This promotion assumes you have massage or some type of spa treatment at your facility.  You could try this by bundling personal training along with it, but I don’t know many of our significant others who would appreciate “Happy Valentine’s Day…maybe you should go work out”

If you don’t have spa or massage or some other wellness related service, then skip to the bottom of this blog post for an idea on how you can still pull this off….PLUS a cool bonus gift you can give to your clients that they will LOVE.

This is a simple, low cost strategy that can be marketed to your current patient list via email, a letter mail out, or flyers/handouts/signs at your facility

Here is what you offer as your Valentines Day Package:

A 45 Minute Massage and a Bouquet of flowers that is delivered to recipients door on Valentines Day, complete with a custom card, and gift card for other services at your facility.

Who wouldn’t love a massage treatment and flowers delivered to their door?  And best of all, you’re saving your member the time and trouble of going out and doing the shopping themselves.  (Now that I have all of the mens attention)

What You Need:

Find a local florist that offers delivery on Valentines Day with minimal or low cost, that can supply bouquet of flowers and let you add a custom letter or gift card to the bouquet. Get your clients and members to pre-order this with you, so that you can provide the florist with all of the orders at once, along with your customized cards and giftcards.

Many will even offer you a special rate (yes, even on Valentine’s day) because you’ll be sending them traffic that they didn’t have to spend marketing dollars on, making the bottom line profit the same.

The Pricing:

For the Valentines Day Bouquet and Massage package, go for a price point around $129.  Your market, may be slightly higher or lower. Remember, the customer that is buying this is also buying for the convenience of them not having to go shopping for V-Day.  You can also sweeten the pot by offering the purchaser a free 30 minute PT session or a $25 gift card for themselves.

The Upsell:

This is where you can make some extra money.  You’re certainly not going to make bank off of $129.  Even if you do sell 50 of these, the cost of flowers, your time, and the actual cost of the massage you’re not looking at much margin.  You should have plenty of upsells and downsells you already use daily, so you’ll just follow that same strategy.  Adam and Taylor have had success with upsells such as:

• An extra 30 Minutes of Massage for an additional $2
• A Facial for $17 An Acupuncture Treatment for $47
• An Accupuncture Treatment for $47
• A Chiropractic Exam For $57

If you can reach their same magic number of 50 units sold, you’ll get some good immediate cash, you’ll get some solid upsell revenue…and even more importantly, you’re positioning yourself as indispensable to your members and clients by going above and beyond to make their lives better and easier.  AND when you get their significant others into the gym you have the opportunity to sell them fitness as well!

What if you don’t have spa, massage, or wellness offerings?

Well first, you can always partner with a massage therapist and get them to give you a killer deal on 45-minute massages.  They may even provide them to you for free just so they can have access to some of your members with expendable income to experience their services.  Then pick up the giftcards or certificates from them before you contact the florist.

         >>>>COOL BONUS IDEA TO GIVE YOUR BEST CLIENTS<<<<

This is probably best for your boot campers, training clients, or clients who spend more money with you…probably not for a general gym member necessarily because there is a bit of cost on your part.  So perhaps it’s best as a special reward for those who are willing to invest more in you.

Go to www.MagMyPic.com.  Some of you may remember this as one of my Killer Resources from Fit Biz TV where I put myself on the cover of a magazine.  My mother was very proud of this.

Right now they have some Valentine’s day themes you can create for your members.  Or put them on a funnier, non-VDay magazine.  The point is that for $2.65 they will print your member’s picture on the cover of the magazine and mail them a framed version!

How much fun would it be to present your clients a framed picture of them on the cover of:

•     Sexy Beast Magazine
•     Nerd of the Year Magazine
•     Muscle Magazine
•     Model Magazine
•     Sexy Magazine
•     Teen Diva Magazine
•     The Incredible Bulk Magazine
•     Power Team Magazine

They will love this, and they will love YOU for thinking of them!

Just go on your clients Facebook pages and download your favorite embarrassing picture of them and use it for a magazine cover.  $2.65 later and they’re getting a framed version of their own magazine.  Have them shipped to you so you can present it to them.

Happy Valentines Day Everyone!

Curtis

What is a QR Code?

