Marketing: Using YouTube to Humanize Your Brand

1. Introduction: I am so passionate about video concept for businesses because video is the most engaging form of concept. But it's like, where do I start? What's the best type of video to incorporate? How do I make sure I'm hitting all of the marks? That's what we're going to be covering in today's class. What's up beautiful people. I'm Erin and I am the owner of Erin On Demand. I am a YouTuber and entrepreneur who helps other entrepreneurs and companies take demand of their brands through video and content marketing. Today's class is all about using video content to humanize your brand. I'm going to be sharing with you some of my favorite types of videos to use, such as logs, educational videos, testimonials, and user-generated content. I'm going to give you some ways that you can use these videos in your business, as well as some of my favorite tips so you can make them as amazing as possible. Video is truly taking over the Internet. If you're not using it at this point, I really want to help boost your confidence to start using it today. Throughout class, I'm going to be sharing some prompts to get your wheels turning about your video content ideas. Feel free to drop your ideas or your complete videos in the project gallery. Feel free to use the discussion boards and share any struggles or questions you may have. I can't wait to see all of your video content. So let's get into it. 2. Humanizing Your Brand : Let's get started by talking about the power of video, and why you definitely need to be using it. Brands, big and small, should be creating video content because it is the most powerful form of content. Video really helps bridge the gap between you and your audience or your customer and even for me. Since using video in my business, I have seen incredible results with garnering an audience, and really helping them understand not just what it is that I do and what I sell but who I am. Because ultimately, that's the thing that gets them interested in my business. Video has really helped break down the wall between me and my target audience and target customers, and it really has just made my business feel more human. That is possible for large companies and corporations as well, making your brand feel more touchable or real to your target customers. Having diversity in the types of videos you use for your brand is really important because they all do different things. They don't all serve the same purpose. Some are going to be to help your audience get to know you or your company better, Some are going to be to help sell your products, or some are going to be to really inform and educate your audience. By using a mixture, you're able to touch on all of these different pinpoints or desires or interests of your audience to help bridge that gap between you and them. Let's talk some numbers, because I know that can be very valuable for marketers or professionals who are trying to figure out whether or not they want to use video or if you're trying to sell it your boss. Studies have shown that over 70 percent of people would rather learn about a product or service through video, and honestly, people don't really like to read so this isn't hard to believe. In my business, I've noticed that when I have a video on a sales page or on a web page, people stay on the page for a lot longer than pages that only have text. Studies also show that video content really helps people understand your product or service a lot better, and this can help generate leads and even increase the bottom line. I've seen major results using video in my business. Before I started using video, I had to pitch to different companies, sending them proposals, and really trying to prove myself and my expertise. But with using video and really sharing that with the world, I'm able to talk to thousands of people at one time by using video to share about myself and what I do and the services I offer in informing people to prove my expertise. I really want to share with you today how you can use all of these different forms of video, and why they are so important to getting the message of your brand out there. Obviously there are a lot of different places that you can post your videos, but I like to focus on YouTube and I'm going to share with you why. I prefer YouTube, and think it's the best channel for you to upload video content because it is a search engine. This is going to be very valuable when you are putting out your content in hopes of people finding you. With it being a search engine, this means that the content is evergreen, it has a much longer lifespan than a lot of other platforms. For example, if I post a video on my YouTube channel about Instagram tips to use for your business, and then Instagram goes through this major update in a month from the time I uploaded the video, people are on YouTube and online searching about Instagram, and with YouTube being a search engine, this is really going to help your video gain more traffic. Having that SEO with YouTube, unlike any other platform for video, is going to really work in your company's favor when you're posting video content to the platform. Just because I prefer YouTube, that doesn't mean that I only use YouTube, and that doesn't mean that you have to only use YouTube either. You can upload your content and repurpose different videos to different platforms that you prefer or see fit. I want you to go and look at some of your favorite brands or even some of your competitors, and see what their most popular videos are. This is going to be a great way for you to not only see the impact, but also see how you can get your wheels turning to see what could work for you. Up next, we're going to get into one of my favorite video formats to use of vlogging and behind-the-scenes videos. 