– Hey Gary, my
name is Miguel Ogas. For some context, I work
in a full-time ministry. I run a network of churches
for my lead pastor where I’m traveling about twice a month
and you have inspired me to give my wife my laptop computer
so I do all of my business full-time through the phone. I believe everything you’re
saying about the future of the cell phone so I just want to
figure out how to do it right. So my question to you is
this, what are some tips, tricks, apps, any type of hustle
advice you can give to somebody who wants to run a network,
run a business completely 100% through the phone no
longer using a laptop? Thank you for all you do.
Appreciate you. – Have you seen
the Google phone? – The Pixel?
– The Pixel. – I haven’t seen it.
– It’s amazing. – Do you have it?
– I have two of them, yeah. – And so what? Have you made the
jump to phone only? – 100%. 100%. – You have no laptop?
You have one– – I rarely use, I have a laptop
which I’m like if I have to download a bunch of,
like right now I’m downloading a
bunch of photos. – Google has such a
great suite of products– – It’s amazing. – they made, I assume, Doc
and Mail and Calendar– – It’s amazing. It’s like intuitive and
smart and and it’s like you’ll have an
appointment and it’s like, “Would you like to add
this to your contact book?” It’s like improving
itself the whole time. – Such a miss by Microsoft.
I thought two years ago– – I had that phone,
I loved that phone. – I thought Microsoft, when it
was when it’s dead in cell phone world, I thought they should
have come out with the Microsoft phone that was built to be you
know the business engine that it sounds
Google has executed. From my standpoint,
there’s only one smart hack. I can talk all about everything. Different apps, here’s the
reason it works for me: anything that isn’t great on
the phone you scale through another human being. If you’re able to afford
an admin which or use some AI assistance and
things of that nature, I don’t write, as my
team will tell you, I don’t write any… My emails are one word
or like an emoji. I do so little actual work that if you’re working in
Excel sheets and Word and PowerPoint and these things
it may be a little trickier. As somebody who doesn’t, as
somebody who has like the team send “Here’s the proposal. Can
you approve it?” and as soon as I get it I write approved and
they’re like you didn’t open it. We can see that
you didn’t open it. I said approved,
mother fucker. You know? And so, I think you have to
know yourself but I think the human element of having an admin or somebody else to close the shortcoming but I think living
in a mobile only environment. – Sometimes I add a few
words because I’m the same way. I’m like, “Thank you,
approved. Good.” – Yeah.
– “Great.” And they’re like,
“I just wrote a treatise.” I’m like, “Well, maybe you
can slim it down a little bit.” – It’s the biggest
inside joke here. People write seven paragraphs and I write back the
thumbs up emoji. And they’re like, fuck. – It’s like can I get a
little more feedback here. – Something!
– Something. I worked on this. Alright, let’s move it. – [Dunk] Last one.
– Last one. – [Dunk] From Cory.
– Cory.

with basically no
recurring dollars? – Meaning like he just
doesn’t have a lot of money? – [India] Yeah. Yeah, I guess. – He doesn’t have
business model that’s recurring. It’s I get a wedding,
I shoot it, I get money. So how would you scale? First and foremost, if I’m a
wedding photographer, one of the first moves I would do is
very similar to the advice that I gave to designers, immediately
I would layer a tier of Snapchat filter capabilities. I believe every modern wedding
35 and under in America in the next 18 months is
gonna have a Snapchat filter. It’s going to be a big
thing like Karen and Rick. That thing. I would do modern marketing. One, I would go triple in,
quadruple in, all-in uploading all your photos five, seven a
day get approval do your thing on Instagram and
learn all 15 hashtags that matter on Instagram. The five most popular ones,
the five medium ones and five long tail ones
like #HamptonsWedding. You know, #RockawayWeddings. Your area that you shoot in. There is always that hall, that place that everybody gets married at using
that name and weddings. 15 hashtags against 5 to 7
photos every single day on Instagram, I think will
lead to tremendous business. The other thing that I would do
is I would try to guest blog on wedding sites about Instagram
and Snapchat because again if you’re watching my show you’re kind of aware of
these things, right? Use modern social creative as your linchpin to your
actual business. If you think about being a
photographer for weddings as a secondary thing and you think
about being great in Snapchat and Instagram around the wedding
industry, using it and then commentating on it you will
create a much bigger awareness funnel and then people are like,
“Oh, I want to use that girl, “that guy. They’re good and
Snapchat and Instagram and “wedding photos.
