Makayla Jade of The Harris Company shares how selling products and prints transformed her business, and she shares some tips for getting started with in-person sales in your own business.
Makayla Jade, co-owner of The Harris Company, developed a brand distinguished by providing an elevated photo and cinema client experience, propelling the company to reaching multiple six-figures and beyond in less than 3 years by serving a niche clientele that places a high value on printed products & photographic art. With a background in business consulting and marketing, paired with a passion for the creative industries, Makayla Jade has been featured in Rangefinder, fstoppers, and Click Magazines, sharing techniques involving business systems, brand marketing, and unique approach to educating clients about the importance of print and investing in heirlooms.
Her shining moment was the day she snatched her handsome husband David atop the peaks of the Berkshires and vowed to embark on a lifelong adventure of messy memories and worldwide travels.
Her biggest accomplishments are her two adorable kids, Blake the builder and Princess Lia who are the foundation of her why and the reasons for her craziness.
You have to check out her… How to Find and Book More Dream Clients – Free Guide and 5-Day Challenge.
Davey Jones: 00:35 Welcome to the Brands that Book Show – where we help creative businesses find more clients and build their brands. I'm your host, Davey Jones. Today's guest is, Makayla Jade of the Harris Company. Makayla and her husband have developed a brand distinguished by providing an elevated photo and cinema client experience, which has propelled their company to reach multiple six figures in less than three years. These serve a niche clientele that places a high value on printed products and photographic art. She's been featured in Range Finder, F Stoppers, Click Magazine, and today she sharing with us how you can effectively increase customer value through print and product sales, and a few tips for becoming better at in-person sales.
Davey Jones: 01:23 Allright. Awesome. Well thank you so much for joining us today. I know that you've been super busy. You've been traveling already here in the beginning of 2018. You were across on the west coast, right? For Mystic?
Makayla Jade: 01:23 Yeah, in Portland Oregon.
Davey Jones: 01:39 And you were speaking there. What were you speaking on there?
Makayla Jade: 01:42 I was talking about sales there, so print sales, virtual and in-person sales at that show. And that was awesome. It was, I was one of very few business talks, so it was very exciting for sure.
Davey Jones: 01:55 Yeah, that's awesome. Well that's perfect because that's what we're talking about today for sure. And then you were down in Tennessee, right? For Imaging?
Makayla Jade: 02:02 Yes. Yeah, that was awesome. Miller's brought us down there to do some product photos for them. They rented out a really cool, Airbnb house that we able to use to shoot some products and stuff like that for their marketing, which is fun.
Davey Jones: 02:15 Yeah. Awesome. And you do a lot of work for Millers, right?
Makayla Jade: 02:18 Yeah, we do. I mean we use Millers as our primary lab, so we love to collaborate with them for sure.
Davey Jones: 02:25 Cool. And in the midst of all of that, you're moving into a brand new studio?
Makayla Jade: 02:31 Yeah, we just moved in at the beginning of this month, so the walls are still bare, but we're starting to get some furniture in, so that's exciting. It's nice to have a dedicated space downtown. So we're excited.
Davey Jones: 02:44 Where are you guys located?
Makayla Jade: 02:45 We are in upstate New York in a town called Saratoga Springs, so it's famous for horse racing. The track is here, so it's kind of a summer town. A destination summer town.
Davey Jones: 03:00 And sre you having somebody move for you or are you guys doing it yourself?
Makayla Jade: 03:03 No, we did everything ourselves. I mean luckily we are coming from our home. We weren't coming from another studio, so a lot of it is new, so a lot of it we're just having delivered here, a lot of the furniture and stuff like that. We ordered all new sample products for our walls and stuff like that, so it's all being delivered, but we had to take a few trips back and forth from our house to bring some of our stuff here too.
Davey Jones: 03:26 Sure. And I think that moving is probably the most miserable experience. I read somewhere that the biggest stresses in marriage are having kids, things like that, like stuff that you'd normally expect, but high up on that list is moving. How are you guys, how, how is it working together? First of all, I mean like I'm just thinking about me and Krista, we have, we definitely have our discussions as we work together. But moving I think is where we have some of our bigger arguments.
Makayla Jade: 04:05 Yeah, definitely. I think it's just a stressful time to begin with. Especially because we're ordering new stuff. And David and I joke that he hates more than anything to assemble furniture. It's instantly a marital dispute, like something is going to happen without a doubt, but we also don't want to pay for everything to come assembled. So it's like a catch 22. You keep ordering all this furniture that has to be built and we're spending so much time on it and it's always an aggravated hour or two hours. Um, but we finally, we get it done, right?
Davey Jones: 04:41 Yeah, absolutely. And furniture of all things. We're putting the other baby furniture right now and I don't know who puts together these directions for these furniture companies with these pictures that are awful, but at least once, whenever I'm setting something up I have to go back take it apart and then reassemble it because I put on something backwards or something like that. So good luck to you all as you set up the rest of your studio.
Makayla Jade: 05:09 Thank you.
Davey Jones: 05:10 And I have so many questions too about just, you know, the studio and why you guys have a studio and all that. But before we get there, I wanna I wanna talk about how you guys even got started in videography and photography. How your business came to be, and then of course, you know, get into the good stuff around print and product sales and how you guys do that so effectively. So tell us a little bit about your business and how you got started.
Makayla Jade: 05:38 I started as a photographer when I picked up a camera because I wanted to learn how to take better photos of our kids. I was pregnant at the time and I wanted to blog for our family that we didn't live close to. And so I started a blog just on my pregnancy story. And, there really wasn't any other motivation other than that I just ended up really loving it. And occasionally some of my friends would ask me to take photos for them and it just kind of fell into something that I really enjoyed doing and I didn't want to go back to a corporate career after having my first child. So I said to my husband, David, 'hey, what do we have to do to make this work so that I don't actually have to go back to a corporate career and provide childcare for our son', – our newborn at the time. And, and so that's kind of when the business side of things started to kick in – just trying to make whatever I needed to make in order to get through month by month. So I didn't start out with these big aspirations to be owning a studio in downtown area or any of that. Or having my husband come full time. It really just started out not wanting to pay for professional photos of my own family. So I figured out, Hey, let me do it myself, myself. And then, the business side of things just really took off. And I had a huge passion for growing the business and so that's kind of what allowed us to grow pretty quickly. We were shooting weddings and David was just a second shooter with me at the time and we started getting requests for like, 'Hey, could you think you could do video?' We're like, sure.
Davey Jones: 07:20 What were you guys doing before that? So, before you started, like what was your corporate job?
Makayla Jade: 07:26 So I was a business consultant and I worked for Subway restaurants as a field consultant for them.
Davey Jones: 07:36 That was my very first job – not on the corporate side though. I was just making sandwiches back in freshman year of high school.
Makayla Jade: 07:39 That's amazing. Ultimate Sandwich artist, right? Yeah. So that, that's what I was doing. I was doing business consulting for them and David was in the financial world. He was a portfolio analyst for a French bank in downtown Boston and he loved what he was doing and so he would just work with me on the side. So on weekends, you know, before we got super busy with our kids, we would go and shoot weddings and my parents would help out. We started getting requests for video and so we decided to learn that and so David took on the video role and I started doing photography and we would shoot weddings together that way. And then it just kind of grew from there. We started getting more interest and eventually he came full time with us as well.
Davey Jones: 08:29 So how did you make that decision for him to come full time? We get that question a lot, with husband and wife teams and they're trying to bring the second person on full time. Did you guys set any goals even for you leaving your corporate job before you did that? And then certainly before, David left his job, did you have certain markers in place where you're like, OK, now we can definitely support the both of us in this business?
Makayla Jade: 08:56 Yeah. You know, we didn't. I mean, looking back on it, it's probably, it probably would have been smarter to do it that way, but um, we didn't have any financial benchmarks or anything like that that we needed to meet before, before it felt right. I think it was just, it had become so stressful on us and our family to have him working all day and then editing at night and then shooting on the weekends that we just got to a point where like, this isn't feasible anymore, we can't do this.
Davey Jones: 09:26 I know we felt the same pressure. I was teaching at the time and Krista had already taken the photography business full time. And so one year I decided, you know, I was going to try to both teach and help Krista more with the business and it really was, you know, to a certain extent, a miserable year just in that, you know, at the end of a long work week you don't want to go and do more work. There needs to be some, rest component in there. And the other thing too that I found was that with a second person you could theoretically do more. You know, you could book more, but you can't really make that leap until you commit full time. So I think there is a component of trust that, once you leave whatever job you're coming from that this will work out. So as you get started your business, what were some of the biggest challenges early on?
Makayla Jade: 10:25 This is kind of a common, a common challenge for everyone when you're first starting out and you're looking for clients, right? You just don't have enough clients. And so that was definitely me. I mean, outside of like my family who didn't want to pay me anyways, I could not find people to photograph. And so I was doing a little bit of everything, right? I was shooting absolutely anything for anyone that would offer me payment. And I think that was a little bit of a disservice because while it did allow me to figure out what style of photography I enjoyed most, it didn't allow me to really hone in on a system for anything in particular. And so I wasn't serving my clients in a way that was good for them or good for my business.
