Hot Corner! Security Marketing Line Drive Tip of the Day!
April 1, 2009 by Bob Maunsell
Filed under Bob's Security Marketing Blog!
In baseball, 3rd base is known as the “Hot Corner” since the third baseman needs to quickly react in order to make a move on the hard line-drives struck by right handed batters. To keep my email subscribers on their toes, I like to blast out some smokin’ line-drive hits of my own with new security marketing ideas and security marketing tips to implement in their security businesses.
Have you ever thought of sending TWO newsletters to your customers in one month? What, you say? Sound crazy? Not so, here’s why…
I just got a great email the other day from one of my Service That Soars subscribers named Jim Patoff. He told me he sent out two issues of our Service That Soars newsletters to 300 customers with a hand-written note asking to pass along the extra issue (complete with my patented MASSIVE referral generation coupon) to someone who might be interested in his security services.
Guess what…28 referrals called his office over the past two weeks and Jim’s landed 13 installs already! That’s almost a 10% response rate!!! Jim told me his sales average around $1000 buckaroos a job, and he was psyched because that $350 mailing just brought in $13K and that doesn’t account for the future business of the 15 potential clients now in his marketing funnel or the future referrals these 28 satisfied clients will bring in! Jim, great job thinking outside the batters box! Way to go… that’s awesome!
Keep your questions coming on the Ask Bob page and please excuse the appearance of our website over the next couple days. We are doing a bit of spring cleaning! If a page looks distorted when you land on it just click refresh or hit F5 on your keyboard to reload it.
K.I.S.S, Facebook and Security Marketing…..What???
March 17, 2009 by Bob Maunsell
Filed under Bob's Security Marketing Blog!
This smackdown is going back a few years to my days in high school. I was a pretty rowdy kid when I was growing up and I remember going to keg parties’ way up in the woods at this local hangout called “Soap Hill” in my hometown of Grafton, Mass. These parties were always late at night and were real fun. I would have my ‘73 Barracuda with the 8 track player going full-tilt to the song by KISS called “Rock & Roll All Night and Party Every Day.” I always went to these parties with my friend Mike “Loops.”
After high school, Mike went on to college and picked up a couple of advanced degrees in engineering, and took on a corporate gig. Not me. I enlisted in the Air Force and acquired the skills of an electronic security systems tech and after 5 years serving overseas, I got out and picked up my state master electrician license and eventually started my own security company. I always knew the importance of marketing but really when I started out I didn’t have a clue how to do it effectively and drive clients through my door. I got my marketing education ‘on the streets’ as I like to say, learning first hand from some of the best direct response marketers and copywriters in the biz and tailoring their concepts to meet my nice in the security industry. Every night – for years – I studied my tail off learning the art of Direct Response Marketing (Yes it is an Art!). During the day, I implemented then tested, tweaked, refined and re-implemented the hell out of the security marketing systems I built, until I could put my security company on ‘auto-pilot’ with a steady stream of new jobs and new clients coming through my pipeline. When I say my security marketing programs are tried and true…I’m not kiddin’ around!
In the Air Force days, we would always use the K.I.S.S. method for training new military personal. What does the acronym K.I.S.S. stand for you ask? - Keep It Simple Stupid. If there is one successful organization out there that you should model your security company after, it would be the U.S. Military. Think about it, they have a system in place where the bulk of the work is done by 18-24 year-old kids. It’s run by older, higher ranking officers and there is a script, plan A-Z, or rule for everything – even for how you go to “the can” – which leaves no room for error!! Everyone is on the same page! The military has franchised this process to the tee! Whatever branch or location you are in, they are run the same – just like good old McDonalds. Hey I wonder where McDonalds got the idea…..hmmm?
Roll the dice anyone?
I had a lengthy conversation the other day with one of my Security Maverick Coaching Club members about his sales force. I just want to touch upon one of the topics we talked about. If you have a sales team and your sales team does roll playing…the days of roll playing are over! How can you role play in this economy? I’m sorry, but motivating sales reps, chanting, writing slogans on the board, walking on fire and then patting everyone on the butt and sending your sales team out the door ain’t gonna work in this economy! You need solid advice and marketing tools to get the phones ringing!