QR stands for Quick Response, and it is essentially a barcode that you can place on all of your advertising that will send people to a destination of your choosing (Facebook page, Youtube video, your website, etc). Your prospect will need to have a smartphone and have downloaded a QR reader app.  Most smartphone users have a QR code app on their device.

Why Use QR Codes?

Last month alone, over 15 million U.S. mobile phone users scanned a QR code.  Most of the users were between the ages of 25 and 44 and a high percentage of these people earned over $100k/year.  Not only does your ideal target market use QR codes, they are also very easy to implement into your current marketing strategies.

As popular as QR codes are and how many businesses worldwide are using them, most fitness businesses have been reluctant to incorporate them into their marketing. Probably the main reason clubs haven’t adopted this strategy is simply lack of understanding of how it will benefit their business.

How to Create Your QR Code

You can simply do a Google search on your computer for “QR code generator”.  My favorite, and the one that created the QR code within this post, can be found at www.youscan.me.  The code was created in less than 20 seconds.  It simply asks what you want to happen when someone scans your code.  Then it gives you a QR code you can download, print, email, add to your website, print ads, etc.

How to Scan a QR Code

Even if you’re not familiar yourself with how it works, the majority of your prospects do.  It doesn’t hurt for you to understand the process though. Grab your smart phone right now.  If you have an iphone, download the free app “Qrafter”.  If you have an Android phone, download the free app “Zxing”.  If you have a Blackberry, download the free app “QR Scanner Pro”. If you have a Nokia, download the free app “Mbarcode”.  If you have something else, I assume it won’t be hard to search “QR Code” in your app store and you’ll find one you can use.

Now that you have the app loaded, open the app to the scanner and hold your phone up to the computer screen right now to scan the QR code to the right.  When you go to the URL, you’ll notice what pops up is a link to a Facebook Fan page.  Click the LIKE Button to see what happens.  What should happen is that you have successfully become a fan of this blog and the Fit Biz TV show (as long as you’re logged into Facebook).  You can do the exact same thing!

In addition to getting people to like your Facebook page, you could have the QR code link to a Google map to your facility, a video introduction of you and your services, your website, opt in forms to get a free report or your newsletter, a printable trial pass, a coupon or any number of things.

Here are some things to remember when using QR Codes

Try to incorporate them into all of your marketing, including both print and digital.  Put them on your website, your direct mail, your business cards, gift cards, fliers, brochures, in the window of your gym, on your vehicle, billboards, on t-shirts, and more.

Give people a reason to scan your QR code.  Offer a discount, a free trial pass, a free weight loss report, to enter a contest, to watch a video tour of your club, or anything else you would normally promote.

Also, it goes without saying, but I’ll say it anyway…Make sure you test your QR code before you begin promoting it.  Make sure it is tested on all smartphones.

Even if you aren’t personally interested in QR codes, your prospects and members are.  It’s not about what you want; it’s about what your audience wants.

Follow these basic rules and you’ll be well on your way to maximizing the effectiveness of your QR code and driving new leads to your business with the latest technology.

Have you used QR Codes effectively?  Do you have any questions?  Be sure to let me know below…

They use the giftcards from www.fitnessgiftcards.com like crazy in their business, claiming that the cards have singlehandedly been the key to their success (true story). Well for Halloween they attach their gift cards to fun size bags of candy and provide candy to their bootcampers and members to distribute at their homes for trick-or-treaters!

They’ll announce over the weekend for their members to save their money and instead of buying their own candy, they tell them to stop by the gym to pick up candy they’ve already purchased for them to give to the kids.  Each bag of candy has attached to it a giftcard to their gym.

Not only do the kids get their candy, parents get something!  How memorable will you be when someone actually thinks of the parents at Halloween.  I think it’s a fantastic idea and I love the creativity they’re using with the cards.

Here is a picture of their surplus they’re giving to members….Happy Halloween!

I want to begin by saying that there is no “perfect” tour.  However, based on my experience, here are some tips that will give you the greatest opportunity to close more sales.

First of all, the tour strategies mentioned below require a proper tour setup, consisting of a strong greeting and prequalification.  Your greeting should make the prospect feel that they are the most important person in the world at that moment.  In addition, a prequalification form should be used every time, without exception.  By filling out a prequalification form, not only will it help provide you ammunition to overcome any objections they have, it also allows you some conversation points to get them to know you, like you, and trust you.

