#1771 The Psychology Of Value - Harps

But for those of you who think you might want or need or benefit from a little coaching and perhaps coercing and mentoring as you head into twenty twenty five, go to my website if you would be so gracious, cragharpet dot net. Go to the education bit have a look at that, and you may or may not want to get involved. But anyway, we kick off Feb. Three.

It's going to be fun, all right, that's the ad now. Ah. One of the things that I've been interested in for a long time that falls in the space of psychology and human behavior and thinking metacognition. All that is understanding the way that value works, like what what is value? Perceived value, real value, intrinsic value, external value, Like what makes me think something is worth something. What makes me think, well, that's good value, that's a good deal, or that's a

shit deal, that's not good value at all. But somebody else might look at the same proposition or the same service or the same product or the same whatever it is and think, no, that's great, that's a good deal. And so what is objectively good value? What is a subjective interpretation of value? And also, as somebody you know obviously you know my job in inverted commas is well, a big part of my job is selling my skills

and knowledge and talent and time for money. So when I go to a company, I do one hour keynote, or I do a half day workshop or a full day you know kind of conference with them or workshop with them, there's a value you placed on that. And there's a point in time where a company rings up. Usually they talk to Melissa or email and they'll say to Melissa, this is when our conference is, or this is when our program is, this is what we're thinking. And she will say cool, so for that, that would

cost you x yz. And they will either go great, let's get him on board, or they'll have some other questions, or they'll go fuck, no, that is ridiculous, that is

too expensive. And what is interesting is that, as I said at the start, for some people x X amount of dollars or a particular x a particular product or service will be considered to be good value or a good investment, and for somebody else the same financial investment paying for a different person could be seen as an absolute bargain or overwhelmingly too expensive and terrible value, depending on the story that you have about what you think

that person or that product all that program is worth. There were times when in my life we won't talk about particular dollars, but when I first started as okay, I will, I will talk about in this case, i'll talk about dollars. So when I first started my first client, my first personal training client, when I started PT I should say, which was one hundred years ago, I got paid one hundred dollars for three one hour sessions, so essentially thirty three dollars an hour, and up until that

point in time were very close. To that point in time, I was working, still working in the gym at the stage, but I was earning twelve dollars an hour on the gym floor as a gym instructor doing mostly gym instructing and writing programs and doing assessments. But this was probably nineteen eighty three or four, so forty years ago, and I was earning, like I said, twelve bucks now, which wasn't, believe it or not terrible. Wasn't great, of course, but

it wasn't terrible. So then all of a sudden, I'm now earning some of my anyway, I'm earning thirty three dollars, which is the best part of three times more, And

that was fucking incredible. That was amazing. So for me at that point in time, I believe that thirty three dollars an hour was enormous, And to be honest, I didn't really feel like I was worth thirty three dollars an hour because I had been programmed, because you know, I'd been working lots of hours on the gym floor for twelve and now I'm just working another hour on the gym floor, but this time I'm getting three times

as much money. And so part of the deal with value, perceived value is the value that we have in ourself and of ourself. Now, there's a point where that perceived value in ourselves, or perceive worth in ourselves can spill into arrogance or ego. But knowing knowing what you are worth and knowing what people might pay for your service or your advice or your skills, whatever it is, that's also really important thing for you to have an understanding of.

So I now know, give or take, what I am worth for a company to pay for a keynote or a workshop or any of those things, or for coaching or one on one of this, or one on one of that, which I don't do a lot of anymore. But I know kind of my worth because not only do I have a lot of experience and insight and reasonably good self awareness around this, but also the market

tells me. Now if I say I'm worth fifty thousand dollars a day to present to your company, and I believe I'm worth fifty thousand dollars a day, which I do not, but I believe I'm worth fifty thousand dollars a day, and that's my story and I'm sticking to it. Well, that's one thing, but we also need to be realistic and understand what the market will pay, and what the market will pay is largely by the market. It could

be a company, it could be an individual. It could be a sporting club in my circumstances, could be a school. You know, what a market will pay, let's say, for an hour of me or a day of me, is really about what they think I am worth based on a range of variables. I could be This is not great science or a great explanation, but you'll get it. I could be as good as some people in the world. And by the way, people do get fifty thousand dollars