It’s 2016, 2017.” I would hustle. I would work. What I just said took work. You like that one, Andy? It’s real. Work three more, four more hours
a day to do it I just told you and amazing things happened. You know how many people are
like “Oh miraculously, I made “$500 this week on eBay because
instead of drinking beers on my “porch and watching
Thunder-Warriors I went in my “garage or when garage
sale-ing and I sold stuff.” Staphon smiled because he
watched all of Thunder-Warriors. – [Staphon] I sure did.
(laughter) – That’s why has $500
less in his pocket. But he has the memories
and enjoyed himself. – [Staphon] It was a great game.
– Escapism. Great games.

“scalability for a company, “what are the things
you look for?” – You know Zach, I’m not looking
for much I’m usually doing that homework and living that
business life beforehand. It’s not hard for me, I
don’t ever struggle with understanding…I don’t of you
noticed in my face there Staphon I was like thinking about it
I see what’s happening. I have such a good understanding
of end consumer dynamics, the marketplace, the market,
the stuff I talk about for the last 10 years of my life. A lot of venture
capitalists don’t. A lot of business people don’t
but what I’m really good at is understanding demand.
I understand the customer. I rarely ever struggle with
being like who’s going to buy your thing. I can make those connections
in my head pretty easily. And so I’m not spending a
lot, anything is scalable. Anything is scalable in theory
because you can either humanly scale it or you can
scale it with technology. You just have to
understand if people want it. Do people want
mattresses sent to their home? That’s what people
messed up with Casper and those kinds of companies. Uber. We thought it was going
to be a 1% problem when we first heard it. Those early conversation were
like well okay there’s enough rich people. Maybe we
underestimated the fact that everybody wants to buy time
and we didn’t understand that. Eight dollar green juice. That maybe didn’t seem right to
a lot of people because who’s going to pay that? People are paying luxury fees
now for their body and their health and so this generation
the kids and not just the kids I like to make that joke,
millennial’s and Gen X and everybody, everybody now is more
willing to spend money on their health and wellness versus
an 80 inch screen television. The 1980s and 90s mentality of
an 80 inch screen television and the most extensive car you could
get has been replaced with 60 inch television, solidly
awesome car but an extra $20,000 to buy eight dollar
green juices and a one-year subscription
to Soul Cycle. If you didn’t understand that
was happening, you missed it. Do I think people will pay
$50 to go to the movies? The answer is yes. Has there been an execution that
I’ve seen that makes me feel like that’s the right bet?
I haven’t yet. I know Cuban’s got some stuff in
his world but will people pay $50 to go to the
movies absolutely. Has anybody really executed the
added values that force people at all income levels to do it?
Not yet. But if I saw
somebody pitch me, I’d be like yes that
could happen. I have a good understanding
for consumer to understand where things are going. How do I navigate? Do I think there is a demand
currently or could be bubbled up quickly to justify the value and
the lifecycle of that business or is it too early?
VR consumer. Do I think enough people have
VR units at home to watch seven hours worth of content? I don’t and so I’m not investing
the companies that are selling based on that reality because
I don’t think that’s going to happen next 24 months. So the punchline is do I believe
consumers are going to do it in a short enough time so that the
business can actually make money in that lifecycle? – [Sam] Cool.
– Cool.

First and most, I
absolutely love the podcast. Secondly, I absolutely love
this book. Instant best seller. My name is Jerome Hardaway I am
head geek in charge for Vets Who Code also
known as Frago formerly United States
Air Force. What we do here is that we teach
veterans how to program 100% online at zero
cost of the veteran. By utilizing a pragmatic
approach and focusing on one language and problem solving
with that language our guys and girls of the Armed Forces are
focused more solving problems and thinking like a programmer
as opposed to learning how to do the same procedures
in multiple languages. Thanks to this we been able to
help 75 veterans gain jobs in the software technology
sector totaling $3.2 million worth of salaries. My question to you GaryVee
is how do we get into new communities that are tech rich
and talent rich and be able to build relationships with those
communities even though we are not natively there. Such as New Orleans
or Boulder, Colorado. Thank you. I thank you for
supporting veterans and thank you supporting Vets Who Code. – Political help. Get political help. That’s a very good story. You’re going to need some
governmental assistance. I hate to say that because at
the same time you can raise money, you can raise money
privately but your argument for what you’re doing has a
lot of political clout. And if you go down and if you’re
in Louisiana and you want to go into New Orleans there’s enough
politicians down there that would see this as
an opportunity– – To make themselves look good. – To make themselves
look good and to do something in the community. I think you have a good
political handle there to use. And by the way, once you start
raising money with the politics you get other people
wanting to join the program. It’s a good sounding situation. – This is why this show is so
fun when you have two people that can give advice because
they come from such different angles and I think that’s
incredible good advice. I would also say, my friend,
that getting in front of the tech companies who are going to
hire your developers when you’re not in Silicon Valley, you’re
not in Boulder is actually stunningly easy.
