Copywriting

MVE cancelled

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No, not Most Valuable Email.

The MVE that’s been cancelled is the Most Vivian Event, the big promotion I announced yesterday.

I had hoped to use this event to pull every remaining non-buyer on my list and get him to buy Most Valuable Email, will-he, nill-he.

My plan was to use I know about promos inside the Most Vivian Event — structure, copy, and most importantly offer:

An “Italian lottery,” giving new buyers a good chance to get MVE free…

A stack of free bonuses that I’ve sold for good money before, totaling the price of MVE and more, so even if somebody didn’t win the “Italian lottery,” they would still feel like they’re getting a steal…

An entirely new bonuses as well, which would reveal all the thinking that went into this promo — basically a little promo course built around a specific case study, to make this MVE offer so valuable that if you ever send any kind of emails, the investment would pay for itself with this one new bonus alone.

I had grand plans to make this event fun, epic, and undoubtedly immensely successful. Except…

It’s all been cancelled.

Reason why:

Each time I got near to settling on the final offer for the Most Vivian Event, I kept bouncing into one problem:

“What do I do with previous buyers?”

I have a long-standing policy to reward early buyers for buying for me. That means I grandfather previous buyers into any upgrades, new runs of a course, or bonuses I end up offering in the future. It also means I don’t feature discounts.

Yesterday, when I had the initial idea for this new promo, I shrugged this question off.

I told myself I’d figure out some way to incentivize new buyers… to reward previous buyers… and to have this promo make business sense for me personally.

But no matter how I structured this offer, there was always one end of the triangle — new buyers, old buyers, me — that was left high and dry.

I realized it’s not a matter of what bonuses or incentives I end up offering. It’s simply a consequence of my “reward previous buyers” policy, and the fact that I have hundreds of previous buyers of MVE.

That’s why I’ve actually never run a bonus- or discount-based promo for any of my offers, outside of a launch. I just never realized it until yesterday.

You might say I’m being stubborn to stick to this policy. And that’s exactly right. Because I want people to believe a few simple certainties when they think of me.

One of those simple certainties is that I won’t screw over previous buyers. I don’t ever want my buyers to think, even in passing, “Huh, maybe I should have waited to buy this, this new deal is better than what I got.”

Yesterday, I wrote that I had clearly been falling short by continuing to sell MVE on its merits alone.

Some people who could benefit from MVE — like Vivian, who wanted something for “coming up with interesting ideas and presenting it in a concise and compelling way” — never even considered buying.

Frankly, that falling short will most likely continue.

But if you have been on the fence about MVE for a while, I do have a special offer for you today. It’s nothing like the spectacle I was planning on. But you can decide whether it’s enough to get you to take me up on Most Valuable Email today.

I’m calling this offer the “Shangri La” MVE offer. And that’s because like Shangri La, the two parts of this offer only appear once every fifty years. Specifically:

1. I normally don’t offer a payment plan for Most Valuable Email. I did offer a payment plan for MVE once, as a joke, for one day only. Well, like Shangri La, the payment plan is back, and not as a joke.

You can get MVE for $99 today and then two more monthly payments of $99. This payment plan is there to make it psychologically easier to get started — in my experience, people take up payment plans not because they cannot afford to pay in full, but simply because it feels like a smaller commitment.

2. I am also offering a bonus, which I’m calling Shangri La Disappearing Secrets.

Over the past years, I have periodically sent out emails where I teased a secret, which I then turned into a disappearing, one-day bonuses for people who took me up on an offer before the deadline.

Inside this Shangri La Disappearing Secrets bonus, I have collected 12 emails that teased 12 secrets — and I have revealed the secrets themselves. These include:

* An email deliverability tip that is so valuable I decided not to share it publicly, but only with buyers of MVE. This tip is something that multiple people have told me I should turn into a standalone course or training — which I most probably will do one day.

* Stage Surprise Success. Step-by-step instructions for creating effective surprise in any kind of performance, whether thieving, magicking, comedy, drama, or simply writing for impact and influence. And no, it’s not just shocking people with something they weren’t expecting. In fact, it’s kind of the opposite of that.

* A daring idea to grow your list and build up your authority at the same time. I have not yet had the guts to put it into practice, even though I have lots of reasons to believe it would work great to build my own authority, and get me more high-quality leads than I’m getting now.

