Today, I’m giving a talk on Digital Trends for 2017. As part of my preparation, I always like to research what other experts are forecasting and predicting. Their information usually validates my thoughts and offers more data on the why’s behind the findings.

What’s Trending:

  1. Millennials are moving away from public social networks to private ones. Think Facebook Messenger, What’s App, GroupMe. Micro-sharing information and links.
  2. Live video isn’t a maybe strategy. It’s a must have to boost engagement. Plus, there’s limited competition.
  3. Digital Assistants are here to stay. Have a question? Ask Siri, Alexa, OK Google or Cortana.
  4. Customers are using multiple devices to make up their minds to try products and services.
  5. Keywords are more conversational as voice dominates.
  6. Google’s new algorithms are putting more emphasis on local search.
  7. Native advertising is on the rise. More content-like but still sneaky.
  8. SEO and Paid Media spending will grow up to 24% of a marketing budget by 2022.
  9. Brands are creating an “immersive experience” to increase engagement.
  10. Becoming more instant is definitely the way to go.

These are top picks, but there’s always more.

And why are these trends important?

Dense marketing is yesterday’s news. Spend time and money where your target market is. Improve your video marketing and use it to grab attention. Repurpose content in ways it will be seen and shared. And finally, engage with your prospects and customers live. At workshops, events, on video.

Show the real you.

 

Special thanks to contributors Blair Nicole Nastasi, Corey Austin, Lindsay Hutter, Dave Chaffey and Jayson DeMers for their collective insights.

I wanted to share an article I wrote about sponsoring events, as it’s often a great way to get eyeballs and you know what in seats. I published it a while back, but the content is just as valid today as it was then. Hope you enjoy!

As you may already know, sponsorship opportunities can be a cost-effective way to build equity in your company’s brand, which in turn helps drive increased market share, mind share, sales, revenues and profits.

However, while sponsorships can be very rewarding – whether by lending your company name to an event, participating as a joint venture partner/underwriter, or through any other vehicle – it’s wise to “look before you leap” and ask yourself these 7 questions to help ensure that the effort is a win for everyone involved:

  1. “Is this a good fit for us?” Evaluate the fit between the sponsorship opportunity and your company’s mission and goals. There should be clear alignment.
  1. “Will we reach the right people?” As with any marketing idea or project, you want to ensure that this sponsorship opportunity will let you engage the right target audience for where your company is right now in its strategic marketing plan.
  1. “Can we make this happen?” Despite you and your team’s best intentions and efforts, you need to take into consideration a number of logistical, financial and administrative factors, including: timing, expense, logistics, workload, and staff. Think with you head AND your heart!
  1. “What kind of support is available?” Do some research on the event organizers to see what kind of support is available. Will they co-produce marketing material to offset your costs? Can they give you access to discounted media rates? It’s also a good idea to ask for testimonials from other satisfied sponsors.
  1. “Who will we be up against?” Find out which other brands are involved in the event, and if there are any speakers (e.g. workshops, lectures, etc.). Pay particular attention on whether any of these people might enhance or, in some cases, may detract or damage your brand.
  1. “How many people will we connect with?” Find out how many people have registered, and whether there’s a guarantee on the number who will attend. Also look into how the event is being promoted, and whether your company will be featured as part of that effort.
  1. “What’s the ROI?” While there are many different ways to measure ROI (much to the bane of some CFOs out there), the important thing to confirm is that there is, in fact, an ROI that makes sense per your strategic marketing plan. For example, if your goal is to increase top-of-funnel leads by 15% next quarter, then see how the potential sponsorship opportunity supports that. Or, if your priority is to increase brand recognition by 20% among your key demographic, then evaluate the opportunity through that lens. Whatever your goal, the point here is that you want to think about ROI before you commit to sponsoring – not after.

The Bottom Line

Ultimately, all 7 questions above point to one clear piece of advice: do your homework! That doesn’t mean you should spend weeks or months analyzing every potential sponsorship opportunity. However, it does mean that it’s clearly in your best interest to position your brand for maximum success – and that includes measuring results and conducting a “lessons learned” after each event, so that you’re constantly getting better at the sponsorship game, year after year.

If you’ve ever walked into a room and sensed a tense energy, I’m sure you’ve also seen this body language; arms crossed, polite but stiff interaction and most probably, limited eye to eye communication. Most people look at others but not into their eyes.