a day to speak. And I know you think that's ridiculous, and I agree, But is it right or is one thousand dollars a day ridiculous? It is five hundred dollars a day. Is you know, if you're Tony Robbins, you might be earning millions of dollars a day. Whatever it is. We're not talking about what things are absolutely worth, but what things are subjectively worth or perhaps perceived value. When we are doing some kind of transaction of knowledge, skill, time,

expertise for money. There were times when for me to get one thousand dollars for a keynote was for me great money and a keynote presentation and for that company a pretty good investment, So win win and then there was a time when that based on my knowledge and skills and runs on the board and reputation and brand and profile, where that probably wasn't quite enough. Right, I'm not going to say what again now it doesn't matter, but it's it's really about understanding one what am I

bringing to the table? What am I offering? What are my skills? What is my knowledge? What is my talent? What is the information? What is the value potentially that I bring into this environment or this person or this company that is going to be of service or of worth to them. That's the first thing, what is value that I'm bringing? And the second is what is the value that they think I'm bringing? And then the next question is what do they think that is worth? What

do they think that is worth? So I mean we're really diving into a topic that shapes so much of what we think and do and feel, like, what do we value? Why do we value it? Where does that come from? How much of what we consider to be valuable is all about clever marketing or societal conditioning, or parental influence, or cultural or religious conditioning, or even emotional attachment.

So I mean, value is not just an idea it's a lens that affects how we see the world and how we make decisions and how we prioritize what matters. So today I want to explore everything from intrinsic and perceived value, to the psychology behind scarcity, to emotional driver and even self worth. So let's get into it. I'll do my best to keep it real, relatable, and actionable. So let's break down two key ideas, and one is

perceived value and one is intrinsic value. So these two concepts drive a lot of our behavior and often when it comes to this stuff without us really even thinking about it or realizing it. So perceived value is one about the stories that we tell ourselves about the worth of something. And then two, perceived value is the stories that others might tell themselves about whatever it is that

we are selling. And of course these stories ours of theirs might be influenced by advertising or social norms or previous experiences or personal bias or program thinking. But nonetheless, we have an idea in our head about what something's worth, and like, think about this. I was talking to one of my friends yesterday who's a trainer, and I said, in fact, Toby I'll give Toby a shout out. And I said to Toby, think about this. Let's say let's say I don't know what he's worth or what he charges,

but let's just say one hundred dollars an hour. Right, Let's just go one hundred bucks an hour. He could be more, he could be less. I think he's probably a bit more, but let's say one hundred bucks an hour. Now he lives in Queensland. Let's say he moves down to Melbourne and nobody really knows him here, so that

one hundred dollars an hour he'd probably get. But it might be tricky if he comes to a place and he now bases himself in a gym where despite it's the same guy with the same skills and the same experience and the same knowledge and the same ability to connect and create raport. But now he comes into a place where he has no value or no perceived value because nobody knows him, or not a high level of

value anyway. But let's say the version two of that story is he's going into a gym where I train, and he's basing himself in that gym, and I've spent the month leading up to him moving into the gym telling everyone that I can about my friend that's coming from Queensland. Now it's the same guy with the same skills.

But how fucking amazing he is, how brilliant he is, the incredible results that he gets with his clients, how smart he is, his ability to inspire and communicate and interact with people in an exceptional way, and the great work that he's done over an extended period of time. And I pump him up and pump him up, and these people listen to me, and they trust me, and they value what I say, especially when it's in their

space of high performance and wellness and personal training. Now he comes to the gym and he gets one hundred and fifty dollars easily, he gets two hundred dollars, perhaps easily. I'm not saying this is worth or not worth. I'm just talking about the psychology of perceived value. Now, Conversely, if Toby came to the gym and he hold everybody he was amazing, he might actually damage his brand because, especially in Australia, we don't like people beating their chest.

We don't like people telling us how amazing they are, because we just see that as ego, even if they are fucking amazing. So sometimes we need someone to champion us or support us. We need to create raving fans. When I first started training people and working with people, and I was okay at it, I wasn't brilliant. And then I got a bit better and develop skills and knowledge and competence, and I started to get some good results.

