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Recently, I’ve heard a few wedding professionals comment to me that they already have a business plan or that they did their plan years ago.

I wonder, “YIKES!  Have you stopped planning for your business?  I sure as hell hope not!”

The day that you stop planning for your business is the day that your business is done.  The business plan is a constantly evolving mechanism.  It is a living and breathing document.  As your business changes, as you grow as a business owner, your business evolves.  You must be reviewing your business plan every 6-12 months.  You must be revising, restrategizing, editing, and rebuilding.  You must find new things you want to do.  You must define new goals.  You must reexamine your branding.  You must tweak your sales forecasts and your expense budgets.

You must plan or your business is dead.

Don’t believe me?  Read this post on Palo Alto Softward and their never-ending 22-year-old business plan.

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Lately, I’ve been a little shocked by people’s email and telephone protocol.  What seems to me as something so simple and straightforward does not seem to be the case for everyone.  I’m going to preface this post by laying down a few assumptions:

• I believe in setting boundaries.  No one should be answering email and phonecalls late into the night.  I also believe in keeping weekends.  It is OK to not respond to email on Saturday-Sunday.  (Or Sunday-Monday if you work on Saturdays.)
• There are days that our job requires us to be out of the office: meeting with clients, at site visits, at networking functions.
• We all get busy and there are days where we are bogged down and can simply not respond to everyone’s inquiry.

Let’s address a few HUMONGOUS CORRESPONDENCE OFFENSES:

Not responding to email in a timely fashion

Email MUST be responded to within 24 hours.  Here are my rules for ensuring his happens:

• I quickly scan my email for personal and business.  Personal email usually requires a little more time and thought.  My friends, fortunately, do not require a quick response.  Business correspondence does.
• At the end of my workday, I check my inbox to make sure every single business email has received a reply of some sort.
• If I do not have an answer or need more time for an email, I simply let the sender know, “I’ll get back to you before the end of the week.”
• I archive and file all email once responded to.  My inbox has only “open items”.

If you have trouble, organizing your email and keeping everything straight, you may need to set up folders and filters.  See this post on setting up your email inbox.

Like I said, there are days that we have maxed out on our responsibilities as business owners and we must prioritize.  Some times email must play a second fiddle in order to fry the bigger fish.  This is completely understandable.  The problem is when poor correspondence becomes the norm.  Not only are you sacrificing potential business, but also you are sacrificing relationships with colleagues.  You are sacrificing your image and your brand.

Responding to a phonecall with an email

I’m not a big phone person.  I prefer email because I’m very visual.  I need to see something in writing for it to truly set in.  It also creates an easy reference for me to take action in the future.  I know many wedding professionals agree.  Planning a wedding is an intricate web of many little pieces that are nice to “see”.

There are times, though, that a phonecall is necessary.  And, usually a phonecall is made when something is urgent and/or very important.  If I’m calling you, do not email me back. There’s a reason I phoned you.  Just like with email, ensure that you have returned every voicemail at the end of the day.

Now… there is only ONE reason a phonecall should receive an email reply and that would be if you want to set up a better time to talk by phone. There are days that I simply cannot take a phonecall.  I understand this.  Typically, I schedule ALL phonecalls if I can.  If you receive a phonecall that you cannot take and it is NOT urgent, then a quick email asking to schedule a time is appropriate.  Again, make sure the call is not urgent or this defeats the purpose.

Phone = Urgent
Email = Not Urgent

Please respond to phonecalls with phonecalls.

Not setting an “out of office” responder

I am a HUGE fan of the “out of office” auto-responder.  You should be setting this on your email any time that you cannot or will not be responding to email within 24 hours. If you have the slightest doubt that you will be able to respond to email, just set the auto-responder.  This is a great habit to establish.  Here are some examples of when to use this:

• Out of the office for site visits
• Away from your desk for client meetings
• At home with your kids for the day
• Have family visiting from out of town
• On vacation or business travel
• On the weekend (especially if you take an “unconventional” weekend such as Sunday – Monday)
• You are simply too swamped to respond to email

The last point is VERY important.  If you are slammed with work, you need to let people know.  Otherwise, you look irresponsible.  If you cannot take any more business and don’t plan on responding to inquiries for some time, please let people know: “We are booked through the end of April.  We will be meeting with clients beginning May 1.  If you are interested in setting a time to meet, reply with your May availability.”  If your heavy workload is confined to a short window of time, let people know, “I’m in the throws of invite assembly!  Woohooo!  Please know that I’ll be in touch with you within 72 hours and not a minute more.”

