Last year, I posted my first ever Annual Report, and the response was amazing! I am constantly surprised by the number of folks who want a behind-the-scenes look at what it means to be a professional blogger.
In general, I keep most of my blogging business talk off the blog itself (you folks are here for the food, not dull droning on about how the sausage is made), but I do think it’s important for me to step outside of the kitchen once a year and shed some light on what’s going on behind the curtains. I like to consider you guys my shareholders and this our annual shareholder meeting. I owe everything I am and everything I can do to each and every one of you, and me reporting back to you an annual rundown of the business is the least I can do to stay transparent.
I’m going to divide this report into two parts—the stats, info, and things I learned over the course of 2016 and then my hopes, wishes, dreams, and goals moving forward. Let’s dig in!
The 2016 Rundown
Before I dig into the actual numbers from this year, I feel like I need to give you a little bit of background about a philosophy shift I’ve had—I abandoned worrying about (or, honestly, even keeping track of) numbers like pageviews or Facebook likes or comments or any of those other things that us bloggers like to tie to our self-worth.
I used to live and die by my blog pageviews numbers. Like, I’d keep the live view of Google Analytics (if you don’t run a website, you might not know that Google Analytics has a screen where you can literally see how many people are on your site at a time, and it updates in real time) open on another screen while I was working. I’d wake up in the morning, and the first thing I’d do, before even putting my glasses on, would be to grab my phone and open the Analytics app to see how many pageviews I got overnight.
This mindset isn’t unfounded or unusual in bloggers. A lot of a website’s success is tied to how many eyeballs see it. And, from a goal-setter perspective, it’s a clear indicator of growth. Pageviews up? You’re probably doing something right. Pageviews down? Maybe not so much. It’s also directly tied to your income when you run ads. The difference between 3,000 people coming to my blog in a day and 30,000 is hundreds of dollars.
After working really hard to grow, grow, grow the number of people seeing my work, by the end of 2015, I had reached a place where I felt like my traffic was consistently good, so I went cold turkey off of my pageviews obsession. I didn’t even log into Google Analytics for months at a time. This is really my first time deeply analyzing my numbers for 2016—so we’re in this one together!
2016 Traffic Report
These numbers are based off of 12 month time frames from December 12–December 11 (because it’s not quite the end of the 2016 yet, but I still wanted a full year’s worth of data).
I’ve been pretty consistently hitting 1 million pageviews per month for 2016 (except during the summer months, which is the slow season on food blogs). The one million a month club is a pretty special mark to hit when you run a website, and I’d be lying if I told you I didn’t cry the first time I noticed I had hit one million in a single month.
My pageviews are up 54.8% from last year (7.3 million in 2015 to 11.3 million in 2016), even though I published 46% less content (158 posts in 2015 versus 85 in 2016). For the longest time, bloggers thought more content is better. More, more, MORE. I was there, too, even posting two or three times a day when I first started out. But this year, I really began to realize that quality really trumps quantity. Fewer posts = more time to make them great = more pageviews.
Most Popular Posts
Who knew a post about simple smoothies would be so crazy popular? I posted this post last December to have an easy place to refer people to when they asked me for my favorite smoothies—and dude, it took off like crazy. Folks love them some smoothies! This post was the first in what I call my “8 Series” (more on that in a sec), and it really helped me form a lot of new ideas about how to do content in 2016.
The second in my 8 Series on Overnight Oats is also my second most popular post for the year. I think for the longest time, from a content perspective, I felt like I had to totally reinvent the wheel to be successful. I had to come up with the freshest, most creative food. And there is definitely a place for that kind of stuff, but I think most people just want food they can relate to and tips and tricks they can implement in their own kitchen. And I think that’s why these basic recipes perform so well.
The little food prep post that could! This is a three (almost four) year old post that still keeps kicking. It’s an approachable and sustainable look at food prep that I think a lot of people really appreciate. I have plans this year to update and reshoot this post to include better/more info and make it really super useful.
Every December, these cookies jump to the top of my traffic because it’s become a tradition for people to make these exact cookies. I have people emailing me telling me they’ve made them for *years*. About 10% of my traffic in December goes directly to these cookies. These babies actually originally showed up on my blog waaaaay back in 2010, but I shot new photos and rewrote the post for republish in 2014.