Is it because our eyes are the window to the soul?

We can all improve our body language and the way we communicate, which eventually could change or influence certain outcomes.  It could also improve our sales and marketing!

Michael Michalowicz, author and business mentor who writes for American Express Open Forum, outlines best body language practices for selling in 7 Body Language Tips to Help You Sell. He says that body language can kill a deal, and 90% of our communication is non-verbal.  You knew that, right? Tips to show our more confident selves? Slow down, practice the 3 C’s (be cool, calm and collected) and for heaven’s sakes, don’t touch your face, scratch your ears or rub your eyes. It could be a sign that you’re lying.

In this PositivityBlog article by Henrick Edberg, 18 Ways to Improve Your Body Language the author gives, you guessed it, 18 ways to change up the way you present yourself to show more confidence and appear more agreeable, even if you don’t agree! Some suggestions? If you’re in a conversation, mirror each other’s actions but not to the point of being weird, sit with a wider stance to look more comfortable in your own skin, and lower your drink holding it below your heart to look less guarded!

And finally, in CareerOverview.com, we have a comprehensive list of 50 Body Language Secrets. I’ll list some of the don’ts to see if you’re at fault.

Avoid these Negative Body Language Actions

Don’t:

  • Scrunch your forehead
  • Walk away while you’re talking
  • Tap your feet
  • Yawn or cough (it shows you’re bored)
  • Or, clench your fist

I’ve been in more than a few sales calls, meetings and workshops where I’ve witnessed a collection of these actions, all during the sales process. No one’s perfect, but be mindful of your body. Love it and learn what its’ language means.

After all, the right body language not only influences people, but can help you attract the man/woman of your dreams.

PS – Lots of speaking gigs coming up for me this Spring and I’m excited to be presenting more. This week, I got a Direct Message on Twitter asking me to apply as a Speaker for a big social media convention in April. Social Media works but you have to be in it to win it!

After the longest winter I can remember, I’m thrilled to say summer is here! And, school is (almost) out.  Many business owners and entrepreneurs take time to relax and slow down a bit in June, July and August, but there are other smart and savvy pros who do the same, plus step up their game and create their own summer school to beef up on news, update their skills or take a class.

If you’d like to expand your horizon, here are several ideas to get you started – but as you know, the sky’s the limit!

1. Learn how to write

Yes, really!

In The Art of the Handwritten Note we’re reminded of how important a personal written note is in business. You might have grown up writing ‘thank you’ notes, but there’s a whole generation of younger people who feel challenged with this kind of writing. There’s no better time than now to get (re)started! What’s stopping you? If your handwriting is terrible, take a calligraphy class or better yet – slow down and write ‘like you mean it’. Your message will be heard loud and clear!

2. Learn video marketing/editing

You don’t have to become an expert and I’m certainly not suggesting that you have to edit your own videos. But, understanding the process of editing and learning about video marketing will help you plan better shoots and b-roll to create the best possible content to share with  your audience. It’s fun too, if the first subjects of your video class are your own family members!

Check out workshops in your local area to see if there’s a summer program you can attend or take classes or workshops online.

3. Learn how get the most out of your Smartphone

You think you know it all? You may be pretty app-savvy, but there’s so much more in the Smartphone world to learn!  I’ve read that most people use only 5% of their phone’s ability and just 10% of our brain! Ask a teenager in your life or neighbor to sit with you and show you the tricks they’ve learned on their phone. You can also take a class in most stores (Verizon, Sprint, AT&T) depending on what carrier you have. And of course, online learning about Smartphone is great, too.

Whatever new skill you decide to learn this summer, have fun!

Ever since I was a kid, I always liked to talk. I wasn’t necessarily a Chatty Cathy, but I loved the opportunity to share my thoughts and sit at the grownups table to listen and give my two cents.  My parents encouraged table talk and it seemed natural, so eventually I went to school for Public Communication.

Fast forward quite a few years, and I still like to talk.

Only now, it’s lead to speaking– on stage, at workshops and to small groups who have interest in promoting themselves or their businesses.  I’ve had several opportunities to speak recently and each time I’m grateful, humbled, excited, nervous and experience a range of emotions – including getting choked up when I’m speaking my truth!