The auto-responder is awesome for giving you breathing space.  It allows you to work on email when you can best respond.  Not only does it curb the expectations of the sender, but also allows you to be present with your other commitments.

How about you?  What are your correspondence pet peeves and what are your solutions?

The Simple Plan on March 29-30 will take place at:

Cafe Deluxe
Cleveland Park
Near the National Cathedral
3228 Wisconsin Avenue, NW
Washington, DC 20016

For those of you who follow me on Twitter you’ll know that the way to grab my attention is to start chattering about food.  (“Did someone say cheese?”)  And, I cannot wait to taste the deliciousness that I am seeing on their menu.  The staff and crew have already been nothing short of amazing to Kelly and me.  This is a workshop marriage made in heaven.

For tickets and information on The Simple Plan visit Eventbrite.

We recommend the following nearby hotels:
Omni Shoreham Hotel – 202-234-0700 (rates starting at $198)
Savoy Suites Hotel – 800-944-5377 (rates starting at $179)
Holiday Inn Washington DC – Georgetown - 202-338-4600 (rates starting at $158)
Days Inn Washington DC – Connecticut Ave – 202-244-5600 (rates starting at $139)

Cafe Deluxe is near the Cleveland Park Metro Station.

Can’t wait to see you there!

What are you best at doing?

What work do you prefer to do?

Ask yourself these questions at least once a month until you feel you’ve defined your niche.

You must learn to differentiate in order to truly compete in the market.
You must be different.
You must have a unique niche.

This differentiation can be revolutionary, but it doesn’t have to be.  However, you MUST offer something different.  McDonald’s was not the first fast food restaurant.  But, Ray Kroc was able to introduce a new system by which his restaurants were run.  And, he was able to sell this formula time and time again until he had started the first franchised network of restaurant chains.  What he did with McDonald’s was completely different from anyone else at the time.

I love this post by Sean Lowe, author of the blog The Business of Being Creative on changing the game.

Be DIFFERENT.

For more wedding business insights… read our sage declarations.

What I’m REALLY loving is her latest venture: Get The Party Started, a party for 8 in a box.  Stephanie has married her experience in the kids accessory world with her party planning expertise and created this super cute collection of party accoutrements.  Custom, fun party meets convenience and affordability!  I’m posting some photos below… loving this!  And, I can imagine that they’d make a super fun addition to the “kids’ table” at a wedding.  I’m a busy mom… I’m gonna be needing these!

Stephanie Frazier Grimm
Owner, Couture Parties
Newport, Rhode Island
www.coutureparties.com
Established 2008

Why did you start your business?

Couture Parties is actually my second business! My first business, Mama & Bambino (designing baby accessories) I had sold in 2007 while I was pregnant with my second child. I had always planned weddings and parties for friends and family. Then I started planning them for friends of friends, and realized hey, I should make this my full time job! I have a visual merchandising, fashion show production, and retail background, so I get to apply these skills to party designing and planning (while still being available to my children and husband). Also, seeing smiling faces when people walk into their wedding or party has got to be one of the best feelings! So in May 2008, Couture Parties was officially launched. This year is the launch of my third business, which is called, Get the Party Started by Couture Parties. It is a themed kids party for 8, in a convenient box mailed to your doorstep or found in your local kids boutique. I was getting emails and calls that people loved my work but couldn’t afford for me to design their kids party, so I thought this would be a great outlet for me to share my designs at an affordable price.

What book do you recommend to new business owners?

For myself, my parents were my biggest resource on how to start a business and succeed from the bottom up. I grew up watching them turn their small roll off container business into a larger corporation and a leader in their industry. A book that I recommend would be Mommy Millionaire by Kim Lavine. This book is great because it is a true story how a stay at home Mom wanted to make her product a household name, and she describes all the resources (and mistakes) she made along the way. If you are in the “creative business” I recommend Sean Lowe’s blog the Business of Being Creative. He reassures us that it is ok to be paid for your creativeness, and accept that you deserve to be paid for a talent.

Do you have any cool goal-setting tips to share with us?

