Mindset

as-a-man-thinketh

Whenever someone signs up for my mailing list, they get an email from me asking what their primary struggle is with selling art online. One of the most common responses is fear. Many artists suffer from a fear that their art isn’t good enough to sell, or that they won’t be able to sell enough of their art to make a living – ever. This fear is the result of a way of thinking about life and about art – a mindset.

In order to sell your art, you have to have to understand:

  • that art can be sold
  • the various ways art is sold
  • how you will sell your art

Some thoughts on how to develop this mindset follow.

Art Can Be Sold

In order to be a financially successful artist, it helps to understand that there are lots of artists already doing it, and that there are many ways that it can be done. There are lots of artists making a living through their art. There are basically six business models:

  • Being a Gallery Artist – the gallery owner or sales agent sells the art for you. You’re not involved, except for perhaps to be present at a showing or unveiling to answer questions and be seen. Being a gallery artist is the most commonly talked about, but actually the rarest way to make a living as an artist. Very few artists are represented by galleries, and of those artists, even fewer make a living. Heck, a lot galleries don’t even make a profit. It’s not all roses and wine.
  • Being an Independent Artist – selling originals directly to collectors yourself. This is very common. You develop your own following. You put on your own shows, manage your own website, and handle your own sales. We’ve interviewed dozens of these artists here on TAA. Check out Gwen, Natasha, Paula, and Matt to name a few.
  • Selling Prints - there are now enough print on demand companies that the average artist can upload images to the web and begin selling with no upfront investment in printers, paper, ink, etc. Fine Art America, Saatchi, Imagekind, Art.com, and several others. In addition to selling fine art prints, there are endless companies that will put your art on a virtually unlimited array of products. RedBubble, Zazzle, Cafepress and others will put your art on mugs, calendars, t-shirts and hundreds of other products.
  • Commissions – whether its pet portraits, people portraits, giant mobiles for hospitals, public street art, or something else entirely, commissioned work can be a steady source of revenue. You have to be a hustler when you get started, but after several years of hard work, you can actually build up a client base that feeds you new opportunities by referral.
  • Licensing Your Images – I recently did a great interview with artist Tara Reed on how she runs her art licensing business. We don’t cover this too often on TAA, so it was great to get her insight.
  • Art careers working for someone else. Anything from teaching to comic book illustration to concept art to graphic design. Natasha Wescoat has a great list of alternative art careers.

Obviously you can combine some of these business models together. The lines between gallery and independent artist are becoming more blurred all of the time, and many artists supplement income by doing commissions and selling prints. You can work for someone else while building up your own art business on the site.

Beyond having an understanding that there are lots of artists already making a living from their art, there are some powerful ways that artists limit themselves that I’d like to address here.

Limiting Beliefs

Starving Artist from Chicagoist.com

Starving Artist from Chicagoist.com

Language is powerful.

When I started learning Mandarin Chinese, I realized that it’s not just different ways of making the same words, its different ways of thinking. Words come from a mindset, which is inherited from a culture. That culture can have its roots in ethnicity, religion, or professional protocol – they all generate a certain mindset.

Think about terms like “starving artist.” The term starving artist is often thrown around like its some sort of joke. Artists will throw starving artist shows or sales, in some kind of semi-serious plea for money. Using this kind of language, even as a joke, affects you. Other bits of language that artists use to limit themselves include:

  • “I’m not a business/technology/whatever person” – this is an excuse for being too lazy to learn the basic skills necessary for running an art business, letting yourself off of the hook and abdicating responsibility.
  • “The economy sucks” – sure it does, but what does that have to do with you? Very little. There are artists making a living despite the economy. Find a way.
  • “I don’t have time/money/other resources” – I get it. We’re all busy. We’re all resource constrained. Successful artists find a creative way around resource constraints to reach their goals. If you can work around constraints when creating, you can work around them in your business.
  • “Person X thinks I should do Y” – I hear this one a lot. The artist’s spouse thinks they should give up. The artist’s teacher thinks they should work on their technique or find a gallery dealer. The artist’s friend thinks they should paint more commercial work. There’s only one person who can decide what you do.
  • “My gallery owner/agent sucks” – well, first, good on you for getting into a gallery and finding an agent and, second, so what? They don’t owe you anything. Have you talked to them about why they’re not selling your work? We all look after ourselves first. How can you make your partnership with this person higher priority? If you can’t, go make it happen yourself.
  • “I’m not a good enough artist.” Work matters more than talent. Research shows that people with an abundant mindset are better negotiators, helping everyone involved win even when there’s no obvious solution. Don’t be insecure about your talent.