In preparing a speech or talk, the lion’s share of the work is done beforehand– researching your audience, connecting with insiders and choosing your stories and words carefully – to elicit an emotion, inspire a call to action or teach, without preaching.

Inspiration can come from many places and sometimes my inspiration comes from TED talks. You may know their tagline as ‘Ideas Worth Spreading’.

Below I’ll do my part today and ‘spread’ these ideas on design, marketing and branding.  Let me know what you think!

What physics taught me about marketing.

Design is in the details!

The greatest TED talk ever sold.

One last mention. Did you know there’s a TED talk app? I downloaded it to my phone so whenever I have 10 minutes or an hour to wait somewhere — I can choose a talk that inspires me at the moment and listen.

I call that Inspiration on Demand.

Sometimes we can’t see the forest through the trees. We overlook the obvious and make things hard on ourselves. We reinvent the wheel. Fly across the country to make new business contacts. Why don’t we harvest the fruit in our own backyard?

This week’s Rainmaker is about making local connections.

Even if your business isn’t tied to your current location – which is awesome in its own right – there may be uncovered treasure in your local market to tap into. I’m referring to local scholars and professors, consultants, executives and business owners within an hour from where you live.

Connecting with these professionals may gain you access to an entirely new level of connections. So, how do you go about meeting these local treasures?

First, I recommend you join Meetup.com and find local networking groups and events. By using the search function, you can look up professional events and groups in your geographical area. By joining a specific group, you can also check out the online profiles of current members and even connect with them online before attending a live event. That way, you have a friend in waiting when you’re ready to explore!

Next, check out EventBrite.com and search for your location. You’ll find business events, workshops, large conferences as well as fun activities like local 5K running events. It’s a great tool to keep tabs on what’s going on in your neighborhood or other areas or communities that you’re interested in. Unlike Meetup, EventBrite lets you connect with event coordinators only, not other participants.

Two other great sources for local networking events and opportunities are local colleges and universities.  You can extend that as well to include your local Chamber of Commerce, professional organizations with business workshops and one of my favorites, listings in your city’s Business Journal – a goldmine of information, leads and opportunities.

Lastly, networking at Costco is a ‘secret weapon’ for those of us in-the-know. Many local Costcos offer a free, monthly networking opportunity in their warehouse with breakfast included. It’s a great place to meet other likeminded local small business owners – even if it’s just for a coffee.

What do you do with these connections? My #1 recommendation is to follow up on LinkedIn once you’ve met in person to continue the conversations online, or make a date for coffee.

A small coffee shop works best for me, with a choice of bold brew. You?

In a world with over 7 billion people and an internet that never sleeps, I’m guessing there must be at least a million experts who can comment with some authority on ways to increase visibility and offer positioning advice for success.

There is no one formula that works, and every entrepreneur, professional or business owner has to create their own promotional mix that they can commit to, to get the results they are looking for.

The bottom line in both cases is:

If you don’t create a visibility or promotions plan, and ‘work it’ to get your brand, products or services out there, chances are that you won’t build the recognition, leadership position,  or ‘buzz’ that you’re looking for to increase your rates, expert status, or income.  

Here are 5 Ways to Increase Your Visibility in 2014

1.       Choose 3 – 5 Vehicles as the Keys to your Promotion Strategy

Whether you choose Google +, your blog, LinkedIn, video marketing, Twitter, Pinterest, industry-specific websites, or any other vehicles, pick 3-5 and make them the centerpieces of your promotion strategy over the next year. Remember to populate them with engaging and original content that is first and foremost relevant to your target audience. Give them a reason to like, trust, respect, and ultimately, partner with and/or refer you.

2.       Deliver Workshops and Lectures

Don’t worry about not being paid – you’ll be paid a hundred times over with new business opportunities that may come immediately afterwards, or weeks, months or even years after. Just be sure that whatever your share is congruent with your brand, adds value, solves a problem and offers solutions. And if you’re one of the millions of people who dread public speaking, this is the perfect opportunity to face that fear and finally conquer it!

3.       Showcase Your Brand

Make it a point to put your name and website url not just on your business card, but on all collateral material – as well as when you post comments on other people’s blogs, if you’re answering an Op-Ed or publishing a white paper. Be sure to take advantage of every opportunity to promote your business in personal and business settings. The more often you share your brand and what you do, the greater your chances are of success.