* A persuasion strategy used by con men, pick up artists, salesmen, even by legendary copywriters. I ran a little contest in an email to see if anybody could identify this strategy based on a scene from the movie The Sting. Out of 40+ people who tried to identify the strategy, only 2 got it right.

* An incredible free resource, filled with insightful and proven marketing and positioning advice. This resource comes from a man I’ve only written about once in this newsletter, but who has influenced my thinking about marketing and human psychology more deeply than I may let on — maybe more deeply than anybody else over the past few years.

* Magic Box calls-to-action. Use these if you don’t have a product or a service to sell yet, or if you only have a few bum offers, which your list has stopped responding to every day. Result of a “magic box” CTA when used by one of my coaching clients: the first hand-raiser ever for an under-construction $4k offer.

* A new way to apply the Most Valuable email trick, one I wasn’t comfortable doing until recently. Now that I’ve started using it, it’s gotten people paying more attention… leaning in more… even rereading my emails 3x… and reaching out to reopen dropped business conversations.

* Steven Pressfield (the author of the War of Art and the Legend of Bagger Vance) used to write scripts for porn movies. He once shared two porn storytelling rules. I’ll tell you what they are, and how smart marketers, maybe even me on occasion, use one of these rules in their own sales copy and marketing content.

* A list of 14 criteria of truthful stories. I’m not saying to get devious with this — but you could use these criteria to jelly up a made-up story and make it sound absolutely true. More respectably, you can use these criteria to take your true but fluffy story and make it sound 100% gripping and real.

* Why I drafted US patent application 16/573921 to get the U.S. Government to recognize my Most Valuable Email trick as novel, non-obvious, and having concrete, practical applications.

* Two methods for presenting a persuasive argument, as spelled out by Daniel Kahneman in his book Thinking, Fast and Slow. I illustrate these two methods with a little public debate that Daniel Throssell and I engaged in via our respective email newsletters. Daniel and I each adopted opposing methods, just as described by Kahneman.

* An infotainment secret I stole from Ben Settle. As far as I know, Ben doesn’t teach this secret in his books or newsletters — I found it by tracking Ben’s emails over a 14-day period and spotting Ben using it in 8 of those 14 emails. And no, I’m not talking about teasing, or telling a story, or stirring up conflict. This is something more fundamental, and more broadly useful, even beyond daily emails.

So there you go. My Shangri La MVE offer:

A payment plan for Most Valuable Email that only appears twice in a century… and 12 bonus persuasion secrets.

This offer is good until tomorrow, Friday Oct 11, at 12 midnight PST.

If you’re at all interested, the time to act is now. That’s because of that simple certainty I wrote above — there won’t ever be a better time.

I won’t be running big promo events for Most Valuable Email, because it doesn’t fit my policy of treating previous customers with respect.

On the other hand, if you get MVE now, you will also be eligible for any future disappearing bonuses I might offer with it, or any other special offer or real I will make to new buyers also.

If you’d like to take me up on this Shangri La offer, before it disappears:

https://bejakovic.com/mve/

P.S. And yes, if you have already bought MVE, you also get the Shangri La Disappearing Secrets. No need to write me for it. I’ll add it straight inside the MVE course area, right under the MVE Swipes document.

A step above the A-list copywriters and marketers

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I remembered a little story today. I heard it just once, 3+ years ago, but it’s stuck with me ever since.

Marketer Caleb O’Dowd was talking about copywriter Clayton Makepeace.

Caleb said that Clayton was a step above the A-list copywriters — that he was an alchemist.

Caleb never knew Clayton personally. But here’s the little story Caleb told, which has stuck with me for years:

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When Clayton first came up on my radar I was living in Costa Rica. I had a spare room in my home and I would print out — there were several magalogs that I would print out of his — and I would tape them to the wall one page on top of the other on top of the other. I spent, not weeks, not months, I spent years doing that.

I lived there for a year and a half. By the time it was done I had to repaint the paint on the on the wall for the for the guy who owned the apartment because it was just tape pulling all the paint off the wall. But I studied him for years. There is years’ worth of mentorship and coaching and and education to be had in reverse engineering Clayton Makepeace packages.

===

For reference, when Caleb was pasting his spare bedroom with Clayton Makepeace wallpaper, he was already a massively successful marketer.