Makayla Jade: 11:19 Once we decided to niche down serve wedding clients that place a high value on photographic art, we really were able to resonate with the right fit. And then in turn we were able serve them on a higher level and establish a brand that was centered around that particular service. And so it really elevated our business when we actually started saying no to other other projects.
Davey Jones: 11:46 Sure. So you really just trying to focus on the kind of work that you wanted to continue doing. And you built this business in Boston right? And then you've moved it successfully to Saratoga Springs, which is fascinating – especially with a service based business like photography or videography. Word of mouth is certainly a component, but even like other things like search engine optimization and social media, like you're really, I'm sorry, you're really focused on serving people in a specific area. So do you come up and move, you know, especially with your family. Could you talk about what made that transition possible and so successful?
Makayla Jade: 12:28 Yeah, I mean there was a lot riding on it because David's full time job was in Boston and so we would be up rooting our family and our business and our security essentially. So, when we were moving to a smaller town, now the cost of living was quite a bit lower so we were able to finally get this, you know, single family home that we wanted, but at the same time we were kind of thinking, well, if we can't pay our mortgage, that doesn't really matter. Right. So we were very strategic about, networking and moving into a new town by basically putting absolutely everyone first. I know it's kind of like an industry term that the dream 100 to kind of put together your list of 25, 50 a hundred people that are currently serving your audience, the audience that you desire to serve.
Makayla Jade: 13:23 And so we started doing that. We started writing down all the prominent people in the area that we were moving to, that were already serving our ideal clients and we thought about all the ways that we could offer value to them. To open that relationship and asking them to allow us into their world. And so for a year we did free work for promotional videos or headshots or photographs for florists, collaborative events, things like that. Just kind of putting ourselves at the disposal of the industry that we were moving into. It allowed us to establish friendships and relationships with those people. And those relationships grew into referrals and a really solid network, which ultimately, I mean, I think is what we can contribute our success in this area too. Because especially in a small town, you can't just show up as the new guy and start, you know, booking everyone on it. So that was the only strategy that really allowed us to grow so quickly in a brand new town.
Davey Jones: 14:33 Yeah. We talked to, people, especially military couples, I feel like we talk with a decent amount and people who are moving every couple years and in the context that we're talking to them, it's often in, in terms of SEO and trying to build SEO in the area you're moving to. But at the end of the day I think that there's nothing that replaces what you're talking about. Really going out and hustling and making those relationships and creating friendships in the area that you were going. And even if you're just getting started in an area, you know, I think that is probably one of the best strategies that you can take. So that's awesome. So last year, right, was your first year a full year in Saratoga?
Makayla Jade: 15:16 Two years ago, was our first full year.
Davey Jones: 15:19 And how many, how many weddings did you all work that first year?
Makayla Jade: 15:28 We hadn't made the decision to move to Saratoga Springs like a year in advance. I think it was like in six months we were like, OK, let's move to Saratoga, let's close on a house. Then we were uprooting our business. It was very quick. So a lot of our clients were still back in the Boston area because they had booked us a year and a half in advance so that first summer was a lot of traveling back and forth to Boston. But we were doing that initially with our kids anyways. Um, my family is from this area so we would be dropping our kids off then going back to New England to shoot and then coming back to the area to pick them up. And so this was easier because it was less time in the car for them, which was really nice. But I would say that first year we had, we still had about 20 weddings.
Makayla Jade: 16:11 A lot of them were back in the Boston area. We try to cap ourselves to about 25 or less per year and the following year. So last summer we are, this past summer we were at 25 and an additional, I think eight that were just video clients. So we had 33 weddings total and it was our busiest year in a brand new town. So it was, it was pretty exciting and we not only were we able to sustain the pricing that we had in a big metro area, but we were also able to increase our pricing. So I've heard it wasn't something we thought we'd be able to, to manage, but it worked out really, really well.
Davey Jones: 16:51 And, that's what I want to move into is talking about pricing with you guys. And you know, print and product sales. So I think in total, the trend has been more "shoot and share" – the philosophy. So the idea is you, you have a couple of collections people book that collection and then they kinda, they just get all of the photos, all the edited photos. Right. I would say that that's pretty typical that before that shift started happening in the industry that it was much more common to have a sitting fee or have a session fee and then to sell prints and products on top of that. And I think the pendulum is swinging back in that direction for sure. But then there's people like you all, who have been doing that the entire time – successfully. And I think people get nervous about selling prints and products because they think, man, I'm, you know, I'm charging so much for my service to begin with how I justify charging anything more to sell prints and products? But you guys have done that so effectively. So can you talk about your pricing strategy and if from the beginning, did you all include a prints and products in your pricing?
Makayla Jade: 18:06 Yeah. So, I mean, everything that you're talking about, everything from like the fear of, of selling to um, you know, the pricing aspect or like those were all things that we struggled with as well. When I first started my business, I didn't have a huge client base. I wasn't a high volume photographer. I wasn't even shooting. I mean I wasn't busy, right? I needed to make more [money] because I didn't want to go back to the corporate world. So I thought well maybe, if I could make more per client, I wouldn't have to spend as much time away from my kids. At that point I wasn't experienced enough to charge a higher rate for my services. So I thought, well maybe this is a great way to supplement my income and make the amount I needed to.
Makayla Jade: 18:50 And initially when I first started dipping my toes in the water, it was like, well, I mean anything would be better than nothing. Right? So even if I have a $200 sale or a $500 sale, like, that's better than nothing. So I set my expectations very low and was just kind of like, OK, if I can just make a little bit more, that'll be good. And I think, you know, my first sale, I offered an album that I had printed up as a sample. So I didn't have anything else to show them other, other than what I had just printed for them in hopes that they would buy it. And it was like an $800 sale, which doesn't sound like a lot now. But at the time I was ecstatic, it was an extra $800 when they probably paid $1000 to $2000 to shoot their wedding.
Makayla Jade: 19:40 I was just starting out. And so that sale was a huge light bulb for me. It was kind of like, well, if I could do this, I could get faster with my album designs or I could sell more next time or I could offer them this or I could've said this, and you start kind of tweaking your system, just like when you're learning to be a photographer, right? You try and do something better each time. It kind of became an addiction because I wanted to learn how to communicate the value of these products better. I wanted to learn how to listen to my clients better to actually provide them with solutions that were meaningful. And I also wanted to grow my sales. I mean, I was in business, so I also wanted to see a return on the profit side as well. So it started out very small. It wasn't anything crazy, but from there it was just kind of like each time I started to get better and better at it.
Davey Jones: 20:36 Yeah. And I mean, that's, that's incredible. You've almost doubled that customer's value just in that one album sales sitting there. So I'm sure that was back then a huge win for you. When you first got started, did you have anybody that you were kind of looking to learn this stuff? Or was this stuff that you brought over from your corporate job? Just that sense that, hey, you know, I can either become more profitable by trying to book more clients or I can, um, you know, increase the value of that customer.
Makayla Jade: 21:10 I mean, so it was in 2012 when I started doing in-person sales and there were certainly people in the industry that we're doing it. A lot of it was around portrait portrait sales, but I think I had attended a workshop from Sal Cincotta and he was talking about print sales and things like that. And it just, you know, you hear about the potential and you just roll your eyes, right? Because you're like, there's just no way, like whatever, you know. And, and so that was me in those seats and I'm like, OK, that works for him because he's this amazing, insanely talented photographer and I just never thought that it could work for me, but I really wasn't in a position where I had any other option. It was either go back to work and spend time away from my newborn son or figure out how to make more money in this photography thing.
Makayla Jade: 22:02 And so that's kind of where I was like, well, I just needed to, to rationalize with myself. I knew that there were certain ways of doing this and it didn't feel right. I knew that sales mentality meant being pushy pushy collections and discounts. It just didn't feel me. It didn't feel right to me, but I knew that if the potential is there on such a wide scale that all these people are talking about making thousands of dollars more per client. If I could make just a couple of hundred dollars more per client, that would be great. Right. So I just took it, you know, and tried to adapt it more to fit my personality. And see, well I know that this client would love to have an album, so let me make a small album and this is what I would have to charge them and start off.
Makayla Jade: 22:48 And I think, you know, when you talk about pricing and other educators on the in-person sales market, I think this is one of the things that so many people education wise make a huge mistake on. Um, you know, there's like all these industry standards of like, you need to charge this or you should make this profit margin. But the reality is in a creative industry where none of us are insane, crazy business owners, it's so scary to tell your clients for the first time what you want to charge. And so if you're, if you're learning, in-person sales and someone's telling you you have to charge x amount for what you're offering and that doesn't feel right to you and you're not confident in the value of that item, you're never going to be able to sell it. So if you don't believe in what you're offering and you're trying to charge more than you feel it's worth, it's you're, you're just setting yourself up for failure.