4.       Volunteer at Community and Industry Events

Volunteering isn’t just good for the world, it’s also good for you.  And, being of service in your own backyard helps your community as well as presents an opportunity to network one- on- one with fellow business owners and C-level executives. Choose community or industry events that resonate with you and volunteer with an open heart.  You’ll feel rewarded and be of service to a cause that’s important to you as well as make a difference.

5.       Be a News Source

There are free press opportunities every day that can increase your company’s visibility if you know where to find them. One of my favorites is HARO (HelpAReporterOut.com). Sign up for their complimentary service and you’ll receive emails on a daily basis from reporters, researchers and talent scouts who are looking for experts like you – to share their opinions on various platforms. Being published or on the air is an instant way to build credibility and leadership position within your industry, and add content to your all-important press kit.

The Bottom Line

Lastly, I urge you to do yourself what could be the biggest favor of your professional life and ditch attitude of waiting until your marketing is “flawless” before you get out there and start making waves. Yes, you want to make a great impression and build strong relationships, but if you keep holding back until the stars perfectly align, then you’ll be waiting…and waiting…and waiting. Don’t be an obstacle to your potential: take the plunge. It will be worth it.

YOUR TURN:

What will you do differently this year to liven up your PR/promotion plan?

What’s on your list to try – to be more visible in your industry?

Do you have any tips you’d like to share, so others can benefit from your success?

How can you be more charismatic in your presentation?

Questions for thought…as we increase visibility in the New Year.

 

Marketing and social media strategist Mara Glazer and PR expert Robin Samora have teamed up to offer three women entrepreneurs the opportunity to attend Ms. Glazer’s all-new “The Next Big Buzz” event in Baltimore from August 2-4, 2013. Applicants are asked to submit a 300 word essay by July 21, 2013 that highlights: their entrepreneurial vision and what they hope to achieve; the role they aspire to play in turning their vision into reality; and how their vision will help other women now and in the future.

Globally renowned marketing and social media strategist Mara Glazer, and PR expert Robin Samora of Boston-based PR firm Robin Samora Inc., have teamed up to offer three women entrepreneurs the opportunity to attend Ms. Glazer’s all-new “The Next Big Buzz” event in Baltimore from August 2-4, 2013.

The 3-day event, which will be held at the Hilton Baltimore Camden Yards, is geared towards women entrepreneurs and will feature high-energy workshops and presentations that transform attendees into “Buzzworthy Biz Babes” who are celebrities in their fields, widely known, and highly paid for doing what they do best. Event coverage includes:

  • How to create more buzz in a business by thinking like a celebrity.
  • How to finally demystify online marketing, the web and social media channels to explode a business and capture more leads.
  • How to create a business that supports a desirable and healthy work-life balance – while still bringing in serious income.

The event will also provide valuable networking opportunities with more than 200 notable entrepreneurs and business leaders from a variety of fields, including Ms. Glazer who is producing and hosting the event, and Ms. Samora who is a sponsor and presenter.

“It’s a privilege to offer three deserving women the opportunity to attend this transformative event, and take their professional and personal life to the next level,” commented Ms. Glazer and Ms. Samora in a joint statement. “It’s going to be three days of amazing content – and unforgettable fun and excitement — that will change their lives and make the world a better place!”

Women entrepreneurs who are interested in applying for a scholarship to attend The Next Big Buzz event are asked to write an approximately 300 word essay that highlights:

  • Their entrepreneurial vision and what they hope to achieve
  • The role they aspire to play in turning their vision into reality
  • How their vision will help other women now and in the future

Essays must be emailed to Robin@robinsamorainc.com by 11:59pm EDT Sunday, July 21. Successful applicants will be notified by 5:00pm EDT Wednesday, July 24. Selected essays may also be published (either whole or edited).

Each scholarship covers admission to the event and is valued at $697. Applicants will be responsible for travel, accommodation and other expenses.

For more information or media inquiries, contact Robin Samora at (617) 921-3448 or robin(at)RobinSamoraInc(dot)com.

About Mara Glazer

Leading marketing and social media strategist Mara Glazer helps entrepreneurs build amazing businesses that allow them to live amazing lives. She blends online and offline marketing strategies to help business owners create global buzz, and translate that into money in the bank.

Learn more at http://maraglazer.com/

About Robin Samora Inc.