And then over time I built a brand despite the fact that I never consciously created a brand or there was no social media. So the idea of you know, doing what I'm doing right now through a podcast or having you know, an instapage, or you know, building a brand through LinkedIn or Facebook or what that wasn't a thing. It wasn't a thing. So how I built a brand was I got really good at what I did. I got really good at what I did. I focused on

building rapport and connection. I focused on building great experiences. Yeah, there are lots of trainers and lots of gyms, but there's only one me. I don't mean that sound arrogant, but you know what I mean, you can do that. There's only one you. How do you create a version of you? How do you present a version of you? How do you create an experience with people where they're

fucking raving about you right now. All of a sudden, you're in that situation and you're selling whatever it is that you sell, and your your product is three hundred dollars and the guy or girl next door is one hundred dollars. But because you're so fucking amazing, people think that three hundred dollars with you is a better investment than one hundred dollars with the bloke next door. What is that about? That is about psychology, That is about perception,

That is about perceived value. When we think about for example, I mean an obvious one is like luxury cars, right, And that's not to say luxury cars are not good cars. But one of the things this actually got me thinking years ago, when I was way younger and I'd never had a I didn't really own much. I just drove average cars, and I had some motorbikes, and I rented

a house. And I remember, though, I remember having lots of clients with lots of dough and some of them would spend like more money on their car than I would spend on an apartment. If I could have afforded apartment, an apartment, which I couldn't right, and I remember thinking, wow, I wonder if this same car, the exact same car, was not called BMW, but it was called Hyundai, or

it wasn't called Mercedes, or it wasn't called Porsche. But imagine if it was the same car, like it was a Porsche, or it was a Benz, or it was a Merk, or it was a Ferrara or whatever, but it was badged with some brand that wasn't valued in the automotive marketplace or held in such high social regard. It's like a social badge. I'm driving this and people aren't driving it because it's infinitely a better car. In most cases, people are driving it because they want to

have one. Now I'm not saying that's a bad thing at all. I'm not saying this should stop. I'm saying this is how value works and perception of value. Remember one of my clients once bought a car that I won't say which brand, but it was an SUV of a particular prestige brand. Honestly, I thought the car was fucking ugly. I went and had to look at the car in it. I'm like, yeah, this is good, but honestly, you could have bought a Mazda, which by the way, I think is not a bad brand. I've got no

association with him. But you could have bought a mass or a Honda, and you would have paid half, maybe a third of the money, and you would have got a longer warranty, You probably would have had less problems with it, You probably would have had you definitely would have had cheaper servicing, blah blah blah, all of that. And when I said to this, it was a lady. I said to this lady, you know, why did you buy that car? And she's like, oh, yeah, it's good.

And I said, what what if? Now, let's just say it cost one hundred grand? I said, what if I could sell you an identical car, In fact, that car the same car, but instead of having those badges, we put on Honda badges. And you could buy the identical car for fifty grand, or you could have your one with a fancy, prestige German badges for one hundred. Would you take the fifty thousand dollars honder? She goes, absolutely not?

And I said why and she goes, because I don't want to drive a fucking Honda, and I said, it's not a fucking Honda, it's a fill in the blank with Honda badges. Then she goes, I don't want to be seen to be driving a Honda. I'm like, that company has done an amazing job. I'm interested in that for a range of reasons right now. Imagine if you could be the Murk, you could be the BMW, you could be the Poorsche or the Ferrari. Imagine that, and anyone who's I've owned a few nice cars, I can

tell you they're not more reliable. Typically, they're not better to drive necessarily, especially now, cars are fucking amazing. The landscape has really changed. But imagine if you could build that brand, because what you do is just fucking amazing. And I remember, I think I told this story briefly a while back about some of you might have heard it, most of you won't have heard it. But there was a guy not long ago. So there's a very famous

street artist called Banksy. Some of you have heard of him, and allegedly no one knows who he really is, but just goes out and he does this art, this almost pop up art in the street, and he'll do it on a wall and people will take or on a canvas and leave it there. But his art is worth hundreds of thousands of dollars. And I mean something that he does in ten minutes, right, so it's highly valued. And what he did was that I might mangle this a little bit, but this is the guts of the story.