3. Showing Behind the Scenes : This lesson is all about my favorite type of video content, which is vlogs and behind-the-scenes footage. Vlogs can be a form of behind-the-scenes video, but they have more of a storyline. Usually, there is character development or some buildup. Whereas behind-the-scenes videos don't have to have those elements, they can simply be video of what's happening behind the scenes. Vlogs humanize your brand because they put a face to it. They're people and it allows other people or your customers or clients to see that this business is run by a person. When I would share behind the scenes of different processes within my business or just different decisions that I had to make for my business, it helped my audience trust me a lot more. On top of the fact that they got to know me a lot better. The more relatable you feel, the more people trust you and the more people trust you, the more they're willing to engage with your business. Behind the scenes footage is also very valuable. It doesn't have to be in the form of a vlog for it have a high impact on your business. It is a great way to give people a peek behind the curtain of what's really going on. If you have a business or a clothing line and you take your camera to show as you're picking out different pieces or as you're pouring candles for your candle company, it allows people to just feel like they're a part of the process. That has a lot of value as well because they feel like they are watching your growth or they're watching something that maybe they shouldn't see like some exclusivity, but it just breaks down that wall between you and your audience. An example of a vlog or behind-the-scenes video on my channel is my vlog on how to make a vlog. I actually did a vlog showing people how I go through my vlog creating process. I shared lots of tips on using speed to make your vlog more interesting, how to transition between one scene to the next and how to use text on screen and how I like to really plan out my vlogs. This video isn't just informational though, I'm actually vlogging, so you're going through my day with me as I'm waking up, making breakfast, and doing work for the day, but throughout there I'm sharing little tip bits about how I'm actually achieving the vlog. Now I'm going to share some tactics on how to make some really engaging vlogs and behind-the-scenes videos. First of all, you have to plan your vlogs, especially when you're just starting out. I know vlogs seem like they're off the cuff, but to have a really good, strong, engaging vlog, it does require some planning. It is not a fun place to be in when you're speaking in front of the camera, but you don't really know what's to come. Not only is this not the best idea for your sake, but for your audience's sake. They can tell when you're not prepared when you're speaking and just floating and aimlessly going throughout your day. I recommend planning your vlogs, write an outline, write down some things that you're going to do for the day and then write down the main intention of the vlog. That leads to having a storyline. Just makes sure that your vlog has a clear storyline. That you make that very apparent in the beginning of the vlog, so that your audience has some idea of what to expect and that there is a nice beginning, a middle, and an end to the vlog. The second thing you want to do is, make sure you have a character. By that, I really mean a personality, a person, that people can see this story through their perspective. That is what makes a vlog a vlog is that it is coming from one person's perspective, you're seeing the world basically or saying the experience through their lens. This is the person who should represent the energy of your company. They should be relatable to the target audience or the target customer that you're looking for. Keep that in mind when you are trying to decide who you want to run your vlog or do your vlogs. This doesn't have to just be one person, if you have a small team of people or if you have a few different people that you want to show your company from three different perspectives, that's totally fine. But the whole point is, you want to make sure you're developing one or a few people that your audience can really relate to and really engage with. Feel free to get creative with who these personalities can be for your business. When I think about larger corporations, I think about bigger spokespersons like Flo from Progressive or Jake from State Farm. How fun would it be if Jake from State Farm was on YouTube and we could actually see what he was doing behind the scenes from his perspective, behind the scenes of maybe a commercial shoot, what his day-to-day looks like. That would be such a cool way to break that wall between State Farm or Jake from State Farm and their audience. It can even be someone who is representing your company on a larger scale. That is an incredible way to incorporate vlogging into your marketing strategy. Another tip to make your vlogs and behind-the-scenes footage really strong is, using a technique called show and tell. What this means is that you're showing as you're telling. A lot of people think that sitting down and talking in front of the camera as a talking head video is vlogging, that is not vlogging. You want to show the things that you're talking about. For example, if you are walking into your office building, show us your perspective as you're walking. Maybe show us your feet. Show us you pushing the elevator button for whatever floor it is you're going to. You want to make sure that you're engaging as many senses as you can, to keep people engaged. I told y'all that vlogging is my favorite type of video content to use. Actually did a full class on vlogging and I take a deep dive into a lot of these tactics. How to film, how to plan, how to edit your vlogs. Make sure you go to my Skillshare profile and check that out. You can come up with great vlog topics by doing things like writing the list of tasks that you or your team perform on a daily or weekly basis. You can also look at your calendar and see what cool things do we have coming up. Those are great times to put together a vlog. Now it's your turn. It's time to write down some different vlog video ideas that you and your team can start to create. Here's a little prompt to get you started. What's the most interesting thing that your company does that would be great to capture in a vlog? Brainstorm as much as you can. In the next video, we're going to dive into educational videos. 