I like to start each tour by letting the prospect know that when the tour is finished, you have a special opportunity for them.  This lets them know that you will be asking them to join today, eliminating any surprise when you do.

Don’t give the same tour to every prospect.  Based on their prequalification form, you’ll know what interests them the most.  If they say they’re interested in getting stronger, don’t start by showing them the cardio equipment.  If they say they’re interested in classed, don’t take them to the free weights.  Every tour should start in the area in which they will be most interested.  If you don’t, they won’t be able to focus on the other great aspects of your facility because they’ll be waiting to see the amenities they are looking for most.

Ask a lot of questions that stimulate a YES response.  Questions like “It’s a nice facility isn’t it?”, and “We have lots of classes, don’t we?”, and “I assume your spouse supports your decision to improve your health?”.  The idea is to get them to say yes as many times as possible so that you create a pattern of positive responses, causing them to say yes when you present prices as well.  Always remember that telling is not selling.  You need to stimulate the prospect’s thought process and get them to tell you the reasons they are at your facility.  If you tell them, it won’t influence their decision.  But when they decide for themselves and verbalize it to you, your chance of selling to them increases exponentially.

After you have finished touring the facility, you will ask one final commitment question, which will provide the perfect transition to the price presentation. This question will allow you to gain a final commitment that will remain fresh in their mind before you present prices.  Ask questions such as, “You’re going to like it here, don’t you think?”, or “You can picture yourself working out here, can’t you?”, or “The facility has everything you need to meet your goals doesn’t it?”

You want to make them feel as if they have already made a commitment to a membership. If they do have any concerns or questions, pause on the floor and address all questions before presenting prices. Once all objections are satisfied, ask them to have a seat so you can help them decide which membership option is best for them.

The tour is typically the area where a sale is won or lost. By controlling the conversation and asking a series of questions, your tour can easily take half an hour. No matter the size of your facility, a tour should never take less than 10 minutes. They have likely toured other facilities, so make sure your tour is the most memorable. They need to feel that your club is the answer to all of their problems.

Remember, there is no perfect tour process, but if you implement these strategies and are genuine in your approach, you will find that the sale will be made long before you present prices.

Should I offer some type of “Guarantee” to my prospects to get them to join?

This is currently one of the most debated questions in the fitness industry.  With any type of guarantee offered, there is some level of risk associated with it.  We know that most members won’t participate on a regular basis and may try to abuse any type of guarantee system you put in place.  Conversely, by offering a guarantee, you will sign up more new members.

In nearly all cases, the benefit of offering a guarantee outweighs the risk of cancelations.  This is due to the fact that far more people will sign up because of the guarantee than the number of members taking advantage of the guarantee.  There are several different guarantee systems that I have seen used successfully.  We will specifically cover two categories:  Conditional guarantees and Unconditional guarantees.  As you compare the two, keep in mind that you can offer either of these as a money back guarantee or simply a satisfaction guaranteed (allowing a member to break his/her membership term).

Conditional Guarantee:

“We guarantee you are going to lose X pounds of body fat and/or inches within 30 days or we will pay you your money back”

In this conditional scenario, to qualify for the guarantee the member MUST work out a pre-determined number of times per month (typically 8-12), meet with a trainer for two consultations, and follow the meal plan prescribed to them as part of their program.  If they still haven’t seen measurable progress (decrease in body fat or inches, increase in strength, decreased blood pressure, etc) they can be refunded their entire investment if they choose.

The advantage of this system is that the member has to hold up their end of the agreement.  If they don’t meet the criteria to which they agreed to when they signed up, you are not obligated to reimburse them.  The great thing about offering this guarantee is that even if the member only loses a few pounds during their first 30 days, they will not want to cancel their membership.  They will be thrilled to have lost that weight and will be hungry to lose more.  But be aware that fewer prospects will become members as compared to an unconditional guarantee since they may fear they would not be able to hold up their end of the bargain

Unconditional Guarantee:

“If for ANY reason you are unhappy with the service after 30 days, we will pay you your money back.”

In this scenario, there is no obligation from the client.  More pressure is on you to get the member involved, exercising, and following a meal plan.  On the surface, this seems an inferior option due to the fact that you are more likely to have to reimburse someone.  However, the major advantage is that you will sign up more clients at the point of sale due to the bold guarantee.

There is an even more powerful money back guarantee that I’ve seen used with great success lately.

