How Do You Send Christmas Cards?

Do you love SENDING Christmas cards? I know you probably love touching people's lives with them, but do you love the PROCESS of sending Christmas cards? Me neither. Or at least that's the way I used to be.

You are probably aware that I have been using a tool called SendOutCards for awhile now. Last year, I sent 300 Christmas cards in under 20 minutes. That's not an Ecard but a real physical card, printed stuffed stamped addressed and mailed through the US Postal service.

Just the other day, a friend of mine sat down and created a video where He sent 100 cards in under 5 minutes. Want to see how he did it? Here is that quick video: http://screencast.com/t/MjFhN2VjMWI
Crazy, huh?

So here is my early Christmas gift to you. I am going to give you TIME! Time is the one commodity that can never be replaced. Money can earned again, clothes can be bought again, but time can never be regained. Well, in this busiest time of year, I am going to give you precious hours and probably save you money at the same time.

How? Most of us spend Hours if not days doing our Christmas cards. They get more and more expensive, take more and more time to produce and so we send fewer and fewer cards.

Well, I have teamed up with SendOutCards Senior Manager John Riding and Executive Everett O'Keefe to put on a fun, lively Christmas Card webinar THIS THURSDAY at Noon. If you can make it, it will be worth your while because we will show you how to add hours of extra time to your holiday season and feel great about sending out your holiday cheer with very little effort and lots less expense!
Register right here: https://www1.gotomeeting.com/register/846310641
Use Registration code (24238)

Even if you can't make the time slot, register anyway, and we will send you a link to the recorded webinar! Yes, that way you can watch it whenever you like!

So register right now at https://www1.gotomeeting.com/register/846310641
Make sure you use Registration code (24238)

See you soon!

P.S. Want to be the hero at your home or office? Share this email! Or post this link (https://www1.gotomeeting.com/register/846310641) on your Facebook, Twitter, LinkedIn, etc. Your friends, family, and coworkers will thank you!
Make sure you give them this Registration code (24238)

An Easier Way to Send Cards?

Things have been really happening at SendOutCards. The annual convention was a little over a week ago and there were several great announcements. The most radical and potentially important one is that joining and using SendOutCards system has just gotten easier.

SOCBox was introduced as a cost effective way to become a sender of cards. SOCBox is SendOutCards' first-ever retail product. It gives users access to a SOCBox card sending account and comes with the first 10 cards for free! After that, each card is $2! This includes the printed card and postage in the US, Canada or Australia.

The cost of the SOCBox is $49. This includes a license for the system at$29 and 10 cards at $2 a piece. Compare this to the average card cost at your local card store PLUS postage and you can see what kind of deal this can quickly become.

While this is not a full featured SendOutCards account, it does provide access to the catalog of over 15,000 cards as well as create your own picture cards. It's also easy to upgrade to a full featured SendOutCards account.

One of the neatest thing about SOCBox is the ability to earn money by hosting your own SOCBox Home Parties, or becoming a Distributor and earning residual income on every card and gift sold in your organization.

Contact me if you would like to learn how you can get a FREE SOCBox.

Do You Follow Up With Your Customers?

Do You Follow Up With Your Customers?
Do You Even Know Who Your Customers Are?

There is not a business alive that can succeed without sales. That is how revenue is driven. I don't care what your business is. You have a product, or service, and your success is driven by how well you deliver that product or service to your clients or prospects. Do you know who your customers are? How do you follow up with them?

It doesn't matter if you are in a traditional sales oriented business like car or insurance sales, a retail shop like a Beauty Salon or Book Store, a professional like a CPA or Attorney, a Realtor or Mortgage Broker, you cannot exist without customers. How do you follow up with your customers?

You also cannot exist without the assistance of other, third party companies. There are others who provide essential services to you as you do your job. Some of these are essential to your success, others provide services upon which you rely upon. Do you know who your key partners are? How do you follow up with these key people?

Even within a large corporation or government entity, there are people without whom your job would not exist. The payroll department is reliant upon every other employee. Without them their job would not be necessary. The Insurance claims analyst has an external client (the policy holder), and many internal customers (all of the other employees whom he or she works with on the policy or claim). Do you know who your customers are? How do you follow up with them?