So he gave this guy, I think it was eight six or eight pieces of art that he had done, so typically each one of those is going to be worth about one hundred grand or something. These were on either on I'm not sure what they were on, some kind of maybe canvas or something. But this guy went to a stall, not a stall, a market, and he had his own stall. And in the middle of all of these other marketers selling bits and pieces and candles and bloody scarves and whatever they were selling, here's this

bloke with his little stall with his eight Banksies. Banksy being the artist saying, you know, these are original Banksies and they're all like sixty bucks or eighty bucks or you know, buck all now over the now. Firstly, they were actually real Banksies, and they were all worth at the very least tens of thousands of dollars, probably close to one hundred thousand dollars, if not more so, very

valuable in general terms. Right now, people would walk past and see the Banksies in inverted commas and obviously think, well, at sixty bucks, that's not a real Banksy. They would keep walking, and by the end of the day he had sold something like half of the works of art, and people had kind of bargained with him, and he sold them for like forty bucks instead of sixty bucks or eighty bucks or whatever it was, so he discounted them and he ended up selling for and not selling

for as best I can remember, something like that. But the bottom line was people were walking past something that was, in any other content incredibly valuable, but because that didn't fit like, well, of course this is I mean, this is a fucking you know. Next door to this stall is a bloke selling bloody moccasins and ugg boots, And just over there is a bloke or a lady selling whatever it is jam and different bloody products. Of course these are not real Bankses. It just doesn't make sense.

But the truth is they were real. And so in this case, it is all about perception, It is all about context, It is all about the psychology of what a person thinks is happening. Nobody walked past thinking, oh, these are incredibly valuable works of art being sold for not much. Everybody walked past and went, wow, there's some rip off bankses, or there's some prints or whatever they thought, and as a result, nobody considered it to be real.

And also, just as an adjunct to that, the people who did buy those at fuck all ended up selling them for a lot. So you know, there's this whole thing about what something is perhaps inherently or intrinsically worth, and then perceive value what we think it's worth. So I mean when we talk about conversely we talk about the inherent or intrinsic value of something, generally we're talking about its practicality, it's functional worth, or perhaps its ethical significance.

So like for a car, a safe, reliable car might have for you a high intrinsic value because you really care about safety and utility. It doesn't matter that it's not flat or instagram worthy. It meets your real practical needs, like it gets you where you want to go, It is comfortable enough, it has the things in it that you need. It doesn't cost a fortune, It is reliable, so it has intrinsic value for you based on those criteria. Now, if we want to get philosophical, the next person might

not value those things, but you do. So not only is it intrinsically valuable because it's reliable, it doesn't cost too much, it gets you from A to B, you know what's coming. But also that is what you value. So again, in a way, that's almost perceived value. What I perceive to be important is reliability and it doesn't cost me a fortune. So how much of your energy, time, money goes towards chasing things that have a high perceived value but a low intrinsic value. That's an interesting question.

And how do we tell the difference. So now let's talk about how do a word this. Let's talk about scarcity or what we think is scarce, because scarcity is something that messes with our mind or our brains, you know, like for example, Banks's art like by the way, and because he doesn't do a whole lot of them there and I think his art's pretty good. But you know,

I wouldn't pay five grand for something like that. I wouldn't pay probably, But if I knew that, I could then sell it tomorrow for a hundred, I might, but if I was just out and about and I didn't know who he was or what it was, it was just a thing, I definitely wouldn't pay five hundred dollars. But then I'm not a connoisseur of art. And then what that reflects also is that to me, my perceived value of that is low. But if you get enough people who believe, who perceive that that is worth a lot.

And also, now let's talk about scarcity. Not only do we think it's worth a lot, there aren't many of them. There aren't many of them. So you think about why marketers and branding people love terms like limited edition while stocks last, think about, you know, concert tickets, how they sell for two, three, four times the face value, collectible sneakers,

even exclusive memberships. Like the actual thing itself might not be inherently amazing, but it's the idea that it's rare or you can't get it or they are very hard to get that makes us want it more and makes us more prepared to spend more. So it affects scarcity also how we value people's time. You know, have you noticed that you appreciate someone's time more when you know they don't have much time, like I don't have much

free time. I don't personally think my hours are worth more than intrinsically, I don't think my hours are worth more than anyone's. But when we talk purely from a availability and perhaps if we want to commercialize it and say, well, I want to be coached by Craig, but he doesn't have any time, but he might have one hour on this. By the way, I'm not taking new clients and all that,

but I'm just talking hypothetically. Then if you can get in to see me, or get in to see whoever it is, and get an hour of their time or skill or service or whatever. And you know that it's almost impossible to get a booking, to get a time, to get a slot, and you get that booking, You're like, oh fuck, this is amazing, because that's scarcity at play. You know, when I got busier as a trainer and I got more in demand as a trainer, and I owned three gyms called Harper's, and I was Harper for