It’s called grit. You can spam people I’m sure you
had people through your career, in your career probably sent
you letters and faxes and now emails. I’ve been in my professional
career it’s been mainly email where they’ll
email me every day. Gary, I need to see
you for 15 minutes. I need to get to you.
I need to get to you. You don’t want to get
into stalker-land and be inappropriate but if you want
to email Slack, if you want to email Facebook, if you want
to email Uber or Airbnb, these companies are becoming bigger
by the moment too and are also looking to have relationships no
different than a politician that they can put on the website or
put in a press release while the getting yelled at for setting up
in Ireland and not paying taxes they can throw this kind of
thing and you’re right your narrative and we’re
about to hear some more. Nobody’s ever, ever the in
history of America going to publicly say I’m not
that into the veterans. – No.
– There is zero. There’s people disagree on
many things but not that one. I would say perseverance of
reaching out to the companies in Boulder, Silicon Valley,
New York and trying different tactics and also using Twitter
search and engaging with them because that’s the one cocktail
party of the Internet where there’s permission for you
to create a relationship. Those are two tactical
things that I would do. – The other thing to do would be
to try and get another another location somebody
working with you in the tech sensitives areas. Not necessarily Silicon Valley
but certainly New York or Boston so that you can take this and
develop something like yourself down there now you got three
groups out there and that’s where going to be able to spread
and job opportunities becoming back both ways. – There’s a lot of ways to
deploy remote teams especially around an issue like this
because so many of families affected by it. So many people, I’m not effected
by it but I’m passionate about it, I’ve been involved in it so
there’s a lot of tactics there. India.
– [India] This one. This is my dad.
– This is your dad?

how you Scout ban on media story quickly
to do joint ventures or partnerships what strategies allowed you to scalp you know I think the number one
overarching thing with me is that I you know in a place where I’m at topline
revenue driver right because I’m able to drive sales and was able to get clients
you know funny thing happens money solves a lot of business problems
but having money continue to come in over invested so right now most of our
organization you know is not actually a capacity you know we talked a lot about the past
year being immediately probably have 20 percent more capacity many people can be
on more accounts and you get paid for most agencies would drive down to
even-steven even sometimes under passing to drive profit I on the other
hand really because of my ability to sell that’s what it is because of my
ability to sell I’m able to drive growth at such a rapid pace parallel that with
each our capabilities and actually caring about people and scaling a charm
Uhr driven CEO of the two combinations for hyper growth companies when the
cares about its people and won the table to make money it’s really not
complicated and then a third variable of one that’s not being built a cell so I’m
not worried about my margin because when you sell your company your often not
looked up I’m at your revenue look upon how much money you’re making people
paying you and multiple on that because I’m not worried about that envelope or
more dollars into people into culture into being on the offensive to opening
up London if those were things that if I was trying to sell this company I
wouldn’t open up London I wouldn’t have 20% extra capacity I be trying to
organize it and orchestrate it orchestrate it to us sale and so I think
it’s a mentality and then I think it’s the capabilities of me on the CEO level
on sales and a char Dara you mentioned publicly documenting one’s journey but
isn’t advertising experience hurtful when seeking paying by a computer over
time I said the other day in dealey be

So, the question to you
is very business-related. – Please. – As you know, we built
something similar to you, we got inspired off of Crush It! – Yes, yes. – So, did the same
thing, did a lot of jobs, put in a lot of work over the years. – Built leverage. – Yeah, built leverage,
put the trust in the brand. – We have a substantial
business now in seven figures. – But, now that, it’s been
a couple years we’ve kind of stagnated.
