cookie classes? Now you say, well, but then I'm splitting it. But now you can handle a room of double the amount because you have more instructors, right? So what we do in cookie classes, I don't bake. But I can tell you what you're doing wrong with that icing bag. I do the narration. Corey comes through and helps with them, you know, their specific issue. I want to tell you the value that someone feels coming into class. Having someone talk at you and then someone over your shoulder saying, hey, I would just do it this way so you could have xyz. It also creates a lot less dead air. So silence. You know, I know when Corey's decorating, she's not talking. So I'll be Cory. I'll be like, Heather's gonna start narrating like a horse. A horse race. Yeah. And we get in here, she comes around the edge, and then she goes up there. She's taking another right. You might hear what Heather says. Shut up, Heather. I don't even teach classes. I don't want to make her over there. Here's the thing. Your of bakers is going to be something that you feed, and they feed into you. Last week, someone asked for cookies, but she didn't want to drive from Alexandria. A lot of people do drive from Alexandria. She was not the one. So I was able to suggest bakers who decorate in a similar style to me. And a baker took her and got that sale. I have watered a local baker. So that competition, and this is where you know, okay, to disclaimer or to clarify, I'm big about community over competition. That doesn't mean that you go grab the baker's cookies and throw yours away and say, I'm going to sell them for you from my booth as well. That's not community over competition. We're still business. We're still a for profit business. We got to make money. We got to work strategically. What I mean over community competition is you can sell the same product I'm selling. I'm not going to spit on you for it. No, I'm going to look at you. I'm going to do a SWOT analysis and see if I can see what you're doing. Great. And I'm going to take that back to the drawing board. And what, you have a gap. I'm going to see if I can fill that myself. And that, that's business. That's smart. But I'm also gonna say, do you wanna join hands? Also, if someone comes over to my booth and they're like, do you have anything that has almond in it? I love the taste. I don't bake with almond, but Baker down the road does. And she actually does. And she has some over there that is community over competition. What I don't want is like, do you bake with almond? No, I don't. And you shouldn't buy from them. Cause sometimes it tastes like soap. Yeah, right. That's. That's the opposite of that. So I think sometimes people are like, community over competition means I should help them sell at my loss. That's not it. That's it. It's a nuanced thing, but I'm going to say if you partner with somebody on classes. Okay, we have an. I have an example. There's a lady in where Corey lives. The wild part is we don't teach classes where Corey lives. It's not really convenient to me. We actually teach classes far from both of us. I know, but the location was free, so. The location was free. And the pockets be deep over there. Yeah. We had somebody. We have a member. She sells sugar cookies. We're coilovers. Okay. She's taking our class on Saturday. And she signed up for the Cougar College. She actually signed up for the year. She wants to teach classes in where they live. Well, guess who doesn't teach classes there. What if I said to her, hey, after, do you want to teach a class together? Let's find a room where we can handle 30 people. I bet you that lady would be like, absolutely. Well, what if I was like, I don't think you would be a good fit for the college because we live in the same area. And I really don't want you to teach what I'm teaching. Even though I don't teach it in the area that I'm living in. Yeah. So it's that. That's what community or competition is like. I hope she starts teaching classes in your area because I would love to send those people to somebody because right now they're not driving us. Might as well keep that money in the industry. So that is kind of that one. So when we move on to now. Okay, let's go to cookie classes as an example. This one at one point, Corey Miracle would have sent you spiraling. Listen, because you don't bake, you don't understand cookie classes. A group of six cancels. They came down with COVID It's an untouchable excuse. And you're only. You only had 10 seats. That means we're down to four, which is actually below the threshold that Cory and I will teach a class. But these people have canceled two days before class. Because that's how sickness works. Yeah. And your other option is to tell them you have to show up or you don't get your money back. So now you gotta remove four people. Yeah, four people get. You know. And then you already. Because I know what's happened. The thought is not all six of you are sick. Right? Well, okay, one was sick and then one to hang out. I want to go together. So that's an easy one to get. Let your mindset just spiral. I'm gonna have to cancel. Cancel the class. The other option business happening to you is you cancel the class because you didn't meet the threshold. Now not only do you have six people not going, you have four people upset because it's only two days. Right? You were there. You were their entertainment. I did everything right. I met the minimums. It's not my fault that the other people as an attendee. It's not my fault. It's not your fault as a bakery that six people canceled. Now you could say, well, I have what I would do for those six. Now this is you happening to your business. For the six, I would say, hey, guys, I can hold your spot. We can't do refunds this, but we can add a credit. So do you guys want me to put you down for the next class? It's going to be a blast. I know one of you sick. Hopefully everyone feels better by then, right? So we. We still maintain that. Now we got these four people to deal with. Now here's what I do. I'd go to my social media. I'd do Bogos. There is a math problem here. What's the minimum money I need to make plus a little profit? We've already baked the goods. We're already out that. So let's not. Instead of canceling and losing even more. Yeah. Let's see if we can do a buy one, get one on the last three. So I need to sell just Three more tickets, it gets me six more people. Yeah. It's not ideal, but it's a strategy. It's having a class full of 10 people. Even though there's buy one, get one, you now have 10 people who are turned into referral sources if you knock the class out of the park. Here's what Cory and I do. People wonder how we sell out of classes. It's no magic pill. I tell the people in the class on Saturday, our Christmas classes will always sell out. If you want to guarantee yourself a seat if you liked today, as soon as you get home, I'm gonna send you that link. Get your spot, reserve it, because it won't be there for much longer. Cory and I sell out of our classes because we get current people sitting in the room to buy them. Yeah. So those six people, now they're a referral source. They could be in the next class. Remember, they were never coming in the first place. Now, we could possibly. We got 50% of our money back that we needed. We could possibly get 150%. We can sell them on that next class. And nothing is better than saying, hey guys, if this class is hard, but you have an event coming up. I work with mixing bowl cookie company. I can make it happen. And now, you know, Corey makes a decent number of sales from people who take the class and realize how difficult it is. Yeah. Vice versa. People who order from me come to class. I love it when they. They're always like, wow, I didn't realize this was so difficult. I see why your prices are your prizes. So that is how I'd handle that. Now again, you can see in all these, none of these, you happening to your business is 100% win. No. It's always a compromise. But the other one is also a compromise. But you lose more. Yes. Right. So just trying to lose less. We're trying to say, okay, this was an ideal. I am. You can be mad, be upset, be annoyed, be frustrated, and then say, what can I do here? What can I be to my business? Another great example. Custom order canceled due to a family death after the order's already baked. This is me. See, we all know with the business happening to you is you enforce. Okay, here's one. You're going to enforce your non refundable deposit and you're going to lose them for life. Yeah. Here's the thing. You guys have to have some sort of grace and be able to wiggle around your. I say our policy, it's me and the client against the policy. So the policy Allows us the option to bend the policy. Yeah. You are 100% right to enforce your non refundable deposit. You are 100% in the right. You are allowed to do that. However, what do you want the long term outcome to be here I had somebody come into the marketing group and they said, you know the client, it was a cake. The cake fell apart in travel. Yeah. Obviously it was a seven hour drive in the hot. Obviously the client made me sick. Right so. And she was like, you know I tell him in my policies after it's out of my hands, it's no longer my problem. So I said hey you covered in your policy. You a hundred percent are allowed to tell her. It