a range of intersecting reasons. My perceived value by customers and clients and would be customers went through the metaphoric roof like what people would literally pay to work out with me for an hour was three four, five, six times what it was only a couple of years before. Not because I was three four, five or six times better at all at all. It's just that scarcity thing. Oh, you can't get in to see him. He doesn't have

any he doesn't take on new clients. He's got like he's got a bunch of people that work for him, but he'll chat to you and all that. And I didn't do it for that reason. That wasn't a strategic thing in my business. It was just a practical byproduct of what was happening in my business. So scarcity can be a powerful influencer of perception and perceive value, but it also can be you know, misleading and just because like just because something is rare or hard to get,

by the way, that doesn't mean it's worth chasing. I literally used to say to people that wanted to train with me and only me. And I don't say any of this to sound arrogant. This is just true. And it didn't happen all the time, but it happened reasonably regularly where people would come and they say, I want to do one session a week with you. I just

want to do one with you. I know you're busy, and I'd say, I really don't have time, and they would essentially say, without being crazy, I'll pay whatever I need to. And I won't say what it was. But there was a period of time there where I was just so busy that I could charge five or ten times more what my trainers on the floor were charging.

In other words, they could have an hour with me in the same gym, using the same equipment, and probably have a pretty similar workout and experience to training with let's just say Barry. There was no Barry, but let's say Barry, So you could train with Barry for X, or you could train with me for five X. And I would even say he's a great trainer, you'll love it.

He or she has got great energy, really well qualified, lots of experience, great communicator, funny, inspiring, their shit hot, and they would go, no, I want you often that's and that is not because I am that great at all. That is because they think I'm that great. That is about scarcity, That is about a lack of availability. That is about psychology. So interesting this shit, isn't it all? Right? Let's talk about let's talk about social proof and comparison.

So we're social creatures and one of our default setting is to look around and take cues from others. Right. This is called social proof, and it's a huge driver of perceived value. So when everyone's for example, raving about a new restaurant or you know, a Netflix show or some kind of app or gadget or I don't know, fucking alm and milk, whatever, people around us are more likely to jump on board because popularity creates the illusion

of value. And then there's on top of that, there's comparison. So that's social of comparison. Is this all right? Let's say you see you see Let's say there's a jacket that you want to buy, and the jacket's one hundred bucks, and now the jacket is discounted. You walk past the window and now it's fifty dollars and you're like, fuck, that's half price. It's fifty dollars off. That is a steal. That is amazing, and you go in and buy the jacket.

Or conversely, you walk past another jacket that you want, but it's a thousand dollars, but it's on special today for nine point fifty. There's fifty dollars off. It's the same discount, it's the same amount of money, But it's all about the percentage, isn't it. It's the same savings, But it's a totally different emotional response. And why because

we evaluate value in relative terms, not absolute. Once relatively, fifty dollars off one hundred dollar jacket is fucking amazing, But fifty dollars off one thousand dollar jacket, Ah, that's what is that? Five percent versus fifty percent? It's the same amount of money, right, So we do this in relative terms and not absolute. So how do we use this bit of information. We use it by staying conscious of the traps and the tricks. Ask yourself, am I

valuing this because it's truly in plant to me? Or because it seems important to everyone else? That little kind of question, that little pause, that little like breath, that can save you a lot of wasted energy and money. All right, let's have a look at let's talk about the emotional drivers of value. So let's be honest. Emotions can amplify value. For example, if you've got a note that was written to you, handwritten note that was written to you, by someone that you love or care about.

It could be a grandma, or could be a friend, that could be an ex lover. It could be mum or dad, or somebody that matters to you, somebody that's important to you. That note might feel to you like priceless. At the same time, you could get an expensive gift from somebody that you don't even know well and that might not even move the needle in terms of perceived value or importance or worth to you. That doesn't move the needle. And why because it's often not about the

actual item. It's not about the thing. It's not about the expensive gift, or it's not about the handwritten note from a loved one. It's about the emotional connection that you associate with it. It's about what it means to you. Again, psychology, this is your story. Your story is this is an