I have to tell you, the fact that this Lunches Lately post from 2014 consistently shows up in my top five makes me laugh. The photos are terrible. The content isn’t even that useful. Honestly, I think people visit it all the time because they are curious about the metal lunch box I use (it’s a LunchBots Cinco, BTW). If I could recreate this magic, I would, but I don’t pack my lunch anymore since I work 10 feet away from my kitchen. Oh well!
There are three types of traffic that come to your website. Direct (where someone literally types in your URL or clicks on one of their bookmarks), search (which, duh, comes from searches), and referral. Referral is where other sites link to your site, and someone clicks on that link and then lands on your site.
In 2016, I had referrals from 4,517 different websites out there. Over three-quarters of my referral traffic came from Pinterest. It’s so crazy to think that just five years ago, Pinterest didn’t even exist, and now it accounts for a full 30% of my total blog traffic and 77% of my referral traffic.
That Facebook number up there (4.96%) may seem tiny in comparison to Pinterest, but I fought like whoa to see those kind of results. That’s an 86% increase over referrals from Facebook in 2015.
One of the big things I did last year was work with my assistant to optimize the heck out of my blog for search engines. There is an art to SEO, and we researched, applied, and now we’re really seeing the fruits of our labor.
There are a lot of things about blogging that are up to chance—does that big website pick you up or does the right person share your stuff on Pinterest—but there are some things that are totally and completely in your control. And SEO is one of them. Was it tedious to make sure each of my posts on my blog are optimized for search? Yes. Did it pay off? Absolutely.
What I Did to Increase Traffic
Like I said above, increasing traffic wasn’t a goal of mine this year, but that doesn’t mean I just phoned stuff in and hoped people would still want to read. I still wanted to get better, even if that didn’t necessarily mean getting bigger (although, based on those numbers up there, it meant that, too).
The big things I focused on that I think helped with traffic:
Photography, Photography, Photography: I just can’t even stress how important this aspect is for a visual arena like food. You can’t taste my food (I wish you could). You can’t smell me cooking it. So I gotta try to get across all the awesomeness of what I make in a picture. I’ve been working like a fool at this part of my business for years now, and I hope the improvement shows (even over last year).
This year, I invested in better equipment, better backgrounds, better software, and I really worked on professional development by listening to podcasts, reading books, and getting inspiration from other photographers. I’m not professionally trained in photography, so I always feel like I’m going to have a learning curve, but it seems to get a little less steep each year.
I still really struggle with photography in the summertime. Our house is surrounded by big, beautiful, mature trees, which totally ruin photography light in the summer. You can tell when the leaves have finally fallen from the trees, because that’s when people start commenting saying “These photos are so pretty!” again. I’ve worked for five years now to try to correct the summer photography issue, and they are better, but unless we chop down a bunch of 100 year-old-trees, I don’t see me doing any kind of magazine-quality work in July anytime soon.
Being Supremely Helpful: For the longest time, I had two main goals for my blogging business—make enough money to support my family and get more pageviews. I worked on those two things with laser-like focus for years. And then, in early 2016, I realized I had achieved both of them, and it was time to figure out what was next. I started thinking about what my next thing was going to be, and I figured it out—I wanted to be supremely helpful. I wanted to give people the knowledge, information, and power to feel good in their kitchen and feel confident cooking healthy food. And that philosophy tinged every single decision I made in 2016. And I think the internet people responded with their clicks and shares.
A perfect example of this philosophy shift: pre-2016, I would have never posted eight recipes into one single post. Each of those recipes could, in theory, turn into their own pageview—and it seemed silly to “waste” it. But in 2016, I realized that to be the most helpful, I should have all that information in one spot for folks to easily access.
So I started creating my “8 ways…” series (smoothies, banana soft serve, overnight oats, avocado toast, infused water, salad dressings, juices, oatmeal cups) and they EXPLODED on social media. Those posts take ages to put together—weeks of planning and recipe development, days worth of photography and writing, but they ended up being so helpful and so worth it. I made a decision to be more useful, and I was rewarded for it.
2016 Income Report
I honestly never thought I could make much more than enough money to cover my grocery costs doing this blogging thing, so the fact that I now make enough money to support my family blows my friggin’ mind. There’s a real pinch-me-this-can’t-possibly-be-real thing going on right now. Because of contractual non-disclosure agreements with various organization, I can’t disclose the exact amounts of money or sources of income, but I can give you a general overview to show you the types of income I had this year.