Makayla Jade: 23:38 So I almost recommend like do the math, figure out what you need to make on these products so that it makes sense and you can be confident in what you need to charge, but don't listen to everyone else saying you need to charge this, this, this, and this. Because if you're new to sales and you go into a sales room and you are presenting someone with a product that you feel is way over priced, it's going to show so easily. You're clients are going to be able to read right through you. You're going to look like a car salesman and you're going to fail and then you're going to be afraid of sales. So if it's just a matter of like, Hey, this time I'm going to charge, this is what I feel like I need to charge. I'm going to go in and maybe this year I see how that feels and see what, what, what I can sell. And next year I realized I need to bump my pricing, then fine, make those adjustments. But if you don't allow yourself that wiggle room to get comfortable and get competent with your sales, it's just gonna. It's going be a mass.
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New Speaker: 26:06 How did you decide what products to offer?
Makayla Jade: 26:14 I offered what I liked. I mean it was very simple and maybe a little bit selfish, but I offered what I would use in my own home or with my own family. I thought about things would be simple, so I didn't want to offer a ton of customization because at the time I didn't, I couldn't learn them all. I couldn't learn all the options, but I also thought, well, if I, if this is overwhelming to me, then it's going to be really overwhelming to my client. So let me just hone in on a few solid items that I feel my would look really well in and just offer that. And I think that by providing simple solutions, it's actually better for sales because you're not bombarding the client with a bunch of different options. And now just with a few questions of asking my clients what they feel they want in their home, I'm able to provide them with one or two solutions that would be a good fit. And so when you can simplify it in that way, you're a lot more likely to close the sale because you're not providing them with a million different options and overwhelming them.
Davey Jones: 27:17 So what does your process look like? You know, you send out your pricing and I'm sure you have sort of a set fee, you know, so that you show up to the wedding or whatever that collection amount might be. But then beyond that, do they know like, Hey, I'm only going to get you give away any of the photos or do a certain amount of photos come with each of the collections? Or do they get all the digital files? How has that stuff all broken down?
Makayla Jade: 27:44 This is going to be personal preference, like when you're setting up your business, but in what really feels right to you. But I think more than anything, whatever you decide, you have to be 100 percent transparent right from the beginning before they book. I think so many people are guilty of, and I'm guilty of this myself, of saying like, oh, well if they don't ask about the print pricing, I won't tell them until afterwards because I'm afraid they won't book me. But the problem with that is, you're just prolonging the inevitable. It's going to be this really awkward conversation. And so it's better to be 100 percent transparent with your process and your pricing upfront before they even make a final decision so that way you know, you if, if it's something where they have zero desire to have a wedding album or are they hate the idea of putting pictures of themselves on their walls – all of that needs to be cleared from the beginning because the worst thing that could happen is, you know, they end up booking you and you have these expectations that they're going to invest all this money into printed product and then you invite them into your studio and they're like totally on a whole totally different mindset.
Makayla Jade: 28:48 Right? And then it's really awkward and now you've created this animosity in your relationship that is only going to perpetuate terrible referrals. So 100 percent transparency has always been the most successful approach. But for us with weddings, I think it's another misconception that you can't do in-person sales if you're giving away the digital files. Our business contradicts that statement. As a married couple, we wanted to have digital files, just for security reason, but we also value the quality and the sanctity of those moments and want to have them printed professionally and done well. You can absolutely find clients that are willing to invest more in high quality product and the experience. We were joking briefly about Ikea furniture and building stuff and there are times when I would much rather pay for someone to come in and fully install everything for me if it just saves me a little bit of time. And that's essentially exactly what you're doing when you're specializing in that full service. Of course those clients can go to Costco or Groupon and do all the work themselves or Shutterfly or whatever else is out there. But sometimes they just want someone to do it better and do it well and do it for them. And, and that's the position that you're putting yourself in when you choose this, this type of business model.
Davey Jones: 30:16 Yeah, for sure. And I think when you think about just the things that you purchase, a lot of those things you could do yourself, you know, we could do so much on our own, but we don't, you know, and the truth is that we want to go and find somebody that will provide that service better than what we would do ourself or you know, that would save us time. And I imagine, you know, just by being upfront about your pricing and your products, if someone says, Hey, I'm not interested in ever printing my photos, I would, I would assume that that's a sort of a red flag to you all. And it's probably not an ideal client, you know, even beyond them not paying you more money even beyond the profit aspect of it. I got to imagine that that's just not the kind of client that you would prefer to work with because you would prefer to work with somebody who does value art and cherishing that memory beyond just the digital file.
Makayla Jade: 31:11 Yeah, I think it's interesting because those types of conversations are what a lot of photographers fear. Someone saying that they're not interested in any of that. They just want the digitals and I think it's what keeps a lot of photographers from choosing to offer printed product – especially in weddings. But I think it's a really awesome opportunity to open up a discussion that, otherwise we kind of ignore, right? There are so many online blogs that are telling brides, just make sure you get the high resolution files or like the rights to the image. There is a lot of misinformation out there and that's all they know. That's all they're hearing. So that's what they're going to ask for when they come to you. But if you take that as an opportunity to just really ask why and figure out, OK, I understand that this is what you want, but why do you want these things?
Makayla Jade: 32:00 Why is it important? Because ultimately we've found so many times, someone would come into our studio and say "we don't really need all the extras, we'll do that later on". And, and really what it comes down to is, that's not actually what they want, that's what they think they want. But when you start talking to them about like how they want to relive these memories and what they want to do with these photos and, and we're able to show them, you know, the alternatives, sometimes it's like a little light bulb for them as well. I really believe that ideal clients are not necessarily just found, sometimes they're created. Sometimes you have the opportunity in front of you opportunity to have someone that's never had a professional photographic experience before and they don't know what an album design entails. And so in their head, maybe they think like, "There's no way I could afford it. So I don't want it now." And really it's our job as photographers to kind of understand that and listen to them, but also say, hey, you know, I've also been in those shoes before and I wish someone would've told me to hire a photographer that would have done all this for me because I still don't have a wedding album, you know, that type of thing.
Davey Jones: 33:12 Yeah, that's such a great insight around educating clients because especially when it comes to weddings, they probably haven't done it before. They're probably getting married for the first time. And so I just, I think that's such a great insight around the importance of educating clients, and just around the idea of ideal clients as well. I think in many ways, some of that conversation is overblown in our industry, especially when you're first getting started. You know, sometimes it's just working with people to figure out and you might figure out, you might think, OK, this person's not an ideal client, but then by the end of it, you know, I love that kind of client or you know, as you said, it's an opportunity to make an ideal client through education. That's great. So, when you move on to, so moving back to product and print sales when you're actually doing the selling. Do you sit down with people afterwards? I know you have a studio now, but it's at one point you didn't right. There was a transitional period where you didn't have a studio. So how did you do in-person sales without necessarily being in person?
Makayla Jade: 34:25 Even still we, you know, we have a physical location now, but the majority of our clients come from larger metro areas and get married in our hometown because they either grew up here or their families would come here during the summer or it's just kind of a middle ground for people from Boston and New York. It's like this nice little destination hub. And so about eighty percent of our current clients do not live locally. They live at least like three hours away.
Davey Jones: 34:52 So for them, you're probably meeting online or something like that.
Makayla Jade: 34:59 Yeah we do a lot of online metings. We do virtual sales sessions like this where I'll hop on a zoom, we use zoom to do screen share and um, you know, they'll see products in the background and they're able to kind of see what some of that stuff looks like. I'm able to show them, walk them through some of the products and I can screen share. We use Fundy Designer to just kind of go through the entire sales process from the album predesigned through the wall galleries that we've put together for them and help them pick out exactly what they want to walk away with. And so it's very easy to do it that way and still have that flexibility for the client where they don't have to travel in person.
Davey Jones: 35:38 So Zoom and Fundy, we'll include that in the show notes so that people can access that. The products when you show them, are they clients pictures in those products? Or are they a sample couple maybe that you shot a long time ago?
Makayla Jade: 35:54 Yeah. So when we have them in person, obviously we have physical sample products available and I think anytime you can have someone hold those items, it's a lot more effective than doing things in just a picture online. So when you are doing virtual sales, it's really important to make sure that those clients are seeing that tangible product throughout the entire process all the time, being reminded about that. And the nice thing with Fundy is you can actually do mock ups and show them their exact pictures inside rooms. Or we do the whole album pre-design where we can walk them through the album, their own images and all of that. So yes, it is their own images that we are mocking up for them virtually.
Davey Jones: 36:36 OK. So they are virtual items, so you haven't actually had to purchase an album to show them physically. And Fundy has all those tools built in so you can mock up, frames with pictures in them or the albums, things like that.