4. Educating Your Audience : Educational videos are going to inform your audience. They're going to provide information that maybe your audience is looking for, or searching for to learn for themselves. Or maybe they're looking to learn more about your business. The whole principle of educational videos is simply educate your audience. Some of the things you can be educating your audience on are, how to perform certain tasks that you or your company are experts in, or how to use your products or services, or just simple general information that your company understands really well and is able to break down for a group of people who are looking for that information. Educational videos don't always have to be about your brand. I really want to emphasize this because it's still working in your favor because you're positioning yourself as an expert in some area. When I create videos about how to brand yourself or marketing strategies that you should use this year, they're not necessarily directly tied to my products or services, but they're positioning me as an expert so that people do trust me when it comes to my paid products and services. Say for example, you have a candle company. You may have your candle in the video, but be educating your audience on the best ways to light the candle, trim the wick, put out the fire, to preserve the candle for longer, or even a video about how to actually make a candle and take them through step-by-step of the process of candle making. These are great informational videos that can still incorporate your product lightly, but they're not about the actual products, and that's the whole premise of educational content. It is very SEO friendly, which means, it's friendly to search engine optimization, and that means that if people are looking for how to make a candle and they run into this company's video, now they are in that ecosystem of learning from this company and developing a relationship with this company. It's not even about selling the products, it's about helping the audience understand something. Another great thing about educational videos is that these are evergreen. They are very foundational videos. They're very unlikely to change and they are forever able to be searched for when your audience is looking for that solution. Educationals are great and really humanize your brand because they let your audience know that you understand exactly what they're going through, but that you are there to help them find a solution. I have lots of examples of educational videos on my YouTube channel, and one of my favorites is a video on how to start a profitable six-figure online business. In this video, I walk you through step-by-step of all the steps that I took in growing my business to where it is today. From mapping out your customer journey to figuring out what type of lifestyle you want to have and how to create your business around your goals and your dreams as a person. The impact that I've seen using educational videos, whether it's this video or just any of the other ones that I have published is the fact that it has helped me build more credibility. These educational videos are always the ones that my audience comes back and says, this was the first video I watched of yours and I took this tip and this is what happened. The educational videos are the ones that people can go forth and do the things that I recommend and they see the results for themselves. That's really so special to me because I get emotional just knowing how much the knowledge that I've learned and have makes such a big impact in someone else's lives. Now let's get into some of the tactics I use to make great educational videos. The first thing I want you to keep in mind when creating educational content is, assume your audience doesn't know anything. Because nine times out of 10, they don't. Now, by assuming they don't know anything, I don't want you to assume that they're dumb, so don't talk to your audience like they're stupid. But assuming that people know more than what they do know, they get overwhelmed and they don't watch. Don't use a lot of professional jargon if you're not targeting an audience full of professionals who already know that. If you have a dental office people know toothbrush, toothpaste, brush their teeth, Listerine. They know the basics, but you don't want to get too far into all the technicalities of the gums and the bones and all of that when you're talking to customers. If you are talking to other dentists, that's where you can use more professional terminology that you know the dentists are going to understand. This is where assessing your audience for educational videos is very important because that's going to dictate the language and the speed and the way in which you present the message. The second tactic is deciding on how you want to present this educational context. You can do this by simply sitting and talking to the camera and telling your audience about something or walking them through a process, like how we're doing right now or you can demonstrate to them something. If you have a seasoning line full of cool ****** and things that you use in the kitchen, maybe your informational videos are videos in the kitchen showing how you cook recipes with those ******. Educational videos aren't always sit-down talking head videos. They can be step-by-step demonstrational videos. The next tactic is being mindful of how you organize the content. Whenever you're throwing a lot of information at someone, they can get overwhelmed very easily. One of the things that I've learned helps me break the information down a lot easier while also helping my audience consuming a lot easier is by numbering things. Using more of a listicle format. For example, if you're doing a makeup tutorial, I would break down each step of what that process looks like. Maybe Step 1, put on a moisturizer. Step 2, this is how I put on my foundation using this brush. When you can specifically isolate different steps for your audience and let them know exactly what you're doing, that is extremely helpful in making them less overwhelmed. This is also going to be helpful for when you do upload the video if you're using YouTube. A lot of people like to take their cursor and go to the part that they need the most. If somebody wants to just know about how to