– Yeah. – Because, so. – Happens all the time. – So my question to you is, and I think, one of the weaknesses
here, is actually scaling, because we tried to do
everything ourselves, we have a small team,
but how do you actually build that team with you, and
the most important question is that, how do you build
and maintain that culture and that, that love that, the same love that you have for the business, – In other people? – In other people. – (laughs) This is a very, this is a very eastern European question,
is very common things that. So, the answer is, you don’t. If you expect somebody
else to love your business as much as you, you two are
out of your (beep)in’ mind. And, this is something
I tried to teach my dad. As a young kid, I’m like,
Dad, you own the business. How the hell do you want them to love this as much as you do? What you need to do is
several different things. First of all, thank you
for asking me the question. I lived it. I did it at Wine Library,
from people that are more like you. You guys went to zero to
something just like my Pop’s. And how I scaled it was, I
taught him these pillars. And I taught him these pillars. Which is, number one, get over that. It’s over. They’re never going to
love it as much as you. If you’re lucky enough, like I find, like that amazing man behind you, if you can find people that can
love it 8.5 as much of a 10, 9.2 as much of a 10, 9.7 on a holy grail moment out of 10, well then, you’ve won. So, that’s never gonna happen,
and it’s actually completely, completely disrespectful
for you to even want that from somebody else,
’cause you never loved somebody else’s business as
much as you love your own. So, why are you going to try
to make somebody else do that? Number one. Number two, the biggest mistake
people make at this point is you start wanting to cash
in on some of the fruits of this amazing hard work. It’s a little bit more exciting to dress a little bit better, to
live at a better place, to take a vacation, to
do all these things. I get it. The way to scale and grow
is to have the dollars to continue to scale and grow. If you’re doing everything yourself, there’s a couple reasons. One, you’re a perfectionist
and don’t think anybody else can do it. Two, you see other people do it and they do it as an eight to your 10, and that’s not good enough. Three, you do not want to
deploy the money because you want to use those
monies for other things for yourselves and other things. All three are massive vulnerabilities. Fix those three, and you’ll grow. I run my businesses the first five, 10 years of their lives at no profit. And I did it, and people
can say, now, easy for you. Bullshit. I was 28 years old, I
build a humongous business, and I was making $40,000 a year. I had friends that were half
me and a hundredth of me making more money, had better
cars, were having more fun, I was 28 years old, making $40,000 a year, and I build a $30 million
business at that point. That’s eating your own dog food. So, get over yourselves,
and be thankful that people want to work for you, and get
them to an eight or a nine, and you get them to an eight
or nine, by loving them more. What you did for your audience, you need to do for your
employees 10 times more. Biggest mistake entrepreneurs make, they treat their employees worse than they treat their customers. Biggest mistake. Treat them better than
you treated your audience. Then they’ll get from a six to
an eight, and that’s amazing. They’ll never get to a 10. It’s not their business. Number two, decide how much
you want to live great now versus every dollar, every dollar, you take that trip to
Spain, is three dollars less that you make three years from now. – Well, what if you have
still substantial money after vacations, after
everything, and you– – Invest it. – And into? – People. – But, people, how do you
find these people who are still eight even or a seven? – But easy, because you
need to treat them better, because you’ve got them,
you just need to change the way you treated them. And, if they don’t get
there after you treat them way better, you fire
them, and you find people who do react to you giving them more value than they’re providing you. – Cool. – You understand?
– Yeah. – Really?
– Not fully. – So, that’s why I’m not letting you go. Here’s my thing: you kick it. So, how many employees do you guys have? – Uh, around the world, seven right now. – Great, you need to really vet them, the number one thing I
would do if I were you is, I would call them right
after the show, and say, What can I do to make
this much better for you? – We do that. – Good, good. Do you deliver on everyone? – Yeah.
– Great. Well then, you should
be having no problem. Then, then, I’m a little
bit more confused. Then, either you have not
built up enough trust with them for them to tell you the truth, or, you’re just not hiring fast enough. – We’re not hiring fast enough.