My point is that every one of our jobs is reliant upon the assistance of others. Whether it's the end customer who uses our product or service and pays the bill, or the various co-workers or vendors who help us do our job in order to satisfy the end customer. Our success is tied to how we respond to others and how they respond to us.

I'm a mortgage broker as well as a referral marketing coach. I have an end customer, the homeowner who is looking to purchase or refinance. But in order to do my job, I am reliant upon a variety or internal co-workers, a wholesale lender with who knows how many people influencing my loan, an appraiser, possibly a Realtor, inspector, Title & Escrow company, and possibly verification of income, rent, assets and who knows what else...

While it's easy to say I have 1 customer, there are a lot of people reliant on me and that I am reliant on to get the deal done.

Here is how I followup with my customers and key partners.

I have found that it is always better to be proactive and nice in order to get new clients and loans through the system. This takes more time, but the payoff is worth it. It also helps to have a system to spread that honey.

I use a combination of high tech and low tech services to bring in new business and facilitate the work flow on existing business.

Here are a few:

• In Person: Usually best for cementing relationships, but most time consuming. You also need to be concerned about your appearance and that of your meeting place.
  
• Telephone: Also very good as long as you are a good listener and can convey your thoughts. I use my office phone, iPhone and RingCentral for fax and 800#.
  
• Internet: Great for attracting new clients and transferring information easily and effortlessly. I have several websites that allow prospects to find me, easily leave information for me to get back in touch with them. I use facebook, ActiveRain and twitter, as well as others sites to attract new clients and make my work easier. In fact, my mortgage and Referral Marketing businesses could not exist without the Internet.
  
• Email: I have a love hate relationship with email. I need it, but about 50% of what I get is SPAM. Chalk it up to my success on google... I have also found limited success using email to draw in new clients. It is to easy to leave a bogus email address or for a well intended email to end up in the SPAM folder. Trust me, it happens.
  
• E-Newsletters: I send out several e-newsletters and know that they work, but they also can easily end up in the SPAM folder or wear out their welcome.
  
• Personal Greeting Cards: Everybody loves a personal greeting card. We are bombarded with email, junk mail, bills... But when we get a personal letter or greeting card, we get excited. I use SendOutCards to easily, and cost effectively send personal greeting cards. It takes a couple of minutes to create the card, push send and it's printed at our factory, delivered to the Post Office and within a few days delivered to the mail box. I can even send a gift.

How do you followup with your clients? Do you know who your clients and key partners are?

What I suggest is to take a good look at your business or job.

• Identify where your revenue comes from. Who are your clients who bring you money or what were you hired to do?
  
• Identify the different steps involved in providing that service or attracting new revenue sources.
  
• Identify who else is involved in the process of assisting you in meeting the needs of that revenue source.
• Identify the steps where communication is best served and the method best for the situation. This should involve a variety of resources including personal visits, telephone, Internet, e-newsletters and personal Greeting Cards.
• Setup a plan and put it into action. It doesn't have to be complicated. Just intentional.
  

If you would like assistance in this, please give me a call.

Larry

Kirby or SendOutCards???

Our door bell rang a few minutes ago. It was a young man going door to door for Kirby. I quickly informed him that we already have a Kirby, which we do, and he thanked me for my time. As he was walking across the street I started praying for him. You see, I've done my time as a Kirby salesman so I could emphasize with what he was going through.

Before he could get away, I grabbed the new SendOutCards brochures that I had just received and walked out to meet him. I gave him a brochure and a business card with instructions on how to send a free card, and asked him to call me if Kirby didn't work out. He asked what it was about. I briefly told him and showed him a few cards.

I let him know that I used to sell Kirby's in college. 1week in training, 1 week riding along with others, 1 week on my own and then I turned in my machine. I asked him how long he had been with Kirby. His respone. Three days.

He said that he would give me a call. We will see.

The point of this?

Everyone needs a vacum cleaner. But they don't need one that does everything and that costs a pay check. (The reason we have one is that I learned a secret. It's a great shampoo system and you buy the 1990 series for a couple of hundred from the Kirby Repair Shop).

You have to filter through a lot of people to find someone who knows they have the need for a vacum cleaner that does everything, has the money and isn't afraid to let go of it. Also, while Kirby is a great product, the sales force has a bad reputation.

Everyone sends Greeting Cards. Sometimes we look for expensive cards, sometimes cheap ones. Sometimes we have time to brouse the Hallmark cards isle by isle, sometimes we don't.