Double Your Money Back Guarantee

Makes you a little nervous just thinking about it, right?  Consider the possibilities for a moment.  Think of how many more leads you would generate simply from offering this guarantee at the point of sale.  Let’s assume with one of the other guarantees, you could generate 24 additional new members this month.  And let’s say when you offer a Double Your Money Back Guarantee, you generate 6 additional new members, giving you a total of 30 new members this month.  And let’s assume two of them take you up on your guarantee.

BIG DEAL!

Even in this simple example, you have four additional long term paying members.  Let’s say each member pays $40/month.  So the two canceling members will be reimbursed a total of $160 (which is incredibly guilt-inducing and difficult for them to ask you to pay them double their investment anyway).  You already generated $160 from the other four members for that month, thus breaking even.  But the kicker is that the other four are going to continue paying $40 every month for the remainder of their membership term, more than making up for the members who received a refund.  This is a worst case scenario as I doubt 1/3 of your new members on this program will cancel.  If they do, you likely have some other problems in the business to take care of.

Regardless of which guarantee system you implement, always remember that your new members really do want to lose the weight.  They don’t want to waste their time for 30 days, only to rip you off and make you pay them back their investment.  They want results and they came to you because you were confident enough to make such a bold offer to help them reach their goals.  If you help them reach those goals, they would never dream of asking for their money back, and will continue paying you for a very long time.

It’s called “Drop a Dress Size”, and as the name implies, you’ll be targeting women who want to drop at least one dress size in one month.

This idea isn’t new, but it’s very effective. Some of Pat Rigsby’s bootcamp clients had great success with this, and I remember Casey Conrad promoted something similar to this years ago. It works.

SETUP

First you’ll want to structure the program. This is easy. If you already have a bootcamp program in place, dedicate a bootcamp time slot to this group, OR allow the women in this program the ability to drop in on any bootcamp class they want through through the week.

If you don’t have an available time slot or don’t have bootcamp programming established yet, set up the Drop a Dress Size program a group training opportunity.

Pick a time slot or two, depending on how many people you get into this program, and have the women meet together. Having them go through the program is important, because they will hold each other accountable to the program and motivate each other.

The program itself can be nothing different than what you would do during a normal group training session. That’s the beauty of this. You’ve identified a niche group of women who share the same desire. To drop at least one dress size in a month. If they come to their group training session two or three times per week, I guarantee they’ll drop at least one size.

You’ll also include some type of meal plan or health shopping list and your guidelines on what they should eat during the 4 weeks. Don’t make this overwhelming. Just a few changes to their eating habits along with the 2-3x per week exercise routine will help them lose that size. You can also have them keep a food journal, and even offer discounts on supplements during the program. (They’ll of course want to continue buying at full price after the program)

PRICING

I would price this program at somewhere between $79 and $149…wherever you feel your clients’ sweet spot is. If you set this up for 3x per week for one hour, your trainer will have spent a total of 12 hours this month during the program with them. Let’s assume you promote this at $99 for the program and you have 10 people purchase, that’s $1,000. If you split this with your trainer, they make $500…or $42/hour. Not too shabby. You’ll also want to promote this as a 100% mo’ney back guarantee. (They of course need to come at least twice per week and keep a food journal in order to get the refund) Any woman who comes at least twice per week and monitors their food intake will lose a dress size.

UPSELL

The thing to remember is that there are now 10 women who have experience the program, have dropped a dress size, have made some new friends, and now understand how important it is to invest in their health. The overall point of this program is to get these women to buy personal training, bootcamp, or group training after 30 days. It’s a much easier sale for your trainers if the prospect just paid for the program and lost weight and have a peer group that is going to continue also. Or you could simply offer the program again to this group of women wanting to continue. “Drop ANOTHER Dress Size in 30 days”

MARKETING

To promote the program, I would focus on placing signage throughout the facility, send emails, make phone calls, have your front desk discuss the program with every woman who checks in for a workout, and if budget allows, send a letter to your existing women members.

We implemented this program in several facilities over the summer and had great success (This worked really well in a women-only facility also). I know you’ll have success with it as well.

What do you do if your club is at break-even or below break-even? Do you spend 13% and give up more of your own salary or borrow from other departments or be late on rent? I would hope not. And what if you’re already profitable? By following a pre-determined percentage, you very well could be spending unnecessary profits you could put in your own pocket or redistribute to other projects at your club.