sucks. So sorry for you. Anyways, I'm gonna go enjoy my day in air conditioning. Yeah. I said but what do you want from us? Cause the group's not allowed to call your client an idiot. We know that the client made a mistake here. They've sent you a picture. The client wasn't saying, wasn't blaming anyone. It was a statement. And that in a photo. That's what it was. It was really simple. And she said, she's like I'd really. This has been a consistent client for me and I'd like her to stay that. And I said okay, what we're going to do is we're going to make a bit of a bend of our own policies here. She's like and I really don't feel like I should have to refund the whole thing. So we did a partial refund so that that lady seven hours away now could find a local bakery and just get something, something to stay local. You know that they have something. It's not ideal but it's decent. And then the lady was super stoked. That's very nice. However, the baker had every right to say absolutely it's your problem. My problem did my side. I did 100% of what I promised you. I. My policy stated I. She's like very explicitly told her how to transport it. It was a mistake. Right. For this one, I like this one. Corey said offer to roll over their deposit. Remember it's a non refunded deposit. So we don't want to lose that money. But say hey listen, it's a non refundable deposit. But let me work with you on this. Yeah. What if, and I'm so sorry for the loss of your family. What if we push this off to a future order for you? Right. I'll keep your deposit there. And when you're ready, when you Guys have, you know, come back to me and we can figure this out. Now take that B. And we talked about this on the past podcast. If you donate something to the Prince William County Police Department, some genius there will take a picture of them holding the product and tag your business page because you already baked the product. I know it's been made. Right. As long as it's not like too, too specific. I don't think the Prince William County Police Department, they don't care if it's specific or not. Those men are going to eat something. So we've taken. We've not. We've lost our page. We've lost our time. Yeah, okay, but how do we compromise on that? So we keep the client because we, we said, okay, listen, Don, worry about it. Don't worry about the thing. I'm not going to make you come get something you can't get if you're out of town for a funeral. Let's stay this. So if we got the. Kept the client and now we've taken that full loss and made it less of a loss because we've used it as a strategic marketing thing. This happened to me this week and I had to make a judgment call. I confirmed with her on Friday for the order this Friday. So I always give one week in case something happens. You know, I've had babies born in that time and we were supposed to do baby showers. So I always like to confirm a week out. She confirmed a week out, but just last night said her grandmother passed away and I, she understands if I can't do anything. But they have canceled the party. The party was slightly specific. It was if you give the mouse a cookie and it's this little unspolded cookie, it's a theme. Here's the thing. I hadn't made the cookies. I had just put the final details on the cake pops. The two dozen cake pops. She did marketing head on instead of being like, how dare you. You have to get these and take these to the funeral. You know, cake pop shaped as cookies. It's bizarre. I said, instead, let me get on Etsy, find a cookie tag that says one smart cookie. Geni. The local schools go back next week. This is a great way to get out the fact that I even offer cake pops and get a little one in each of these little kids hands. Now I set up Corey's forum so I know that she has her policies state that you cannot do that. Yeah, she has every right to tell that lady, I'm so sorry about Granny, but you're going to come and get these mousy cake pops. But now Corey's able to likely that baker. I mean, that client will come back to you. Sure, at one time. It may not be tomorrow. It may not be in the next six months. Yeah, but that baker does not have a bad taste about how you handle customer service. Yeah, that customer doesn't have that bad taste. You know, I see in another. Another group I was reading, and everyone's like, never, ever, ever refund because you've just trained that client that you're willing to get walked over. I think that's a business happening too mindset. I'm gonna say, though, put yourself. Have you ever gone to Target and returned something because it didn't fit? Should you be forced to have it because it didn't fit? No. I bought a hose from Target and I said, oh, wow. Yeah, I thought it could reach my car. It barely reached the front. Like, I'm going to return this and get a bigger one. But should I, because I made a mistake and I didn't measure before I went to Target. Have to keep the hose. That doesn't work. Because now I'm going to be like, well, target and take back the hose. I had a. We sell a digital product in the cookie college. The problem with digital products is it's instant downloads. So the refund doesn't work because you already had access to the products. I had somebody sign up during the midsummer membership sale for the digital downloads, and she was like, hey, these don't fit for me. I've clicked through all of them, which is okay. You know, that's the problem with an instant download. And she was like, can I get my money back? And I was like, hey, you know what? Don't tell anybody. I'm doing this for you. Yeah, here's your money back. It says, this is a. This is an instant down. I know. Does it bug me? I'm like, are you trying to get one over me? Odds are they just are not a good fit. Odds are that lady was like, oh, man. I couldn't see what they were until I got there. And odds are she'll now still like, okay, well, okay. They still handled me. They bended their policy. They bent their policy to make me have a better experience. Experience. Yeah. Do you have to bend your policy so far? No, you don't. And that's why saying holding their deposit to a future order. Fantastic. Class credit to a future class. Perfect. And with this lady, you know, stripe doesn't give its fees back. I didn't refund the stripe fees because I didn't have them. Yeah. You know, but like, I'm like, hey, here's your refund, but I'm not going to lose money because technically, if you refund 100% in Stripe, you've eaten the stripe processing fee. So that was my compromise. Like, hey, you know what? What? You're probably not out to get me. You probably wasn't like, I know what I'll do. I'll get all of our digital downloads and then I'll cancel. That's not most people's thing. And so you got to kind of look at, like, Corey said, put their shoes on. Yeah. Oh, shoot. This probably wasn't a perfect fit. Yeah. So, okay. It is frustrating, though. It is frustrating to be annoyed. Sometimes. I'll walk down to my husband and I'm going to say, I'm going to say a story to you. I don't need any feedback. I'm just going to get these words out of my body and continue about my day. And I'll just spill it out, and then I'll head on out. I was listening to a book Ashley made me listen to. It's called Validation. And they say, nobody wants the fix. They know how to fix it. They want to say it. And they want to be like, wow, I hate that. I would hate that. And you're like, yeah, it's not that big of a deal, but I'll figure it out. But if you. If you say that and they're like, well, you should just give them your money. Like, no, I don't want to. What's funny is my husband, I told him about, like, validating, and he was like, I'm gonna be honest. I used it in my day job. He's a cop, and he's like, I used it. He was like, at the end of the day, someone leaving their car unlocked and it getting stolen or broken into, they know they should have locked their car. So him coming with his big old little outfit, saying you should have locked your car, like, that's insult to injury, he said. But I found that people are less defensive when I'm like, gosh, way to wake up on a Tuesday. That's gotta feel the worst. It's delicious to be validated. It is delectable. So, you know, validate yourself. That sucks. That was unfair. Yeah. That's so disrespectful that they would make you bake those cookies. And then, grandma, grandma, how dare she die. Yeah, so. And then you say, okay, but in their shoes, how Would I want to be treated in their shoes? How would I want to be treated? I would want someone to say, I'm so sorry you're having to go through this. Consider it. We're good to go. Holding your thing for future water. Let me know whenever works for you. And there's always that thought that maybe grandma didn't die. Maybe. You know, I tell Corey jokingly whenever I send out something that has to, like an email list of a hundred, for example. The cookie collaboration. Yeah. I said, these cookie clubs are killing off family members left and right. Because so many people are like, I can't do it. Somebody's passed away. Have all these people pass away. So I need to stop sending emails. I know, however, likely grim reaper emails, likely people are like, wait, I don't want to do this. I don't know how to get out of it. We can't touch death. So I'm going to say this whether or not it's right or wrong, and probably some