SendOutCards is an elegant, and cost effective, solution to a real need. Whether you buy from my online store, a retail outlet that you need to drive to, or set up your own store is up to you. You are not locked in by a large committment, unlike the Kirby... Me, I buy most of my cards from my store because of the convenience, cost and creativity.

My hope is that this young man will check out the website, send a couple of free cards and give me a call. If he has the guts to try Kirby, he will be extremely successful at SendOutCards.

How about you? Want to give it a try? Email me at nicetouchmarketing@gmail.com

HOPE is in the Cards

There is a movement starting in America to spread HOPE in the midst of our current economic crisis. HOPE IS IN THE CARDS is the brainchild of Russ Haan. Russ is a regular guy. He's a small businessman with a family and many of the same problems that we all face today. But he also realized that he was blessed with a loving family, a home and health.

What makes Russ extraordinary is the vision he has to see America get through these times by spreading the message of hope rather than sow seeds of discontent. In his own words:

"The premise is so simple:

What if every American sent just one letter or card of support to another American. What would happen? What would it do to our collective national spirit if the word HOPE was written on the back of every envelope?

You’d go to your mailbox and it would be filled with something besides bills and collections notices. It would contain HOPE. And better yet, you might even have a personal card or letter from someone saying THANK YOU or I BELIEVE IN YOU.

Those kinds of messages can do more than just make someone’s day brighter for a moment — they can change people’s lives.

So, I’ve decided to give this idea a try. You’re invited to join me. After all, we’ve absolutely nothing to lose, and absolutely everything to gain.

Please, spread the HOPE."

I've decided to join Russ and his movement in spreading the message of hope. SendOutCards has a very similar message. We believe in following the promptings of the heart to reach out and touch people with a heart-felt greeting card. We know the power of a card and the impact that this has on people. We've experienced it and have seen others experience it.

My goal is to send a card a day to encourage those I know or care about. With SendoutCards, this will cost me about $32 per month. Not a bad price to spread some cheer.

So, join Russ and I in spreading the message of hope. Look at what you have to be thankful for and help others to do the same.

If you would like to join us, here are a couple of links:

To learn more about HOPE IS IN THE CARDS and to let Russ know that you are on board and that her heard about it from me. Click here www.HOPEISINTHECARDS.org.

To learn more about how you can send cards for about $1 per card, email me at NiceTouchMarketing@gmail.com

Larry

Send a Postage-Paid Father's Day Card For Free!!

Yes, you read that correctly. For the next few days you will have the opportunity to send a FREE Father's Day card on me. There is still time to get the card in the mail, but you better not delay.

Send me an email at nicetouchmarketing@gmail.com and I will walk you through the process of sending a card.

So, I encourage you to spend a few minutes and send a Father's Day card to your Father, Grandfather, Father-in-Law, Husband or even your favorite mentor. Heck, you can even send one to me. I'm a father.

Enjoy and Happy Father's Day!!

Nice Touch and the Vacation Thank You

My family and I were up in Seattle over Memorial weekend and visited an old friend. They have a beautiful home on a small lake. We thoroughly enjoyed ourselves for the short time we were there.

As we left my wife mentioned that she had forgotten to take a Thank You gift, and that she had apologized to my friend's wife. I casually mentioned that we would send a Thank You gift when we got home.

We had taken some pictures of us around the campfire roasting marsh mellows and I created a personal Thank You card and ordered a box of candy through my SendOutCards account.

Here's a copy of the card I created:

This is just a small example of how you can use SendOutCards to reach out and touch your loved ones in a way that is unexpected and more personal.

If you would like to see how easy it is to create a card of your own send me an email and I'll walk you through it. nicetouchmarketing@gmail.com

Until next time.

Larry

The Power of a Card

I spoke with several people this week whom I sent a card to. One was a realtor who I sent a Birthday Card with his picture on it and another a Realtor who is quiting smoking. Both of them were surprised, touched and curious about how I did it.

The first one I pulled his picture off the Internet and placed it on the cover of the card. I also sent a gift box of goodies. He was touched and we will get together next week to go over the system. The card cost me $.93.

The second one I just found a pre-made card, similar to what I would have done if I was at the grocery store or mall. She was touched as it spoke to a felt need. he also is very impressed with he system. This card cost $.62.