Caleb had worked and mentored under Gary Halbert, and he had already sold a lot of stuff and made a lot of money.

And yet, Caleb obsessively studied Clayton Makepeace’s packages — because those packages were getting such good results in markets that Caleb was already in, and because of the audience insights that were available in Clayton’s copy.

I thought of this little story this morning, when looking over the results of the 3-question survey I ran yesterday.

I found one interesting thread in the survey results that I hadn’t thought of, a problem several people listed as their “single biggest challenge.”

I won’t tell you what that interesting thread is.

But if you were good enough to fill out my survey yesterday, I appreciate your help. Maybe the wallpaper story above connects in your mind to what you wrote in the survey and means something to you.

And if you haven’t yet filled out my little survey, you can do it now. Maybe simply filling out survey will make the above story more meaningful to you.

I will read, appreciate, and consider every response and bit of feedback I get. If you’d be good enough to give me yours, here’s where to go:

https://bejakovic.com/advice

Your advice please

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I’m hoping you can give me some advice. The background:

For a long time, I’ve had the feeling I know the people who read these emails. After all, I write every day and I make offers every day. People reply and buy pretty much every day, at least on average.

But then I started looking closer. I got on actual calls with people. I exported all my ThriveCart transactions, and looked at who was really buying.

I realized my picture of who is on my list not only vague and fuzzy, but it’s often flat-out wrong.

A small fraction of the people on my list reply to my emails. Another small fraction of the people on my list buy my offers. These two fractions are often not the same. And about the rest of my list, I can’t say much at all.

For all those reasons, I’m hoping you will click through the link below and answer 3 questions for me on the next page.

Why might you want to do this?

Because you can tell me what I should talk about that you want to listen to. Because if you have problems, my job is to solve them.

I will read, appreciate, and consider every response and bit of feedback I get. If you’d be good enough to give me yours, here’s where to go:

https://bejakovic.com/advice

Your FREE Copy Riddle

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My Copy Riddles program is based on a simple idea:

1. Take a look at a bit of dry, factual text

2. Write a sexy, intriguing fascination or headline to sell your reader on that text

3. Compare what you wrote to what an A-list copywriter wrote to sell that same bit of boring text, in a sales letter that brought in hundreds of thousands of sales and millions of dollars

Would you like to try this right now? If so, here’s your free Copy Riddle:

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Auto Dealer Rip-Off

Car-purchase padding: A prep fee of $100 or more (whatever the dealership thinks it can get away with). The cost of preparing your car for delivery is already included in the manufacturer’s sticker price.

Source: Consumer Guide To Successful Car Shopping by Peter Sessler, TAB Books, Blue Ridge Summit, PA.

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If you’d like to get better writing sales copy, follow the steps above. I mean, follow steps 1 and 2:

Read the text above carefully… then do your best to write a sexy, intriguing headline or fascination to sell a reader on that text.

And if you want to also follow step 3 — if you want to see how an A-list copywriter spun this dry and boring text into something fascinating that went out to millions of people, and convinced many of them to send in cash or check or credit card info as a result — you can find that inside a guide called “How To Turn Fascinations Into Fortunes.”

Specifically, you can find it on page 26, right under the sub-headline that reads, “Over 2 million copies sold… and no wonder!”

(Hey, I promised you a free Copy Riddle. I said nothing about a free answer to the Copy Riddle.)

The good news is, while “How To Turn Fascinations Into Fortunes” normally sells for $97, it is now available to you for the next few hours, because you happen to be a reader of this newsletter, for only $7.

You can read the full story about this offer on the page I’ve linked to below.

Final word about “How To Turn Fascinations Into Fortunes”:

I’m not an affiliate for this offer. I don’t get paid whether you buy it or not. I can tell you I did buy this offer myself, for my own purposes, several weeks ago, before I ever had any plans on promoting it to you.

If you’d like to grab it also, before the price shoots up 13-fold in just a few short hours:

​https://bejakovic.com/fascinations​

For people who could write great sales letter leads, hooks, and angles (today!)

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… if only they could fight their way through the maze of copywriting books, courses, frameworks, templates, customer research, contradictory advice, newsletters and blogs and posts by experts, gurus, and charlatans…

I’d like to present a merciful guide to leads, hooks, and angles that actually pull, based on the strength of the copy alone, called:

“How To Turn Fascinations Into Fortunes”

The backstory behind this guide:

Well actually, you can read the backstory below.