of them are true and probably a lot of them are not because that would be ridiculous. But at the end of the day, I get why they're doing it. I get they're like, I don't want you to know I don't want to do this. So I'm going to use this third party thing and I hope you don't see through it because you got five of these emails in the last room. If you guys drop out of a cookie collab, you don't need to confess it. You just don't participate, don't confess. They just need to say it into the abyss. We'll be having a funeral procession for all of you. Okay, this one six My social media reaches down. I took a poll about this in the last week's podcast. We talked about social media reach, reach. It was very interesting. I was showing Corey this. We had the midsummer membership sale. I spammed the crap. Yeah, you did. At everybody. Yeah. And I even said like, you know, hey, at the end of the day, apologize. I wanted. And a lot of you guys were very gracious and commenting and liking. But I pulled up a post I made. It was like one of the countdowns. I had two hearts. You're looking at them right here. Yeah. One comment. You're looking at it right now. That was the only engagement. This. You're like, Corey and Heather both commented in on their same post. Absolutely. You're always going to see that. You will. I want to let you know that. That so the engagement solo. But I said, cory, when you go to Facebook business suite app. Right. When you click on that pro post and you click on View Insights. I said it was viewed by 1,500 people. 1 Remember we talked about the menu if 1,000 people saw your stuff and 1,500 people did see a lame post. Yeah. So anyways that we talked about that last week. When engagements when reaches down like what to kind of look at, make sure you're looking at the right metric. One post had no engagement other than me and you. And it had four link clicks. That's a lot of link clicks. If, if you said Heather, if you post a countdown, you'll make a sale every time you do but nobody will touch it. You better believe you're going to see some of the countdowns, you know. So when social media reaches down was an pure irony. We had somebody actually give me the real world case study of this. Just a minute ago, Corey had posted a like an inspo quote. What was it? Quote quote. It was I hope everything good happens to you didn't this month. I hope you fully book out for August. It was like, you know, like I wish you guys the best. And then we had this lady two seconds ago, she didn't even like the page randomly. She just commented. She expanded every comment section of someone saying like hey, I'm going to make this work for me. Thank you so much for the encouragement. And she said, you should quit. Cookies don't work for me. Yeah. She just went and I had to cut her loose. You know she wasn't even there to cut loose. Well she, here's the thing. She probably gave up cookies years ago when she felt like she wasn't being paid for her time. Whatever the her situation, she would say you work three hours and nothing. It was, it was quite a tiring. She was just going comment by comment. Right. Because you're like it doesn't work for me. So I almost don't want it to work for anybody else. Because if it works for everybody else and not me, I'm a failure. But if we all fail, then we're all together, then it's good. That's the business to you, business happening to you mindset right there. So thank you randomly. Thank you Monica for the example. But you happening to your business, you're going to say, hey, I know that it's working for some people and I know that gap between why it's not working for me and why it's working for some people is knowledge. Yeah. And I'm going to figure out where I can get that Knowledge, if it is signing up for the cookie college, which we're doing. And I'm going to talk about this in the next point, we're doing a community group challenge to turn community groups into referral powerhouses for coming up the holiday season. Are you going to say, okay, I'm going to go to sugar cookie marketing, the absolutely free place to get asked these questions. And I'm going to say, hey guys, what would you post today if you wanted to get engagement tomorrow? Like, what would you post and where would you post it and how would you post it and what have you posted? And then you're going to keep working at that or you're gonna say, and I see this a lot. Facebook doesn't work for me. So I deleted my page. Yeah, I don't post on Instagram. I never get this, you know, a lot of these things out. You'll see me post to Instagram. You see people, you see me post stuff. Threads. Yeah, you'll see me post to threads. You see me post to a blog post. You'll see me sending out a newsletter. Because at every minute people are seeing this stuff, whether or not they engage. And that was very great example. That 1500 person reach on a post. That was enough number. Yeah. It added no value. But if you're so focused on little things like nobody ever likes my post, so I'm stopping. If you had. If some people would just be. Would love to get a hundred people to view their post and you're mad that you got two likes and 1500 views. Not every post is going to make sales. That's just the next. Not every post is going to go viral. And not every post is even going to look like anyone looked at it. But they are. Corey and I have this spray is okay. Posting up a meme and seeing you guys enjoy it is a highlight. Yeah, I like that. You like what I think is funny? Yeah. Recording. I'll screenshot them when they do good, but when we do bad, we call it going down with the ship. We don't dirty delete. If it wasn't it, if it didn't land, if they didn't understand how you wrote it, you just go down with the ship. I'll just send Heather a meme I make with its two likes, both being me. And I'll be like, am I dumb? So. So that instead of like, it doesn't work, I'm walking away from it completely. It's Edison thing. Whether the quote's real or not. I found 99 ways it doesn't work. So I'm about to find the way it does. Yeah. Got 99 problems, but reach ain't 1. The thing is to say it didn't work for me so it, it can't work for anybody else. But to see so many people succeeding at it around you like you've got your blinders on. You're seeing the glass half empty at all points. Yeah. You see those posts go up, right. And somebody's like, I just had. And apparently nobody ever heard this phrase in their whole life. A bumper crop month. And here's. Look at all this green. Look at the reaches of the engagement of the sales are up. And then you have somebody. Well, it doesn't work for my area. Yeah. And I'm like, listen papu, listen my papooer poo pooing upon my parade. You don't want them to succeed because it shines a light on your lack of success. Yeah. However, we've all been unsuccessful for sure. That bumper crop lady, she not telling us about that one time. The reason why she had a bumper crop is because the last one wasn't a bump. We had to. Yeah. The bumper crop is comparison to a non bumpy crop. Yeah. So you got to say that like, okay, wow, it's working for them instead of like it doesn't work for me. What if you said how? What did you do that got you here? Yeah. I would love to crack that code. Yeah. Community group marketing now in the cookie college, we do these monthly challenges there every other month and we're doing community group marketing now. I'm finding a lot of people are like, whoa. Now that I've actually looked at my local community groups, they're not very well managed and not very well posted to. There's no direction. Yesterday's challenge was to comment on the last administration admins post the admin's last post and someone's like, that was 2023. Should I still comment? No. So it's like shoot community groups. It works so well for other people. It doesn't work for my area. I always see that one next race and popular in my area. Yeah. Community groups aren't good in my area. They don't allow us to sell in my area. That's a business happening to you. Groups don't allow sales. They don't recommend you. There's too much competition there. You know and you know, I'm just, I'm. This group is too full of competition. I'm not gonna post it. Yeah. Wrong answer. Business happening to you, happening to your business, you become the most active. You're seeing a good slit group and that is prime. Prime Pickens right there. Yeah. You have no competition. You have no, no one, you know, became the cookie lady of the group. You're like, but it's not a valuable group to me yet. Yet you're going to be the value. You're going to make the value of the group, implement new strategies, see what could work better. So in the Cookie College, I think either today's challenge, I think it's. Today's challenge is posting meme, but we're also using the cookie college that thread post memes that work for you. Yes. Which is one that I took from a community group that was working well in. Community groups is what you have too much of. I have too much of Baking Edition. Yes. Now what you do is I have too much of, I don't know, Fairfax, Virginia edition. Yeah. We went through a super like hot spell these past couple weeks and there's this meme. I've shared it for one zillion years, but it's a person holding their steering wheel with a baking mitt. And I say, I've never been so prepared in my