These were sent from the comfort of my home and delivered within 2 days to their postal address.

If you would like to learn how you can make people feel better let me know.

The Surprise Birthday Card and Social Media

We have a lot of friends, clients and business acquaintances that we would like to send a Birthday card to if only we knew their birth day. In this post we will look at several new ways that are available through social media.

Of course, the simple way to get someones birthday is to ask. A simple question " Hey, I like to send Birthday cards out. What day and month is yours?" Don't worry about the year as that is getting personal and can make some feel uneasy.

But I'm also finding that Facebook and Plaxo are wonderful sources. Both have profile pages, and formats for sending an e-Birthday card. While e-cards are OK, I've grown leery of e-cards as there are a lot of viruses spread through bogus links.

Facebook is great as it is a tremendous gathering place. I use mine mostly for friends and is closed to the general public. The drawback to Facebook is that most people don't put their address in it. But with a little work you can usually find an address, even if only a work address. Again, asking for an address personally usually works as well.

Plaxo is great. It's purpose is to automatically update your contact record when you change it. Change your job or email address and it automatically alerts your Plaxo friends that something has changed. My Plaxo account is open to just about anyone who has access to my email address and wants to be included.

In the last 24 hours, I was alerted by both Facebook and Plaxo that 2 different Realtors I know are having birthday's this week. I entered their information into SendOutCards for their work addresses, downloaded their pictures off the Internet and made custom Birthday cards with their picture on the front. I sent a gift to one of them since I know him better.

It took about 15 minutes from start to finish and cost less then $2 for the card and postage. AND, I'm home sick. I did this in my PJ's.

Did I need to send the cards? No. Will I get anything out of it? Probably not. But, and this is the important part. I made their day a little bit better. Just part of loving my neighbor as myself.

Hey, How Do You Follow Up With Your Clients?

Believe it or not, this simple line is the best way to approach a business person about SendOutCards. Everybody has, or should have, some form of regular contact with their clients, business partners or prospects. But also, most people do not do as well as they should or could.

Here's some statistics:

48% of sales people never follow up with a prospect.
25% never make a 2nd contact.
12% only make 3 contacts.
ONLY 10% of all sales people make more than 3 contacts!!

2% of sales are made on the 1st contact.
3% are made on the 2nd.
5% are made on the 3rd.
10% are made on the 4th.
80% of all sales are made on the 5th to 12th contact.

So where do you fall in this?

I know that I am all over the map and I'm sure that you are too. I stay in contact with some clients and prospects better than others. But I also know that very few people, whether in my mortgage practice or SendOutCards, make the decision to do business with me on the 1st contact.

The Dilemma:

I have a lot of technology and systems.

• I have several websites that attract prospects to me
• I use the phone and talk in person or leave a voice message.
• I send emails and have access to 4 different e-newsletter providers, as well as 4-5 different email platforms to send email blasts or campaigns.
• I use several social media platforms that I use to inform and attract.
• I have a program that can send a custom letter out to a prospect and tell him/her how much of a loan they would qualify for and then send mass mailers out via USPS AND
• I have SendOutCards.

I don't mention to brag. In fact it's overkill and ineffective. Voice mails are rarely returned unless I have an established relationship. Emails often don't get past the SPAM filters and most correspondence from a mortgage company gets thrown away.

The Solution:

For me, SendOutCards is often an icebreaker, or door opener. Let's look at a couple of examples.

I spoke with a prospect today for my mortgage practice. They are looking at purchasing a home.

1. They found me on the Internet at www.PDX-Mortgage.com, and filled out a contact form.
2. They immediately received a email via auto-responder and I received a text message alerting me that someone had filled out the form.
3. He was immediately enrolled in my website's monthly e-newsletter .
4. I immediately sent another email much more personal and asked when a good time to call would be.
5. We talked soon after and he went back online to complete the application.
6. I also sent out a Thank You card via SendOutCards.
7. We talked again today and will most likely again tomorrow.

So, in the course of a couple of days, I had 6 unique touches via 4 different ways and he will receive my e-newsletter in a couple of weeks. In this situation, SendOutCards is more of a Nice Touch that will help to differentiate me from the next guy.