In brief, it involves the mystery copywriter who built up a $125-million company… a personalized gift in the mail, which brought back a thank-you note and a check for $2,000… and an offer that normally sells for $97, but which is available to you for the next two days, because you happen to be a reader of this newsletter, for only $7.

A warning about the following page:

It’s a sales page.

A warning about that warning:

Don’t dismiss the following page just because it’s a sales page. It’s well-worth reading, whether you decide to buy the offer or not.

That’s because this sales page is both interesting, at least if you have any interest in copywriting and direct marketing… and because it’s valuable, if you write copy or hope to ever write copy, for your own business or for clients, and you want to have that copy produce results.

A final word about the following page and the offer that’s on it:

I’m not an affiliate for this offer. I don’t get paid whether you buy it or not. I can tell you i did buy this offer myself, for my own purposes, several weeks ago, before I ever had any plans on promoting it to you.

And the reason I’m promoting it to you now, without getting paid, is because I think it’s both interesting and valauble, just like the following page, which is live for the next 48 hours and ticking:

https://bejakovic.com/fascinations

Sign up to Author Stack because it might be interesting or valuable to you

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Today I would like to get you to sign up to Author Stack. it’s free, though you can also pay if you want.

Author Stack is a Substack newsletter by Russell Nohelty.

It’s a newsletter for writers. It covers the mysterious business side of writing, as opposed to the familiar technical side that everybody else yaps about, telling you to tack on an ‘s’ to the the verbs in your headline (“TRIPLES your response!”).

As I wrote a few times over the past week, Russell reached out to me when he read that I’m going down the paid traffic route.

He offered to do a recorded interview, and share his experiences spending $30k to grow his own audience, which now stands at over 70,000 subscribers across his different newsletters.

I was grateful to Russell for the offer and for the info he shared with me.

I asked if there was something I could do in turn to make this worthwhile for him as well.

But Russell said he’s not worried about it. “If you put out good and do things with cool people,” he said, “things usually work out like they’re supposed to.”

Outwardly I smiled. Inwardly I cursed. I hate it when people are relaxed, generous, and non-needy around me.

Fortunately, Russell does write Author Stack, and I would like to get you to sign up for it.

Not because Russell asked me to (he didn’t) or because he was nice to me (he was).

Sure, maybe everything I’ve told you so far can be a bit of proof, or a bit of context to help ease you through the link at the bottom.

But really, I would like to get you to sign up to Author Stack because it might be interesting or valuable to you.

Author Stack can be interesting to you if you’re into things like Substack gossip… newsletter growth… or newsletter monetization strategies.

Author Stack can be valuable to you if you write or you want to write — newsletters, books, comics — but more than that, if you want to make money writing, and you’re looking for practical guidance on how to do that in the current moment.

Like I said, Author Stack is a Substack newsletter.

Like many Substack newsletters, there’s a free version and a paid version.

You can get the paid version if you like… or you can choose to not get it. The advice and info that Russell provides in the free version is already copious, and interesting and valuable without any add-ons.

Final point:

I’m not an affiliate for Author Stack. I am personally signed up to get it.

If you would also like to sign up for it, try it out, read Russel’s articles and see if they can benefit you, or open up your mind about what’s possible in the business of writing today:

​https://www.theauthorstack.com/​

Personal positioning that gets $15,000/month retainers

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Last night, I interviewed Travis Speegle, who is a media buyer, and kind of in the elite of his profession.

Internet marketer Ryan Lee let slip once that Travis gets a $15,000/month retainer, just to start a new project.

I’m telling you this to set up the following quote, which you might dismiss otherwise. Travis was talking about how he moved to Puerto Rico to surf, and how that lifestyle choice influenced how he works with clients. And he said:

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The personal things, those things that we think have nothing to do with our business, are the things that make the biggest difference.

The thing that made the biggest difference in my business and where I am currently today is when I specifically decided that I was going to live my life and become a professional surfer and that I was going to treat everybody that hired me for anything as a sponsor to my surfing.

And I started telling that story. It was the best filter.

Anybody who couldn’t buy into it or was like, “That’s just stupid,” well they’re not a good client that’s not a good fit for me.

But anybody who did, super respected it, and bought into my life, my lifestyle, then I could almost do no wrong.