life. It's related to baking. They're wearing a. And Corey posted on the hottest day now it's cooled down a bit. So now we'd find another meme that works real well. Because we're going to figure out, we're going to say this community group isn't going to happen to me. I'm going to happen to it. Yeah. I'm going to make the admins be like, oh, this group is very valuable. This group is very interesting. And now what we got the Cookie College members doing is they're going, Yesterday we did leave 5 comments on other people's posts. Yes. We're going to ask a question, we're going to leave a recommendation, we're going to post a meme, we're going to whatever it is, but we're not going to sell until the end of the month. That's the wild part. Right. So we're really going to turn community groups into powerhouses because we are doing the footwork for it. The vice versa being like, I don't. I went to the group. There's no good post. Let me tell you what this final solution, make your own group. Everyone likes to complain about events. Nobody likes to be one. Nobody likes to sad one. It is hard to be an admin agreement. It is hard to create a valuable group, but it just takes time in the saddle. And that time you spent complaining about community groups, you could have spent making your own. When someone comes to the SCM group and they're like, what should I post? My local convener group and I see comments, don't post there. It's a waste of time. It's a waste of your time. First off, that wasn't the question I asked, but secondly, you wasted your time, but did you really put the strategy in there? Did you really. Did it happen to you, though? And you're like, well, I'm giving up. Community groups are down. We'll go as far as to delete content like that in the sugar cookie marketing group, where it's like, hey, is everyone else failing as well? Because it does not create the environment where we want to manifest people making sales because their mindset is pointed in the right way. And you're saying, well, you know, but it's not working for me. Right? How can you word that question to get it to work for you? So instead of being like, guys, anyone facing slow sales this week? Listen, Heather pulled up the Google report. We're all facing low sales. It's the slowest week of the year. Instead of saying that, which is broad, there's nothing, nothing strategic that we can go on there. You want to say something like, I tried to post in my local community group. This is the caption that I used. I included a link. I didn't get any shares, but four people saw it. Is there a way I can work. Hey, put that link in the comments. Test it. It's the links. Facebook doesn't want to send out links. You know that posting real is something we can strategize with the. Is anyone feeling, oh, let's strategize who's the biggest loser here? Yeah, anybody beat me. Anybody would have done is it brings these people who want to see negativity. They want the business to always be happening to them, and they, they find each other in the comment section. And that's where I see the aprons hanging up. All these aprons be hanging up from this one thread. I. I'd say I'd be as bold as saying, you know, if you're listening to the podcast, if you're hanging up your apron, don't. I don't want you to tell somebody that in a comment section asking for strategies. I don't want to know that you hung up your apron and somebody asking how to make more sales. Yeah, because you're not adding to it. You're letting your business happening to you. And you Want it to happen to other people. And there is so many reasons why people hang up their aprons. Throw the towels. And I really like saying hanging up. There's so many reasons why people hang up their aprons, but there's so many different variables between you and the person you're commenting on. It probably isn't their time to hang it up. Right. I Corey, back on that one meme went viral. I'm using the word exceptionally loosely. That pink thing you wrote about the inspo of selling out August has gotten into something feet. And some lady wrote. And I was. It was on Sunday, I think I was sitting with family and she was like, I wish I never ever started with cookies. It was such a waste of my time. I quit years ago. What a waste. Yeah. And I said, what I want to say is take your negative Nancy buns out of my throat. But instead I said, hey, got to really dial in that marketing. Have you considered teaching cookie classes? It's one of the lowest cost, highest margin things that we offer and it's a way to make that money back real quick. And she writes back, my husband won't let me. So it wasn't cookies. It wasn't cookies. And I guarantee you, if I said, well, here's how to get new husbands, she would have been like, the government won't let me get married. Two of them. Whatever. She wanted to hang up the apron. She didn't want me to tell you, here's how to get your apron out. She wanted you to validate her. And I'm sorry, it's hard for me to be a business focused podcast content creator and then say, you know, let me validate why you've walked away from this. Unfortunately, I got to validate the person who's like, that sucks. I know. But here's what I'm going to do to make it right. Right? Yeah, I'm probably not going to be great at validating. I probably like that. We'll validate when the cookie industry goes poo kapooy. Stop eating. I validated the lady with the cake that fell apart. I said, you did great. You covered. You got your bases. You got every base covered. What do you want from here? So you did right. You don't have to do anything. Right. But it's hard for me to validate a negative Nancy mindset. Sorry for the Nancy's out there. Nancy's and Karen's just got a bad. I know a bad. I just know Heather's are in for it. There's too many of us you know your name. Name wasn't used as much back in the day and it's definitely not popular now. If I walked into the mall and I said, heather, say aye. The whole mall, really? There's Heathers everywhere. Say hi. Just me. Hi. There's another Corey. There's a few of us out there. You feed the proud that worries. Don't worry. My last one, then we'll cut this short. Total flop on a pre sale. The typical thing is pre sales don't work. That one is probably the one I see the most absolute pre sales. Don't like them. Pre sales are very odd. They're very one. The word is weird. The word is odd. Pre order is what I typically hear it as. But pre sales, you know, that's kind of what the bakery industry seems to really like. This is the solution. This is you happening to your business. My audience wasn't conditioned for pre sales and what they are yet I'm going to stay consistent at it because if I do this for a year, I think I could get them to latch onto it. Yes. Here's the thing with pre sales, consistency is key. If you offer presale once and then you don't offer for another six months. Months, they're gonna find someone else who offers them year round. But like pre sales are kind of weird to wrap your head around because here you went buying from a vendor show where the cookies are baked. Now I'm buying before the cookies baked. Yeah. Bakers love it because it really allows you to. You can hone in one. You're making a single line of colors. Unless you're offering a billion presets. But let's just say you're offering a turtle holding a pencil. You're making grain. Very specific. You're making yellow, you know, and then you know exactly how much you gotta bake. Yeah, yeah. It's great for the end user because then one, you chose the cutter, you chose the tag, you chose everything. But you went from your clients saying, I want that I can pick it up tomorrow to now telling your clients, hey, I want that you can pick it up in two weeks. That's a very different. It is order flow. So I, as someone who really focuses heavy on custom orders because I like my months planned out in advance. I could do a pre sale tomorrow and have it flop. Because no one in my audience understands the pre sale because they've never bought from me. They are used to these 12 to, you know, 24 cookies. The one dozen, two dozen. Never have they bought a singular mini Attached to a piece of paper. I'm gonna say this. The midsummer membership sale wrapped up on Sunday, right? Yeah. Turns out it was an eight day sale. Thank you, nobody for correcting me for the last one. Well, you're just letting you live your dreams. I was living a dream until Living la vida Loco got me feeling loco. Um, but we talked about the midsummer membership sale for over two months. You saw it here first on the podcast. A little rumor. And the last month everything turned green. And I never want to see the color green again. Last week everything was green and it was just like, you know, this is what we're doing. But I think sometimes baker's like, it made two posts. It didn't sell out. It's not for me. Yeah, done like. I'm so sorry. Do you see how long movies promote themselves before they open in the theater? I know. Yeah. Did you guys like Morgan Wallen and saw that he barely released three songs in two years, moving to this one record he dropped? Yeah. That's years of promotion. And now he's got a absolute banger cd. Yeah. Great job, Morgan. You'll be listening to this. But you guys get the point is that the promotion has to match the meat and potatoes. It has to match