How to Shake Limiting Beliefs

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Get out of your head and into your body – socialize, get physical. One thing that was made abundantly clear to me earlier this year – artists everywhere lead isolated lives.

While some of us are extroverts, many of us are introverts (not me – come on), and its easier to stay in the studio. We might even rather be in the studio. But it’s absolutely necessary to build time into your calendar for exercise and socialization.

Exercise releases endorphins, makes you happier, and being happier makes you more creative and better able to do business.True story. Socializing, even for introverts, helps you build connections with other people.

When I say socialize and exercise, I recommend dancing. I mean, check out how much fun this lady is having at the World Domination Summit, attended by myself and hundreds of other crazy creatives. Thanks to Chris G.’s Flickr page for sharing this.

In all reality, though, socializing and exercise can take many forms – just get out there and do it!

Surround yourself with positive people. You might be amazed, and deeply saddened, by the number of people who email me to tell me that this blog has made them believe, for the first time, that they actually can sell their art. They have been told no by parents, friends, and other well-meaning people they love and trust.

It’s important to surround your self with people who can help you. I recently attended a screening of a great little documentary called IndieKindred, which follows the lives of several artists and shows how their small group of artists supports each of them individually. Very interesting stuff.

The Praise File. Whenever I get an email from someone telling me how much they enjoyed a blog post or a class, I drop it into a file called “Praise.” I know a number of artists and entrepreneurs who do this.

Not only is it a great way to keep press clippings and testimonials, it’s also a great way to make you feel better about yourself when you fail at something or when someone criticizes you. The world wants to tear you down – its important to have a way to build yourself back up and the Praise file works well for me.

The Ways Art Can Be Sold

In the next blog post, we will discuss ways to address the other two aspects of mindset – ways to sell your art and how you personally will sell your art.

For now, I’d love to hear from you. How do you address mindset in your own practice? How do you stay positive? What questions do you have? Let us know in the comments!

About 

Chief Monster Hunter at The Abundant Artist. Digital Strategist for Creative People. Husband. Actor. Storyteller.

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Comments

  1. says

    Well, the quote here refers to a ‘man’. I’m a woman. You are a man. Don’t take this personally. It’s about my life, not yours. I am in need to speak my truth to the world and see what comes back. So I challenge you to really help half of your audience (if indeed ½ are actually male) by addressing the sexism involved in making and selling art. Anyone you know effectively addressing that? It’s not popular at all, but impacts everything. I’ve got my own obstacles here. …. And I know there are plenty of women that don’t have the problem or are not addressing it because they survive quite comfortability without the need to. Sometimes when Hurricane Sandy hits, some people lose their homes, some only spend a few days without electric and some aren’t impacted at all. I find sexism to be similar. It all depends on personal circumstances as well as the foundation of one’s life and what fortunes are misfortunes they were born with, live with and how much time, resources, etc. they can gather to overcome whatever they need to. It’s actually been my SUCCESS that brought me to this question, ironically. Frankly, quotes that use the term ‘man’ as if he is actually he and she irk me because for the first half of my life, I believed the voices that said it doesn’t matter. I’m treated the same, right? It’s been delving into being woman and artist very deeply that’s changed that.It’s been moving onto a creative life and path that brought me up to how much our cultural language and beleifs simply doesn’t connect to our physical reality on earth. Words and Images go together for me. I’m a visual artist first, but I’ve never done visual art without words. See here: http://commonsense2.com/2011/06/uncategorized/old-a-vast-state-of-humiliation/

    Again, don’t take my words personally. I’ve gained much from your work….and have lots to honor you for it. But I am up against what I am up against and how else do I continue to gain from your work if I’m not honest? There’s limits to the mindset in all kinds of ways, you know?

    • Cory Huff says

      Thanks Karen. I can certainly appreciate what you’re saying. Sexism in the art world is fairly obvious to me. I’m not a woman, but I think the best way you can respond to sexism is to succeed. Sort’ve like that quote, “Living well is the best revenge.” If you succeed anyway, then you break barriers for other women and make the men take notice.