As you can see, I had four main sources of income related to my blog this year. The ratios moved around a little bit, but for the most part, it’s the same mix as it was in 2015.
Advertisements: I worked really closely with my ad management team at AdThrive this year to drastically reduce the number of ads my website serves. As I mentioned in the 2015 report, my goal is to eventually run an ad-free website (more on that later), but for now, ad revenue is a really great foundation for me to pursue other opportunities in my business. I’m launching a new redesign in 2017 (again, more on that later), and that redesign reduces ad spots by almost half—and doesn’t serve any ads at all on the homepage. It’s a great next step!
Ads are such a sticky wicket. They are, without a doubt, the easiest and most consistent way to monetize the content that I publish for free to the public. But, they require near constant monitoring to keep the ads running smoothly, keep them generating an income, and keep out any unfavorable ads. I work with an ad management team, and they do an amazing job, but even still, ads aren’t perfect. And, I know for a lot of readers, they are a real turn off. Right now, they are necessary evil, but I can’t wait to get to when they aren’t. It’s a process!
Oh, and related: if you ever seen an ad that you don’t like for any reason, copy the URL that the ad links to and email it to me—that’s the only way my ad management team can squash it.
If you would have asked me back in the summer if ads were dead, I would have probably said something like, “not yet, but getting close”. Because at that point, my ad revenue was only about 30% of my total income. But then, my ad managers released a new way to monetize video content, and my ad revenue skyrocketed. Now about 1/3 of my total ad revenue comes from advertisements on my videos.
Sponsored Content: In 2016, I was incredibly picky about who I worked with and for what compensation. There was a time where I would post about a company on my blog in exchange for a case of free product. And now, I don’t let a brand touch the sacred pages of Wholefully without a premium investment. It took me entirely too long to realize that I am a commodity that has a high demand, and I need to charge accordingly.
One of my biggest shifts in 2016 with sponsored content was how I applied the “be supremely useful” philosophy. Even if it was a brand I loved and even if the price was right, if I couldn’t figure out a way to make the post useful to my readers, I turned it down. There is one brand in particular that comes to mind that I love and use daily, and they offered me a long-term, extremely well-paying partnership, and I just couldn’t, for the life of me, figure out how it would benefit my readers to write about their product. I really wanted to work with them, but they aren’t my customers, you guys are, and if I’m not serving you, I might as well just pack it in. So I ended up turning them down. I’ve learned that “no” is a very powerful word, and it should be a regular part of any businessowner’s vocabulary.
Affiliate Revenue: For those of you that don’t know, affiliate income is the commission bloggers make from linking readers to products—a referral fee, if you will. It doesn’t cost the buyer (you!) anything, but the blogger gets a teeny, tiny percentage (less than 5% in most cases) of your purchase as a “thank you” from the company for referring a customer. There are tons of affiliate programs in the world, but the biggest and easiest for bloggers to use is Amazon’s affiliate program.
At some point along the way, I became an apparent Amazon affiliates expert. Like, so much so, I was interviewed on a podcast about it. I wish I could say there was some big, intense strategy behind my success with Amazon affiliates, but there isn’t. Basically, I’m authentic with my recommendations and refer people to the products I love. I use Amazon all the time myself (like, literally, we’re on a first-name basis with our UPS guy), so it’s a natural place for me to send folks.
In 2016 (so far), I sold $178,880.72 worth of products on Amazon through my affiliate links. Like I said, I only get a minuscule percentage of that, but still, that’s a lot of cash flowing through Wholefully to Amazon.
Freelance Work: Working “off the blog” is one of my favorite parts of my job. I love Wholefully, but being able to stretch my creative muscle elsewhere is a blast. I currently have reoccurring gigs doing writing, recipe development, and photography for the Anytime Fitness blog as well as Tablespoon. Both of which require a different writing style, photography style, and recipe development style from what I’d use on Wholefully. I also have a number of ghost writing gigs, where I do photography, writing, and recipe development for other websites under a Non-Disclosure Agreement (meaning I can’t reveal I did the work or link you to it, sorry).