apply eye-shadow, they're probably going to skip through and see the eye-shadow part, to which you have already put Step 7, eye, maybe that's on the screen. If someone doesn't use that listicle format, they might miss out on the opportunity of educating someone else. The next tactic I like to use for educational videos is putting text on screen. It's going to help really drive the message home, and it lets your audience know that you're making sure that they really understand exactly what it is you're doing with that text reinforcement. A way I like come up with educational video ideas is by thinking about where my audience is in their journey. If they are a college student who is looking to be recruited for their first job, what are the things that that person is going through? It makes it so much easier to come up with different topic ideas based around the needs of who you're trying to reach. I think that it's great to work a little bit backwards when you're coming up with educational content. Because at the end of the day, you want to make sure that you're educating the right people. If you already have some content out there or you have interactions with their customers or clients, think about some questions that they ask you. Think about some of the struggles that they tell you when you talk to them or things that they may have commented on another video that you created. These are also great sources of inspiration for educational videos. Now it's your turn to brainstorm some educational videos that your team can create. Here's a little prompt to get you going. What is a frequently asked question or an area of expertise that you can break down into five simple steps. Drop that down along with any other ideas that you have, and in the next video, we're going to talk all about testimonials. 5. Sharing Testimonial Videos : Testimonial videos are from your customers or clients that are positively sharing their experience with your business. Now, something you should know about testimonials is that they don't have to just be a video of your customer or client sitting in front of the camera talking about their experience. I personally think you should shoot it up a bit. Some ways you can do that is you can go live with a customer or a client and recap their experience to get there and that's a public live video that other people can join in on. You can do them in the form of before and after videos or even having your customers or clients vlogging their experience as they're working with you and the results that they get in the end. Testimonials can vary. You can have fun with them and they can come in different forms. Testimonials are good for your business because they legitimize your business. They are going to let people know that other people have experienced this, other people have purchased this and it's fine. It's going to relieve some of that pressure of maybe buying something for the first time by simply knowing that someone else has experienced it or purchased it and received the results. Testimonials are also a great form of sales content because your customer is doing all the talking for you. This is something great for building trust because everyone knows that the company is going to say great things about themselves, but what really sells is when your customers can say those same great things about you as well. Testimonials are also great for the business to understand the headspace of their customers or clients to know what was the best part of this experience. This is probably the most direct form of feedback you're going to get as a business from your audience. What's so great about doing testimonial videos instead of only just written testimonials, is that the future customer or client can see, can hear, can really engage, and experience the emotion in the person's voice when they're watching a video testimonial opposed to a written a testimonial. This is really going to help with selling the business without being overly salesy because you're letting the customer do all the talking. An example of how I use testimonials in my business is I make it a win-win for my e-brand club members, and that is my membership club for entrepreneurs and content creators. I decided to bring them onto my YouTube channel for what I call an EBUS talk. Basically, that's an interview of me asking them questions about how successful their business is. What is their business? They get to talk all about what it is they do. Then we also talked about what have they learned from being in my membership club. What are some things that they've implemented into their business that really worked? This is them talking about my membership club organically from their perspective, many of the members who are in the club have told me, I came in here from your EBUS talks that you do on your YouTube channel. If you find a format that works well for you like I found that going live and doing these EBUS talks works for me, this is something that you want to implement regularly into your marketing strategy. Now we're going to talk through some tactics on how to make great testimonial videos. The first thing is that the way you ask the testimonials is the way people are going to respond to them. If you ask a very short question, most likely you're going to get a very short response. If you ask a very general question, you're going to get a very general response. I encourage businesses when they are looking to get testimonials to ask the question in the way that you want the customer to respond. If you have a bookkeeping business and you're helping companies keep their financial records very clean. A general question would be, how does my bookkeeping business helped you? A specific question would be before you hired me, what were you struggling with with managing your business finances, and since working with me how has that impacted your business? Think about how you frame the question to get the answer that you're looking for. Now, sometimes with testimonials, they can come across as a little bit fake or phony or just overly positive and you don't want that to happen. What I recommend doing is letting them know that look, I want this to be your most honest feedback. Just tell them