  2. says

    Thanks for the insight (and kick in the pants!) Cory. In the last couple of months I have made a commitment to myself to really fight against the limiting beliefs and mindset I fall into, and am excited to see what will happen, beginning with a small art class I am teaching to my friends in a couple of days…Enthusiasm breeds enthusiasm!

  3. says

    Cory, one thing that gets in the way of my sales is that I have trouble focusing on one avenue to sales long enough to see it through. Right now, I’m narrowing my focus for a time so I can see real progress. I read about so many ways to sell my work that deciding which one to focus on gets confusing. I’m hearing that other artists are feeling similarly.

    So much information… So little time… So I’m creating a new body of work, photographing finished paintings in high resolution so that I can keep my options open for reproductions and print on demand services. Right now, I have more ideas about selling than I have artwork to sell.

    I’m thinking that galleries are no longer a viable option for me since it ties up my work. I’m selling fairly well at a booth I rent at a high end antiques shop, and I’m in control of what I hang there.

    However, I’m dead set on creating some passive income in the future through reproductions of some type. It’s better for me to sell prints at a reasonable price than sell originals forth price of prints.

  4. Genia says

    In the past, I had sold 3 of my art – one chalk pastel landscape; oil paintings of a red Indian child and harbour of Maryland.
    My problem is to try and get my paintings on show.
    I would like to sell my painting privately, but need to somehow find a suitable web page for the people to find easily.
    I love to paint and find interesting ideas to create colour and beauty.
    Genia

  5. says

    Hi Cory,
    Thank you for the post. It is very encouraging. Got another rejection letter yesterday from a gallery but nevertheless, I am pushing forward.
    Ways to sell art for me have been by: *doing smaller shows/farmers markets that allow artists to participate. Smaller fees and a way to test the market. *creating a line of equally appealing gift items and, of course, prints. One goal is to get my gift items in a retail location, like a gift shop or boutique that focuses on home décor.
    Every approach to a retailer allows me to hone another skill.
    Thanks for the post! Looking forward to the next one.

    • says

      Sharon, I used to work with several galleries and some of those gallery owners are my friends. Recently I decided to pursue galleries again so that I could get better prices for my original paintings…

      Not a single gallery owner has replied to me as of yet, and they know me. I don’t even get those rejection letters! I bet no response at all. What this tells me is that the gallery system may be dying for the most part. I happen to know that some of the gallerists who used to sell very well are struggling.

      I also paint at farmers markets, and choose those in wealthy towns. Sharon, keep on doing whatever you can to get your work seen and sold. If the gallery thing doesn’t work out in the long run, don’t take it personally. It may feel great to say your work is in a gallery, but I see too many artists whose work is just sitting on gallery walls, and sometimes in the gallery storage area.

  6. says

    This is my second year on Yessy art. I have people viewing but no sales, is there something else I can do ? I love to paint and hope to continue for a long time. This article has helped a lot as far as building me up. Not sure if my prices are good. Since I am new and have no background in painting thought maybe that would be why the no sales. I wanted people to be able to afford and like my paintings.

  7. says

    Staying positive is a challenge. I tend to focus so much energy on my work, that when I don’t see a commensurate result, I get fatalistic. That’s when I have to disengage. I’ve found that T.V. and video games DO NOT WORK for me; the whole time I’m watching/playing, I have this negative chatter in my mind. What does help is tidying up, tackling a long-put-off household project, simply sitting outside and breathing consciously, or going for a short walk. Got to back away from a thing to get perspective.

    • Cory Huff says

      As I mentioned in the article – don’t sit around, get up and physically engage in something else. Sounds like you’re on the right track Georgia!

  8. says

    Cory,

    Wonderful post! Mindset is the key issue, assuming all other things are equal.
    Dancing is always a good idea! As a former dancer, I dance whenever I can. It puts you in the present, clears your head, and is fun!
    Meditation is great too for connecting you to your source. You can always go within and breath and connect to your inner wise one. I also work with Christine Kane who is a master of mindset coaching.

  9. says

    Thank you, Cory, You lifted my spirits. I try to keep my studio work everyday and I have recently learned a lot more about technology. I got a new computer! I think I am almost ready to publish my own website. If I had more money I would have employed you but you give so much away for free and I am grateful. God bless you Cory!