Telling a story is personal. Sharing it is an art. Technology makes it global. Robin Samora Inc., a Boston based PR, branding and promotions firm blends all three to take its clients’ businesses and brands to the next level. With clients like Comcast, WBZ-TV and Blue Man Group, and a roster of authors, entrepreneurs and experts nationwide, the firm prides itself on being a “Promotional GPS” that takes its clients’ brands where they want to go to be seen, heard, engaged and remembered. With over two decades of experience, the firm is as comfortable on major media highways as it is on out-of-the way niche back roads.

Learn more at http://www.RobinSamoraInc.com

Leading marketing and social media strategist Mara Glazer’s all-new three day “The Next Big Buzz” event at the Hilton Baltimore Camden Yards in Baltimore from August 2-4, 2013, features a full slate of high-energy interactive presentations and workshops that promise to transform women entrepreneurs into widely known — and highly paid — Buzzworthy Biz Babes.

Leading marketing and social media strategist Mara Glazer

Leading marketing and social media strategist Mara Glazer

Women entrepreneurs who want to become a celebrity in their field, so that they can get widely known – and highly paid – for doing what they do best, can now visit http://thenextbigbuzzevent.com and register for leading marketing and social media strategist Mara Glazer’s all-new “The Next Big Buzz” event in Baltimore from August 2-4, 2013.

The 3-day event, which will be held at the Hilton Baltimore Camden Yards, features a full slate of high-energy interactive presentations and workshops that promise to transform attendees into “Buzzworthy Biz Babes.” Key topics that Mara Glazer and her team of hand-picked presenters will focus upon include:

  • How to create more buzz in a business by thinking like a celebrity.
  • How to finally demystify online marketing, the web and social media channels to explode a business and capture more leads.
  • How to create a business that supports a desirable and healthy work-life balance – while still bringing in serious income.

In addition, attendees will have ample opportunity throughout the event to network with over 200 successful entrepreneurs in order to find new clients, create joint venture partnerships, and get to know some extremely influential connections.

“This event is for women entrepreneurs who want to get known — and get paid! – for doing what they do best,” commented Mara Glazer, who will also reveal the secrets that enabled her to generate and translate an enormous amount of buzz into multiple 6-figure businesses in less than a year. “It’s also perfect for those who have reached a point where they seriously need to cut the crap when it comes to small business marketing, and get real about what it takes to succeed as a Buzzworthy entrepreneur.”

“Lots of experts only talk about becoming successful – but Mara shows you how,” noted Robin Samora, the principal of Boston-based PR firm Robin Samora Inc., who is an event sponsor and presenter. “She’s all about implementation, action and results. She tells people what they need to know — not just what they want to know. And just as importantly, she’s incredibly fun and inspiring.”

Speaking of her reputation for being fun and inspiring, Miss Glazer also had some comforting words for those who dread so-called professional development events that are little more than boring lectures from talking heads: “Make no mistake: this isn’t three days of being glued to a chair! This event is going to be a party. Yes, we’ll be giving out amazing content, but those fortunate enough to attend will also get a once-in-a-lifetime chance to network, let their hair down, and definitely shake their booty!”

Women entrepreneurs who aspire to be Buzzworthy Biz Babes and reap the rewards of living amazing and successful lives — both professionally and personally — can register for Mara Glazer’s The Next Big Buzz at: http://thenextbigbuzzevent.com/. The registration fee is $697.

For more information or media inquiries, contact Paul Valleau, Executive Assistant to Mara Glazer, at 866-430-4680 or Paul(at)maraglazer(dot)com.

About Mara Glazer

Leading marketing and social media strategist Mara Glazer helps entrepreneurs build amazing businesses that allow them to live amazing lives. She blends online and offline marketing strategies to help business owners create global buzz, and translate that into money in the bank.

Learn more at http://maraglazer.com/.

As a veteran marketer and PR consultant, I’m always looking for fun ways to help my clients grasp the essence of marketing, and how it “fits” into their business. And this latest example comes courtesy of my single friends who are out there on the dating scene.

Indeed, have you ever noticed how much marketing is like dating? From creating a “wish list” for Mr. or Miss Right, to practicing the essential (and increasingly rare) art of active listening, marketing and dating are two time-honored activities that share some uncanny similarities. Here are 5 that make the case:

Similarity #1: They Both Aim for Ideals

Daters play a risky (and sometimes scary) guessing game if they head out the door without a solid of idea of the type of person they’re hoping to find. That’s not to say they shouldn’t be open minded and open to “luck lending a hand.” But without an ideal in mind, who knows where they’ll end up – or with whom?