I like to set small goals for myself as well as large ones. You get the satisfaction of accomplishment, (with achieving the small goals) but also have the desire to work harder with every little accomplishment. Some people may look at this as greedy, but if you do not challenge yourself you may never experience different opportunities, getting out of your comfort zone sometimes is ok For every ten no’s, there will be one yes….and that is what I strive for. Also a hand written to do list is great, because when you see something crossed off you feel excited to get to the next task! (That is the visual in me

What do you find to be the biggest challenge as a business owner?

My biggest challenge has to be having to many ideas and wanting to apply them all at once. I am always coming out of the gates running, and I am learning that slow and steady wins the race. I also have learned I have to surround myself with people that have the same work ethic as I do, because when I don’t, I set myself up for disappointment.

If you were starting your business all over again, what would you have done differently?

Honestly, I am happy with how my businesses were started. I may have had a little head start because I grew up watching my parent’s triumphs and accomplishments. My advice for anyone starting a business would be, if you are passionate about something you will find a way to make your dreams into a reality. You have to enjoy what you do and expect some down times, but take it as a lesson learned and try it again, but with a different approach.

Thanks Stephanie!

Want more great reads?  Check out our book list!

Is there someone that you think is AWESOME in the wedding industry?  Tell us about’m!

This is the conversation that Lili and I had this morning.
Lili is 2.25 years old, going on 92.

Lili looks up at my books on a shelf and says: “Mommy, I want those books.”

Me: “Oh Lili… you have to be old to read those books.”

Lili: “I want to be old, Mommy.”

Me: “Oh no, Lili… stay young… you don’t want to be old.”

Starting to cry, Lili whimpers, “I want to be old, Mommy. I don’t want to be young. I waaaant to be OLD!”

So many things ran through my head…

For one, this child has a very old soul as it is… there are days that she seems older than me.  I wanted to bundle her up in shrink wrap so she wouldn’t grow.  I wanted preserve every little ounce of her as she is.  Secondly, as I’m entering my mid-thirties, I do waver on being that cliche… the 34 year-old who wishes they were 25.  I try not to be that cliche, but some days it just is.  I wanted to tell her, “Lili… you will be my age someday and look at your daughter and wish you were 2.”  We all want to be older… until we get there… and then we want to be young again.

And, then I had one more thought…

We all want to get *THERE* faster, don’t we?  We all want to get to that next point in our lives where everything is “better” or “more successful” or “amazing”.  That desire never ends.  There isn’t much difference between the two year old wanting to be “OLD” and the business owner who wants to build an empire overnight.

Life doesn’t happen like that.

It takes time to grow up… time to grow a flowerbed… time to grow a business.  It takes dedication, and discipline, and practice, and hard work.  There are no short cuts.  And, if you enjoy the journey… STAY PRESENT… you’ll have a good time along the way.

My advice for you, is the same as it is for Lili… enjoy all of these days on  your journey… it’s fun to be “old”… but I truly enjoyed what I went through to get here.  And, my growing hasn’t stopped.  I’m still learning.  I’m still fine-tuning.  I’m still practicing.  Growth is never-ending.

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You know that feeling of exhilaration that you feel as you are on an airplane on your way to a relaxing vacation?   It’s that feeling of excitement, exhaustion, euphoria, relaxation… all bound together. Why is that?  Yes, you are going on a very much-needed vacation.  It’s a feeling that is based not only on the fact that you are taking time off, but also a feeling of completion.

Chances are that you have spent the last several days getting everything in order.  You have crossed your t’s, dotted your i’s, signed the last check, sent out proposals and contracts, sent the last email, cleaned your desk, put up your out-of-office email response, and shut down your voicemail.  All of the loose ends have been contained.  And, gosh darnit… doesn’t it feel AMAZING?!

This is a concept that David Allen talks about in his book, “Getting Things Done”.  The idea is that in order to truly live at peace, you should be containing all your loose ends (he calls them “open loops”) every day.  I recommend you read the book to get the skinny on how to do this.  His easy tools and tips require about a day to set up.  It’s easy as pie.  And, it can revolutionize your work flow.