Makayla Jade: 36:53 Yeah, exactly. You can choose your lab and I'm right in the software or you can even order direct through certain labs right in the software. And so it's super easy. I mean, in terms of all that's out there in for affordability in the effectiveness with sales, if you're hesitant about the technology behind all this, this is absolutely the easiest, simplest, most affordable option. It's super great. It allows you to do everything start to finish with this sale and with your clients and not have anyone get overwhelmed because it's all in one place. So we really enjoy using it.
Davey Jones: 37:30 So for somebody who, you know, they're, they've been nervous just listening to this, this episode, but all of this sounds incredible. You know, the idea that you could make a couple thousand extra dollars per client through in-person sales. Somebody who wants to try this out, know, do you have any advice or strategies that they can implement, you know to become better in person, salesman or saleswomen?
Makayla Jade: 37:57 There's probably a million pieces of advice that I could give myself if I look back on my trajectory with learning and fumbling over sales, but the reality is if you don't start, if you don't just try, then you're never going to have the opportunity to tell yourself those things. So if you're on the fence about diving in, just try. Just start. I mean, it doesn't. Even if it's something as simple as reaching out to a past client and just saying, hey, you know, we started offering albums to our clients and it's really beautiful to see these images in print. I'd love to put together a pre-design for you. If you want to come in, we could meet up online and I can show it to you because the reality is you start doing that for every client, even past clients that just had a digital gallery. I can almost guarantee you there's a giant percentage of them that still haven't done anything with their images. For you to show up in their inbox and say like, "Hey, you know, I know you've been married almost a year over a year, but let's put together an album," that's going to be a huge weight off their shoulders and an easy sell for you because they know, I thought I would do it myself, but I didn't.
Davey Jones: 39:05 So do you find that when you sell albums to your couples that it often turns into parent albums and other products? And when you ask about whether people want to see them do you lead with one product and then try to sell them other products during the meeting? Do you have any tips for making this not as overwhelming sounding to the client?
Makayla Jade: 39:30 Yeah. So I can tell you what works for us. I think again, it's gonna depend on what you feel works best in your business. But we do include an album in every one of our wedding collections because it is our highest revenue generating item. So I believe that if you're going to build out collections, make sure you have some revenue generating items in there and that is our number one revenue-generating item – including the beginning of that album. So we include a 15 page spread album in every collection and it's a sweet spot because it's easier for people who come in and say, know, I don't think we really need a huge robust album – this is a great solution. It's a very basic album. It's just 30 pages at least then, you know, you'll walk away with something and then it's also a great starting point for people who do want a bigger album. They know, OK, I can upgrade it later on, I'm going to start to plan for those investments. And so it's a really great sweet spot spot to start with that and every collection because it opens up the conversation. And then from there, I mean we pre-design and album anywhere from a hundred to 300 images in that pre-design to show them and then we narrow it down with them in person or virtually.
Davey Jones: 40:44 When you pre-design that album, how often do people decide to go with more photos than what initially comes in their collection?
Makayla Jade: 40:53 Like 99 percent of the time. I think I've had one client this year that was like, no, we really just want to stick with what we already paid for and sure, that happens. But on average you're bringing in what, $4,000 in upgrades. So taking one client that doesn't want to is you're going to have that. It's going to happen. But when you show someone their story beautifully with music and the album design all put together for them, you can't say no because it's beautiful and they know that more than anything years from now, that's what they're going to want. So when you start having those conversations with them up and then by the time you get there after the wedding, they'll pay for it, and they know that that's important to them and they want to invest in that.
Davey Jones: 41:43 Yeah. I just read an interesting book and it's a new book by Daniel Pink and it's called "When" it's really more about productivity and things like that. But, one thing that he mentions is that people tend to underestimate how much they're going to value a memory. So essentially these people were asked to put together something in a time capsule and their asked how excited they think they would be in six months to see what was inside that time capsule and what they found was when it actually came around to looking into the time capsule that they were much more excited to look than what they initially thought. And I think the same thing is true for photos, especially for guys. We find that guys aren't quite as excited for things like engagement sessions – which is something that we push really hard.
Davey Jones: 42:25 But at the end of the day people are really glad that they did things like that. They were really glad that they got albums and they have those photos printed. And I think from a value perspective, I know you touched on this a little bit earlier, I think if we don't push clients to actually print their photos that oftentimes they just don't think we are adding value in encouraging them get prints and to get albums. And like you mentioned as well, if they go to Costco and do it or they go to Walgreens, there's a good chance they're gonna press a color correction button or something, and they're just not going to get the same quality as what they see online. As a result of album and product sales, just last year you did over $500,000 in print and product sales, right?
Makayla Jade: 43:27 Well, we did about $180,000 in just print and product sales. And over $500,000 with everything together. So yeah, I the profit potential is really amazing and more than anything, this year we were really proud of our per client average. We average two and a half albums per client. And so that was a goal we were trying to get past. We have a lot of parents that come in and, you were mentioning knowing that value, and that's huge for us with parents because they have been there before. They know that they know the value in having the album and reliving those memories. And for us, being able to open up that dialogue with them and have them weigh in on the couple getting the album and has drastically helped our sales as well. And so for the first time this year we were able to start utilizing that profit and giving back in a much bigger way. That was a really huge benchmark for us because being a small business, it's great when you can support yourself and your family, but it's, it's even more rewarding when you're able to start really giving back in a bigger way as a result of what you're doing with your business.
Davey Jones: 44:47 Yeah, I mean, that's incredible – just making $180,000 in print sales alone. That's what a lot of people hope to make in a year. So I think there's just incredible opportunity there and I do think that it enhances the customer's experience when you do that well. So if people want to learn more, and I know that you have some education around this topic, so if people want to learn more from you, where can they go?
Makayla Jade: 45:21 So we offer a few free resources on our education site. Uh, it's just http://education.theharrisco.com. You can find some of our free tools there. We do have some paid programming if you're looking to really dive in and learn absolutely everything you can about in-person sales or personal print sales. We also have that as well, on my Instagram page. I post a lot of tips and things like that surrounding sales for business owners in general, so not just to geared towards prints, but even if you're not ready to 100 percent dive in on the print side of things and you just need some help booking clients or getting around navigating the awkwardness of sales, you can follow me there as well.
Davey Jones: 46:05 And I'll tell you anytime I'm thinking about it, you know, and so Krista and I both try to do things each year just to grow and learn. But one of the main questions we ask ourselves is, ROI. What is the return? If I take this course, if I read this book, if I go to this conference, what's the return I'm going to get on doing that? And I think with print and product sales and in-person sales, the kind of stuff that you have to offer, the ROI is in the same. So I would encourage people to, at the very least, check out those free resources. But if you are interested in a business model like The Harris' have set up, you should go and you should check out, some of their paid a options as well. So, thank you so much for joining us today. I know that you are a super busy. I mean we're barely through the first month of the year and you were at two different conferences and you're moving into a studio. Are you speaking anywhere else this year that people might be able to catch you?
Makayla Jade: 47:09 Yeah, I am. I will be at WPPI. I'm actually doing a master class on authentic in-person sales, it's perfect for those of you that don't want to come off as a car salesman but still want to be able to provide an elevated service to your clients. And that's an awesome class. You can find me there. And then after that we do have a few conferences that we're planning on attending. We're looking at doing some more smaller intimate workshops surrounding those conferences as well as some intimate stuff here in our studio so that way we can work a little bit more hands on with a smaller group and help adapt some of those sales strategies to their own businesses.
Davey Jones: 47:51 And how many Iron Man's is Dave going to run this year? I think last time we talked to you, you hot to decide the location?
Makayla Jade: 47:57 I think that's probably why we still don't have one on the calendar because it's been up to me. Yeah, we have not decided on that, but I'm not sure where we've been looking at different countries. I want to kind of take it out of the country and he loves, absolutely loves doing the Iron Man, but it's a huge commitment for him and for our business.
Davey Jones: 48:21 Marathon might be on my bucket list, you know, I can't even imagine, you know, the mental step up that you would have to tasted it to dedicate yourself to, um, participating in an iron man competition.
Makayla Jade: 48:32 And quite frankly, the definition of insanity. I mean, I see some of these people and I just, I'm just, I'm floored. It's just insane what you put your body through, but um, it's a really cool experience and um, you know, it's fun to see how much he enjoys it despite all the training and everything else.
Davey Jones: 48:49 Yeah, I mean just the amount of time and with all the stuff you guys have going on, that's just impressive. Well thank you so much. I'm sure if you have a workshop or anything like that, let me know and I'll be sure to share in the show notes.
Davey Jones: 49:05 OK, awesome. Thank you. And thanks for tuning into the brains at book show. To stay up-to-date with the latest episodes and make sure you hit the subscribe button.