As a business leader, you need to define your ideal client, too. Are they a solo practitioner, or a Fortune 500 brand? What’s their specialty or niche market? If you weren’t getting paid, who would you want to help and how could you best serve them? Often, your ideal target market is “hidden right in front of you.”

I’m a believer that we have the power to manifest things in our lives if we’re clear about what we want. Take a pen to paper (or fingers to keyboard) and write out the qualities you want in your ideal client. This is a discovery process, and the more time you spend identifying your ideal client, the clearer you will be. And remember: you also may find it necessary to tweak your ideal client profile – and your own beliefs — so that you get paid what you’re worth. Start small, expand your influence and work your crowd.

Similarity #2: They Both Fish Where the Fish Are

Wise daters know that they have a better chance of finding their soul mate if they sign-up for classes or attend events. They’re simply more likely to find like-minded people who share a common interest. Essentially, they fish where the fish are – and not near the lily pads.

As a business leader, attending industry meetings or networking sessions is an easy way to mingle and connect with your niche market. Aim for conferences where you’ll find your ideal client. Make it a point to share your opinions at workshops and breakout sessions. Introduce yourself to key players and ask thoughtful questions at Q + A sessions. Work the room, and by all means, stand out in the crowd as a person of confidence and charisma. And while it’s great to make a big splash, don’t be disheartened if you need to start small. Big wigs weren’t born that way. They worked their way up, and the same will be true for you.

Similarity #3: They Both Plant Seeds

Daters let family, friends, co-workers and colleagues know that they’re interested in meeting someone. After all, everyone knows someone who would like to be in a committed and loving relationship.

As a business leader, you also want to leverage your network so that you can connect with your ideal clients. Now, keep in mind: there’s a right way to ask for an introduction (in person or virtually), and a wrong way. The right way is to be respectful of the fact that most business contacts are protective of their network, which is a valuable asset that they’ve developed and cultivated for years. So don’t be pushy or aggressive. Instead, work on building trust and identifying common ground. Building relationships is the key to growing a business. Start by knowing how to plant seeds in places where they’ll grow and flourish.

Similarity #4: They Both Depend on Attitude

Folks on the dating scene realize that they need to have the right attitude, which is one that’s positive, uplifting and energizing – and, of course, realistic. People can spot a happy person OR an angry person a mile away.

As a business leader, you need to have the same mindset. Even when the chips are down, and you’re feeling at the bottom of the barrel, you’ve got to let the world know that you have it together. Since you are your brand, in both your personal and business worlds, it’s important to look and act successful so you’ll inspire success in others. Truly believe in your greatness, and others will believe it too. There’s an energetic aura around you, so use that to let the world know who you are in a very big way, and how you’ll help solve their problems.

Similarity #5: They Both Need to Ask Questions and Listen

Dating superstars understand that people love talking about themselves, and so they ask questions about interests, work, family background, and so on. This not only sparks meaningful conversation, but it’s a great way to gauge interest and compatibility early on.

As a business leader, you need to think about what’s “in it” for your client – not you. If your clients are happy and you solve their problems, they’ll continue to be your clients. And the only way you can position yourself as a trusted partner is to ask meaningful questions, and actively listen to what’s being said – and what isn’t being said. Keep digging until you find your client’s true needs and wants. You’ll not only glean invaluable data, but you’ll impress your clients since, well, who doesn’t love talking about themselves to an attentive, thoughtful listener?

A Final Piece of Advice

We all know that love takes time. That’s not to say that an instant connection isn’t possible — it is. But usually, it’s more of a marathon than a sprint to really get to know someone and ensure that the attraction is more than superficial or “skin deep.”

As a business leader, keeping this timeframe in mind will serve you well. Is it possible to land a six figure account with one email or phone call? Since I’m an eternal optimist, I’d say yes – just don’t bet on it. Instead, lay the foundation to a solid business relationship as you would a friendship. Be there for your clients through the good times, as well as the bad times.

By doing that, your rewards won’t just be measured in sales and profits. You’ll also evolve and develop as more helpful and – believe it or not – loving and loveable person.