  10. says

    Oooh, ya got me on a bad day. Huge fight with the hubby last night about this exact subject. He tells me I’m talented, while saying that I can’t make a living doing it. he won’t admit it, but he thinks I sit around all day and play with the dogs. That’s the hardest negativity, when you can’t put your finger on it but you know it’s there. Unfortunately, you can dump negative friends, but a husband is a different story. My solution is to ignore, ignore, ignore, and don’t defend, that’s when it hurts the worst. I should never have to defend what I do.
    Other than that, having spent HOURS this morning pondering these questions, my problems are 1. it takes a LONG time to produce a single piece so I’m not exactly prolific. 2. I agree with Lori – I try so many different avenues and end up failing at all of them. I need to find ONE way and stick with it. My “real” artwork is graphite, black and white, photorealistic but I’ve been doing digital art recently, which is color, and night and day different. Don’t know how to combine the two, or even if I should. Thought about using a different name. But running two businesses is supposed to be a big no-no. i do commissions and actually LIKE doing them, but they take away time from producing new originals and don’t have a print market. Good money, good referrals, but not a good way to make a living. I could turn them down and focus on originals, but I’d run out of money before I actually got anywhere! I think the solution is to create relationships with a blog but I don’t have a clue what to write about (and I was a writer for 25 years!), and that too is a long wait till it actually produces. And finally, to Karen, I was very active in the women’s movement in the 70′s, member of NOW, the whole nine yards. I agree there are still many inequities, but what I’ve found is to ignore them, focus on the positives, and do what works best for me. Spending time haggling about the use of he and she, him and her, etc., is fruitless (I know, I did it for years). It is what it is, and there really is no good alternative. S/he, herstory, and my favorite, the personhole cover. I’m so past all that that I didn’t even notice Cory’s article focused on “him.” And that’s what’s important, fewer and fewer people DO notice. Actually, all my artist friends are female and when you say “artist,” female is the first thing that comes to mind. As for this site, I have gotten more out of Cory’s writings and videos than I can tell you, and it really never crossed my mind that he’s a guy. Or not a girl:-). He’s just Cory, and I love what he does, and that’s what matters. Sorry, tend to ramble…will shut up now, and return you to your regular programming…

    • carrie says

      Carole, I love what you’ve said here and agree with a lot of it except what do you mean you don’t know what you would write for a blog… ? Look what you’ve done here without even trying! And as far as running more than one business at a time it struck me that that is what I am doing and hadn’t even realized it. I sell my art work on Fine Art America and I also have an etsy shop where I sell faerie related items that I make. I’ve found that the etsy shop is keeping me going while I wait for the fine art to start selling. I guess it is like that old saying “don’t put all your eggs in one basket” but I think it also is that I get too board doing the same thing all the time. So I’d encourage you to do that if you feel you can handle the stress of it (which really isn’t much different than handling the stress of one business). I just kind of fell into it and it’s working well for me so far and I’ve actually been contemplating adding one more because I’ve had a real good idea that I’d like to pursue that doesn’t really fit either of these venues. And I totally agree with that he/she stuff. Just do your own thing and ignore those bigoted idiots out there. Their not worth your time and energy.

      • says

        Do you use the same identity for both businesses? Seems to me that would be confusing if the two products are completely different (same with mine). I was considering using a different name, different persona…or is that silly?

  11. says

    Great post, Cory. I never refer to myself as a starving artist – awful term. I’ve already had success selling my jewelry and art in the past.

    As I return to the market, I’m lucky to have a supportive husband, sister and others, online and off, including TAA and AEM. I celebrate small and big milestones. I exercise daily. Also, connecting to nature is very grounding. Love parks! When I get irritable, I know I need to shift my energy or mindset.

    Also, I agree with Lori’s comments on galleries. Many of the galleries I’ve been in have closed over the years. Instead, I’m doing a corporate show in Seattle in October.

  12. Hannelore says

    Great post, Cory. In addition to the things you mentioned, one other thing that always helps my mindset is reminding myself of past successes. Even if those successes were in a completely unrelated field, they still count! For example, “If I could learn how to windsurf, I can definitely learn how to use WordPress!” I’m constantly monitoring the little voices in my head (we all have them), and when I hear a naysayer I know how to talk back to him or her.