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Played her first game of the season in February after recovering from a knee operation | Averaged 3.5 points and 2.4 rebounds. Had a season-high 9 points vs Binnenland on April 25th 2014.
Suffered a knee-inhury at the first practice of the season and was sidelined until March 2012. Averaged 7.6 points and 5.5 rebounds in the remaining 15 games of the season | Had a season-high 18 points in the second game of the Finals of the play-offs vs Challenge Sports on April 19th.


I'm back to share a sneaky pre-launch look at some dies and embossing folders from Tattered Lace dies.
I was sent several dies and embossing folders and asked to make samples for the launch of the Painted Rose collection, below are my samples.
The launch show is tomorrow at 8am with Nancy.


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Michigan nursing-home task force urges change in visitation policies, better access to PPE and tests
Members of City Impact, a faith-based organization from Cedar Springs, sing and pray for residents and staff at Metron of Cedar Springs nursing home on Wednesday, April 1, 2020. (Cory Morse | MLive.com) Cory Morse | MLive.com
By Julie Mack | jmack1@mlive.com
Residents of Michigan nursing homes should be allowed outdoor visits with friends and family, and be given the option of indoor visitation, according to a state task-force report released this week.
The state also needs to ensure that all nursing homes have access to personal protective equipment, such as masks, and coronavirus diagnostic testing for staff and patients with rapid turnaround of results, the report says.
In all, 28 recommendations were included in the report by the Michigan Nursing Homes COVID-19 Preparedness Task Force. The 20-member group was created in July to advise the Michigan Department of Health and Human Services on how to best address the coronavirus pandemic in regards to nursing homes, which have been disproportionately impacted by the virus.
Since the start of the pandemic, nursing-home residents and staff have comprised 12% of Michigan's confirmed coronavirus cases and 32% of deaths.
The task force was headed by Dr. Betty Chu, senior vice president and chief quality officer for Henry Ford Health System in metro Detroit, and Roger Mali, owner of Mission Management Services, which operates long-term care facilities around the state.
The recommendations were unanimously endorsed by task-force members with one exception: The placement of nursing-homes residents who have tested positive for COVID-19.
Currently, Michigan allows nursing homes to house residents with coronavirus if those patients can be properly quarantined. It also has created regional hubs that can take in coronavirus-positive patients. That policy has been sharply criticized by Republican lawmakers, who have pushed MDHHS to create separate facilities for nursing-home residents with coronavirus.
Whitmer vetoes GOP-backed bill to house nursing home coronavirus patients in separate facilities
State's handling of COVID in nursing homes worthy of critique, but GOP lawmakers miss mark, experts say
The task force reports recommends that Michigan push hospitals to keep nursing-home residents hospitalized with coronavirus until they are no longer required to be quarantined, and provide funding for that if need be.
When that's not possible, the task force report said, the state should establish a system of Care and Recovery Centers, which would essentially be a restructuring of the current regional hub system. There's been criticism the current hubs were picked because they had excess capacity, and were more likely to be substandard. The task force recommends creating a new screening process, with an emphasis on high-quality care as well as the ability to keep coronavirus-positive patients completely separate from other nursing-home residents.
The majority of task-force members agreed that in "exceptional circumstances," a nursing home not designated as a Care and Recovery Center should be allowed to house a COVID-positive patient if it's deemed in the best interests of the patient and the facility can prove it can offer adequate isolation.
However, the Resident Placement Workgroup "were not able to reach consensus on a specific recommendation related to the admission of COVID-19-positive individuals at non-CRC facilities," the report said. "The issue was presented to the full Task Force membership for discussion" and the final recommendation reflects the majority vote.
Resident Placement Workgroup did recommend the state "continue to explore the option of creating dedicated COVID19 facilities." However, the report said, "This option presented substantial procedural challenges that may not allow for timely implementation if we are faced with a second wave this fall."
Those challenges include the tasks required for establishing a new long-term care facility, such as licensing, management, certificate of need, staffing, resident transfer, procurement of supplies, and ancillary services, the report said.
"While these options may not be feasible for an upcoming second wave, the state should explore the necessary changes in policy that would allow for the establishment of these options in preparation of a future pandemic or surge, particularly in urban areas," the report said.
The report also offered recommendations in three other areas, which are summarized below.
Along with the political fight over placement of COVID-positive nursing home residents, one of the biggest controversies involving nursing homes and the pandemic are the current strictures on visitors and activities.
The task-force report notes the concerns about the impact of social isolation on nursing-home residents, and how the coronavirus-related restrictions could be accelerating residents' decline.
'I just want to hug my mom': COVID visitation ban takes emotional toll on nursing-home residents, families
Many nursing-home residents currently are limited to virtual visits or visits where the resident remains in the facility and communicates through a window to a visitor who remains outdoors. Nursing home residents also have been limited in their ability to socialize with other residents in their facility.
The restrictions on visitors were extended last Friday in a new round of executive orders by Gov. Gretchen Whitmer. A press release accompanying the order said MDHSS can make exceptions to the order and is authorized to gradually reopen visitation "as circumstances permit."
The task force report says outdoor visits should be "allowed and strongly encouraged by providers," and residents should be provided "with the option to participate in indoor visitation," based on guidelines provided by the federal Centers for Medicare & Medicaid Services.
In addition, the task force recommends resumption of small-group activities and "limited communal dining" where social distancing is observed; improving opportunities for virtual visits over the Internet; ensuring residents have access to services such as dental care and physical therapy, and designating "visitation volunteers" as essential workers.
The report emphasized the need for personal protective equipment for nursing-home staff, saying such shortages were a "glaring" issue this past spring, as well as the need for access to diagnostic tests with quick turnaround.
The task force said the state needs to assure that nursing-homes are a high priority for PPE and diagnostic tests, and suggested the state should designate certain laboratories that can prioritize rapid turnaround of test results for nursing homes.
Also, the task-force recommendation that MDHHS lessen the reporting burden on nursing homes by switching to weekly instead of daily coronavirus reports in regions with low or moderate risk.
In addition, MDHHS should review what information is being sought from nursing homes now and eliminate any questions involving information not being used, the report said.
One of the biggest challenges facing nursing homes right now is adequate staffing, particularly in regards to hiring and retention of nursing-home aides, the report said.
The task force suggested that the state create a new website for certified nursing assistants; launch a public-service campaign to promote working as a CNA, and make sure there are adequate training programs for CNAs.
The report also said that current staff needed to be supported, including provisions for paid time off and pay hikes, plus be given opportunities for career advancement.
"Nursing facility staff should be provided with adequate paid leave time for the duration of the public health emergency to mitigate the toll on their emotional and physical health," the report said. "This will allow CNAs who fall ill or need time off due to personal issues the freedom to prioritize their own physical and mental health without jeopardizing the safety of residents who rely on staff for care.
"The workgroup further recommends expanding the $2-hour wage increase to all individuals working in nursing facilities," the report said.
In summarizing its recommendations, the report said that "protecting the health, safety and wellbeing of seniors and the most vulnerable residents remains a top priority."
:But the challenges involved in preventing the spread of COVID-19 in nursing homes are formidable including national supply chain shortages of personal protective equipment (and testing supplies, staffing challenges, and increased infection control needs," the report said.
"Federal leadership on how best navigate the COVID-19 pandemic in nursing homes has been in short supply. Although Michigan has weathered an initial wave of COVID-19, available data and research suggests the virus is surging in other parts of the country. A second wave of COVID-19 in Michigan therefore remains a deadly threat, especially to nursing home residents."
In addition to Chu and Mali, task-force members included two Republican lawmakers, state Sen. Curt VanderWall and Rep. Hank Vaupel, and two Democrats, state Sen. Rosemary Bayer and Rep. Leslie Love.
It also included MDHHS director Robert Gordon; Orlene Hawks, director of the Michigan Department of Licensing and Regulatory Affairs, and Salli Pung, who heads the Michigan Long Term Care Ombudsman Program.
The remaining task force members:
Trece Andrews, a nursing-home worker and union leader for the Service Employees International Union;
Renee Beniak, executive director of the Michigan County Medical Care Facilities Council
Ann Hepfer, Tuscola County health officer.
David Herbel, CEO of LeadingAge Michigan, an advocacy agency for nonprofits that serve senior citizens.
Alison Hirschel, director of the Michigan Elder Justice Initiative and the elder law attorney at the Michigan Poverty Law Program.
Steven M. Kastner, a medical malpractice lawyer.
Dr. Preeti N. Malani, chief health officer at Michigan Medicine.
Mia K. Moore, certified nurse assistant with the Martha T. Berry Medical Care Facility in Mount Clemens.
Melissa K. Samuel, CEO for the Health Care Association of Michigan, which advocates for long-term care facilities.
Kari L. Sederburg, director of healthy aging for the Michigan Health Endowment Fund.
Melissa Seifert, associate director for government affairs for AARP of Michigan.
COVID-19 PREVENTION TIPS:
In addition to washing hands regularly and not touching your face, officials recommend practicing social distancing, assuming anyone may be carrying the virus.
Health officials say you should be staying at least 6 feet away from others and working from home, if possible.
Use disinfecting wipes or disinfecting spray cleaners on frequently-touched surfaces in your home (door handles, faucets, countertops) and carry hand sanitizer with you when you go into places like stores.
Michigan Gov. Gretchen Whitmer has also issued executive orders requiring people to wear face coverings over their mouth and nosewhile in public indoor and crowded outdoor spaces. See an explanation of what that means here.
Additional information is available at Michigan.gov/Coronavirus and CDC.gov/Coronavirus.
For more data on COVID-19 in Michigan, visit https://www.mlive.com/coronavirus/data/.
These 100 Michigan schools will start the year with remote learning
Laid-off Portage teachers recalled, middle school sports reinstated amid better budget outlook
These are the pros and cons for Michigan parents still looking at education options for the fall
Grand Valley students moving back to campus amid pandemic 'excited to be here while it lasts'
First day of school looks much different this year in Jackson Public Schools