– Good. – ‘Cause no, because we’re,
we’re, we’re trying to have everybody be like fully 10. – So, you know, (laughs) – [Alex] We want Eric’s– – [Gary] Eric, Eric was
what number in place, 17? 17. He watched Vayner go from 17 to 200, then, for personal
reasons, he went to Boston. He’s back now, and we’re 600. What Eric can tell you
(laughs), all the VaynerMedia employees from 17 to
200, stick with me here, this is not an insult, he
knows how many four, five, six, seven and eights. You need four, five, six, seven
and eights when you’re big. You can’t make seven 10’s,
that’s not how you scale and win. That’s the secret. It’s not about you guys
getting seven people to a 10, it’s about you hiring 40 people at eights. So how about this, here is
the last question, follow-up.

– [Camera Man] It’s rolling. – Oh, it’s rolling. Gary, Eric Decker. – [Gary] Eric Decker. Jersey right there. – I want to know how can
athletes use social media to expand upon their brand. – Eric, I think one of
the biggest, first of all, super pumped you and B Marshall tag team. I love this. Best receiving
core we’ve had in a long time. Probably since ’98. I think athletes need to engage
with their fans a lot more. You know, just pushing out like, “Come to my nonprofit event.” “Buy my jersey,” “Support my friend.” You obviously have a
celebrity spouse as well. So, bring exposure to her stuff. All celebrities, not just athletes, are always pushing,
pushing, pushing, pushing. Like, you know, “Come and see my stuff,” “do this stuff,” “do this
for me,” “do this for me.” How about doing something for them? The amount of people,
Eric, right now on Twitter that are saying, “Eric
Decker, can’t wait.” A lot of people saying,
“Eric Decker, you’re so hot.” You know, why don’t you engage
with some of those people, and literally just use Twitter
video, like I love to use, grab your phone, go to Twitter, reply. I’m gonna do it right now. You know what? DRock,
I’ma do it right now. Let’s just randomly pick somebody. This is the way to do it, right? You’ll probably edit and
do whatever you’re doing. Here we go. Just hitting notifications. Boom. There we go. Let’s see who says something. Here we go, D-Rock said something. DRock, get out of here. Let’s just find something here. All right. Let’s keep
going. Just scrolling. A lot of regramming. Let’s
see if somebody says hello. Dustin Riddle, “Gary
Vee, have a great day.” So, I hit the reply button. I hit the camera on
the bottom left corner. I hit the camera on the top right corner. I switch it to camera mode. I flip it to selfie mode, and now I forgot the
God damned guy’s name. Son of a bitch. Let’s exit out. Let’s go back. Done. Dustin, got it. All right, Dust. Here we go. Here we go. Yeah, that’s what happens
when you do it live. Dustin, video, camera. Dustin, it’s Gary Vee. I
appreciate that, brother. I hope you have a wonderful,
wonderful weekend. Thanks, man. And that’s it. And now, I’m actually
bringing value to Dustin. Eric, the amount of people that when you wave to them in the crowd, or you throw them a glove, or you say hey, they go crazy. You can scale that. You can scale that on social
and create real depth. You know, real depth. The amount of people that
I’ve done those videos for and just engaged with and said hey. Then the next day go out and
buy Jab, Jab, Jab, Right Hook. Or when Jason Glenn,
number 58, special teamer gave me some daps at a Jets Patriots game, when I was on the field and just said hey. The next day I went and custom ordered his jersey at $100 bucks. That is what’s happening. It’s very easy for you to get
into the trenches of Twitter at scale and engage with your fan base. And I highly, highly recommend that.

– [Voiceover] Gregory asked,
“If you ever become the CEO “of a local Chamber of
a community of 12,000, “what would be the first
thing you would do?” – If I became the CEO of a
Chamber of Commerce for a small group of 12,000 people, 12,000 members or 12,000 people in a town? – [Steve] Community, yeah. – You know, I’m a very big
fan of scaling the unscalable. Right, I talk a lot about engagement, one on one engagement, Twitter
videos, depth versus width. When you’re talking about
a town of 12,000 people, even if we’re answering this incorrectly and it’s a membership of 12,000, it’s still a very small number
in the scheme of things. So, what I would fundamentally
do is create a infrastructure to allow me to connect one by one with every single member of the Chamber, and even considering if it’s
a 12,000 person community the thousand to 4,000
people that really care about business in town, and
connect with them one by one via coffee, via Skype, via phone call as much face to face as possible, and ask them to reverse
engineer their objectives, meaning what can the Chamber do for you? What do you want out of it? I’d also have a better
understanding of what I was trying to get out of it
if I was the CEO of that. So, I don’t know if that’s fees, I don’t know if it’s something
as simply noble as making business better in town, if
that’s the objective at hand. That’s a little bit of a tongue in cheek for the people that don’t get my humor. I think I get razzed a
little bit too much for this. I was reading plenty of
comments on these three weeks. Basically my job would be to make the business environment in
this community better, and I think the number
one way to do that is to get people aligned. I think leadership comes
from getting entire group of people aligned on a mission. I actually think the most
effective way to do that is to actually understand
each individual person’s goals and objectives and
then come and find that little sweet spot that
is the closest thing to the overall masses that brings value across the board, and then go backwards. What’s the number one thing
that I can do that brings value to all 600 people at Vaynermedia? That brings value to all 12,000 members, and then go down the
list to where the number 10 thing maybe brings value
to half of the people, but it’s still better
than to three people. So, I reverse engineer
by listening upfront, collecting the data, and
then executing against the top 10 things that will
bring value to everybody in the organization.