you don't want them to overly praise you in a way where it's going to seem phony. Anything specific if they can give details about their actual experience, that is going to be what you want to hear and not just a whole bunch of fluffy praises. Another tip about testimonials is that they shouldn't be too long. They really have one purpose which is to share with your audience the experience that one of your customers or clients have had. It doesn't take long for someone to get the picture. If it is a standalone testimonial, that is someone just simply talking to the camera. I recommend keeping those very short. A minute, maybe no more than two minutes long because you don't want to drag it out. What you do have these short one-minute, two-minute testimonials. These are also things you can incorporate into your vlogs or into educational videos. Testimonials are easy to embed into other videos and don't have to be standalone content. My next tip is that I do highly recommend using testimonials alongside other forms of video content. Honestly, viewers can get a little bit burnt out from testimonials. So you do want to be careful that you don't overuse them. Testimonial videos are great addition, they're great to have sprinkled throughout your content strategy, but they're not a prominent form of video that you need to just have everywhere or be uploading once a week onto your YouTube channel. When thinking of who to select and what are they actually going to talk about when you ask them to do the testimonial video. Some things that I think you should keep in mind are, picking someone who has gotten the results. You want to make sure that this is someone who is excited about your brand, excited about your business, they're like advocates, they're brand advocates. These are the people who are perfect for testimonials. Sometimes I find these people who just comment a whole bunch of my YouTube videos or are just super active in my community. The second thing is someone who just really doesn't mind, someone who is pretty colorful on camera. Now, you may have never talked to this person before so it may be worth vetting them a little bit through email and see if this person seems like they would be a good fit for creating this type of concept for you. Then the third thing to keep in mind is that you can ask people for different testimonials based on the different offerings your business has. I will ask someone from my e-brand club for a testimonial for that specifically and maybe someone who has purchased a top three notebook for a different testimonial. You want to make sure that your testimonials aren't covering too much ground within your business from one person. It's good to isolate them if you have more than one thing that you offer. Start brainstorming some customers or clients that you'd like to get testimonials from. Then think about what do you want them to talk about? If you're feeling a little stuck, try asking your favorite customers or clients, how has your business transformed or impacted their life? It's time for you to do a little digging into testimonials and in the next video, we're going to talk all about user-generated content. 6. Utilizing User Generated Content: This lesson I'm talking all about user-generated content or what's commonly called UGC. UGC videos are videos that your customers or clients create, whether they're talking about your company or something that your company has prompted them to publicly share in a video. Some examples of UGC videos could be challenges that you startup to let your audience engage in or unboxing videos that you're asking your audience to create once they receive your products, or just really any type of video content where you're prompting them to share with you or show how they incorporate your product or service into their day-to-day lives. Someone sharing a little video of their favorite drinks to order at Starbucks would be user-generated content, whereas someone talking about how delicious their coffee is would be a testimonial video. I just want to differentiate the two because they are not the same. UGC videos are valuable in your marketing strategy because they're going to help amplify your brand's reach. They're going to do this because your customers are sharing it with their audiences, and what makes UGC cool is that it should be something that your customers relate to. It's something that they want to share with their audience. People love sharing their Starbucks orders not because Starbucks is asking them to share it, but because it's something that is authentically integrated in their daily lives. UGC video is also very valuable for businesses because you now have a wealth of video content from all of these different users that you can now explore how you can incorporate that and use that on your own platform. UGC videos can help humanize your brand because they're showing that day-to-day use of whatever it is that you're selling. It's showing how people integrate it into their normal lives and it really has a very authentic feel because the company doesn't have that much creative control over how people choose to create this content. One way that I've used UGC videos in my business is when I was launching my top three notebook, I created this challenge. It was a calendar that shared all these different prompts that people should create their top three priorities for the day about. On the calendar, one day might say your top three areas of the house you need to clean. Your top three business tasks you need to do. In the challenge, I encouraged my audience to share a video of themselves completing these tasks. Having a top three really just gives me a place where I can say, "Sarah, if you get these top three things done today, then you've done good." In doing that, people were spreading the awareness about not only the top three challenge but what the top three method was. Building my brand awareness around a product that I was soon to launch, and I was getting a lot of video of people being very productive and just fulfilling their top three. This was great because when we did our launch, these are videos that we were able use as testimonials or were able to save this content and do something