Yesterday, we talked about doing a monthly review of your business.  This made me think of David Allen’s concept.  Wouldn’t it be great to have that “on vacation” feeling every weekend?  (I’d love to have it every day, but I’ll settle for the weekends.)  Now… I know that MANY/MOST of you work on weekends… (darn those people for marrying on a Saturday!)… I’m going to be realistic and say this isn’t possible EVERY weekend.  BUT, you need to define your boundaries and make sure that you are creating pockets of time off in your schedule or you will burn out – and fast.  If you work on Saturday, take Monday off.  If you have 3 weddings in 3 weekends in a row, make sure the 4^th one is off.

So, here is my challenge for today… pick a weekend (or a day) to have that “on vacation” feeling… it could be this weekend, or the following.  On the day before your “weekend”, spend two hours doing the following:

• Quickly, spend 15-20 minutes cleaning your desk.  Remove all papers and files.  Put everything “out of place” into a pile onto the floor.  Wipe and clean your desk.
• Repeat for any other countertops or shelves that collect your “random stuff”. Put everything “out of place” into a pile onto the floor.
• Make 3 file folders (or boxes) labeled:
  • Now
  • Projects
  • Filing
    Note: These are temporary so don’t over-think this process.
• Start a to-do list with 2 categories:
  • Now
  • Projects
    Leave this list blank until we get to the next step.
• Let’s go through the “out of place” pile on the floor.  Grab the pile and do the following:
  • One by one, grab each item, spend 2 seconds and decide:
    • Is this something I need to take care of now before the weekend?  (Limit yourself to very few of these – max 5.)
    • Do I need this to complete a project?  (These are projects to be worked on next week.)
    • Do I need to file this for future reference?  (This is an item that is not actionable, but you might need for reference in the future.)
  • As you are working through each item, file them in their folder.  Add the “now” items to your to-do list (remember, you should only have a maximum of 5).  Add the “projects” to the list.
  • Take your 3 file folders and find a place for them.  With the exception of the “now” file, you will be revisiting the “projects” and “filing” folders after your weekend.
• Open your email account.  Similar to the “out of place” file, go through your email inbox like this.  (If you have 988 emails spanning back to 2004, then do this with the most recent emails that can still be actionable.   The rest of your 900 emails deserve another blog article.)  Decide:
  • Now items: address immediately  (don’t dilly-dally, just do)
  • Project items: add to your to-do list
  • Filing: File away in archive folders in your email account
• If you have any phonecalls you need to make, make them.
• Review the “Now” list and “Now” folder.  What are those 5 things you HAVE to do before you can enjoy your weekend?  Do them.
• Do your “things” start to feel a little more under control?  Does your desk look nice?  Is your email a little more managed?  Time for the BRAIN DRAIN! Grab your to-do list and sit at your clean desk.  Go through the following categories of your life and grab any “loose items” from your head:
  • Personal: your, your family, your friend’s needs
  • Clients: any open items to be resolved next week
  • Business: any goals and plans you need to work on next week
  • Other: anything racing through your mind that you need to do

You should feel much more euphoric now… and ready for that “on vacation feeling”… enjoy the weekend!

Want this is in a handy-dandy download?  Print it out and put it on your calendar for Friday!  Download here: Sage Wedding Pros On Vacation Feeling. Find other downloads by clicking here.

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Are you working ON your business, not just IN your business?  I ask this question a lot because as small business owners daily operations can bog us down and we don’t stop to think about our company on a grander scale.

I encourage you to set aside one day a month for a MONTHLY REVIEW.  However you schedule this in, make sure that it’s on your calendar for EVERY MONTH.  I like to do the last Friday of each month.  Make this an intention for the next 10 months of the year.  Consider this an appointment with yourself and your business. This appointment is as important (if not more) than a consult with your best customer.

If you didn’t do one for February, do it this week. Mark your calendar right now with 3-4 hours to spend ON YOUR BUSINESS.

In the monthly review, complete the following:

• Read your company mission statement.  Are you living your mission?  (If you don’t have a mission statement, spend 20 minutes drafting one.)
• Assess your niche (the special thing that makes your business different).  Are you working with clients that are true to your niche?  How can you better attract those customers?
• Review your sales plan.  Are you meeting your quota?  If not, what can you change to increase sales?  How can you better promote your business?  How can you sell better?
• Review your networking plan.  Are you meeting other wedding professionals?
• Examine your advertising.  Are you making a return on your investment?
• Examine your expense budget.  Are you spending too much?  Are you under budget?
• If you have employees or contract workers, assess their contributions to your company.  (You should have a quarterly, bi-annual, or annual review with them.)
• Review your goals for the year:
  • Are you working to achieve them?  If not, how can you improve?
  • Have you completed your goals?  Are there new ones you want to add?
  • Look 5 years into the future.  Are you working towards achieving long-term goals?
• Review your intentions for the year:
  • Are you living them?
  • Do you need to reassess?