And when I say solid marketing tools, I mean marketing systems designed by someone who really knows their stuff! One of the most important marketing tools to employ is a proven direct mail piece written by a professional direct response copywriter who is seasoned in the security marketing industry and has the brass tacks to close a deal – when it counts! You can find many copywriters, but ask yourself this: What do they really know about your market – the security installation market? Do they know your target market and understand your clients’ security concerns? They damn-well better if they’re crafting a message to them!
One thing that really annoys me about most copywriters and marketing people is how they claim to be so wonderful and have won so many awards! It’s such a joke! One of the biggest marketing awards is called the SAMMY. There are many marketing professionals who can claim the fame of having won this illustrious award. So what does it mean for someone to have won a Sammy? The award is based on the “look” of a direct mail piece – not on the results it gets! So if it looks good, it wins? I don’t get it. Shouldn’t a marketing piece be judged by its response ratios, website traffic, or how about this….What it actually brought in for sales!!?? – its’ revenue creation. That’s what I’m talking about! Last time I checked my business bank account only takes checks for deposits not awards! Besides, any truly good marketing professional would know that the graphic design component of a direct mail piece is done last in the creation process! Maybe I’m ranting here but….Shouldn’t there be an award based on monetary results – like “the million-dollar revenue-generating marketing piece award”? MDRGMPA, A little title-heavy, but worthy of an award – don’t ya think? The security marketing pieces I’ve created have been tried, tested, tweaked and refined – IN THE SECURITY AREA on my tab! – to bring in the maximum amount of dinero to your wallet and worthy of the latter mentioned award! Enough said.
In this March’s issue of the Smokin’ Security Newsletter, I’m including a live direct mail/handout piece that I’ve successfully used over the years to close a ton of higher end residential security systems. There are only 35 words on this piece, but they’ve been cunningly crafted for maximum sales impact! They will knock down the walls of doubt and fear all potential clients have when calling a new security installer (you) and also strengthen the relationship you have with your existing clients.
Remember what I said about the U.S. Military always having everything scripted down to the tee? Well, I’m also including in this issue a nineteen (19) point pre-sales selling script that you can use, prior to showing up, to conduct your security audit (to set the stage for your arrival.) It is so dang easy to use, the whole family can sell with it! Your techs can become mini-sales reps for you with this handout and sales script enabling you to dynamically increase your ‘sales force’ without having to hire any more staff.
And because I’m feeling so chipper today, due to the wonderful spring weather we’re having, I’m going to throw in another marketing piece…it’s a ten (10) point script that you’ll use as a guide to following up after the sale, that will make your new clients feel all “warm and fuzzy” about you. Heck, maybe they’ll get chipper and start bragging to their friends about how they’ve got the best security company in town! Remember a happy, chipper client tells, on average, 9 others about their happiness and who they are happy with! A teed-off client can tell up to double the amount about their bad experiences – you don’t want that to happen!
If you’re not presently a subscriber to my Smokin Security Newsletter, I suggest you get on board NOW! There’s a special sign up bonus – for a measly dollar you can sign up and get your hands on these awesome marketing tools, I’m including in the March issue, to help you guys start closing more residential and commercial sales in these rough times! Bob I want the Smokin’ Security Newsletter!
Oh, by the way, I bumped into my friend Mike Loops recently through facebooks.com. He’s been doing well, until recently. He just got laid off and is looking for new employment. I sometimes used to wonder if college and the corporate gig was for me. Looking back I really don’t think so, fast forwarding 20years + from my senior year of high school, I own three businesses, I can come and go as I please and I don’t have to worry about answering to anyone but my wife and two beautiful daughters. And, if I’m going to get laid off, then I’ll be the one letting myself go…not someone else! I have the power to make or break my security company and so, my friend, do you! – even in this economy! Oh, one last thing – if you don’t have a facebooks account set up, I suggest you get one. There’s a lot of business to be had, if done the right way. My coaching members and I are finding a lot of unique opportunities in social media. Hey, if you want, send me a friend request…go a head and do so now! Join my Security Marketing Group!
I’ll end this Smack Down with one of my favorite quotes by Jim Rohn “The book you miss could cost you a fortune!” and might I add, “If you miss this month issue of the Smokin’ Security Newsletter, it will cost you a bundle.”
Peace Out,
Bob Maunsell
Security Marketing Guru
Hey Don’t Forget To Tune In Friday Afternoon For My Security Marketing Q&A
Your Security Marketing Questions Answered!