with it whenever we'd like. Here's some of my favorite tactics on how to collect UGC videos. First thing is, it's great to think about the end before you get started. Having a purpose behind the UGC videos is really going to help you figure out what you want to do with all this content once it's been published. That really just ensures that it doesn't go to waste. Of course, it's great when you're building brand awareness, and all of these people are posting this content onto their own platforms, but you also want to show people that I see the content that you've created, which includes my business, and you repurposing that in some way, it's like building that relationship between you and your customers. The second thing I recommend is making it very clear the type of content that you're looking for your audience to create. Also don't be afraid to nudge them on where you want them to post it. For example, if you're a makeup company and you're looking for lots of unboxing videos, then it will be great to include some messaging or a card inside of the package that people will see as soon as they open the box. Let them know that you want to see their unboxing experience, or you want to see their first reaction when they take their first bite of the cupcake. Whatever your business is, it's great to include some marketing material, whether it's a card or a social media post telling users exactly what you want them to do. This is going to streamline your UGC, especially if you incorporate things like hashtags that are exclusive to your brand or business, or asking them to tag you in the post so that you don't miss this great content. Another great way to get good UGC videos is to incentivize creating them. One way you can do that is through challenges. People love challenges. I think people really like challenges because it makes them feel they're a part of something bigger. It makes them feel they're a part of a community. Challenges are great ways to incentivize without really any overhead from the business. Or on the flip side, you can give actual prizes away such as gift cards or other products that you may sell, or even discount codes that they can use or share with their audience. There are lots of different ways that you can incentivize UGC to just make it more enticing and exciting for people to create. Another thing that you can do is really focus on building a strong community because sometimes you don't even have to prompt your audience to create content on your behalf. They're just going to naturally do it because they're that invested, and they're that engaged with your brand and your community. You want to make sure that when you do see this starting to happen, you capitalize on it. Make sure you let your audience know that you appreciate their content, that you see it, and when you reshare content like that, it just spreads naturally. People will begin to see that others are creating content about this, so maybe they should too. For example, I have my eBrand Club, my membership club, and there have been people who've created videos about their experiences in the club and how much they like it, and some of the major takeaways they've had, and that is not something that I've ever asked them to do. But the more people who create that content, the more people create that content. So now there's lots of videos floating around about my top three notebooks or my membership club, and that's because I really focus on building a strong community that people really resonate with and feel like they're really a part of. It can be a bit overwhelming where you have a lot of UGC videos and you're trying to figure out what exactly should I do with all this. A few things you can try are; one, re-posting the content directly to your channels, and secondly, you can use it by combining multiple UGC clips together to form more of a long-form video that can then be repurposed on your website or as a piece of promotional content. Now, I do recommend reaching out to the content creator before you repost UGC onto your website, or if you are going to use it as promotional material, I would definitely reach out to them to get their permission before doing that. My last step is to make sure you're not wasting UGC videos. Keep them organized and save them so that when you are going to be promoting this product or service again, you have all of this content already created that you can then repurpose. You can just save it. You don't have to always repost it immediately. You can come up with some UGC video ideas by simply paying attention to your audience, looking at how they naturally use your products or services and then looking at how they're already sharing. It's worth jotting down just in case it's something that you want to implement in the future. Now it's time for you to brainstorm some ideas of UGC videos that your audience can go out and create. Here's a little question to help you out. Ask yourself and your team, what are some ways that our customers are using our products or services in their daily lives? Then you can actually ask the same question to your audience. You may be surprised at all the different ways they're actually using your products and services. 7. Final Thoughts: [MUSIC] That is it. This is the end of the class. I hope you got a lot of information on different types of video that you can use in your marketing strategy. Above all, I hope you feel really confident to go ahead and start implementing these things. I want you to feel encouraged to try these different types of videos, even if they feel a bit uncomfortable to you, they all do something a little different for your business, but one thing they all do have in common is they get results. As you are trying all these different types of video, please make sure you're paying attention to what your audience likes, what they're gravitating to, what they're engaging the most with. This is going to help you be able to refine your video content strategy even more. Be sure to share any video ideas you've brainstormed today in the project gallery and you can also share any final videos you have because we would love to see them. Thanks again for joining me in this class and I will see you soon. Bye for now.