Here are some of my favorites from my freelance work this year:
Slow Cooker Ham, White Bean, and Potato Soup (Tablespoon)
Classic Baked Mostaccioli (Tablespoon)
Spicy Coconut Pumpkin Blender Soup (Anytime Fitness)
Simple Citrus Salad with Honey-Lemon Dressing (Anytime Fitness)
Slow Cooker Black Bean Chicken Chili (Anytime Fitness)
Under this category, I also wrapped in some of my miscellaneous stuff—like royalties from my cookbooks and rights fees for publishing my work in print media.
2016 Big Changes
Now that the numbers are out-of-the-way, I thought I’d talk about some of the big changes, goals, and milestones that happened in 2016. It does a blogger good to look back at this stuff sometimes.
Name change/trademark drama
Way to bury the lead, eh? Changing names was the biggest of the big changes in 2016—and it 100% wasn’t my choice, but I’ve come to accept and love my new name—even while I mourn my old name. You can read about the catalysts that sparked the change here, but I can’t talk much more about it than that, because the whole sleep-preventing, heart-racing, hysterical-sobbing debacle isn’t over yet. When it is, I’ll buy every single one of you a bottle of champagne (or not, depending on how it all goes).
I’ve had to do a lot of soul-searching over the past few months when it comes to my business, and here’s what this whole thing has confirmed for me—I flipping love this job. I love this community we’ve built. I love interacting with you. And I’m going to fight tooth and nail against anything or anyone who threatens that. So that’s what I’m doing.
Major philosophy shift—food is my bread and butter (pun intended).
For the entire life of my blog, I’ve been trying to nail down what I’m “all about”. Am I homesteader? Am I a canner? Am I a healthy living blog? Am I a food blog? Am I a lifestyle blog? What about craft projects? Or decorating? Or DIY? Or gardening? Or natural living? Or fitness?
During my whole “be supremely helpful” revolution, I started asking myself in what ways I’m the most helpful. And after lots of soul-searching, I realized it was in the food space, and almost entirely in the food space. I now consider Wholefully a “food blog” (and use that term) in a way I never did before. Maybe other folks did, but it’s taken me until the last few months to accept it.
Growing, cooking, and eating food has been the thread that held Wholefully together from the start (my very first post was a recipe). It’s where I think I can make the most impact. So I made a decided shift to focus almost solely on food moving forward.
Now, I know this bugs a lot of people. A lot of you (amazing) people have been reading from the beginning where I shared every thought in my head and every thing I did on a daily basis, and the transition to a less personal, more topic-focused website hasn’t been without its detractors. I understand that—I really do—but that understanding doesn’t make me any more comfortable making Wholefully more personal. When Juniper was born, it was like a switch flipped in my brain, and suddenly I wanted to hold everything that was sacred to me, well, sacred. Privacy became more than just about not showing her picture very often, it became about my life being mine, and wanting to hold onto that.
But there is also the very real side of me that loves connecting with folks, loves helping folks, loves writing incredibly obtuse blog posts about my hopes, dreams, and wishes, so I’ve had to navigate balancing those desires—and I’ve had to do it in front of a million people each month. In the end, food seemed like the way to do it. We all connect through food. Food is meant to be shared with your loved ones (and I consider you guys loved ones). Food is a sacred love of mine that I don’t mind sharing with the world. You guys get this part of me. And it’s not a small part—it’s a huge, passionate, butter-soaked part—but it’s also not all of me, and that’s really important. I have no desire for Wholefully to become a faceless recipe aggregator that is void of any personality, but I also have no desire to have my own Food Network show, ya hear?
Of course, that doesn’t mean you won’t still see the occasional navel-gazing Coffee Date post.
I jumped into video head first.
I set myself a goal to learn video, rock it, and make it a regular part of my process this past year, and I did that like a boss (*brushes shoulders off*). I now know how to shoot, edit, and publish short-form videos, and the vast majority of my most popular posts have cute little how-to videos that go along with them. I even booked a few videography gigs both freelance and to go along with sponsored posts. It’s a really satisfying accomplishment to take something you have NO IDEA how to do, learn it, and then get someone to pay you for it. Am I the best videographer in the world? No way. Do I have a lot to learn still? Yes. Do I feel leaps and bounds ahead of where I was this time last year? You bet your cute bum I do.
For the first six months of the year or so, I was devoting an entire day each week to video bootcamp. I was learning. I was practicing. I was producing. And then I got to a certain point where I stepped back and thought, “Okay, now that I have this skill in my wheelhouse—what’s the point?” It was time to figure out how video fit into the bigger picture.