March 13, 2009 by Bob Maunsell
Filed under Ask Bob, Bob's Security Marketing Blog!
1) Do you limit who you work with on a market by market basis?
- Kevin Donnelly
Kevin the security marketing services you see listed on the website are not limited to specific markets or exclusive areas but I do offer private consulting programs with geographic area exclusive rights and they start anywhere between 15-20K. However I guarantee you the programs I’m offering right now, especially the Mavericks Program, will revolutionize your approach to marketing your security or low-volt biz. But hey don’t take my word for it, check out my audio testimonials page!
2) Bob you have quite a few programs on your site, what’s the best value?
- Mike Levine
Mike, I would recommend if your new to my Tuesday Smack Down and the direct response marketing I preach the, Smokin’ Security Newsletter. I literally swamp my graphic design guys every month with articles, examples and sample direct mail pieces to pack inside the newsletter. The newsletter also features a 1 hr audio success CD. Last month I interviewed the designer and SEO optimizer of my new webpage, Bill Parlaman. He literally spoon fed my subscribers with $1000’s of dollars worth of Web 2.0 consulting for practically nothing! You absolutely can’t beat the value, at $97 a month.
3) How do you figure out what to charge a client?
- Richard Carlisle
Richard, I take a few things into consideration when I’m evaluating my pricing. The #1 point of consideration in my opinion is finding out what the marketing will bear for your services. One of the ways I would recommend doing that is using your business associates, have your competition come and give quotes on a system at x y and z properties, use those quotes as parameters around which to gauge your pricing and sales presentation when you are asked to quote a similarly sized job.
4) OK, HIT ME! THANKS IN ADVANCE!!
- Paul Pitchford.
Paul, I suggest lacing up the gloves if you haven’t already cause with a mindset like that, your competition are going to feel like they are stepping in the ring with Ali, when they’re going up against you!
5) Where can I get sample application forms that will lock monitoring for 2-3 years? Is accepting credit cards worthwhile considering the percentage charged for each transaction?
- Dave Hansel
I would recommend getting into credit card processing, considering the number of businesses moving away from the cash and check payment method is going to increase exponentially over the next decade. For the contracts I’m going to give a little referral here……visit my friend over at www.alarmcontracts.com , Tell him I sent you!
6) In the current economic climate, how do I hold onto my client base when so many are suffering financially and are not paying their monitoring invoices?
-David Asay
I know it’s a tough climate out their, and guess what its probably not going to get much better over the next year either but its during these times when you can absolutely dominate your competition. I 1000% recommend at least 1 monthly mailing to stay in touch with your base, a newsletter is ideal. I probably shouldn’t do this but I’m going to let you in on a little secret of min. In the past when some of my better clients have slacked on the monitoring, I ran a special contest in my monthly newsletter for a year of free monitoring and picked their names out of the proverbial hat. Guess what happened….I must have gained at least 5 referrals from each client I did that for. What did it cost me like $75-$100 bucks a month for a year and I gained 25 installs and 25 more monitoring contracts. I think it was worth it!!
Security Marketing Styles | Marine Sniper vs. Hill-billy Shotgun
March 13, 2009 by Bob Maunsell
Filed under Bob's Security Marketing Blog!
A lot of security installers that call my office looking for marketing advice and ideas from the “Guru” usually fall into the “hill-billy shotgun” mentality. What I mean by this is that they are doing exactly the same marketing that all the other installers in their area are doing (molesting each others ideas and copying each others ads—even each others yellow page ads!). Another term for this incestuous marketing is West Virginia Marketing! Once an installer joins one of my coaching programs or is a longtime newsletter subscriber, is when 
they come to understand my style of thinking. The “Marine Sniper Rifle” marketing is what this cat’s all about! A sniper is a infantry person who specializes in shooting from concealed position over a longer range then the regular infantry, often with specially designed or adapted sniper rifles. A sniper requires skill in marksmanship and camouflage. When marketing, a sniper is in tight markets, specifically targeting his prey (customers). What I want to make you think about is how a hill-billy would think and how a sniper would think with shotgun shell vs. a sniper shell.
There are “broad” media and “tight” ones, referring to what’s called “reach” (the number of prospects that media touches).