your audience, what your cadence is. If I've only talked about custom orders for years, do you think one pre sale post is going to sell me out? It's not. Two isn't going to sell you out and four isn't going to sell you out. But you like it's reaching nobody. Nobody wants it. I'm going to go eat something. Worms. Yeah. I'm giving up. And now the next time someone asks if a pre how to make a pre sale work, I will comment. Pre sales don't work. There you go. And I'll make sure nobody offers pre sales because they didn't work for me and I don't want them to work for you. Would you like a worm? I have plenty. So that is kind of the. Yes. You. If you think your sales are slow, you are correct. Yeah. It is the first week of August, last week of July. Welcome to hell week. Yeah, but we are starting the schools. Corey took a poll. When does your school start? They're either already in, they're in heading. They're coming in. But tis the season though, that season. So we get the back to school stuff, which is a little pat in the back, the little. The little training wheels. It is September. A little slow still. But we get the rumors. We start teaching the fall favorites. People look for Indoor stuff to do. Yeah, yeah, yeah. Then we go into October. Yeah, October. At the end of the day you can either let the business happen to you and be just in a whirlwind, always going just a bag of the wind anywhere it's blowing, you're blowing too. Things aren't good. I think you're blowing your apron towards a closet with a hanger. It's blowing towards the closet, it wants to be hung up. Or you can happen to your business and happening to your business is where I see people have success, you know, and not everything is a lose. Not everything. You can take an L, a half an l, a lowercase l and still have a marketing win out of it, you know, but if you are always being like, oh my goodness, oh my goodness, commenting, this business industry doesn't work. Like you're the only person commenting. Other people are like, yeah, sold out for August. And you're saying, no, it doesn't work. You need a question it now you could be like, I'm making up the name Monica. I don't remember her name but you could be like her. Like, it doesn't work. Also you. It doesn't work. Also you. It's a waste. Also you shouldn't try that. Wow, that was, that was a great example. In that 10 minutes you took to down someone to yuck someone's yum, you could have been yumming your own yum over there and doing whatever you gotta do. I'm sure you're not in the industry anymore after those comments and you would love for nobody else. Sorry to offend you with my thing. Oh, I'm offline. Offline. We're doing it offline. Yeah. So your, your mentality really does help specific, particularly in these slow times. It's not about motivation, it's about discipline. Yes, I do agree. Just show up consistently. That didn't work. How else can I show up? I'm going to show up. So how else can I show up if that wasn't the way to show up? Do I need to show up consistently? Do I show up with a different angle? Do I need to show up at different marketing? I'm going to show up. So let's see how I'm going to do that. So I'm not going to do a show up. And papu papu. Moving on to the cookie college. Moving on. We just wrapped up the mid summer membership sale. I say that five times fast. And we've got a lot in new roomies. Can't wait to dig in deep dive into the deep end with you guys. If you said, well, shucks, I didn't even know that you had a midsummer membership sale. We won't have another sale till Black Friday. Do you know what day that is? No, I don't. Would it be November 25th? November 28th. 28th. It's November 28th. So if you were like, well, wow, I really do like sale prices. You can wait till end the then or, or, or jump in now and then when that sale comes, you can snag it. Right? So we got, we got some good stuff coming. I just Dropify the drop. Dropify. I just dropified the Shopify course. I just dropped the Shopify website course. And I tell you what I love, what I hate. I. Last week I did mess up a word. Let's say food blogger. I said, bood vlogger. I loved it. So I dropified the Shopify course. And it talks about. It's actually the website I have Corey's website built on. It's not the website that I have our cookie college built on. I like to keep my options open. I do like Shopify in terms of E commerce. And I tell you what I love, what I don't like. We talk about signing up, we go through the dashboards. I feel like. And I was thinking about this as I was teaching the class. A lot of times people are like, I'm gonna make a website. And you just get in there like, I don't know, anything is. Yeah, you really gotta familiarize your off with the dashboard backend. Because then when you're like, where is that? I know where that is. Yeah. I synced it over here. And then in the third module we. We find. I show you what Shopify themes are, how to load one up. Very nifty. I do like that integration. It's. Nothing touches that. Yeah. And then we start building one out. Yeah. And these cookie college courses, like the one about Shopify, this is just to decide if this is a platform you want to use. You dive into the course, you take it, and you're like, no, I did like these few features, but I think I can find it. There's a WIX course in the cookie college. And you can be like, may I like this one compared to that one? And it's a great way to see which one's going to work for you, because what works for me won't always work for you. And right now, Shopify, if you're interested, sign up for the college. And then Shopify is three months free plus three. Three months for a dollar plus three days free. So you got three months and three days to see if it is that. I mean, if it could handle the. What is the super bowl area for? I mean, in terms of E commerce, your website's never going down. It is a behemoth in the space and there's of really neat stuff. Somebody. And I told her she made my day on Sunday. She said, I signed up for the college this week and I've only taken the Shopify course. If this is all I ever take, I will have gotten my money. No way. That's nice. And then she was like, you said you were going to recommend one of your developers that you use. And I said, yeah, it's in the Word document. She's like, if I couldn't have already loved it more, I didn't even realize a Word document came that fast. That's so nice. And that's what the cookie college is. It's marketing course courses built for bakers. So while there's other marketing courses out there, this one's just in terms of what's going to help you convert cookies into sales. Yeah. And. And then the cookie college level membership itself. It has that membership. I'm talking about the Facebook group where we're doing the challenge. We've got some fun stuff. We're actually giving away a Bosch at the beginning of next week. So only requirement to win that is to be in a group. I made so many many. I did three separate batches with two Bosch mixers. So that's. That's six. Six and six. Whatever. That. That's how much dough I made last week. You are a. You are a force to be reckoned with in the I am ready production. I'm ready for the season. Are you doing that for a class on Saturday or you're doing it like just bulk? I do bulk baking and so the. My prep time is so much less when I have those already in the freezer ready to roll. Cory. We made a private Facebook group for our cookie class attendees. They're all local and when they come to Clias, we asked them to join us in an email. But Corey's put had me make a QR code. Which you could do for free in Canva. Yeah, Made a QR code and she's going to print it on Eddie on the cookie so that they can scan and eat and really just join fast. Yeah. Get there. So if you guys want to join a cookie college, it. I know we're in our slow time. You have more free time. You could Take those courses now. I'm actually working on a notion. Notion is an app that I use for my brain dumping. I have a bad memory so I make technology remember it for me. What's your name again? But I want to mention we have the Main street cookie collab coming up. I have uploaded the wrong graphic on the website. Now I see that sitting here today. I could have sworn I did that correctly. The Main street cookie collaboration lab is on Thursday at 11am Eastern. We move that up. My Californians. That is a Thursday. What? The 28th. There you go. Is that August 28th? You didn't say you read it. You didn't say it out loud. Chat, chat. No, she listen. I'm the one listening. So that is a Thursday. Yeah. It's not a Friday. Yeah. It's at 11. It's not at 10. There's two things that really threw us for loop. I did, I did. And I would like to apologize. I didn't read my calendar correctly. But that's a main sheet cooking collab. This is the collab to get. You know what, Are you tired? Yes, I've been up since 4:40 in the cookie college. People are saying like my community groups are dead. And I told them yesterday, try this. Ask in that community group, who wants to be the business you feature in your Main street cookie college? Oh, nice girl. Nice. There you go. If you want to go to the website, the links are correct, the graphics wrong. I'll fix it later. You can sign up to register for that. We already have. Have and okay. You can still participate without registering. Why won't you register? I help you with the copy and I send you email reminders. How many bakers do you think we have registered for the Main Street Cookbook? 