What else?  Share with me!  What do you like to examine in your monthly review?
Get in the habit of doing good things for your business. It will pay off in the long run!

Want this in a FREE DOWNLOAD… click here: Sage Wedding Pros Monthly Review.  Find other downloads by clicking here.

Photo Courtesy of Junebug Weddings

It’s somewhat difficult to remember what it was like when I made the big leap into entrepreneurialism.  It was 2004 when I left my job to start mmm… paper, my wedding invitation company.  Lately, I’ve been trying to remember what that felt like.  I’ve been meeting so many new business owners and I want to put myself in their shoes.  I do remember it being scary and exciting all at the same time.  But, I’m trying to remember what was going on at the core of who I was at that point in my life.  How did it all evolve?

I find it difficult to remember what I felt when “Making the Big Leap” because as a business owner, the scariness and the riskiness never go away.  These things just change from year to year.  I’ve learned to live with the nerves.  And, the butterflies fire me up every day to do exciting things.

In hindsight, it’s ironic that I ended up as a business owner who lives every day with risk.  I used to be much more “practical” when I was young.  When I started college in 1993 I purposefully chose a career in accounting because it was sensible and stable.  In my heart, I wanted to be a filmmaker, but I thought the instability of that industry would drive me crazy.  In my junior year in college, I went through a huge heart-churning break-up that made me reassess a lot of my decisions.  I learned two powerful lessons that year that guide a lot of my current day decisions:

• Life is not “stable”.  And, that’s OK!  Nothing is a given.  Don’t take anything or anyone for granted.
• Be present.   Embrace everything that you have today.  Enjoy the ride.

That break-up was the best thing that could’ve happened to me because I stopped being scared of uncertainty.  In fact, I learned to enjoy it.  It’s when I first started to question my very “practical” career choice.  I continued on and got my degree in accounting, but I knew deep down that it was truly not for me.  I went through a few careers turns until one day I came to the realization that I had to do what I had to do.  I had to start my business.

It was then that I felt very powerful knowing that:

• I would never starve.
  This seems silly, but I think I always was scared of not making money as a business owner.  Once I realized that I was in charge of my earning potential, I felt very powerful.  No matter what happened, it was up to me to earn my income… and for that reason I knew I would not go without.  That was a very strong realization.
• I could always go “back” but I only had one chance to go forward.
  If push came to shove and I did not make a success of my business, or did not enjoy business ownership, I could go back to “the workforce”.  It might take me time to find a job, but I would not be unemployed (or starving) for a lifetime.  This still holds true today.
• I could go in any direction as long as I was open to the journey.
  As a small business owner, I knew that I would start my stationery business but that it would somehow lead to many wonderful paths. I wasn’t sure of those paths, but I was looking forward to the journey. (Wow – was I right!)  I co-founded Get Hitched Give Hope in 2008 and last year, Sage Wedding Pros. What’s next?!
• People do not regret action, they regret inaction.
  Look back on your life… do you regret the choices you made, or the ones you did not make?  I regret not having done a semester abroad in college.  I don’t regret any of the good or bad decisions I made in life.

So, I left my job in 2004 and started my business.  Big Leap taken?  Check.  But it didn’t stop there.  I swear to god I sweated bullets over the decision to pay for my first online ad in 2005.  $100/month was a lot to a little guy like me.  And, then I did it.  And, boy am I glad.  That ad brought in 70% of my sales that year.  Next risk was paying for a booth at The Seattle Wedding Show in 2006.  WOW. It was scary to part with $750 for my teeny-tiny booth.  That booth brought in 40% of my sales in 2006.

You see where I’m going with this?  The scariness doesn’t go away.  You just get better at dealing with it.  And, you actually start to thrive on it.  Once you make the big leap, every day is a series of little jumps.

“Wedding stationery design found me, and I’m so happy it did, because it truly was Love at First Invite for me.”