Your website has the broadest potential, but not if it’s impossible to find your site (please read the truth about security websites). The yellow pages have a broad reach, too. Television and radio are considered broad reach, but within them is that cool word “demographics” which refers to viewers /listener profiles of the programming. 
So the “tightness” begins to squeeze as you select audiences. Newspapers, though broad with general circulation, can be zoned. Direct mail can blanket a town or pinpoint exact homes/business. An e-mail can go to your entire database. Or select a select few. A major point here—the biggie—is segmenting your messages and aiming them at the most appropriate markets—the wisest way, though rarely achieved. Your recognition and transition of “broad” to “tight” will save you time, money, and bullets and will allow you to pick off highly targeted prospects along the way.
13 Ways To Differentiate Your Security or Low-Voltage Business
March 3, 2009 by Bob Maunsell
Filed under Bob's Security Marketing Blog!
To the untrained eye these look like regular old fake c**** cigars but…
to the trained eye….. they are the real deal baby.
How Can I Differentiate My Security Company from the other 20,000 Security Dealers out There…?
I just sat down to write this weeks “Smack Down” and I caught myself looking out the window at the major Nor’easter that’s moving in over Central Massachusetts. It’s predicted to drop about 13” of white fluffy snow on my front lawn…just as I could start to see my lawn again after the 68” we had dumped on it this winter!
I like that quote the weather persons always say, “March comes in like a lion and goes out like a lamb.” I’m gonna give you some lion advice, so you can be King of the Security Jungle, and you won’t be perceived as a little old lamb in your security sales presentations.
Seeing as though we’re gonna get pounded with 13” of snow, I’m going to give you 13 sure-fire ways to differentiate yourself from your competition (that are not product dependent). This is the type of information the security trade magazines won’t dare talk about. Because what do they care as long as your buying thee products they advertise!
Most security dealers and security sales reps operate under the assumption that because they sell or install a certain security product/brand it is a sufficient way to differentiate themselves in the eyes of their potential clients. I can’t think of anything the further from the truth and you’re leaving HUGE $$$’s on the table thinking this way! Let me explain this to you…
When you take one of your company service vehicles to one of those “Big Name” oil, lube and filter quick stops, do you honestly care if the grease monkey who’s doing the oil change on your vehicle installs a FRAM, ACDelco, WIX, NAPA or Purolator oil filter as long as the product performs its job for your engine? Honestly, are you going to loose sleep over which filter the grease monkey installs? I would bet your going to forget all about it within 12-36 hours after he installs it.
Pretty much every oil filter manufacturer claims their filters operate at 99.9% efficiency mean. So theoretically 99.9% of all the contaminants that pass through the oil filter are captured in the media, saving your engine from damage. All the oil filter manufactures make this claim. This is a COMMODITY item and there isn’t much to differentiate its image considering the amount of manufactures selling the same widget.
The same can be said about security manufactures. They all make the same claims about their products. Like images per second (IPS) of the DVR, or the “toast proof” rating of a smoke detector. How about the response time of a motion detector?
In today’s economy, you’re dead wrong in thinking that your security equipment standing by itself will sell the job by itself. I’ll make a confident bet that you’ll be driving back to the office from a presentation without a signed contract for the job, it that is your strategy.
Here we go…I’m going to give you 13 ways to differentiate yourself from your competition. The conceptual first step in differentiating yourself is moving away from thinking it depends on the security equipment you install.
1- You differentiate your security company or low voltage installation business by the security marketing material you hand out when you arrive at your new security prospect’s home or office.
2- You differentiate your security company or low voltage installation business by the quality of the questions you ask when doing your security audit.
3- You differentiate your security company or low voltage installation business by the new security ideas you bring to the table and your effectiveness in communicating these ideas to your new security prospect.
4-You differentiate your security company or low voltage installation business by being more prepared than any other security company.
5-You differentiate your security company or low voltage installation business by applying new exciting and exotic ideas for securing their home or office.
6-You differentiate your security company or low voltage installation business by having more killer testimonials than any other security or low-voltage guy.
7-You differentiate your security company or low voltage installation business by having a USP (Unique Selling Proposition) that literally stumps the competition at the front door.
8-You differentiate your security company or low voltage installation business by doing what you said you were going to do in the first place.
9-You differentiate your security company or low voltage installation business by becoming an education-based security entrepreneur, consistently educating your client base.