redpajama_set_name: RedPajamaCommonCrawl


text:
Medieval Kingdom Wars
Medieval Kingdom Wars is a historical combat game. It has been described as 'a fusion of RTS and Grand Strategy genres'. Players must navigate the feudal system and loyally serve their King. Additionally, they must rule over the common folk whilst commanding sieges and battles. The developers of the game were keen to combine world map kingdom management with a real-time approach.
The game takes place during the Hundred Years War. Players begin their journey as minor lords, of which there are 50 to choose from. In addition, there a variety of ways to play the game. The game-makers stated in their original marketing release that in this game 'there are no second chances, no turns, or multiple reloads.'
Key features of Medieval Kingdom Wars include:
Epic battles with up to 120 battalions per battle, including sieges and naval warfare.
Ability to manage towns, construct buildings and position troops.
Over 240 innovations and technologies.
Opportunities to conduct correspondence with other lords and even overthrow the sitting monarch.
An advanced and expansive world consisting of 200 towns, as well as weather systems, chat features, world editor, free updates and more.
Total War: Arena
Total War: Arena is a team-based historical strategy game. It is set in a time when ancient Greeks, ancient Romans, and Barbarians are all fighting each other to the death. […]
Announced in April 2015, Total War: Warhammer will be a crossover of the Total War series and Game Workshop's Warhammer universe. Total War: Warhammer Announcement Trailer
Rome Total War
Reverie World Studios
Medieval	RTS	Simulation	Strategy
Metacritic aggregates reviews from a huge range of leading critics.


Find out below about all the goodies of the PLUS account.
As you noticed, making floor plans is a lot of fun!Now you finished your first floor plan, you can't wait to start planning a whole lot more. That's why we invented our Plus account. To plus users we give 5 projects, each year. That's 5 times the fun and usefulness of a Basic account!
When these 5 projects a year are not enough, you can always buy extra plans.The good thing, for Plus users they cost € 2.50 only!
So you are all done and finished with planning out your dream house. Cool!Now things can become even cooler. With the Plus account you can make twenty 3D renders per year. These visuals are looking so good, no imagination is needed anymore to grasp the feel of your floor plan!
How does 3D rendering work?
In the floor plan editor you can choose different ways to export your floor plan. The 3Drender is one of them. For every render you can choose from what angle the plan should be rendered. When the render is finished, we send it to you by email. Delivery time depends on the size your plan.
Does this sound good? Upgrade to Plus!
When you are in a building, renovation or decoration project, a floor plan to scale is a must.Therefore you can export all your floor plans to scale. They will be saved as a PDF, so it will be optimal for print. This floor plan to scale is a perfect medium to discuss your spatial ideas and wishes with contractors and interior designers.
There might come a day you need to promote your space.Whether this is because you are selling your house or renting out your home holiday, a printed floor plan will help. With your Plus account you can!
The image export comes in all kinds of formats, so we make sure it will fit your needs.You can export your floor plans in PDF, JPG, PNG and SVG.


2019 ECA Junior&U23 Canoe Sprint European Championships - Max Hoff, the king of the European Championships: Now I want to win the Olympics!
Max Hoff, the king of the European Championships: Now I want to win the Olympics!
Max Hoff won for the seventh time in his career the gold medal at the European Championships. German kayaker triumphed with nearly two-second lead over his rivals and again dominated the European Championships at this distance after a two year break. "Now I want the gold medal from the Olympics," Hoff said.
After the first 250 meters Hoff was still in the middle of the starting field, but he was clearly the fastest one in the second half of the race and quickly overtook the lead. "Everyone knows that I'm not the fastest one at the start. But I become very strong in the middle of the race. After 500 meters I get quicker and quicker," the kayaker said with smile.
Nine years ago he competed for his medals in wildwater canoeing, however the dream of the participation in the Olympics was stronger. "Around year 2006, there were not so many strong canoeists on the 1000 meters track in Germany. I simply tried it and apparently it was not so disastrous after all," laughed the five-time world champion at 1000 meters.


Alignmaster function - a patented automatic targeting system that searches and finds the target for fast second day setups, minimising downtime on the jobsite.
It is ideal anywhere line and grade is required. It has a large clear display that makes it easier for contractors to read grade, line position, battery status, and level indication. The intelligent battery monitors the amount of charge/discharge so that contractors always know how much battery life they have left. The Leica Piper's bright, visible beam is focused to maintain its crisp, clear spot and size over long distances. Automatic grade compensation easily identifies and corrects grade errors. It automatically self-levels over afull grade range, and eliminates the need to tip the laser for steep slopes.The Piper 200 features the Alignmaster function, a patented automatic targeting system that searches and finds the target for fast second day setups.


The Bush Blonde is golden blonde in colour. The pronounced aromas of yellow fruits (banana and pineapple) are complemented with flowery touches and hints of citrus fruits that mainly make their presence felt in the taste. It is a gentle, slightly bitter beer with a balanced taste.
In 1998, Hugues Dubuisson introduced a new Bush aimed at lovers of blonde beer. The launch commemorated the 65th anniversary of the Bush Ambrée, introduced to the market all those years ago by his grandfather, Alfred.
And thus the Bush Blonde was born. This filtered, top-fermented beer fits into the ranks alongside the Bush Ambrée and the Bush de Noël. The Bush Blondeis the fruit of the same expertise and the same house yeast. However, this blonde has her own unique personality.
The use of traditional malt varieties and the well-known Saaz hops gives the beer its clear blonde colour. We see the development of a subtle, but at the same time very well- balanced, palette of aromas and tastes. The lengthy fermentation process increases the alcohol volume to 10.5%, but at the same time produces a beer that is very easy to digest.


Turn with me to John chapter fourteen and I want us to begin reading tonight in chapter fourteen and we begin reading in verse fifteen. Jesus said if ye love me keep my commandments and I will pray the father and he shall give you another comforter that he may abide with your forever, even the spirit of truth whom the world cannot receive because it seeth him not neither knoweth him, but ye know him, for he dwelleth with you and shall be in you, I will not leave you comfortless.
Tonight I want to speak to you about the secret of obedience, do you have the topic in your mind, the secret of obedience. So many people are looking for the secret of the Christian life where is it found? Well, I believe in the passage that I have before tonight we may be right close to actually one of the most incisive statements to help us to understand how to live victoriously of any passage in all of the bible and so I want to call tonight our message the secret of obedience.
Trust and obey, for there is no other way to be happy in Jesus but to trust and obey. Do you want me to tell you what is wrong with the average Christian? He's disobedient. Do you want me to tell you what is wrong with the average church? It is filled with disobedient people. Do you want me to tell you why people are not happy in their faith, they're saved bur they're enduring it rather than enjoying it. They're simply not being obedient.
Now, ladies and gentleman, there is no other way to be happy in Jesus us but to trust and obey. Now, obedience is something we don't hear much about. We preach so much on salvation by grace through faith and we tell people that salvation is a gift of God, that sometimes if we talk about obedience people think we're legalist but I would have to agree with Martin Luther who said we're not saved by faith and works, but we are saved by a faith that works and James said that faith without works is. dead and there are so many things that hinge on our obedience.
Now there are three things I want you to learn tonight in this passage of scripture that we have before us. First of all, I want you to notice the motive for obedience, why do you obey the Lord? Point number one, the love of Christ, a love for Christ is the motive for obedience.