      • Roger Stones says

        Dear Cory

        You, and by default your posts are an endless source of encouragement to me, thank you dude your rock. I believe that because of people like you and Alyson Stanfield, many artists have an art life, or at least hope or plans for an art life. A big reason I continue to pursue my dream of selling sculpture is because a professional foundry artists encouraged me. The power of well communicated encouragement is astounding, please keep it up. Because of you guys, I am building a web site, a plan and my self confidence to launch my brilliant sculpture career (note the mindset). Any tips on how to overcome the scary cost of casting clay into bronze?

  13. says

    Cory, this was a great post! Thank you for writing it!

    I’ve been making (and hoarding!!) my art since I was a boy. I can’t tell you how many notebooks filled with sketches and ideas line the spaces in my home. It’s only recently that I’ve started to share a little of my art with a public audience via Facebook. I even opened a tiny shop on Etsy to get my feet wet and ease myself into this kind of self disclosing. Here’s some of the stuff I’m working on, if you or anyone else would like to have a look: https://www.facebook.com/AlmostArthouse.

    I don’t know if I’ve secretly feared failure or success, but fear anchored me for a long time– until my 30th birthday last year. I realized that no matter how much I love life, there is no guarantee as to how long I get to be here and I’d rather follow my whims unapologetically than simply do what I’m supposed to do. And so, I quit the comfort of my 9-to-5 job with all the perks of health benefits, 401k and a steady paycheck to make and sell my art.

    To make ends meet, I freelance as a photographer and videographer, but I spend every day writing, sketching, painting and doing the things I love– the things that compel my passion and keep me centered. I try hard not to be a loner and, thankfully, my girlfriend is a wonderfully supportive and incredibly social person who helps me stay positive, social and who gives all of what she has to help me with my dream–while still actively present and engaged with her own life and passions.

    So despite my own tendencies to be a recluse who draws life in sketchbooks instead of living it, I’ve found the kind of encouraging support network you mentioned in your post among my family, friends and a partner who gets it. (For the record, she does often tell me “ideas” of things I should paint or sketch, and many times they’re good ideas, but you’re right when you say that only the artists can really know what s/he has to do.

    I’m finding that starting out is the slowest part of the process, and though I don’t have much right now it’s a beginning I’m thrilled to have!!

    Thank you for the create community of ideas and arts you’ve brought together here.

    • Cory Huff says

      Thanks for commenting Stamatis. Great to hear from you. Keep it up, and develop that business sense along with the artistic skill!

  14. says

    Thank you- this is a great newsletter, so important. This particular topic and your insights are like a cool drink of water on a hot day! Thanks for clearing the air and really pinpointing the fact that we are the only ones that get in our own way, ultimately. There are real world challenges at every turn, of course, but this is a reminder that there are so many possibilities for us beyond the black and white “who will sell my art for me?”, etc. THANK YOU!

  15. Valeroe says

    I really enjoyed this article, especially the quote, the title of this article. It’s true and this makes me or rather reconfirms what I need to do and way to think. Thanks again, Valerie

  16. Rue McDonough says

    Hi Cory, Hope you don’t mind that I linked you into my blog…Abundant Artist has too much great information not to share it.
    Rue