And the timeless quandary of whether the chicken or the egg came first. Do you spend marketing dollars you don’t really have, expecting to receive them back from sales…or do you try to make more sales so that you have marketing dollars to spend? All of this makes determining a marketing budget seemingly tricky. I have a solution for you.

Instead of worrying about percentage of revenue, the best way for you to determine your marketing budget is to determine the answer to this question:

How much do you need to spend on marketing in order to reach your revenue/profit goals?

To do that, you need to forget everything you’ve learned from textbooks, and you need to work backwards to determine the optimal amount you need to spend on your marketing efforts. To start the process you need to start with two numbers. You need to know how many leads you need to come through your door and you need to know how much it costs to generate a lead.

Let’s assume your average membership grosses you on average $500. Let’s also assume that you’d like to generate $500,000 in revenue this year. That would mean you need 1,000 sales to reach that goal. If you are closing 70% of the leads that come through your door, that means you need 1,429 leads to come to your business this year (1,000/.70=1,429)

By tracking the total number of leads you generate from your marketing efforts, you will know how much it costs to generate a lead. For example if you run a newspaper ad for $750 and it generates 25 leads, your cost per lead is $30. (forget about actual sales when determining this number, since you already calculated it through your closing percentage above) If you run a direct mail campaign, spend $4,000 and generate 50 leads, your cost per lead on that campaign is $70. If you run a referral campaign, spend $500 and generate 100 leads, your cost per lead = $5. You’ll then tally all marketing dollars spent and divide by the total number of leads and you’ll have your cost per lead. In these two examples $5,250 / 175 leads = $30 lead acquisition cost.

You’ll then multiply the lead acquisition cost by the total number of leads you need to reach your annual revenue goal of $500,000 to determine how much you need to spend on marketing this year ($30 x 1,429 = $42,870). This means that your optimal marketing budget is $3,572 per month or 8.5% of revenues.

Remember however, that we’re just considering membership revenues in this calculation. If you’ve done a good job of implementing a variety of profit centers and upsells, you know that the average lifetime value of a client could be much higher than $500. Conversely, if you’re doing a poor job of retaining members, the loss rate could bring the lifetime value of a client lower. Other things to consider are profit margins, commissions paid to sales people, closing percentage, But the above calculation should give you a good starting point.

The power of working backwards from a lead/sales standpoint rather than simply from a percentage of revenue is that you are focusing on the factors that are responsible for sales and revenue. This is a much better approach to determining your marketing budget. Your investment in marketing will always end up as a percentage of revenue, but it shouldn’t start there. Always begin with the end in mind and you will be more likely to reach your goals.

We as fitness professionals need to capitalize on this trend.  If people won’t look at your direct mail postcard, answer your phone call, or look at your flyers…we shouldn’t keep trying to get their attention using these outdated methods…we need to use whatever they’re using…and right now it’s all about Text Messaging.

Here are three powerful ways to use Text Messaging in your fitness business

1.  Automate Lead Generation:

Imagine for a moment how cool it would be for prospects to automatically come to you, rather than you constantly trying to chase down new leads.  With text message marketing, it’s simple.  When you use text message marketing, you get your own private keyword.  So for example if you run a bootcamp business called XYZ Bootcamp, you would tell people to “Text XYZBOOTCAMP to 70000 to automatically receive 2 weeks free at XYZ Fitness Bootcamp!”  You’ll put this on signs, postcards, door hangers, your business cards, or any other local marketing.  Everything you distribute should have this call to action.

Then prospects text your keyword, they immediately get their 2 week pass, and you capture their cell phone number to follow up with them.  There is no faster way to build a hot lead list.  And it has been shown prospects are 4x more likely to respond to the low-intimidation factor of texting rather than calling or visiting.

2.  Improve Retention:

More important than signing up new clients and members, is to keep those people staying and paying longer!  With all the competition in your area, it is incredibly important to keep everyone as happy and involved as possible. One of the best ways to keep people involved is simply through communication.  People want to feel wanted!  Mobile marketing allows you to bulk text all of your clients things such as coupons, announcements, surveys, birthday cards and more.  And don’t forget about email.  While the open rates of email are a fraction of what open rates are for a text message, it is still a good way to improve retention.  Use them together and results will be exponential.