Here's another example:

I have a twitter account: www.twitter.com/NiceTouchMktg and www.twitter.com/Larry_Morris (follow me). When someone follows me I send out a canned response with a compelling question. Those who respond with a personal answer get a card if I can find an address and a tweet letting them know that they should watch their mail. I follow up with a phone call to a prospect who has been somewhat warmed up.

I just started this approach, so we'll see how it works, but I know it's far better than a blind phone call from some dude trying to sell cards.

Is SendOutCards necessary? Of course not. But it does something that none of my other touches can do. It bypasses most SPAM and JUNK MAIL filters. It gets opened. It catches people's attention. It is as creative as I want it to be.

Give it a try. What have you got to lose? Fill out the email request and give me your address. Let's see if it works.

Creative Baby Cards

Did you know that with SendOutCards you can create a custom Baby card easily from your computer?

Here's what I did.

A couple who are friends of mine recently had a baby. They posted the little darling on facebook so we could all marvel at how cute she is...and she really is.

I wanted to send a Congrats card, but also wanted it to be special. I looked through the SendOutCards catalog and found several that I liked, but still not what I was looking for.

After a few minutes of agonizing, I decided to create a card just for them. I went back to facebook and right-clicked on the most adorable picture that they had posted and saved it to my computer.

I opened up my SendOutCards account and went to the PicturesPlus section. From here I was able to create a custom Congrats card with their day old baby on it. Two days later, it was in their hands.

If you would like to learn how you can create custom cards for your special occasion, let me know. Larry @ NiceTouchMarketing@gmail.com

Is Seth Godin Right? Social Media Networking is a Time Waster.

Seth Godin, in a recent interview, gave his opinion on the validity of the size of your social media network. In his opinion, it's pretty meaningless if all you do is get friends/followers/associates/links or whatever.

A friend of mine, Ed Bisquera, who seems to be doing the Social Media thing right, posted the above link. While I don't respond to all links, this one caught my eye.

• It was from Ed, (a friend)
• It was about Seth Godin (an expert) and
• The Title was controversial. (There's a marketing lesson for you right there.)

In the video, Seth likens Social Media to a giant cocktail party. There's a lot of people who are in the same place, who have a few things in common, but only a few would really go to bat for you. In his opinion, and I would have to agree, it's not about how many friends you have on FaceBook or twitter, or associates on LinkedIn or ActiveRain, but about the relationships that you have with those people.

Liken it to the real world. I have thousands of people who I know and would call my friend or associate, but a much smaller number who I would really call a good friend, and only a handful who I could go to in a time of crisis, need or emergency.

That said, we shouldn't just throw Social Media Networking out as a waste of time. There is value if done right. If not, it can be a complete time waster.

I see Social Media Networking as:

• A way to let my existing friends know what's going on in my personal and business life in a fairly non-obtrusive way.
• A way to attract new, potential friends, clients or business partners.

But to use it to just sell products can be risky. You need to bring something of value to the table. That is either a slamming good deal, free product or advice, or you need to reach out and connect on a personal level.

I'm going to focus on the reaching out and connecting, as that is more fun and ultimately more meaningful.

For me, FaceBook is a relatively private portal. I only "friend" those I would invite into my house or life. It's a little more private. LinkedIn is professional and I will allow most anyone to be an associate. The same with Activerain, a Real Estate site. NAYMZ is mostly a place for me to bring it all together and get great SEO rankings. I also have a Reverse Mortgage marketing guru who has signed me up for a bunch more.

But let's look at twitter, since it's the rage right now.

I've been on twitter for about 1 month and have 634 followers. This is up about 50 from yesterday. Now many of these I have sought out as we have something in common, or I want to "draw them in" to promote my mortgage and SendOutCard businesses. I find it interesting., twitter is mostly about people talking and not listening. I reply to many tweets and am surprised at how few respond back. These people don't get it. They are making noise, and bringing relevant info to the table, but are missing out on a possible connection.

Depending on who you ask, it takes from 6 to 10 "touches" to turn a prospect into a client. If I respond to a tweet, I've responded to their 1st touch. If they respond back, that would be a 2nd touch. Each time we communicate we draw closer to having a meaningful relationship that could result in a sale, referral or just a friend.

Here's what I do. I use twitter as a fishing pond.