  17. says

    Hi Cory,
    I’ve been getting your emails and I always enjoy them (when I make time to open them up and read!) I just recently took an artist entrepreneur workshop and the focus is such a big deal. There was a verse from the bible they used as a theme “Where there is no vision, the people perish.” It’s so easy to get distracted and put the art on the side while you are working a job and just trying to get by. I recently got my permit to be an art vendor. For a few weeks I was out on the street in my neighborhood of Inwood NY where there is a green market and artists can sell on the street. Let me tell you, to put your stuff together on the pulley and sit out there takes a lot of effort and time to get to meet people and become familiar to them. I was getting some sales but realised that the postcards of my art, mugs and mouse pads were not enough. I pulled away and am working on a 2014 calendar of my neighborhood with the subways drawings and landscapes. I’m also looking into the T-shirt designs of the subway and landscapes, which no one else has here either. That took time to find the right people too! It is a push doing this and is similar to an athlete in training for the Olympics, but I believe that it can work. It’s been an investment of my time and money but that vision and mindset have to be there or it’s a dead dog. I recently hired a wondefful young couple who are social media people to help me with the internet. They are charging me $200 a month but are tellling me exactly where the money is going and the promotion on my facebook, twitter, pinterest and tumbler each month. Before that a friend had recommended someone to me who was charging about $600 a month($2400 for the full package) and I had spent almost $800 to get initially set up. Not much was done and in the 2 months I spent about $2000 to get a tumblr and pinterest site set up. I’m finding as an artist a lot of things are trial and error. Having to make mistakes and learn from them. There are times too when the momentum to produce slows down and almost 2 weeks can pass by getting sidetracked just by life. Having a full time job sucks a lot of the time to do your work out of you. In the meantime a good artist friend of mine, who is older and more experienced, got me hooked up with a library in the Village that will display my work in September and October! The networking and getting out there are so important. You never know who you are going to meet and the artists that you can form friendships with and how that can help each of you in years to come. I had an artist friend that was so secretive about everything she did, she wouldn’t even let me in her studio for fear I might copy something or get an idea. Of course there are certain things we keep to ourselves but if you just stay to yourself all the time and don’t get out in the community of artists, how can you advance and move ahead? I’ve met some wonderful artists that have become friends and we genuinely help, and care for each other and find ways to do things. No man is an island and when you find those relationships that work, boy they really click and both sides giving to each other has so much more possibility than living in fear that the next artist is going to rip you off. Just like a freindship, there are people who can use you. The wisdom is to be discerning and selective in whom you are going to let in that circle. Thanks for the positive thoughts Cory. They help artists think more and that means more ideas and possibilities can come up. Thinking artists can be a very dangerous thing out there! I remember my art teacher and guidance counselor telling my not to put all my eggs in one basket. The problem was that the business and marekting side was never taught and knowledge is power. Anyone who is successful is not only passionate but driven and goes all the way. Was Steve Jobs convinced that he could do it, or Bill Gates? They had a vision and put everything they had into it. Why can’t artists be successful if that is their mindset and they plan and use a strategy to get there. thanks for being out there Cory! Best, Len

  18. says

    Hey Cory, Thanks for all the most excellent articles. There is no one else who knows the issues like you do. Your stuff deals with unique issues that are relevant. its not to be missed.
    As for mindset, mindset, I do not associate with people who have a negative attitude to my selling my work which is just about everybody around me. So I am often alone. I have been taught to cultivate your price. Also to have various prices. Since part of the compensation of my own work is in itss being created for millionnaires I don’t have anyone in the market near me. So I rarely exhibit them now. But I do trip on inspirational images which I have hung in my residence. They are all part of the current Bread exhibit and each one is part of a dialogue to keep on my mission. I am sending you the catalogue link with my compliments: .https://iphoto.jeancoutu.com/Pages/Private/Checkout20/PreviewSharedItem.aspx?ci=fr-CA&sharedItemKey=7b63826b-80b8-41ec-91c7-2e1714ef7830

  19. says

    Finally going through all the e-mails I have gotten from you. Mindset is probably my number one issue. Currently, I am making and selling one-of-a-kind necklaces. I am ‘painting’ with beads of natural stone, Czech glass and Swarovski crystals on crocheted silver, gold, and copper wires. I have been selling in local markets this summer. I broke the $1000 mark in 6 weeks. I am disturbed how I am affected by bad weekends. I do a total psychological slump and make nothing the next week. If I have a great weekend with amazing feedback AND sales, I don’t want to do anything else but make more. All the self talk in the world doesn’t seem to change my creative mind set regarding bad sales weekends. I take it way too personally.

    • says

      Elsie, I’m a year behind you and it crosses my mind often. Thanks to the internet, I figure we’re blessed because we don’t necessarily have to meet our clients/customers, so our age (and gender) is unknown (well, unless you’re on Facebook in which case you have no secrets. Complete strangers know what you ate for breakfast!). There is a very successful copywriter out there who took on a male persona and suddenly began getting gigs like crazy. Happy for her but sad that sexism still exists. Makes the choice of profile pics a bit tough though! As to your question, I say just do it. Some artists, no matter what age they are, do more in a week than others do in a year. Besides, if you weren’t creating art, what would you be doing? I thought so :-)

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