The hashtag Instagram expert, and I just wanna ask you, how do you decide which projects to say yes to, and which ones to pass on? Because I have a shit-ton of projects and opportunities coming my way on a regular basis, and
it’s often a challenge to know how to prioritize which ones to put at the top, and which
ones to take a pass on. So, I thank you for your time, and I look forward to your answer. – Sue, I’m really pumped you asked this. A lot of entrepreneur
self, kind of, you know, one off of freelancers,
different things of that nature, I’ve got a really good answer for you and it came to me immediately, unlike the first question. I, if I were you,
hearing what I’m hearing, would continue to raise
your price on every project substantially and choose
the ones that pay you the most, if that’s what you want. I would do the ones that network you with the most networkable,
or biggest brand, or the kind of people
that you wanna be around, and so I would, here’s what I would do. When you have a supply
and demand issue at hand, you know, I mean high
class problem, right, too much coming in, it’s going well, and trying to pick which ones, it’s all about raising the stakes, whether that’s a better
networking opportunity, famous people, rich
people, connected people, nice people, whatever makes you tick, or money. So if it’s $3,000 a month
or $2,000 a project, then it needs to be five and 35 hundred, and if it’s five and 35 hundred, then it needs to be 75 hundred and 6,000. Like, raise your price. There’s a lot of you right now that are doing services
that only scale you, that are not building you a business because you’re not understanding
how to raise your prices. Let the market say no,
let the market say no, let the market say no. Let me tell you the story about
my first speaking gig ever. My first speaking gig ever,
never spoke, got a random email, at Wine Library, they’re like, we want you to speak at
this internet conference, I’m like, okay, cool, amazing, I get on the phone, guy tells
me about the conference, how much do you wanna get paid, I think I’ve told this
story on the show before. No? Oh, good. This is a good one. On the phone, how much
would you like to get paid, I’m like, oh, crap, what the
hell do you get paid to speak? I’m like, alright,
throw out something big, you know, I’m a good negotiator, you know, I’ve been buying a lot of
wine for the last ten years, I’m like, alright, $5,000. Right? Remember, like, you
guys know me as me now, like, this was literally like, it’s like you saying
$5,000, Staphon, right? You’d be pumped as shit
right now to speak for. You’ll stand here naked,
right, so, so, so, I was like $5,000. He goes, okay, I go, crap,
that was way too fast. So, I’m like, okay, now we’re
talking about logistics, I’m like, alright, I gotta
get more money out of this. I think I got crushed on this negotiation. So, I get to the end, I’m like, okay, to recap, 30 minute
talk, and it was an hour, 30 minute talk in Miami, July 17th, he goes, no, no, no, no, he goes, we need you for an hour. I’m like, oh, I go, we’ll that’s $10,000 for the speech. He goes, okay great, I go. Still too little! And I kept raising it until
the market at that point settled me in, between five and fifteen, which was unbelievable and blew my mind, and it was market, I didn’t know, and, obviously, it’s grown since then, and so, I really think that
you need to keep pushing the boundaries of money,
or upside opportunity. I would do stuff for free
if you thought it was going to lead to happiness,
paying forward to somebody you believe in, or something
down the line for you without expecting it,
remember that whole thesis. So, that’s what I would do. I would pick the ones
that you’re just pushing, you’re pushing the pricing,
you’re pushing the pricing.