• I am looking at building a large pond of followers.
• I tweet relevant info (hopefully) about mortgage news, products or rates, as well as marketing through SendOutCards.
• I do have an autorespond for those who follow, but it's not about me. I ask why they followed. Those who respond get a response back.
• I reply to tweets that I feel are interesting. (Oh, I don't spend a lot of time reading tweets. Maybe 5-15 minutes a day.)
• Those who respond will get a "connection" card from SendOutCards if I can find a mailing address for them.
• That will most likely lead to a phone call and possibly a coffee meeting.
• From there who knows. But I've taken that "giant cocktail party" and turned it into a connection.

Ever exchanged business cards or phone numbers? Same idea.

The same can be done with ActiveRain, Naymz and any other Social Media site.

So, if you respond and give me enough info to find you on the web, you'll get a card from me...

Better yet, call me, and let's get together to discuss how I can help you maximize your Social Media networking with a "Personal Touch".

Larry Morris
503-421-0096
NiceTouchMarketing@gmail.com

Love Your Neighbor

Wow, talk about timing. Tonight at our church, Solid Rock, Jose Zayas spoke on the distractions that our sociaty and technology have created. We are more comfortable texting or emailing others then in actually speaking in person. Jose used Jesus words in Luke 10:25-37 to emphasize this. This is the story of the Good Samaritan, as well as Jesus word to Love God with your "all", and to love your neighbor as yourself.

Without my going into all of the theological and spiritual components involved, Jose found a way to marry technology and Jesus command to love our neighbor. He had us do a very simple and practical exercise to extend that love. We actually pulled out our cell phones in church and made a short phone call to whom ever God put on our hearts. Our task was to setup an appointment for a call later this evening.

I was sitting there in awe of what God was doing. Our congregation of who knows how many thousands in the course of 4 services made a lot of "touches" today. Who knows the results.

What amazed me the most was the timing of this message and my renewed involvement with SendOutCards. True, it could be easy to say that SendOutCards is just another way to avoid actually getting involved, but in reality, it is a perfect way to act upon those promptings that God gives us regarding others. A heartfelt card, followed up by a phone call several days later, can do wonders to fulfill that command to love our neigbor.

One heartfelt card sent at the right time, is worth more than a hundred casual emails or "hi's" in passing.

To me, SendOutCards is a wonderful way to start the day. I ask who I should send a card to today? Then I act upon that prompting.

My question to you? How are you going to respond to those promptings?

Weclome to Nice Touch Marketing - SendOutCards

I was first attracted to SendOutCards for 2 reasons.

1) I was constantly forgetting to send Birthday cards to my extended family. It didn't matter if I had them in my calendar with a tickler, I would invariably get distracted and forget to go to the store. I've sent e-Cards, but have become leery of opening them due to computer viruses.

I saw SendOutCards as a great way to not only get a tickler, but also to be able to immediately go online and either select a personal card from their catalog, or create a custom one from scratch.


This year we sent our Christmas cards through SendOutCards. I love creating custom cards and this year was no different. But I really look forward to next year. My Christmas list is already entered. I just need to tweak it, create a new card and push send.

2) In my mortgage practice, I am always looking for ways to give that Personal Touch to my clients, prospects and business partners. I've sent emails and e-newsletters only to have them end up in the SPAM folder, or to have people change their emails. I've sent regular mail with little hope that it would actually get opened, let alone read.

I saw in SendOutCards a unique way to reach out and touch my clients, prospects and business partners. I am finding that most people open the cards I send because it doesn't look like SPAM or Junk Mail.

I send Thank You, Nice to Meet You, and Birthday cards. I've even got a few campaigns set up to remind me to stay in contact throughout the year. It's not about impersonal automation, but setting up systems to make it easier to build upon relationships.

While SendOutCards has done this for me, what I didn't expect was the joy of sending an unexpected card and being told how much it impacted the receiver.

I've had clients call to thank me for the card, loved ones tell me how much my card touched them in their crisis and even had my 50th Birthday Roast interrupted during a mountain lake vacation by a surprise Birthday card and gift for my little sister. That was fun...

The purpose of this blog is to introduce you to SendOutCards and how to make it work for you. Whether you are just looking for a convenient way to send an occasional card, a sophisticated system for contacting clients, prospects and business partners or a business opportunity with a great opportunity for income, you will find something here. Hopefully, at some point you will join me in this wonderful journey of touching people's lives with a heartfelt card.

Let me know how I can help.