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Don't Worry Darling | Review
Bones and All | 2022 Venice Film Festival Review
All the Old Knives | Review
The Contractor | Review
Through the Looking-Glass…Top 100 Most Anticipated Films of 2018: #6. Ava Duvernay's A Wrinkle in Time
Director: Ava DuVernay
Writer: Jennifer Lee
Years from now, director Ava DuVernay will continually be referenced for a dizzying amount of incredible firsts (many of which unfortunately serve as a reflection of the tiresome and slow progression allowing for varied perspectives in popular English language cinema). She was the first black woman to win Best Director at the Sundance Film Festival (Middle of Nowhere, 2012), the first black woman to direct a film receiving an Oscar nod for Best Picture (Selma, 2014), and in 2018, the first black woman to direct a studio film budgeted over a hundred million with A Wrinkle in Time, an adaptation of Madeline L'Engle's 1963 Newbery Medal winning sci-fi fantasy novel. Adapted by Jennifer Lee (co-director of Frozen), DuVernay has amassed an intimidating cast, including a reunion with Oprah Winfrey, who starred in Selma, and whose network OWN developed DuVernay's lauded television series "Queen Sugar," which will have a second season in 2017.
Cast: Storm Reid, Reese Witherspoon, Oprah Winfrey, Gugu Mbatha-Raw, Chris Pine, Andre Holland, Michael Pena, Zach Galifianakis, Mindy Kalin
Production Co./Producer(s): Walt Disney Pictures.
U.S. Distributor: Walt Disney Studios Motion Pictures.
Release Date: Since her excellent 2010 debut I Will Follow, DuVernay has become an impressive force to be reckoned with, challenging herself across a dizzying number of projects and platforms (including the short film The Door, which went to Venice 2013, television projects such as a compelling portrait of Venus Williams with Venus Vs. for ESPN's "Nine for IX" series, and "Scandal," plus she unveiled a surprise documentary project this year with The 13th, an excellent portrait of the troubling history of racial injustice within the criminal justice system—and also the first documentary to open the New York Film Festival). An auteur who has become accustomed to creating magic on a shoestring budget, we're more than excited to see what she'll accomplish with the beloved children's novel A Wrinkle in Time (because keep in mind, DuVernay was the first name approached by Marvel to direct Black Panther, an offer she bypassed to focus on projects and material she felt more strongly about and which would allow her greater creative control).
[related]Most Anticipated Films of 2018[/related]
Related Topics:2018 Most Anticipated Films List, A Wrinkle in Time, Andre Holland, Ava DuVernay, Chris Pine, Gugu Mbatha-Raw, Michael Peña, Mindy Kalin, Oprah Winfrey, Reese Witherspoon, Storm Reid, top-stories, Zach Galifianakis
More in Annual Top Films Lists
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Top 100 Most Anticipated Foreign Films of 2022: #2. Amat Escalante's Estado del imperio
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Client is looking for a client facing project manager to join the team, full-time, temp to perm.
Our work explores the integration of technology and media into architectural spaces in order to enliven the physical space and create immersive social experiences. We are a diverse group of designers, strategists, writers, architects, creative coders, hardware and software engineers who function as a team, each bringing their specific experience to a project.
The role of the Project Manager is to introduce structure and process into our design work, and to have a high level command of deliverables, budgets, timelines and resource requirements across all projects assigned to them. They will work with creative leads to effectively and accurately manage client work and with the project team consisting of architectural designers, software developers, interaction designers, graphic and environmental designers, and strategists. The Project Manager works on new business proposals, nurtures client relationships, develops budget estimates and schedules for new projects, and then manages against those parameters for incoming projects.
o	Leadership skills and experience managing a team for a digital project launch, interactive installation, museum exhibit, etc.


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Science, Tech, Math › Science
Melting Ice Science Experiment
Jose A. Bernat Bacete / Getty Images
Chemical Laws
Projects & Experiments
Medical Chemistry
Chemistry In Everyday Life
Famous Chemists
Anne Marie Helmenstine, Ph.D.
Chemistry Expert
Ph.D., Biomedical Sciences, University of Tennessee at Knoxville
B.A., Physics and Mathematics, Hastings College
Dr. Helmenstine holds a Ph.D. in biomedical sciences and is a science writer, educator, and consultant. She has taught science courses at the high school, college, and graduate levels.
This is a fun, non-toxic project for kids of all ages, and the best part is you likely have everything you need at home. All you need is ice, salt, and food coloring.
You can use any type of salt for this project. Coarse salt, such as rock salt or sea salt, works great. Table salt is fine. Also, you could use other types of salt besides sodium chloride (NaCl). For example, Epsom salts are a good choice.
You don't have to color the project, but it's a lot of fun to use food coloring, watercolors, or any water-based paint. You can use liquids or powders, whichever you have handy.
Food coloring (or watercolors or tempera paints)
Experiment Instructions
Make ice. You can use ice cubes for this project, but it's nice to have larger pieces of ice for your experiment. Freeze water in shallow plastic containers such as disposable storage containers for sandwiches or leftovers. Only fill the containers part way to make relatively thin pieces of ice. The salt can melt holes all the way through thin pieces, making interesting ice tunnels.
Keep the ice in the freezer until you are ready to experiment, then remove the blocks of ice and place them on a cookie sheet or in a shallow pan. If the ice doesn't want to come out, it's easy to remove ice from containers by running warm water around the bottom of the dish. Place the pieces of ice in a large pan or a cookie sheet. The ice will melt, so this keeps the project contained.
Sprinkle salt onto the ice or make little salt piles on top of the pieces. Experiment.
Dot the surface with coloring. The coloring doesn't color the frozen ice, but it follows the melting pattern. You'll be able to see channels, holes, and tunnels in the ice, plus it looks pretty.
You can add more salt and coloring, or not. Explore however you like.
Clean Up Tips
This is a messy project. You can perform it outdoors or in a kitchen or bathroom. The coloring will stain hands, clothes, and surfaces. You can remove coloring from counters using a cleaner with bleach.
Very young kids will like to explore and may not care too much about the science, but you can discuss erosion and the shapes formed by running water. The salt lowers the freezing point of water through a process called freezing point depression. The ice starts to melt, making liquid water. Salt dissolves in the water, adding ions that increase the temperature at which the water could re-freeze. As the ice melts, energy is drawn from the water, making it colder. Salt is used in ice cream makers for this reason. It makes the ice cream cold enough to freeze. Did you notice how the water feels colder than the ice cube? The ice exposed to the salty water melts faster than other ice, so holes and channels form.
Helmenstine, Anne Marie, Ph.D. "Melting Ice Science Experiment." ThoughtCo, Aug. 29, 2020, thoughtco.com/melting-ice-science-experiment-604161. Helmenstine, Anne Marie, Ph.D. (2020, August 29). Melting Ice Science Experiment. Retrieved from https://www.thoughtco.com/melting-ice-science-experiment-604161 Helmenstine, Anne Marie, Ph.D. "Melting Ice Science Experiment." ThoughtCo. https://www.thoughtco.com/melting-ice-science-experiment-604161 (accessed January 16, 2022).
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Luca Pignatelli (1962), born in Milan and currently living and working in Italy, entered the Politecnico di Milano in the 1980's to study architecture. Art had always been a part of his life, since his father worked as a painter and sculptor. However, after Pignatelli grew older, he developed his own artistic ideas.
Inspired by the concept of the sedimentary growth of history, the artist believes that painting has a special relationship with time: the simultaneous presence of elements and forms attributed to different periods is not just imagined but is quite real and pervades his work. Pignatelli creates large scale works and uses unconvetional materials that have an innate pictorial quality, such as tarpaulins, wood and iron, and assembled pieces of paper onto which he applies his repertoire of images. This 'catalogue' of disparate images includes mechanical devices, ships, planes, urban landscapes and objects that contain echoes of the ancient world such as ruins, sculptures of Roman emperors, and horse-drawn chariots. Since the 1990s the work of Luca Pignatelli has been exhibited in numerous museums and galleries all over the world.


As well as the Outback Search and Rescue Challenge, the Monash UAS team was involved in many events within the university.
This began early in the year, with the 2012 competition aircraft on display at the Orientation week stalls.
Following this, for the first time in 2014, UAS team members were able to gain credit for Design I, a compulsory engineering design unit at Monash University. This allowed the work of team members to contribute both to the team and to their course progression.
Also during the year, Spark Engineering Camp brought high school students to our workshop, where they discovered the opportunities we offer to students.
Open Day provided us with the chance to showcase the team to future students, potential team members and the wider community. Our workshop was a highlight of the Mechanical Engineering Tour, with every tour group passing through, ensuring that it was crowded the whole day.
Later in the year, the Monash UAS team formed part of the ENGenuITy presentation, which encourages girls in high school to pursue science, information technology and engineering at university.