80. 108. 108. Yeah. So this is going to be. This is a fantastic one for your business. Not only are you getting content and marketing to a local company, you're going to get engagement and you know, 108 bakers aren't going to show up. Can be a lot of deaths before that. But what's going to happen is even if 80 people engage with that and someone. You said someone posted in the group that they participated in, they said, wow, this is. It was like her engagement was up 220%. And she said, well, I know that was manufactured a little bit because of that. The posts after have done so well as well. Right. And nobody's following you. They're just engaging. So it pushes that content out. So that is at the end of the Month and Corey and I are. We said let's keep the collabs going. Let's keep them going. For the rest of you guys have really liked. You might get busy and we might. I still think it's fantastic. It is fantastic. And if we help them help your marketing. Yeah. And if we keep them around the content you're already having to create anyways. Yeah. Not a bad idea idea. Moving on to the STL Me about It segment. I know the last person claimed theirs and I forgot to get. It's been a busy week for me. Been a busy week. Yes. But I'm getting back to the grindstone. So if you sent me an email, I'm getting back to you. Getting back. That said, we are the STL Me about It segment sponsored by Cookie Design Lab. Now Cookie Design Lab is an online STL maker. An STL maker. So if you want to make a cookie cutter and a lot of shops now sell STL files, that's the file you need to make the cookie cutter cutter. What you do is you want to easy program to kind of read it to make them so you can do it. Especially if someone sends you an invite and they're like, can you. Someone had sent me an invite and there was a dinosaur on it and they're like, can you make this into a cookie? I was like, I think a con you would put that image in there. It would create a cookie cutter. You could print it and you'd be good to go. Now it's so interesting. So okay, there is a one week trial for five bucks. Oh wow. And they've just added this. I think you get full access unlimited downloads. Not they will not automatically built you. Oh, that's nice. So let's say you just need. That's pretty nifty, right? So if you can just do five bucks, get a couple, you know, saved up a ton and then they have an annual subscription for $100 for the year. Oh, for the year. Right. So you save 60% by signing up for the year. $100. Pretty cheap. Less than $10 a month. Less than $10 a month. I like it. Now this very interesting and this is off topic but the lady, the couple behind Cookie Design Lab just got a Freddy. They got a Freddy, which is Ed, Betty's brother who frosts the cookies and she's been sharing all those videos. Now I think that she might have an Instagram for Cookie Design Lab and you could go give that a follow if you want to see how pretty works. So she's definitely digging into it. She's even asking for audio equipment to make the. Oh nice. Make the videos better. So that's Cookie Design Lab. If you want to sign up and don't want to pay a hundred dollars, use code twins to save 15 so you can get your cutters for even cheaper. Now Corey, you should pick a text. 1, 2, 3, 4, 5, 678-996-1236. You got fan mail. I like this one. Memphis, Tennessee. Memphis. If you want to send me an email at heather@sugarcookiemarketing.com with your name and your phone number, I'll connect you with Cookie Design Lab in an appropriate amount of time. Not over a week. Sorry. I get my last. My last girl. Hey twins. I just want to say thank you for doing the midsummer membership sale. I joined a couple months ago, but I immediately changed my subscription over to the new price when the sale. Oh that's perfect. That's my big thing. Yeah, you gotta. I gotta water my buddies who already watered me. So every sale that we run the Cookie College, the current members can always snag it. Yeah, we. Someone's like new new offers. I hate it when I'm an old member. Watermelon. So we have people who'd signed up and this is if you sign up between now and the venue bunny, you can also do it with this member did. I was wondering if that makes me eligible for the Bosch. It does. Baby baby cake. I watched an old live on the Bosch the other day and when I had to make five batches of dough one batch at a time in my kitchen aid the next day, it just made me mad. Lol. Also on the topic of misspelling things, I was looking on mixing bowls website the other day and I noticed a typo on your about page. It says where can you find me? Thank you man. Fine. Anyways, thank you for you do. My business is booming since joining the college. Maybe you are fine. I said I'm a fine girl and I make some fine goodies. Did I write your page? Would you read? I wrote it. Shoot, shoot. Nephi. Got you girl. Thank you. No, but I appreciate. Thank you for telling me that. Heather, get on it. I have a couple changes. You know, I was thinking about that. Maybe that's another podcast topic. I would rather have it done pretty well than perfect. As long as it gets out the door. And yes, in a perfect world it would be perfect. But if it's pretty darn close. Bless you. You definitely earned a free month of love Cookie Design Lab. So congrats but yes, you are eligible for the Bosch if you are in just have to be in the cookie college. Facebook. Yeah. Yeah. So if you guys joined the cookie college and you didn't join the group, request that. Yes, please request another text. Not a winner. First in our hearts though. You can text in again next week for a chance to win. These reset every week. If you're taking suggestions for cookie collabs, parentheses. I really like these happening even in the busy months. My little 662 area girl. For December, what about either a real decorating a Christmas tree or just a picture of Christmas tree cookies? I love that for the reals. They could have a voiceover talking about the local places they're selling Christmas trees. See, she's tying it back into local vanguard. I love it. The reasons why your family uses a real or fake tree or have them vote, you know. Or that could just be the caption. I love it. We'd get local interest, see how everyone chooses to decorate the same thing in different ways and boost engagement for the best time of year. Say we do it. So let's do the real. I feel like this 662 is both a cookie decorator and sells real Christmas trees on top. 662. Where do you live? 662 area. Go. What do you think it is? Ontario? It is upstate Mississippi. Maybe. You don't tell. At least I can spell that. It is fine. That is a good one. Love that. So do you want to do the blindfold rule reels circle decorating for September? Yeah. I think this is hilarious. And then for December. I love Christmas tree. Yeah, I do. Okay, then we'll go back to the drawing board if you guys have any ideas. Cinnamon. That's a good idea. We have a 514 area code. Hi twins. I just held my first cookie decorating class thanks to the cookie college. Yeah, it's like we almost played these people. I know. You guys are nice. It was friends and family class. I did the trial run and now I have a public class scheduled in six weeks. I love a six week. I have an eventbrite set up for the ticket sales and a Facebook event linking to the Eventbrite Eventbrite page. What should my next six weeks of marketing look like? Given that the cookie decorating classes are new to my audience. Thanks for all you do. And of course the first text. She said of course the first text of mine that you read on the podcast had a typo that just about sums me up. Okay, so she did the trial run yeah, she's getting into cookie classes at the. One of the hardest classes to sell out for us is July. August is a little better. September's great. So we're falling in September. This was sent on August 1st. So she's doing mid September. I think she'll have a pretty good shot at this. Now she's new to market. So in the cookie class kits, the one that you're teaching, I do have a six week marketing runtime. It's repetitive because that's what's required to get people to understand things. So I think in your checklist, I'll just actually pull it up here and then we can. You can audit me, see if you, if you agree or not. Yeah. Since this is your first class, you're going to be pummeling them. Kind of like what Heather did for the mid summer membership sale. You're going to make a lot of posts. What you're gonna not post about. Let's assume that you're already booked for customs for September in this class. So since you're booked for customs, we're gonna hold off on sharing the customs. I have custom orders I've not shared in years. Um, never been, never seen the light of day. And that's because it's whatever my focus on, I have to focus there. I agree. Okay, I'm gonna read these to you. Okay. Create, create the event listing. Love it. You're gonna schedule your social media posts to Instagram and Facebook to go out sometime in the next room week. Okay. So that's to Instagram and Facebook. Corey thinks that Instagram should have hashtags. I agree. It does require an extra step. It does. Then we're going to post to