10-You differentiate your security company or low voltage installation business by having a risk free 100% money back gua-ran-tee, if they’re not happy with your security services, and you will kindly refund the money with a smile.
11-You differentiate your security company or low voltage installation business by how you follow up with your new security clients after the installation.
12-You differentiate your security company or low voltage installation business by sending out a monthly security newsletter to all your clients, prospects and friends.
13-You differentiate your security company or low voltage installation business by having free reports to pre-sell your security services before you even show up!
The reality is all security products are essentially the same.
The reality is most security companies are perceived the same.
And, last but not least, most security sales reps are perceived as the same.
If you want to be perceived as different then just another ham and egger, you might want to start thinking about implementing these 13 strategies ASAP!
Hey, I gotta go…time to take the kids sledding!
Bob Maunsell
Security Marketing Guru
I Got Security Marketing Answers to Your Security Marketing Questions
February 13, 2009 by Bob Maunsell
Filed under Ask Bob, Bob's Security Marketing Blog!
Question from Frank
What’s a better strategy to use – internal or external marketing?
Frank, the right answer to this one will depend on who you ask. Some experts believe that internal is the place to focus, and some say external.
But since you’re asking the Security Marketing Guru – here’s my pearls of wisdom from the mountaintop…
I believe that a good mix of both is equally important. Internal Security Marketing will keep your security clients around longer, and educate them so they buy more from you and send you good referrals. External Security Marketing can bring in tons of new security clients.
If you were to concentrate only on external security marketing, you could get a bunch of new security clients, but retention and long-term sales may suffer. If you focus only on internal security marketing, you would keep a bunch of security clients, but then you would have to rely solely on referrals, which can be done, but it may not bring you as many clients as you need to live high off the hog!
It is important to engage in both external an internal security marketing to get and keep new security clients and put an iron cage around them for life! There’s no perfect balance between them, but make sure you have at least 2 sources of internal security marketing (like a client newsletter) and at least 2 sources of external security marketing (like a postcard or direct mailing).
Question from Sy
What do you think about the 0-Down Market and what would be a good security marketing strategy for it?
Sy, I have dealers that work both sides of the fence – the Zero down or free market, and the $800 to $1500 installation market. They both implement two different types of home security marketing systems. It really comes down to what you are most confident in selling? Do you feel confident in high-end security system selling or just giving away a no cost system and making up your sales by RMM on the back end? What I can say is this…I have a piece that will be in next month’s Smokin’ Security Newsletter that can be used against any other security dealers that are selling zero down or high end systems. The piece is a postcard and can be used in either market, and will run circles around anything your competition puts forth. It WILL put you in the perfect position to get the job and wipe out any competitive advantages.
Question from Tom
What do you think about direct mail marketing?
Tom, I can’t say enough good things about it! I use many security marketing strategies, but am a Big, Big, Big fan of direct mail marketing. My security marketing postcards and direct mail pieces have been designed to cut through the clutter. They are eye popping and grab the prospects attention quickly and get my messages across to each target market I send them to. I think direct mail is the best thing for “Smart-Bomb” selling to new prospects. The most important thing about doing direct mailings is to make sure you have a targeted list. You NEED to know that the audience you’re putting your message in front of is receptive to your offer. Message to Market Match is CRUCIAL. For instance, if you’re selling home security systems to new homeowners in Denver, CO, you’re message will certainly reflect this, therefore you list BETTER comprise all new homeowners in Denver, CO.
Security Marketing Free Reports
December 24, 2008 by Bob Maunsell
Filed under FREE Reports!
Are You Just Starting Out In The Low-Voltage Industry or Does Your Business Need A Bolt of Marketing Electricity To Jump-start Your Sales..? Check Out Our FREE Security, Fire-Alarm and Low-Voltage Business Marketing Reports!
Please Enter Your Mailing Information Below Be Sure To Check Off The Free Reports You Would Like! These Reports Are For Qualified Electrical Contractors, Security & Low-Voltage Dealers ONLY!
* = Required – We will Google Map Verify Your Address Before Mailing! ALL fields Required. We will not mail if fields are empty or incomplete!