And things got better because it just attracted more of the people that would actually like to work with me, not just my style, or the results.

It just so happens that results come a lot easier when you work with the right people.

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Maybe you have your own takeaways from this, or objections to what Travis is saying.

I won’t try to convince you one way or another.

I’ll just tell you one thing I got from Travis’s “professional surfer” stance, and that’s the value of metaphor — of a super clear and easy-to-communicate image — both for the person who is talking and for the person who is listening.

This is just as true whether you’re pushing a product… a service… or, like in Travis’s case, yourself as a partner, expert, or leader.

But on to biz.

This week, until Sundae, I’m promoting Travis’s MyPEEPS, which gives you the core of Travis’s ~20 years of media buying and list-building experience for a one-time investment of $495 — significantly more affordable than Travis’s $15k/month retainer.

Plus, if you get MyPEEPS via my affiliate link, I will also include a bonus, which I’m offering for free, only this once, and which I would normally charge $500 or more for.

The free bonus is that I’ll ride shotgun as you build up your own list following the process in MyPEEPS, and give you my copywriting feedback and marketing input along the way.

For the full details on how this will work, or to get MyPEEPS and my free bonus as well:

​https://bejakovic.com/shotgun​

What color is your Lambo?

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Let’s play a game. But first, let me get the hardcore, XXX marketing lesson out of the way:

One of the crucial parts of an effective sales letter is where you get people to “grasp the advantage.” That’s when you get them to understand what your offer will really do for them, in their own lives, in terms that mean something to them.

In a way, it’s a matter of translation.

For example, let’s take a promise I’ve been making lately, of getting 10-15 new subscribers to your email list each day.

Sounds nice, but really, who cares?

Let’s translate what that could really mean in your own life.

Get 10-15 new subscribers per day, every day, for a year… and you would be sitting on a list of exactly 4,562 and 1/2 human beings who said they want to hear from you.

What’s that worth?

Nobody really knows. I can tell you that an individual subscriber to my own email list has been worth $0 in the months when I didn’t make any offers… all the way to $5-$10+ in months when I had exciting offers and went hard on the promotion.

I’m sure many people have much higher numbers still.

But we gotta pick something. So let’s say $1/month for every subscriber on your list. That’s a kind of rule of thumb for email marketing in general.

What could you do with an extra $4,562.5 per month?

Of course, you could do the classic things, like work less… pay down debt… save more for yourself or your family… reinvest to make still more money.

Those are all reasonable and respectable options.

But like I said at the start, let’s play a game.

What fun, unexpected, thrilling gifts to yourself could you spend and splurge $4,562.5 on each month? Just as a thought experiment?

How about this:

You could hire a personal chef to cook every meal for you and your family, day in and day out. Groceries, chopping, sauteing, cleanup, all included.

Rates for personal chefs start at around $150 a day. You might have to pay more if you live in London or LA, or if you want someone with Michelin-star experience. I don’t know, maybe just do the weekdays in that case, instead of every day?

Or take option 2:

You could get a membership at Carbone, a private club in NYC that allows you access to Carbone Privato, a members-only restaurant frequented by other members, such as Rihanna, Leonardo DiCaprio, and Jay Z.

Membership at Carbone is $30,000 per year, but I’m guessing you can break it up monthly.

Even if the monthly rate ends up a bit higher in total, it would still leave you money to travel to New York and afford a steak or two at Carbone Privato each month… while you toast Leo across the room with a glass of champagne, in that way he does in The Great Gatsby.

Or of course, there’s the third and final option:

You could simply go the Tai Lopez route, and lease a Lamborghini month by month. The question is, what color? Black? Yellow? Grigio Telesto?

A Lambo Galardo lease starts at $1,700/month. At that rate, you could just get two, so you don’t have to choose between your favorite colors. And you’d still have money left over for gas.

Maybe none of these is exactly what you would want to spend $4,562.5 on each month… but maybe I gave you some ideas?

If I did, this might help you make those ideas a reality:

Until this Sunday, 12 midnight PST, I am promoting Travis Speegle’s myPEEPS list-building course. In a nutshell, Travis shows you how to build your email list using ads, so you can put in $10-15 a day and get 10-15 subscribers out.

You can find out more about Travis’s course at the link at the bottom.

For now, I’ll just say I’ve personally gone through myPEEPS, and I will be following it myself to build up a new list I’ve started.