next door. Then we're going to post to three different community groups. Now if your community groups are dead and you're in the cookie college, you might want to gear that in there before we start pitching. Right. We're going to send out one newsletter. If you have a VIP group, you're going to post to them and give them first access. You're going to say, hey guys, I want you to miss on that. I would love to see my favorites there. Then we're going to repeat this all again. Yeah. So this is week one and a half. So we go to this beginning of the second half of the second week. We're going to start the two and a half to four and then the four to six. We're going to do this. We're going to do the exact thing I just said and we're going to do it all three times. We're going to do it. The reason why you're, you're new to the market, so you're gonna be like, I feel like I'm annoying people. You're not. They're not seeing it. Great example is these cookie collabs. A lot of people after the collab will be like, I did not see you guys at ncs. That is emailed out. It is. I post it in the event. I post it in the group. I post it to our stories. I post it to our page on the podcast. They're still not seeing it. They're not seeing anything. So the reason why we do these repetitive things now, your content's going to be a little different. If you're in the cookie college, you have a lot of different photos to use. So in the community groups, you're going to use different photos. Plus, you probably took photos of your friends and family doing that class. That is great. Fantastic. To use in the cookie college. If you're new to classes. I give you some of the photos we took at our class to give people an idea of what a class looks like. Especially if this is new to market. You don't have your content yet, and then you're gonna kind of use different kind. We talked about this in last week's podcast. Corey gives you the decorating video so they can see what the cookie looks like decorated, start to finish. You could use that as one of the type of content. Definitely as a reel on Instagram, on Facebook, I don't find that reels do as well. I find that stagnant images do better and sometimes even text posts. Who's interested in signing up for cookies? When you're in the cookie class, you've likely already determined which class you're going to teach, but if not, you can let. You can use one of those graphics I post in the cookie college Facebook group and say, who wants to pick what? Yeah. So cookie college gets access to all those classes. It's 33 of them. And I got to work on the next one this week, which is birthday B day. So, yeah, that would be how I do that. Now you're going to feel like you're annoying. You're only annoying if you're sold out and they can't buy. That's what's annoying. As soon as you sell out, you're not going to breathe. One more whisper of the class. Great. My last text. Hi, twins. Is there strategy for choosing businesses for the Main street cookie collab, like an active social account Someone who will repost food related. Someone who needs cookiers like a realtor. My most loved neighborhood company. Newest to the block. You're very right. It depends what is your goal? Are you like. I would really like to market to real estate agents. You're going to do a real estate set and maybe or maybe not. The real estate agent will choose you. That's why I like saying hey, any real estate agents here want to be featured? I'm doing a cookie collab. There's no question cost to you Corey, what are you choosing now? You're. You were thinking between two or three companies and you're picking one. Yeah. So there was this new coffee shop that opened. They're not big on social media. The location to us doesn't even have a Facebook page however people like people like it. So that would do well in a community. It was something there. But then there's this. He's got such a religious following that they even put him on the local Monopoly game. Yeah. Woodbridge opoly. Yeah. Has he this guy on the opoly? Yeah. Dave's dogs. Never seen a man on social media so much my life. So he would be a great option. He's not actually a restaurant. He is a trailer, a food truck but he brings it trails behind his truck. But it's always I pass it every single weekend. Dave's dogs. He sells hot dogs. Right. But he donates them to dogs. A lot of the portion goes to dogs. So he's big on social media. He has got a cult following. He is local and he's food. I do like the food based businesses. I think they're easier to. Because in the cookie collab I say like, like you know you're going to take this and turn it into more content because you're going to say here's what the menu says. Yeah. Now with a real estate agent you're going to have fewer options for that. Here's what the driveway looks like but you're going to. You can kind of like adapt that too but I'd say for this one either a much loved local company. I don't care about their social media presence as much. If people like to see the name or a company that's really big into their social media and you know is likely to repost that'd be where I'd start. What I wouldn't do is find an obscure company that isn't on social media that nobody's heard about and then you to try, try to market for them. Yeah. If you're if it's. You love this place. Maybe. And your exuberance can help us. If you think there's those. What's D D? One of those little play places for people who are into tabletop games. Tabletop games. Like if you're like my audience, I love doing boys birthdays. Who like those kind of character cookies. That would be a great one to do because you're reaching the audience there. If you want to do a balloon arch company because they share the same audience as you kind of think in. In that there's a planner. That's a great Brighton, Massachusetts. It's a great way to think about it. And yeah, there is a strategy behind there. You know, the Main street cookie collab does a lot of footwork for you. Yeah. The caption makes. I love to read why you guys pick these companies. But yeah, getting the business that's receptive, that's really open to it that you think might place an order. Here's the thing. Some of the boring business have deeper pockets. Yeah. So you're not even wrong with a boring business. You know, we live in the area of the government contracting for the, for the federal government. Government boring billions. So I'm not, you know, they need us boring bowing billions. You got to say, imagine we had, we live next to Capital One headquarters. They had said, hey, could we have you come in and do cookie decorating class? To our corporate egg gorge. Yeah. It was even a little too big for us. She was like, can you make up 5,000? I don't think I can. So something to keep in mind. There's definitely different ways to approach that now. Moving on. I covered our events. You did? Covered the stm. Thank you Cookie Design Lab for being sponsor. I love that $5 trial thing for a week. It's not even like a. Like it's just five bucks. Like you just jump in and jump out whenever. What a good idea. Our sponsors. Sponsors. I wanted to start with Eddie because I was stalking their group yesterday and somebody asked about they're doing an Eddie Con. An Eddie Con. So if you've ever been to Cookie con, this will be an Eddie version of it. Yeah. An EDD Cookie Con. It's in January. They didn't even ask us to tell you this. Maybe I'm not supposed to. I don't know. Okay. It's in Orlando and it's hands on classes. No way. Yeah. So it's at like a convention center. And then I think it's all within the hotel. So pretty neat. Did they say how many people were allowed to come. I think I saw in your post did they did it I don't want to include it. I wonder if it'll sell out. Yeah yeah. Eddie's a direct to food printer. I'm sure they'll have a Freddy there if you want to see it demonstrate in real time but you print on the cookies. That's how on Saturday Corey's putting our QR code on the cookies. I couldn't imagine piping a Q I've seen it happen before you guys. Your wrist must be but yeah. So we're able to print an image on a cookie now I've seen a lot of people do Labubu if you go to the unofficial Eddie group they are just posting up a storm A lot of sellers in there. Yeah. Selling the graphics that you can use now I have Corey we bought one I bought one of the sellers from there's Etsy listing. It was like 11 bucks and it comes with the STL. The Eddie face. The Eddie outline. Yes. Or you can pipe it yourself and then the bag. The Lubu bag. Laughs I'm going to say La Boo are not for me. They are not. They're scary. So yeah La boobs we have cookie design lab that code is twins to save 50% baking me crazy they're back for the vending blendy they are and they are sponsor now and use code favorite twin for 10% off now that's a supply shop. Yeah really like them. Karen's great so definitely check them out if you're looking for supplies royal batch code twins 10% now I've seen a lot of people try Royal batch. They really liked it. If you're interested in Corey's version of how she used it she posted that in the baking group did which I got the and a lot of people a lot of you saved it. A lot of people said I never experienced color bleed when I use Corey's recipe. So Corey's life Cory's life with color bleed and there's Cory's life without color