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https://sixerswire.usatoday.com/2020/11/27/austin-rivers-explains-why-doc-rivers-took-job-as-sixers-head-coach/
The Philadelphia 76ers were manned by Brett Brown for seven seasons and he guided the team from The Process era into respectability and title contention. After a tough season on the floor where they took a step back, the team let him go and they brought in Doc Rivers to replace him.
Rivers is a splashy hire as he is a guy with a great reputation around the league and he has the respect of his players. However, after 21 seasons of coaching in the league, he was ready for a break. Then general manager Elton Brand and the Sixers brought him back into the fray.
Rivers' son, Austin, hopped on with The Ringer and he explained why his dad took Philadelphia's job:
He was like 'Man, this Philly opportunity is a great opportunity'. He's just really excited about Philly man, like he was so excited. There was a lot of other great teams that had great, you know, maybe situations that were going to offer him a job. He wanted the Philly job.
It is easy to see why the Philadelphia job is so appealing. The Sixers were very close to at least getting to the Eastern Conference Finals in 2019 before the Kawhi Leonard shot and they are led by two young stars in Ben Simmons and Joel Embiid.
Austin Rivers added:
He's like, 'Man, listen, they were a bounce roll away two years ago from going to the Finals. I mean, when Kawhi Leonard hit that shot. You know what I mean? Now granted, we don't have Jimmy Butler, but we have still two young stars'. The East is, it's not the West where it's like a gauntlet, and you know the Western Conference to get to the Finals. So it was appealing for him for a lot of reasons and I think the last time he was in the East, he did well. You know what I mean? He won a champion. I think he likes being back there. He's from Chicago. You know, I mean, there's a lot of variables that go into this he's closer to home, and I don't think he can do anything else, but coach.
The younger Rivers had an interest in joining Philadelphia before deciding to join the New York Knicks who play in the same division as the Sixers. So he will have the chance to see his dad a couple of times a year when the two teams match up.
New acquisition Seth Curry is ready to play a variety of roles for Sixers
Dwight Howard explains his Sixers role, how much he has left to give
Sixers big Tony Bradley eager to learn, believes he can be a stretch big


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MAREN MORRIS SAYS WRITING FOR TIM MCGRAW WAS VALIDATION
Posted on January 23, 2017 by KBOE Administrator
Maren Morris' debut single, "My Church," may have been the song that introduced her voice to the world, but it was another tune that Maren credits as changing her life. Early in her songwriting career in Nashville, Maren teamed up with fellow musician (now-boyfriend) Ryan Hurd to pen a song titled "Last Turn Home." The song found its way onto Tim McGraw's 2014 album, Sundown Heaven Town, and Morris says that moment helped solidify her as a songwriter in town. Maren tells People, "To have Tim be the first person to ever cut one of my songs was just the purest form of validation."
· But Maren also admits that she couldn't remain purely a songwriter for long; there was an itch to make her own music, too. She says, "I missed being onstage behind the microphone. After a while it was hard to hear another voice singing my lyrics."
Posted in Country Music NewsTagged Maren Morris, My Church, Tim McGraw
House Fire In Washington
January 23rd: On This Day


text:
Razorbacks successful as ever
Nate Allen Sports Service
FAYETTEVILLE — Jerry Lamb's 55 catches for 831 yards and eight touchdowns in three years might just be career OK in some of today's Spread offenses throwing the ball anywhere and everywhere at any time.
But in football's 1962-64 era of Frank Broyles Razorbacks those stats earned tight end/split end Lamb All-Southwest Conference and helped Broyles' 1962 Razorbacks go 9-2 and the 1964 Razorbacks go 11-0 and win the SWC championship, crowned by the national championship defeating Nebraska in the Cotton Bowl.
Even with the 1963 Hogs struggling a disappointing 5-5, the usually soft-spoken Lamb, the late Arkansas Gazette columnist Orville Henry wrote, on the plane back to Fayetteville from a loss to SMU, requested Broyles to have an unprecedented Monday game-week scrimmage inspiring a season-ending 27-20 victory over Texas Tech. Arkansas' 1963 juniors who became '64 seniors credited that 1963 Texas Tech week and game as the springboard to their national championship season.
Lamb, a Houston native who became a successful Little Rock businessman, died Monday at 78. His funeral will be 1 p.m. Friday at the St. James Methodist Church in Little Rock.
NEW HOME AWAY FROM HOME
New Arkansas basketball coach Eric Musselman hasn't coached a Razorbacks home game outside of Walton Arena in Fayetteville, but he knows Saturday's 7 p.m. atmosphere for the game against Valparaiso at Simmons Bank Arena in North Little Rock will be totally unlike the last four years whenever his University of Nevada Wolfpack ventured instate from their Reno home to Las Vegas.
"The last place I coached when we left Northern Nevada and went to UNLV, we were the most hated people on earth," Musselman said during his Monday night radio show at Sassy's Barbecue in Fayetteville. "We would play neutral site tournaments in Vegas and we weren't very well liked at all. If we landed at the Las Vegas airport to change planes we were booed. Here it's the exact opposite from what I've ever experienced. Here it's a statewide thing. It's unique here, the passion."
JONES AND JOE
While junior guard playing power forward Mason Jones understandably earned SEC Player of the Week, scoring a career-high 41 points in last Saturday's 98-79 triumph over Tulsa at Walton, Musselman noted sophomore guard playing small forward Isaiah Joe of Fort Smith Northside scored 20 against TU.
"When I got here I kept hearing that we've got two great scorers but they don't have good nights on the same game," Musselman said. "But they've done it quite often this year. I think they feed off each other. The more nights they do that the better off we're going to be."
Both do more than score.
Jones dealt four assists against Tulsa.
Joe's 26 assists leads the team.
Alternating point guards Jimmy Whitt, 24, and Jalen Harris, 23, combine for 47 assists, and alternating centers Adrio Bailey, only 6-6, and 6-8 Reggie Chaney each have dealt 11.
Senior Bailey and sophomore Chaney both have underrated but appreciated offensive roles, Musselman said.
"Our centers have helped with ball movement," Musselman said. "Adrio is a pretty good passer. Reggie is a good passer out of the post. Jalen Harris makes some really good extra passes. Jimmy Whitt is passing the ball, and Isaiah has great court vision."


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ActiveState
ActiveState Scales Development with Perforce Helix
ActiveState has implemented Helix VCS as the standard for version control for all projects, including those for products, product documentation, websites, internal projects, and even system administration data. Helix Core is tightly woven into the company's nightly build and test frameworks on the build farm for all supported platforms.
ActiveState Requirements at a Glance
solutions-scalability
Scalability for all
benefits-easeofuse
Increased performance
Switching to Helix was a no-brainer. To be honest, we didn't do much looking around.
Once we settled on Helix, that was it. We used conversion scripts available at the Perforce website to do the database conversion, which involved some 16K files. The conversion took about five hours."
Gurusamy Sarathy, Director of Language Technologies
ActiveState is the leading provider of open source-based programming tools and services for dynamic languages such as Perl, Python, Tcl, PHP, and Ruby. ActiveState solutions, including the award-winning Komodo IDE, provide enterprise-wide deployment of open source programming languages, improved programmer productivity, and seamless integration with other technologies. ActiveState's customers encompass over 70% of the Fortune 500. Over two million developers rely on ActiveState's professional development tools, high-quality language distributions, and enterprise services.
Development Challenge
Many of ActiveState's products have a basis in rapidly evolving open source repositories. ActiveState must continually track changes to these repositories, while adding features unique to its branded binaries. This means regularly gathering changes from multiple codelines, integrating, and building them on multiple hardware platforms. In addition, ActiveState has private intellectual property that requires more traditional change management and version control approaches.
The development of so many products for so many platforms in a rapidly growing startup presents a number of technical and management challenges. ActiveState needed a product that was:
Highly available
Competitive alternatives
In late 1998, ActiveState had about six developers and was doing mostly Windows development. But the company was beginning to grow, and felt the need to start developing on other platforms. At the time, the firm's developers were using Microsoft's Visual SourceSafe (VSS) for source code control. Numerous problems made SourceSafe inadequate for ActiveState's demands including: the product's inability to scale (it would take an entire night to run audits on the database of 15K files); propensity for bugs (nightly audits would routinely crash or show unfixable errors); slow performance (which wasted developer time); poor support for automation (the command-line tools were inadequate); no support for remote use via slow network connections; and lack of availability on other platforms.
"I had been using Helix since early 1997 for the public Perl repository, as well as for several internal projects at my previous job," says Gurusamy Sarathy, ActiveState's director of language technologies and one of the world's preeminent Perl programmers. "I had also used Atria (now Rational), ClearCase, and CVS, but appreciated the simplicity, robustness, and performance advantages of Helix over these other tools."
A "No-brainer"
"Switching to Helix was a no-brainer," says Sarathy. "To be honest, we didn't do much looking around. Once we settled on Helix, that was it. We used conversion scripts available at the Perforce website to do the database conversion, which involved some 16K files. The conversion took about five hours."
Sarathy and his team had to address several issues among users when they migrated to Perforce Helix. P4Win, the Helix Windows Client, helped get SourceSafe users accustomed to Helix. Also, since VSS does branching differently (and poorly), the branching relationships had to be established by hand once the database migration was complete. Sarathy says, "This had the pleasant side effect of forcing a big reorganization and cleanup of the tree while setting up the branching relationships. Users had to be educated on branching policies we were going to use, and how to take advantage of p4 features. The tech notes and documentation on Perforce's site helped a lot."
Benefit Summary
ActiveState has found Helix fast, easy to use, and stable. "Helix has earned my trust primarily because of rock-solid stability," Sarathy says. "We haven't had a single database error/corruption/crash in the two years since we started used it. When mishaps have occurred due to hardware problems or user error, it has been easy to recover from them."
"We've grown to 45 users and 130K files with no noticeable degradation in performance or stability. Helix is available on virtually any platform we care to be on, and using it remotely, even over slow networks, is a cinch. We've also had great experience with Perforce's technical support. Ultimately, it beats anything else we've used, hands down."


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