incredibly valuable, precious note to me from Nana. And she's not around anymore, she's gone, and I can never get another one of these, and this is precious and blah blah blah blah blah bibbity bobby boo, this is super valuable. Somebody finds it on the footpath, chucks it in the bin because it ain't valuable. It's just a bit of

shit on the road. So it's not actually about what the thing is so often, but rather the emotional drivers of belief or thinking op or perceived value, Like that's why we're drawn to, you know, often drawn to like vintage items, family heirlooms, anything with for us a sentimental kind of value behind it, And ain't even necessarily about the thing or the price tag or the objective cost, but rather it's about the story. You know, I love

this stuff. How interesting is this? So now let's talk about value in the shadow of time, effort and a thing that they call the ikea effect. Do you like that? So? And the relationship and the interaction and intersection of effort and perceived value, Like have you ever spent Maybe you have, maybe you haven't, But have you ever spent hours assembling stuff like flat pack furniture? This is where the IQ

or effect comes in. And you put that shit together, You put that fucking wonky cover together, or that you put that coffee table or that dining room table, or you put that that bloody TV cabinet together, and it takes you forever, and it's it's like it's a bit wonky, it's not perfectly square, but you did it. You built it,

you put it together. You fucking love that thing. And I remember when I put that motherfucker together, and the TV's been sitting on it for nine years, and you it's really it's just a piece of furniture that ain't even that special. But you created it, you built it, and then after you built it and put it together, you painted it because you didn't love it, and then you painted it and then you fucking did whatever. Right now, you value and you don't value it because you don't

value it because it's inherently amazing. You value it because of the relationship you have with it, you relate. You value it because of the effort that you put into making it something that was in a box to something that lived or lives in your space. Love that. All right, Let's talk about last one. Let's talk about the practical applications of value psychology. All right. So, so knowing this, having heard this, I want to just break it down

into three simple areas. So one is business, one as relationships, one as personal growth. So how do we take all this stuff do something constructive with it? Cread some positive change. So here are a few things to think about. So one, in business, right, realize that your audience and or customers, clients, whatever you want to call them, understand their perception of value. Understand what they believe to be good value. Remember, seek

first to understand, remember theory of mind. Understand how they think. Are you adding value to their problem, to their situation, to their life, to their quest for a healthy body, for a better home, or for whatever it is. Are you solving their problem? Are you meeting their need? Are you offering something unique? What is your unique selling proposition? In a bloody landscape full of people who do what

you do or similar? Why would someone pick you? Why would they perceive that you are the person that they should invest in, or the business or the brand or the product. Why would they think that? Why would they think that? Give them a reason? So understand the psychology of value in that context. And remember, you know I always thought, why would somebody? Essentially, why would somebody pick me?

Why would somebody pick me when there's so many people that do what I do and I can't make people, of course think better of me, and because that is out of my control. But what is in my control is how I treat them, how I serve them their experience interacting with me to an extent, that's in my control my words, my energy, my focus, my attention, the

quality of what I do, my consistency over time. And when I put all of that together, hopefully I am creating something that, in a professional or a business context, is perceived as being worth investing in, is perceived as being valuable. So let's talk quickly about in relationships, which kind of insects with business like personal professional show people that they matter. Expressing appreciation and valuing others strengthens connections

and creates deeper and deeper bonds. Showing people that they matter to you, that you value them, and when you value them, they're going to value you. Lastly, let's talk about values in the context of you, your personal growth, your journey. So maybe think about what your values are, think about take stock of your values. Your values are

the things that matter to you most. So are you spending your time, energy, effort, skill, money, perhaps on what truly matters to you or are you chasing what looks good or what people think you should chase. Are you thinking for yourself? Are you living a life aligned with what you perceive to be valuable. What are my values? What do I value? And do I have an operating system, a health plan, an exercise plan, a career, a relationship model, a way of living and being and doing that's built

around those values. Because when I live a life that's built around the things that are my values that I value. Now I'm an alignment. So maybe this week you might take a moment to reflect on what you value and how you might be providing value to the world, whether that's on a personal or professional level. And also you might open the door on how others see you. Remember,

meta perception matter, accuracy, and what you're perceived. And this is not all just strategical or commercial, but what your perceived value might be to them. And if now putting in our business hat, you can create greater value for them, You can be of more value, of more service, of more worth to them, and you can increase some of the things you want to increase on planet You then go, you food the thoughts, See you next time.