bleed. They're two different lives. I was letting the business happen to me and then. That is a great example. Yeah. I hate it. Today was so frustrating. You said you're ordering from Daisy Mix. Did you make I did. I had that was the order that got it was yeah. She actually had a donut cookie. A donut not cookie. A donut mold for cake pops. And I said I think I could use that and make it look like a cookie like a chocolate chip cookie. Because it was give the mouse A cookie themed. It worked out perfect. Why are we giving the mouse? I have no idea. I never read the book day in my life. But he's very cute. Poop mouse. He's eating a cookie. He's adorable. This would have been cute. That is adorable. Yeah. So I was able to make the donut shape work out, and I make a video because I ordered the apple shape. I ordered a tooth for Archer's pieces. So crazy. Cory's going to bribe somebody. I'm gonna bribe. Yeah, that works out really well for you. You shouted into that mike. Going to bribe you. I want to say I did bake cookies. If you're thinking, does the Main street collab work? I baked cookies. Cookies for the orthodontist office. They shouted me out on their Facebook page and tagged me. I want to let you guys know, I took my cat to the vet and he was pet of the day and got posted and Heather shared it. You shared? They said, do you mind if we post them? I said, I'd be offended if you didn't. Yeah. And then I said, and if you post it, I'm gonna send it to everyone in my family. He was. He was a highlight for about four seconds. I was like, can we enhance it? He's cuter than four seconds. We have Daisy makes. Eddie doesn't run any discounts, but definitely check out that event that they're coming out with. And the Freddy stuff. If you go to cookie design labs, Instagram, you should be able to see it there. And then bosh. Not a sponsor, an affiliate. If you don't win the Bosh in the cookie college, you can use code sugar cookies at checkout. Rest assured I'll be using. These are sugar cookie cookies. Rest assured I'll be using that discount code when I order the Bosch giveaway. I did that for the Vendi Blendy. In the Vendi Blendy last year, we gave away 10 boy shoes. I know. 10 boy sh. A group of Boshes is a bushel. 10 bushels. Yeah. Vendi Blendy on the brain. A lot of people keep talking about it. Do you have a twin trest something Twin trusting to you. A twin toe. You sound like that makeup girl. Rare beauty. Who? Oh, what's her name? Selena Gomez. Let me think about it. Let me think about it. What did you have? I would say the Daisy makes things. The different trays that came with it was very cute. I'll tell you what. Cory and I went, I'll tell you what. I'll tell you what. You find little pieces of cookie bakery and one fr. And I went to a vendor event for that girl. They found another baker. Yeah, yeah. They found her on TikTok. They just found her through a TikTok Live. Yeah. Turns out she was. And it's two hours away, so it's not the closest thing. But we journeyed up to Williamsport, Maryland, Ireland, Sweet Notes Bakery. And we went to her first vendor expo at this kind of antique beautiful barn. The barn was where people get married in there. And it's like a very westerny. At the vendor event, there was a dirty soda truck. Never heard of that. But Ashley said it's big in Utah. Her business, you'll get like a diet coke and you can add weird things to it, like a cherry. Yeah, it was really good. I'm sure it's high in sugar, but it was delectable. At the Veteran, I found a permanent Jewelry. Jewelry. Corey got it right. I've got an anklet. And then I purchased these tiny knitted. I think they're called wobbles. Crocheted. Yeah. Then I got a little squid. This is a place that teaches you. Right. But it's that shape of a little creature. Yeah. I thought it was fun. It's woobles. Anyway. It's woobles. And then you got spray on. Oh yeah. Because. Okay. The mint thing. I washed a. I put on mint oil. Okay. And I watched a mosquito land on me and suck me blood. So while we're at this vendor event, this. It was called the turtle minded spray. And it's like supposedly a non alcohol based repellent. Yeah. And she was like lemongrass isn't lemon and grass. It's lemongrass. Right. I have it in my. You know that green doctor. Yes. Jart. Jart. Yeah. I like his. I really do like that spot smell personally. It smells lemon and grassy. Yeah. Yeah. So I've been spraying that on me for my walks. What are the results? I have just one skittle bite and I can't tell did I spray it or did I know it. On that split. I think mosquito season's heading out the door. I hope so. Praying my legs have just like for some reason a mosquito bite on my leg. Welt up. Hey. I want to say me and a mosquito bite is a long term relationship. The thing is with. Yeah. I don't get it. It turns dark red. It's very. It looks like. Are you itching it? Oh, th percent whatever Dopamine endorphin I have released when you itch a bug away until there's. Why. Listen why? When you itch, it feels great. As soon as you release the itch wor it's a pain. It's like I'm in pain. And if that's a mosquito designed to help spread his venom, I don't know. It feels great. Itching mosquito. It feels terrible stopping it does. It does. So yeah, that was what we. We bought. We bought. I've heard. And, um, this is for something that was at a camp that was biting my ankles. But if you put nail polish, a clear nail polish over top, it'll stop me from feeling like itching. It also, I almost think that could lead to skin cancer. Probably was not. I. I also said that how you know when your hose had a run, Panty hose had a run. And you put that on sometimes you look like a wubble. But it's stuck. Middleware. We have very strict schools. We had to wear pantyhose. Pantyhose. There's nothing I hate more in this life than a panto. Than a pantyhose that has some bunny o. Maybe I have sweaty feet. We do. We do. I have a pantyhose. And a flat was a recipe for the smell of corn chips that came off of Heather's. And I don't even want to admit it, but I hated wearing panto. It was so funny. On the way to church, my dad be like, who has her shoes off the fancy? I have sweaty feet. Palms. What am I supposed to do about it? So then you can wear these pantyhose 1. Ecology absorbency 0. Yeah. The ability to retain smell 100. Yeah. And so you can't get any high that's worth the pantyhose for. Why is that considered modest? So you can't see your buck. So I'm not sure. I don't know. So then you say, can you get a knee high? Unless you like that Victoria secretary model. A knee high is going to. I mean, it is an ankle height without time behind it. So then you get these runs and panios. I don't know. The price of pantyhose is ridiculous. Pantyhose was okay. Pantyhose used to be popular in the grocery store. They had like a pantyhole jar. Yeah. And you're like. Like, it looked like an egg should be in there, but there was a whole pantyhose in there. Two legs in an opening. Maybe pantyhose give you a t tan. I don't know. But your arms aren't tan. I don't know. So why is a modest leg Tan as the pantyho. A little thread of this fragile fabric would snap. It would create a massive wrap. A run. A run. And it was run. So you put your. It would run away. Yeah. No polish at the top and the bottom of the run. And would just leave you a giant hole in your leg. And you would just be like, I. I hope people know. The process was hard. And how I got here was against my will. Oh, pantyhose. I have pantyhose pts. When was the last time you wore a pantyhose? That last time I fixed the final run. I just really. Somebody would be like, you have to wear the pantyhose. And I'll be like, whatever we're doing, I quit. The pantyhose as you wore it. Let's say you wore it through a two hour church service standing up and down saying the pantyhose elongation. Okay, here's what I'm talking. And. And if you have your kids listening to this, turn the board, tell the boys to not pay attention. The gap in the area up there, it was ever working its way down until the kids. The Pantyhose came out 5 inches. It wanted to always be 5 inches long. Why are you riding up? Why are you always riding down? Why didn't you make. How can a pantyhose be one size fits all? That's what I want to also. But here's the thing. The band around the belly area was like, I'll dig into you. Oh, it was going to, but it did not stop the whole thing from working out. Down. Yeah. The groin area was long at the end. And then you pull them up way high. Then everything. Go to the bathroom. You're working it down like a pair of pants. Sorry. Little tan around. Your thing about a pantyhose, I don't understand it. I would like to talk to the manufacturer and say, what marketing genius did you do? Pantyhose business happened to them and they're quitting. They're hanging up the old pantyhose. The pants. Pantyhose are being hung up in the closet. Runs and all. Run them out of business. All right, thank you guys for tuning in. We'll talk to see you next week. Now maintain your smile. So when I turn off the YouTube video. Oh, mine's already gone, girl. When? Oh, long, long time ago. When I put my hair up, it was over. I'm sorry. Look at that. Usually I wait for you to point, and then I find that and cut it out of the YouTube video. Oh, and I put my. My hair up and take my glasses off, you know, it's over.