These are rough estimates that aren’t founded in any sort of research, but if I’d have to guess, I’d say that 75% of food bloggers that get into doing videos do it because they want to be successful on Facebook. Video content is really the only way the Facebook algorithm lets you reach your audience—and us bloggers figured that out real quick. Hence the 40 million recipe videos flooding your Facebook feed. I was in this category. I wanted to grow my Facebook page, and I did it very successfully through video. On January 1st, I had 7566 Facebook likes, and today? I have 34,000 likes. I wish I could say that’s from my glowing personality or witty prose—it isn’t. It’s all thanks to some viral videos I made. Like this one, which is closing in on the 2 million view mark on Facebook.
The other 25% of food bloggers that get into video get into it because they either think it’ll be fun or think it’ll be helpful (or both). The further I dove into video, the more I realized I wanted to be part of that category. I wanted to figure out how video worked as a bigger part of my business goals instead of just to get me more likes on Facebook. So, recently, I’ve started diving into how video can be used as an asset to advance my mission of being helpful. I think that means more of me on the camera (yeeeeessssh) and longer videos that really mean something.
I worked on a redesign and content audit (both of which you haven’t seen yet).
I’ve been working on a blog redesign for a little over 18 months now. My background is as a graphic designer, so I started the conceptualizing and mock-up process way back in the late summer of 2015. And then I let it simmer. I tweaked. I researched. And I finally landed on a design I was happy to send off to a developer this past summer.
The design of most blogs you see out there is based on something called a theme—it’s basically the pretty bucket that all the content is held in. You might be shocked to know that many food bloggers are running the exact same theme, just modified (either slightly or dramatically). It’s called Foodie, and it’s been designed just to have all the elements a food blogger might need. It’s a great, affordable way to make sure you get a really pretty blog design out of the box. And it’s what I’ve been using since 2014.
The problem with out-of-the-box solutions like that: they are one size fits all. And I knew that I didn’t want a one size fits bucket for my blog going forward. So my developer is creating a fully custom theme for me, and it does all kinds of fun, fancy, exciting (and hopefully really helpful) things. We were making really great progress on the redesign through the Fall, and then TrademarkAgeddon 2016 hit, and we had to put it on the back burner. I’m really hoping we can pick things back up in early 2017 and launch before summer. Want a preview? I know you want a preview. Photoshop screenshot in 3, 2, 1…
To go along with the redesign, my amazing assistant, Julie, and I have been digging deep in the embarrassing archives of Wholefully and pruning, tweaking, and deleting (okay, let’s be honest, it’s been almost entirely Julie). I have nearly 2000 posts, and I’d say there are at least 500 of them that are worth absolutely nothing to no one (and many more that I no longer feel comfortable having out there). I started blogging back in the day where you just logged in and talked about what you ate for supper and then pushed publish. That isn’t doing anyone any good, and in fact, all that extra junk is just making it harder for folks to find the stuff that really matters.
It’s going to be a long process, but our hope is that any post or page you land on under Wholefully will have extreme value. It requires a lot of rewriting, combining, rephotographing, and one bad mamma jamma of a spreadsheet. But by the end of it, Wholefully should be a lean, mean, helpful machine.
Moving into 2017 (and beyond!)
Now that I’ve surely bored you to tears with a recapping of the last year (anyone still with me? Bueller? Bueller?), let’s start looking forward into 2017 and beyond. Last year, I set some very specific goals, and while it seemed like a good idea at the time, I slowly realized that I need to be able to adjust and make executive-level decisions based on bigger picture stuff. Not just because I said I’d post four videos a month.
So this year, instead of goals, I’m going to talk about a few overarching themes I want to focus on in the upcoming year. This is going to be mostly high-level stuff, so if you’re looking for practical advice—um, I’m sorry.
Answer the question, “What’s next?”
What would you do if all of your wildest career aspirations came true? What if you had your dream job, made enough money, were able to work whatever schedule you wanted, had complete control of your projects, and got to work from home?
It sounds like an ice breaker question, but it’s my reality right now (SQUEEE!). I’ve achieved my biggest dream. And now it’s time to figure out what’s next. I love developing recipes and connecting with you guys and sharing stories and pictures and food on Wholefully, but I can’t shake the feeling that there is something bigger on the horizon. In fact, I even have a sign hanging on my desk that says “THINK BIGGER”.