Texting your members and clients any announcement you have is far better than trying to reach someone on the phone, which can be time consuming and ineffective.  When you text, you know your message will be opened.  Announcements such as a new class, bad weather, introducing a new personal trainer, promote a deal of the day, or anything you need to communicate as quickly as possible should be communicated via text if you Really want them to get the message.

3.  Automate Your Systems

If you’ve read the E-myth by Michael Gerber, you know how important systems are to your business.  And you probably already know how big of a headache it is to try to operate your fitness business without systems.   One of the more time consuming tasks at your business is confirming appointments.  Whether it be prospect tours or personal training appointments, texting those clients would A) Guarantee that they get the message and B) Allow you to work on other things.  You should automate this task so your texts are all scheduled in advance…set it and forget it is the name of the game!

Another system that technology can fix is the posting to all of your social media sites.  You log into your personal Facebook to update your status, into your Facebook fanpage to make an announcement, Linked In to make a post, Tweet on Twitter, post to the new Google Buzz, etc.  It’s time consuming…and it shouldn’t be.  You should be automating this service as much as possible!  Your prospects are on all of these sites, and you should be too…

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If you would like to learn how to automate all three of these things, please take a few minutes to check out the video over at www.FitMessenger.com

Websites and Resources Mentioned in the Show:

• www.fiverr.com (what can you find someone to do for five dollars?)
• www.tinyurl.com/fitbiz10 (where you can view the results of my fiverr project)
• www.tinyurl.com/thebeastfiverr (where you can buy the fiverr gig from this episode)
• The Plastic Bag Solution (One of the best fitness marketing strategies I’ve ever seen!)
• Health Club Marketing with GymSuccess.com, the most complete resource center for gyms)
• www.wakerupper.com (Useful killer resource that will keep you from oversleeping)
• www.fitnessgiftcards.com (Fitness marketing tool with a sweet return on investment)

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I figured out a sneaky way to get 35 fast comments on one of my youtube videos.  Pretty cool and cheap little strategy, though do it at your own risk because it turns out Google is pretty smart and might catch on to what you’re doing.

If you’re not generating at least half of your new members and clients from word of mouth and member referrals, then you’re not implementing the right kind of referral program.  Learn a slick way to get more referrals in this episode.

Don’t you just hate when you oversleep?  This week’s Killer Resource will make sure that never happens again.  Listen as a Robot volunteers to punch me in the face if I don’t wake up!

The strategy I share was supposed to be used leading up to Christmas, but luckily it can be used at any time of year.  It’s a cool way to make some fast money at your fit biz with very little effort.

As always your thoughts are appreciated. Please leave a comment below that will benefit the other viewers AND will get you noticed by Google. Enjoy the show!

Why is there an expiration date on sour cream?

Websites and Resources Mentioned in the Show:

• www.fiverr.com (what can you find someone to do for five dollars?)
• Curtis Mock SEO Cheat Sheet (PDF download to give your web person to help with SEO)
• Club Solutions Magazine (Subscribe to the industry’s best magazine!)
• Health Club Marketing with GymSuccess.com, the most complete resource center for gyms)
• www.odesk.com (Great site where you can hire outsourced help for cheap)

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Hide your wives, hide your kids, hide your husband…it’s Curtis in tight pants!  Enjoy the new intro.  It was a lot of fun to do and only cost $150 if you ever decide to do something like that…not sure why you would…not sure why I would…but I did.

Setting goals for your staff is so incredibly important to the success of your fitness business, and I lay out a simple system to make sure you are inspecting what you expect.

I LOVE outsourcing.  Don’t get me wrong…nothing makes me prouder than being an American, but by golly there are some countries that are tickled pink to get $3/hour for your mindless work.  Which gives you more expendable income to get taxed on…so it balances out.

Who really understands Google?  Just when I think I have them figured out, they go and screw with me by changing things.  But there are some things that remain standard SEO procedures, and they can be found in the SEO cheatsheet above.

Corporate gym memberships.  Sometimes it’s a long arduous process, unless you begin by implementing this episode’s simple and powerful corporate fitness marketing strategy.

As always your thoughts are appreciated. Please leave a comment below that will benefit the other viewers AND will get you noticed by Google. Enjoy the show!

Broken guitar for sale…No strings attached!