**NOTE: By supplying me with your information, you are granting your permission for me to communicate with you personally. Your address and contact information will never be sold, offered to, or bargained for, with anyone for any reason. In short, I respect your privacy and would never do anything to infringe upon our relationships confidentiality. Besides, I absolutely HATE spammers.**
Bob Maunsell Direct
December 23, 2008 by Bob Maunsell
Filed under The Story ( Bob Maunsell Direct)
If You Are Sick And Tired Of Struggling In Your Security or Low Voltage Installation Business Than This Will Be The Most Important Message You Will Ever Read!
Who is This Guy and Why Is He Saying Such Mean, Nasty Things About The Way Most SECURITY INSTALLERS Ruin Their Careers, Drive Their Best Customers Away and DIE BROKE?
Hi, I’m Bob Maunsell. Thank Your for visiting my website and I hope it is the beginning of a long partnership with yourself and my Security Marketing Firm.I A little bit about me… Ive built a pretty successful career as a Security Contractor, I’ve doubled my business many times, and established a six figure security company with tremendous market value and one that will take me into retirement on a comfortable living.
My career in security began in the US Air-Force where I served as an Electronic Security Systems Specialist. I worked on the perimeter defense and internal security systems on numerous Air Force bases across Europe. It was the third greatest experience in my life (behind getting married and having kids), serving my country while working with cutting edge applications and all the while traveling Europe, Man do I love thinking back to those days…..
When I retired from the Air Force back in the early 90’s, I started my own company Automated Interiors. After a few years of slaving over deadbeat clientele and banging on the rooftops for any kind of lead, I decided to re-think my approach to business and more importantly to marketing. Going back to my roots in security and integrating a new vision, I pioneered a system of success and then actually PUT IT TO WORK FOR ME! Guess what, The SUFFERING STOPPED! Now going into the 15th year with my company Electronic Security Group I can finally say
“God, I Love This Business &
It’s Profitable Too!”
I’ve fought all the battles; working alone many years; hiring the worst employees; gone after the worst possible customers; losing the best customers; taking any job that came along…you know the drill! I’ve fought every security installers fight and you’re probably doing the same thing right now. Well, I’m living proof that security installers and other tradesman DO NOT have to live day-to-day, job-to-job hoping for a big score to pay the bills!
You can actually HAVE YOUR CAKE AND EAT IT, TOO in the security business. Now, armed with all these years of experience and expertise in a field that desperately needs it I can offer my school-of-hard-knocks education to YOU! If you are barely making the grade and even if you are doing pretty well but not up to your dream and want to increase your comfort by leaps and bounds- heck, even if you are doing exceptionally well, wouldn’t you like to do even better? (theres always room for growth and more profits)
Clandestine Marketing Tools That Will
Double Your Installations Every 9 Months
This is no bull. You are about uncover how to attract and retain the best and most lucrative security clientele around! The marketing programs I’ve designed will be tailor fit, for seamless integration into your security business. My method and sales copy is revolutionary and innovative, if you want to attract clients in the 21st century you NEED TO IMPLEMENT 21st CENTURY MARKETING TECHNIQUES. I will show you how to position yourself as the ‘obvious expert,’ subtlely dominating your local and regional markets.
I will outline and help you implement a game plan to attract clients who PAY, STAY and REFERR.
Once these systems are in place your marketing is 100% automatic. It’s even done FOR you. Bet you can’t believe it! I bet your saying, Bob your full of it…..well, I’ve got scores of customer testimonials – To Prove You Wrong!
If you can manage to answer the phone, return a call and handle a referred prospect who seeks you out, this WILL be the easiest money you’ll ever make. 3, 5, 11 maybe even 17 or more MOTIVATED customers calling you up every month as if they were being delivered by an assembly line, with consistency and certainty. And guess what, they won’t be looking to price shop and tire kick your quote into submission, they will be calling because they want YOU to be their Security Guru.
Have I piqued your interest? If so, check out this link to my Security Marketing Services . As a newcomer, I suggest you check out my Security Maverick Coaching Club. I’ll take you by the hand and guide you step-by-step to creating the most profitable, most fun and lowest stress year off your career. Plus if you join, you also get a FREE subscription to my Smokin’ Security Newsletter!
I also offer marketing programs geared geared exclusively toward direct mail and be on the lookout for my Search Engine Optimization and Web2.0 progarms begninng in 09.’ So for those of you who want to jump into the marketing sack and start making lots more cha-ching, check out the programs in the top nav bar. I add new marketing programs frequently so keep an eye out!