That’s why I am also offering a “Shotgun Messenger” bonus if you buy myPEEPS through my affiliate link below.

Basically, you can build your list while I build mine, and get my marketing feedback and copywriting input along the way.

I’ll ride shotgun alongside you as you implement the program Travis lays out in myPEEPS. I’ll shoot down any dangerous or distracting ideas that pop up out of the bushes… I’ll read the map if you feel you’ve lost the way… and I’ll help you protect the valuable cargo you are transporting — meaning the money to spend on ads, but more importantly, your enthusiasm and your will to keep going.

I will deliver the “Shotgun Messenger” part of this offer over the next month via Zoom and via Skool (already live for a group of people who signed up early).

If you must have the full, dry details of how this bonus offer will work in order to decide whether or not to invest in myPEEPS, then write me, and I will get the details to you.

Or if you want to find out more about the core offer, myPEEPS, and what it could do for you, and maybe your garage:

​https://bejakovic.com/mypeeps​

[firstname], here’s what’s working in email NOW

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Hey [firstname]!

Last week, I switched my email software from ActiveCampaign to ConvertKit. It’s largely been a smooth transition. The only thing I have to gripe about is ConvertKit’s overly enthusiastic UX, which greets me like a robot cheerleader each time I send a new email, and shows me a drawing of confetti and tells me congratulations. It makes me feel a bit like an imbecil.

I have this theory that, today more than ever, we all want something that feels real.

Or at least I do, and I notice how quickly I dismiss anything that gives off subtle hints that it’s not real:

Stale weeks-long autoresponders…

Merge fields…

Or just a fake emotional tone or connection, where there clearly cannot be any, like with a piece of email software that pretends to be my friend. You know what I mean, [firstname]?

A few days ago, I talked to a very smart and enterprising young marketer named Shakoor. He asked me if I think the email business model — build an email list, send emails, make money — will ever disappear.

I’m personally bullish on the email business model. But if it does ever disappear in its current form, I figure it will be replaced by something that works in basically the same way. Relationships with other humans will keep having value, as long as anything humans do still has any value.

And on that note:

Let me remind you that tomorrow, Wednesday, at 8pm CET/2PM EST/11am PST, I will host a “fireside council” with Travis Speegle.

Travis been selling online since 1996, and has been working as media buyer for 7- and 8-figure direct response brands for a good amount of time. He has seen things come and go.

Tomorrow, Travis and I will talk about paid traffic to grow an email list.

I imagine that nothing we discuss will be stuff that’s working NOW, in the sense that it wasn’t also working yesterday and won’t also work tomorrow, or next week, or next year.

But maybe that’s exacly the kind of information you’re looking for.

If you’d like to join Travis and me on the call tomorrow, you’ll have to be on my list first. Click here to make that happen.

Everything is copy

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I woke up this morning to see an email from one of my most dedicated readers, copywriter Carlo Gargiulo, who wrote:

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Hi John,

Are you ok?

I didn’t get your email yesterday!

I hope you are okay and it is just a technical problem.

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I appreciate the concern. I am indeed okay. As for my non-email yesterday:

In the 5+ years of this daily email newsletter, I’ve missed sending an email only two times, yesterday being one.

On both occasions, my email service provider, ActiveCampaign, wasn’t working properly, and their support team didn’t fix the problem in time or even get back to me.

But like Nora Ephron’s mother used to coldly say whenever little Nora came home, crying about some injury or insult:

“Someday this will be funny, and you will write about it. Everything is copy.”

I’m still not finding the situation funny, but it has actually become copy.

The good news is that my non-email yesterday forced me to do something I had been planning to do for years, and had still planned to put off for a couple of weeks — and that’s to move out of the dingy and leaky-roofed hotel Olivia Campo, aka ActiveCampaign.

And so, I’m writing you today from my comfortable new email home on Convert Kit Lane. I’m still moving in and so it’s a mess around here, but at least I have a place to sleep.

As for my email yesterday, the one that will never be sent, it announced that today I will actually be starting a new promotion.

It’s for the “work alongside me” offer to build up your list via ads, with my feedback and help. I revealed a bunch of details about that offer in my non-email yesterday, but I will save that now for the official announcement later today at the usual time.

Thanks for reading. And now, I’ll go do some more unpacking.