For so long, I was thinking big. And it was great. I set big goals that I thought I’d never really achieve. And then I did. And now it’s time to think bigger. I want to figure out bigger and better ways to help people in the healthy eating space (and hey, making cash along the way doesn’t suck).
Right now, I have three BIGGER projects (related to what I do at Wholefully, but not blogging-related) that are all floating around in my atmosphere. And I think in 2017, I want to really focus my energy on pursuing those. My blog will always been my home, but it’s time to go exploring a bit.
I also desperately want to figure out a way to help up-and-coming bloggers achieve all their goals. I still consider myself such a blogging newbie sometimes, because even though I’ve been blogging for over six years—it’s only been the last two I’ve taken it seriously as a business. But the truth is, I have to accept that I have some knowledge in this realm that can be helpful to someone out there. I’m not sure what this looks like yet. A podcast? A mentorship program? A course? A website? I do know I want to offer whatever it is for free. I know I could have never afforded a $1000 mentorship course when I was an up-and-coming blogger—so I hope to be able to offer whatever I do for free (or a least low enough priced to just cover my expenses).
Products. Products. Products.
Here’s a place where I am not just lacking, I am completely failing—offering my own products. Now, why would I want to offer my own products, you ask? Well, because, tomorrow, Amazon could say, “Hey, we’re nixing our affiliate program” or my ad network could say, “Hey, we don’t like you anymore, we’re kicking you out.” And suddenly, I’m cruising job search websites.
I don’t own a single one of my income source. Which is terrifying. Products are one of the only ways to guarantee income in this business—that’s why you see so many bloggers and websites selling eBooks and other products. It’s a product that they own, and can never be taken away from them.
I’ve been talking about doing eBooks for years, and I have about three different ones halfway finished—but I really struggle emotionally with putting out a product that I feel like is helpful enough to charge for. There are people out there who literally just take their recipes (that are posted for free on their blog), put them into a PDF, and sell the PDF as an eBook—and they make hundreds of thousands of dollars. And, obviously, there is a market for that—but that’s not what I want to. That’s not fulfilling to me. I want to create products that are so supremely helpful people say, “I would have paid twice as much for that!” And that’s a darn high bar to set for myself.
But I gotta get over it. I have to fight The Resistance and just DO IT. I’m not sure what my first product is going to be (again, see above with the ideas floating around my head), but I can promise you I’m going to put everything I have into it. I’m going to sell it ethically for a fair price. And I’m probably going to cry with gratitude each time someone shells out their hard-earned money for it.
Make it through.
I’ve already mentioned the current trademark drama I’m going through, so I’m not going to rehash it, but I will tell you that one of my major business goals for this upcoming year is to just make it to the other side of this craziness without losing my mind. I’m not sure I can properly explain how much having an open legal issue wears on you. It’s like you constantly have just a little bit of a headache (and sometimes a migraine). All your successes are dulled and all your failures are magnified. I’ll be really happy when this is all over, and I can stop binge-reading about trademark law, and just go back to making smoothies 24/7.
Keep being helpful!
I absolutely *live* for the emails I get saying I helped healthy cooking and eating feel less intimidating. That’s something I really want to keep focus on in 2017—being as helpful as possible. Making money? Great. Doing something I love? Also great. Helping people? Earth-shatteringly awesome. I like this feeling, and I want to keep feeling it.
Wrap it up!
So, I think I can say it was a very successful year for Wholefully! I’ve had my bumps (okay, and one major mountain to climb), but I get to do something I love, make good money, stay home with my kid, and eat all day long. So I’m doing pretty grand.
If you’ve ever thought you might want to start a blog, my advice? Do it. RIGHT NOW. Go register your domain. Just go! Don’t worry about it being too late (I know multiple bloggers who have started in the last 18-36 months who are now clearing a full-time income). This isn’t a pipe dream. Trust me, if I can do this, you can do this. And I’m here to help. Email me, Snap me, Facebook me, Instagram me. Let me help you realize this dream!
I’m sure I don’t say it enough, but thank you. To each and every one of you who have ever stepped a browser tab onto my website. I work hard, and I know I do good work, but if it wasn’t for you guys, none of that would matter. You guys give me purpose. You guys fulfill me. You guys put food on my table. I am so grateful that you chose to spend time with me. Thank you. Thank you. THANK YOU!