It’s a love affair with paper!   It’s a love affair with design!  You can see it Cathy’s work.  You can see it how she talks about her craft.  And, for those of you that are reading this… afraid to take the big scary leap… do like Cathy… and “push past the uncomfortable/scary part and get through it.  I always come out on the other side with a new outlook.”  I LOVE THAT!

Cathy Olson
Owner of Love at First Invite & Love Inspired
www.loveatfirstinvite.com
www.love-inspired.com
San Diego, CA
Established 2008

Why did you start your business(es)?

All of my life I’ve been an artist, but I’ve always been searching for that medium that was “the one” for me. From a young age I was in drawing classes, watercolor classes, photography classes, sculpture classes, animation classes, you name it. In graphic design and web design I finally found my medium. After getting my Bachelors in Art and Design, I got a job at a hip design studio in downtown San Diego. I was liking it, but it wasn’t until designing my first wedding invitation that I truly found my passion – Love at First Invite. I looked around at custom wedding stationery studios only to find their prices were much too high for the average bride to afford. I then set out on a mission to bring custom wedding stationery to all engaged couples, at all price points, because everyone deserves to have their stationery totally and completely reflect them as a couple and their perfect day. Once I began meeting with people both deeply in love with each other, and my work, I was hooked! I opened my own studio and have never looked back.

The beginning of this year I also started up Love-Inspired, to bring together my knowledge of corporate print and web design, with wedding industry design, in order to help Wedding professionals create effective and relevant branding materials to help their businesses grow and reach more clients. Working with other wedding professionals has been such a blessing to me. These folks are my kindred souls and I am amazed by all the talent I get to see everyday in them.

What book do you recommend to new business owners? Why?

Now, I am really into reading business books. It’s one of my most favorite things to do in the whole wide world. But the very first one I read, still to this day, had the most impact on me. I am totally, forever, and always in love with this book for its humorous and complete insights for women creatives trying to bring their dreams to the world. This book gave me the courage, strength, know-how to go out on my own, quit my 9-5 and follow my dreams. It’s called “The Boss of You: Everything A Woman Needs to Know to Start, Run, and Maintain Her Own Business” by Emira Mears and Lauren Bacon. I really can’t say enough about this true gem. It’s got advice from just starting out, to staying in business, and everything in between. These ladies are my heroes and I’ll forever be changed by this book.

Do you have any cool goal-setting tips to share with us?

To me, it’s always about having that high-level plan. I hear a lot about making small, attainable goals, but I also feel it’s soooo important to dream big. What would you do if all of your wildest dreams came true? What are your wildest dreams? What’s keeping you from pursuing them? Figure out your obstacles and overcome them anyway. I find that whenever I encounter something hard to do, or something super scary, if I push past the uncomfortable/scary part and get through it, I always come out on the other side with a new outlook. #1 It never was as hard as I imagined it to be, and #2 amazing things start to happen that I never could have imagined! It’s those times in life that require a little irrational thinking and a lot of faith that really make a difference. Start big and make big goals! Then take leaps of faith to make those happen.

What do you find to be the biggest challenge as a business owner?

I find that the biggest challenge to a business owner is to “Accentuate the positive, eliminate the negative, latch-on to the affirmative, and don’t mess with Mister in-between.” It’s a cute song, but has a very important message to tell us. It can be hard sometimes to block out negativity – whether it be from a family member, friend, message board, client or even yourself. Negativity, stress and worry are completely unproductive and do nothing to help us reach our goals. I practice “letting go” and giving things “up” when I start to feel negativity creep in. Surround yourself with positivity and things that de-stress you – whether it be music, a candle or scent, colors, certain photographs. Stay around positive people and dwell on positive feedback. Keeping in a state of gratitude keeps us grounded. Some keep journals to keep track of all of the things they are grateful for. A good friend told me, positivity is like soil, water and sunshine to the soul! We begin to grow!

If you were starting your business all over again, what would you have done differently?

If I had it to do over again, there are a few things that I could have done to make it a little easier on myself, but it’s always a learning experience, and it was my path to take. But… if I was giving advice to myself two years ago, I would say, don’t be afraid to get help when you need it. It’s okay to give up control sometimes and trust others. And… enjoy the ride!

Thanks Cathy!

Want more great reads?  Check out our book list!

Is there someone that you think is AWESOME in the wedding industry?  Tell us about’m!